The Smart Spin

# 25 Summary of "Who not How" by Dan Sullivan & Benjamin Hardy

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In this episode we are discussing leadership book "Who Not How" by Dan Sullivan and Benjamin Hardy. The book argues that focusing on finding the "right people" to help you achieve your goals ("whos") rather than obsessing over the "how" is the key to success. This approach emphasizes building meaningful relationships, delegating tasks effectively, and fostering collaboration. The audiobook highlights several examples, such as Michael Jordan's need for a team to win championships and how a lawyer increased his income by hiring a driver, to illustrate the power of the "who not how" philosophy.

Key Ideas & Facts:

1. Collaboration Amplifies Success:

  • Even the most talented individuals need a team to achieve significant goals. The book uses Michael Jordan's journey with the Chicago Bulls as a prime example, highlighting the importance of Scottie Pippen, Phil Jackson, and the "triangle offense" in achieving six championships.
  • Quote: "This remarkable success wasn’t solely a result of Jordan’s virtuosity but a collective effort orchestrated by a well-balanced team of Who's."

    • 2. "Who's" Expand Possibilities & Efficacy:

    • Collaborating with others provides access to resources, perspectives, and skills that an individual may lack, thereby expanding their potential. The book cites Richie Norton's success selling watermelons at 16 with his father's guidance.
    • Concept: This aligns with the "self-expansion model" by psychologists Elaine and Arthur Aron, which states that efficacy is context-dependent and can be enhanced through close relationships that provide access to resources.

      • 3. Procrastination Signals a Need for "Who's":

      • Procrastination often stems from lacking the knowledge or skills to achieve a goal independently. Instead of viewing it negatively, the book suggests it signals the need to find the right "Who" to help.
      • Tool: Dan Sullivan's "Impact Filter" helps identify the right "Who" by clarifying your motivation, desired outcomes, and potential consequences.

        • 4. Time Freedom Through Delegation = Financial Freedom:

        • Delegating tasks to capable "Who's" frees up time for higher-impact activities that generate income. Dean Jackson's story of hiring Mandy to manage his condo demonstrates this, allowing him to focus on his coaching business.
        • Key Question: "Should my attention be devoted to this task, or could it be better invested elsewhere?"

          • 5. Transformational Leadership Focuses on Outcomes & Empowering "Who's":

          • Effective leaders focus on achieving results, not micromanaging processes. They invest in, challenge, and mentor their "Who's," empowering them to achieve shared goals. Attorney Nicole Whip's transformation from overworked solo practitioner to a successful leader by building a team illustrates this.
          • Concept: Aligns with the "escalation of commitment" principle, where leaders' commitment strengthens with their investment in a goal or project.

            • 6. Mutual Value Creation Strengthens Relationships:

            • Building transformational relationships requires shifting from a "What's in it for me?" to a "What's in it for them?" mentality. Joe Polish's success in building his network by consistently providing value to others exemplifies this.
            • Key Takeaway: Gratitude is vital for nurturing positive relationships and attracting more "Who's" to support your journey.

              • 7. Collaboration Unlocks Purpose & Achievement:

              • Embracing collaboration over the ingrained "self-reliance" mindset unlocks greater potential and purpose. Karen Nance's journey co-authoring her grandmother's biography with a historian she initially saw as a competitor showcases the power of this shift.
              • Result: By embracing a "Who" mentality, Nance achieved a more impactful biography and freed time to pursue other goals.

                • Practical Tips:

                • 80% Rule: Delegate the final 20% of a project, focusing on achieving 80% completion efficiently.
                • Impact Filter: Use this tool to clearly define your goals and identify the right "Who's" to help achieve them.

                  • Overall, "Who Not How" presents a compelling case for leveraging collaboration to achieve goals more effectively. By shifting our focus from individual effort to strategic partnerships, we can unlock new levels of success, freedom, and purpose.


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