Distraction-Proof® Advisor Ideas

Dennis and I in New Orleans

Last week I had the honor of being the closing speaker at the 2015 Million Dollar Round Table Annual Meeting in New Orleans, where I met Dennis, who communicated some of the most profound things I heard during my trip.

Unfortunately most people left the meeting without hearing Dennis’ timely advice nor seeing his passion for what he does. Dennis did not get to share on the main stage, nor did he present at any breakout sessions. In fact, he didn’t even attend the MDRT event. Dennis was the shoeshine guy at an office building five blocks from my hotel, and I had the privilege of sitting in his chair the morning before I presented at MDRT. During our conversation while he cleaned and polished my shoes, he poignantly and powerfully encapsulated what so many gifted speakers try to communicate. Dennis is a diminutive man, who has shined shoes for most of his life. He spoke about passion and how it fuels excellent performance.

He told me, “So many guys come downstairs, sit in my chair, and watch me shine their shoes. Smart guys, strong guys. They see what I do and think they can do it themselves and save eight or ten bucks. I won’t see them for a couple of weeks, but then they’ll come back. They tell me their arm is so sore from rubbing their shoes and confess they can’t get them to look like I can. They look at me, just this little guy, and wonder how I can keep shining all day, every day.”

“You know why they can’t do it?” he asked me, with a big grin.

“‘Cause they’re not passionate about shining shoes:  to them it’s just a chore. Not for me. Me—I’m passionate about getting those shoes so clean. You feel great when your shoes are shined, and you’re ready for the day. I get a chance to help people feel like that when I shine their shoes.”

As we spoke, it was evident that Dennis was a master of his trade. He eagerly told me about how different leathers respond to dirt and how, if you don’t understand the leather, you’ll only succeed in covering over the grit and wearing out your shoes sooner.

As he was finishing, he stood upright in front of me and looked me in the eye. “Are you ready to speak?” he asked.

“Absolutely,” I told him.

“Of course you are!” he agreed. “You’re more ready for this afternoon than you’ve ever been. When you walk on stage, you’ll be so ready. I know you will be—I shined your shoes!” With that we parted. My talk went great, and I went back to see Dennis the next day to thank him again for the part he played in my preparation.

Dennis took pride in his work and was passionate about performing his job excellently. He took care of small details that make a big difference and saw the importance of how he impacted others’ lives.

We each have something important to offer.

• What are you consistently doing excellently to improve the lives of others?
• Can you verbalize the significance of what you do?

Even if others don’t recognize the magnitude of what you do for them, knowing the value and importance of what you do will make a great difference to your attitude and approach. Recognizing the positive impact you have in other people’s lives gives your day-to-day routine purpose. Being certain of your purpose and seeing your role in the larger scheme of life fuels your passion, which provides motivation and excitement about what you do.

Take time to reflect on the value of what you do, and be excellent.

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