Keep on building.

Now that the Super Bowl is over there is a new champion and we applaud the effort of a team that overcame obstacles, adversity, injuries, and the hardest fought games than they faced all season. Hats off to the Packers for an excellent season and superior teamwork. Everyone was excited (except Steelers fans) and for the moment we all tipped out hats to the new champions.

Interestingly enough, the very next day the headline in several sports pages was a prediction for the Super Bowl next year and already picking another team that will win it all. So much for letting someone savor victory.

Truth be told, many teams have been working feverishly on picking players for the draft, assessing and making coaching and personnel changes, and other details of the upcoming season. Even though it is a 17 week season, teams work are working 52 weeks of the year. A few select teams have been aggressively making trades and working deals for the draft. It never stops.

That brings me to a great parallel in business. I have been in more sales cycles than I can care to remember. Constantly working on hitting objectives, qualifying for club trips and maximizing earning potential. My point is this. You have to be a farmer. Yes a farmer. A farmer is one who is focused on this year’s crop, but is thinking way ahead to next year. He is thinking about what he will plant, what needs to be done in order to prepare, what equipment he will need, how his crop will fare in the marketplace, and anything else that will affect his crop.

When we are thinking of marketing our products and services, we must be aware of not only the present but the future as well. Plan for the upcoming seasons. Too often we limit our thinking to the present without respect to what the future holds. Yes, the present is important, but careful thought must go into the future if we are going to reap an abundant harvest. Included in this are our business, our reputation, our goals, and our vision for the immediate and remote future. A failure to plan way ahead in the future ensures that we will not get the desires that we truly wish to have. By this I mean we need to really thing deeply about where we want to be in, say 10 years. Will anyone say they want to be in exactly the same place??? I doubt it. SO, set lofty but realistic goals and figure out how you are going to get there. Here are some ways that will help.

• Think Big: In doing this your mind will explode with ideas that will get things moving in the direction you want to go in.
• Determine where you want to be: Figure out where you want to be in a SPECIFIC time frame and begin working away at it
• What needs to happen: Ask yourself what needs to happen in order to achieve your goals and the time involved.
• Develop a road map: Just like planning a trip, after you have taken the above steps make your map and begin in the direction of point A on your map.
• Write it down: If you don’t, it’s just a dream. The more detailed you are, the more clear your reality will become.

Have fun shaping your reality and achieving all that you would have for yourself. And, by the way, there will be obstacles. If it were easy everyone would be doing it. Stay positive and see it come to life in your vision and make it yours.

To your Success!

Cold calling is dead???? Don’t bet on it…

If you are in sales, in any form, you have probably heard the concept and later a book called, “Cold Calling is Dead.” Call me old fashion, but the way is see it is this: as a professional I bring a lot to the table and the idea that you can market yourself without picking up the telephone and connecting with an individual is ridiculous. I think the only reason that concept even had a hearing and brief following is that there is a lot of sales people that hate picking up the phone and calling someone that is not expecting their phone call. Some say it is “call reluctance”, I call it “fear of the phone.”


I learned a long time ago that I could do a lot on the phone and contact a lot of people in a short amount of time. Sure some people are initially annoyed when I call them, but if I can overcome that, then I have entrée. The most successful sales professionals consistently do the things that others are not willing to do and do it well. Cold calling is one of them.

That being said, there is nothing wrong with softening the beaches with a note, email, or marketing piece (which essentially gives you another reason to call). These can aide us in giving information about us or what we offer and can make what we have relevant. And a strong referral is also a fantastic way to get into a business. But you cannot arrange a meeting or sell a concept by telepathy – You have to contact them and the first way I would try to contact them is on the phone.

Remember how important it is to relate things you offer from their point of view. What you have may be wonderful, but if you cannot relate to them, showing how it will impact them in a positive way, you will go nowhere fast.

Hey, if I could get my phone to ring so much I didn’t have to make outbound calls, I would be all for it. But in reality, it just doesn’t work that way. Some people prefer to communicate via email, but I have never seen a business card with only an email and no phone number. Sometimes the person I am trying to reach won’t pick up the phone. My next move is to send an occasional email to get a response. And from there I will call and schedule an appointment. I can gain interest and gage response by conversing with them personally and will have a better chance of making a qualified appointment when I actually talk with someone.

People say I have a great face for inside sales, but I wonder if I have the look for someone who markets themselves electronically. Truth be told, people respond better on the phone because it is a conversation and not a planned out communication. Even better is the face to face meeting, which is where business is done. The point of cold calling is to secure appointments.

Maybe if I wrote a book and sold it online then I would never have to pick up the phone again, but until I do, I have to connect personally with people, get their attention, and solve problems.

Perfect practice make perfect execution…

People always seem amazed with the performance of athletes at their peak. I particularly like to watch golfers who get in the zone and can’t seem to do anything wrong. They make it look easy and effortless. The truth is, they have to spend a lot of time practicing, and to take it a step further, they have to practice correctly, accurately, and get continual refinement from top golf instructors and swing coaches.

When I practice my golf swing, I go through what I have been taught and rehearse it mentally (although you wouldn’t know it from how I actually play). Truth be told, there are times when I play fairly well, and times when I am really dialed in at the practice range. There were many years when I practiced without proper form, instruction and it was kind of like the blind leading the blind. It wasn’t until I got the proper instruction that I learned to practice perfectly. Even then, you have to stay with it.

Mentally we have to stay with it to as it relates to our mindset and expectations. If we expect to fail then we will fail. If we expect success, then we will have success. If we are not where we wish to be, then we must behave and think as if success is right around the corner. We must continue to do the things that have been successful in the past rather than reacting to circumstances and allowing those to dictate which activities we are involved in.

One thing that has really helped me over the years and I know other top performers have used is the one minute manager. This is where you take some time to think and anticipate what could go right and what might not. You want to this mental rehearsal prior to any meeting or situation that we are involved in. One big thing is that we want to expect a positive result and focus our attention on that, and not dwell on what could go wrong. So often we get in the habit of expecting things to go wrong that we are shocked when they go right. Here are some things I do to mentally practice and rehearse.

• See the outcome – really get a clear vision of where you want the end result to be.
• See yourself in the process – see yourself being successful and doing exactly what you want – if you can’t see yourself achieving something, then you won’t in reality.
• Anticipate what could go wrong and be prepared – Overall you want to focus on what you want from a positive mindset; but you must also anticipate objections, obstacles and be ready for them.

Lance Armstrong had a coach work with him and get him to look into a mirror and say in the past tense, “I won the Tour De France”. I’m sure those fella’s in the silly spandex riding on the edge of the road all know that. The point is to envision what you want in your life, rehearse it in your mind perfectly and watch it come to pass.

Ignite your passion!

Sand in the machinery of life

Many years ago I heard the phrase, “Fear is sand in the machinery of life.” It destroys, it impedes, it prevents us from being the kind of people we want to be. Another definition is, FEAR; False Evidence Appearing Real. When we buy into fear, we claim for ourselves a reality that is not necessarily a destiny that has to happen. In other words, we are the ones who shape and determine what will happen to us.

When we allow fear to control us, we get the opposite of what we desire to have. It may begin in a subtle way, maybe a word from a friend, co-worker, a television commercial; and may directly or indirectly affect our thinking. Like in a garden, we must weed these thoughts out and get rid of them. Don’t learn to deal with them, just pull them out and dispose of them. If they cannot help us get to where we wish to go, then take them out with the trash.

Can you imagine adding a spoonful of sand in with your next oil change? Your engine wouldn’t run very long and then it would be followed by an expensive repair. The engine would be ruined and need to be replaced because it would cease the engine. That’s why fear must be rooted out of our thinking. We are surrounded by it at times and to me it is extremely distasteful and disgusting. Fear has been used on me numerous times, and a few times in my past I have made decisions based on the negative emotion. However, now I am more adept at recognizing it and heading it off at the pass before it festers into a wrong decision.

The exception would be something like - if you got a letter from the IRS, and you had to act now, you might get a little rush of adrenaline, and then developed a plan of action. Even then, you turn the initially negative emotion into something useful by taking POSITIVE action.

The opposite of fear is: Confidence, Bravery, Courage, Faith, and the active pursuit of a worthy endeavor. The natural, human message of fear is to get prepared to act. Like if we see a bear in the woods – RUN! You decide and act. Or if you see a shark in the ocean while surfing – get to land NOW! The point is to act in a positive way. But when people try to get me to do something by using fear in a negative way, then I have some sign language I would like to send their way. Something like: We had better get this result in one week – Or Else!

The mind set is to direct our thinking in a positive way and therefore control what we want and how we will get there in a positive way. In business, for someone to say that; so far this month you are below where your projected results should be is ludicrous. Nice, Captain obvious. Tell me something I don’t know. And then tell me that investors are closely monitoring my results is again painfully obvious. I believe it takes maturity to be able to constructively evaluate in a state of flux, glean from the situation, change what needs to change and develop a solid plan based on something positive and not fear of failure. I have no place in my life for that and won’t tolerate and neither should you.

So, focus on what is good and right in your life, and move toward that which is positive. Make decisions because they are going to take you in a direction in which you want to go and not because you are afraid of negative consequences and “OMG what will happen if????”

You are the keeper of your thoughts and therefore your destiny. Keep your life in check by keeping your thoughts well arranged and lined up with the goals and desires you have in life and let NO ONE steal your peace by introducing fear. Keep positive and keep on truckin’.

Ignite your passion!

Know the field

With football playoffs and bowl games going on it is interesting to observe how some coaches and teams really understand what they are involved in and others don’t. I heard one coach personally calling out a star player of a opponent in a upcoming game. One coach got fired because he really didn’t understand the program and the tradition. Some players got cut from their teams because they didn’t understand the culture and team mentality.

So why is this so important? In the case of one coach who had the privilege of coaching football at a school with a great history and a tradition of winning, it was more about him, his system, and how he was going to show everyone how it’s supposed to be done. A new coach is hired and immediately it seems he knows what the job is about and is embracing the tradition, making it better and not about putting his stamp on it.

Another coach is continually railing on one of the best players in the game and picking on him personally. As a leader, he should know that there are 11 players on the field and each one has a job to do. If one fails, the entire play and sometimes the game, can be jeopardized. If I were coaching that team, I would be working on a plan to defeat the other team and customizing a strategy designed to expose the weaknesses of the opponent; not focusing on one player. A coach must get everyone playing as one man. Also, I would focus on my team and my players and making sure they are prepared and when interviewed by the media I would be professional and praise my opponent (until game time).

In relationships, whether personal or business, it is imperative that we recognize where the other is at and understand what is going on with them as well as where they want to go. It’s never about what you bring to the situation. It’s about the impact you have, within the situation, and how you can help them go in the direction they want to go. We will always have to answer to someone, so it behooves us to be clear on the goals and initiatives they have, rather than assuming we understand it all. It is always easier to conform to the situation and adapt what strengths we have, rather than thinking we can change someone against their will or impose our will.

Everyone thinks differently. If we adapt and are able to put ourselves in the others shoes and truly see their point of view, we will be able to connect in a specific and unique way. That will differentiate us from others and allow us to comprehend the way our character affects those around us.

And don’t assume you know. You know what happens when you assume. So don’t. Just because you understood something last week, doesn’t mean you still do today. Things change. So stay fresh, and keep asking questions, keep growing and be open to the consider how another thinks. Not saying you need to compromise on your values, but you will have more success if you at least are open to relate to others.

Ignite your passion!

Ebb & Flow

In golf, most instructors will tell you to not get overly excited when you hit a good shot or when things are going good and to not get too discouraged when things aren’t going well. I think the same is true in so many areas of life. Especially in business and investing. Things are cyclical. Business is that way. The stock market is a good example. Some get overly excited when things go well, rather than sitting back and wait until things even out.

This week an NFL head coach made a revealing statement which speaks volumes. He said, “I think the coach gets too much credit when things go well and too much criticism when things go wrong.” The same is true in sales management. I thing managers work hard and try and steer things in the right direction, but they cannot totally control what someone else does.

I also was copied on an email where someone having success momentarily for a number of obvious reasons and he said, “I will not be denied.” Let me say this; ANYONE can have initial success, especially when business partners hand you business. When you have success, remember that business is cyclical and so are sales cycles. So I have little respect for someone who lets temporary success go to their head. I think it is interesting to see these same people fall on their face and can’t understand why all of a sudden the well has dried up. Humility is a quality they may never possess. And the ironic thing is, the success may not have really been anything to do with their own ability, but the timing, position, etc. may have been factors in helping them achieve fleeting success. So don’t be one of these dime a dozen people that come and go every year in a sales organization.

Here are some things to help even out the ups and downs that occur in a business environment.

• Keep a level attitude; don’t buy into the highs and lows. Keep an even temperament. When things are going well, take it in stride. When thing are getting tough, keep doing the right things and know that your next deal is right around the corner.
• Keep focused on the highest payoff activities; Focus on the activities that generate the most results. Spend time on the things that will get you business and not ones that detract from where you want to go.
• Focus on others; don’t focus on how great you are. Focus on what you have to give and help others achieve as well. You must invest in other people rather than yourself and your results.
• Keep sowing; Not matter it your situation is feast or famine, keep sowing faithfully like there is nothing coming in tomorrow and you need each deal
• Keep smiling; You attitude is key and you should always have a level of confidence in yourself. So whether you are up or down, do it with style and class.

You may not always be able to control everything about your situation, but you can control how you handle it personally. Like life, business is cyclical and will have its ups and downs. Handle it with class, consistency, character, and a champion. Nothing is more unappealing than a sore loser, or a loser who succeeds. Be better than average by displaying class in everything you do.

To your success!

Ignite your passion!

Be original

Recently a top ranking US government official said that one of their inspirations was Mau Tse Tung. At first one might think that an eastern philosophy is sort of “out of the box”, innovative and intelligent. After all, it is popular to revere modern day revolutionaries and rebels. Schools are now introducing out kids to Castro, Mau, Marx and other so called rebels. And yet, you hardly hear of our founding fathers and the principles they stood for and gave of their own blood.

I don’t think people look far below the surface to truly understand what some of these people stood for and what drove them. They read a couple of quotes and have an outline of what they were about and then buy a T-Shirt with thier picture on it because it is trendy, hip, and cool.

I am not saying that we should not consider the ideas from other cultures, but I am saying that we should deeply consider what these people were about and what they stood for before we just buy into what they believe. For example, people read a few quotes, many of which are nice, and think they truly understand. For an education official to publicly declare that they turn to Mau is hideous. Mau believed in violence, tortured enemies, craved power, lived lavishly, murdered those who stood against him, and is responsible for the largest genocide in history. Yeah; sounds like someone I want to follow. Now compare that with the founding fathers of our country.

John Adams and John Hancock: We Recognize No Sovereign but God, and no King but Jesus! [April 18, 1775]

John Adams: "I have examined all religions, as well as my narrow sphere, my straightened means, and my busy life, would allow; and the result is that the Bible is the best Book in the world. It contains more philosophy than all the libraries I have seen." December 25, 1813 letter to Thomas Jefferson

Samuel Adams: “ He who made all men hath made the truths necessary to human happiness obvious to all… Our forefathers opened the Bible to all.”

John Quincy Adams: “The Law given from Sinai [The Ten Commandments] was a civil and municipal as well as a moral and religious code.”

Ben Franklin: "the excellency of the Christian religion above all others, ancient or modern."

Alexander Hamilton: “I have a tender reliance on the mercy of the Almighty, through the merits of the Lord Jesus Christ. I am a sinner. I look to Him for mercy; pray for me.”

Patrick Henry: “The Bible is worth all other books which have ever been printed.”

Thomas Jefferson: "I am a real Christian, that is to say, a disciple of the doctrines of Jesus."

James Madison: “ We’ve staked our future on our ability to follow the Ten Commandments with all of our heart.”

George Washington: “The name of American, which belongs to you, in your national capacity, must always exalt the just pride of Patriotism, more than any appellation derived from local discriminations. With slight shades of difference, you have the same religion" ...and later: "...reason and experience both forbid us to expect, that national morality can prevail in exclusion of religious principle..."

This is vastly different from Mau, Castro, Marx, and other trendy philosophy’s. And yet they are taught less and less in schools and even more so at our universities. .I cannot help but admire the commitment and dedication of our forefathers in that they saw a vision of our country way beyond thier own lives

I for one, refuse to be a sheep and to allow popular culture and trends to shape how I think. We should not just assume we really get what these so called rebels thought. On the surface, it may appear that they had a lot on the ball, but people that lived in these countries that were affected would probably tell you otherwise. Our forefathers gave their lives and sacrificed so that we can live free and to have the freedom to think for ourselves and to worship as we see fit. Oh yeah, for someone to say that we are not a Christian nation, when over 80% of the population is still Christian and to recognize the vision our country was founded upon, is absurd. Our forefathers founded this country on Christian principle.

So, be original, don’t follow trends. Know what you are following and who you are quoting before you open your mouth and insert your foot.

To your success and Ignite your passion!

How much more…

Tis the season, the season of giving. How much do you give? It is a law that giving does equal receiving. The more you give, the more you will receive. So if you want more, then give. It is as simple as that. Many times in business scenarios, I am asked what I want in return for a referral, and I tell them that I want nothing in return, only that they keep me in mind when they may uncover an opportunity for me.

So if you want more business, better relationships, more love, more prosperity, then all you need to do is to give. I have met a lot of sales people who are interested in what they can get, rather than what they give. If you are more interested in what you give, regardless of the return, then you will be able to receive in great abundance. It is the opposite of what most people naturally think.

Give what? That is a good question. If you want love, then give it. If you want prosperity, then render more service than the competitor. If you want better business relations, then behave like someone others would want to do business with. Give of yourself in every category.

Speaking of the season of giving, I notice how much more discourteous people are as they drive, shop, park, yet this is supposed to be the season of giving. So then why are so many people so concerned about their own well being at the expense of everyone else?

Ask yourself a few questions to see if you line up with this frame of mind.

• What am I giving now? At every moment you have an opportunity to give and you should take advantage of that privilege.
• What is the other person going to get out of this? Put yourself in their shoes and determine if what you are giving is worth having.
• Would they pay for this? If you are in a meeting, ask yourself if the client would pay for the meeting with you.
• Am I giving more than my competitors? Most do the minimum. If you want to stand out from the competition, then give more than they do.

The law of giving is a great law and a powerful one that will work as you continue to apply it faithfully. So don’t stop giving, but increase your level of giving every day. You will see that is works.

Merry Christmas.

To your Success!

Work life balance

It’s the holidays and there is normally an increased emphasis on family and it can be a great time to refocus and take a break from the daily grind. The other thing this time of year is that many set goals and vision for what they want.

I set goals this time of year for the things I want to accomplish and develop my vision for where I want to be when I am setting goals the following year. One thing I have been focusing on the past few years is a work life balance. Many achievers unnecessarily sacrifice in areas that I would consider important; things like family, friends are put on the back burner for the achievement of a level of success with the intent that you will focus on them later. Never seems to work out. The time is now and every second we have is precious and once time is gone, it can never be regained. Part of our prioritizing should include some of the key areas to our lives on a daily or weekly basis.

Here are a few ways we can increase our satisfaction and fulfillment by having a proper balance.

• What is important to you? Like taking a picture, determine what you want in your picture. Make a list of things you want to do, then make it happen. Some things people may want to include are:
o Religion/spirituality
o Children
o Spouse / Relationship
o Career
o Charity
o Fitness
o Sports
o Art
o Hobbies, such as gardening
o Adventure/travel
Take some time to reflect on what is most important, what needs attention, what you want more of and then plan it into your life

• Eliminate Wasteful activities: Cut back on TV, and other things that don’t contribute to your overall vision of what you want in your life. Replace those with something productive and beneficial. Not saying totally eliminate them, but, maybe cut back a little.

• Have some “You” time: Plan time to do things for yourself that you need to do and respect that time. Treat it like an appointment with the most important person you know. You wouldn’t blow it off, so make sure you take that time for yourself in the same way. Also, when you are doing something for yourself, don’t be checking your phone, email, voice mail. How annoying is it to have a conversation with someone when they are constantly checking their phone every 5 minutes. Have respect for your time, block it off and stick to it.

• Get help when needed for balance: Don’t try and do everything yourself, get help and delegate when you can. If there is something you want to do, plan it and get help with kids, pets, when needed.

• Plan fun and recreation: All work and no play can make us burn out. Don’t wait until you retire to work on your golf game or enjoy the things you want to do. Live the life you want now. Everyone needs time to have dinner with friends, attend sporting events, go to the beach, swim, tennis, or whatever you like to do.

As kinetic beings, we need to stay in motion. This will allow you to change your focus and help you be refreshed when you return to work.

Many companies brag about how they engrain a work-life balance into their culture, but ultimately it is up to us to make it happen.

To your Success…

Ignite your passion

Setting Intelligent Goals

The difference between super achievers and those in the misty flats are the ones who set lofty, measurable and achievable goals. It is important to know where you want to go and how you are going to get there. There is a price that must be paid and you have to be willing to pay that price. If we want to achieve something valuable, we must be willing to put forth the effort.

There are those who get up and get what they want in life and others who sit back and wait for things to happen to them. And there are varying degrees of both. I suggest you listen to “The Strangest Secret” by Earl Nightingale done in 1956.

http://video.google.com/videoplay?docid=-8448018326921957619#

There is nothing quite like this I have found out there today. Even though this recording is over 50 years old, the principles today still apply and are relevant.

Here are some keys in setting goals with the EMARTT method:

• Exact: Determine EXACTLY what you want to achieve. The WHAT is the first key. Then determine WHY, you need to attain your prize. Lastly, figure out HOW you are going to accomplish the goal. Make your roadmap and stick to it.

• Measurable: After you plan out What, Why and How, plan out a way to measure your success along the way and visualize it happening. If you have to sell so many units to achieve a goal, then determine how many sales processes it will take to get you there, and what activities are needed to get you there. If you are going to sell a million dollars in a year, then you probably would expect to be halfway there in 6 months.

• Achievable: It is a good thing to set big goals, but it should be within your realm of capability. These goals should be “stretch” goals, but I would not set a goal of playing in the super bowl if I haven’t played in over 25 years. Make them something that you can achieve.

• Reasonable: Aside from being Achievable, the goals we set must me reasonable and attainable, something within reach. if I have been struggling with sales results, then start with closing one deal, or setting a goal for the month, and move on from there. If I normally close2 deals a month, then maybe a goal of 20 is excessive. Shoot for 3 to 5. If I double results, how would that make me feel?

• Timetable: Put a deadline on the goal, otherwise it turns into wishful thinking. A timetable puts some urgency and gets us moving in the right direction. Make a timeline and stick to it.

• Thought: Visualize yourself in the desired state of crossing the finish line. When you think of your goal, think of it in a relaxed, confident frame of mind. If your vision gets clouded, then replace it with what you want.

The other thing I would add is to never, never give up on what you want in your life. Quitters never achieve and life is full of them. Someone once said, “A winner never quits, and a quitter never wins.” People have thought of me over the years as someone who is very skilled and talented and that is the main reason for my success, and to a degree they may be right. However, the greatest attribute that makes me successful is that I never give up on what I want. Just like boxer who is getting clobbered and the trainer says stay down and he still gets up until he ultimately wins. Never quit.

A part of the thought of never quitting is that you have to continually visualize yourself winning and eradicate thoughts of defeat and failure. Condition your mind on the positive things as they relate to your goal.

If our goals are worth achieving, then they are worth working for. There is no such thing as something for nothing. So plan it wand work for it and never quit; to quote a phrase, “Just do it”

To your Success, and Ignite your passion!

Your Mental Diet

It seems there is a plethora of information on diets of all kinds. People are concerned about health and their bodies so our society puts a lot of emphasis on this. There are tens of thousands of diets today and below are a few.

Atkins diet, Body for life, Cabbage soup diet, Detox diet, Elimination diet, Fit for life diet, Gluten free diet, High protein diet, Israeli Army diet, Kosher diet, Low-Fat diet, Mediterranean diet, Negative calorie diet, Organic food diet, Perricone diet, Rastafarian diet, Subway diet, Vegan diet, Weight Watchers diet, and the Zone diet.

The main reason people diet is so that that can feel good. It really comes down to that. I am not accusing anyone of being superficial, but the motivating factor is how it will make us feel. The reason I watch what I eat is so that I will feel good about myself and know that good choices will ultimately promote longevity in my life.

A neglected area of focus of diets is the mental diet. You are want you feed your mind. If you dwell on negatives then you will be in that state. If you dwell on positives, you will reap that in your life in equal abundance.

You mind is a powerful tool, and we should use it for big jobs, rather than for petty things like comparing ourselves to others, or gossip, backbiting, talking negatively and so on. Our mind is like our own personal acres of diamonds. We should use it for big jobs like focusing on our goals in life, shaping our future, learning about life, developing ourselves, and our spiritual awareness. Here are some keys that will help you to maintain control of your precious resource, your mind:

• Always be cognizant of your though processes
• If you find yourself thinking about something negative; ask yourself if it can serve your purpose in any way
• Be selective about WHAT you think about; if what you are thinking about gives you pain, stress, then immediately STOP thinking about that and replace it with what you do want to think about
• Use self discipline to realize that you can have awareness of your thought and that you CAN control them. If you don’t control them, then who will?
• You can’t change the past, and fear of the future is something unknown; so like a good diet, avoid these in general. Use them constructively if you must, but focus on what you can control
• Reject negative emotional thoughts, like anger, bitterness, jealousy, regret
• Focus is a huge key to developing good thought patterns; your brain is an incredible tool that you can develop for your utilization and benefit, so make it work for you, not against you

You can reshape your life today by reshaping what you think about and how you see yourself. Feed your mind good things like you would your body and watch how it helps you achieve success in all categories of life.

Ignite your Passion!

Keep doing the little things…

That phrase is familiar to all of us and we have heard athletes talk about getting back to the basics and that the team needs to do the “little things”. For top performers and producers it is critical that we stay clear on what those things are and continue to do them. It is easy to get caught up into the inner workings of projects and partnerships. However, if we don’t continue to stuff the funnel, then we will eventually come up short. Short on time, short on opportunities, short on results.

Michael Jordan and Larry Bird were know for always practicing the fundamentals and for consistently drilling themselves on free throws and easy shots. The professional golfers who score well are good at sinking putts that they should make. It is done by repetition and consistent focus on basics.

Time is the one thing that is equal for each of us. And time management is an area where we can be defeated. We should focus only on activities that produce results. Eliminate those which do not. Here are some ways you can hone in on what you want.

• Determine your 80/20 rule; Determine what it is that generates the most results for you and to have a plan to focus on those activities. Don’t waste time on those activities that do not help you produce the kind of results you are striving for. Normally 80% of your results will be a result of 20% of your activity. Focus on the 20% that really generates the results.

• Make a list of top priorities; Do this every day. Make a list of what your top priorities are each and every day. They will vary, but remember to stay focused on the most important activities.

• Know your CSF’s; These will be your Critical Success Factors. What are the critical elements that you MUST do in order to be successful.

• Control what you can control; You may not be able to control what someone else does, but you can control what you do. With every deal you put together, there are things you can control. Don’t try and force something to happen, it should come naturally if it is a good fit. Focus on those things you CAN control.

In order to consistently perform at a top level, keep in mind the “little things” we must do in order to be successful every day and eliminate those activities which deter us from achievement. You are the master of your destiny, so take control of it every day and determine what it is you will accomplish every day. Don’t forget the “little things”. Systems, management, external pressures will converge on you to knock you off course, but stand tall, refocus and claim the results you deserve in life.

To your success…

Respect the Torch!

A Thankful Attitude

This time of year, there seems to be a lot of emphasis on being thankful. And yes, that is a great attitude to have every day. Our attitude will determine a lot about what we receive in our lives because we basically receive what we give. If you project a lot of negatives, you will receive a lot of negativity. If you portrait a positive, cheerful attitude, then you will receive the same.

At Thanksgiving, I like to look around and evaluate what I have in my life. One of the great sales trainers, Brian Tracy, says that it is important for us to look around at everything in our lives and take responsibility for that. It is easy to look at the good in our lives and accept that we earned it and that we deserve it, but what about the not so good things, the failures. We must own that as well. Don’t be one of those people who blames other people for failures, disappointments, and lack of success. As leaders of our destiny, we survey the landscape of our world and take responsibility for everything. If we don’t like something, we determine what it is, and get concerned about replacing it with what we do want. We are the ones who shape our destiny.

Another aspect of our thankful attitude is the grass is always greener syndrome. It is way to fall into the trap of driving to someone else’s house in a nice neighborhood and being a little envious, or pulling up to a traffic light and noticing the car next to you is a lot nicer and more prestigious. It’s ok notice and maybe want to strive for something better, but you are where you are because of where your beliefs have taken you.

Having a thankful attitude will help determine what we receive in the future. Others will sense it in us and treat us accordingly. Feeling a sense of thankfulness will help us to project a positive outlook toward others. This will help attract positive things to ourselves.

When we have setbacks, we should be thankful in those too and not wallow in defeat or self pity. We can be thankful for the learning in the midst of an unfavorable outcome. Take a look at the scope of our life and be thankful for all the good we have. if you focus on what you have, then you will more thoroughly appreciate what the things that surround you. It is true that you receive what you give, so be a giver of what you want. If you want more love, then be the first to give. If you want more business, then give more value than is expected. If you want more friends, then be a friend first, and you will draw people to yourself. This is a simple principle.

One of the things I endeavor to do is to freely give of myself to others, charities, and events that I believe in, without the expectation of anything in return. This in turn paves the way for good to come my way. It is not a good practice to give, with the anticipation of getting something in return.

This whole concept is a HUGE key in business development. In a competitive environment, it may be a temptation to compare ourselves to others, to be envious of opportunities afforded others, to be jealous of the skills of another. You cannot control what someone else does, but you can control what you think and what you do. If you don’t like what you have at the moment, then get busy replacing it with what you want. That begins with a positive mental picture of who you are and what it is you want. Don’t spend you efforts wishing you could have the same opportunities that another has. You are the master of your destiny, so determine what it is you want, so you can get busy achieving it.

And at this time of year, be thankful for what you have and all the blessings that God has given you and make the very most of every day being the person you have always wanted to be by controlling your thinking and being thankful for the good in your life.

Happy Thanksgiving

Rise above

Earlier this week I was driving on a windy single lane road when I found myself behind someone dressed like Lance Armstrong (well, maybe not). Of course he would not get far enough over for me to pass comfortably. So I waited for the oncoming cars to pass and then finally got around him. Apparently I did not get far enough over because he gave me some sign language to tell me he was angry with me for not sharing the road. For a split second I thought about slowing or stopping my car to confront him, but if I did that I would have allowed him to drag me into his world and I would have allowed him to control me. Not where I want to be. Zig Ziglar used to talk about how some people live in a cat kickin world and that somebody had been kicking their cat long before you got there. (Not literally kicking the cat)

Have you ever been to a restaurant and received poor service and it was like the waitress didn’t care about the service they rendered? Or they were rude to you? Not exactly customer oriented. My point in all of this is that many times it has nothing to do with you, it is all about them. The most precious real estate is the mass between your ears and only you can control that. And I for one, REFUSE to let anyone else determine how I feel or put me into a mood. That’s not to say that it never happens, but I will not remain in that state for very long.

The power of refocusing is a tremendous asset in the battle for the land between the ears. You and I are totally empowered to change the way we feel by changing the way we view each situation. It all has to do with the power of focus. This allows us to aim at something different than we are currently focusing on and achieve greater results but not allowing external forces to dominate our thinking. I could have allowed that guy on the bike in spandex to get me to feel certain emotions, but should I allow someone in tights in a silly helmet to drag me down. He will have a lot of reciprocating results if he stays in that state. Here are some ways to get back on track when we get off the ball.

• Get specific on what is wrong, or what is holding us back: This simply is the process of getting clear on what is disturbing us. What is bugging you and why?

• Change your focus: So many people keep replaying incidents and events in their mind and stay stuck in that negative mental state. You can absolutely change how you feel by changing the way you view it. For example, I can imagine that guy on the bike in pink spandex, gold teeth and a mullet. You can make things humorous, you can brighten, magnify by the way you play it back in your mind.

• Resolve it: Move on, stop thinking and dwelling on negative emotions. Follow through and change your thinking anytime you feel yourself slipping back into that old way of thinking.

I use this in business too. I picture a meeting going the way I planned and the customer benefitting from the solution I present them. Sometimes a client doesn’t choose what i reccommend and I don’t like it. Ok, so when I don’t get a deal, do I let it consume me? No, I learn from it, see areas where I could do better and resolve not to make the same mistake again. It’s all between the ears. Controlling your thinking allows you to rise above negative situations in life and will help you enjoy life a little fuller each day.

Ignite your Passion!

Questions are the answer

Sometimes we get caught up telling someone something rather than asking questions to get to a point. Many years ago I was working as a supervisor over a crew operating some rather dangerous equipment. My boss came up to me and talked for a moment and then asked me “when would someone normally wear a particular piece of protective gear?” I looked over and saw someone not wearing the specific equipment he was referring to, then immediately made sure he put on the gear he should have been wearing all along. Had he just told me, I would have felt embarrassed.

He who asks the last question is in control. Children are a good example when they continually ask, “why?” Questions get the buyer involved. A great key in sales today an in using these techniques is that you must use them with integrity. You must believe in what you do with all your heart. You must use the product or service you are selling, or be willing to sell it to family or friends if using it isn’t practical.

When someone asks us a question and we know the answer, we are glad they asked it. If they ask a question and we don’t know the answer, we resent him for asking. That is some of the power of a well placed question. We don’t use these to manipulate people, but rather to help move things along and to get them to see things from a different point of view.

You never make a statement without following it with a questions. The reason for making a statement is to pave the way for a question. That is a good rule to follow in every situation, isn’t it?

We should develop a series of questions that we can use in a variety of situations that will help us get clarity and get the customer to think as well as come to a conclusion. Again, we do NOT use these to manipulate people. They are for gaining agreement, uncovering objections, and understanding their viewpoint. This will help us grasp how we can help them and add value to their business.

I’m going to give you a few to try out and you should work them into your conversations.

The first one is the “tie down”. This is fairly common and if used effectively it can be an excellent way of telling where the customer is regarding the buying cycle. The “tie down” is making a statement and then asking a question to verify that they are with you or can be used as a trust checker to see if they are understanding you. An example would be: “The economy is forcing companies to look at more way to control costs, isn’t it?” Or, “You want the most bang for the buck, don’t you?” It’s a way of gaining agreement without telling them directly.

Here is another one, it’s called the alternate of choice. It sort of narrows the options. Sometimes people should change something about the way they are doing something, so you offer them a choice. It’s like Henry Ford used to say when they rolled out the model “T”, he said, “you can have any color you want as long as it’s black.” Well the alternate of choice goes like this: “Would you like to change suppliers or just buy from someone else?” And other one would go like this; “When are you going to evaluate vendors, sometime in the near future, or before the end of the year?” You are helping the buyer be open to buying from you and by giving him a choice, you are giving him control as to how the details play out.

I recommend that you take some time to develop questions that are your own and ones you can use in a variety of situations. You will ask your way into more sales than you can talk yourself into. So make them part of you conversations and you will be amazed at how they work for you.

F.A.T. Story

In the mid 90’s many thought that the Detroit Red Wings Hockey team would never live up to the hype and expectations set before them. They were arguably the most talented team, the highest salary in the league, and had some of the most devoted fans anywhere. After a series of disappointing playoff runs in which the highly favored Red Wings saw early exits. Their quest of winning the Stanley Cup seemed more and more like a long shot.

In 1997 they found themselves in familiar territory. It was late in the season and the Wings were gearing up for the playoffs and faced their rival once again. They game was highly anticipated and built up by the media. The Red Wings had been consistently manhandled by this team and the contest was expected to be competitive but it was doubtful that the Wings would be able to match the intensity of physical play dealt by the Avalanche (the rival). The Wings were known for their skill, scoring, and puck possession. Many critics said that they were soft, old, and didn’t have the stamina to endure the grind of the playoffs.

So, the game went as many thought it would. Halfway through the game, the Avalanche were leading and they had all the momentum. The commentators were calling the game as if it were already over, as if they expected the Wings to lay down and play dead. Then something happened! The game got physical and the Red Wings stood up to the rival. It was like they had finally had enough and drew a line in the sand. I watched them come together as a team, empty themselves, and fight back like they never had before. So, they matched the physical play, but they were still losing badly and time was running out. They took control of the game from that point on and tied the game and sent it into overtime. Then they won in overtime. That game changed everything. You saw a new poise, and new attitude and a new level of courage and confidence that they didn’t display previously. They went on to win the Stanley Cup two years in a row and dominate their rival for a few years. The adversity helped them rise above mediocrity.

They did a few things that we can use to take it up a notch in our business and profession as well. It is know as F.A.T. They Fought hard Acted bold and Thought big. FAT!

Fight hard: Like my hockey team, you must be at a point where you don’t hold anything back and see yourself on the winning side of your challenge. Give everything you have to be the best you can be and do it for the right reasons.

Act bold: Every person has inhibitions. We must face up to whatever the challenge is and have the determination and willpower to see it ALL the way through. Many sales professionals don’t do the little things that separate them from the competition. Many are afraid to call on an account, or to visit them or think that a task is too hard for them. Stand up and be bold. Do the things that are hard and call that account that always shuts you down and do it with boldness.

Think big: Don’t ever settle. Have big dreams and aspirations. Those who achieve things in this world have dreams and aspirations maybe beyond what they think that they can accomplish. Have a vision for your success that is unreasonable and expect it. Someone once told me: “if you aim for the moon, you might hit the telephone pole. But if you aim for the telephone pole, you might hit your foot.”

Live life, expecting great things to happen and get out there and MAKE it happen by Fighting hard, Acting bold and Thinking big.

To your success.

Ignite your passion!

2 Minute Think

This is sort of an expansion on what I wrote last week on the NLP topic. But we will focus more on your belief system and the mental process of making a clear picture of the result that you want.

I have an old audio recording of this production called “The One Minute Salesman”. It is a skit illustrating how the technique is used in a number of ways and boils down to a simple principle of what you picture, if what you will get. If you walk into an appointment thinking about all the things that can go wrong, you will inevitably bring them upon yourself and attract them to your life. One example was a man describing his mental thought process a few minutes before he goes into a sales call. He described in detail what he went through every time he was about to go in the door to an appointment and he would mentally prepare for all the things that could go wrong and how he would react. In the skit he described how much fun it was when he began selling and when the going got tough he called upon his self discipline and worked harder, however after a period of time he became burned out and it became more difficult and was no longer fun. The turning point in the role play was where the salesman learned to picture a positive outcome instead of a negative one and to really “care” about how his product would help the buyer.

To me is goes without saying that if you do not believe in what you are selling or it does not offer any real benefit to the end user, you are simply a peddler. If you are selling something you don't believe in, or wouldn't sell it to a family member, then find something you do believe in. The consumer is more educated and sophisticated today and we must respect that. We cannot sell something simply for the sake of making a buck because a smart consumer will be able to sense it. I have made a lot of friends that I have done business with over the years because I have learned to put myself in their shoes and see things from their perspective.

Here are a couple of things that have made a difference for me and will for you too if you use them.

• The Two Minute Think: Before you go into any situation (whether professional or personal), think only positive things and go through it in detail. Think about all the transitions, see the other person benefitting, and imagine every step in a clear positive, relaxed way. Before you go into your next situation, STOP! Take 2 minutes to run through it in your mind. Close your eyes and get clear on all the positive steps that will take place. See the other person reacting in a positive way and yourself exuding confidence. Picture all your preparation paying off. Then go and execute.
• The “Caring” Piece: I mentioned in one of my previous blogs, that a CFO I sold said to me that he meets with a lot of salesman and that the reason he chose to do business with me was because he believed in me and I was obviously not a peddler. When we care (for lack of a better term), we will invariably relate to the buyer in a way that we will connect with them and truly understand how they think and how we can help them. And if we cannot really add significant benefit to them, then move on.

These two things have made an impact on those who applied the principles. There are tons of people out there selling stuff and many of them are good at what they do. And YOU can make a difference because of what you bring to the table by doing the extra and involving yourself.

Give everything you’ve got and…

Ignite your passion!

Before the game begins…

For a long time now I have had the belief that competitions, whether physically competitive like a sporting event or a business scenario, are won or lost before the game begins. Many studies have been done on mental preparation, the inner beliefs people have and how it affects an outcome. You may have also heard of the techniques of Neuro Linguistic Programming or NLP, which has to do with conditioning the mind to achieve and anticipate results before you have them.

A basketball team put this into use a few years ago. The team was split up at practice and one half spent a certain amount of time on free throws and the other half spent the same amount of time mentally picturing making free throws. The half that did the mental exercize increased thier accuracy dramatically more that the half that physically practiced. It is not a waste of time for us to take a little time to mentally picture ourselves going through a sales call or series of sales calls to get to a result.

Here are 5 steps that will help you achieve results today. Think of them as sort of a mental warm up and use them in professional and social situations. It can be fun and you’ll be amazed at how things can change more quickly than you previously imagined.

1. Envision what you want:
Initially determine what you what result you want. Get a clear picture of the end result you want and the steps leading up to it. The more clear you are on what it is you want, the clearer the results will be. Have realistic expectations of what you will achieve too. And then, when things start looking like they may not work out of something changes or the going gets tough, you must go back to what you envisioned and keep that clear picture in your mind. So, make a clear picture of what you want and how you are going to achieve it. Then, finally, get crystal clear on “why” you want a particular result. This will help you stay the course when (not if) challenges arise.

2. Manage your confidence level:
Only you can control what goes on between your ears. When the difficulties arise and the vision becomes blurry, refocus on the why of your goal, and get back to a level of confidence that you will need in order to continue. For some, this will be easier than others. In sporting events such as football or hockey, the announcer will say that one team or another has the “momenteum”. This is nothing more than a belief that they can dominate the other team and win. Manage it by controlling your thinking to EXPECT the best result.

3. Think one step at a time :
When I drive to a destination, I think of where I am going. But I start by getting in the car and leave my street, and turn on the route that will get me to where I want to wind up. This is also true in a sales process. Yes we want an ultimate result, but don’t lose sight of the steps that lead to the destination or take short cuts in understanding what the client is after. Make sure that you are thorough every step of the way and build value as well as gain agreement with the customer along the way.

4. Rely on your skills:
If you have been in your field for a while and have been through various trainings, seminars and the like, you have developed skills you can draw upon to help you methodically recognize what the client needs (from their perspective) and how to line up what you have with what they need. It is a lot more that just a few phrases or buss words. It is a deep understanding of what you offer and how it has affected other companies who have it. Make it relatable to them. Use the tools of the trade to put yourself in the best possible position as it relates to when they need.

5. Get butterflies flying in formation:
You may get nervous prior to a big presentation, but the key is to get the butterflies flying in formation. Convert that energy into conviction and passion that people can relate to. Make it the determination to be persuasive to a client or prospect.

Use these keys as your mental warm up before meeting with a client and as you draw your roadmap in going through a process with a client. I have found them useful and I hope you will too.

Ignite your passion…

Sense of urgency

"Urgency" is defined as: a force or impulse that impels or constrains; In some sales cycles we need to convey this to prospects. We must be able to communicate in terms they can relate to and tie ourselves to how we can help them. Demonstrate reasons to change and an urgency to move now. In order to accomplish we must be able to position our solution in a way that it doesn’t make sense not to move forward.

About a year ago, I met with a company that was doing business with a competitor of mine. Initially, they told me they were satisfied with the competitor. But after a series of targeted questions, I saw some ways I could help improve what they had. Then after second and third level probes, i found a number of deficiencies that was preventing them from accessing critical data necessary to making high impact decisions. First, I showed them how I was going to solve the problem. Then, positioned it in a way that made the old system unacceptable. In effect they saw, through the filter of the new solution, that they could not go back to the old way of doing things. A year later, they have the new solution in place, problems are solved, they have the data they need, and they are finding time to focus on jobs that are top priority.

Companies are run by people and people get complacent and can learn to adapt to inferior technology. We have a great opportunity to appeal to the intellect, logic and business sense of executives and help them see the new way of doing business.

Following are some ways we can help move things along.

- Know why they must make a change now (from their viewpoint): Learn their language, study their style, understand what motivates them, and feed all of this back to them in terms they relate to.
- Set realistic expectations: Maybe we all have been guilty of overpromising and under-delivering when close to closing a sale. The times I have done it was a result of overexcitement and being zealous. Passion and excitement are vital, but season it with wisdom and experience and frame things in their proper context. One thing this does is help garner trust with the company we are dealing with because we are not simply being “yes men”.
- Deadlines & next steps; Always have a next step and be constantly reviewing timeline and next steps. This will keep you on task and have them buying into the process. You have to keep them buying into what you are doing.
- Paint a clear picture of what “better” looks like; This is important as it allows us to let them envision the new solution and help you shape how they see it working for them. You are helping them shift the paradigm of what they expect from the solution they are using.

These should make a difference in sales cycles and keep you focused on specific areas where you are adding value. In reality there are going to be times when it doesn’t make sense for a customer to buy what you are selling, or maybe take shortcuts because we see an easy sale. Not the case. We always must be looking for how we help and are clear on the value we bring.

One last thing I will add is that we cannot just go through these steps, but we are to be convinced that we truly are offering something that adds value and that we have the best possible solution and that we are the ones to bring it to them. If you are not, either learn your product more thoroughly or else go and sell something you do believe in. It’s that simple.

To your success, and Ignite your passion.

The more things change…

Nothing stays static in life and the same is true in business. Things are ever changing and status quo is a recipe for disaster for companies today. Look at the IBM’s, GM’s, and to a degree the software giant Microsoft. Microsoft finds itself chasing Google because they are being left in the dust. One of the things these companies have in common is that they did not respond quickly enough to the what the consumer needs. For instance, IBM kept on building mainframe computers and did prepare for the demands of the personal computer needs the way companies like Dell did. GM, just kept on building cars and were more focused on internal issues and production that they lost the connection with the end user and were upstaged by Toyota and other automotive manufacturers. This is mainly because the forign manufacturers, especially the Japansese, refined their cars every year and made dramatic improvements as well as made cars that people would want. And Microsoft is chasing Google because they are constantly adapting to what the end user wants and how they want it - better than anyone else.

The point is, if businesses are to stay on top of things, then they have to re-invent themselves and adapt to changed in the market. Which brings me to a couple of great ways we can also adapt.

- Anticipate: We must also anticipate changes happening in the industries we are calling on. Every industry, and even every company goes through changes and challenges that can create opportunities for them. If we can be on the front end of the evolution, then we can truly serve as more than a sales professional, but a trusted advisor and therefore add tremendous value to the companies we call on.
- Paradigm shift: Some companies, (when I say companies, let’s not put a faceless label on a corporation but remember they are run by people) are not as progressive as others to adapt to newer technology and updated methods of doing business. A percentage of companies embrace technology, other trail slightly behind the curve, and still more lag behind and just do things because that’s how they have always been done. For the latter it is truly difficult for them to see the impact of something different. And that is how we can step in as a change agent and help them shift their paradigm to get out of their old rut to al least consider the impact of a more updated solution. This must be done with great skill and concern for the people behind the company and it is done by painting a clear picture of what the new way of doing things would be for them and how it will improve their life. Help them put on a pair of glasses that magically helps them see into the future and see things through the filter which you make for them.
- Innovate: Help align with a company’s objectives and the vision that the executives have for growth, expansion, cut-backs’s, or whatever they are trying to achieve. Show them how you can help them innovate, develop, and capitalize on the opportunities that are out there in the marketplace. The companies that are able to innovate will come out on top. Look at how Apple has made a niche that everyone is trying to copy. I just on an iPhone and I see why everyone is playing catch up. They are not focusing soley on the Mac computers, but are realizing new found ways to give people what they want. And while your product may not be the iPad, iPhone, or the iTouch, if your solution or product helps them be more efficient, then show how it will help them focus on what they do best.

One of the toughest things to deal with is a sales process that leads to a “no change”. Sometimes it is beyond our control, but if we focus on the aforementioned principles, we should have a better chance of positioning ourselves, our solutions, and the benefits of the product. And also, how it will help them realize unforeseen potential that they may not realized is there.

We need to develop ourselves, our intellect, our language to relate to our customers in a way that they can relate to and in a way that makes them want to take action now.

To your success,

Ignite your passion