VOICES Dismantling the walls to wildlife in Colorado

Although never a big-game hunter, I have killed three deer in Colorado and likely gave a bull elk a terri c headache. at’s not to mention my carnage among rabbits and other smaller critters.

Cars were my weapon, not guns. Driving at dusk or into the darkened night will inevitably produce close brushes with wildlife, large and small, on many roads and highways. Even daylight has its dangers.

Colorado is now rede ning that risky, ragged edge between wildlife habitat and the high-speed travel that we take for granted. State legislators delivered a message last year when appropriating $5 million for wildlife connectivity involving highways in high-priority areas.

In late December, state agencies identi ed seven locations where that money will be spent. ey range from Interstate 25 south of Colorado Springs to Highway 13 north of Craig near where it enters Wyoming. New fencing and radar technology will be installed. Highway 550 north of Ridgway will get an underpass.

e pot wasn’t deep enough to produce overpasses such as two that cross Highway 9 between Silverthorne and Kremmling or one between Pagosa Springs and Durango. But $750,000 as allocated to design work for crossings of I-25 near Raton Pass with a like amount for design of an I-70 crossing near Vail Pass.

In this and other ways, Colorado can better vie for a slice of the $350 million allocated by Congress in the 2021 Infrastructure Investment and Jobs Act for improved wildlife connectivity. is is on top of the overpass of I-25 planned for the segment between Castle Rock and Monument to complement the four underpasses installed in the widening project of recent years.

We are pivoting in how we regard roads and wildlife habitat. We have long been driven to protect human lives and our property by reducing collisions. Our perspectives have broadened. Human safety still matters, but so do the lives of critters.

When we built our interstate highway system between 1956 and, with the completion of I-70 through Glenwood Canyon, 1992, we gave little regard to wildlife. ere were exceptions, such as the narrow underpass for deer in West Vail installed in 1969.

Biologists in the 1990s began emphasizing highways as home wreckers. Expanding road networks, they said, was creating islands of wildlife habitat. Fragmented habitat leads to reduced gene pools and, at the extreme, the threat of extinction of species in some areas, called extirpation.

I-70 became the marquee for this. Wildlife biologists began calling it the “Berlin Wall to Wildlife.” e aptness of that phrase was vividly illustrated in 1999 when a transplanted lynx released just months before tried to cross I-70 near Vail Pass. It was smacked dead.

With that graphic image in mind, wildlife biologists held an international competition in 2011 involving I-70. e goal, at least partially realized, was to discover less costly materials and designs.

Colorado’s pace has quickened since a 2014 study documenting the decline of Western Slope mule deer populations. In 2019 an incoming Gov. Polis issued an executive order to state agencies directing them to work together to solve road ecology problems. e two studies found 48 highpriority segments on the Western Slope and 90 east of the Continental Divide, including the Great Plains, reports Michelle Cowardin, a wildlife biologist for Colorado Parks and

Two wildlife overpasses along with underpasses and fencing north of Silverthorne completed in 2017 have been valuable examples. Studies showed a 90% reduction in collisions.

“An 80 to 90% reduction right o the bat is pretty typical for these structures,” says Tony Cady, a planning and environmental manager for the Colorado Department of Transportation.

State agencies, working with non-pro t groups and others, have crunched the data to delineate the state’s 5% highest priority road segments. ese data may give Colorado a leg up on access to federal funds.

Sell the sizzle and buy the sizzle

Recently I went back and reread the book “Sizzlemanship” by Elmer Wheeler. Elmer Wheeler is credited with being one of the original pioneers of sales skills training and motivation industry. It’s classic stu and de nitely worth the read. e point, as you can guess by the title, is to sell what your product or service does, not what it is, meaning sell the sizzle and not the steak.

In today’s world we think about the sizzle as the KPIs, Key Performance Indicators, or the results that the company or the person purchasing the product or service might experience. For businesses and sellers, it’s making sure that we are focusing on that old radio station that buyers tune into, WIIFM, standing for “What’s in it for me.” Making sure that we know exactly how our product or service will contribute to the achievement of their goals and success.

Elmer Wheeler was way ahead of his time as we think about how business owners, entrepreneurs and salespeople think and sell. When we put the customer’s interests and results ahead of corporate pro t or commission checks, we will undoubtedly sell more of our products and services.

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Changing the station from WIIFM to tuning into WIIFT, “What’s in it for them.”

Now, walk with me through the transition from sales to our everyday lives. How many times are we trying to sell someone on an idea, or to help out, volunteer, join an organization, or anything else where we are seeking to have our family or friends get involved with something or buy into our idea? Most times we focus on the help we need instead of what they might be able to experience by participating. If you have ever been in the role of a leader in any notfor-pro t organization, committee, or other function at your children’s school or at the house of worship that you attend, you probably know exactly what I am talking about. Companies looking to get better in any area of business might consider thinking about the sizzle as looking at increasing revenues or increasing their average sales price. Maybe they are focused on improving margins,

LINDA SHAPLEY win/loss ratios, or sales behaviors. ey may look to expand through upselling and gaining more market share. Or they may be interested in reducing sales cycle time or customer attrition.

But we as individuals also have values and things that we might consider our sizzle when deciding what is in it for us, or why we may choose to get involved. When we are thinking about getting better in an area of our lives we may look at increasing prosperity, strength, or endurance. We may have a desire to improve our health, happiness, or relationships. What gets us excited may be our pursuit of expanding our knowledge, our network, or our security as we think about retirement. And maybe for some of us it’s about reducing or eliminating something in our life such as dropping weight, easing our stress, or getting rid of bad habits.

We don’t buy a gym membership, treadmill, Peloton, Tonal or home gym equipment because of what it is or the brand, we make that investment because we have a desire to look di erent and feel di erent, the sizzle. We don’t give of our time to support a charity because we feel a sense of

Columnists

obligation or we have to, we give of our time because we realize that as much as we give, we receive tenfold in return from a sense of grati cation as we see the results of our e orts in the smiles of those who we help, and that’s our sizzle.

Whether you run a business, lead a sales team, are a salesperson yourself, or if you are part of a not-for-pro t organization, a committee, or in some way tasked with seeking volunteers, remember to sell the sizzle and not the steak.

When you are making the decision to buy something or get involved in supporting a great cause, do you make the purchase or decision on what it is or on how it can impact you personally? I would love to hear your sizzle story at gotonorton@gmail. com, and when we can remember to tune into WIIFT, it really will be a better than good life.

Michael Norton is an author, a personal and professional coach, consultant, trainer, encourager and motivator of individuals and businesses, working with organizations and associations across multiple industries.

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