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November 30, 2007
How To Be The Top Sales Person For Twenty Years by Ron White
It all started when I was 14 years old, my sales career that is. I took a job as a newspaper delivery boy. It was an exciting for a 14 year old to have money in his pocket and understand the value of a dollar. I was no longer reliant on my parents when I wanted to go to a movie or purchase a Slurpee, and I took every advantage of my new freedom and cash flow.
Being a paperboy not only required that I deliver a daily newspaper it also introduced me to door-to-door selling. On Saturdays the paper route manager would load her van up with 10 teenage boys who delivered papers and we would drive to a new neighborhood and do what we called 'crew working'. This simply meant door-to-door sales. I wasn't an instant success, however, very quickly I did develop a sales presentation, and as a result that first year I sold more newspaper subscriptions than anyone in the history of the newspaper, and I was 14 YEARS OLD! I sold nearly 96 subscriptions that year and the average was 25.
In my time with the newspaper I was the number one salesman the entire time. Since then I have had other sales jobs and every time I have always been the number one salesperson. To this day, almost twenty years after my paperboy experience I make it a goal to outsell those in my circle. I don't do it to prove I am better. I do it as an internal competition for myself and as a motivator to keep me from getting stagnate.
So how do you maintain a level of number one sales person for a period of twenty years at every sales organization that you go to? There are a lot of factors. However, two of the most important are:
1. NEVER wing it!
2. Understand that buying is an emotional decision
First of all, the sales person who does not know EXACTLY what he is going to say, exactly what questions he is going to ask and exactly how long his presentation will be, is setting himself up for failure. I can't believe my ears whenever I hear speakers say, "I was preparing what I was going to talk about right before I spoke." or "I didn't know what I was going to talk about until I got here." When they say that there is almost arrogance in their voice that says, "You know I am so good and so knowledgeable that I can just decide what I want to talk about at the last minute and wing it." The sales professional with this attitude is no professional. He is more impressed with his ability and knowledge than the size of his commission checks. On the other hand, the top sales professional is concerned with how much product he moves.
If your goal is to be a top producer, then understand that you must be prepared. Decide what questions are thought provoking questions, memorize those questions and ask them to your prospect. When they are engaged and thinking then you win. When you are winging and just spouting information, the odds of them being engaged decreases significantly.
Next, understand that buying is an emotional decision. Brian Tracy tells the story of a couple who are looking to buy a home. As the couple walks up to the home the woman exclaims, 'Wow! There is a cherry tree in the back! I have always wanted a cherry tree!' The salesman makes a note of this and walks them into the home. The husband says, "The kitchen is too small" and the salesman replies, "Yes, but look through the window and you have a perfect view of the cherry tree." The husband walks into the backyard and says, "We don't want to have to take care of a swimming pool." The salesman says, "Yes, but you can put a chair right here and sit under the cherry tree anytime you like." The husband was using logic and the salesman emotion. The couple bought the house because of that.
One tragic mistake many salespeople make when selling is that they talk constantly about themselves and how the product has helped them. While this is good to a limited extent, notice the difference between:
"I took this seminar on memory training 15 years ago. I tell you what; I use this all the time. I used it to give my speeches without notes, memorize people's names and much more. I have appeared on television and radio because of this training. It has made me a low end celebrity!'
Or
'I want you to imagine this. You go to this seminar and when you leave your children are able to memorize their school work in minutes. I know their smart and so do you. They are taught what to learnand not how to learn. Let's teach them together how to learn and watch their confidence and self-esteem shoot through the roof! Next, how many times have you been at a baseball game and you see someone that you have sold a home to and you can't remember their name? You are embarrassed, and they don't feel special. Now, flip that around you sell a home and 6 months later recall their name. You have made them feel important, significant and special. At this point, you earn their referral business and are well on your way to earning a fortune!'
Notice the difference between the two statements. The first statement is a salesperson stating what this seminar has done for them! The next statement is the same information worded another way. In the second statement, you are getting the prospect to visualize themselves and their family experiencing the value of the product. When you do this you have their emotions. When you talk about yourself you do not have their emotions. Yes, you may be your favorite subject; however, you are not your prospect's favorite subject, and the earlier you begin talking in terms of them the earlier you will get their emotions.
So in review: prepare and get their emotions and you will be the top sales person in your organization for the next twenty years!!
Ron White
Reprinted with permission from The Jim Rohn Ezine
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November 29, 2007
Life Rewards Action by Chris Widener
Thinking is good, yes it is. I strongly encourage thinking. In fact, thinking plays a terrific role in success. It helps you strategize. It helps you get motivated. It tunes you into success. I am all for thinking and I do it regularly!
That being said, just thinking, no matter how good of a thinker you are, will never catapult you to success. The difference between the thinker who succeeds and the thinker who doesn't is that the thinker who succeeds also ACTS!
Life does not reward thinking. Life rewards action. Let me clarify: Life rewards thoughtful action.
Think first, by all means... But then ACT!
Do you want to gain wealth? Then save your money - ACT!
Do you want to lose weight? Then hit the treadmill - ACT!
Do you want a new job? Then find a new one so you can quit your current one - ACT!
Do you want to write a book? Then begin to write - ACT!
Do you want a new friend? Then introduce yourself - ACT!
Anything you want to accomplish will only be done by bold and decisive action.
Wishing won't bring it about. Neither will dreaming. Nor will hoping. Nope, you must ACT.
What is it you want from life? Tell me. Be specific. Be clear. Think about it. Strategize. Roll it around inside that noggin of yours. Got it? Good. Now what? What will you DO to turn that non-physical electrical impulse we call a thought into a physical reality?
There is only one thing: ACTION.
Will you succeed? Will you achieve your dreams? Will you live the life that you want? Only you can make that decision because only you can decide whether or not you will act.
My friends, life rewards action. Your actions do not need to be perfect. They just need to be. And then they get rewarded with success. With achievement. Accomplishment. You have the power within you to lead YOUR life as you see it. There is only one question you must answer for yourself:
Will I act?
Because Life Rewards Action.
Chris Widener
Reprinted with permission from The Chris Widener Ezine
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November 28, 2007
How Does Thinking Make a Difference? by Ed Foreman
Every one of us, at one time or another, has experienced difficulty. If you haven't, you're likely to such as the loss of a job, a business failure, an unexpected drop in stock market prices devaluing your retirement portfolio, fire, flood, divorce, the loss of a loved one, etc. How we deal with that difficult experience determines its impact upon our lives. Long term, it is not what happens to us that's so important. It is how we respond to what happens to us that makes the difference! Does that mean we can actually alter "reality" by the way we "think" about it? YES, we can.
The next likely question; then is, "I suppose you'd be happy, confident, cheerful, positive and enthusiastic if your spouse had just walked out on you or if you'd just lost your job?" Only if you desire reconciliation with your spouse, or if you want to remarry. Only if you desire to get another job equal to or better than the one you had! If you go around complaining, whining and criticizing your former spouse, telling everyone how unfair, inconsiderate, no-good, and difficult that person was, do you think they would want to marry you? If you criticize and complain loud and long enough, they'll soon understand why your spouse left you!
Do you think a prospective new employer would want to hire you if you are critical, condemning and remorseful about your previous employer? Or about how thoughtless, unappreciative and unfair they had been to you? They probably already have their quota of sourpusses!
All of us regret the loss of a loved one, young or old, and there will always be a reasonable period of mourning. However, to hang on to, and dwell upon that hollow, hurtful feeling and painful memory for an extended length of time will begin to take its toll upon you. Physically, mentally and emotionally and upon your love, appreciation and feeling for those whom you still have in your life. Reflect lovingly upon the positive impact that person had upon your life, review the good times you shared together and celebrate their life, instead of dwelling upon their departure! Life is uncertain, no one is here eternally. Enjoy and savor the time we have (or that we've had) together, here, now, and today.
Our life, our health, our being, becomes what we THINK. YES, our cells are always eavesdropping on our thoughts. Thoughts are real things that cause actions that develop into habits that make us happy or sad, relaxed or tense, healthy or sick, rich or poor. Life is for living not just for enduring, not for just tolerating, but to be lived, savored and enjoyed.
Make today a good day and you'll have enjoyed a GOOOD LIFE, today. Repeat the process, DAILY. It becomes a Habit!
Ed Foreman
Reprinted with permission from The Jim Rohn Ezine
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November 27, 2007
Labor That Works Miracles by Jim Rohn
Two thousand years ago on April 15th one of Jesus' disciples came to him and said it was time to pay taxes (that's how I know it was around April 15th), but they had no money. In response to his disciple's statement Jesus said "no problem". Now why could he say "no problem"? Well, word had it that Jesus was a miracle worker. If you hand a problem to a miracle worker what they are inclined to say is "no problem". You've got to hang out with people like that.
I belong to a small group and we do business around the world. These guys are all miracle workers. What an incredible group. If you hand any of them a problem guess what they say, "no problem". How many books will they read to solve a problem? As many as it takes. If they need to consult - how much consulting will they do? As much as it takes. How early will they get up? As early as it takes. "No problem"... you got to hang out with people like that. You cannot believe the thrill of being associated with miracle workers, people who will do whatever it takes to get the job done and perform miracles.
When asked about paying the taxes Jesus said it was "no problem". In fact, he said it was going to be easy - he told the disciple to just go fishing. Now it couldn't have been any easier than that, especially for this disciple whose name was Peter, because Peter was a fisherman. Now if you can fish and you should fish and you don't fish - then that is why you do not get a miracle. But Jesus told his disciple to go fishing and the first fish that he caught to look in its mouth. Peter, who was used to strange things happening, agreed. Well, the first fish Peter catches, he looks in its mouth and finds coins. Peter then adds up the coins and they are exactly enough to pay his and Jesus' taxes.
"Wow!", you might say, "That is a miracle!" Here is why we call it a miracle - simply because we don't quite understand how it works. That's all. Doesn't mean it doesn't work, it just means we don't quite understand how it works. Which is true of all miracles. In fact, for most of us our whole life is a miracle.
How about this miracle... God says if you plant the seed I will make the tree. Wow, you can't have a better arrangement than that. First, it gives God the tough end of the deal. What if you had to make a tree? That would keep you up late at night trying to figure out how to make a tree. God says, "No, leave the miracle part to me. I've got the seed, the soil, the sunshine, the rain and the seasons. I'm God and all this miracles stuff is easy for me. I have reserved something very special for you and that is to plant the seed."
I have found in life that if you want a miracle you first need to do whatever it is you can do - if that's to plant, then plant; if it is to read, then read; if it is to change, then change; if it is to study, then study; if it is to work, then work; whatever you have to do. And then you will be well on your way of doing the labor that works miracles.
To Your Success,
Jim Rohn
Reprinted with permission from The Jim Rohn Ezine
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November 26, 2007
Time For You by Ron White
He was completely infatuated with her. It was all that he could think and talk about. Yet, every time that he asked her on a date it was the same reply. She told him that she would love to go out with him, however, her schedule of work, school and other commitments was just too hectic and it wasn't possible.
In his frustration, he came to me and asked me for advice. He wanted to know how he could creatively help her with some of her responsibilities and free up some commitments so that they could spend time together. When he made this suggestion to me, I sighed deeply and bit my lip. I was searching for a tactful way to break the news to him, yet, I have never reached tremendous success in my efforts to be tactful so I just let him have it.
'Man, when she tells you that she doesn't have time. She has time what she means is that she doesn't have time for YOU. I suggest that you dress in black for a week and pretend like she is dead, because it isn't going to happen.'
My words seemed to have been a kick to his gut that sucked all the life out of his lungs. After a few seconds of silence, he raised his head as he came up for air.' Thanks, buddy I needed to hear that' was his beaten reply to me. After our conversation, he left and I do believe that although he didn't dress in black for a week he did take my advice and move on. I am sure that both he and the female are grateful for that.
You see, I have never seen a woman (or a man) who is head over heels in interest for someone yet, just can't find time to be with that person. If the interest is there the time will be there.
In life, you often hear the excuse. 'I wish I could spend more time with my family, start my own business, chase a goal, travel, or volunteerbut, I just don't have the time.' You have the timeyou are simply spending it somewhere else. You are a human and will make time for what you see as a priority. The question is are you prioritizing the correct things.
You have the exact same amount of time in a day that Albert Einstein, Marie Curie, Copernicus and da Vinci had. You have the exact same amount of time in a day that Michael Dell, Bill Gates and Oprah Winfrey have. The question is not Do you have the time? The question is How are you spending the time that you do have?
Begin to keep a journal and log the time you spend everyday. Do this for at least two weeks. Track the time you spend getting ready for work, in your automobile, at the office, eating out, reading, in entertainment, watching television, surfing the internet or simply doing nothing. You may be surprised at the amount of time that you spend on unproductive matters. It is very often shocking at the time each day that we squander and will never get back.
Zig Ziglar penned a term called automobile university and it is the answer to everyone who says that they don't have time to learn a new skill, a foreign language or gain an education on the mysteries of the day. Ziglar suggest that if you simply listen to audio programs as you drive everyday you can successful use the time to gain a new skill or education. This is effective time management.
Life can often become so overwhelming that as we get caught up in the rat race we are not aware of how we are spending our time. It may be time for a time inventory of your life. First begin by journaling what is most important to you in your life. Then track how your time for two weeks. It could be very eye opening.
Remember you have the same amount of time in a day that Einstein, Henry Ford and da Vinci had. The question is are you using your time as effectively as they did. Therefore, you have no cause to complain for your lack of time, only your management of that time. Time plays no favorites it will either be its slave or it will be yours. You make time every day for what you value.
What do you value?
Ron White
Reprinted with permission from The Ron White Ezine
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November 25, 2007
You Are a Powerful Medium by Nido Qubein
You can't find a more powerful medium of communication than yourself -- your character, your personality and your principles. If you want to send a powerful, positive message to the people with whom you work, or to whom you sell, follow these principles:
(1) You manage the process, but you LEAD people.
An organization runs smoothly when its people function smoothly. Dealing with problems in engineering, production, marketing and sales without dealing with the human element is like dealing with a flat tire without dealing with air. The finest steel-belted radial is worthless without the air that holds it up. The finest engineering, manufacturing, marketing, sales and servicing systems are worthless without the people who keep them functioning.
I once read an interview in the Harvard Business Review with Robert Haas, chairman of the board of Levi Strauss. He called production-management "the hard stuff" and people management "the soft stuff."
Under the old philosophy at Levi Strauss, he said, "The soft stuff was the company's commitment to our work force. And the hard stuff was what really mattered: getting pants out the door. What we've learned is that the soft stuff and the hard stuff are becoming increasingly intertwined."
So pay careful attention to the human side of your business.
(2) Inspire people, don't just drive them.
We can inspire people by showing them how to be their very best. Ed Temple, the Tennessee State track coach who worked with some of America's top women's track stars, liked to say, "A mule you drive, but with a race horse, you use finesse." Treat your people like Thoroughbreds instead of like mules. They'll get the message and respond.
(3) Be easy to respect and look up to.
You don't gain respect by sitting in an ivory tower and looking down on the work floor. Be accessible to employees and let them see your human side.
Employees are turned off by executives who pretend to be infallible. Observe high standards of personal conduct, but let your employees know that you're human. Talk to them about your bad decisions as well as your good ones. When you blow it, grin and admit it. Your employees will respect you for it.
(4) Be easy to like and get along with Employees like leaders who are human -- who make mistakes and acknowledge them.
It's all right to let them see your vulnerability. If you made a bad decision, talk about it with the people you lead. Let it be a lesson for them as well as for you.
Don't feel that you have to know everything. Acknowledge that the people you lead may know much more than you do about certain things.
(5) Help people to like themselves.
Robert W. Reasoner, a California school superintendent, who headed a statewide task force on self-esteem, identified five basic attitudes that foster self-esteem. They are:
A sense of security.
A sense of identity.
A sense of belonging.
A sense of purpose.
A sense of personal competence.
Secure people are comfortable with who they are and with what others think about them. They know their roles in the organization and are confident that they can fill them.
People with a sense of identity know how they fit into the work place and how the work place fits into their lives. To them, work takes its place among family, friends and community as an important and fulfilling component of their lives.
When employees have a sense of belonging, they identify with the company's vision and goals, because these things have personal meaning for them. They personally share in the success and the prestige of the company.
Employees obtain a sense of purpose from knowing the company's goals and knowing how their efforts contribute toward those goals. Management needs to take employees into its confidence and give them a role in planning and goal-setting. You can give employees a sense of personal competence by educating them for their jobs and giving them the freedom to succeed or fail on their own.
(6) Help people to believe that what they're doing is important.
My friend Stew Leonard, the grocery-store wizard from Connecticut, once told me that he refused to use job titles that he perceives as demeaning. Once he noticed a job listed as "popcorn maker." He immediately ordered a more dignified title.
"How would you feel if someone asked you what you did for a living and you had to answer, 'I'm a popcorn maker'?" he asked me.
Are there any demeaning titles in your organization?
Medtronic, Inc., has a heartwarming way of dramatizing the importance of what its employees do. Each year at Christmas time, the company holds a party for employees. Guests of honor are people whose lives have been prolonged by Medtronic cardio-pulmonary devices.
Can you think of ways of dramatizing to your employees the importance of what they do?
(7) Be responsive to people. Listen to people. Read people. Respond; don't react.
Leaders should be accessible to the people they lead. Let your staff and associates know they can come to you with problems, concerns, ideas, suggestions or complaints. If they bring you usable ideas, adopt the ideas and give the employees credit.
Welcome bad news as well as the good. What you don't know can hurt you. Don't ignore complaints. Listen to them. Find out what you can do to rectify matters, let the employees know what you plan to do -- and do it.
If you put these principles into practice, you will be constantly sending out a powerful and positive message: Yourself.
Humans have a variety of ways to send messages. We "speak" with our eyes, our facial expressions, our posture, our clothes, our grooming, our lifestyles, and many other aspects of our persons. But the most familiar and most explicit form of communication is with words.
Reprinted with permission from Your Achievement Ezine
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November 24, 2007
6 Steps to a Stronger Mind by Mark Victor Hansen
Our minds are all we've got. They are the source of who we, both personally and professionally, are. They determine our success or failure. They are our strength and our weakness.
With the quality of our entire lives resting on our minds, it's unbelievable that we choose to fill them with so much garbage. The amount of negativity from television, newspapers, tabloids and other media that bombards us on a daily basis is amazing. We would never think to fill our bodies with only junk food, right? Heck no. We know that if we ate nothing but French fries and ice cream we would experience negative consequences like skin blemishes, weight gain and rotting teeth.
But with mental junk food we dont see the physical consequences right away. When our minds are constantly filled with negativity and bad news, our minds begin to decay. Thats why we need to develop a strong, Herculean-esque mind.
Developing your mental muscles will give you the power to accomplish anything you want in life. Sure, it takes some discipline on your part, but look at the world's greatest bodybuilders. They don't show up at the gym every once in a while. They create a workout schedule and they are at the gym every day, no matter what.
Hire yourself as your "mental manager". Figure out how much you're going to pay yourself and make up a job list. Here are six jobs to assign to yourself to create a stronger mind.
1. Read Right
How much good news do you see in the newspapers? Editors usually say, "If it bleeds, it leads." Not much chance of positivity there. So, read something else. Read books good books. Books that motivate you. Books that inspire you. Look up some of the great inspirational authors online or in your local bookstore. Read them every morning and/or every night, before you go to sleep.
2. Share Your Mind
Find someone, or a group of someone's, who have the same desire to share positivity. This is called masterminding. Great successes are created when great minds come together and think about the same things.
3. Find A Mentor
My mentor was Buckminster Fuller and I learned more from that man about life than I ever hoped to. Who are the people you admire most, whether you know them or not? Figure out whom you'd like to emulate and study them. If they offer seminars, attend them. If they've written books, read them. Just a few Id recommend are: Jim Rohn, Tony Robbins, Dr. Wayne Dyer and Zig Ziglar.
4. Listen to Motivational/Inspirational CDs and DVDs
This is one of the most important habits you can create for yourself. Find inspirational audio messages and listen to them over and over. Earl Nightingale, one of the most brilliant thinkers of our time, had this to say on the subject: "Tape listening is the most important advance in technology since the invention of the printing press." With CDs speakers can reach 10 times as many people as the printed word ever could.
5. Sign Up and Attend Seminars
The motivational messages you hear at seminars, and the inspirational people you meet, reinforce your self-esteem and positive thinking. You can search out seminars via the internet, newspapers or local colleges and universities.
6. Turn Off the Television
On average, the television set in an American home is on over 7 hours a day. Just like any bad habit, it needs to be broken. I'm not saying that all television is bad. Heck no. I'm simply recommending that you cut back on your television viewing. Decide how long you're going to watch television and then turn it off when you're time is up. Try cutting back your television viewing one hour every day at first. You can use that time to read a book, listen to a motivational tape, walk your dog or spend time with your family.
After reading these six steps maybe you're saying, "But Mark, I cant do it. I just dont know if I can be this dedicated to bettering myself?" Who else are you going to be dedicated to if not yourself? Because when it comes right down to it, folks, you are all that you've got. Jobs and relationships come and go. Children grow up, leave the nest and get lives of their own. Then there you are, alone with yourself. Why not create a "you" you can be proud of.
'Amaze yourself; manifest your full potential.'
Mark Victor Hansen
Reprinted with permission from Your Achievement Ezine
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November 23, 2007
Accept No Limits by Vic Johnson
"A person is limited only by the thoughts that he chooses." - James Allen, As A Man Thinketh
You are not limited to the life you now live. It has been accepted by you as the best you can do at this moment. Any time you're ready to go beyond the limitations currently in your life, you're capable of doing that by choosing different thoughts.
We each earn the income we do today because that is the amount we have limited ourselves to earn. We could easily earn 5, 10, 20 times more if we did not limit ourselves through the thoughts we maintain.
Don't believe that's true? Surely you know people who earn much more than you who don't have your education, your skills, or your intelligence. So why do they earn more than you?
I love the story of George Dantzig that Cynthia Kersey wrote about in Unstoppable. As a college student, George studied very hard and always late into the night. So late that he overslept one morning, arriving 20 minutes late for class. He quickly copied the two math problems on the board, assuming they were the homework assignment. It took him several days to work through the two problems, but finally he had a breakthrough and dropped the homework on the professor's desk the next day.
Later, on a Sunday morning, George was awakened at 6 a.m. by his excited professor. Since George was late for class, he hadn't heard the professor announce that the two unsolvable equations on the board were mathematical mind teasers that even Einstein hadn't been able to answer. But George Dantzig, working without any thoughts of limitation, had solved not one, but two problems that had stumped mathematicians for thousands of years.
Simply put, George solved the problems because he didn't know he couldn't.
Bob Proctor tells us to "keep reminding yourself that you have tremendous reservoirs of potential within you, and therefore you are quite capable of doing anything you set your mind to. All you must do is figure out how you can do it, not whether or not you can. And once you have made your mind up to do it, it's amazing how your mind begins to figure out how."
And that's worth thinking about.
Vic Johnson
Reprinted with permission from Your Achievement Ezine
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November 22, 2007
Are You Unstoppable? by Cynthia Kersey
How did a woman with no money, industry experience, or college degree create a $5 billion product line the industry giants missed?
How could a graduate student in a single week solve two mathematical problems that had puzzled leading mathematicians for decades?
How did a mediocre baseball player who couldn't hit worth a darn transform himself into a major league star?
What allowed a young man labeled "unemployable" by government agencies to become a top-producing salesperson and receive his employer's highest honor?
What drove a teenage boy to leave his African homeland and complete a perilous 3,000-mile, two-year journey on foot with absolutely no money or resources?
You will find the answers to these questions in the stories found in the best- selling book, Unstoppable and through the popular audio program, Unstoppable Challenge.
They are stories of the human spirit, of people who have overcome fear, doubt, and great adversity to achieve what the rest of the world saw only as "impossible."
Such "impossible" stories have been repeated throughout history. Where some of us have seen only limitations of the world or ourselves, others have gone on, with courage and imagination, exploring new worlds, achieving great dreams, ignoring warnings that "it" can't be done. The evidence of the unstoppable human spirit is everywhere. We have dammed rivers, dug canals, cured diseases, invented thousands of labor-saving machines, and forged roads across towering mountains. We have created global networks of communication and travel. We have touched the moon.
No obstacle has been too great for people who possess an unstoppable spirit.
Progress is not the only benefit of the unstoppable spirit. People's dreams have come true, communities have united, and individuals have been inspired to try one more time.
From the greatest global achievement to the most personal accomplishment in our daily lives, the unstoppable spirit is the driving force for positive change and growth. This spirit is the force that breaks through countless personal barriers--barriers of self-doubt, negativity, and our own perceived limitations. It compels us to persist in striving toward our goals.
Reprinted with permission from Your Achievement Ezine
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November 21, 2007
Zig Ziglar On Simple Communications
When I entered the sales world, one of the first things my manager taught me was to keep my presentation so clear and uncluttered that a child could understand what I was saying. This advice has had a lasting impact on my life. I frequently remind my audiences that I speak and write at the 7th grade, 9th month level. I do this because I've discovered that at that level virtually everyone can clearly understand the message--even college professors! I include college professors because they're real people, and they, too, deserve to understand.
As my friend, Dr. Steve Franklin, a college professor from Emory University who taught me this, said, "The great truths in life are the simple ones. You do not need three moving parts and four syllables for it to be significant." He then pointed out that "there are only three pure colors--but look what Michelangelo did with them. There are only seven notes, but look at what Chopin, Beethoven and Vivaldi did with them. For that matter, look at what Elvis did with two!"
Most of us prefer things we can understand. Lincoln's Gettysburg Address is short and clear with nearly 80 percent of the words only one syllable. "God is love"--three words, all of them one syllable.
Seriously, now, when you ask someone what they had for breakfast, would you really appreciate it if they responded that they had the "upper part of a hog's hind leg, with two oval bodies encased in a shell laid by a female bird?" Or would you prefer to have the person answer, "We had ham and eggs for breakfast"?
And remember, language changes. At one time we referred to a person who spread rumors around the office as a "gossip." Now that person is called an "information specialist."
Personally, I prefer simple, clear, direct communications. I'm convinced that most people do. Keep your communications "simple," and I'll SEE YOU AT THE TOP!
Zig Ziglar
Reprinted with permission from Your Achievement Ezine
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November 20, 2007
A Thankful Thanksgiving by Jim Rohn
You may be wondering why I would call this article a Thankful Thanksgiving. Aren't all Thanksgivings Thankful? Unfortunately, no. As a person who has experienced over 70 Thanksgivings, I recognize that being thankful is something that we have to work at, even on Thanksgiving.
If your home is like most, your Thanksgiving day will be very busy, with either traveling to where you want to go or preparing your home to have others over for the day. Either way, that can be very hectic and emotionally trying, which doesn't lend itself to preparing your heart to be reflective and thankful. In fact, Thanksgiving weekend is the most traveled weekend in America. Airports are full, and not always providing much room for contemplation of your good fortune.
This means all the more that if we want to be the kind of people who are characterized by thankfulness, then we must make sure that we focus on it, and not just on Thanksgiving Day, but at all times during the year.
Here are a few key words as well as some thoughts that are simple and practical to apply; something you can use right away in your quest for becoming more thankful:
Time. Set aside time regularly to be quiet, to reflect. We live in the fastest paced time ever. From the moment we awake to the moment we collapse into bed, we have the opportunity to go at full speed and never slow down. If we schedule time every day in which we can be quiet and reflect, we will free our hearts and minds up from the tyranny of the urgent and rushed.
Thought. Give thought to the many blessings that you have. Living in a consumer culture, most of us are fully aware of what we do not have and how we absolutely must have "it". But how often do we reflect upon that which we already have? Take some time each day and think of one or two things that you have that you may typically take for granted and then take a moment and give thanks for those. In fact, I make it a part of my reflection time to review a list of things that I'm thankful for.
Generosity. Be generous toward those with less and not envious of those with more. We tend to look at others who may be wealthier than ourselves and think, "I sure wish I had what he does." That kind of thinking breeds envy and jealousy rather than contentment. What can we do to break that cycle? I would suggest being generous to those who are less fortunate than yourself. Go to work at a food bank. And not just during the holidays - everybody works there then - but on a regular basis during the year. That will remind you of how good you really have it.
Ask. Ask a friend what they are thankful for. The next time you are at lunch with a friend, ask him or her what they are most thankful for. You will be amazed at the answers you receive and you will create a meaningful bond with your friends as you focus on this powerful question.
Acknowledge. Lastly, tell those you love how thankful you are for having them in your life. So many times we neglect to take the time to craft the words to express to those closest to us what their presence in our lives means to us. Take the opportunity of Thanksgiving Day to write them a note or sometime during the day put your hand on their shoulder, look them in the eyes and tell them. Let them know what they mean to you, and in return you'll begin to create the possibility of deeper, richer, more fulfilling relationships with those you love.
Of course we should do what we can to make the most of the day we call Thanksgiving, but wouldn't it be a shame if the only time we reflected on our blessings was that one Thursday in November? And the answer is, of course! So let's do our best to be aware of the many great gifts that we have each and every day of the year. As we do so we will see our hearts soar and our minds will experience more and more at peace as we regularly remember and remain aware of our good fortune.
Happy Thanksgiving!
Jim Rohn
Reprinted with permission from The Jim Rohn Ezine
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November 19, 2007
The Legacy We Leave in Our Relationships by Chris Widener
Hi there, Chris Widener here. This week I want to talk with you about the legacy we leave in our relationships. Relationships are at the very core of our existence here and something we deal with every day of our lives and on every level of our lives. We have very superficial relationships with many people such as merchants we may meet as we go about our lives, and relationships that we consider intimate, such as the ones we experience with our immediate family and our mates.
Relationships provide us with both the most positive as well as the most negative experiences we have in our lives. There are those who, though they may never achieve fame or fortune in this world will be remembered very highly by all who came in contact with them. Their funerals will overflow with people they have touched.
The pain and joy that can come as children remember their deceased parents is determined by the lives those parents lived and how well they maintained the relationships with their children.
And what it all comes down to is the ability to maintain healthy relationships.
I want to share with you the key components of establishing relationships that will allow you to leave a fantastic relational legacy.
Be Purposeful. People are busy and time flies. Put these two together and you have a recipe for disaster in the relationship department. Pretty soon you and your best friends have had months go by between times spent together. In order to have quality relationships we have to be purposeful.
This is especially true with couples and even more so for couples with small children. They need to be very purposeful in making sure they spend quality time together communicating and enjoying one another.
Be Proactive. This is the opposite of reactive. Reactive is when your spouse says, "We never spend any time together," and you respond by saying, "Okay, we will this week." It would be to sit down at the beginning of each month or week and schedule the time, or better yet have a weekly "date night." The key is to take control and schedule your relationships. Otherwise, they are going to get away from you.
Be Disciplined. Yes, it takes discipline to maintain healthy relationships. The discipline is to make investments regularly. This means the monthly lunch with a friend. It means the yearly hunting trip with friends from high school. It means cutting out of work early to go to your child's game. It means disciplining yourself to work harder during the day in order to leave at a set time so you can eat dinner with your family. All of these are acts of discipline. Just as we have to discipline ourselves in other areas of our lives - like exercising for health or investing for wealth - we have to discipline ourselves into actions that will produce strong and healthy relationships.
Value People Above Possessions, Schedules and Achievements. The sooner we realize that we leave behind all of our stuff when we die, the sooner we will be able to focus on that which matters most--relationships. Don't get me wrong. I am not saying that we shouldn't do our best to become successful financially or that we shouldn't enjoy material possessions. What I am saying is that should be secondary to healthy relationships. I can't imagine someone on their deathbed who says, "I wish I would have left an estate of ten million dollars instead of five million." No, people get to the ends of their lives and wish they would have invested more in their relationships.
Be Loving. I don't mean to be guided by emotional feelings of "love." Feelings come and go. This is what I mean when I say loving: to always act in such a way as to do what is best for the other person. Love is not feelings, but actions. When we say that we love someone, we mean that we are committed to their best interests. If we are lucky, those commitments are coupled with strong emotional bonds as well.
Be Forgiving. The fact is this: Where there are people, mistakes will be made. I don't care if you are the nicest guy on earth (or married to him), you will have some breakdowns in your relationship on occasion. That is the nature of being human. Other people will fail you and you will fail people.
And when this happens we must face a decision: Will we let the relationship remain broken or will we learn to forgive? An analogy might be in order. A relationship is like building a house. It has to have a strong foundation. That is where you start. Then it must be built step by step until it is finished. During the building process there may be times when a beam falls or the two-by-fours break. The builder has a decision to make. Will he repair the building or let it go? If he chooses to let it go, the house will be weak and eventually fall into disrepair. Unfortunately, too many people let their relationships break and do not repair them by practicing forgiveness. People who leave successful relationships behind them practice the art of forgiveness.
Follow the Golden Rule. The golden rule of life is, "Do to others what you would want them to do to you." What is most interesting about this is that Christ was the first religious leader to say this in a positive way. Other leaders had said before to "Don't do to others what you don't want them to do to you." Relationships are about being proactive and doing for others.
When we wake up each day with the goal to follow the golden rule and do good in people's lives, we set ourselves on a course that will allow us to build a strong relational legacy.
Think of how you want to be remembered, and then live in such a way that you will be. If you want to be remembered as kind, then be kind. If you want to be remembered as strong, then be strong. If you want to be remembered as friendly, then be friendly. If you want to be remembered as forgiving and patient, then be forgiving and patient. What you do and how you act will add up to how you will be remembered.
It is possible to leave a wonderful relational legacy. If you follow the principles above, you will surely do so.
Have a great week!
Chris
Reprinted with permission from The Jim Rohn Ezine
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November 18, 2007
Keys to Finding Your Genius by Jim Rohn
Change Your Beliefs. It is up to you to do the work of changing your beliefs. And when you do you will be opening up new worlds - literally! This month Chris is going to talk about winning the thought battle, which will help you keep negative beliefs out and positive beliefs and thoughts in. Feed your mind with information that will change your belief. By taking part in this One-Year Plan, you are doing just that. But also ask yourself if you are doing that with belief. The truth is that you have an amazing mind with a capacity for learning that is beyond your comprehension. You must believe this. And when you do, you will be unlocking the potential of your mind!
Get the Right Knowledge. Words--if they are not true--are meaningless. I hear children say, "I read it in a book." But is it true? Just because someone says it or writes it, doesn't mean it is true. As learners, we want to get the right knowledge, not just information or opinions. It is our job to seek out information and knowledge and then test it and run it through our minds to see if it is true, and if it can be rightfully applied to our lives in order to make them better and help us succeed. We need to weigh and measure what we learn in order to gain the right knowledge. And when we do, we will be unlocking the potential of our mind!
Become Passionate about Learning. This will take some work, but the only way to do it is to begin learning about things that have an immediate impact in your life. When you learn about a new financial concept that helps you earn money or get out of debt, that will get you fired up. When you learn about a way to communicate that helps you sell more product, that will energize you. When you learn about how to interact with your family in a healthy way and your relationships get better, that will inspire you! Become passionate about learning. And when you do, you will be unlocking the potential of your mind!
Discipline Yourself Through the Hard Work of Study. Learning will take work. Until someone comes up with modules that can plug into your mind and give you instant access to knowledge, you are on your own, and that takes work. The process of learning is a long one. Yes, we can speed it up, but it is still a process of reading, listening, reviewing, repetition, applying the knowledge, experiencing the outcomes, readjusting, etc. Simply put, that takes time. Slowly but surely, when you discipline yourself, you gain knowledge and learn. And when you do, you will be unlocking the potential of your mind!
Learning is possible, no matter what your age. You are never too young or too old. Your mind was created to learn and has a huge capacity to do so. This week, make a commitment to unlock the potential of your mind!
Until next week, let's do something remarkable!
Jim Rohn
Reprinted with permission from Your Achievement Ezine
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November 17, 2007
The Sales Calendar -- Building Monthly Success -- Day-by-Day by Jeffrey Gitomer
Looking to make your month the greatest ever? Who isn't? Ask any successful salesperson the secret for having great months and they will all say -- positive attitude, creative preparation, and consistent performance.
To succeed month to month, you must execute day to day. Here are 31 creative ideas mixed with fundamental sales concepts. Put them into your work life on a one-a-day basis, and sales are sure to follow.
You can't add more days to the calendar, but you can make every one more productive. I challenge you to add these to your day -- each day.
Day 1. Establish your pipeline goals. How many calls, leads, appointments, mailouts, follow-ups it takes to exceed your sales dreams. Make a top ten list of people you want to sell. By doing this on the first of the month, you will have clear vision to the task ahead.
Day 2. Figure out your daily dose. After you establish the goals, figure out what you must do every day to make them a reality.
Day 3. Examine your tools. Take a hard look at the sales tools in your kit. Are they the best in the business? State of the art? If not, make a plan and a deadline to change them.
Day 4. Evaluate your image. Look in the mirror. Like who you see? Get someone impartial to give you an image once-over. Act on their recommendations as fast as you can.
Day 5. List your customers main reasons they buy from you. Don't be a fool and make the list without asking 10 customers. Use the list to re-adjust your presentation and your approach.
Day 6. Go network someplace where your customers and prospects go. Ask your best customer to attend their monthly association meeting.
Day 7. Breakfast a customer. Using meals for business is an excellent time management tool (and wallet builder).
Day 8. Lunch a prospect. You can get to real issues over lunch. A relaxed, neutral court.
Day 9. Dinner a small group. Combine a meal with a mini seminar. Bring interested people together to make a group sale.
Day 10. Get peer evaluation. Ask your co-workers to rate your performance once a month. Get honest feedback. Use it.
Day 11. Join Toastmasters. You only have to do this once, but the impact will last for a lifetime. An hour and a half each week of speaking skills and peer evaluation. Just do it.
Day 12. Buy a book about sales. Reading one book a month will make you a world class expert in 5 years.
Day 13. Record your presentation. Play it in the car. If you say, "Oh man, that's terrible," imagine what your customers and prospects are saying.
Day 14. Play golf with a customer and someone he or she can do business with. Bringing your customer potential business is the most powerful business building (and keeping) tool there is. Combining it with golf makes it memorable.
Day 15. Brainstorm objections with co-workers. There are less than ten real objections to purchasing your product or service. Get with co-workers and figure out the best responses.
Day 16. Take your boss (or salesperson) on a sales call. If you're chicken, you've got the wrong boss (salesperson) or you're unprepared. If you do, you'll make a sale.
Day 17. Make it a point to deliver your best customer one hot sales lead. Want to keep your best customer forever? Just keep bringing them business.
Day 18. Product Knowledge Day. Take the time to read the flyers and product updates you've been shoving in drawers all month.
Day 19. Read Your Trade Magazine Day. One of the best sources for "the latest" sales ideas. A bible to the most successful.
Day 20. Create five new questions. Asking questions is the heart of selling. To keep the blood pumping, you must continually have new questions. Formulate questions that make your prospect evaluate new information. Power questions.
Day 21. Detail you car. If your customer gets into a perfect car, she thinks "perfect salesperson, perfect product, perfect company. If she gets into a crummy car...
Day 22. Contact one person on your chicken list. (the people you're scared to call) If you don't have your "chicken list" on paper, do it now.
Day 23. Brainstorm creative follow-ups. 97% of all sales take more than one call to complete. Gather a group and generate 10 new ways to call a prospect back -- that combines creativity with purpose (and get the sale).
Day 24. Thank your customer day. Pick 25 and send them cards, a bag of candy, and write -- "how sweet it is to have you for a customer -- Thanks.
Day 25. Take a customer to a ball game. Add some fun to one of your relationships. Get to know someone personally.
Day 26. Mentor Day. Ask the salesperson you respect the most if you cam make sales calls with him or her and watch them work.
Day 27. Work on your biggest goal for 4 hours. It will never get done if you don't work on it month by month.
Day 28. Do community volunteer work. You meet the best people and you feel great.
Day 29. Make a speech at a local civic group. Get visible, get credible. Lousy at or afraid of public speaking? Revisit "Day 11" for the sure cure.
Day 30. Make your biggest sale. End your month with a big sale to create the momentum for next month.
Day 31. Celebrate your success. Reward yourself for a job well done. Go get some new clothes or take a day at the beach. Relax and get set for next month's success. You're the greatest. Way to go.
If you're serious about figuring out a way to incorporate new success strategies into your daily sales routine, here are 5 every-day rules to make the month flow.
1. Read for 20 minutes.
2. Listen to a sales audio in the car every day.
3. Practice the new technique you learned as soon as you learn it.
4. Keep a journal. Log your progress, observations, important notes, and new things learned.
5. Visualize your success every day.
You say "Jeffrey, I'm too busy to incorporate all this into my schedule." Oh, I guess you're also making all the money in the world as well. Just in case you're not, consider this: Every other successful salesperson in the universe incorporates these strategies and tactics into their every day success. If they have the time, perhaps you should buy back some of yours. It's a great investment. Time is money. Your money.
Reprinted with permission from Your Achievement Ezine
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November 16, 2007
Your Dream Begins Today by Les Brown
What will your life be like when you've achieved your most deeply held dreams? Let's take a look at how you can start living your dreams this very day.
Do you have a dream, a vision of the life you wish to live?
How specific is that dream?
How clear is that vision?
How do you intend to reach it?
What obstacles stand in your way?
Are your fears holding you back or are you using them to move you forward?
Your fears can actually lead you to success. Fear is an intense emotion. But that doesn't mean it has to control you, or even stop you. Fear can prepare you and push you forward just as strongly as it can hold you back. Fear heightens your awareness and increases your physical strength. Fear brings your mind to sharp focus. With all that going for you, does it make sense to just run and hide? Of course not. Fear gets you in shape to take action!
Are you waiting for things to get better before moving ahead? If you're serious about success; you need to start taking action today. If you're waiting for things to be perfect, you'll wait forever and nothing will ever get done. The way to achieve is to bloom where you're planted, to do what you can, where you are, with what you have. It's easy to think up excuses for not taking action. "If only I had more hours in the day. If only I had a better job. If only I could meet the right person." But excuses won't bring you anything of value. You've got to change your "if only" into an "I will." "I will make better use of my time. I will work on improving my career. I will create and nurture my relationships." Take a chance. Have faith in yourself. Your circumstances will improve when you make the effort to improve them. Start where you are right now. You have everything it takes to reach for whatever you desire. Stop wishing. Use your time, your energy, your thoughts and efforts to make it happen! You'll be glad you did!
Reprinted with permission from Your Achievement Ezine
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November 15, 2007
Expand Your Imagination About What's Possible by Mark Victor Hansen
When we were children we believed anything was possible. We created worlds where we were the main characters and everything revolved around our wants. Our friends came over and became part of these worlds and we had the time of our lives laughing, playing being who we wanted to be. It was magical!
As time passed and we grew older, people saw what we were doing and they weren't sure they liked it anymore. They saw us being young, excited and joyful what they used to be, but no longer were. And, by golly, they didnt allow us to be these things either. They said things like, "Grow up!" "Act your age." "Stop dreaming!" "Be realistic."
Whether it was teachers, parents, and counselors theres a good chance that at least one person in our pasts didnt know any better at the time. We didnt know that daydreaming and knowing exactly what we want would be vital to our future happiness and success. We didnt know that these people were not mad at us they were perhaps, instead, disappointed with themselves for allowing their dreams to die.
What they dont know, and maybe even you dont realize, is that dreams can never be destroyed. They can be battered and bruised, but they can never die. They just sink into a deep sleep in the back of your mind. They lie there, like Sleeping Beauty, waiting for the day when they will be realized.
Well, Im here to help you wake them up!
Its time to remember the magic of our youth. Its time to remember the days when there were no impossibilities. Its time to awaken your dreams and start living the life youve always wanted to live.
Each and every one of us was born rich. We each have, at our beck and call, 18 billion brain cells, waiting for us to give them some direction. The only limitations that exist are those we impose on ourselves. Otherwise, our brains do not know any limitations. Our minds will believe whatever we convince them to believe. So, why arent we living out our dreams? Whats stopping us?
Most people are not living the lives they truly want to live because they are not thinking big enough, nor are they focused on exactly what they want to do.
The key to having everything we want lies in expanding our definition of whats possible and focusing on what we want. Thats it! Once we believe in the possibility of anything and focus in on exactly what we want to have, exactly what we want to do, then our minds can take us there.
'Predetermine the objectives you want to accomplish. Think big, act big and set out to accomplish big results.'
Mark Victor Hansen
Reprinted with permission from Your Achievement Ezine
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November 14, 2007
Problem Solving by Zig Ziglar
Fortunately, problems are an everyday part of our life. Consider this: If there were no problems, most of us would be unemployed. Realistically, the more problems we have and the larger they are, the greater our value to our employer.
Of course, some problems are small, like opening a ketchup bottle. Others are monumental like a seriously ill or injured child or mate, which present ongoing, daily complications. Successful living comes when we learn to handle those business and personal problems with as little fanfare as possible.
The successful business executive can handle challenges and solve problems at a remarkable clip. He/she makes quick and final decisions as a result of years of experience. The homemaker with small children at home handles many "catastrophes" each hour with the same dispatch.
Many people use counter-productive methods to deal with problems: They refuse to recognize them, deny responsibility for them, pretend they will go away if they ignore them, or are just flat insensitive to them.
The first step in solving a problem is to recognize that it does exist. Next, we determine whether the problem is our responsibility. If the answer is yes, we must determine how serious and/or urgent it is. When that last determination is made, we either take immediate action if the problem is simple and quickly solvable or develop a plan of action and prioritize it if the solution is more difficult and time-consuming.
Problem solving becomes a very important part of our makeup as we grow into maturity or move up the corporate ladder. I encourage you to take the time to define the problem correctly, learn the skill of quick analysis and remember, if it weren't for problems in your life, your position might not be necessary in the first place. Ironing out the wrinkles and solving the problems is what most jobs are about. Think about it, and I'll SEE YOU AT THE TOP!
Reprinted with permission from Your Achievement Ezine
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November 13, 2007
Turning Time into Results is a Three Step Process by Jeffrey Combs
Step One: Stating Your Mission
It is imperative that you create a mission and vision statement. If you dont know where you are going, how are you going to get there? This step tells you what is most important. The purpose of your mission statement is to remind you of the values your enterprise is built on. Since time is your most valuable commodity, your time must be spent in effort in line with your values. This will assist you in turning time into results, i.e. prospecting, recruiting, teaching, training, developing leaders, growth, change, and letting go simultaneously. Youll also begin to enjoy the process. This is why it is important that you have a well defined mission and vision for your enterprise. If you dont have a mission and vision statement yet, do it now. Once you have a clear picture of how you plan to create value for your customers and associates and you know where you desire your vehicle to take you, you will begin to turn time into results.
Step Two: A Game Plan for Results Your Daily Method of Operation
Develop a plan of action and stick to the plan hold yourself accountable. Set specific goals and priorities. Develop a daily method of operation and put it on paper. Know exactly what your plan is and follow through. Put your specific goals and actions on paper and go over it nightly to hold yourself accountable. This will assist you to stay on track. Chart your time. I ask my clients all of the time to tell me what they have done in the past few days, and very few can ever recall what they have done. When you put your game plan down on paper and follow through on your intentions, then your productivity and the way you manage your time will greatly improve. In the time you a lot to propel you to your goals, do what will bring you the greatest results long term. At least 80% of your time should be devoted to prospecting and recruiting new customers in the early going. Entrepreneurship requires momentum to create compounded results. Momentum is created through simple disciplines factored consistently over a long period of time. In the beginning, your weekly goal is usually to recruit one person per week to your products, services, and opportunity. This would be a total of 52 clients per year that you personally enrolled, not counting how your organization produced. Eventually, your weekly goal will increase to two new people per week, totaling 104 new people per year you personally recruited. This only happens with consistent effort seven days a week over a period of time. It doesnt happen over night. It is a process to collect the payoff. Dont seek perfection; seek efficiency at what you do.
Step Three: Develop New Thought Patterns and Creative Habits
The books you read, the tapes you listen to, and the people you spend time with are all components of your reality. As you go through the process of success, the people you meet and situations you create will change as you change and grow. It is important to begin spending time with people that empower you and to detach from those who are disempowering. It is difficult to soar with eagles when you rest on the ground with turkeys. Start studying successful people and watch what they do. Interview successful people whenever and wherever the opportunity present itself. I have spent the last fifteen years pouring through books and tapes on self-help, motivation, investing, money, spirituality, and have attended hundreds of seminars and workshops all for the purpose of becoming a better person. I have learned to let go of old self limiting thoughts and doubts, forgiven myself for past failures and challenges, and most importantly, forgiven others who may have harmed me. The thoughts you think today will be a large part of what dictates your future.
Reprinted with permission from Your Achievement Ezine
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November 12, 2007
Nitty-Gritty Reasons by Jim Rohn
Wouldn't it be wonderful to be motivated to achievement by such a lofty goal as benevolence? I must confess, however, that in the early years of my struggle to succeed, my motivation was a lot more down-to-earth. My reason for succeeding was more basic. In fact, it fell into the category of what I like to call "nitty-gritty reasons." A nitty-gritty reason is the kind that any one of us can have -- at any time, on any day -- and it can cause our lives to change. Let me tell you what happened to me...
Shortly before I met Mr. Shoaff, I was lounging at home one day when I heard a knock at the door. It was a timid, hesitant knock. When I opened the door I looked down to see a pair of big brown eyes staring up at me. There stood a frail little girl of about ten. She told me, with all the courage and determination her little heart could muster, that she was selling Girl Scout cookies. It was a masterful presentation -- several flavors, a special deal, and only two dollars per box. How could anyone refuse? Finally, with a big smile and ever-so politely, she asked me to buy. And I wanted to. Oh, how I wanted to!
Except for one thing. I didn't have two dollars! Boy, was I embarrassed! Here I was -- a father, had been to college, was gainfully employed -- and yet I didn't have two dollars to my name.
Naturally I couldn't tell this to the little girl with the big brown eyes. So I did the next best thing. I lied to her. I said, "Thanks, but I've already bought Girl Scout cookies this year. And I've still got plenty stacked in the house."
Now that simply wasn't true. But it was the only thing I could think of to get me off the hook. And it did. The little girl said, "That's okay, sir. Thank you very much." And with that she turned around and went on her way.
I stared after her for what seemed like a very long time. Finally, I closed the door behind me and, leaning my back to it, cried out, "I don't want to live like this anymore. I've had it with being broke, and I've had it with lying. I'll never be embarrassed again by not having any money in my pocket." That day I promised myself to earn enough to always have several hundred dollars in my pocket at all times.
This is what I mean by a nitty-gritty reason. It may not win me any prize for greatness, but it was enough to have a permanent effect on the rest of my life.
My Girl-Scout-cookie story does have a happy ending. Several years later, as I was walking out of my bank where I had just made a hefty deposit and was crossing the street to get into my car, I saw two little girls who were selling candy for some girls' organization. One of them approached me, saying, "Mister, would you like to buy some candy?"
"I probably would," I said playfully. "What kind of candy do you have?"
"It's almond roca."
"Almond roca. That's my favorite. How much is it?"
"It's only two dollars."
Two dollars. It couldn't be! I was excited. "How many boxes of candy have you got?"
"I've got five."
Looking at her friend, I said, "And how many boxes do you have left?"
"I've got four."
"That's nine. Okay, I'll take them all."
At this, both girls' mouths fell open as they exclaimed in unison, "Really?"
"Sure," I said. "I've got some friends that I'll pass some around to."
Excitedly, they scurried to stack all the boxes together. I reached into my pocket and gave them eighteen dollars. As I was about to leave, the boxes tucked under my arm, one of the girls looked up and said, "Mister, you're really something!" How about that! Can you imagine spending only eighteen dollars and having someone look you in the face and say, "You're really something!"
Now you know why I always carry a few hundred dollars on me. I'm not about to miss chances like that ever again.
And to think it all resulted from my own embarrassment, that when properly channeled, acted as a powerful motivator to help me achieve.
How about you? What nitty-gritty reasons do you have waiting to challenging and provoke you into change for the better? Look for them, they are there. Sometimes it can be as simple as a brown-eyed girl selling Girl Scout cookies.
To Your Success,
Jim Rohn
Reprinted with permission from Your Achievement Ezine
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November 11, 2007
How to Build Momentum and Stay Motivated Every Day! by Lisa Jimenez M.Ed.
I'm so mad at myself!" she said as we began our coaching call. "I made a goal to get ten new clients last week and I only got three," she lamented.
The frustration in her voice was something I used to experience as well - until I came to a profound realization: Focusing On Your Results Is Dangerous.
I used to keep charts all over my office to fill in the names of the people who signed up for my Coaching Program and Retreats.
Even after hours of marketing efforts, I would feel defeated if I wasn't able to fill in all of those spaces at the end of the week.
My definition of success was only based on results.
I was placing all my focus and energy on something I had very little control over. Think about it; you really can't make your prospect buy your product or say yes to your opportunity.
So why give so much power to an element that you cannot control? What you can do is show your prospect enough intriguing information, in a passionate way, on a consistent basis, that will touch, move, and inspire them to make their own choice. The only factor you have complete control over is your efforts!
So let's talk today about how you can shift your mindset, release the control the results, and focus on your efforts.
First, decide how many people you are willing to share your product or opportunity with. Again, the only part of the sales process you have control over is your efforts and the quantity of prospecting attempts you will make.
What is that number for you?
Powerfully choose how many people you are willing to prospect and be fiercely committed to it.
Next, realize that the other aspect of selling you have control over is the number of no's you are willing to take without giving up; or better said, how many no's you're willing to take and still stay motivated, excited, and inspired.
The most effective way to do this is to embrace the Law of Average (LOA). Think of it scientifically. How many prospects do you need to share your opportunity with to get a yes? In other words... How many no's do you have to receive to get a yes?
For most sales people that number is 10. When I realized this truth, I got freed up of the frustrations that come for 'getting a no'. Getting a no is just a part of selling. The more yes's you get and the bigger you want to grow your business, the more no's you've got to be willing to receive!
When I was in Network Marketing I did an interesting experiment that helped me focus on my efforts and stay motivated. First, I knew that, on average, I made $500 on each sale. Then I divided that amount by 10, the number of no's I had to received in order to get a yes (L.O.A.). That meant I made $50 every time I got a no! I actually taped a $50 bill to my phone and every time I got a no, I'd hang up the phone and say, "Thanks for the fifty bucks!"
Free yourself up from trying so hard to convince, persuade, and control your prospects. Let go of the results. Put your energy and power into your efforts and you will be an incredible force. Your prospect will sense your unique and confident posture and will want what you have.
Think of how powerful you will be when you release what you don't have control over and fervently grasp what you do. The only factor you have complete control over is your efforts!
What this really takes is a shift in your mindset. Evaluate the goals you've set and discern if they depend on your efforts or results. Instead of setting the goal of five new business associates, set the goal to put 50 new prospects in your recruiting pipeline. Instead of setting a goal of selling 100 widgets, set your goal to put your widget in front of 10,000 new prospects.
The incredible success I have experienced since I shifted attention to efforts instead of results has been nothing short of amazing! And it will be the same for you...
The only factor you have complete control over is your efforts! And your efforts are all you need to get the incredible results you desire.
Richest blessings,
Lisa Jimenez
Reprinted with permission from Your Achievement Ezine
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November 10, 2007
How To Squeeze The Most Out Of Your Time by Brian Tracy
How do you start your day? Years ago I started planning mine by writing everything down I would have to do, the night before. I found that drawing up your list the night before prompts your subconscious to work on your plans and goals while you sleep. When you wake up, you feel ready to tackle your challenges.
When prioritizing and planning your time, consider the following points:
Key questions.
What is the highest value-added action I can do?
What can I, and only I, do that I've done well before to make a difference?
Why am I on the payroll?
The answers to these questions help identify all that needs to be done and in what order. That, in turn, will bolster personal productivity.
Values.
Decide what's important to you, and in what order. Make sure your values don't conflict with work. Energy spent worrying diminishes your abilities.
Consequences.
Every action has consequences - good and bad. Consider what rewards you'd reap by completing a task. Then, compare those rewards with the consequences of putting it aside. This process makes it easier to see which goals have a higher value.
The Pareto Principle.
Vilfredo Pareto, a 19th-century engineer, argued that 20% of what you do accounts for 80% of the value. When considering the importance of a task, ask yourself whether it's among the 20% that creates the most value.
Urgency vs. Importance.
An unexpected phone call or a drop-in visitor may be urgent, but the consequences of dealing with either may not be important in the long run. The urgent is other-oriented, it's caused by someone else. Important things are self-directed and have the greatest value for you.
The Limiting Step.
Standing between you and what you want to achieve is the limiting step. That's the bottleneck that determines how quickly you can reach your goal. It's important to identify that step and focus single-mindedly on getting that one thing done.
A Written Plan.
Lists of goals, tasks and objectives are of no help unless they're written. Putting your plans on paper makes a seemingly elusive goal more concrete. There's a connection that takes place between the brain and the hand. When you don't write it down, it's fuzzy, but as you write it and revise it, it becomes clear.
Visualization.
See yourself doing what you need to get done. Visualization trains the subconscious to focus on completing tasks. Say, for example, that you want to begin each morning by exercising. Visualizing yourself doing sit-ups and push-ups the night before conditions the mind to do those the next day. When you prime you mind, it wakes you up even before the alarm clock goes off.
Remember you are a winner and preparation goes a long way in helping you achieve all your goals.
Reprinted with permission from Your Achievement Ezine
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November 9, 2007
Take a Turn at Tenacious! by Chris Widener
"Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan 'press on' has solved and always will solve the problems of the human race." Calvin Coolidge
I have worked with many successful people; people who have achieved the kinds of lives they have dreamed about. I have also worked with many people who are not anywhere near where they want to be in life. Many times those who are not successful resent those who are and believe that somehow success was handed to those who have achieved much.
What I have found however is that actually the reverse is true. Those who have achieved much have worked much HARDER than those who are not successful. You wouldn't believe the stories of struggle that I hear from those who now appear on "top of the heap." Yes, they are successful, but no, it wasn't handed to them! And I find that most of the unsuccessful people who come to me actually haven't been tenacious at all. I find that with many of the people I speak to who complain about their lack of success simply haven't persevered and been tenacious. When I ask them questions I usually get excuses. Yes, there are exceptions on both sides, but I find this to be almost universally true.
If you are one who finds yourself dreaming of a better life, or looking at someone who "has it made," I would ask you to take a long, deep look inward and at your life to find whether or not you have actually been tenacious in pursuit of your dreams. How long have you gone for it? Many people who achieve much go for YEARS before they achieve what their hearts long for? How hard have you gone for it? Most people who achieve much have given up much. They have sacrificed much. They strive valiantly for what it is that resides deep in their dreams. They just plain ol' work hard!
So what are the principles of tenacity? What do you need to know in order to take your turn at the tenacious? Here are some thoughts to start your fire and get you going!
1. Sometimes you just have to outlast the others.
"Success seems to be largely a matter of hanging on after others have let go." William Feather
I have found that many people start on their dreams but most never finish. Then those who stop resent those who make it. The truth is that most people who become successful have simply mastered the art of keeping on keeping on! I myself can remember early on in my career when I would get discouraged and I literally said to myself, "One more week. Just give it one more week." Quite frankly, this is what got me through a couple of years of my work early on. I hung on as others let go.
It is easy to get disheartened. Ask those who have achieved success if they ever got disheartened and you will find some of the most amazing stories you have ever heard. Give it a try: Go to the most successful person you know and ask them if they ever thought about quitting. Ask them how they kept on going. You will be amazed at what you hear.
2. Sometimes you just have to hold on at the end.
"When you get to the end of your rope, tie a knot and hang on." Franklin Roosevelt
I wonder how many people have quit just as they would have begun their entrance into success? Sure there are many who quit at the first sign of hard work, but what about those who, after the tenth time of trial then give up, just as fate would have seen them go through one last hurdle and then into the promised land? How many people were on their last hurdle and decided not to jump? How many people had just one more mountain pass to go? Or just one more river to cross?
Of course we will never know, but certainly some of the people who quit are doing so on what would have been their last trial, right?
So what does this mean for you? For me it means I do not quit because I would hate to find out later that all I needed was just one last effort and I would have achieved my goal. What if it isn't my last trial? That's okay because as long as I keep going, eventually I will get to my last trial, I will overcome it, and I will enter the Winner's Circle.
3. Sometimes the most beautiful results come from dull things under pressure.
"Diamonds are nothing more than chunks of coal that stuck to their jobs." Malcolm Forbes
If coal wasn't an inanimate object it would certainly scream, "Stop! I want out!" But that coal, when facing incredible pressure, is turned into one of earth's most precious possessions. Ugly, dirty old coal is transformed into beautiful diamonds.
Instead of looking at pressure and trials as the reason to quit, get tenacious and see them as the very thing that will make your life the beautiful thing that you desire it to be. See it as your opportunity to learn, to grow, and to be transformed. See these trials as the very things that will enable you to have the life that dream of!
Trials will surely come. Life will get hard. You will want to quit.
Then you will have a choice: Will you give up? Or will you take your turn at tenacious. The choice you make will determine much of the rest of your life.
My advice? Take your turn at tenacious. You will become stronger, and you will end up living the life you dream of!
Reprinted with permission from Your Achievement Ezine
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November 8, 2007
Get Off the Nail! by Jerry Clark
Over the years I have met and observed thousands of people and each and every last one of them say they want some improvement in certain areas of their lives. In fact, most of them flat out confessed that they hated certain situations they were in. But after further evaluations, I discovered that they weren't willing to do anything about it. It seemed to be good enough for them to just sit there and wallow in their pain, anguish and misery.
Several years ago, motivational speaker Les Brown and I were chatting after we had both conducted trainings for a Network Marketing Company. We were talking about the number of people who say they want to make changes but don't seem to ever do anything about it. I told him it reminded me of a story I heard him tell an audience over 10 years ago. Here's how the story goes One day a man was walking down the street on his way to work. As he walked down the street, there were dogs on just about every front porch and they all would bark as the man walked passed them. However, there was one dog that he remembered, because this dog was just sitting there and he was whimpering and whining and moaning, you know the little whimpering sounds dogs make when they are wounded or in some sort of pain. Well, this particular dog was just sitting there on the front porch making those sounds. The man was curious as to why this dog wasn't barking like the other dogs and why he was whimpering. He couldn't figure it out, so he just kept walking to work. The next day he was in the same situation where he was walking down the street and saw the dogs once again and this same dog that was moaning and groaning the other day was doing the same thing today and he just couldn't figure it out. Well, he walked passed for an entire week and everyday the dog would be there moaning and groaning. So, finally, the guy got fed up, he said, "let me find out what's going on." So he went and knocked on the door and a guy came out and said, "Yes, how may I help you?" He said, "Sir, is this your dog?" "Yes, that's my dog." "Well, what's wrong with him?" The owner of the dog said, "What do you mean?" "Well, he's been sitting here moaning and groaning, whimpering and whining for an entire week. The rest of the dogs are barking, your dog should be barking too, why is he moaning and groaning?" The owner said, "Well, he's actually sitting on a nail." And the guy said, "What! Your dog is sitting on a nail. Why doesn't he get off?" "Well, it just doesn't hurt him enough."
Wow! You know most people are like that dog sitting on a nail. I mean, sure, they would like to get off the nail, but what if they got off the nail and they died or something? They never seem to stop to consider that maybe they would be healed, maybe they would be free, maybe they would be able to move about and discover some new and exciting options for their lives. But, noooooo. Instead, they just sit there on that nail because they're not sure what's going to happen if they get off. I mean, there are no guarantees of safety so to speak. Even though, it's not the best feeling in the world, sitting on a nail, I mean, it's not comfortable sitting on a nail, it kind of hurts, but at least they know what to expect. They know that they have $900 per week coming in so they can pay their bills and put food on the table and they can put some clothes on their back and a roof over their heads. You know, that's enough for most people. They may even get upset with you if you question their so called security, I mean, if you hand them a book or tape program or tell them about a seminar that can give them some effective strategies for getting off nails, they may resent you for it. Well, you're different. You are willing to learn some effective nail removing strategies that could set you free because you and I both know that there is no such thing as security. Well, maybe I should take that back. I do know of a place where security exists on this planet. It's called the graveyard. And you know what, most people tip toe through life so that they can arrive at the graveyard safely. Of course this will not be you Right? That's right Simply because, instead of Moaning & Groaning, Whimpering & Whining about not getting the results you desire, you are a Developing Charging Rhino And Rhinos always choose to GET OFF THE NAIL and create the conditions they desire So Until Next Time, Be Sure to
GET OFF THE NAIL & Always remember to Go, Go, Go!!!
Jerry Clark
Reprinted with permission from Your Achievement Ezine
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November 7, 2007
Taking Advantage of Leadership Opportunities Will Increase Your Visibility in a Positive Way by Connie Podesta
Everyone is a leader in his or her organization. Even if you don't hold a titled leadership position, such as supervisor, manager, human resource director, or CEO, you still have many opportunities every day through your actions and behavior to model "leadership" qualities. In fact, all employees must be able and willing to assume a leadership role when the need arises, regardless of their job title. That is why many organizations have eliminated titles like foreman, supervisor, and department manager to reinforce the belief that each employee is a contributing member of the team with leadership potential and opportunities depending on the task at hand.
If you don't see yourself as having leadership qualities, then you'll miss many opportunities to demonstrate your added value to your employer, co-workers, and customers. You will also be undermining yourself, because if you're not confident of your leadership potential, then why should anyone else be? Being a leader simply means you are willing to teach and support others, be a positive role model, and be ready to serve as well as lead when necessary and appropriate. Effective leaders can be found at every level in an organization. Even if you work under someone else's leadership, you can still be a leader in your ideas and attitudes about your job.
While it may be true that some people seem to fall into the role of leader more easily than others, it is possible for most of us to develop the abilities that will help us take charge, motivate others, and make good decisions. Below are some of the top qualities leaders possess.
1. Leaders are Trustworthy and Act with Integrity
In today's business environment where teamwork is crucial, there can be no doubt that all employees must be able to be trusted by their managers, co-workers, and customers. For example, good leaders do not criticize their co-workers behind their backs, and they don't take credit that belongs to everyone on the team. Instead, they build trust by openly admitting their mistakes rather than blaming others. They give credit where credit is due, and they help others celebrate their successes. Leaders build trust with customers and co-workers by acting with integrity. They make sure their words and actions are congruent all the time, not just when it's convenient. They can be counted on to do what is fair and right.
2. Leaders are High Achievers who Strive for Excellence
Many employers who talk about their employees' leadership abilities mention words like "perseverance" and "determination." Leaders keep working to be the best they can be. They stay focused on their goals, but they keep things in perspective and realize that there is always room for improvement. They continually strive to learn more about themselves and their jobs. They integrate excellence into every task. Do you see yourself as a hard worker-as a star performer? Even though you may not own the organization, do you own a sense of pride in your work and your ability to contribute? Do you see yourself striving to outperform others and set new standards of excellence for your department and your organization? A good leader must have a strong desire to be the best by providing outstanding customer service and working hard to create an excellent, cohesive, and productive workforce. Even if they don't succeed at the task, leaders keep working at it.
3. Leaders Make Others Feel Important and Valued
Leaders value other people's worth and opinions and take the time to let them know they are important. They take the time to pay someone a compliment and keep criticisms, complaints, and negative comments short and sweet. They also make both their co-workers and customers feel important by asking questions, listening, and tuning in to their needs. They realize that such questions as, "Do you need some help?" and "Do you want me to listen for your phone while you take a break?" demonstrate their ability to tune into others' needs as well as their own. In your leadership role, how generous are you with positive words and actions? Are you committed to helping others feel better about themselves? Do you value people and their ideas? Making others feel important and valuable could help make you invaluable to your organization.
4. Leaders are Willing to Serve Others
To some people, serving others may seem like the role of a subordinate, not a leader. But in fact, a good leader believes in service to others. If that sounds contradictory, think of words such as "cooperate," "help," "work collectively," and "share" because they more accurately reflect the true nature of service to others. Organizations need employees who are willing to help each other, not whine and complain saying, "That's not my job." The future will demand that people learn new skills outside their area of expertise and use them to support other team members, even when it's "not their job." Are you willing to do what is needed even if it doesn't fall under your specific job description? Leaders support their co-workers when it counts, not just when it's convenient.
5. Leaders are Relationship Builders
An effective leader knows how to build good relationships so that individuals care more about the good of the entire team than about themselves and their own personal glory. In the workplace, employers need employees who can "run with the ball" by themselves when necessary, as well as build and maintain good team relationships. Do you work actively to build good team relationships? Hopefully so, because it is an important part of being an effective leader. Equally important are good relationships with clients and customers. In today's world, many companies do business with people they barely know, sometimes people they've never met. But the most successful and rewarding transactions, more often than not, involve parties who have developed a solid business relationship. Good leaders understand the importance of building good relationships with their colleagues and their customers.
6. Leaders Communicate Effectively
Every CEO, manager, human resource director, employer, and employee must be able to state what they need, want, or prefer with confidence and in a manner that is clear, honest, and forthright. But good leaders must go even further. They must be able to interpret the needs, wants, and preferences of their colleagues and customers to create a cooperative and successful work environment. Effective communication is the cement that binds an organization together. It is the foundation upon which successful teamwork and good customer relationships are built. It is no accident that employees who can communicate effectively and assertively soon find themselves in leadership roles.
While leadership may come naturally for some, for others developing strong leadership skills takes thought, practice, and hard work. But it's definitely worth the effort, because these skills will benefit all of your personal and professional relationships. Leadership skills are life skills.
Being a good leader is a 24-hour a day job. If these are skills you've been neglecting, start developing them now. Today's organizations need employees who are ready and willing to lead at a moment's notice. Your leadership skills and abilities will help determine your present and future employability.
Reprinted with permission from Your Achievement Ezine
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November 6, 2007
The Entrepreneurial Spirit by Tom Peters
Fred Karl, designer of the Viking range and owner of that company said, "I was a weird kid-I began designing towns when I was 12." We all know that "weird" can be good, if we don't judge others through our lens ... Being weird increases creativity if we allow it to flourish. Fred Karl, founder of Viking Range, let his weirdness flourish abundantly.
Karl's headquarters for Viking is located in his home town of Greenwood, Mississippi. Karl has restored old buildings to house his operations, so not only does his product, the Viking range, generate income for the small Mississippi town, Karl is revitalizing the town through his restoration work. He remembered a bustling place in the '60s that had "gone way downhill" by the time he returned there after a tour of duty in Vietnam. The little town of Greenwood, previously sustained by the cotton industry, wasn't ever going to be the same. But Fred Karl saw the possibilities and brought all his talents to bear to create a new Greenwood.
Fred Karl designed the first Viking range for his wife and hoped that he would sell 1,000 a year; now he sells that many in a week. Just like most startups today, he had little money. Fred Karl bartered his building design skills to obtain office space to work in. The local people called the new range Fred was designing his "Stove Project." What kept his spirit going was the encouragement from the town-support he knew he wouldn't get if he moved to a big city. That little "Stove Project" eventually became the big business of Viking Range.
Feeling a little weird lately? Take time to see where your passion and entrepreneurial spirit is calling you. Even in corporate America, the entrepreneurial spirit must remain alive. That spirit can solve the toughest of corporate problems, if only we let it.
Reprinted with permission from Your Achievement Ezine
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November 5, 2007
Every Circumstance Has Two Sides by Vic Johnson
"Your difficulty is not contained, primarily, in the situation which gave rise to it, but in the mental state with which you regard that situation and which you bring to bear upon it." - Byways of Blessedness
It is one of the most difficult lessons to accept, understand and learn.
Circumstances are not negative or positive, circumstances are neutral. It is our thinking, our mental state, our perspective, that makes a circumstance positive or negative.
Bob Proctor does some of the best teaching on this subject, using a universal law he refers to as the Law of Polarity.
"Everything in the universe has its opposite. There would be no inside to a room without an outside. You have a right and left side to your body, a front and a back. Every up has a down and every down has and up. The Law of Polarity not only states that everything has an opposite -- it is equal and opposite. If it was three feet from the floor up to the table, it would be three feet from the table down to the floor. If it is 150 miles from Manchester to London, by law it must be 150 miles from London to Manchester; it could not be any other way."
"If something you considered bad happens in your life, there has to be something good about it. If it was only a little bad, when you mentally work your way around to the other side, you will find it will only be a little good."
During a recent tele-seminar I conducted with Randy Gage, he used a very good example of this. While the flat tire you have seems to be a negative circumstance to you, its a very positive circumstance for your local tire dealer. Looking even further its possible that while changing the tire the dealer discovers a much more serious problem that would have cost you a large sum of money if discovered later.
So its even more clear from Bobs teaching that every circumstance can be viewed two ways. Its the way we view a circumstance that determines its impact on our thinking and mental state. And we know from James Allens teaching that that determines the quality of life that we live.
No matter how bad the circumstance appears to be, taking another look, from another perspective, reveals to us the good. Or, as Napoleon Hill author of the classic "Think and Grow Rich", wrote, "Every adversity, every failure and every heartache carries with it the seed of an equivalent or a greater benefit."
And thats worth thinking about.
Vic Johnson
Reprinted with permission from Your Achievement Ezine
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November 4, 2007
Be Responsible For Your Own Financial Security by Denis Waitley
There is no job security. You can't rely on staying with the same company through retirement. Pension plans, when available, are woefully inadequate. Social security benefits won't come close to covering your living expenses in retirement.
The only way to reach financial security is to plan for it now, regardless of your age. You have to define financial security in your own terms. Have you defined the amount of assets that you need for financial independence?
Financial security is that amount of assets that will give you a specific income, after taxes, to live like you want to, without having to depend on day-to-day employment.
What is that amount for you? I believe it is more than you think. And, I feel that if you define it, you can reach it in ten years or less. Do you have a financial plan and the assistance of a financial planner? You need both. Always retain a financial planner on a fee-for-service basis. Don't mix financial planning with an investment broker or insurance agent. What are your financial goals and what is your time line? Because I started late in my quest for financial independence, I have a maximum five-year period remaining for capital accumulation.
Action Idea: Wealth is not only based on income, but also on expenditures. Are you spending or investing? Are your purchases goal-achieving or tension-relieving? How do you use credit cards? Use your credit cards for services or purchases that retain their value or that build your business. Don't use credit cards for vacations and personal entertainment, unless you plan to pay the entire balance in one or two months. Try to pay all your balances in full monthly. In this way, you avoid the ridiculously high interest payments. Realize that paying minimum balances, at high interest rates, means that you are paying two or three times what the original purchase was worth.
Most importantly, save at least 6 to 10 percent of your take-home pay each month, by writing a check into a savings account or mutual fund for that amount, as if it were a utility bill or house payment. The secret of most self-made multi-millionaires is compound interest. If parents saved one dollar each day for their newborn infant, by going without a cup of Starbuck's coffee, or a Big Mac, or a soft drink for that day, by the time the child reached age forty, he or she would have a million dollars cash. No lottery windfall. No brilliant investment strategy. Just compound interest, which Baron von Rothchild labeled "The Eighth Wonder of the World."
Reprinted with permission from Your Achievement Ezine
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November 3, 2007
Create That Winning Feeling by Bob Proctor
I believe we would all agree that having a winning feeling is prerequisite to achieving outstanding results. A person can't possibly expect to win if they're constantly focusing on failure! The real secret here is to capture that winning feeling of success as often as you can to create the environment necessary to succeed.
If you've been a little down in the dumps, feeling insecure or perhaps not feeling as confident in your ability as you'd like, I have a great tip for you. My suggestion to anyone looking for a success track to run on, or to a person who is looking to get back on one, is to start capitalizing on short-term victories. That means specifically focus on tasks you can achieve daily. The principle is to start with an adversity over which you can succeed, and gradually take on more and more difficult tasks. Nothing succeeds like success.
Another technique used by many people in developing or maintaining a winning feeling is what we call the reflection method. Think back during a time where you were really successful at something... we all have times to which we can relate. It could have been a sale, a particular speech, a school play, or standing up to the town bully. Each one of us can reflect back on a moment in time to recapture that winning feeling.
Professional sports coaches often replay winning games of the past for their team prior to a big game to stimulate and create a winning feeling!
Years ago, a good friend of mine had left his job and a company that he had worked with for many years. He was one of the top VPs with his company and had done extremely well. He had left because he wanted to start his own business. I told him he could use one of our offices until such time as he was ready to open up his own office.
In any event, I happened to be in the office one afternoon and Grant, who normally was very upbeat and positive, was really having a difficult time. After a few moments of small talk, it became apparent what the problem was. Grant had hit the terror barrier and the possibility of starting his own company was overwhelming him... he just didn't think he could do it. Here's a man who had risen to the top of his field, made a high six-figure income for years... and yet was still having doubts as to his ability to start his own company.
I asked Grant to go home, get a notebook and start to write down all of his accomplishments, as far back as he could remember. The look on his face was priceless I'm sure he thought I'd lost my mind. I told him that the accomplishment could be small or large... it didn't really matter. The point was to focus on something positive. I still remember him asking, "Well, what if I only fill half a page." I just smiled and asked him to do his best and start writing.
Monday morning came and Grant was back in the office with a notebook full of accomplishments. I smiled and said, "You must have been fairly confident, you picked up a good sized notebook!" We both had a good laugh. Grant went on to build a multi-million dollar financial planning company and later franchised the operation to extend across Canada and the US!
This is a great exercise for anyone needing a bit of a boost. What would give you a winning feeling of pride and satisfaction? Remember... a winning feeling is a confident feeling and one that forgets misses, and reinforces successful attempts.
Reprinted with permission from Your Achievement Ezine
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November 2, 2007
When Your Dream is Big EnoughYoure Rich! By Jerry "DRhino" Clark
What will keep you charging in your Network Marketing business when you have a bad day? Think about it. People in traditional businesses have two primary advantages over us Networkers:
#1) They have a lot of money invested; therefore, when they have a bad day, they are not likely to throw in the towel and quit. Sure they may think about it, but they will also think about the mortgage they have on their home, and the money they borrowed from friends and family members. This usually will keep them in their business even when someone returns the only product that they sold for the day or when they have to use their Visa to pay off MasterCard.
#2) They dont have a job. Thats right, people who own their own traditional business usually dont have a job to fall back on. They usually dont say, Well, Im sick and tired of this stuff. Im glad I got a job that is paying me $1,000 per week to fall back on. Instead, they are out on a limb in an effort to make it happen. By the way, I once heard that on the limb is where the fruit is.
So what about you? You probably invested less than what it would cost for a nice pair of shoes to get started in your Network Marketing company. And you probably still have a job, right? And if you don't have a job, most of your distributors do, right? So what leverage can you have to help keep you charging full steam ahead when it seems like everything is going wrong?
Your Dream! Thats right, if your dream is big enough then the fear, rejection, embarrassment, and lack of Network Marketing know-how will not stop you. Instead, you will be empowered to keep charging ahead in the jungle so you can make it to the land of paradise. So find out what your Dream is and keep it in front of you when the going gets tough. You can use this technique to help keep your distributors going too. When youre sitting on the beaches of the world Youll be glad you did.
Until next time
Go, Go, Go
Reprinted with permission from Your Achievement Ezine
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November 1, 2007
The Importance of Being a 'Student' of the Industry by Todd Falcone
I really appreciate you taking the time to read my article. It shows that you are eager to engulf information to better yourself... both in life and in your Network Marketing career. The information I hope to provide is going to cover the psychology of SUCCESS. Victories rather than defeats, wins rather than losses, abundance rather than lack.
Here's my simple definition of success:
"Success is the voluntary act of seeing something that you desire through to completion."
Finish the race... and you win! But, you must first get to the starting line.
One of my mentors taught me that if I wanted to be successful, I had to study success. In other words, "find someone who has what you want and do what they do". Wow! You mean success is that easy?? Not exactly, but it is certainly a great place to start!
Doesn't that make perfect sense? Think about it. If you want to be good at something, no matter what it is, doesn't it make sense to simply follow other people who are already successful doing whatever it is that you want to get good at? Remember the old phrase, "You become like those you hang around"? How true it is!
Hang around broke, unmotivated boring, unhappy people, and guess what? You become a broke, unmotivated, unhappy person. Doesn't sound appealing, does it?
On the other hand, spend your time with excited, motivated, happy, successful, inspired people who live life with passion and conviction in everything they do... and guess what? You get the picture! That's right... it rubs off on you.
Which would YOU rather have?
Every person that I know who has achieved extremely high levels of success, whether in relationships, business, or life in general, STUDIES THE SUCCESS OF OTHERS.
Over the years, many people have asked me about my favorite book, tape, or specific mentor that has led me to success. Unfortunately, I don't have one. I have many. That is what being a student is about.
Since so many people have asked me, I finally took the time to take a roster of my library.
Here is a sampling of some of the books and tapes I have read, listened to and continue to review:
*Top 50 Favorite Readings
Developing the Leader Within You By John C. Maxwell
The Game of Life and How to Play It By Florence Scovel Shinn
Quantum Leap Thinking By James Mapes
Unstoppable By Cynthia Kersey
How to Win Friends & Influence People By Dale Carnegie
The Magic of Thinking Big By David J. Schwartz
Think and Grow Rich By Napoleon Hill
Enthusiasm Makes the Difference By Norman Vincent Peale
The Trick to Money is Having Some By Stuart Wilde
The Little Money Bible By Stuart Wilde
The Psychology of Winning By Denis Waitley
The Greatest Networker in the World By John Milton Fogg
The Power of Positive Thinking By Norman Vincent Peale
The Path: Creating Your Mission Statement By Laurie Beth Jones
Unlimited Power By Anthony Robbins
Awaken the Giant Within By Anthony Robbins
Live Rich Stephan Pollan and Mark Levine
The Dynamic Laws of Prosperity By Catherine Ponder
Creating Affluence By Deepak Chopra
It's Not Over Until You Win By Les Brown
What to Say When you Talk to Yourself By Shad Helmstetter
You'll See it When you Believe It By Wayne Dyer
Reinventing Yourself By Steve Chandler
How to Master the Art of Selling By Tom Hopkins
The Greatest Salesman in the World By Og Mandino
The Greatest Secret in the World By Og Mandino
The Greatest Miracle in the World By Og Mandino
Rhinoceros Success By Scott Alexander
Your First Year in Network Marketing By Mark Yarnell
Your Best Year in Network Marketing By Mark Yarnell
Self Wealth By Yarnell, Bates & Radford
Network Marketing for Dummies By Zig Ziglar
Rich Dad, Poor Dad By Robert Kiyosaki
Cash Flow Quadrant By Robert Kiyosaki
Who Moved My Cheese? By Spencer Johnson
On Negotiating By Mark McCormack
Guerilla Selling By Jay Conrad Levinson
Chicken Soup for the Soul By Mark Victor Hanson & Jack Canfield
The Richest Man in Babylon By George S. Clason
Wave 3: The New Era in Network Marketing By Richard Poe
The Wave 3 to Building your Downline By Richard Poe
Wave 4: Network Marketing in the 21st Century By Richard Poe
Inside Network Marketing By Len Clements
The Millionaire Mind By Thomas Stanley
The Millionaire Next Door By Thomas Stanley
As a Man Thinketh By James Allen
The Ultimate Marketing Plan By Dan Kennedy
The 22 Immutable Laws of Marketing By Al Ries & Jack Trout
Although this is not my complete library... these are some of my favorites which have helped lead me to where I am today in my life and in my Network Marketing career.
-- Todd Falcone
Reprinted with permission from Your Achievement Ezine
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