How Bad Do You Want It?

Happy Friday!  What a week...TGIF for sure.  I may have to pull a teetotalers switcheroo and drink the margarita while Natalie drives.    Yeah.  That kind of week! I understand why people "relax" on Friday.  The week can be draining.  We even label how we can dress in the most professional environments.  We call it "casual day".  Casual is good.  It signifies relaxed, nothing too pressing.    There are some things that can be done casually...and others that require supreme focus. If I put a 15 foot balance beam 12 inches off the ground and offered you 50 bucks if you could cross it without falling, you would try, right?  You would fall off, laugh and casually ask for another try.  On the third attempt, you might just make it.  Put that same beam 50 feet in the air and you wouldn't even try it (unless you are a Wallenda - look it up!).  What if I offered you $1 million dollars?  Still no?  What if the building you were in was on fire and that beam was the only safe route from danger? Everything in life has degrees - no fire pun intended!  We tend to prioritize our life based on casual days and fire drills.  Procrastination rules the casual days and immenient deadlines set off the fire alarm! Case in point.  The last two weeks, I have been transferring my website.  I think I am smart enough to pull it off, I have done it before and I had good coaching (thanks again Justin!).  This time, I had a few more moving pieces as I left email going one place, website to another and registration remaining with my service provider. I "casually" pushed the buttons to initiate the transfer.  It even asked me 3 times "Are you sure?" and each time I casually hit "yes" and kept multitasking.  Three days later, the website was down.  No big deal, what's a day or two away from my adoring internet public? But on the 4th day, I realized my email was down!  I get a couple of hundred a day.  Same as you, I get junk, spam, shout-outs, etc.  I also get requests from partners that pay my bills.  I can not afford to be down on email!!! I called support and waited an hour to hear, "we can't help you".  I quickly read through forums and documentation and nothing provided me an answer.  I was set to panic when I did what we all should do when faced with something that is important...    I took a deep breath. I gathered myself.  I stopped multi-tasking and focused.  I knew the answer had to be where it always is... Right in front of me. So I looked again with a sound mind at Dreamhost, Microsoft 365, Wordpress.org, Filezilla, Vimeo and Youtube (thank goodness for 17 year old techies!) and in 5 hours of focus not only fixed my issues myself, it gave me greater knowledge for future projects - coming soon! About midnight last night, the familiar "ping" of emails began.  It was incessant for about 2 hours, as server after server re-delivered 2 days of email.  I have read them all...with joy! Your life is no different.  The answers you need to solve problems are right in front of you.  Don't let a fire drill be the only way you see them!  Breathe, gather yourself...focus.  The answer will appear.  The only question I need to ask you... How Bad Do You Want It? Until Monday, I wish you Money, Power, Success!

Winning Isn't Everything!

 

Vince Lombardi I am a very competitive person.  Surprised?  I know that belies my easy going demeanor and my over the top encouragement of everyone - even my competition.  It is all sincere. I was raised to exhibit "quiet excellence".  You studied, you prepared, you practiced.  You did all you could do. I was taught to live with the outcome - victory or defeat.  You smiled humbly if you won and you shook hands graciously if you lost. Sometimes, those days seem to be gone. I was reminded yesterday of Vince Lombardi - the coach of the Green Bay Packers, never had a losing season, won the first 2 Super Bowls (yes, cheeseheads, I know the real total!) and even the trophy they present to the Super Bowl champion is named after him. Long before Charlie Sheen, Vince Lombardi was winning! He was also a molder of teams and inspired them to high achievement.  In helping you finish strong, I want to share my Top 10 Vince Lombardi quotes to inspire you today to keep fighting to win!   Thanks Christy for #4 and reminding me of what it takes to work hard and win!

Winning isn't everything, it's the only thing. We didn't lose the game; we just ran out of time. Once you learn to quit, it becomes a habit. The measure of who we are is what we do with what we have. The price of success is hard work, dedication to the job at hand, and the determination that whether we win or lose, we have applied the best of ourselves to the task at hand.   The quality of a person's life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.   It's not whether you get knocked down, it's whether you get up.    Once you agree upon the price you and your family must pay for success, it enables you to ignore the minor hurts, the opponent's pressure, and the temporary failures.   The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.   Perfection is not attainable, but if we chase perfection we can catch excellence.   Bonus Quotes   The harder you work, the harder it is to surrender. I firmly believe that any man's finest hour, the greatest fulfillment of all that he holds dear, is that moment when he has worked his heart out in a good cause and lies exhausted on the field of battle - victorious.   Until tomorrow, I wish you Money, Power, Success!

Remember What Makes Sales Great!

In finding the strength to finish strong, the most fundamental and beneficial thing you can do is remember why are you in sales in the first place. More than likely, you have a story that tells how you "accidentally" got into sales.  I like to say that, "People fall into sales...then they fall in love". What's not to love? Ok, I can hear some of you listing all the things about sales that are not lovable - the rejection, the chargebacks, the no-shows, the bad leads, the lack of leads...the list goes on. I think about athletes who are in their prime - full of ego and arrogance.  They take for granted the privileges and benefits of their profession.  Until they are injured.  Or get older.  Something about being on the sidelines brings perspective.  They are chomping at the bit for another chance, another big game and a chance to perform.  They train harder, they strengthen their form to cater to where their natural skill is at this stage of their lives. Then the chance comes.  They relish the stage.  When the storybook ending comes and the reporter puts the microphone in their face to ask why, now they reply, "For the love of the game" . Passion connects us with purpose.  When we forget what drives us from the core, we disconnect.  When we disconnect, we lose energy and focus.  We fall down on the job. Sometimes we forget what makes this noble profession so great.  You have to love the profession of selling and understand its nobility. I have worked for several companies in various industries. Yes, I have had varying degrees of love for the specific products, but I could always maintain that I loved sales.   I always believed that I was doing good - almost in an evangelistic way.  To help people get the things they desired, or to solve pressing problems.   Do you love sales?  Do you believe it to be a noble profession?  Do you remember why you chose this profession to begin with?   What we do is important.  It is vital.  Sales is about connection - linking a buyer with seller. The best ideas would not see the light of day if it weren't for professional sellers. From the most frivolous fad products that bring one hour of enjoyment to the mobile heart monitors that allow Grandma to go to her grandsons' baseball games. They all require a professional seller to demonstrate and distribute to the desiring and needing population.   Today, and everyday, focus on the positive things that your product does for your clients, your company, and the greater economy that lives and breathes though the equations of supply and demand...you are the life's blood of that system!   For a moment, think of what you would do if sales were "taken away" from you.  What would you do for a living?  We have to relish where we are right now, the opportunities in front of us and make the best of them.   Doing all you can with what you have is the pre-requisite of promotion.  Dont fall down on the job.  Re-connect with your passion and purpose for sales.   Remember what makes sales great!   Until tomorrow, I wish you Money, Power, Success!

Look for Your Golden Arches!

When my kids were young, I used to take them to work with me.  One Saturday, I had Christian and Chaz, who may have been 4 and 6 at the time, with me at the office.  It was a long day for them as I tried to catch up for the next week.  As parents will do to keep kids "in line", I promised them McDonalds if they were good. "Can we get a Happy Meal?" Christian asked. "Of  course," I replied. "What about an apple pie?" added Chaz. "I will see your apple pie, and raise you an ice cream cone to make it a la mode!" Now I was hungry and ready to be good. They both loved to draw (they are artists for a living now!) and for 6 hours drew, played "quiet games" and were generally very well behaved.  A couple of co-workers even complimented them.  We left late afternoon and began making the 45 minute trip south toward our side of own.  On one of the first exits, Chaz must have noticed the unmistakable Golden Arches from two miles away.  The sign is a mile high and the yellow contrasted sharply against blue sky.  I heard him whisper to Christian, "We are almost there!" But we didn't stop.  They didn't say anything, and neither did I... I kept driving. As you could imagine, we passed several exits that had McDonalds signs that were visible from the exit and I could see the look of anticipation in their eyes turn to disappointment with each passing.  Little Christian even began to cry, quietly...but never said a word. Finally, I turned into the exit I had been waiting for - the "super" McDonalds that had the mega play area on the inside and outside.  As fate would have it, someone was having a birthday party and the Power Rangers were there!  They allowed the boys to take part in the festivities.  For about 3 hours they had the time of their lives.   And I learned a very valuable lesson on hope and promises.  It helps me even now when I want to "Fall Down On The Job" and lose my stamina for a project...or life.  Here are 5 things you have to do to keep the faith and finish strong, even in the face of challenges and delayed victories;      1. Do your part of the process.  It is robbery to think you will get a victory where you have not done the work. Do the work.  Do what is required.  Do your part and do it with gusto and zeal.  Don't look at your neighbor, focus on you and what you have to do! 2. Be patient.  In nature, a seed can't be rushed (GMO's notwithstanding!) to do what it does faster.  Conditions can be optimal or challenging but when a blade of grass does its things, it can become a beautiful golf course, or crack the sidewalk.  Patience always does it's thing...if you let it! 3. Stay the course even when things don't go as you expect.  It may look like you are being passed by and the exits are limited, but we live in a world of abundance.  Opportunity is not limited and you are not being left out.  Persistence, perseverance and tenacity will be required to dig deeper into your reservoir of "I can do this" resolve.  It didn't work yesterday?  Dig deep...try it again today! 4.  Keep the faith.  If you have done your part, are patient and persistent, something positive is going to happen.  You may learn another way through "failure" but if you keep doing and believing in yourself and the outcomes, positive things will happen.  Conceive it, Believe it and Achieve it! 5.  Remember your promises.  A goal is a promise you make to yourself.  Don't break your promises - keep your word to yourself.  Review what you desire and ignite that child-like hope that gave you the audacity to make them in the first place.  Motivation is created externally, inspiration is from the inside/out.  Inspire yourself with your own dreams...encourage yourself! I encourage you right now to dig a little deeper, don't fall down on the job and stretch out your neck in anticipation of something good today, and...   Look For Your Golden Arches!   Until tomorrow, I wish you Money, Power, Success!

Don't Fall Down On The Job!

Happy Monday! The high yesterday was 82 degrees (wonderful!).  That is a far cry from the 103 just a week ago.  My wife's birthday was last week, I went to the Tour Championship golf tournament and football season has also started.  That can only mean one thing... Fall. It is one of my favorite times of year except for two things - a later sun and an earlier moon.  I love it when the sun comes up at 6:35am and doesn't go down until 8:50pm.  It makes the day seem longer and more productive. As I have mentioned before, in my primary industry, it is time to gear up for the busy enrollment season.  50 million people have choices to make and need help.  It starts October 15th and ends December 7th. That covers Halloween, Thanksgiving and Fall.  Many sales people are like Yogi Bear when the fall/winter comes.  They hibernate and don't get as much done.  It is hard to stay motivated.  In fact, with the numerous road shows, webinars and forums I have attended or hosted, the number one challenge I hear from agents - staying motivated. New sales people are bright eyed and bushy tailed. Their challenges are about products, process and finding people to see.  For the seasoned crowd, it is not product knowledge, the process or having clients to see.  It is motivation. The conversations about lack of motivation are not even about money. If we were solely motivated by money, then everyone would be excited.  Many sales people make 30-40% of their entire years income in this period of time.  The renewal stream from these products are high...and pay level - for life!  What's not to love? Money isn't enough. Because motivation ebbs and flows, many start strong and resolved.  Then many loose momentum right as the harvest begins and then try to recover and push at the end. Too little...too late.  Look, I know it can be easy to declare one thing through your goals and then do another thing with your actions.  With 30 days left until that season begins and only two weeks left until the last quarter of 2014, I want to provide you with inspirational and motivational "fuel" to help you finish strong. "You must take personal responsibility. You cannot change the circumstances, the seasons, or the wind, but you can change yourself. That is something you have charge of." Jim Rohn "People often say that motivation doesn't last. Well, neither does bathing - that's why we recommend it daily." Zig Ziglar   Sales is a mental activity.  Before we can increase your sales, we have to get your mind right.  We have to make sure that as the seasons change, you   Don't Fall Down On The Job!   Until tomorrow, I wish you Money, Power, Success!