Spouses Deserve The M.V.P!

Sales and Marriage...Brandon what are you doing?  It's one thing for you to celebrate your anniversary...but now you are getting in my business?

 

Yes!  My mission to help you achieve success...in sales...and in life. 

 

I know it seems strange to have a discussion on sales and marriage, but in my travels and training over the last 25 years I have seen the need to address this time and time again. 

  

As I begin a conversation with someone I just met, we invariably move from the sometimes superficial "we love sales" mantra to talking about real life....yes, husbands and wives. 

  

Because I have just delivered a rousing speech or training (you have to see me live!), and I will be gone tomorrow, our time is limited...

  

"The Truth" surfaces quickly.  It comes in various forms;  

  

"Because my income is so unpredictable, it causes a lot of heartache and arguments."

 

"My spouse doesn't understand how hard sales is - the amount of weight I am under to 

generate prospects, and keep business on the books. 

 

"Every day I fight rejection, pressure from management to produce, and my own self-doubt. 

I am working hard to hold it all together...I feel like I am on my own."

 

These sessions usually end with

 

"Sometimes, I am not sure we are going to make it"

 

That's a downer...Hey, I thought this daily thing was supposed to be inspirational?

 

It is...I am inspiring you to deal with the most important part of your life...your spouse!

  

What is the #1 argument for all married couples?

 

We would all guess money, right? 

 

Since most sales professionals are on some kind of low base/incentive structure (or straight commission!) then money can be a sensitive topic.  Especially if you are new to sales, just changed companies and have no pipeline, or if you are struggling to keep it all together - just making your quota and supporting your family with basics. 

  

I know and understand...I have been there.

 

It is difficult to explain to anyone that has never been in sales the challenges, and commitment it takes to truly break out and have success...the kind of success you dreamt of when you were first introduced to sales. 

 

You remember...the "100k opportunity in sales" ad you answered"? 

 

You got excited.  It felt right, you pursued it and you got the job.  Congratulations!

 

You then explained the opportunity (the best you could) to your spouse - all they heard was the six-figure income.  Like you, they believed in the opportunity and more importantly, they believed in you- if you are lucky!

 

The opportunities are real but it takes time, energy, and focus to get to a successful level.  The level where the "lack of money" issues don't drive wedges in the monthly bill paying sessions.  The level where the seasonal ups and downs aren't reflected in ups and downs in the marriage. 

 

I am not naïve (just optimistic!), and I know money won't fix all the things that a bad marriage creates, but for those that just need to bring financial stability to an otherwise loving environment, I bring a message of hope, honor and reconciliation. 

 

For those of you that aren't married (what are you waiting for?), aren't struggling (truly wonderful!), I apologize for the next couple of days...bear with us married folk!

 

But for those of you that feel me...say "Amen". 

 

I have an answer that will seem simple on the surface but I have seen it bridge difficulties, discouragement and disagreements.  I have seen it revive, renew and resurrect marriages.

 

If you indulge me and engage in the process, you can create the one thing I deem most vital to having any form of real success, but particularly in sales...peace at home.

 

Your spouse deserves the M.V.P Award...we present it tomorrow...

 

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

  

Next Time: Awarding the M.V.P!

The Last Sale!

 

Look at these pictures...what do you see?

  

Yes, obviously that's me...with hair! (Ahhh...memories of follicles gone bye!)

  

And my prize...my prey...my ruby of great price...my soulmate...my wife Natalie.

 

Look at me again...suave and debonair...slick...smooth..confident...a player from the Himalaya!

 

If only that were true.

 

Truth is...in high school I was painfully shy when it came to girls.  I was an athlete (you better recognize!) and an academic (you probably saw that coming!).  I was masterful with words in written form...but my "rap" was weak.

 

The first day of school there was a "buzz" in the air about these new girls...sisters...that had started school.  No tweets...no text...just good ole fashioned Pony Express (the bus) buzz!

 

These two girls were from another country...exotic...untouchable by mortal man.  Listening to the chatter on the school bus, I figured I didn't have a chance and kept on reading Lord of the Rings.

 

But then...I saw her.

 

Wow!  At 14, and in a flash...I knew.  Yes, love at first sight does exist!

 

She walked with an air of haughtiness that I now realize was also shyness...but in that moment...she was simply out of my reach.

 

"Ah, but a mans grasp should exceed his reach, or what's a heaven for?"

Robert Browning

 

I would see the legitimately cool confident guys hitting on her.  I would hear them do the "guy talk" at basketball practice and on the bus...yes, by then I had put the book down!   

  

At home, Peabo Bryson and Roberta Flack "Back Together Again" played on endless loop on the 8-track (hey...its 1979 and you cant rewind an 8-track!).  I was lovesick and jealous all at the same time...over someone I had never spoken to...

 

Afraid to approach her, how did I stand a chance?

 

I did what any self respecting sales person would do (you had to know there was a connection!)...I used the AIDA Method to close the sale!

 

For those of you unaware, the AIDA Method is an acronym that stands for;

 

Attention - Interest - Desire - Action

 

Attention - With the help of some accomplices, I mapped out her daily routine (no...I am not a stalker!).  I strategically made it to her 2nd period class right before the bell rang.  I was going to say something, panicked, and reached down to tie my shoe.  As I got up...she looked at me and said "Hello"... 

 

Phase 1...complete

 

Interest - Through the underground network of notes, I found out she was coming to a basketball game.  This was my element!  I was captain, starter, and the only freshman on the team.  I even had my own cheering section of freshmen...she joined that group to cheer me on...

 

Phase 2...complete

 

Desire - I scored double figures that night but also had a scary moment where I was fouled and fell and hit my head.  The crowd gasped...moments passed...but then I emerged dazed but unfazed...hit my two free throws.  I looked at the crowd, noticed her...she waved and clapped...I gave her the cool "what's up?" head nod...

 

Phase 3...complete!

 

Action - After the game, she and a couple of girlfriends hung out waiting for me to come out of the locker room (Wilt Chamberlain...eat your heart out!)...she passed me a note and said "goodbye"...

 

Phase 4...complete!

 

That was 1979...fast forward to April 11, 1987...I closed the Big Account...

 

My Last Sale!

 

Today, we celebrate 27 Years...I am grateful and blessed! 

 

Make no mistake, there have been challenges and obstacles - the things that mark all of us - common struggles and shared moments of births & deaths, feast & famine, joy and tears.  Yet through commitment and dedication we enjoy the large and small victories that mark the evolution of life that we all live...with the ones we love.

 

If you are lucky enough to share your life with someone...tell them today...and everyday.

 

Sales is tough...but marriage can be tougher...I share some of that over the next few days...

 

Until tomorrow, I wish you something Money, Power, Success can't provide...Love!

Next Time: Spouses Deserve the M.V.P!

Out Of The Zone!

How do you feel right now reading this?

 

I imagine you in your robe at the kitchen table ...sipping on coffee.

 

Sitting down at the desk at work getting ready for another day with something inspirational and instructional (hey, that's me!)

 

Or maybe you read it once you get home while dinner is cooking.

 

How do I feel right now?

 

Uncomfortable.

  

Not because I don't believe in what I am doing...quite the contrary.  I have dreamed of helping people (specifically sales people) most of my adult life with the things I am doing now.

 

Not because I dont believe that this is good stuff.  Each day, someone or something reminds me that I am on the right track...another door of opportunity opens.

 

Then why the sweaty palms and heart race each time I hit the "send" button or publish a new book?

  

I am Out Of The Zone...yes, you know the one...The Comfort Zone.

 

I am used to starting and running businesses...generating billions in revenue (not a misprint) and after a few years, doing it again.

 

While I have trained and developed 1,000's of sales people in my life, this author, speaker, sales coach gig is foreign.  The publishing world is a vast arena and I am a small fish in a big ocean.

 

Take a look around you at the things that are in your life today.  Most likely, they are all in The Zone.

 

Now take a moment to think of the things you want in the future;

 

The income that doubles or triples what you earn today (go ahead and smile!). 

 

The marriage to "Mr/Mrs. Right (what are you waiting for?).

 

The business plan that has been on your desk for 5 years (no time like the present!).

 

Notice that everything you want is outside of The Zone.

 

To get them, you will have to stretch a little farther.  You will have to test unproven waters.  You will have to do things that you have never done before or thought you could do.

 

If you are comfortable, you are likely standing still.  Ok, maybe you are catching your breath from the last time you left The Zone...but don't rest too long.  The next opportunity will pass you by if you sit still (think Sir Isaac Newton from yesterday). 

 

My mission is to help you leave The Zone...into a larger place.  A place that utilizes your greatest gifts in service to mankind and provides you with the rewards of that service.

 

Over the next several weeks I will begin tweaking the Daily Sales Crumbs and conducting a series of features that are designed to get both of us into the deeper waters of our lives.

 

The subject matter will be focused on you as a person...who happens to be in sales.  As my audience is growing fast daily, it is a risk...but one my instincts tell me to take.

 

Your instincts will always lead you Out Of The Zone...Trust Them!

 

So while I challenge you while you are sipping coffee, logging on to email, or cooking dinner, know that I am uncomfortable too...

 

but it feels good...it feels right.

 

From this point forward, we are going on a journey to create the best you possible.  To use a Star Trek reference..."To boldly go where we have not gone before"...

 

Out of The Zone!

 

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

 

Next Time: Sales & Marriage

(yes, we are going there!)

Get Moving!

When I was in college, I hated Sir Isaac Newton...

 

Why?

  

He was partially responsible for the 6 levels of Calculus I had to endure and not in the least connected with the delicious cookie! 

 

Later, when I "fell" into sales, I developed a new found respect for Sir Newton...

 

Why again you ask?

  

I was struggling to make a go of it and came across his 3 Laws of Motion.  It was just the kick in the pants I needed and it forever changed my mind about him (once again...my inner nerd!);

  

First Law of Motion: An object at rest will continue to be at rest unless behaved on

by an out of balance pressure.

 

Second Law of Motion: Acceleration is produced whenever a

force functions on a mass.

 

Third Law of Motion: For each and every action it has

an equivalent and opposite reaction.

 

What does this have to do with sales you ask...everything!

 

Sales is a motion business...it is kinetic and active...it requires energy.

 

Reviewing the first law, there are many sales people "at rest".  They are waiting for leads, a phone call, or something else magical to jumpstart their day.  They are hitting the snooze button for the third time because they don't have a plan for the day.  They are at rest.

 

The first law says that an out of balance pressure will cause movement...in some direction.

 

That pressure could be the past-due mortgage, missing quotas and being put on final warning by the sales manager...losing your job.

 

That pressure could also be in the form of an awakening...an epiphany...a "Eureka" moment (made famous by Archimedes...another favorite of mine!).  In a moment, you can realize that you are not living up to your full potential and decide to try again...this time with kinetic energy - energy in motion!

 

What can you do if you are "stuck" at rest?

 

Don't wait for calamity...using Newton's 1st Law create the right kind of pressure to encourage movement.  There are several things you can do to get a push off until the 2nd Law kicks in;

 

Learn - Getting deeper product or industry knowledge is always the forerunner to movement.  Crack open your continuing education manuals (yes, I said it!), go on the internet, or read an inspiring work.  Learning presents to your mind new options and those options provide inspiration...movement. 

 

Connect - There has to be some person or resource that you can leverage to get a start...even a small start.  It might be a manager or a high performer in your organization who is willing to teach you.  I did the paperwork for a top gun for 1 month in exchange for seeing him in action.  It was the spark of knowledge and inspiration I needed to get moving!

 

Get involved - Sales is an individual sport and as such has become one of isolation for a lot of us.  It is easier to remain at rest if you are not interacting with others in the profession.  Find a group to join or a sales person to fellowship with on a regular basis...by email, by phone or Skype.  Our profession is always in motion so connect to people who are moving!

 

Get Better - Being at rest is usually a sign that something is missing in your life. I am not playing counselor but talking to many sales people each month I find that most of what keeps them "at rest" is not even sales related...it is life.  The spouse, the kids, or something else that is not going as they hoped.  If there is an area that is dragging you down mentally you have to attack it and get better. 

 

The good news is, even if you just wiggle your little sales finger that is a sign of life...

motion

 

Get busy doing what you know to do to jump start your sales, break out of a funk, and live life on a higher level...

 

Get moving!

 

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

Discipline Delivers!

Ok...how many of you tried the balloon trick yesterday?

  

They tossed me out of the Magicians Guild for telling the secret!

 

How many of you decided to be more focused...more disciplined?

 

Let's review our new definition of Discipline once again;

  

Doing what it takes, to get what you want...

as long as it takes, until you get what you want!

  

With this perspective, discipline is no longer a taskmaster that cracks the whip as you kick and scream against your will.  Now, it is a freedom agent that takes you from where you are today and delivers you to where you want to be. 

  

The last several weeks my Full Fashion Finish Strong segments were focused on Objectives, Strategies and Tactics. click here to see them. Not to bog you down in process, but there is another triumvirate (think tricycle!) that we have to engage to leverage the power or focus and discipline;

 

Thinking/Planning/Acting

 

Thinking - Gives you the vision of where you want to go. Thinking is the process of preparing your self-image with the tools it needs to understand your intentions, and building the mental confidence that it will happen.  You get to "play out the movie", see yourself in the throws of activity and seeing that activity reap the reward of accomplishment.

 

Planning - Planning is the process where you begin to take the images presented to your mind and turn them into tangible strategies and tactics.  The level of detailed planning you do will stimulate the seed of "belief" and manufacture courage.  There is nothing like having a plan to get you prepared for the next step... 

 

Acting - Starts, continues, and finishes the journey.  This is where you prove to yourself that you are serious about your objectives, goals and dreams.  I like to say that action is the "Acid Test" of faith.  Gold was certified using this acid testing method...your actions prove that the nature of your thinking and planning are pure gold!

 

There is tremendous synergy between these three activities.

  

Thinking delivers you to a plan, the plan gives you confidence to act, which stimulates more thinking, which stimulates planning...until you get what you want!

 

In order to keep them in balance, I have a recommended ratio:

 

10% Thinking, 15% Planning, and 75% Acting

 

We all know people who do nothing but daydream about the future. Ask them where their plans are and they are "working on them".

 

We all know people who act without planning. They are notorious for saying, "maybe next time I will get lucky and get it right".

 

The ratio of 10% Thinking, 15% Planning, and 75% Acting is critical to insure that once you gain momentum, you maintain it. Ultimately, the ability to remained focused on your goals will determine the magnitude of success you achieve.

   

Now we can see discipline as a tool to get toys...the things we want in life. 

  

It will deliver you to great health and a well-conditioned physique.  It will deliver you to that Master's Degree or getting that professional designation.  It will deliver you to $50 million in annualized premium.

 

Make no mistake...Discipline Delivers!
  

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

You Must Focus!

Happy Monday!  My kids all visited yesterday...we had a great time...nothing like grown kids! 

  

When they were growing up, I used to "mess with their minds" with a balloon and a needle.  I would slowly push the needle in and pull it out...

 

The balloon would not pop!

 

I would then give them the needle and they would insert it with fear and shout with glee as their attempt to do what I just did failed....

 

POP!

 

"How did you do it?" they asked full of awe and wonder.

 

"You must foooocuuusss!" 

 

Ok, there was more hocus pocus than focus, but with great showmanship and magicians patter, I would captivate my young audience.  They would stare at the balloon, say the magic word of "Focus" and continue to try...in spite of the eminent explosion.

 

In sales and life the power of focus is amazing.  Magic can be accomplished when you are lasered in on your Objectives, Strategies and Tactics.  

 

Many people start strong but lose focus and quit, but people of focus are determined to see it through till the end.

 

What is the difference?

 

The difference is not because they don't want to succeed, they just lack what is today's topic - Focus. More commonly known as Discipline.

 

What is discipline?

 

Traditionally, discipline has a negative connotation. Say the word discipline to a child and they will say "when daddy spanks me".

 

Even when discipline is engaged to reach a favorable outcome, it still has a twinge of negativism. It speaks of arduous labor that we detest but that we must do with dogged persistance to accomplish a desired goal.

 

Let's evolve our vocabulary and meaning of discipline.

 

I want you to see discipline as the willing servant that creates a focus on what we want, what it takes to get there, and a commitment to see it through to the end. Here is my definition of discipline:

 

"Doing what it takes, to get what you want...

as long as it takes, until you get what you want!"

 

Do you know what it takes to get what you want?

 

Most likely you do...   

 

Are you doing it? 

Keep doing it until you get what you want...

If not...start doing it today (Happy Monday!)...and keep doing it until you get what you want! 

 

When it comes to getting what you want the real magic is in focus...discipline...

 

and a perfectly placed piece of tape on the balloon...and

 

You Must Fooocccuuusss!

 

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

One Last Time!

It looks like I may have hit a nerve with my series on time... 

  

A few people tried to defend how they "manage" it, a few offered their favorite tips (thank you!) and some cried out for HELP!

  

To draw a distinction, there is a big difference between being busy and being effective.  If you are running all over the place making lots of calls but not generating revenue - you are busy but not effective.  Or when you get a sale, you spend 2 days submitting and chasing things down to make sure you get paid...busy, but not effective.

 

I truly understand that each day will be filled with non-Revenue Generating Activities, but a lack of planning and distractions rob your day of its potential effectiveness.

  .

Here are my top 10 time management tools for sales people;

 

#1 Plan Your Day The Night Before -  As the day winds down and you reflect on the success (and challenges) it is a good time to fill in your calendar. Once you build a workable routine it is actually ok to become a creature of habit...especially if it is effective!

 

#2 Block & Protect Your Time - Segmenting the day builds momentum because you can focus on a task without fear of distraction or multi-tasking. Being pulled off of your day by "emergencies" or the allure of a bright shiny object seems harmless but when you look back on the day, they kept you from performing.

 

#3 Rank Your Priorities - For each thing you have to do, assign it a priority of 1-5 with 1 being low priority and 5 being a "must do". 

 

#4 Do First Things First -  Level 5 priorities and Revenue Generating Activities should always move to the front of the line...period! 

 

#5 Make Clients Your First Meeting - My father-in-law Leroy believes each day should begin in front of a client...8am.  Talk about building momentum!  This requires a focused prospecting approach but can be done!

 

#6 Cluster appointments - It is better to have 3 appointments on one day than one appointment for 3 days.  Even more effective by way of windshield time is to have them close together.  If you are not booked solid, then it may be better to use Monday/Wednesday/Friday to run concentrated calls and use Tuesday/Thursday/Saturday as prospecting focused days...be efficient and effective!

 

#7 Outsource Low Priorities - Most of your level 1-3 activities can be outsourced or delegated. 

Each task that frees up time is valuable.  Closing a sale takes an hour...processing paperwork can take days...yikes!

 

#8 Hire An Assistant - The single greatest thing you can do to make up for lost time.  Can't afford one?  You really cant afford not to have one.  Spouse...teenager...maybe for a time, but eventually, you will need someone who can become an extension of your business...your brand.  This will pay for itself 3-4 fold!

  

#9 Use Technology - Smart phones, Client Relationship Management (CRM), web based application submissions, commissions management.  Technology really can save time...after you learn to use it! Don't become a slave to it!  Take classes if necessary to leverage the few vital technology elements that can make you more efficient.

 

#10 Email management - Most of what you get is non-essential (not Daily Crumbs of course!)...you can block time out (#2) to do email and not watch and wait for the inbox to chime.

 

This list is not meant to be all encompassing and each industry and your situation will be different .The key is to Evaluate how you use your time and Evolve into a more effective, productive work approach.  That may be the difference maker you need to reach your objectives. 

 

One last time to talk about time...speaking of time...

 

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