Posted: October 20, 2021 | Categories: Leadership, Self-Improvement, Team Building

This week we received the sad news that General Colin Powell died at age 84.  He was a world-renowned statesman, diplomat, Secretary of State, and four-star General.

The son of Jamaican Immigrants, he was born in Harlem, New York in 1937.  He was raised in the South in tough times, General Powell reached his success through hard work, strong ethics, and love of his country.  In 1995 he wrote his book, “My American Journey”.  Contained in this book were his 13 “Rules for living”.  Of all the attachments I send to my clients and friends, these rules are at the “top of the Hit Parade”.  Here they are:

1. It ain’t as bad as you think.  It will look better in the morning.
2. Get mad, then get over it.
3. Avoid having your ego so close to your position that, when your position falls, your ego goes with it.
4. It can be done!
5. Be careful what you choose.  You may get it.
6. Don’t let adverse facts stand in the way of a good decision.
7. You can’t make someone else’s choices.
8.  Check small things.
9. Share credit.
10. Remain calm.  Be kind.
11. Have a vision.  Be demanding.
12. Don’t take counsel of your fears or naysayers.
13. Perpetual optimism is a force multiplier.

I have found these rules to be helpful when I am dealing with situations, problems, crises, and making decisions.  They may do the same for you!

Posted: July 16, 2021 | Categories: Leadership, Self-Improvement

Are you an “eager beaver”?  By that I mean you are determined to do what it takes to advance in your career and live the life of your dreams?  If so, there is a very important person you need to help you.  I am talking about who you report to – your boss.  Your boss should be your advocate…your cheerleader.  They want you to succeed.  If you don’t have such a boss, don’t bother reading the rest of this blog.  (I feel sorry for you)

If you have a boss who believes in you and is a strong mentor, he or she is probably approachable and takes time to listen to you with genuine interest and full focus.  We talk to them about our ideas.  Our boss listens and asks questions to clarify and promote deeper thinking.  When they do this, they help us along and strengthen trust at the same time.  These conversations can make our work challenging, engaging, and fulfilling.  They open us up.  My questions is, how often do we open our boss up and show genuine interest in them?

The most respected and trusted leaders I have known are good listeners.  They spend a good chunk of their day listening and asking questions.  I have also noticed that good leaders, like all of us, like people to show a genuine interest in them.  I am frequently amazed when I coach bosses.  During our calls, it is not uncommon for a boss to dominate 90% of the conversation.  My part consists of mostly asking questions to help them talk through the problem or the challenge.  What I am saying is, bosses like to be listened to as much as we do.

As a coach, I spend most of my time listening and asking questions. I am paid to do this, yet in some instances   people ask me questions.  When this does happen, I tend to give short answers, and others are fine with that.  Then, there are rare occasions when someone won’t accept my short answers.  They say, things like, “Tell me more”.  Once this happens, I realize they are genuinely interested interested in what I am excited about.  Then I open up and really go on a roll.  Afterwards, I say to myself, “What a neat person!”  I like, trust, and respect them more.  My advice to you:  If you want to build a strong bond with your boss, get them to open up.

Posted: April 9, 2021 | Categories: Sales, Self-Improvement

In the past 12 months we have observed many companies and businesses suffer due to Covid restrictions.  The development and distribution of the vaccines has opened some doors.  So what do we do now to benefit from these newly opened doors?

Here is some good news:  Even though some things have changed, one rule remains the same:  To raise our revenue we need to increase the number of direct selling conversations we have with qualified prospects.  This fundamental is a common denominator of all the companies I know that are doing well now.  Would you like to join them in getting your “Piece of the pie”?  If so, here is what I recommend:

Step #1:  Set a revenue goal.  Make sure the goal is well thought out, realistic, and attainable.  Rather than a long shot, you should have at least a 50% chance of hitting the goal.

Step #2:  Define the “Who?”  Looking at your current list of clients, what type tend to yield the most profit?  Do you need a different type of client due to changes in the business environment?  Next:  Develop your list.  You can use the premium database at your library.  Harris and American Reference are a couple good ones.  You can sort through according to zip code, SIC code, gross revenue or whatever metric you choose.  Make sure the contacts on the list are current.

Step #3:  Categorize and prioritize your list.  You can use the ABC method.  Also, decide how you will approach the prospect.  Email first?  What about calling them?  What will you say to generate their attention, interest, and desire to want to meet with you?

Step #4:  Block time.  Pick the best time that would have the least interruptions.  Honor it.  Have your list before you with the calls in sequence.  Stay focused.  Don’t get distracted.

If you can consistently do all of the above with dogged persistence and no distractions, you will be well on your way to bringing about a comfortable stream of revenue.

Posted: April 1, 2021 | Categories: Self-Improvement, Time management

A couple days ago I wrote about the importance of starting our day with a “full tank”, and having a clear vision of where we are going.  A short while after writing that, another thought occurred to me:  What about those people I know who find it very difficult to get a vision or sense of direction?  Instead, these folk’s minds get flooded with all their problems, and their thoughts become diffuse and non-productive.  Here’s the good news:  Even if you struggle with developing a vision or exciting sense of direction, you can learn to be good at it.  Here are the steps in the process.

1. Frequency:  There are thoughts that pop into our minds if we let them.  We may picture ourselves as an excellent piano player on stage, or running a marathon.  Whatever the thought is, it came to us for a reason.  Capture it!
2. Feed the thought (Duration):  Our next goal is to let this mini vision play in our minds.  Give it more “screen time”.
3. Put it in vivid color:  Now that we are “playing the movie”, make it colorful and alive so that it is more vivid in our thoughts.
4. Attach emotion:  Now that we have this vivid “movie” playing in our mind, let’s let our emotions kick in so that we soon find our wanting that future state badly. (Watch movie “Pursuit of Happiness”)

All highly successful people do the above.  They carry with them a future state they want to be in, and they do something every day to work towards it.  When you get a vision, seize it, nurture it, and keep “playing the movie”.  You will know where you are going and will be excited about getting there.  To conclude, read this classic poem by Langston Hughes:

What happens to a dream deferred?
Does it dry  up
Like a raisin in the sun?
Does it stink like rotten meat?
Or crust and sugar over–
like a syrupy sweet?
Maybe it just sags
like a heavy load
Or does it explode?

Posted: March 30, 2021 | Categories: Sales, Self-Improvement

Now that we are getting through the Pandemic and have a vaccine, I see a lot of folks ready to come alive and get back in the game. Before we re-engage, I suggest we take a moment to ask ourselves what it is that we are excited about.  When that alarm goes off in the morning, are we eager and excited to hit the pavement running, or would we rather hit the snooze alarm.  As Dr.Hans Seyle said, “A successful life is a series of successful days.”  How do we ensure we will have this ability?  Vision.  We must know exactly what we want and be willing to pay the price for it every day by taking purposeful action.

In 2008, my son graduated from college.  Right after graduating he got into sales.  Some of you may recall the 2008-09 recession.  Most would say it was not a good time to sell, but not Kevin.  He had a powerful vision.  He dreamed of a lifestyle, family, and neighborhood that he wanted very much.  He had such a desire for this future state that he carried this “movie” around in his mind and played it all the time.  This thinking led to bountiful energy that fueled his enthusiasm for every challenging moment and setback.  He would jump up, dig in to each day, and there was nothing that would discourage him or make him lose his stride.  Today, 13 years later, he is living his dream in abundance.  In his office he has a marble plaque that says, “A goal without a plan is only a wish”.  Kevin figured out what every achiever learns:  Know what you want, keep your enthusiasm growing, and don’t let anything or anyone distract you.  An oak tree starts out as an acorn, and if left to grow, becomes a monument.  Let your acorns grow!