ARE YOUR GOALS TOO NEEDY?

Does "Need" have a place in personal goal-setting?

Meet Beth Ann...
Beth Ann looks in the mirror and does not like what she sees. "I am so fat." She says. She feels angry and hopeless. In that moment she thinks that she cannot continue like this and decides that she has to do something.

She decides in desperation that she must lose 45 pounds as quickly as possible and with tears in her eyes she searches the internet for a new way to reach an old goal.

Meet Todd...
Todd goes to the ATM to withdraw money for lunch and discovers that he only has $119.34. He has 10 days before his next paycheck and suddenly realizes that two days ago he wrote a check to the utility company and another to his daughter's school that will overdraw the account.

In that moment he decides that he cannot continue to live like this and vows that he will become financially independent.

What do Beth Ann and Todd have in common? They are both setting potentially life changing goals while in an emotional state of need.
We all do it from time to time. You have a bad day at work and while in a state of frustration on the drive home you decide that you really need to be your own boss so you start looking for business opportunities. A friend says something that you don't like and you decide that you need new friends so you set a goal of getting out more and expanding your social circle.

In most cases the emotion passes, but there are times when we make decisions that last beyond the moment and set goals to change our life based on the perceived lack we are experiencing.

You may be thinking "But the best time to set a goal is when you are sick and tired of being sick and tired."

I don't totally disagree with you. When you hit what feels like the bottom, it is better to decide to pick yourself up than it is to just wallow in despair, but is this really the best time to set life changing goals?

Consider this...
"Need" is a subjective state-of-mind that when satisfied most often temporarily improves the conditions in a person's life, but not necessarily the person.

The real progress happens when you realize that it is not about what you attain or obtain, it's about who you become in the process.

Let me share with you the three challenges to setting need based goals, why they seldom work, and a more effective way to set big goals.

Challenge #1: Being taken advantaged of...
When you are in a heightened state of need you typically look for immediate results. You want a quick fix to reverse the results of what you've been routinely doing for a while. The two biggest examples of this would be:

• Quick-weight-loss diet programs
• Get-rich-schemes

Both are multi-billion dollar industries built solely on the collective desires of people who want immediate results at all cost. Not all are bad, but because there are so many it makes it hard to find real solutions to the challenges you may be facing. And the more desperate you are the more open you are to false promises and empty offers.

Challenge #2: Ineffectiveness
Highly-emotional need based goals/intentions typically don't work over time.

When you focus on the apparent need (the symptom) and not the real problem (the cause) it's just a matter of time before the real problem produces another symptom. In some cases it produces a second symptom that's worse than the first. It is like mowing dandelions. The lawn may look neat and even at first, but in the process you've spread the seeds and left the root.

Challenge #3: High Stress
Need based goals tend to be the most stressful because they are often based on something we are resisting in our life.

I've learned that whenever I have more work than I can do in one day to simply accept the fact that I have a heavy work load and figure out a way to get it done. At one point I would resist this reality by saying things like, "I can't believe I have so much to do," and "I'll never get all of this done." Thoughts like these would always lead to high stress and low productivity.

A Better Way
Here are five easy steps that will help you to set your goals and intentions based on personal growth and not personal need. When faced with a problem that you want to establish a goal to eliminate, do the following:

1. Accept the situation for what it is
Your current situation is simply the place that you have arrived as a result of what you have been doing in the recent or distant past. You can't change the past so don't dwell on regrets. When you stop resisting your current situation by simply saying that you accept what is, you become present. Your focus is not on a memory that you can't change or on worrying about what could happen. You are in the moment and in the moment you have the power to move in the direction of your choosing.

When you accept the situations in your life without judging them as good or bad the stress literally melts away and you are clear to find the best way to reach your objective.

2. Look at the big picture
Your life is bigger than what just happened. Don't make it small. Count your blessings. Focus on the positive. Look at your entire life and not a just one narrow aspect of it.

Most of the negative feelings that we experience come from a preoccupation with ourselves. Get outside of yourself. Think about the needs of other people and how you can make a difference in their lives using the gifts that you have.
Goals that focus on the needs of others have the power to attract people, organizations, and resources to get them done.

3. Look for the core problem or opportunity.
Ask yourself:
•"Is this a recurring problem?"
•"Where is this coming from?"
•"What's feeding this?"

4. Set a lifestyle goal to address the core problem.
• What skill, talent, or character trait do I need to develop to overcome this challenge?
• Who do I need to become in order to maintain the results I want to produce?

5. Set daily action goals to address the immediate need.
• What steps do I need to take today to begin my transformation?
• Who can I call?
• What can I learn to help me improve in this area?
• What routine or habit do I need to develop to reach and maintain my goal?

Remember, in the end it's the person that you become not the things that you get or the goals that you reach that will have the most lasting impression on your life.

Are your current goals transforming you into a stronger, wiser, and more enlightened person or are they just getting you what you need?         

CLONE YOURSELF

One of the key distinctions between creating your own job
and building a business is the ability to train other people
to do your work for you.
Most professionals run their "practice" as a small business
for tax and accounting reasons, but in fact they have a job
they created for themselves. They may enjoy not working for
a corporation, but they still have to show up and do the
work in order to get paid.
Smart professionals, however, train others to do much of
what they used to do themselves. Attorneys use legal
assistants, physicians use PA’s, and the most successful
real-estate sales professional I coach has a personal staff
of 4 people who work for her, not for her employer. In many
cases, her staff can close sales even if she is on vacation.
Her commissions continue while she is on the beach!
Successful business people learn to delegate. They hire
experts who can strengthen and diversify the office. They
understand that training and leading a team will always be
more profitable than doing it all yourself. And, they invest
in hiring the absolute best, most experienced people they
can find, and they pay them very, very well. They know that
in the end, hiring good people doesn’t cost; it pays!
Learn to delegate, to train and lead others. The key to
building your business is almost never "doing" more; it's
hiring and supporting great people. To increase your own
success, learn the skills of leadership!

BE WEIRD TO BE A SUCCESS

One of the paradoxes of life is that being "normal" or
"reasonable" often means settling for ordinary results,
while success requires that we be different and sometimes,
uncomfortable. By definition, high achievers are not
"average" people!
All of us have been pressured to conform at one time or
another. We've been told to "sit still" in school, to "stop
interrupting" or "not make a scene." We've been criticized
for dressing, speaking, acting or being "different." The
not-so-subtle pressures to accept conventional norms are
powerful. "To get along, you have to go along."
Well. Madame Currie, Florence Nightingale, Helen Keller,
Amelia Earhart, Eleanor Roosevelt, and Oprah Winfrey are not
admired because they were "average" people! Thomas
Jefferson, Thomas Edison, Charles Lindbergh, Franklin
Roosevelt and Bill Gates were not "conventional" people.
Abraham Lincoln is widely regarded as the greatest American
president, yet the thing he was most known for among his
friends was his obnoxious refusal to quit running for
office, even after he lost thirty-two elections! That is
definitely NOT normal!
One of the things that has made America great is our love of
individuality. We have always had a healthy respect for our
"mad inventors." The Wright brothers thought they could fly!
Henry Ford thought he could put a car in every garage. Ben
Franklin flew a kite in a thunder storm (didn't his mother
tell him to come in out of the rain?). Mary Kay thought she
could make a living selling make-up, while Mrs. Field tried
to support her family selling cookies! That's just crazy!
Now, we need to tell the truth here. A lot of crazy ideas
really are. . .crazy. We’ve all had brilliant ideas in the
middle of the night, only to find in the clear light of day
they weren't worth pursuing. I've made many fortunes while
taking my shower, only to find them going down the drain
when I tried to tell my partners about them. Just because an
idea is weird doesn't mean it's wonderful.
But many great ideas (and the fortunes) have been lost
because the genius who thought it up was shy. Or lacked
courage. Or was intimidated by someone's comment that, "You
can't do that!"
All great ideas are crazy before they become brilliant.
Alexander Bell thought he could talk over copper wires, and
even worse, Marconi thought he could send messages through
thin air! When David Sarnoff wanted to launch the first
radio network (now NBC), one investor ridiculed him by
asking, "Who would pay to send a message to no one in
particular?" Jules Verne thought people might one day travel
under the ocean or, even more ridiculous, fly in outer
space. How crazy was that!?
If you can read this, you are a genius. You have thousands
of wonderful, creative, brilliant ideas--most of which
you've never pursued. And that's a shame.
Success is not achieved by being "ordinary." Rather, success
is the predictable result of following your own path and
trusting your own instincts, whether or not your neighbors
understand.
One of my heroes, Henry Thoreau, recommended "march to beat
of your own drummer."
Franklin Roosevelt was in a wheelchair, and who ever heard
of a cripple running for President? Barbra Streisand wasn't
"pretty enough" to be a star, and Elvis was so provocative
he was banned in communities across the country. Bill Gates
dropped out of Harvard to "write code." Steve Jobs was not
an easy guy to be around. And who would have thought a bi-
racial kid from Indonesia could become President?
To achieve your unique version of success, follow your
heart. Yes, you'll want to learn from others. Yes, you'll
want to obey the law and applicable regulations, but aside
from those things, you become great by being exactly and
uniquely yourself.
This is a call for more eccentrics, more individuals, more
creative, unrepentant adventurers. Go where your heart and
your instincts lead you. Instead of following the "normal"
highway, blaze a new path and leave a trail for others to
follow.

THE TOP 2%

Have you ever wondered what the superstars of success do on a daily basis? The Top 2% will help you discover not only the tips, techniques, and actions that will lead you to the STARS, but also the mindset. For the people who live among the stars do so because every thought, every word, and every action comes from their dreams. George Bernard Shaw said, "You see things and you say, 'Why?' But I dream things that never were and I say, 'Why not?'"
Dream things that never were! Dream them into existence! All things are possible for those who believe.
You might be wondering, "Why the 2 percent? Most leaders and success experts only look at the top 5 percent. What's so special about the 2 PERCENT?"
The fact is, there is a dramatic difference in achievement and wellness between the people who are in the top 2 percent and those who are in the top 5 percent. According to The Wall Street Journal, 5,934,440 people moved from the top 5 percent in wealth to the top one percent in wealth. The incomes of the top earners in the U.S. are growing faster than the incomes of any other segment of the population.
Even when you're not talking about money, it's still better to be in the top 2 percent than the top 5 percent. Wouldn't you rather be in the top 2 percent of healthy people? The top 2 percent of happy people? Have relationships that are better than 98 percent of everyone else?
The fact is, the days when being in the top 5 percent was good enough are gone. We live in a global village with, frankly, a bigger pool of talented motivated people who are competing against you. When you apply these ideas and techniques, you'll be poised to be in the top 2 percent of any area you choose to succeed in.
The top 2 percent set the trends in every industry. They set the trends by imagining and dreaming things that didn't exist and then doing what it took to make it happen. Whether you're in business, entertainment, sports, politics, or some other industry, if you're in the top 2 percent, you have the power and influence to make things happen.
Are you ready to rocket to the STARS? For, your dreams are like the stars you see in the night sky. You may never touch them, but if you follow them, they will lead you to your destiny.

BUILDING BETTER MOUSETRAPS(BARGAIN).

Everybody loves a bargain! One of my favorite companies is
Benchmade knife company. Their knives are ridiculously
expensive, but even in this tough economy, the company is
growing like crazy!
The company outsources and licenses most of their designs,
and most of their knives are commodity "pocket knives," the
kind you can pick up at Walmart for a few dollars. Except
their knives cost much, much more, up to ten times more. How
do they do it?
The owners are Les and Roberta De Asis and from day one,
their commitment to quality has been absolute. They use the
best steels for their blades, and the best composites and
other materials for the handles. Even the "pivot" hinges in
their knives are typically made with phosphorous bearings.
And they guarantee every knife for life, repairing and
sharpening the customer's knife forever if anything goes
wrong.
So, which is the better "bargain?" A knife that costs $20
and lasts a few months, or one that costs $200 and lasts a
lifetime under the most difficult conditions? Apparently,
their customers are agreed about that.
In general, you never want to sell based on the lowest
price. Whenever possible, focus your sales on the unique
benefits and features you bring to the marketplace. Whether
your unique contribution is better steel, or faster
delivery, focus on what sets you apart.
In the end, no one can compete with you based on your unique
and unassailable strengths. Figure out what makes you and
your products absolutely unique, and sell that! It makes all
the difference in the world.

VACANCY: PA TO THE MD

VACANCY: Our client require for immediate employment a Personal Assistant to the MD. The person preferably a Male, must be a graduate, good knowledge of microsoft packages and sound knowledge of general administrative process in a corporate environment. He must possess the CAN-DO attributes and able to meet deadlines & work beyond normal work hours. Interested candidate should forward cv to vacancy@loracheconsulting.com with subject. PA to MD. Entry close Oct 31st.

HOW TO HANDLE ANGER

Anger is an emotion that can be difficult to deal with. Sometimes it's experienced as a fleeting annoyance while other times it consumes our bodies with a burning rage. Anger is a natural human emotion, and it happens to everybody, whether we openly express it or not. The problem is not that we have anger. How we process anger determines whether it becomes a tool for self healing or a weapon of destruction.

Anger is a wave of energy. It is not who we are (as in "I am an angry person"). Instead it is an emotion that is visiting for a short while -- unless we decide to hold onto it. If anger is acknowledged and released in healthy ways, it can lead to deeper feelings of love. If anger is welcomed as it occurs and seen for what it really is, it will pass. However, not dealing directly with anger can lead to subtle forms of anger that can last for days or even years. These subtle forms of anger may include resentment, impatience, chronic irritability, withdrawal, isolation, etc. Consistent prolonged levels of anger can affect health producing migraines, arthritis, and head, neck and shoulder problems. As with any suppressed emotion, unresolved anger can lead to self-soothing with comfort eating or other addictions.

One of the reasons anger can be so enigmatic is that many of us were not given permission to express this emotion while growing up. We were often told to go to our room or calm down. Some of us were taught to "stuff" emotions, especially anger. Children often learn that the negative feelings aren't real or shouldn't be displayed. We are conditioned to pretend to be happy, nothing is wrong, smile pleasantly, be nice, and keep emotions hidden. Or we witnessed unacceptable, harmful expressions of anger and decided for ourselves that this is not how we would live our lives. The result is we grow up without knowledge or experience of how to cope with anger in healthy ways.

Not So Healthy Things to Do with Your Anger:
____ over eat / binge / bulimia / anorexia
____ compulsive exercise or pushing your body to fatigue
____ drinking and drugging
____ cutting or self-mutilation
____ sexual escape
____ withdrawal into silence or silent treatment
____ calm on the outside, steaming inside
____ ignore or deny the problem
____ avoid confrontation
____ abusive shouting/lashing out at others with angry or hateful words
____ physical aggression, throwing things at another person
____ internalize anger and frustration
____ dwell on intrusive negative thoughts
____ hypercritical self-thoughts
____seek revenge of punishment on another
____ dwell on how bad you have it

Personalize Anger:
One method to deal with anger is to personalize it into a separate being. This allows you to see the energy of anger as separate from who you are. The following is a guideline for working with anger. The steps work best if done out loud because this brings out the internal dialogue of the mind so you can become conscious of what is really going on for you beneath the anger.

1. Breathe deeply, from your diaphragm; breathing from your chest won't allow connection with your feeling, and won't allow movement to occur. Acknowledge that you have anger and take some time to feel it within your body. Decide not to run away from it. Thank the anger for being present. Allow for the ideas that even if you don't understand your anger completely, somehow you felt threatened. Your anger is attempting to fight for you. Gratitude will melt resistance you have towards your own anger.

2. Give anger your unconditional acceptance. Commit to yourself that you will not judge, ignore, shame, reject, criticize, or punish yourself for having anger. It is allowable for you to have anger. Your experience is meaningful.

3. Share your desire to get to know your anger, why it is here, and what it wants for you. Anger is not your enemy. Anger indicates you are in pain, hurt, or fear. It's very presence allows an opportunity to heal or open the doorway to greater love. Express your desire to know what experiences might be connected with this anger. Communicate with your anger in a way that you allow yourself to be its friend, and that your desire is to have it express itself to you.

4. Allow your anger, words, or memories to have a safe space to come out. As you listen to your anger, go beyond the surface and ask what you are feeling threatened by. Ask what you would need from yourself to feel even a little better. Notice the energy in your body, breathe into that energy, and allow it to expand until you feel a physical shift. Continue to remember anger is an experience, not who you are.

5. Recognize that beneath your anger, you felt threatened in some manner. Listen and be willing to understand what lives inside of you. Offer love to your anger and the tender place beneath your anger. This is the process of transformation. You don't need to solve anything, rather you need to bring a loving presence to the hurt that lives beneath anger. Your job is to realize exactly what caused you to feel threatened, and now allow for new assertive, loving, and adult ways of dealing with that threat.

I hope these tips help you to better handle your anger so that it does not control you, but you control it instead.         

10 KEYS TO SELF HELP SUCCESS

So I said to myself, I want to create something with such paramount value that people love me, my wife and my company. Here it is:

How many people in the world do you think are just 'content' in their lives? Most people, for lack of statistics, are NOT happy in their lives. They take pills for anxiety, depression, they overeat, they buy SELF HELP books and don't even open them because they are that far gone!!! Can you believe that? Better question, did I just describe you?

Anyway, I wanted to compile a list of competencies, attributes, qualities, whatever you want to call them that provide results. I can imagine that you are reading this post because you want information on the keys to self help success, right?

The information that I am going to give you is EVERYTHING YOU NEED TO MAKE THIS LASTING CHANGE NOW!

1. Self Awareness
So many people do things daily that sabotage not only their relationships but also their bodies, the mental capacity, their lives in general. They are also wasting their time which is an asset that we all share the same amount of. It does not matter if you sleep live in a tent or a penthouse in Manhattan, we all share the same amount of time. So PLEASE stop wasting it!

2. Focus
This piggybacks self awareness and goes much further down the rabbit hole. What have you focused on today? Have YOU been positive all day? It has been proven that negative thoughts attract negative patterns and through quantum mechanics, we know that thoughts have actual weight and existence. You realize that EVERYTHING is made of ENERGY right? So if EVERYTHING is made of ENERGY and quantum theory posits the like molecules attract the like then YOUR NEGATIVE THOUGHTS ARE KEEPING YOU DOWN! Let's look at it from a different perspective though. At home, we have a Vision Wall which is where our goals are, where are desires, our outcomes, our plans are so that we can keep them in mind all the time. If I am constantly thinking about something, then every opportunity that arises to get me closer to that something, I am able to capitalize on, right?

3. Support System
I hope you are still with me! GET RID OF ANYONE OR ANYTHING THAT IS UNSUPPORTIVE OF YOUR DREAMS. Period. that's it! Life is too short and the world is TOO BIG to be held down any longer! When YOU get your SPOUSE on board, YOU will have the GREATEST MASTERMIND EVER CREATED! You are unstoppable with the support of the one you love! Sit down, have a real conversation and get your spouse on board; you will be so powerful with this tool!

4. Confidence
You don't have to be confident in the how just yet, you have to be confident in yourself! You WILL face TEMPORARY defeat in pursuit of SUCCESS! I guarantee it! You have to be confident in your own ability to complete, to succeed, to win. With This unwavering confidence you will stand taller and make the right decisions faster.

5. Decision Making
The greatest entrepreneurs of all time have all had the ability to look at the facts, consider their resources and make a prompt decision on a situation. Napoleon Hill states that the wealthiest of men make decisions promptly and change them slowly while the poor are indecisive if ever coming to a conclusion. By making prompt decisions, you become the leader of the pack while Mr. Indecisive is always coming up the rear.

6. Imagination
There would be no lights, no cars, no department stores, no Mickey D's (maybe a good thing, lol) or anything else without the great imaginations of the pasts GREATEST entrepreneurs! You should be taking time every day to imagine your success, make it real in your mind, and it will become real in the world. Your imagination is one of your greatest gifts and is completely unique to you! Use it, OFTEN!

7. Try
This should be highlighted. How many times have you said you wanted to do something and didn't? Go ahead, answer, I will wait. Do something right now toward achieving the success you want. Right this second. If you say later, you will always say later, do something right now. Another thing about trying. The TIMING IS NEVER RIGHT. Also, just TRY, instead of figuring out REASONS WHY NOT TO TRY! Write something right now! Do something! Do something amazing! BE PROUD FOR ONCE, come on!

8. Fortitude
The last three I call The F.I.T. Acronym and have been using them for years. Take a look at our online library for scholarly articles I have written on the F.I.T Acronym! Do You know what FORTITUDE is? Fortitude is not just persistence, fortitude is persistence on steroids mixed in with imagination, love, and a couple other motivators. The mother that saves the baby by lifting a car has fortitude! Edison who fails 10,000 times before getting the light bulb right has fortitude. When you believe in yourself against the odds, and keep moving forward, YOU have fortitude.

9. Integrity
Ripping people off will only get you very short term success. If you are trying to get ahead by taking advantage of people, please quit reading and leave this page. We believe firmly in abundance over scarcity. There is too much money in the world to fight over a small bit. The people who cheat and dig their hands in the little pot and hold on for dear life will starve when the pot is empty. The rest of us will be eating from the buffet in the other room. Have integrity, work from the mentality of their being plenty for all that want it. An old adage goes, don't trip over a dollar to pick up a penny.

10. Temperance
Use your emotions appropriately. Anger does not make you more productive. Transmute that energy into productivity. If you are going to get mad, get mad at yourself for getting into the situation that you are angry about. Learn from it. Do not lose control of your emotions.

Well, that's it! The top 10 keys to success in self help! How did you like it? I can guarantee that information will help the few individuals that will implement it. Are you one of the implementers? Have you TRIED something yet?       

LOVE YOUR WORK.

A long time ago, I heard Jim Rohn talk about the necessity
to "love your work, every single day." I've never forgotten
that.
Jim was wise enough to make the distinction about "liking"
your work every day. Very few of us are fortunate enough to
enjoy every moment of every day on the job. Things go wrong.
People get cranky. Sometimes, stress and tension and anxiety
are life's way of telling us we are in the wrong line of
work, or it's time to make some changes.
But those daily ups and downs are not the same thing as
"loving" your work. 
I recently got an email from a friend who noted that his 13-
year old son can be "a handful, but we don't love him
because it's easy, we love him because we do." Your
relationship with your career should be something like that.
Ultimately, your financial success is the result of loving
your work--nurturing it over time, going the extra mile,
doing it right whether anyone is watching or not. Love means
taking care of the details. Loving your work means investing
in your customers, investing in tools and skills and
resources. Ultimately, loving your work means investing in
your own future.
Whatever your job, profession, or business, love and sustain
it. Care for it and give it every chance to grow. There is
no other path to ultimate, long-term success.

10 WAYS TO LIVE RICHER BY PAYING LESS

"You get what you pay for" or so common wisdom tells us. Yet numerous examples prove that sometimes paying more actually decreases the richness of our lives. The following examples are 10 of the simplest ways to live a richer life by paying less!

1. Stop the Pop!
One of the most destructive health (and money) habits in the US is our addiction to sweets, soda being chief among them. As refreshing as carbonated sweetness poured over ice may seem on a hot summer day, water is the real deal. While soda is linked to diabetes, cancer and all kinds of health nastiness, water is free, healthful and equally refreshing.

2. DIY Snacks
The chip/cracker/cookie aisle in your local grocery is a mind boggling assortment of costly treats. While no single package is likely to break the bank, a fully stocked cupboard is an unnecessary expenditure. Make popcorn instead. Spread peanut butter on saltines, or better yet a celery stalk. Munch on a vegetable. Cheaper and more healthful alternatives abound!

3. The Inconvenient Truth of Convenience Foods
From prepackaged dinners to mini-marts to the ever-present fast food restaurant, for some convenience food is an 'every meal' experience. For others it's the work lunch. But it's nearly always more expensive and less healthful than home prepared meals. And cooking can be a wonderful experience! Even the simplest recipes can provide a sense of accomplishment. (My favorite feel-good recipe is banana bread. Try it!)

4. Keep Special Nights Special
I like to go out for a nice dinner and movie as much as the next person. But entertainment can be a huge monetary drain. Schedule some in-home alternatives (a first run dvd and popcorn with NO cell phones or laptops can be a refreshing experience) or perhaps an evening stroll. Check your local paper for free entertainment. It doesn't always have to cost a bundle. And by simplifying your regular entertainment the occasional splurge will feel that much more special!

5. Put One Foot After the Other
If you are fortunate to live within a half-mile of a grocery store or other services, leave the car and go by foot. As our nation continues to struggle with the byproducts of sedentary lifestyles (obesity, heart disease, diabetes, etc), walking, running or biking can go a long way toward improved health. Not only will you save gas money and the wear and tear of short trips on your car, the long term effects on your health may yield even greater benefits!

6. Explore Your Own Backyard
The term "staycation" may be cliché, but it's still a valid concept that can mean thousands in saved cash. Why travel hundreds of miles to discover something new and exciting when something equally interesting is hiding in the next town over? Become an expert in your regional offerings and you might find yourself getting out even more!

7. The REAL Rewards Card (Library Card)
Your local library is a wealth of opportunity! Whether you want to study philosophy, learn a language, watch a movie or figure out e-books, your library can probably help. Libraries are like a school, an entertainment center, a technology resource and more all rolled into one. And better yet ... they're FREE! ... if you get your materials back on time.

8. Well Loved Goods
Buying something shiny and new is a wonderful experience. But don't think that everything needs to come that way. Buying something used can be equally rewarding, especially as you grow to cherish the unbelievable deals available to the bargain hunter.

9. Don't Buy That Yet!
Impulse buying leads to many a financial crisis. Very often simply delaying your purchase for an established period of time will lead to a clearer head and fewer bouts of buyer's remorse. Whether you create a waiting period of a one week or 30 days, determine what works for you and stick with it!

10. Garden
Though some may argue the premise that gardening reduces expenses, if you are careful, grow foods you like to eat, and make use of everyday items when possible it can be an extremely efficient undertaking. Additionally, the spiritual benefit of working in the soil and taking quiet time for yourself is priceless!

A rich life does not need to be expensive. And if it contributes to financial hardship, what's the point? Get closer to core, spend time with those you cherish, make and grow food, improve yourself: these are aspects of a life richly lived. Don't let the ads (or even common wisdom) convince you otherwise!

HIGHLIGHTS OF PROSPECTING

The profession of selling consists of two components: Finding the people to sell, and then, of course, selling the people you find.A while back I came home from a tour and when I walked in my wife was working on a jigsaw puzzle. I live, breathe and sleep selling. It's truly my hobby and I'm always seeking new ideas to present to my students. On that day, I found something related to selling when I saw the jigsaw puzzle.
For you who work puzzles, you know where you have to start to begin putting it together. You start on the outside and work your way towards the middle. The selling process is the same way. There are eight pieces in the selling process that you must put together to acquire the end result--the closing of the sale.
The first piece of that puzzle is prospecting. When it comes to prospecting, nothing will ever replace eyeball-to-eyeball or belly-to-belly contact. That will always be the best. However, I want to talk about prospecting activity in different areas. That is the first key to success in selling. Govern your entire life not by productivity, which is sales, but by your activity on a daily basis. Every day the number of quality activities you do, which are the contacts you make, will determine at the end of the month your success in the profession of selling.
Here are two of the prospecting methods I teach. The first one is called, "working the warm market." A warm market consists of your friends, relatives, associates, and people you have worked with on a previous job before you got into this particular selling position. I would like to suggest you develop a letter that lets them know you have chosen a new profession and you'd like to be considered to serve their needs with your new product.
Here's an excellent example of an introductory letter you might try sending to all the people you know in your warm market. It goes like this:
Good morning Bob:
It is with great excitement that I inform you about a career change I have recently made. I have just joined (name your company) as a sales representative. It would be my pleasure to introduce our company, its products and services to people in the community.
Because of our relationship, Bob, I look forward to serving you and anyone you know in the area with the benefits this outstanding company provides. I will be in touch in the next few weeks to set a time to drop by and visit to see how I may serve you in the future.
If you'll send that letter to everyone you know, they will be ready when you call to arrange a time to come by and visit with them. This is a wonderful way to start the process of activity and begin talking to more people about your product or service.
Many of you are also assigned a territory where you are to go out into the community to meet businesses people in the area. You may not know many people in the area so you're contact is more of a "cold calling" situation. You may want to establish a game plan for handling or sending an introductory letter to them. Here is an example of what you might write:
Good morning Mr. Jones,
My name is Tom Hopkins, a representative of (name of company). Upper management of my firm has given me an assignment. They have asked that I contact companies in this area to conduct a quick two-question survey to enhance our ability to give better service to clients we intend to serve.
Thank you in advance for your help. I'll be calling you in the next few weeks to set a time when we can visit.
Now I want you to notice the words 'upper management has given me an assignment,' in the above letter. These words come across as though the company is making you do this. It's an assignment you've been given. In most cases, it helps the person you're contacting to develop a certain amount of empathy for you and be more open when you call to set the time to visit.
Be sure to emphasize the words 'quick two-question survey.' Most people don't mind answering a couple of questions if they know it'll be quick. You'll be amazed by sending this letter how much warmer they are to you when you introduce yourself and let them know that you have to come by and ask these two quick questions. The key is to develop questions that cause them to think and elaborate--not yes/no questions. Then, ask questions about their answers to clarify what their thoughts or needs are and you may just find yourself face-to-face with someone who realizes they really need your services and the survey has turned into a sale.
Remember that prospecting is an activity. Activity generates productivity. Activity generates leads and leads become future clients. Set some goals for yourself to generate activity through letters, e-mail, phone calls and personal visits. And remember: Every day the number of quality activities you perform, which are the contacts you make, will determine your success in the profession of selling at the end of every month.

"WHAT GETS MEASURED, GETS DONE"

That little quote from Edward Deming sums up one of the most
important distinctions between high achievers and the also-
rans in life.
Far too many of us dream big dreams and work hard every day,
without taking time to see if we are making any progress!
Think about that! Logically, if you are building a business,
saving for retirement, trying to create a loving family or
achieve any other goal in life, you MUST know if you're
making progress!
And yet, many professionals and business owners forget this
key step. They try an advertising campaign or hire a new
sales person. They change their hours, raise (or lower)
their prices, but without adequate records and good testing,
they don’t really KNOW what works and what doesn’t. As a
result, too often they work hard but spin their wheels,
waste time, and achieve little.
The key to making progress is to get very, very good at
measuring what works (so you can do more of it) and
measuring what does not work (so you can stop it!).
Successful people track daily performance. They use charts
and graphs to visualize their results. They compare results
from one year to the next, and compare their productivity
with that of their colleagues (and competitors).

THE CARE AND KEEPING OF CUSTOMERS

The first question of any business is to understand WHAT
business you are in.
Most people think McDonald's is in the restaurant or
hamburger business, but many analysts through the years have
observed that they are actually in a variety of businesses.
They are in the real estate development business. They are
in the entertainment business. And most of all, they are in
the customer service business.
Every business is first, last, and always in the business of
providing superior service to its customers.
It costs a fortune to attract a new customer. The time,
money, energy, anxiety and effort to get a new first-time
customer in the door is a huge expense. No business has the
resources to attract and serve only new customers. The key
to profits is in keeping and serving the customers you
already have.
Some studies show that it costs up to 85 times more money to
get a new customer than to make an additional sale to an
existing customer.
No matter what other business you are in, your first
business is in keeping and serving and partnering with your
customers. It's called customer retention. Sometimes it's
called "up-selling." It goes by many names, but the
principle is the same: Nurture and keep your customers!
Customer service is about reliability and it's about
relationship. It's about trust. It's about the quality of
your product, but even more, it's about the quality of your
service before, during and long after the sale.

CONNECTING WITH THE SALES MEETING CURVEBALL

 

A Valid Business Reason (VBR) is a clear statement of why a customer would find it valuable to spend time meeting with you. As effective as this tool is for securing a meeting, it is an equally powerful way to begin a meeting because this reason can change between the setting of an appointment and the actual meeting, particularly if the appointment was set well in advance.
So it makes good sense to state your VBR again at the start of the meeting. Ask a Confirmation Question to validate the meeting’s purpose. This assures you that you’re starting the meeting on the same page.
When (and this is more common than you think) you get an unexpected “no” when verifying the meeting’s focus, you can either:

• Give the attendees their time back and reset the meeting when expectations are more in sync.
  Or,
• Stay in the meeting to uncover what has changed and what their new Concept is – what they’re trying to accomplish, fix or avoid.

The first option demonstrates that you’re respectful of their time and that you wish to put more thought into their current position. But who knows when or if you can get an appointment again?
Why not make use of the time already given to you? Do the “leg work” while you have your contacts in the room and ask questions that will give you a better handle on their situation. This will give you insights on whether your company can provide a solution to their problem. Ask specific questions that will resolve any unknowns, such as:

• What brought the shift in the project’s direction?
• Would you describe for me how you envision this problem being resolved?
• Who will oversee this new project?

The reason that brought you into the meeting may have changed, and that may throw you off momentarily. By asking good questions that spur open dialogues and uncover new information you can hit this curveball out of the park.

BRINGING BALANCE TO A CHAOTIC LIFE

If I had to make a composite question that gets at the heart of the question that I am asked most frequently, it would be this:How can I manage my time more effectively and bring balance to my life in regard to work, family, friends, and social obligations?
With this in mind, I want to give us some thoughts to focus us in on the answer to that question.
I am convinced that the most important thing we must do is to be acutely aware of the reasons I should manage my time and bring balance to my life. In fact, most of us really know "how" to do it, don't we? Then why don't we? I think it comes to the issue of having a powerful motivating factor or reason. Below are two of mine that keep me motivated:
A life of accomplishment. When I am old and unable to get out with the young folks anymore, I want to be able to look back on my life and say that I accomplished much and that my life benefited others. That is why I do what I do now. It is what drives me to pursue what I pursue with a passion and vigor. It is why I bring my life into balance is many areas so I can achieve much in many areas.
A legacy. Here is a powerful motivating image that I picture with regularity: Picture a family gathering five years after your death. What will it look like? What will the people be talking about? How will they remember you? What will be the quality of their lives and how will you have been instrumental in that? These are questions that we can for the most part, answer now by how we live our lives (for better or for worse). Our lives make a difference in the lives of others! This is a tremendous reason to bring my life into balance!
Once we answer the "Why" question, and root it firmly in our minds and hearts, we come to the "hows."
First, we sit down and prioritize. Have you ever taken a couple of hours and listed everything that you are involved in or could be involved in and then prioritized it by importance? You may come up with a hundred items but that is okay. You will want to separate them into some categories as well, such as Work, Family, Health, Friends, Hobbies, Spiritual, Financial, Intellectual, Emotional, etc.
Now you have something to look at and see what is important. This will help you in the process of eliminating areas from your life that you are spending time on that you shouldn't be. And that is an important part: Frustration comes when we get involved in something that isn't a priority and we kick ourselves the whole time we do it. If we stick to priorities, we eliminate much of that.
The next step is to learn the most powerful word in the human language: No. Just look in the mirror and practice saying that word with a smile on your face. This may be the most important part - learning to decline opportunity. It all depends on whether or not it fits in with our priorities.
Here is the principle that drives this:
Good is the enemy of the best.
There are lots of good things we can spend our time on. But because they replace those things that would be the best things we could spend our time on, they become our enemy. They become counter-productive to a successful and balanced life.
So ask yourself: Is this good? Or is it the best? Do the best you can to stick to the best!
Schedule your time. The more we fly by the seat of our pants, the more apt we are to lose control of our time. If we schedule out our time, we can become a bit more objective and bring our lives into balance. For example, you may make it your goal to be home by six o'clock every night. In your schedule book, you write in that you have an appointment at six. You schedule to leave the office at five-thirty. Now when a co-worker comes in with an "opportunity" for you to work on, you say, "Sorry, I have an appointment at six that I can't break. Let's get together on it first thing in the morning." Scheduling your time, coupled with saying "no," will do wonders for bringing your life into balance!
Another aspect for us to look at is the area of external pressure that causes us to be out of balance. For example, financial obligations may be what keep us working too much. So we should look at those obligations and see if we can eliminate or reduce them.
The last thing I would challenge you with is to give some thought as to what the secret pleasures of being out of balance may be. For example, sometimes we let ourselves over commit because we don't like conflict.
Peace is our secret pleasure.
Sometimes we allow ourselves to become out of balance because we like it when people say, "Boy, she sure is a dynamo. Look how busy she is." Admiration from others is our secret pleasure.
In review:
Find the right reasons
Set priorities
Learn to say "no"
Understand that the good is the enemy of the best
Schedule your time
Manage External pressures
Be aware of internal "secret pleasures"

10 SIMPLE WAYS TO GO GREEN

Climate change, pollution and rampant irresponsible energy usage are all things that should concern every person on this planet. Each of these major points can be influenced by the actions of individuals, so it is in everyone's best interests to begin practicing eco-friendly lifestyles. This is no longer something that we should consider optional--it should be a necessity. Here are ten helpful hints on green living that will make a positive effect on our natural environment.

1. Save Water
Water is vital: without it, we can't survive on this planet. Potable water must be conserved at all costs, and this can be done simply. Check around your home to ensure that any of your faucets aren't leaking, and practice saving water by developing good habits. Turn off the tap whilst brushing teeth, make showers quicker, take fewer baths, and install low-flow shower heads and toilet fixtures in every lavatory.

2. Reduce/Re-Use/Recycle
Our urban landfills are full of items that could have been re-used or recycled. By recycling items such as tin cans, paper, cardboard, and plastic bottles, we reduce the amount of rubbish in landfills and also reduce the amount of materials being used to manufacture new things. Make sure to keen a bin for recyclable materials handy in your home, so you don't forget!

3. Cut Down on Energy Consumption
Everyone knows that fossil fuels emit the majority of the carbon emissions, or greenhouse gases, and other pollutants. Fossil fuels power our society, so by reducing the usage of these dirty fuels, we reduce carbon and other emissions. Reduce your energy consumption by engaging in energy-saving practices, such as switching to compact fluorescent bulbs and setting your water heater, air conditioning and heating units to more energy-efficient temperatures.

4. Reduce Driving
Our love for our cars has become one of our biggest environmental problems: the carbon monoxide from the patrol burned by our vehicles accounts for more than half of all emissions of this dangerous gas. By taking public transport or carpooling, you can significantly reduce your petrol consumption and, therefore, carbon monoxide contribution. This also encourages more efficient fuel consumption, traffic, and less waste than simply driving yourself.

5. Purchase Energy-Efficient Appliances
Buying an Energy-Star rated appliance, such as a refrigerator or washing machine, can dramatically reduce your home energy bill--and thus decrease the amount of fossil fuels burned to manufacture that energy. Not only do you do your pocketbook a favor, you do Mother Earth one, as well.

6. No More Plastic Grocery Bags
Those plastic bags they give you at the market take years and years to decompose in landfills, not to mention that some emit toxic chemicals as they decay--if they decay at all! Choose a more eco-friendly option by bringing your own canvas or net bag with you next time you go shopping.

7. Stop the Paper Trail
One very simple way to behave in a more environmentally-conscious manner is to reduce your "paper trail." Trees are one of the main ways that carbon dioxide, a greenhouse gas, is reduced. Trees take CO2 and make it into oxygen, effectively scrubbing the air. When you stop using so much paper, you contribute less to the cutting down of these vital natural carbon reducers. It can be as simple as paying your bills online, rather than queuing up and getting a paper receipt.

8. Plant a Tree...Or Two!
As discussed in number 7, trees are extraordinarily important to a healthy Earth. By planting a few you will help improve the air quality and the aesthetic impact of your local environment.

9. Put Out the Butts...Permanently
Cigarettes are a source of pollution, one noxious puff at a time. Every exhalation of cigarette smoke contains thousands of toxic chemicals which are not only bad for you, but are also bad for the environment. Reduce your chances of serious health complications and reduce the pollution of your immediate environs by quitting smoking, permanently. You'll also save a lot of money!

10. Go Rechargeable
Those batteries in your torch, TV remote control or other household appliances are horrible for the environment: they are full of toxic acid and trace heavy elements that pollute the soil and water when they decay. Switch to rechargeable batteries, which will also save some change in your pocket.

It's really not hard at all to become more environmentally-conscious. If we all do our part, every day, you will find that our world will be a cleaner, greener and safer place for us and us and future generations.