MANAGE THINGS, LEAD PEOPLE

There's an saying that you can manage things, but you must
lead people, and it is absolutely critical for leaders to
profoundly "get" that distinction.
In the companies I've led, we have never used the title of
"Manager" because I felt it was essential for every member
of the organization, from myself and members of the Board,
down to the newest hire, to know they were hired and paid to
be leaders. If you want to build your business, there is no
alternative.
Many years ago I worked in our County Mental Health
department and (to avoid any hurt feelings) I want to say
that I worked for and with great people. But the system
encouraged us to be "worker bees," and the managers were
primarily paper-shufflers. They were trained to manage the
budget, manage the staff and manage the clients. They were
good at those things, but they were not LEADERS, and both
morale and productivity suffered.
Achievement comes from leaders. Leadership sets the
direction and the pace. Leaders model appropriate attitudes,
behaviors, and values. Great leaders never have to refer to
the company policy manual or explain the mission statement
because from a new employee's first day they see, taste,
smell and "get" what the company is all about.
Ford Motor Company used to have a slogan that "Quality was
job one", and it's a great slogan, but here's an even better
slogan when it comes to selecting, promoting and rewarding
people in executive and decision-making roles:
Leadership is Job One!
To grow your business, select, train, support and empower
leaders. They'll take you places!
If you need and want help in developing the leadership
potential in your organization, drop me an email. Coaching,
training and mentoring can help! My address is:
Coach@philiphumbert.com

THE ENDGAME TO SELLING

In golf, there is a saying that, "You drive for show, but you putt for dough." In selling, you prospect and present for show, but you overcome customer skepticism and gain commitment for dough. Your ability to answer objections and get the sale is the true test of how good you really are as a salesperson.
The True Test of Selling
This is perhaps the most stressful and challenging part of the sales process. It's where the rubber meets the road. It is your ability to answer the questions that the prospect puts to you and overcome his natural reluctance to make a commitment that wraps up the sales process. It is also the part of the sales process that salespeople dislike the most and which customers find the most stressful.
Plan It in Advance
The end game of selling must be carefully thought through and planned in advance so that you are thoroughly prepared to bring the sales conversation to its natural conclusion at the earliest and most appropriate moment. Fortunately, this is a skill, like riding a bicycle or typing with a typewriter, and you can learn it through study and practice.
Handling Objections Comes First
Handling objections and closing the sale are two different parts of the sales process but they are so close together that this chapter will discuss them as a single function. Just as there are reasons why people buy a product, there are reasons why they don't. Often answering an objection or removing an obstacle is the critical element in making the sale. You can answer the objection and close the sale simultaneously.
Make It a Reason to Buy
Objections can be turned into reasons for buying. Just as there is a primary reason for buying a product, a hot button, there is a primary objection that stops the person from buying it. If you can emphasize the one and remove the other, the sale falls together naturally.
Smaller Products Versus Larger Products
In selling smaller products or services, where you can prospect and make a complete presentation in the first meeting, your approach to closing will be different from that required if you are selling a larger product in a multi-call sale that stretches over several weeks or months.
Ask For the Order
In the shorter, smaller sale, the prospect knows everything necessary to make a buying decision at the end of your presentation. Your aim should be to answer any lingering questions and then ask for the order. In the larger sale, you may have to meet with the prospect several times before the prospect is in a position to make a buying decision. You will have to be more patient and persistent.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, prepare yourself in advance for the endgame of selling by anticipating anything the customer might offer as a reason for not buying. Be ready.
Second, look for the hot button, the reason the customer will buy, and press it. Meanwhile, find out his major reason for not buying and remove it.

LET YOUR LIGHT SHINE

I recently read about a woman with a small business selling
accessories for Mattel's "Barbie" doll and "Hot Wheels" toy
cars. She collects and re-sells clothes and little tiny
shoes, umbrellas and purses for Barbie, along with
components for the little Hot Wheels cars. She has revenue
of over a million dollars and earns a nice 6-figure income
from her home.
How does she do that? Simple! She's found a niche and she
lets people know she can help them complete their
collections and fulfill their hobby.
In general, I'm not a fan of "advertising" in the
traditional sense. Sure, for some businesses it works, but
for professionals and most online businesses, I prefer to
think in terms of "marketing." It's cheaper and more
effective.
The fact is that almost no one needs the goods or services
you provide. As a coach, I understand that less than 1% of
the population are going to hire a coach. Most people don't
know what a coach is, or they've never heard of me. They
can't afford coaching, or don't think they need a coach. The
reasons for not hiring a coach are endless!
The key to success is letting that tiny sliver of people who
DO need me know that I exist, and making it easy for them to
hire me. The same is true for your business.
How do you reach out to your community? How do you let your
customers know you exist, that you can serve their needs,
that they can trust you? How do you help them contact you?
In the Bible there is a story that warns us not to hide our
light under a basket, and it applies in business as much as
anywhere else. Turn the lights on! Let the world know who
you are, what you can do for them, and how to contact you.
In business, that is an every-single-day activity.

HOW TO LIVE A WORLD CLASS LIFE

This week some of the smartest, most successful people I
know gathered in a small village in Wisconsin to talk about
living GREAT lives. These are people who have achieved
substantial success in business and in life, and yet we came
together to talk about how we can make things even better.
As everyone knows, there are many definitions of success but
one I like is, "the achievement of goals that are worthwhile
to both the individual and the community around him/her." I
like that because it emphasizes that individual achievement
always happens in the context of those around us, and it
talks about the values, or the "meaning" of the goals that
are being achieved. To achieve "success" our goals must be
"worthwhile."
I am increasingly concerned that in the 21st century one of
our greatest challenges is to create and live lives that
truly satisfy and fulfill us. Credit cards have allow almost
anyone with a little creativity to display the toys of
success. It is not hard to lease a fancy car, wear designer
clothes or take a luxury vacation. The trick is (1) paying
for them, and (2) truly enjoying them.
It's no secret that "stress" is a major challenge. I've read
that depression is on the rise, and we all know that
divorce, substance abuse, even suicide are major problems.
How can such a blessed people be so unhappy?
That's the challenge of the World Class Life Conference.
It would be impossible to describe in this short article all
the tools and strategies we talked about in 3 days, but here
are a few basic suggestions for creating and living the life
your truly want:
1. Focus on values rather than things. Who and what do you
love? What do you believe? What would you die to defend? Get
very clear about what you value in addition to the many
things you might want in life.
2. Focus on giving rather than receiving. What is your
major contribution in this world? What can you give to your
community? Where and how can you make a positive difference?
I'm a huge fan of "small daily steps" -- how and where can
you make a positive contribution today?
3. Focus on happiness rather than pleasure. Happiness is
one of the highest and best human longings, while pleasure
is often short-lived and even self-defeating. You deserve a
life of happiness. In addition to entertainment, seek
satisfaction, fulfillment and joy.
4. Focus on long-term rather than short-term satisfaction.
One of my mentors, Thomas Leonard, talked about thinking in
terms of 100-year goals and I like that. Leave the planet
better than you found it.
5. Focus on productivity rather than busy-ness. Too often
we confuse being busy with being effective. Put your
thoughts and efforts where they can do the most good. Use
"leverage" to make your days count.
6. Focus on simplicity rather than complexity. We all know
that life can be confusing, stressful and complicated but a
World Class Life is marked by doing one thing at a time,
being fully "present" and living each day to the fullest.
I remember a cynical bumper sticker that said, "He who dies
with the most toys wins" and I remember thinking, "yeah, but
you're still dead." Life is short and it must be lived with
wisdom and skill. Focus on creating and living a truly World
Class Life. This is your one and only life and you deserve
nothing less.

Quotes of the Week
"Follow your bliss." -- Joseph Campbell
"The greatest thing in the world is to know how to be one's
own self." -- Montaigne
"Happiness is that state of consciousness which proceeds
from the achievement of one's values." -- Ayn Rand
"Whatever you can do or dream you can, begin it. Boldness
has genius, power, and magic in it. Begin it now." -- Goethe

5 TIPS TO HELP YOU LEAD YOUR TEAM TO SUCCESS

Managing a team is rarely an easy task. Coordinating workflows, setting expectations, dealing with personality conflicts ... a manager’s work is never done. A company’s well-being relies on its manager’s ability to handle a multitude of challenges; your success as a manager will rest almost entirely on your ability to keep your team motivated while producing quality results.

While every team and department (and manager) is different, there are some management best practices that can help ensure that work teams run smoothly and employees stay happy and productive.

Here are five you may want to consider:

1. Put the right people in the right places
Make sure you know your employees’ specific strengths and skills, and match them to tasks appropriately. For example, there is no sense in asking Employee A to manage the monthly reporting charts if Employee B has more experience with Microsoft(R) Excel(R). And if you ask Employee C to deliver the customer presentation when they have a fear of public speaking, you could just be setting them up for failure.
When people’s skills are properly aligned with their responsibilities, both productivity and job satisfaction will be much higher. Be sure to actually ask your employees what they feel their strengths and weaknesses are, rather than just relying on your own judgement.
2. Results and productivity are what matters
Unless you work in an environment where mandatory coverage during certain times is required, for example in customer service or IT help desk environments, enforcing or encouraging specific “clock in” and “clock out” times can demotivate and demean your employees. If you have hired employees that you trust, and the expectations of them are clear, there should be no reason to closely monitor when they come and go from the office as long as productivity is high and goals are being met.
3. Don’t blame or shame
Projects don’t always go as planned. And when things go wrong, it’s tempting to look around for someone to pin the blame on. However, there’s a better way to find out what happened – and how to address problems in the future. Don’t jump to conclusions, accuse anyone or publicly criticise – instead, conduct an evaluation to determine what went awry. If specific individuals are at fault, talk to them privately to get their side of the story, and to set clear expectations for the future.
4. Be consistent in your actions and your communication
You might be surprised how observant your employees are. They notice lots of things – and they will most likely talk amongst themselves, too. For example, if you allow one employee to leave the office early, but deny another employee the same request, it will be noticed and discussed. Likewise, the team will notice if you repeatedly praise one employee more than the others, which can cause tension and mistrust within the team. You need to ensure that you deal with each of your staff members equally and fairly.
5. Encourage teamwork and collaborative outcomes
Environments where everyone pitches in and individuals are encouraged to help each other out are usually very successful – and fun, too! So encourage your team to share ideas, talk openly, and exchange feedback. You can do that by establishing regular team meetings, holding “team building” exercises and activities, and rewarding the whole group for shared successes.

WHAT'S YOUR PLAN FOR SUCCESS?

" A goal without a plan is just a pipedream." I've used that
quote many times in my work with hundreds of clients.
Success and achievement are a science. They are the result
of specific methods and tools that anyone can learn, and in
fact, ARE mastered by most of us when we are adequately
motivated. Each of us have achieved extraordinary success in our lives.

We have set goals that were important to us, developed plans and
budgets, learned the skills, devoted the time, energy and
discipline to achieve our goals, and ultimately passed the
test to get our driver's license. We even talked our parents
into letting us borrow the car -- and we did all that as
mere teenagers!
We've learned to ride a bike, date, get into school, perhaps
buy and sell stocks or real estate. We've learned to play
poker or bake a birthday cake for someone special. We've
learned to plan a vacation, mastered the obscure intricacies
of an iPod or assembled a swing set for the kids.
Each of us has a history of specific, methodical success. We
have achieved goals that were important to us, and mostly
we've done it on time and on budget.
And yet. And yet when it comes to the "big" goals or the
"big" transformations in life, many of us remain stuck and
frustrated.
We want to change our personality, save for the future,
start a business, go back to school or move to Australia and
we seem to make little or no progress. From year to year, our
weight, health and fitness levels remain about the same. We
want to up-grade our home, but we stay where we are. We want
more money or a promotion, but find it "hard." What's going on?
The New Science of Success says the likely culprit is an
inadequate plan.
The plan always comes first. Whether we are learning to walk
(the plan is to try and try again...until!) or sailing the
world after retiring at age 50, the key is a plan that has a
high likelihood of success. Adequate plans include a list of
skills to be mastered, and mentors to teach us. They include
a budget for time, energy, money and extra time to recover
from "mid-course corrections."
A goal without a plan is just a pipedream! I recently read about
a woman who lives in rural Wisconsin. For most of her
life she's dreamed of going to college to becoming a science
teacher, preferably on U.S. military bases overseas. She's
being to World Class Life conference a couple of times,
invested in other workshops, listened to audio programs, and
even started a MasterMind group, "although it quickly became
just a ladies chat group." And little has changed.
What's going on? She has no plan! There's no budget. She
hasn't applied for scholarships or aid programs. She isn't
taking courses part-time, even though there's a branch of
the University of Wisconsin only a few minutes from her
home. She hasn't systematically borrowed books from the
library to prepare herself. Her husband supports her, but
there is no agreement for him to cook, clean, tend the kids
or allow time for her to study. In short, she's spent time
and money, effort and heartache on a dream, but has no
strategy for success.
No wonder it isn't happening for her!
Compare that to a guy named Kheen, who announced he was going

to build a sub-division on 27 acres across the road. He pointed out where
the roads would be, knew the number of lots, the spec homes
he would build to get the neighborhood started, and how to
get the permits and funding he would need. He had a plan. He
KNEW the future in advance! (And, in about 18 months, he
pulled it off. I estimate he made about 3 million dollars,
although that's a guess.)
There's a wonderful quote from Walt Disney: "If you can
dream it, you can do it." I believe that, but with a vital
caveat -- you need a plan. You need a strategy, a system or
map or a recipe.
Every building project requires blueprints. Every cake
requires a recipe. Every business loan requires a business
plan. Every little kid has a plan to stay up late, even if
the plan is just to whine and argue until Mom or Dad gives
in.
The New Science of Success requires that you have a plan to
achieve your most important goals. Trump Tower is the result
of a goal, a high level of motivation, and a detailed plan.
Oprah and Bill Gates, and that successful cousin of yours,
all have plans, budgets, schedules and benchmarks for every
new project they take on. So should you.

Quotes of the Week
"A dream is just a dream. A goal is a dream with a plan and
a deadline." -- Harvey Mackay
"Be faithful in small things because it is in them that your
strength lies." -- Mother Teresa
"Happiness is that state of consciousness which proceeds
from the achievement of one's values." -- Ayn Rand
"We are what we imagine. Our very existence consists in our
imagination of ourselves. The greatest tragedy that can befall
us is to go unimagined." -- N. Scott Momaday

BOOSTING THE CUSTOMER'S SELF-ESTEEM

Listening Builds Self-Esteem
It has been said that, "Rapt attention is the highest form of flattery." When you listen intently to another person and it is clear that you genuinely care about what that other person is saying, his or her self-esteem goes up. His or her feeling of personal value increases. He or she feels more worthwhile and important as a human being. You can actually make another person feel terrific about himself or herself by listening in a warm, genuine, caring way to everything he or she has to say.
When a man and a woman go out for the first time, they spend an inordinate amount of time talking and listening to each other. They look into each other's eyes and hang on every word. They are each fascinated by the personality of the other. The more each listens to the other, the more positive and happy each of them feel and the stronger becomes the bonds of affection between them.
The Opposite of Listening is Ignoring
You always listen to that which you most value. You always ignore that which you devalue. The fastest way to turn a person off, to hurt their feelings and make them feel slighted and angry is to simply ignore what they are saying or interrupt them in the middle of a thought. Ignoring or interrupting is the equivalent of an emotional slap in the face. Men especially have to be careful about their natural desire to make a remark or an observation in the middle of a conversation. This can often cause the sales conversation to come to a grinding halt.
Action Exercises
Now, here are two things you can do immediately to put these ideas into action.
First, take every opportunity to make the other person feel important by listening attentively to what he or she says.
Second, avoid interrupting the other person by slowing down and pausing for a few moments after he or she has stopped speaking.

Remove Anger and Resentment from Your Life with the Squash and Release Technique - By Cassandra Lee

Let me just say this; I am a woman that can hold onto resentment!
When I feel I have been wronged, I will form a "frosty" attitude that not even a polar bear could stand it!
In recent times, however, first-hand experience has taught me that holding onto anger or wrapping myself in a blanket of resentment is not cool.
From an experience with a friend four years ago, I developed a technique I consistently practice called "Squash and Release."
"Squash and Release" is a technique that allows me to discover the REAL issue at hand; analyze my actions that may have caused the issue to arise; and confront the issue through discussion, apology or whatever steps necessary for me to squash my anger and release my resentment. Let me share a true story of how this technique helped me to resolve an issue and release resentment.
My friend and I had attended an event in Elgin, IL. When the event was over, he led me to the highway since I was unfamiliar with the area. As we were driving along in our separate cars, I was pulled over by the police.
Everything turned out okay. The police stopped me to make sure I knew one of my headlights didn't work. Although my friend stopped and waited for me until the ordeal was over, he didn't call me to find out what happened once we pulled back onto the highway. Instead of calling me, he called my passenger and asked her what happened. I didn't get this!
Why didn't he call and talk directly to me? How did he know if I was okay? Didn't he remember that I used an earpiece on my phone for hands-free conversations while driving?
These were questions that raced through my mind as I drove down the highway. The more I thought about it, the angrier I became. I became so angry that when I did see him face-to-face about two days after the ordeal, I greeted him with such coldness that our communications were frozen shut for over a month!
As the days turned into weeks, the situation really began to disturb me. I knew I had to get a handle on myself because the anger and resentment was causing me major anxiety and putting enormous tension on our friendship.
Eventually, I sat myself down and took some time to think -- long, hard, and honestly about what had occurred.
First, I discovered the REAL issue at hand. I realized that my anger stemmed from the feeling that I did not feel safe and protected with him. By him not calling me directly to find out why the police had pulled me over, I felt that he was not concerned with my well-being and safety.
Next, I analyzed my actions that contributed to my feelings of anger and resentment. I asked myself such questions as, "Had I done anything to cause the issue?" "Did my attitude make the situation worse?" "Was he really being insensitive?" "Was it possible that he didn't remember that I wore an earpiece?" "Was I overreacting?" By the time I was done honestly answering those questions, I realized that I had overreacted and needed to resolve the tension filled situation -- "quick, fast and in a hurry."
Finally, I confronted the conflict in a private, one-on-one, conversation where I explained the reasons for my anger and apologized for my actions. Although he was shocked to hear my voice on the other end of the phone calling to discuss the situation, he was relieved that we were both able to state what caused us to behave as we did -- clearing up all confusion, assumptions and anger.
Needless to say, we had a good time learning from an uncomfortable situation. Apologizes were given and accepted by both parties and our friendship resumed. We never had any such instances again because he went out of his way to make me feel secure, and I went the extra mile to communicate without assumptions.
I encourage you to try "Squash and Release" if you are feeling angry about something or frustrated by someone. All you have to do is:
• Identify the issue: figure out the REAL issue behind your emotions; determine actions or situations that have caused you discomfort; be certain not to allow your emotions to rule you;
• Assess the problem: analyze your actions; make sure you have not done anything to contribute to the problem; be prepared to apologize and change your behavior, if necessary; and
• Confront the conflict: take the necessary actions to assertively and positively handle the person or situation; schedule a private moment to address the person that is frustrating you or the right time to handle the conflict head on.
Although I have found I prefer face-to-face "Squash and Release" resolutions, you can use other methods such as phone calls, letters and personal cards. No matter which technique you use, the end result will be the same -- you will address the situation head-on, get all issues resolved and move beyond the anger and resentment.
As I had to learn, "Squash and Release" is an excellent way to guard your mental space from conflict. Instead of being overwhelmed by negative energy, exercise your mental space with positive and constructive thoughts. Whenever you are having conflict with someone or over something, make sure that you take time to "Squash and Release."
You will be glad you did.

FEAR OF FAILURE

When we list our desires, wants and life goals, we often omit "failure." We must fail if we are to risk living passionate lives. We live in a culture that has become soft, in that it conditions us to seek comfort and avoid discomfort. There is a lack of appreciation for the wisdom that hardship bestows. There is an illusion that it is possible to live in a world where things come easily and failure can be avoided, and if your life is not "this ideal," there is something is wrong with you. We will naturally take the path of least resistance, clinging to the familiar, staying within our restricted safe places in an attempt to control the outcome.
Winston Churchill said, "Success is the ability to go from failure to failure with no loss of enthusiasm." This great wartime leader got ousted after the war. So, the rewards for becoming a fuller, more complete, human being may not come externally, and if they do, the rewards may be temporary, as it was in Churchill's case. We need to be able to acknowledge, and value our courage and resilience during crisis. When our sense of worthiness is established from within, we are not at the mercy of what others do, or think!
Many of us come into adulthood ill prepared to have a full life. The opportunity resulting from failure is the potential for us to grow into more complete human beings. However, not all of us grow as the result of failure. Some who experience failure give up, and never fully recover. They become too fragile inside to get up off their knees.
Over the years I have seen many women and men in crisis. Often they are facing their first failure or crises in their thirties and are overwhelmed. Their life up to this point appeared to be charmed. They thought they had been spared the usual "storms of life" as if they had an "escape hatch" in their corner. Their belief systems fueled expectations that they would be exempt from the usual struggles of life. They have assured me that they have done all the "right things" to preclude crises in their lives. Their list may include getting good grades, going to the "right college," marrying the "right man," having a career or starting a family within a certain time.
That list of "right things" does not provide the required underpinnings or the tools necessary to fortify when problems do hit. The accepted tendency has been to stay in a comfort zone, clinging to the status quo and filling all the boxes as if it were real life. Often reflection on life has not been a part of their experience. Instead of using a "setback" as an opportunity to learn, to question, and grow, many will numb themselves with TV, self medicate with alcohol, drugs or food.
The media, through powerful marketing, portrays individuals as never having to deal with the adversities of daily living. They are presented as physically perfect, never lacking love or companionship, having plenty of confidence and feeling quite secure. The lie goes as follows: It is possible to live in an ideal world where everything comes easy, and unpleasant experiences, as well as failure, are non-existent. When we accept what is marketed as "real" and compare ourselves to what is being presented, we are left wanting. It is a snapshot frozen in time, not authentic, it has no life! An illusion superimposed on real life.
When a crisis occurs many become rigid and more deeply entrenched in false beliefs. The acceptance of limiting beliefs, in order to stay within their comfort zone, is sad. Some people shirk responsibility for the condition of their lives, jobs, relationships, and other actions. They blame their pain on others and do not examine their roles in the systems of which they are a part. Others shrink their immediate world in order to make it more manageable. All of these beliefs are equally fragile and false.
Whenever we want to manifest something new in our lives, it has to go through a process. It is analogous to baby learning to walk. What an act of courage. A baby takes a step forward, falls sideways, pulls up, two steps forward, falls backwards etc. Visualize the process. Pretty soon the baby is taking off. If we waited until we become adults to walk, many of us would still be on our knees. We would fear failure. Everything we change in our lives goes through such steps to some degree. Give yourself permission to go backwards, forwards, sideways and to fail. Approach undertakings as if you were learning a new instrument; you'll have to focus and practice for quite a while, before you manifest recitals. Overcoming entrenched habits, behaviors, and beliefs take time as you are essentially rewiring your brain.
In all of our lives, there will be failure. Temporarily we may forget that there were good times. However, when we accept that failure is a part of the process of living and learn from the experience, we become more than we could have been without failure. We are then in a place of trusting ourselves to create the life we want. The life we manifest may have darkness at times, but it will be one we can fully live, an authentic passionate life!
"I know the path: it is straight and narrow. It is like the edge of a sword. I rejoice to walk on it. I weep when I slip. God's word is: He who strives never perishes. I have implicit faith in that promise, though, therefore from my weakness I fail a thousand times, I will not lose faith"...Gandhi, 1980

THE DIAMONDS IN YOUR BUSINESS

Over a century ago, Russell Conwell travelled America
telling the story of a poor Persian farmer who heard about
the wealth diamonds could bring. According to the story, he
left his farm and wandered the world in search of diamonds,
only to return as an old man, exhausted by his failed
attempts to find diamonds. The story ends when he died and
the family dug his grave on the old family farm. As they
dug, they discovered the diamonds he had sought. It turns
out the old farm contained literally "acres of diamonds."
The moral is that we all have more undiscovered
opportunities around us than we fully appreciate.
This principle has been applied by dozens of business
consultants, among them Jay Abraham and Janet Switzer, who
have written extensively about the opportunities to "mine"
our relationships and our businesses for undiscovered value.
Every business has a customer list. What do those customers
need that you may not be able to supply directly, but which
you could help them locate? What value can you provide
beyond your primary business?
Can you partner with someone who provides a product or
service, and would they pay you a commission or "finders
fee" if you passed along a good word?
How can you expand or up-grade your current services to
provide extra value?
A bit of thinking, perhaps borrowing ideas from your
competition or from colleagues who serve a similar audience
can grow your business dramatically. Often all it requires
is some thought and a simple, one-time alliance. You can do
this! And the extra profits will fall directly to your
bottom line.
What "Acres of Diamonds" are you sitting on?

HOW WILL YOU RECOGNIZE SUCCESS?

Two weeks ago I wrote about the New Science of Success. I
said that success and achievement are the result of "doing
the right things, in the right way, at the right time."
There's not a lot of mystery to this.
"If you do what successful people do, you'll get the results
that successful people get."
Yes, circumstances do play a role. We can't ignore that.
Sometimes illness or injury, "bad luck" or misunderstandings
play a role. That's true. But even these things have been
over-come by thousands--millions!--of winners.
At least 90% of the "recipe" for success is skill-based, and
that means you can learn it! You can master the behaviors,
attitudes, schedules, and skills of high achievers. There IS
a science to this and it can be learned and applied by
anyone.
Last week I wrote about the "Who" of success, the attributes
and attitudes of winners. This week I want to focus on the
importance of a clear--crystal clear!--definition of
success.
As a coach, one of the great tragedies I see are the people
who inquire about coaching because they want "more" or
"less" of something. They want "more" money or happiness or
whatever, and I generally decline to work with them. They
remind me of the story Tony Robbins tells about the man who
eagerly rushed up after one of his seminars and exclaimed
that Tony had changed his life, that he now realized that
his primary goal in life was "to have more money." Tony says
he gave the man a dollar and told him to go away.
Winners know exactly what success looks like. Too often, I'm
convinced, success and achievement, opportunity and fortune
walk right up to us. They knock on the door or call on the
phone, but because folks don't recognize success when it
stares them in the face, they fail to invite it in.
Define your goals. Define success. Know your desired
results, your outcomes in specific, measurable terms.
Interestingly, children know this. They know that "success"
is staying up past 10:00 on a school night. They know that
"success" is learning to ride a two-wheel bicycle. They know
that "success" is an A in math or permission to attend a
party. Kids define "success" very specifically. And every
parent who has been nagged and begged, pestered and harassed
until they finally "give in" and say yes, knows what I'm
talking about.
Only adults get "too busy" to define their goals. We get
"confused" with too many options, too much to do, too many
responsibilities. And we get afraid. We are afraid to say,
"I want commissions of $240,000 by December 31st." We prefer
to "hope for a better year" or to earn "maybe $200k or a bit
more." That vagueness holds us back and kills our chances
for success.
Or, we make a second mistake. Those who are a bit more
sophisticated, who have worked with a coach or taken some
courses or attended some seminars, know they have to define
the goal, but still they hang back, afraid to measure the
steps to get there. Statistically, how many calls will it
take for you to earn $240,000? How many calls does that
require each week? How many presentations per month? What
skills will you have to master? What, precisely, do folks
who earn that much DO to make it happen? What will you have
to change? What will you have to start, stop, or modify to
achieve your success?
What does success look like for you? Be clear. Be specific.
Be scientific and rigorous about it. If others have done it,
you can do it, too, but only if you will do what they did.
Often, that requires paying some significant price in
advance. Often, that means swallowing our pride and asking
for help. It may mean changing our schedule, negotiating
with the family, or sacrificing some cherished hobbies. It
may mean learning new skills or working with a team. But, if
others have done it, so can you!
The New Science of Success requires that we define success,
measure it, and take specific steps to achieve it. There is
no other way.

Quotes of the Week
"In each of us are places where we have never gone. Only by
pressing the limits do you ever find them." -- Dr. Joyce Brothers
"Destiny is not a matter of chance, it is a matter of choice.
It is not a thing to be waited for, it is a thing to be achieved."
-- Jeremy Kitson
"Hide not your talents. They for use were made. What's a
sundial in the shade?" -- Ben Franklin
"In any moment of decision, the best thing you can do is the
right thing. The worst thing you can do is nothing." -- Theodore Roosevelt