No guts, no glory…

When I was much younger I was discussing business pursuits with an elderly English gentleman. I very much appreciated his direct and humorous way of looking at things as well as the experience he had in life. As we were talking about how to tackle something beyond your reach, I said “No guts, no glory”, he responded with the English version which is, “nothing ventured, nothing gained.” He then proceeded to tell me several examples of how he and others reaped tremendous rewards by taking some calculated risks and having the courage to pursue their dreams.

I know many people who had a vision for what they wanted to achieve and allowed nothing to stop them from their dream. One person in particular referred to nay-sayers as “dreamstealers.” Not sure if he came up with that phrase on his own, but he sure lived that way. I watched him field criticism and take shots. He had to let it run off his back and move on.

What others think of us is important to most people and some are affected by the words of a stranger or co-worker more that those who are around them. The words from others or approval is important to some personality types, and can shape and mold them. What about the words of those around us and the positive attitude they bring to us. Why do think people are affected by others so much? Truth be told, we all like to be well thought of and respected and liked. But in the end, what does it really matter what someone else thinks of us? Someone we may never see again. Why do we emphasize it so much and magnify it bigger than it has to be or really is?

When you have are truly confident you won’t be rattled about by opinions of others and will stay focused on your goal.

· Your inner peace: For many, inner peace is a spiritual strength that comes from their personal faith. Peace is a sense of rest, inner quietness, and a lack of strife internally. This comes when we resolve internal conflicts and live up to the moral and ethical standard we’ve held ourselves to. It means we are comfortable with ourselves and are growing into the person we wish to become.

· Inner confidence: This comes from a belief in ourselves and our ability as well as a respect and the esteem that goes along with it. It doesn’t include someone who isn’t adept in a area and fakes it until he makes it. It won’t include those who are cocky or brag. You have seen these people, they are able, competent, willing to put in some effort and expect to succeed. They are determined to win, and prepare to do so. They love themselves, yet know their limitations. Most of all they believe in themselves and the task they have set at hand.

· Know who you are: Have you really sat down and thought about who you are? What kind of person are you? Somewhere, whether conscious or unconscious, we have a belief about who we are and It may not all be good. That’s why we need to figure it out. Truthfully, we have the ability to make that decision for ourselves. Its not a hand that is dealt to us that we are tied to. We shape and decide who we are and who we will become. When we get off course, get back on and align ourselves with that vision.

The biggest obstacles are the ones that we allow to stay in our way in preventing us from where we wish to be. We need to have the courage along with our vision and pursue our dreams no matter what others will say or think. Who cares anyway? Have the character to do what others are not willing to do and realize our dreams. Only you can do this for yourself, so make it happen every day.

Respect the Torch!

Control what you can, one great rule…

Some things are within our control, and yet others are beyond our ability to control. Personally, I am a firm believer that there is always something we can do to influence an outcome. We can prepare, plan, strategize, train, visualize, map out, and involve people who can help us get to where we want to be. And then there is the element beyond our control which involves others and their freewill.

One of the greatest freedoms we have is the ability to freely think, speak, and decide for ourselves. It is a God given right. This is, of course, within the confines of some basic morals common to all people. But nevertheless we have the power to decide. When trying to influence or persuade someone, it is imperative that we go about it the right way. What I mean by that is we should always endeavor to be objective and not have a self serving attitude. When this is our motive we will get a better and more equitable result all the way around. It is when people use power and money to serve themselves that they take short cuts and harm others and eventually themselves.

All of us at times persuade others on our ideas. Each of us has opinions based on what we have been exposed to and genuinely believe. Sometimes we try and sell our ideas to others. Other times family members may invite us to their home for the holidays and give reasons why we should go and what we will get out of it and how others will be affected if we choose not to attend. Let’s face it, we all persuade people at various times. We are all salesman.

The main key here is that all too often we have one point of view and don’t take the time to put ourselves in the other shoes. It’s when we do this that we will truly understand how the person across from you really feels. Before we can put on someone else’s shoes, we must first take off our own shoes. This gives us the privilege to be in their world and realize how something will affect them. See it from their point of view.

Some questions we may want to ask:

· How will this affect them?

· How would I react if I was them?

· What will this mean a year from now?

· Do I have their best interest or is it just my opinion of their interest?

· Why would they want to go along with this?

· Why should they care?

· What is in it for them?

· In the end, it is worth it?

These questions are generic, but they may help you see things from their point of view. The great key here is that we should endeavor to persuade from their vantage point. You cannot control what they will do, but if we put the time in, we will have a better shot at conveying to them, in terms they can relate to, how an idea or concept can benefit them. In sales, take the time to see a prospect or customer using the solution we proposed to them and how it will improve their situation. This will give you a better shot at effectively communicating in terms they relate to. So control what you can and don’t leave the rest to chance. Put on their shoes and walk around a little bit.

Ignite your passion.

Recharge your battery

With Memorial Day Holiday weekend comes the summer and many have big plans for the extended break from work and will focus on activities that will help them feel refreshed and rejuvenated. Some plan for months on travel and related activities that they look forward to and will bring them enjoyment. It is a great time to have fun at the beginning of the summer, rather than Labor Day, which is the end of the summer and then its over.
I look at any break like this as an opportunity to “recharge my battery”, as the saying goes. For me, I look for ways to relax and enjoy the time, and set vision for the months ahead. Here are some ways I use time like this to recharge myself and some patterns that help me better me.

• Don’t let things go: By the end of the day, resolve any issues with family, friends, and business associates. Don’t ignore things that we can resolve. Baggage doesn’t help anybody, so get rid of it. If something is not contributing to your goal, then get rid of it.

• Leave your problems at the door: I always have a mental box outside wherever I go and mentally empty my problems in that box before I go in. Don’t drag personal challenges into a business meeting, and vice-versa. Problems and challenges will always be there, the opportunity to make an impact on a person may not.

• Plan tomorrow: It’s crucial that we plan for the next day and think through the details like what we will wear, etc, so that we can focus on accomplishing what we want. You would be surprised how much this frees us up mentally to concentrate on our goals.

• Have a vision for where you will end up: We need to see ourselves standing with that medal, or receiving the award, or enjoying the accomplishments we have worked so hard for. See it as clear as you can and strive for it.

• Don’t be so hard on yourself: At times we all need to adjust and adapt as circumstances change. Don’t beat yourself up if you don’t succeed. If Thomas Edison hadn’t failed 6000 times, we would not have the light bulb today. So, stay the course and reflect on the good you have done. Constructively look at areas where you can improve and strive for perfection.

You may find these points helpful in the race of life and should enable you to move ahead without the shackles weighing you down. And finally, take time periodically to reflect on where you have been and most importantly, where you are going. The best long distance runners are benchmarking where they are and rarely look back because it is energy that could be used in moving forward. Hit the tape strong!

Ignite your passion!

Shaping your destiny

There are factors that may play a part in what happens in your life. And at times those factors may influence what is going on at the time, and may even require added effort and strain in dealing with them. But it is only you who can determine what the final outcome is in your life. You have the power to shape and mold what you want.
There are numerous accounts of people who were dealt tremendous pain, trauma, loss, tragedy and misfortune but kept on moving toward what it was that they wanted. When things cease to be easy is when most get discouraged and lose drive and momentum and eventually give up. Yet those who really achieve something great and meaningful are those who continue with an ideal that is greater than their own comfort and convenience, and they persevere until they finally arrive at the destination they envisioned for themselves. This has been the way of greatness for those who make a difference in the world today.
The old phrase, “a winner never quits, and a quitter never wins”, is a theme that has played out many times in the lives of people for centuries. It is based on the premise that you MUST have the will to win and a vision for where you wish to be if you are going to achieve anything. Things just don’t fall into your lap.
At one point in my sales career I was having a moment of despair and was unhappy with my results. A fellow salesman came up to me and said, “if it was easy, everyone would be doing this”. I’d heard that before but at that moment it helped me understand that the biggest payoff is for doing the work where it gets hard and most give up and don’t expend the effort. If you were to ask the most successful people in the world about how they got to where they are, they could all tell you about the times when they wanted to give up, or at least were tempted to give in and do something else. This is where the rubber meets the road. And an interesting fact is that the area where a tire physically touches the road is called the “contact patch” and is about the size of your hand. That’s a small area compared to the tire itself. It is similar to the idea that if we go the extra mile, the last few yards, or feet, we will be in that category that most will never see and therefore we will win the prize.
We shape our destiny by never giving up on our vision for what we wish to achieve. Never settle, never compromise, never give in, and never give up on what we believe in. Break the tape, finish the course and enjoy the excitement of the journey every step of the way. You can reach new plateaus in life as we have a vision and are clear on how we’re going to get there and are willing to pay the price.
Ignite your passion!

Be Unstoppable

Last week one of my favorite baseball players, Justin Verlander threw a no hitter in Toronto. This was the second of his fairly young career. He is a big, strong guy with great skills and a tremendous attitude. He is a team player and he wants to win and he is committed to his team. His goal is to throw 7 in his career. Now that’s what I would call vision.

What makes him stand out is the fact that he has a belief in himself that he can accomplish what he sets out to do and he obviously has the skills to back it up.

Those who make things happen are the ones who think big, and don’t focus on why things can’t happen, but as the question, “Why not.” Everything that is done today was once never done by anyone. The first hurdle in achievement is the mental barrier. Remember Roger Bannister? On May 6th, 1954, he was the first human to run the mile in under 4 minutes and shocked the world. Since that time hundreds of people have done it, and yet before that many, many races were held when people didn’t accomplish that great feat.

For us, the power is not in the mind, but in the belief that we can achieve and develop the ability we have. And it must be in the realm of reasonable possibility. For example, I shouldn’t expect to run a 4 minute mile if I am not in shape and never train. Now that’s an extreme illustration, but you can set reasonable goals for yourself and get the things you want out of life by applying principle.

Here are some things that can help us attain new heights and get what we want:

Focus: It is easy to get distracted and change what we want. Be single minded and clear about what we want and why and what it will do for us after we get it.

Give: That’s right! A giver is one who can receive as well. It is imperative that we give and share of our resources and help others along the way. The other main area of giving is the giving or yourself to your goal. There is no such thing as something for nothing. There will be a price to pay and you need to weigh that and consider what that will be before you set out to achieve.

Don’t settle: Why do people just accept what is dealt to them? If you are not in the circumstances you want, then make them. Don’t settle for anything less than what you truly want. You deserve it.

Pick yourself up: There will be setbacks and obstacles. How you deal with them will be a major factor in the achievement and the speed with which you reach the finish line. Stay fixed on the goal.

Be relentless: Be bullish about your goal and don’t let others affect you. Don’t let others take you down with them either. Stand firm on what you want and don’t pay attention to the “nay-sayers”.

In the end, you will be happy with yourself and what you have by being true to yourself in your goals and aspirations in life. You attitude is key in all of this and enjoy the excitement of the journey as you stay on the path to success.

Ignite your passion!

Where will you be at the end of the week?

We should ask ourselves that question at the beginning of every week. If we do not, then we will fail to achieve the results we truly desire and sort of take what we get rather than planning for an anticipating what could be for each of us. It doesn’t take using a crystal ball, but it does require having a vision for where we want to be short term and long term.

Do you feel like random things just come your way and life is a whirlwind? This may be true in your business, personal or family life. In my years of interfacing with top performers and achievers, they live by this attitude: “Those who are truly successful, either find circumstances that help them and if they cannot find them, they go out and make them!” You never wait for success to come and find you, you go out and find it. If you are looking hard enough, you can find a way to make things happen that are congruent with what you want.

Having a vision for your life must involve projecting yourself into the future and taking a look around and being observant of what it is like. Try starting off your week, with planning and having a clear picture where you want to be at the end of the week. What do you want and how will you get it.

OK, if it’s so easy, then how does it all work. Here is what works for those who perform at their peak.

Key #1: Know where you want to go; Without a clear destination, we will not get to where we wish to be. Think of it as a plane preparing to fly. It has a starting point and a final destination. From there a determination is made as to the best way to get there and what will be required. They have to build in who will fly the plane, how much fuel is needed, what snacks and beverages will be consumed, how they will book the flight, what time the plane will leave in order to arrive on time, other factors that may affect like weather, air traffic, and a myriad of other factors that must be thought out way in advance. Here is an interesting fact: A plane going to Hawaii is off course 95% of the time. Constant adjustments are made to get back on course and somehow they get to their destination.

Key#2: Set reasonable and measurable goals; Setting realistic goals will help build success. And we don’t want to set them too small, but make them achievable. For example; if you normally only can run for 20 minutes without a break, a long term goal may be to run a marathon someday. Realistically, you will have to work up to that point. You may want to add 10 minutes a week and stick to it. That way you will be able to build on what you achieve every week.

Key #3: Set stretch goals; Hey, don’t make it too easy. Using the previous key, maybe you should push yourself a little and do more. I like to set goals that are just beyond what you think you can achieve. And if you achieve too easily, then raise the bar. I have had to do this many, many times in my life.

Key#4: Make yourself accountable; Lack of accountability can be a curse and set yourself up for failure. If you have a coach, friend, or someone you can talk with, it will be helpful. If not, then at least write down you goals with what you actually did.

Key #5: Know WHY you set this goal; If you cannot definitively articulate why you wish to achieve something, then you will probably never accomplish it. Understanding what it means to you is a huge factor in personal achievement.

Key #6: The process is important; Don’t forget to enjoy the process and to go about it in an honest and ethical manner. The destination is important, but so is the way you arrive at your destination.

Take time every week, before the week begins, to get quiet and set your vision for how your week will go and what you will achieve. The more clear we are on what we want and why, the more clear our reality will be.

Remember to always “ignite your passion”

You aren’t gonna win ‘em all… Maybe that shocks you. If you know anything about me you might say, that’s not like you to say something like that, which for the most part I would agree with. Normally I have the mindset that can and will get what I want, when I want and will begin moving in that direction. However, obstacles, problems (that’s right, I didn’t say challenges), and external variables may contribute to the fact that maybe something didn’t go your way when you thought it would. Our process of introducing something to an individual or group of individuals is subject to their own method of evaluation and validation and we have to understand that. It’s like eating the worlds largest taco, success is on your terms, not someone elses. Others may not ever care. Habitually making the same mistakes will be catastrophic to our personal success. That’s why it is imperative to learn from our failures and lost opportunities so we do not repeat it and break the cycle. You cannot continue to do the same thing over and over again and expect a new result. You are not defined by your success, you define your own success. 5 Keys in improving your success ratio: Research: Do your homework. Find out everything you can from competitors about the company or individual you are calling on. Make a call to someone within the company to get intel that may help you. Preparation: Come armed with questions and get the information you need to understand how to position yourself as a trusted advisor. Don’t just wing it or rely on your experience. Customers will see right through you and recognize you have not prepared. Practice: Rehearse what you are going to talk about, and how. The most costly thing you can do is to practice on potential customers. De-brief: Always do a self assessment whether you won or lost the deal. You will always learn more from the deals you lose than the ones you win. Look at what you did right and what you may have been able to do differently. Do things different: Always be looking at ways to improve and be open to consider new ways of looking at things. In the end, you will win more deal if you apply these principles. Unfortunately you are not going to win every deal you work on and if it were easy, everyone would be doing it. Refine yourself, your process and continue to improve incrementally each day and you will bring more success to yourself. Success is about setting goals and realizing achievement by your standards, not anyone elses. To your success and Ignite you passion.

Rome wasn’t built in a day…

Many young professionals have struck gold with their ideas. Facebook, Google, and Microsoft immediately come to mind. It seems as if each surpasses the other with innovative ideas and give people what they want in a simple format. Generally speaking the public reveres these innovators and everyone wants to pick their brain and see if they can use the same formula to develop an idea like theirs. In interviews they are asked how they did it, and how they arrived at the point of coming up with the idea that made them rich. They are depicted as geniuses. And while, yes, they developed something out of nothing and the timing was perfect, it is not the norm. Most of the time building something of value takes time and should be done the right way. Not knocking the success of these individuals, hats off to them; just pointing out that generally success doesn’t happen that way.

I heard an Astronaut speak recently and got to meet him. He is in his mid 80’s, and seemed mentally sharp as well as physically. I feel confident that many generation X’ers and generation Y’ers, upon seeing him if he walked into a room may think of him as just another old man with stale ideas and old thinking. The underlying mentality is that the young people have the new exciting ideas that will take the world by storm.

Personally, I got an appreciation for how these Astronauts trained, sacrificed, risked their lives, and put the mission ahead of their own goals to advance technology and further science that would benefit us. Many involved in the space program don’t even get into space until their 40’s & 50’s. And that is after an incredible screening in every facet of their being. Then comes years and years of training and preparation. In some of these missions they faced incredible obstacles, overcame insurmountable odds, and did what was once considered impossible. The United States put a man on the moon back in the day where there were no cell phones, computers took up an entire room (and did a fraction of what an iPhone does), TV was black and white, and so much technology we take for granted was either in infancy stages or not invented yet. In spite of that, engineers, scientists, and others put their heads together and worked collectively to achieve something great. Sometimes it took several years to solve an issue that would affect the entire program.

Ever heard the phrase, “Rome wasn’t built in a day”? Well, it wasn’t, and get rich quick schemes will come and go and so will many of the innovations that mesmerize people today. The older I get (my real age you ask???, I’ll never tell), the more I appreciate that elderly retired astronaut and how he faithfully labored away at something he believed in and did it with pride. What about you? Are you laboring away at something you are good at and something you love to do? If not, that’s a shame.

Some observation I learned from the retired colonel:
• Doing things the right way will alleviate fixing it later
• You need to be flexible in your plan as things change and roadblocks arise
• When you work as a team, you will accomplish more
• A contingency plan is a must; you have to anticipate what could happen
• Know your destination and be clear on how to get there
• Smell the roses along the way; don’t get overly caught up in where you are going that you lose sight of the enjoyment of the journey
• Take pride in what you do
• Be solution oriented, not focused on the problem
• Appreciate the supporting cast

Anything worth having is worth working for and putting forth the effort. Things don’t generally fall into place as quickly as they did for those who benefited from the tech boom. Most of the time things that are worthwhile are earned by application of ethics and principle faithfully. So plan your work and work your plan faithfully and enjoy every step of the way.

Ignite your passion.

You playing the lottery?

The lure of winning the lottery on the surface may seem exciting and for a lot of people, it is part of their life. A recent survey indicated that a 1/3 of people in the united states think winning the lottery is the only way to become financially secure. People focus on the very few, highly publicized winners and think that sounds good to them. Well, why not. And can you blame them, it sure looks good on the surface.

The truth is, you have a better chance getting into a car accident, plane crash or getting struck by lightning. How many people do you know that have been struck by lightning? I can’t think of anyone that I know who has been struck by lightning. The odds of being winning a state lottery are about 120 million to 1. I’d call that a long shot. The other thing is that AFTER most people win the lottery their life gets worse. Yes, really. There was a study done on Michigan state lottery winners and most of them eventually lost all their money, lost friends, families split, and other hardships. So much so that most admit they’d have been better off having never won the money. I know most of you will disagree, but those are the facts.

I say all of this because there is no such thing as something for nothing and we must build value and quality into everything we do. Building anything takes time and must be done in the right way. In building a house there are some stages that are important and they are to be competed in order and correctly. The failure to do so will result in problems down the road. The stages are: Foundation, Framing, Plumbing/Mechanical/Electrical, Insulation/Drywall, and Exterior and finish. To have a little fun, let’s put this in terms of running your own business and look at the stages of building your business or brand.

1. Foundation: this is the beginning, maybe an idea or concept you envision can be turned into something meaningful. This is where it all begins.

2. Framing: Where you go up and develop, moving outward. You bring your idea into concretion. How are you going to do it?

3. Plumbing/Mechanical/Electrical: This is the working parts of the home; so how are you going to implement? How will it all work together? This is the engineering of the plan. The working parts behind the scenes, infrastructure, etc. The details and reality of the concept in action.

4. Insulation/Drywall: How are you going to protect your idea from the challenges? What could go wrong? Make the internal parts work smoothly and insulate from stormy weather. Also, you may have had to make some adaptations to your original idea. You have to be flexible when necessary.

5. Exterior and Finish: This is what people see, the finished product. It is everything as a finished product ready for people to use and enjoy. The fulfillment of your concept in its completed stage. Now keep things moving and working properly,

So unlike winning the lottery, building anything of value takes some time and there are no short cuts. We must build our business, our family, our relationships, wealth, reputation and anything else that is important by doing it one step at a time. The process is important and is the largest portion of achievement. It is the part that is meaningful. How many athletes come out of college, sign big bonuses and lose everything within a few years after they leave the game? It is a process of building and done methodically. This will ensure long lasting satisfaction that will endure.

Ignite your passion!

Are you on track??

Now that we are through almost 2 months of the year, ask yourself, “How is it going so far”? I hope you took the time to set goals at the beginning of the year. If you didn’t, then why not? And if you did, how much closer are you to your destination? Reaching a destination doesn’t happen by accident. It takes vision, desire, planning, preparation and execution.

Since about 1/6 of the year is gone (and you can’t get that time back), how are you really feeling about how your year is shaping up? Are you settling for a satisfactory series of accomplishments?

Let’s get honest here. We are the ones who shape our destiny, our reality, our future. So if you are truly on track and chugging along or ahead of where you would need to be, then you are achieving and that’s awesome. Remember, there will always be bumps in the road, obstacles and detours on the way. So don’t be surprised when things come up that will sidetrack you. Deal with it quickly and get back moving.

If you are convinced that you deserve what you set out to accomplish at the beginning of the year, then if deserves your complete attention and nothing should stand in your way of getting what you want out of life. Its good to keep life in balance too. Don’t lose sight of the big picture, especially family, friends, personal development, and enjoyment.

Here are some things to help with your goals and where you are at:

ON TRACK: Congratulations! The good news is, that you are doing great and you can build on the success and momentum. The bad news is, you may have some challenges and obstacles that will likely cross your path. They key is, how will you deal with your success? Now is not the time to sit back and rest. Now is the time to buckle down and keep things going in the direction you want to go. You may even want to take a step back and look into areas where you can get even better. The point is, don’t get comfortable.

OFF TRACK: Well, first off, the bad news. You are falling short and need to pick it up in one or more crucial areas. The good news is, there is still time to recover and get back on track. You still have 10 months to get it together and be where you wish to be at the end of the year. You should definitely take a look at what has worked and what has not. Continually make adjustments and tweak what you are doing until things start to flow. Get help from your superior or a coach. Someone outside yourself can give great insight and point out things in ways you may have not considered before.

Attitude: Stay positive and avoid negative people like the plague. Keep your vision for what you want and do not stop until your goals and dreams are realized. Stay in the game and keep advancing toward your dream and enjoy every day of the journey.

To your success

Ignite your passion!

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!