What Can You Do?

When I was very young, we used to play a game called "Punchinello"...

 

A group of children would be in a circle with everyone clapping rhythmically and saying the line...

 

"What Can You Do Punchinello, Punchinello?"

 

They selected a person randomly who would then have to jump in the center of the circle and...

 

Do Something!

 

Most would do a dance move trying to show off their best stuff...others would freeze not knowing what to do (hey, it's happened to me...that is a lot of pressure!)

  

Question...What Can You Do?

  

If I asked you to measure your Strengths and skill sets against your identified Objectives and goals for the year, what would you tell me you can do?

  

Back to our SWOT Analysis - Strengths are those things you can do well or that would give you an advantage in achieving your objectives.

 

For example, let's say you have an objective of earning $100,000 and you need 250 clients with average commission of $400.

 

In this example, you need to rank your ability in several areas;

 

Strength to prospect for the clients you need.

 

Strength to close the prospects you find.

 

Strength to get repeat business and/or portfolio selling more than one product

 

Strength to get referrals

 

You get the picture?

 

Many of the Strengths you need are quantifiable and measureable (such as close rates)...others you will have to be honest with yourself (are you really prospecting for new clients...are you really asking for referrals?)

 

I am a believer in Strengthsfinders 2.0 as a tool to get a baseline on what your natural strengths are...my profile was dead on!

 

It gave me the additional insight I needed to integrate the things I do best into my objectives...in sales and life.

 

If you don't know what your Strengths are and your Objectives requires certain unidentified skills, it will be tough to reach them.

 

Don't worry if there are some skills you need that you don't have today...we will take care of those over the next couple of days. The key now is to take a full inventory of what you do best...

 

What Can You Do? 

 

Until tomorrow, I wish you Money, Power, Success!

Join the SWOT Team!

Happy Friday!

 

Yesterday, I told you Never Give UpI 

 

You are taking my advice...right?

 

The best things in life are worth fighting for and you are more than well equipped!

 

Now we need to work on your tools for the battles you will face now that you have decided to continue fighting (or fighting at a higher level!).

 

If Arnold Schwarzenegger in "Commando" takes inventory of his arsenal of weapons before he takes on his adversary....

 

If Captain Kirk always asks Scottie how much power are in the auxiliary engines before firing his photon torpedoes at the Klingons... 

 

If Barney Fife checks his front shirt pocket for his one bullet...

 

Then you should know what you are working with!

 

The most powerful thing you can do when trying to reach a goal is to take inventory.

 

Over the next few Daily Crumbs I want us to take inventory...not of products or clients...but of you!

 

I want you to join the SWOT team!

 

In the business world, this inventory is called a SWOT Analysis.  It is an acronym for Strengths, Weaknesses, Opportunities and Threats. 

 

This exercise is not designed to be an assessment of why you can't do something....it is designed to reveal what you have, what you need and what is in the way to reaching your goals.

 

I have done many of these exercises in classroom environments and people hone in on Weaknesses and Threats.  Certainly, we have to be mindful of areas that are challenging, but with your Strengths and Opportunities you will identify how to compensate for Weaknesses and Threats.

 

You will have a clearer picture of how to succeed.  So we will dive in deeply over the next few days, but today, I want you to think broadly about your business...your objectives, strategies and tactics you are engaging currently. 

 

 If you are hitting the mark...congratulations!

 

If you are falling short, the SWOT analysis can help you Expand areas of Strengths and Opportunities and Evolve the challenges of Weakness and Threats.

 

We are after the ONE thing you can improve now to meet your goals and objectives...let's go deeper looking for it...

 

I know it is here somewhere!

 

Until tomorrow, I wish you Money, Power, Success!

Never Give Up!

Have you ever wanted to give up?

 

Ok...dumb question...more appropriately a rhetorical one (yeah...I knew the answer already!).

 

EVERTYONE has wanted to give up at some point (probably several times) in their lives.

It could be those last 10 pounds, getting your kids to act right, passing the licensing exam

...or giving up on your dreams.

 

Wanting to give up and "throw in the towel" is part of what makes us human...it is the power of choice.  The animals in nature don't get to decide...instinct rules.

 

By instinct (I feel like some of you need this) I am telling you today...

 

NEVER GIVE UP!

 

I met an extraordinary man two days ago who has only been in sales 6 months.

 

He is a well educated man who speaks several languages, has a degree, and has worked in multiple high-level jobs all over the world...

 

At age 53, he decided to get into sales due to a series of life events that lead him in that direction.  Now less than 6 months into his career he is highly competent and confident and it shows in his production.

Why am I using him as an example of never giving up?

Because for all his life's experiences...all his educational pedigree...all his background and contacts...

He was on the verge of giving up.

 

Less than 2 months into his new career, things looked bleak.  He had only closed one sale (to a friend) and he didn't feel he was getting what he needed to be successful in this business...and the financial clock was ticking.

 

Intellect told him to dust off his resume and go back to what he had been successful in...

 

But something on the inside of him (instincts) said...Give It Another Try.

 

The series of events that happened in the next 30 days make for a Hollywood movie (or a great book like Sales Crumbs!), and you may have guessed his current "ending"...

 

In less than 30 days he was #1 in agency, now closing in on that distinction for 3 months.  He is setting higher goals for the year and feels unstoppable!  I always say that most people are only ONE ingredient away from breakout success...this man found his because he did not give up...

 

Will you find your missing ingredient?

 

Only if you are ready to fight for it!

 

You have the power of choice to trust your instincts...I know that they are telling you to FIGHT ON!

 

NEVER GIVE UP!

 

Until tomorrow, I wish you Money, Power, Success!

I Still Got It!

By now, everyone knows I ran a half-marathon on Sunday.

 

Guess what I did on Monday?

 

I went on two sales calls.

 

Yes, I can hear most of you..."Those that can "do"...those that can't "write books and blogs".

 

But based on my success...

 

I still got it!

 

Here is my I Still Got It Top Tips for a successful sales call;

 

• Ready and steady yourself before the sales call.  Be early and do an activity that will relax you, like listening to some music that puts you in the right state.

 

•  Read affirmations that remind you of how great you are. Sounds cheesy but try positive self-talk.  If you don't believe you are great...who will?

 

• Read industry articles.  You should always have something current to discuss that is positively impacting your industry. You should be the subject matter expert!

 

• Remember the three R's - Relax, Relate, and then Release.  Don't be in a hurry to jump in and engage "Selling by Telling"...the conversation will eventually turn to the product!  In the relating stage, remember that you have "two ears and one mouth" and use them proportionately!

 

• People love to talk about their lives. That includes things they love and enjoy - and yes, some even enjoy talking about their problems (have you ever seen Jerry Springer?). Listen with empathy and begin weaving your product into the discussion as appropriate.

 

• You have to share elements of your life.  Real relating is not a one way street. It should be a genuine exchange but not too deep...don't worry...they have not forgotten why you are there!

 

• You need objections to close a sale.  In the Release phase you might be met with an objection or two, but work through them patiently until you hear the "cue" to expand on your product. Objections actually help strengthen the impact of your solutions.

 

• Use personal stories and testimonials.  These are powerful ways to convey the effectiveness of your solution. Honestly relay how your service or product truly changes people's lives all the while reinforcing your mission statement.

 

Yes, I understand a sales call is a dynamic exchange that is not cookie cutter or one that can be reduced to a formula.  These are just the momentary musings of a sales professional...

 

That's' I Still Got It!!! 

  

Until tomorrow, I wish you Money, Power, Success!

Life Rules

Did you count your blessings today...I did.

  

I do every day and suggest in some way...small or great you do too.

  

I lost a friend last night and while he had lived a good life and had known what he was facing for years...the day came too soon.

  

I had the great pleasure of addressing his sales team every Christmas for the past 3 years and while I told him it was my honor (no charge)...he always gave me a gift.

  

He was a sales professional well into his eighties and was married to the love of his life well over 50 years.

  

That alone should tell you a lot about him.  Here are some simple Life Rules as I saw them exhibited through his deeds...

  

#1 - Love your spouse. 

  

50 plus anything goes "beyond love" into a realm of dedication and commitment few of us understand or will ever experience.  We joked that my age was less than his marriage...wow!

  

#2 - Love your job.

  

At a time when he could have just "phoned it in" he was still running his agency.  He called me often to brainstorm and figure out ways to help his team become more successful.  He was always concerned about their welfare and success.

  

I have always said sales is a profession from which you never have to retire...and he never did.

  

#3 - Smile often and never get mad. 

  

When I met him professionally back in 2008 (and we weren't friends yet), I had to give him news that I knew impacted him negatively...about opportunity and money. 

  

His reaction?

  

He smiled, patted me on the back and said, "Brandon...it's ok...we will make money another way."

  

#4 - Make people feel important...because they are.

  

No matter the venue, he always stepped back from the spotlight.  He always highlighted others lauding praise and thanksgiving on their accomplishments and contribution. 

  

It may not have always been a swanky affair, but he always made you feel...important.

  

I know it shouldn't take a passing to make us feel thankful for what we have, what we do and the loved ones in our lives but it cant help but give us a deeper reflection of those things.

  

That is my state of awareness right now...my sore knee...big deal...

  

The 8,000 words due today that will not get done...it's ok...

  

The inbox of unanswered emails...they will wait...

  

Someone is without their husband...their father...their friend.

  

It can all wait until tomorrow to allow me the chance to cry...one day for my friend. 

  

Until tomorrow...

Road Rules!

Happy Monday!

 1:55:12

That is my unofficial Runmeter app time...just under two hours...not bad.

Yes...running the half was the best decision...I will have to get 15 minutes faster with this time to have any shot at running a full in 4 hours!

As you might have guessed, I did quite a bit of thinking as I was running...a few road rules came to mind.

Road Rule #1 - Stay in your lane! 

The first few miles, I spent most of it dodging people trying to hit my target pace.  There were 13,000 people in the narrow streets...

 5,000 in front of me and it felt like I said "pardon me" at least 2,000 times (but I was passing them!).

I also burned up a lot of precious energy doing it! 

Road Rule #2 - Don't worry about other people

At about mile #8, the crowd was considerably thinner and passing was minimal. Tthere was a divide in the road and as Yogi Berra says, "When you come to a fork in the road...take it!"

This fork divided the marathoners from the half-marathoners.  I had a few moments of remorse that had I should have stuck to the longer race...then the lactic acid in my thighs reminded me that I still had 5 miles to go!

 Don't look at others around you...run!

Road Rule #3 - Stay focused when conditions change

 At about mile 10, I felt good and knew I was running a fairly good pace...well under 9 minutes a mile.  The 2 hour barrier was achievable. 

Then the wind picked up something fierce.  The rain began to fall.  My clothes got heavier and the wind felt like someone was physically holding me back...

The lady in my ear didn't know...didn't care..."run faster to achieve target pace" was all she could offer...  

When things change, bear down and keep your eye on your objectives!

At the 12th mile I saw a woman I had seen off and on for several miles.  I was sure I had passed her once or twice, but she likely passed me during one of 5 strategically scheduled 1-minute walk periods.

Her pace was consistent and steady...

As she pulled past me in the last 100 meters to cross 3 seconds before me I felt compelled to go over and congratulate her...

 "Great race", I said. 

She said 5 words (with limited signs of breathlessness!) that summed it all up...

"Thank you...I ALWAYS RUN MY RACE"...

 When I think about it...that is the only Road Rule you really need! 

 Until tomorrow, I wish you Money, Power, Success!