Congratulations to Graduates
Graduation ceremonies abound during the month of May. Congratulate those graduates on a job well done and encourage them as they step onto the newest path of their life’s journey. Ignite your passion and charge your life with 50 ways to stay motivated in the book, Charging the Human Battery.
CHARGING THE HUMAN BATTERY
Courage Does Not Always Roar
Enjoy this highly inspirational movie that shares the beautiful poem, Courage Doesn’t Always Roar, that captures the quiet strength of ordinary women with extraordinary courage.
Enjoy Presidents Day weekend as we reflect on examples of courage and leadership that will energize and encourage many.
a gift from the heart
We are in the middle of the first quarter of the year. This year, you may want to get organized, simplify your life, as well as learn to focus on priorities and get more done in less time. The answer is Brian Tracy’s book Eat That Frog book and movie. Enjoy this 2 minute movie that is loaded with unconventional wisdom and tips to stop procrastinating and propel you to reach your 2011 goals.
. . . JOACHIM DE POSADA POPUP VIDEOS . . .
“Posada is like Tony Robbins, Zig Ziglar and Norman Vincent Peale
all rolled in one … and he does it in two languages!”–Ray Pelletier
Joachim de Posada is an internationally acclaimed bilingual (English/Spanish) motivational Hispanic/Latino speaker, executive leadership seminars and speaking coach, marketing workshops and sales improvement training trainer, business change management consultant, and author of How to Survive Among Piranhas, a self-help book filled with results-oriented strategies, techniques and tips to motivate you to achieve personal success and happiness.
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Build Great Core Client Relationships by Mark Victor Hansen
Professional salespeople, like any serious professionals, have a goal of building excellent relationships with other people in both their personal and professional lives. Building excellent relationships is a habit, and it produces wonderful rewards.
But relationships can be very fragile. Many marriages don’t survive and many business relationships thrive for a while and then fall apart. We call this the Double Spiral in developing our book, The Power of Focus. We are in the Upward Spiral when things are going well, when our confidence is high and our important relationships are healthy and flourishing. The opposite is the case if we slip into the Downward Spiral. Things start to unravel, a lack of communication occurs, stress increases and life becomes a constant struggle. Relationships are polarized during the Downward Spiral.
Let’s take a quick look at how the Downward Spiral shows up in real life. To more clearly understand how this can impact on your current and future client relationships, think of a personal or business relationship that didn’t work out. Create in your mind all the steps that caused this relationship to fall apart. Go back as far as you can and record what happened. When you carefully reflect on what causes relationships to fall apart, you can take steps to heal them and be better prepared for the next one.
The Upward Spiral certainly is more fun to analyze, but when you do, you stand to reap the rewards quicker in your future relationships. Repeat the process of recalling steps that caused this relationship to flourish. But this time, focus on a relationship that you gradually nourished, expanded and enriched until it blossomed into a wonderful, long-term friendship or business relationship. You will enjoy a tremendous advantage in the marketplace when you develop an accurate blueprint that you can duplicate many times in the future. Powerful relationships ensure powerful results.
Avoid toxic people
Before we move on, please heed this important advice: avoid toxic people! Unfortunately, there are a few people out there who see the world as one big problem, and in their eyes you’re part of it. No matter how well things are going, they focus on the nitpicking little negative details. And they do it constantly. It’s a habit that totally destroys relationships.
You may be thinking at this point, “Easier said than done. Do you mean if a friend I’ve known for years talks like this, should I just turn and walk away?” No, RUN! His constant negativity will drain the life out of you. Now please understand, we’re not talking about someone who has a genuine challenge and needs real help. We’re referring to those chronic whiners who take great pleasure in dumping all their negative garbage on your plate at every opportunity. It’s the highlight of their day. Don’t put up with it anymore.
Core clients and the double win
The important step in developing the habit of Excellent Relationships is learning to nourish your most valuable relationships in a win-win atmosphere. A lot has been written and spoken about the philosophy of win-win in selling and sales negotiation. But win-win is essentially a philosophy of how you live your life. In business, win-win means having a genuine concern for the other person; that they win as much as you do. Sadly, however, the attitude of many people in business has been to grind every last cent out of every situation. These so-called guerrilla tactics cause a lack of trust, cynicism, questionable ethics and a high level of anxiety in the marketplace. The result is win-lose. On the other hand, win-win doesn’t mean giving the farm away every time you make a deal. That’s lose-win, which would eventually put you out of business. There’s also another category called lose-lose. This happens when both parties are too stubborn or too egotistical to create a winning solution.
Building excellent core client relationships
A crucial element in growing your business is building excellent core client relationships. Core clients are at the heart of your business. They buy from you consistently and are a main source of revenue. They are also happy to provide excellent referrals for new business because they genuinely love your products and service.
Amazingly, many salespeople today don’t even know who their core clients are. Core clients are your passport to future growth. Unfortunately, these important relationships are often taken for granted. The attitude is, “He always orders two thousand units a month. We need to focus on new business.”
Not every deal is worth saving
New business is important. Staying in touch with your best clients is more important. It’s a lot more difficult to find new customers than it is to keep and serve your old customers.
Be aware of the time you spend on people who are peripheral clients. The word peripheral is worth noting. It means at the outer edge, unimportant or not worth mentioning. Another term is dispensable. Do you have any peripheral clients in your business? If you’re not sure, here’s how you can spot them. They commonly take a lot of your time and energy and give you very little business in return. Sometimes they give you no business at all. But they will question you on every little detail, and they’ll place unreasonable demands on your time. Of course, you may not want to turn any business away from your door. But what is it costing you in time and energy to dabble in minor results? Some deals just aren’t worth the effort.
You don’t want to lose your core clients
There’s one critical element you need to understand about your core clients. You don’t ever want to lose them. Here’s the big question. How much real time do you spend with your more important core clients? Our research indicates that very little time is allocated to core clients. Consequently, these relationships never mature to their full potential. On the bottom line, that means a lot of money is squandered.
Now that you know who these important people are, pay more attention to them. The long-term rewards are well worth the effort. Your business will increase, and you’ll also minimize the likelihood of losing any of these top clients to your competitors.
You will probably offer your core clients special services and all those little extras that define you as unique. These may include golf outings, dinners or special trips. You could take time to share ideas of advising how to handle certain challenges. Maybe you consistently provide good referrals to expand their business. The more you know about the people on your core client list and core personal list, the more you can help them. And the true spirit of win-win means that you make these contributions unconditionally.
Successful salespeople create an information file for every one of their core clients and core personal relationships. They find out everything they can about these individuals including their likes and dislikes, favorite restaurants, birthdays, anniversaries, kids’ names, favorite hobbies, sports and pastimes.
Be willing to go the extra mile
It takes time and effort to cultivate highly successful relationships. It means that you will often be required to go the extra mile. This way of living gradually becomes your new normal behavior. You do it without thinking. When win-win behavior becomes truly embedded in your everyday life, the floodgates of opportunity will open up for you like never before. You will indeed be richer for it, and we don’t just mean financially.
The Miracle of Personal Development by Jim Rohn
One day my mentor Mr. Shoaff said, “Jim, if you want to be wealthy and happy, learn this lesson well: Learn to work harder on yourself than you do on your job.”
Since that time I’ve been working on my own personal development. And I must admit that this has been the most challenging assignment of all. This business of personal development lasts a lifetime.
You see, what you become is far more important than what you get. The important question to ask on the job is not, “What am I getting?” Instead, you should ask, “What am I becoming?” Getting and becoming are like Siamese twins: What you become directly influences what you get. Think of it this way: Most of what you have today you have attracted by becoming the person you are today.
I’ve also found that income rarely exceeds personal development. Sometimes income takes a lucky jump, but unless you learn to handle the responsibilities that come with it, it will usually shrink back to the amount you can handle.
If someone hands you a million dollars, you’d better hurry up and become a millionaire. A very rich man once said, “If you took all the money in the world and divided it equally among everybody, it would soon be back in the same pockets it was before.”
It is hard to keep that which has not been obtained through personal development.
So here’s the great axiom of life:
To have more than you’ve got, become more than you are.
This is where you should focus most of your attention. Otherwise, you just might have to contend with the axiom of not changing, which is:
Unless you change how you are, you’ll always have what you’ve got.
INTRODUCTION FROM THE POWER OF DISCIPLINE BY BRIAN TRACY
Why are some people more successful than others? Why do some people make more money, live happier lives and accomplish much more in the same number of years than the great majority?
I started out in life with few advantages. I did not graduate from high school. I worked at menial jobs. I had limited education, limited skills and a limited future.
And then I began asking, “Why are some people more successful than others?” This question changed my life.
Over the years, I have read thousands of books and articles on the subjects of success and achievement. It seems that the reasons for these accomplishments have been discussed and written about for more than two thousand years, in every conceivable way. One quality that most philosophers, teachers and experts agree on is the importance of self-discipline. As Al Tomsik summarized it years ago, “Success is tons of discipline.”
Some years ago, I attended a conference in Washington. It was the lunch break and I was eating at a nearby food fair. The area was crowded and I sat down at the last open table by myself, even though it was a table for four.
A few minutes later, an older gentleman and a younger woman who was his assistant came along carrying trays of food, obviously looking for a place to sit.
With plenty of room at my table, I immediately arose and invited the older gentleman to join me. He was hesitant, but I insisted. Finally, thanking me as he sat down, we began to chat over lunch.
It turned out that his name was Kop Kopmeyer. As it happened, I immediately knew who he was. He was a legend in the field of success and achievement. Kop Kopmeyer had written four large books, each of which contained 250 success principles that he had derived from more than fifty years of research and study. I had read all four books from cover to cover, more than once.
After we had chatted for awhile, I asked him the question that many people in this situation would ask, “Of all the one thousand success principles that you have discovered, which do you think is the most important?”
He smiled at me with a twinkle in his eye, as if he had been asked this question many times, and replied, without hesitating, “The most important success principle of all was stated by Thomas Huxley many years ago. He said, ‘Do what you should do, when you should do it, whether you feel like it or not.'”
He went on to say, “There are 999 other success principles that I have found in my reading and experience, but without self-discipline, none of them work.”
Self-discipline is the key to personal greatness. It is the magic quality that opens all doors for you, and makes everything else possible. With self-discipline, the average person can rise as far and as fast as his talents and intelligence can take him. But without self-discipline, a person with every blessing of background, education and opportunity will seldom rise above mediocrity.
In the pages ahead I will describe seven areas of your life where the practice of self-discipline will be key to your success. These areas include goals, character, time management, personal health, money, courage and responsibility. It is my hope that youll find a few “nuggets” that will help make your dreams come true.
1. No Matter How Busy You Are by Jim Rohn
No matter how busy you are, make sure to find some time over the next two weeks to reflect, think, give and plan.
The week between Christmas and New Year’s is the ideal time for this. Try to slow things down. Spend time with the ones you love and care about. Take some time to talk with your spouse and kids about goals and dreams for the next year. Use this as a time to recharge your batteries (and not just by watching TV the entire time), and with excitement, think about a handful of changes or additions you want for your life in the new year.
I believe you will find the act of reflecting, thinking, dreaming and planning (with your family) to be one of the most important exercises you can do that will positively impact the next 12 months.
And, remember, do not neglect to commit yourself to set this time aside, or you will find that the business of life can and will get in the way.
So, let’s all take a moment to gather up the past year of victories and defeats, growing as well as those times of stagnation, and use it to wipe a clean slate and thoughtfully design the next year the way we truly desire it to be.
2. Vitamins for the Mind by Jim Rohn
The major reason for setting a goal is for what it makes of you to accomplish it. What it makes of you will always be the far-greater value than what you get.
When Andrew Carnegie died, they discovered a sheet of paper upon which he had written one of the major goals of his life: to spend the first half of his life accumulating money and to spend the last half of his life giving it all away. And he did!
Some people are disturbed by those tough days because all they have is the days. They haven’t designed or described or defined the future.
Goals. There’s no telling what you can do when you get inspired by them. There’s no telling what you can do when you believe in them. And there’s no telling what will happen when you act upon them.
We all need lots of powerful long-range goals to help us past the short-term obstacles.
The ultimate reason for setting goals is to entice you to become the person it takes to achieve them.
Don’t set your goals too low. If you don’t need much, you won’t become much.
If you go to work on your goals, your goals will go to work on you. If you go to work on your plan, your plan will go to work on you. Whatever good things we build end up building us.
We all have two choices: We can make a living or we can design a life.
3. What Do You Want? by Jack Canfield
People who have achieved their goals knew what they wanted in the first place. They decided what to go after, and they went after it. One of the most compelling reasons why people do not get what they want is that they never decided what they wanted! They never defined the desires of their hearts in complete detail.
Why don’t you know what you want? Why isn’t it spelled out in detail in your mind? Most likely, it is because you have lost touch with the desires of your heart. You were probably taught that you couldn’t have whatever you wanted. You were probably taught that it was more important to do what made other people happy. Seeking your happiness was considered selfish, so you learned not to define your happiness. Now, you find yourself completely unaware of what your preferences are, how you really want to live your life, and what your goals are for your life.
Take back your life! Start honoring your preferences, no matter how small they seem. Even if you don’t know what you prefer, pretend you do, and make a decision. You’ll be more keenly aware of whether that decision made you happy or not and you will learn your preferences!
Commit to this new belief: You deserve to have everything exactly the way you want it. Make it a priority to begin to know your wants and desires. Start simple by making a list of things you want to do and things you want to have. Keep writing until you find some of your core values, such as wanting to have loving relationships, to make a difference in your world or to be financially secure.
Think of what you love to do with your time. Write down several things that you love to do, and then make a list of all the ways you can think of to be making a living doing those things. Create a detailed description of the vision you have for your ideal life. Don’t limit yourself. Dream as big as you possibly can from your perspective right now.
In detail, what is going on in the financial area of your life? How much money do you make? How much do you have in savings and investments? What about your real estate? What kind of house or houses do you own? Create detailed visions of all the major areas of your life, your ideal career, your recreation time, your ideal body and physical health, your relationships with family and friends, your spiritual life, and the community in which you live. Create and write down your ideal vision for each area and review it on a daily basis.
All you have to do at this point is clarify your vision to yourself. Don’t worry about how it will happen right now. Once you have a clear picture of what you want going through your mind, the steps and opportunities to get it will appear. When you have completed your ideal vision of your life, share it with a supportive friend. Don’t let anyone talk you out of it! More than likely, they want the same thing for themselves but believe it’s impossible. Deciding what you want is the first step to getting what you want. Don’t put off creating your vision!
“There are three things to leave behind: your photographs, your library and your personal journals. These things are certainly going to be more valuable to future generations than your furniture!”
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John C. Maxwell: Maximum Leadership
To Lead, Start with Yourself
As a leader I frequently get asked the question: What is my greatest accomplishment— the greatest thing I have ever seen happen as a leader? And after reading an Earl Nightingale article he titled “The Greatest Things,” I thought I would compile my own list of a leader’s greatest “things.”
The list I am going to share with you over the next few months is very subjective. I suggest that after I share them with you, you do your own assessment—because there is no right or wrong answer. What I am giving you is my own subjective and personal thinking on leadership. So let’s get started with the first one.
The Leader’s Greatest Victory—Victory over Self
My greatest victory every day is victory over self. I don’t want to put this in past tense because this is a daily battle I have to fight. Not a day goes by where I don’t have to work on myself and battle the temptations of self.
When people think of leadership, the common thought is a leader’s greatest victory is with others. That is a normal and understandable thought process. Because what do leaders do? They lead others. They are taking people someplace, right?
I have found that most of my problems in leadership are my problems. It’s like the guy who said, “If I could kick the person most responsible for my troubles, I wouldn’t be able to sit down for a week, because I would be kicking myself.”
Halfway though writing my book Leadership Gold, which is a compilation of 26 of the most important lessons I have learned as a leader, I realized I learned almost every lesson because I did it wrong. In other words, the lesson was learned not because I was smart or got it right, but because I messed up. I had to reverse and ask myself some questions, like, How did I get that wrong and what could I have done better?
When I work with leaders, many of the problems they have with people are their own problems. It reminds me of when I was doing a conference and a college student raised his hand and said to me, “John, I love all this leadership information, but I don’t have a team yet. So who should I start leading?” And my answer to him was start with himself. Because if you wouldn’t follow yourself, why should anyone else? The philosopher Plato said, “The first and best victory is to conquer self.”
Ralph Stayer, president of Johnsonville Foods, wrote: “In most situations, I am the problem. My mentalities, my pictures, my expectations form the biggest obstacles to my success.” I think Ralph was feeling what I felt many times. He found the enemy, and it was himself.
In my book Winning with People, there are some people principles that address victory over self. Let’s take a look at a couple.
The Lens Principle: Who we are determines how we see others.
This principle says once we get our own act together, we will be able to help others get their acts together. It’s impossible, if I am an unhealthy leader, to have healthy followers. I have to fi x myself. We don’t see others as they are; we see others as we are, because each of us has his or her own bent and that colors our view of everything.
What is around us doesn’t determine what we see. What is within us does. For example, if I am an untrusting person, how do you think I will see you? I will see you as untrustworthy. I am going to view you not as you are but as I am. I am going to look at you through the lens of John Maxwell. So anything that is unhealthy about me is going to spill onto you. This is what leaders have to understand.
As a leader, if I can get victory over myself, if I can fix John Maxwell, the odds are high I can help fix others. If I can’t fix myself, the odds are high I will never be able to add value to and help others.
The Mirror Principle: The first person we must examine is ourselves.
People unaware of who they are and what they do often damage relationships with others. The way to change that is to look in the mirror.
A leader’s tendency is to examine someone else, asking what is wrong with that person. Why aren’t they doing their job correctly?
Why don’t they ever come to work on time? Unfortunately this is how many leaders react. It’s easy to teach leadership; it’s difficult to model leadership.
Within the first six months of becoming a pastor, I came up against a real issue that I had to settle within my heart. It centered on the question, How do I teach my congregation a biblical passage I wasn’t living correctly or falling short of? What was I going to do with that teaching session?
I grew up in a culture that would say just fake it until you make it and just tell them how to live and move on. But I wasn’t comfortable with that. I remember sitting down with my wife, Margaret, and discussing this with her. And I made a determination early on as a young pastor that I would never teach what I didn’t live.
And I went to my congregation and told them I was very young and inexperienced, and there may be times when I bring in other pastors to teach certain principles. And if that happens I will come and sit with them in the pews and take notes alongside them. I have tried my whole life to live that principle of not trying to export something I don’t possess. That’s why victory over self is so essential for the leader.
Author Terry Felber in his book Am I Making Myself Clear? said the following:
There’s something innate in us that looks out for our own interests before those of others. If I take a photograph of a group you are with, who is the first person you look for in the picture? Yourself, of course! You’ll think to yourself, look at my hair! It’s all messed up! And my eyes are half closed. Look at that crooked smile on my face. The most important person to you is yourself.
A key difference between followers and leaders is very simple. Followers think of themselves first, leaders think of others first. Putting others before yourself is a key victory for a leader.
John C. Maxwell is a leadership expert, speaker, author and founder of EQUIP, a nonprofit that has trained more than 5 million leaders in 126 countries worldwide. A New York Times, Wall Street Journal, and BusinessWeek best-selling author, Maxwell has written more than 50 books, including The 21 Irrefutable Laws of Leadership, Developing the Leader Within You, and The 21 Indispensable Qualities of a Leader. His blog can be read at JohnMaxwellOnLeadership.com.
Helping Others – and Yourself – Grow Through Mentoring
Men-tor n. A wise and trusted counselor or teacher.
Looking for a way to help your people develop, grow, and improve their performance? Like to do the same for yourself? If so, you need to try MENTORING. If ever there was a “win-win” process, this is it!
By definition, mentoring is a relationship between an experienced person and a less experienced person for the purpose of helping the individual with less experience learn and grow. Mentoring is a great way to serve your people … and yourself. As team members develop in both knowledge and skills, their performance naturally improves. When that happens, everyone wins. And you’ll find that YOU grow by mentoring, as well. As you reflect on your life experiences and distill them into nuggets to share with others, you “re-experience” the wisdom that’s inside of you. What’s wrong with that picture? NOTHING!
So, consider adding mentoring to your leadership strategies. And as you do, keep the following in mind:
All mentoring relationships need to focus on the people being mentored. Remember that it’s not about you – it’s about them. Accept them for who they are. Help them advance at their own place.
Avoid treating people you are mentoring as incompetent or incapable. Rather, think of them as individuals lacking in experience … valuable team members who need guidance. And don’t forget where YOU came from. Earlier in your career, you didn’t know what you know now. Why should they?
Don’t criticize or belittle. Instead, help “mentorees” think through the consequences of their behavior and to identify more positive ways of handling difficult or troubling situations. And, by all means, hold the people you are mentoring responsible for their success. Be willing to give of yourself and your time, but insist that they do the same
Today’s lesson is from Your Success GPS
By Bud Bilanich
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