The Big Reveal

New hairdo...check!

 

Loose 20 lbs...check!

 

Empty closet of outdated clothes and replace it with 2014 glam...check!

 

We have been watching for 55 minutes as a "less than average" person gets a total makeover.

 

Why do we watch?

 

Secretly, we all want a makeover.  That is what the Journey Series was designed to stimulate...  

Change.

 

Change takes time...certainly more than 55 minutes...or two weeks of Daily Crumbs.

 

But now it is time for The Big Reveal.

 

They have gathered family, friends and co-workers to wait and watch anxiously as the wall gets ready to spin and we gasp in awe at the changes this person made.

 

That could be you...a year from now...a month from now...tomorrow.

 

I got an email yesterday from someone who wanted to change.  She was ready to think it, speak it, act it and build proper habits for it.  She deserved change because she was willing to work for it.

 

Then life happened...one thing after another...

 

Job comes to mind...not Steve either (that's Jobs anyway)...the guy from the Land of Uz...that's not Oz either.

 

I am talking about the Biblical Job where he had a charmed life and then things changed... quickly.

 

She had every right to complain, whine and "curse" the circumstances.  She didn't...in fact, she was concerned that I would think she was whining and complaining...

 

Usually...yes, I would...this time...

 

No.

 

I had one thing come to mind and yes, it ties to The Journey. 

 

As we fight against negative thoughts,

work hard to control our words,

take action in spite of fear/doubt

and as we try to build habits to sustain us in good times and bad,

we arrive at our character.

 

We can hide just about everything else...but we cant hide our character. 

 

"Adversity doesn't build character...it reveals it".

James Allen

 

She had enough good stuff in her that she was ready when things went bad.

 

That is how you should live everyday...work on everything you can...even when you don't think you will need it.

 

Character is forged in the small details...when no one is watching...when no one seems to care.

 

Strange thing about life...just when you think you have developed a inner strength you will never need or never use...then comes

 

The Big Reveal.

 

I am gasping in awe of the human spirit...it's time to fight again my friend...

 

A change is gonna come! (wink!)

 

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

Next Time: The Journey - Your Destiny Awaits!

The Journey - Kick the Habit!

Happy Friday!

 

Remember Adam Ant?

 

Yes, the singer from the 80's that wore British clothing from the 18th century with a pony tail.

 

He had a couple of hits but one of them had a chorus that said,

 

"Don't drink, don't smoke...what do you do?

 

Catchy hook and cheesy 80's flair but I am a child of the 80's so it works for me!

 

Have to admit, I don't drink.  Once, twice a year and something sweet when I do...like Bailey's Irish Cream...makes sense - my middle name is "Laird", which is Irish for Lord!

 

I don't smoke either, no offense to my friends who lite up, but just cant do it.

 

What do I do?

 

Cupcakes!

 

Yes, for those of you that watch my videos I have kicked the Little Debbie habit.  I was partial to the Swiss Rolls full of gooey cheap cream on the inside and flaky chocolate substance on the outside.

 

I kicked that habit...and upgraded to high-end cupcakes...the $4 a piece variety.

 

I don't eat them often and I am not addicted like I was to LD (my nickname for Little Debbie!) but it is a "cheaters day" treat to reward myself for a week of kale and broccoli and the Spartacus Workout. Usually one a month will do.

 

What do you do...what habits do you need to kick?

 

There are a few standard ones for sales people...

 

Procrastination?

The "I will gladly pay you Tuesday for a hamburger today" mentality keep sales people from doing paperwork (even submitting business!)...from doing their certifications and continuing education... from calling to get referrals!

 

Discouragement?

The euphoria of the close from yesterday is wiped away by the no-show today.  Or a dry spell of activity has them ready to throw in the towel.

 

Self Doubt?

Ususally comes out as something that is wrong with everything else...the leads, the prospects, the products, the management.  Deep down...it is really something on the inside of them.

 

There are others but you get the point.  I am not bashing nor am I being judgemental or hypocritical.  I have things beside cupcakes I wrestle with to, but I keep typing anyway.  I keep writing books anyway...I keep believing...

 

Knowing that continued action will deliver me from a "lower vice" to a "higher nice".

 

A cupcake a month is way higher than 6 LD's in a sitting...twice a week...with a pint of milk...

 

Feel me?

 

As we come close to the end of the 7 elements of the Evolution of Completion, I believe habits to be the most important one.

 

They define your character because they represent who you are without pretense, without preparation, the person you would be on a moments notice when all hell breaks loose.

 

It has to be in you to come out of you....if it doesn't support the best you, then it shouldn't be in there...it has to go!

 

Kick the habit!

 

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

Yea...this Adam Ant!

Next Time: The Journey - The Big Reveal

The Journey - Drop Down and Give Me 20!

I started doing the Spartacus Workout three weeks ago...really trying to get those last 10lbs off... ok...15!

 

My wife goes to the gym daily.  It's primal...animal...public.

 

I would prefer to get my fitness on in private...where no one is watching to see me quit after 10 reps if I so choose.

 

Don't judge me...I can run 10 miles and not sweat a lick...I got stamina...for running.

 

But what my body needs to change is body weight...pressure.  Push-ups, mountain climbers, burpees...as Mr. T said in Rocky III...

 

"Pain!"

 

I have to admit, I had trouble doing 50 push ups on day one.  The internet instructor (too cheap for a personal trainer!) said that to build endurance three times a day to "drop down and give me 20". 

 

Ok, I took his advice because he is ripped!  When I woke up...I dropped down and gave him 20.   

Before lunch...I dropped down and gave him 20.  Before bed...I dropped down and gave him 20.

 

I had to think about it each time but on the 5th Spartacus Workout, I did 75 pushups! 

 

I am in the action phase of my journey as it relates to my physical goals, but to really change I need it to become a habit.

 

What is the difference between action and a habit?

 

You have to talk yourself into taking action...

but you can't talk yourself out of a habit!

 

With a habit, there is no question you are going to do it.

 

Get up in the morning...coffee?

 

Habit.

 

Come home tired from a hard day at work...fast food and television?

 

Habit.

 

Habits can support change or inhibit it through continued behavior that is contrary to what you want.  The way to build supportive habits is to take consistent steps often...until you can't be talked out of it.

As it relates to sales each time you want to stop prospecting I want you to "drop down and give me 20".  Call 20 clients, prospects, or influencers.   Strange thing will happen...some of that activity will generate opportunity!   What do you do next?   Drop down and give me 20!   Send 20 thank you notes to the people you sold last month and include a brochure about a complimentary product.   Goodness, 4 of them want to talk to you about additional solutions they need!   What do you do next?   Drop down and give me 20!   You instinctively know that activity breeds more activity (an object in motion...remember?) and when signs of progress emerge from that activity you become "hooked"...it becomes a habit!   Regarding the Napoleon Hill statement you constructed yesterday and specifically the service you were going to render to warrant that income...   What habits do you need to establish to meet that objective?   Higher than thoughts, more than words, and more committed than sporadic intermittent action, what HABITS do you need to support you in your goals?   Today, I want you to write down 20 things that if you did them as "automatic"...habits, would help you gain momentum, stay focused and breakthrough to the other side.   Yes, Drop Down and Give Me 20!   Until tomorrow, I wish you Money, Power, Success!

Next Time: The Journey - Kick the Habit!

The Journey - The Other Napoleon!

Vanilla, Chocolate...and Strawberry.  Cold, creamy...delicious!

 

"Momma, can I have some more Napoleon?"

 

"Yes, baby...here you go."

 

My mother was wonderful...she scooped it out from that gallon tube on the 4th of July not thinking to correct me...or maybe she hadn't read the carton either.  A few years later, I was in 5th grade and we were discussing Napoleon Bonaparte and I said "I love the ice cream named after him".

 

Thankfully, only the teacher knew to laugh!  She pulled me aside after class and told me the ice cream was called Neapolitan.

 

Flash forward a decade, I was 17 years old when I was first introduced to  "Think and Grow Rich" by Napoleon Hill and inwardly laughed about my faux paus years earlier (yes, that is French in honor of the other Napoleon...Bonaparte for the non-historians!)

 

Sales people love reading success material (right?) and his classic is one I recommend if you have never read it. In the 2nd chapter he outlines the "Six Definite Practical Steps" for turning Desire into its financial equivalent...

 

An important thing for anyone, but particularly sales people!  The book is in the public domain so I reprint it here just as Mr. Hill wrote it;

1 .Fix in your mind the exact amount of money you desire. It is not sufficient merely to say "I want plenty of money." Be definite as to the amount. (There is a psychological reason for definiteness which will be described in a subsequent chapter).   2. Determine exactly what you intend to give in return for the money you desire. There is no such reality as "something for nothing.   3. Establish a definite date when you intend to possess the money you desire."   4. Create a definite plan for carrying out your desire, and begin at once, whether you are ready or not, to put this plan into action.   5. Write out a clear, concise statement of the amount of money you intend to acquire, name the time limit for its acquisition, state what you intend to give in return for the money, and describe clearly the plan through which you intend to accumulate it.   6. Read your written statement aloud, twice daily, once just before retiring at night, and once after arising in the morning.   AS YOU READ-SEE AND FEEL AND BELIEVE YOURSELF ALREADY IN POSSESSION OF THE MONEY.   I believe this process is powerful for couple of key reasons - It combines the first three steps in our Evolution to Completion -   Thoughts - Words - Actions   And it keeps your mind on your money and your money on your mind.    The strategies and tactics you need will be "born" out of your focus through daily written/spoken review of your objectives and the service you are going to render to receive it.   Take the wise counsel of someone who got to witness more than 500 of the most successful people in the early 20th century and sit down today and write out your statement of the world you are going to conquer...no not that Napoleon...   The Other Napoleon!   Until tomorrow, I wish you Money, Power, Success!

Next Time: The Journey - Drop Down & Give Me Twenty!"

The Journey - It's A Con Game!

Chili Con Carne...Chili with beans

 

Nachos Con Queso...Nachos with cheese

 

Margarita Con Sal...Margarita with salt.

 

Hey, I am not satisfied just ordering a number #13...I want to speak the language!  You should hear me roll my R's!

 

What is the common word above?

 

Con

 

From the Latin, it means "with" ...it combines two things and makes them one.  Then very paradoxically, it can also mean "in opposition or disagreement with"...the pro...and the

 

Con

 

Ok, Brandon...which one is it?

 

That depends on your state of mind...what you think and what you say...which becomes what you do...Action.  Lets take another look at our Evolution of Completion progression;

The things you think and say on a continal basis will become your actions.  It is a physical demonstration of all that is building up inside of you.  Some of our actions support the goals we just defined yesterday and some of them are in opposition...   Let's review some more words with "con" as the prefix and see that you think in regards to actions you take on a daily basis to be successful in sales;   Contradictory - Conflict - Contempt - Concede   Ok...enough.  As you look at these words, there is a feeling of negativity that takes over.  As it relates to success, actions taken with any of these words will "self-sabotage" it.   If you don't make the prospecting calls then your actions are contradictory and you are self-sabotaging your success.   If you continue to have conflict with your clients then you are self-sabotaging your success.   If you have contempt (you can still disagree!) for the government, taxes, and rules and regulations for your profession you are self-sabotaging your success.   If you concede that this will not be a productive day, a good month or you will not make your annual goals, then you are self-sabotaging your success.   What if your actions are purposeful con passion...what if they are Congruent?   When your thoughts, words and actions are in line you are then in a position to ACT in the single greatest "con" word I know...   Confidence   Fidence is another Latin word which means "Fidelity".   If a stereo is "high fidelity" it means it represents the sound with clarity...true to the intent of the musician.   In marriage, fidelity means not to cheat...to be true to the person you chose as a life mate... faithful.   In it's essence, Confidence means to Act With Faith...   What about these words...more positive "con"s...   Conviction - Concentration - Connection - Convinced   When you act like this, the results will be amazing.  You will be bolder, more resolute.  You will not procrastinate and daily action will be immediately rewarded with the mindset of "I want more...and I am ready for more!"    The object in motion (action)...stays in motion...and builds momentum.  Choose your words wisely as they will govern your actions.   Do you need more confidence?  Remember...   It's Just A Con Game!   Until tomorrow, I wish you Money, Power, Success!

Next Time: The Journey - The Other Napoleon!

The Journey - So Let It Be Written!

 

Happy Monday!   Yul Brenner was a man's man...handsome, bald and confident (I may need that combination...sooner than later!)   His movies include: The Magnificent Seven...The King and I...Westworld (great sci-fi classic!) and most notably...The Ten Commandments as pharaoh.   As a child watching the show...falling asleep before the Promised Land...I loved it when he put his hands on his hips, clapped his hands and said,"   "So Let It Be Written...So Let It Be Done!"   There is power in the written word.   If your spoken word crystalizes your thoughts in sound, the written word immortalizes them.   Do you have written goals?    A 1953 study of Harvard graduates reported that only 3% had written goals and that group ended up being 10 times more successful (in financial terms at least) than the other 97%...combined.    It's 2014...everyone has written goals, right?    Napoleon Hill, Anthony Robbins, Brian Tracy, Jim Rohn, Zig Ziglar...and now Brandon Clay have been pushing us to write our goals down for decades.  There is no way that any self-respecting person, particularly in sales, would not have written goals.   Well, for all the statistics I could glean from the internet (it was quick research!) that number has only gone up slightly to about 5% of the population with written, defined goals.  If you have them written...great!  You are on your way!   If you do not have them written down...today is the day!    What do you want?  To live a full life, you need to determine what you desire in what I call Fab Five - Financially, Mentally, Spiritually, Physically and Socially. We will also engage the time-tested SMART method of goal setting.   Specific - Measurable - Achievable - Realistic - Timebound   Write down as many things as you can think of, with no limits for each category of the Fab Five.  Your list may be 5 things or 50 things but make them impactful to your life...worthy of pursuit and effort.  Newsflash: It will take effort!    Then for each category make some of them immediate (from now to 3 months), intermediate (3 months to 1-2 years) and long-term (2 years and beyond)    Finally, take your top goal in each category.  You now have your major goal is each of the Fab Five (mental, spiritual, social, physical and financial).  These are the goals that will require most of your focus and attention and will likely feed the other goals as you achieve them.    If you want to go to the next level, you can create a vision board that has pictures representing your ideal life.  The kind of collage that gets your motor running when you glance at it...just like the obelisks in pharaohs day as people passed by quickly!   There are many resources available to help you get clear on what you want in life and then give direction on how to achieve them.  One such book is my You. Change. Now! 7-Day Life Transformation program...check out reviews on Goodreads.   The key is to take the thoughts you think when the mind is clear and inspiration is present.  In the moments of lucidity and clarity you have to capture what you believe to be possible for your life.  Before you write your goals, do something to put yourself in that invincible mood...   Watch Rocky...or Rudy...Shawshank Redemption (one of my favorites!) anything about struggle to success through perseverance...   Read sections of the classics, "Think and Grow Rich" or "Unlimited Power"...or the Bible and be reminded that you are more than you think you are...   Go to the dream neighborhood, the dealership...the mall (did I just say that!)...anywhere that will flood your mind with purpose and possibilities...   Then get busy designing your life...the good life...commit your thoughts to words on paper and then boldly declare...   So Let It Be Written...So Let It Be Done!"   Until Tomorrow, I wish you Money, Power, Success!

Next Time: The Journey - It's A Con Game!"

The Journey - Word Up!

Natalie and I go to a something called Old School Saturday (OSS for short!) a few times a year.  It is a gathering of mature professionals and nostalgic people longing for the music of yesteryear.

 

Ok, it is 3,000-4,000 people shaking their rumps to 70's and 80's music..."grown and sexy" is the mantra for this crowd...most in their 40's and upwards...way upwards!

 

There are a few songs that when played illicit that visceral response and fills the dance floor...

 

Word Up! by Cameo is one of them...trust me...you have heard it!

 

That is what I used to tell my children...

 

Word Up!

 

It was designed to be a mental "anchor" to let them know they had drifted off the ranch of optimism and positivity to one of pessimism and negativity (Can you imagine living in my household?).

 

I would say to them,

 

"If a picture is worth a 1000 words, what is your mouth saying about your mind?

 

Read that again if you need to...

 

I hear so many people trying to disguise their minds with their words - they are not congruent (you had to know that was going to come up again!)

 

"How is it going?" I ask.

 

"Wonderful", they begin.

 

...wait for it...wait for it....here it comes...

 

"Except (ahhh...there it goes!) the people I keep getting as leads don't want to buy.  Oh yes, our customer service folks lost me another sale and by the way, there is talk about our premiums going up next year.  If it isn't one thing...

 

Word Up!

 

What are you saying on a daily basis?  Do the words you speak line up with what you want or are your words trying to put on a "good show" but deep down are fearful or discouraged?

 

Ever heard the expressions, 

 "Watch your mouth"

 or

"Do you see what I am saying?"

 

Those colloquial expressions indicate a direct connection between what you are "seeing and watching" in your mind and the journey those thoughts make from your brain...to your mouth...a jouney of less than six inches (unless you have a long head!)

 

Your thoughts are private...only you know deep down what you are thinking...thank goodness!

 

Your words are public...they are your thoughts crystallized and immortalized in sound...you cant take them back...you always "pay the price" for your words.

 

Why not make your words pay you...literally?  Remember our Evolution of Completion progression?

Remember the number you wrote down from Mind On Your Money?  Yes, that one!     $____________________   In the privacy of your own space I want you to talk to yourself.   It is called "self talk" or affirmations.  The best, brightest and richest (now I have your attention!) people in the world engage in it.  It is the systematic process of reprogramming your thinking and then governs what comes out of your mouth.   I want you to tell yourself a few things every day until the thoughts and words line up:   I have all the gifs and talents necessary to generate an income of $________________   I am being strategically guided to the opportunity I am supposed to engage in to generate an income of $________________   Every activity I engage in is leading me to the people I am supposed to serve with my gifts to generate an income of $________________   Look...I know this career is challenging and there are a lot of forces working against you.  But you should not be your own worse enemy sabotaging your success through contradictory thoughts and words.   It is time to get excited about who you are, what you are capable of and what you are getting ready to do...if your words today aren't supporting the destiny you have outlined for yourself I have only one thing left to say...   Word Up!   Until tomorrow, I wish you Money, Power, Success!

Next Time: The Journey - So Let It Be Written!"