Gary Ryan BlairGary is the President of The GoalsGuy Learning Systems, a highly focused training organization whose mission is to help their clients build and sustain superior performance. They accomplish this objective by helping their clients increase their sense of direction, confidence, and capability in all areas of their personal and professional life.
Gary believes passionately in the enormous, untapped potential that resides within each person and is committed to providing individuals and corporations with tools of knowledge and skill they can use to unlock this potential. He has developed an entire library of world-class training programs, books and learning resources like the Personal Strategic Plan that are designed to make the heart sing, the mind expand and the spirit soar!
To support his belief in the importance of goal setting and focus, Gary has established and sponsored two nationally recognized events: Youth Goals Education Week, a unique opportunity for kids and teens to learn about goal setting and its influence on their future, and New Year's Resolutions Week, an insightful series of activities designed to encourage people to set goals for their lives.
Gary believes that life will not go according to plan, if you do not have a plan. He shares this belief and his unique strategies with school systems and companies around the world such as IBM, NASA, General Electric, Federal Express, Ford and many others.
In addition to The GoalsGuy, Gary has created the wildly successful got goals?® campaign. It's mission is to inspire people to Be More, Do More and to ultimately Have More from life.
His personal philosophy can be summarized into two words: Everything Counts!™ He believes in sweating the small stuff, and teaches that every action, word and thought either moves you toward or away from your goals, mission and ultimate legacy; that every moment offers an opportunity for advancement or retreat.
When Gary speaks and writes, he does so from the heart, with warmth and humor. His unique gift is to speak to an audience and communicate with the heart of each person as if they were alone having an important, intimate conversation. A polished storyteller, he has a way of making the seemingly complex, easy to understand.
Gary, his wife Erika, son Ryan, and daughter Libby live in Tampa, Florida with their two wonder-dogs Beefcake and Pork chop.
Host: Is there a quick way for someone to focus their business?
Gary Ryan Blair: Is there a fast or quick way for someone to focus their business if you are an entrepreneur. The answer is absolutely. There is a terminology called Center of Gravity and the Center of Gravity looks like this. Every business is going to revolve around one of three drivers, a person, a place or a thing. To put emphasis on, let me see if I can explain. This term was first used in the Korean war or we should be saying it was coined by military strategist after the Korean war and they -- most Generals, when they go about setting military strategy used this concept.
The idea being is that when you look at warfare and you go into attack someone, every single battle plan has a Center of Gravity, just like your heart beat is the Center of Gravity of your existence. What you need to be able to do is identify what is the heart beat, the center. So, the idea of a person, well, if you look at it, some campaigns revolve around people;we first had a conflict with Iraq, that was a person Center of Gravity, first missile that was sent, there was no misunderstanding as to where it was going.
You take the time to look at place like Jerusalem or Israel, an entirely different Center of Gravity, it's geographic, it's a place. The argument really is all about a small parcel of land is been argued about for many, many, many years. Then you turn your attention towards Afghanistan, the focus is not on a person and it is not a place, it's on a thing, that thing being terrorism and how we deal with this is the way with which we have to go through screenings and airports and do a whole bunch of different things that has shaken up our existence is the ways with which we have managed and navigate that thing.
Well, in business the same three principle applies, every business will revolve around one of three Center of Gravities, you can build your business around a group of people. That's what McDonald's does, McDonald's core customers is children. Now some people could look at it and say what about all these new meals and salads and so forth, very very small percentage of their business and to prove this point, about 15 years back McDonald's came up with a product called Mclain(ph), Mclain turned out to be a complete dud for one very simple reason, they were trying to sell to the adults.
You get to adults from the children, you don't sell to them directly and what was happening was, they lost market share to Burger King and some other competitors. So as soon as you take your eye off the ball again entropy takes place, which you have to identify. So some businesses could sell directly to an African-American market, to the Latino market, to women, to men, to children, to senior citizens. So that could be one Center of Gravity.
Secondly, place. Many businesses specially ones that have store front have a geographic focus. What that mean is that if you're a local pizza parlor, a local car practice, just use those two as example, the smartest strategy you could probably deploy is to take a compass and create a map and take a five mile radius from your zip code, from your office, those coordinates and do everything you can to develop a marketing plan that allows you to dominate that geographic location within five miles. That comes down to fliers, that comes down to door knocking, that comes down to, doing everything you can to buy the zip codes from a mailing host of some type. But you do everything you can to focus and dominate your car practice if you will on a geographic location.
Then we have a thing, if you go on one of the store like Victoria's Secret, it's not so much the women, the market they're selling to, that's part of it, it's not even so much the place geographic because they're going to be in a mall. The thing that they are seduction, they're selling making you feel sexy which is -- it's a very good thing, that's a good way for them to position their business. If you take the time to look at a company like Dell Computers, what makes Dell so unique. It is not so much the computer because it's a commodity, but it's how they manufacture it's - their distribution channel, how they can make it which you can't get done with IBM or some of these other companies that's just not going to work that way.
So when it comes to focusing a business you have to size it up very quickly and say do we have a person focus, a place focus or a thing focus, then you do everything you can to dominate that specific Center of Gravity, that's the key to it and I could have it very quickly.