3 IMPORTANT QUESTIONS BEFORE PLANNING AHEAD

Following a plan is like using a GPS device (Global Positioning System). If it knows where you are, you tell it where you want to go, and it creates a personalised road map. The difference between a GPS and you is you have to create all your own turn–by–turn directions. Mark Twain said, ‘The secret of getting ahead is getting started. The secret of getting started is breaking your complex overwhelming tasks into small manageable tasks, and then starting the first one.’ To reach your destination you must ask yourself three questions:
(1) What’s my present position?

It’s impossible to ignore the reality of where you are right now and still be successful. The former CEO of General Electric observed, ‘Strategic management is trying to understand where you will sit in tomorrow’s world, not where you hope to sit; it’s assessing where you want to be, and where you can be.’
(2) What’s my desired destination?

Write down what your dream will look like when you’ve achieved it. Henry J. Kaiser, founder of Kaiser–Permanente health care system, said, ‘The evidence is overwhelming that you cannot begin to achieve your best unless you have some aim in life.’
(3) What are the in–between steps?

Don’t expect them to be quick or easy. Creativity is messy. It’s far from an exact science. But unless you know where you want to go and identify the steps that will get you there, ten years from now you’ll still be where you are today. So the word for you today is:
Make the most of every opportunity.’

A LEADER'S COMMUNICATION – 3 TIPS FOR CONVERTING HEARTS AND MINDS WITH WORDS

Increasingly, as the shrinking world encroaches on that endangered species known as Attention, the need to influence – and to influence quickly – grows more urgent all the time.
Whoever said, “Talk is cheap” obviously wasn’t sending a text message to his teenager. The price of Attention grows more precious all the time.
Whether you’re trying to reach your kids, your team, or the audience for your latest Pulitzer Prize-winning saga, the point is the same. If you’ve got something to say in this age of brevity, it pays to make it count. Odds are you won’t get a second chance to drive your point home.
Let’s take a look at 3 concrete ways you can make your message count.
When you’re sending a text, writing an email, drafting copy for your website, or writing an article for national syndication, the challenge is the same – to compel. The written word is the clearest, most compelling form of communication, and therefore persuasion.
Writing might best be described as the oldest form of permanent influence. While leaders of the past might have achieved their aims through coercion or just plain brute force, it’s the subtler means of influence that won the hearts and minds of the people.
To reach the most people, that influence is achieved through writing. The written word surpasses the status of mere “importance” for cultural impact. It’s essential for shaping policy, for moving the masses, for engendering compassion, and yes, for getting your kid to take out the garbage before you get home.
So as a leader, how do you do that? While it may seem too good to be true, there are certain verbal tactics you can use to influence others with the power of your pen… or your qwerty keyboard, as the case may be.
With that in mind, here’s a brief primer on magically converting hearts and minds with the power of your written words.
 1.  Presto Change-O, It’s All About “You”
 Yes, it’s true: There are certain magic words you can use to capture the attention of the folks you want to influence with your writing.
 The first thing to notice is that your audience wants something from you. In fact, all they want is to know how you can help them. If you want to influence people, start by putting the focus on your audience. Wherever possible, use the word “you” instead of “me”. “You” is the sweetest word in the world, second only in importance to the reader’s actual given name.
 If you need to talk about yourself in your writing, as much as possible say “we” instead of “I.” Include the reader in your shenanigans like an errant school chum on a weekday night after curfew. Then watch how this Secret Club status will galvanize even the most wishy-washy to your cause.
 2.  Imagine A World Influenced by You
 Another magical word that engages even the most obstinate reader is that imperative command, “Imagine!”
 This tactic works in a couple of ways. Follow me now as I lead you down the wind-swept path of the imagination to the craggy salt-scented shores of Influence…
 See? You couldn’t help yourself. That sentence engaged your imagination, and we didn’t even go anywhere.
 By calling upon your reader to imagine, you have immediately harnessed their presence of mind and led them willingly into your world. Harnessing the imagination means immediate engagement with your readers, leading them to a point just steps away from compliance with your wishes.
3.  Explain Yourself
If you want to capture the hearts and minds of your audience and win the masses, try putting your message in context for your readers. This can be neatly packaged in the simple word “because.” Why should your whole department work late? Why should voters support your initiative? Why should your kid take out the trash?
Because, that’s why.
Well, okay, maybe “because” is not the total answer. You learned that when you were eight years old, right? But many of the best answers have started with the word “because.”
“Because we need to boost sales so we can keep our jobs.”

• “Because it will fund literacy programs in our community.”
• “Because,  if you do your chores then you’ll be able to keep that phone.”

Because is a powerful word. It puts your position in context and gives readers a compelling reason to follow you as a leader.
By putting the focus of your message onto your audience, leading them through the realm of imagination, and giving them compelling reasons, you can convert casual readers into galvanized evangelists for your cause.  As you type your next email, lead with these 3 keys to commanding Attention in this era of shortened attention spans.
And who knows? You just might win that Pulitzer after all.

GOALS VS DECISIONS

During a day-long Corporate training, Dr Humbert talked about the
critical importance of having automatic systems to keep us
focused, on-track and productive. "I thought I was being
clear and using plenty of illustrations, when one of the
participants asked, "Can you give us an example?"
Like teachers from the beginning of time, I admit to being
momentarily stumped, but then I heard myself talking about
the common example of "setting a goal to get up earlier in
the morning." Expanding on that idea seemed to clarify
things and several people later told me how helpful the
discussion was. I'd like to share some of it with you.
1. Goals versus Decisions.
Too often, people set "goals" that really aren't goals in
any meaningful sense of the word. Many of the goals people
set for the future are actually just decisions they aren't
quite ready to embrace in the present. One of the common
ways to avoid or delay a decision (or a commitment) is by
calling it a long-term goal.
Here's the example I used: Getting up early to exercise, or
read, or meditate is NOT a goal! It's a decision we can
make any time we are ready. Admittedly, if you aren't used
to get up early, you may be tired or uncomfortable in the
morning. It may be a difficult decision to execute, and
some mornings you may change your mind and sleep longer.
But adjusting your morning routine is not a "goal." It's
simply a decision you make, depending on how important it
is to you.
Also, knowing that follow-through will be difficult some
mornings, you'll want an effective SYSTEM to support your
decision day by day. More about that in a moment.
2. Procrastination versus Commitment.
If getting up early is merely something you "should" do or
"might" do, you'll think about it, perhaps set an alarm
clock or write it down as a "goal" so you can prepare for
it in the future. But this is just a sophisticated form of
procrastination.
Most of us, most of the time, avoid doing "hard" things and
if getting up early is difficult or painful, we tend to
turn off the alarm and doze a few more minutes.
The truth, however, is that we have all gotten up in the
middle of the night to catch an early flight, leave on
vacation or whatever. For fifty years, my mother got up at
five o'clock on every major holiday so she could get the
turkey in the oven and work all day so her family could
enjoy a memorable, relaxing holiday. (Bless her!) Why would
she do that? Because it was important to her!
We do the things that are important to us.
So here's a SYSTEM for getting up early if you make the
decision to do so. Remember, this is not a goal. You can
decide this today, tomorrow, or next month. It, like many
changes we would like to make in our lives, is merely a
decision that will be implemented when you are ready.
And when you are ready, here's a system that can help you
follow-through:
Do not set an alarm clock! Decide you will get up at a
specific time and then set SEVERAL alarm clocks. Set one
alarm beside your bed for the time you want to get up. Then
set several other alarms to go off five minutes later. Put
one in the bathroom. Set a larger, louder and more
obnoxious one in the kitchen (next to the coffee pot?). And
if you are truly committed to doing this and suspect you
may have a problem, set a really loud one next to the
baby's crib! If you have a good-enough SYSTEM, I guarantee
you will get up and stay up for the rest of the day.
If, on the other hand, you merely want to "think about"
getting up, set one alarm and you're good to go.
I love goals! We are goal-achieving creatures and
successful people use effective goal-setting techniques to
transform their lives. But we also tend to procrastinate,
and we can use that knowledge to our advantage. Never set a
"goal" when a decision is the more appropriate tool.
Powerful decisions, matched with effective systems, can
change your world faster than you can imagine! Decide to go
for it!

HOW DO YOU HOLD YOUR TEAM TOGETHER

A team is like a machine — but a living, breathing machine with moving parts. And those individual, moving parts need to work together to move your organization forward. So many factors can affect how your team functions: from personality and communication styles to workload and your corporate culture. And as your team fluctuates with corporate change, new hires, departure of key players, or changes in your team’s responsibility, how do you keep those moving parts working together?
For some companies, team building is considered any team activity that pulls you out of your regular environment, from lunch outings to corporate golf retreats. But team building, where you can expect results and improved interactivity within your team, is more than a spirited game of bowling.
Why facilitator-led activities?
A trained facilitator does more than lead a team building activity. A facilitator will take the time to learn what is working and what is not within your team; what challenges you face, what upcoming hurdles you need to be ready for, or what changes your team is still reeling from. A facilitator will then create an experience for your team that will be both engaging and enlightening — and deliver results.
What do you walk away with?
Corporate team building, as the term suggests, builds on a shared sense of community and purpose: you’re in it together! You’ll explore different methods of effective communication, and research and identify any roadblocks to your internal communication. You’ll focus on your goals as a group, and work through creative problem-solving in pursuing those goals. Add to that any specific topics your team needs, and you walk away with the actionable skills you need to keep those moving parts working together or get them back on track!
Come for the fun — stay for the education!
This isn’t a stuffy seminar. Done right, corporate team building is a fun and engaging experience! What’s better than a fantastic learning opportunity that you thoroughly enjoy?

STANDING ON THE SHOULDERS OF GIANTS IN YOUR INDUSTRY

What does it take to become a legend in your industry, someone whose legacy will live on for the next hundred years and beyond? What does it take for your life’s work to have meaning outside your own backyard – to transcend the here and now? How can you leave a legacy for those who come after you in the century beyond our own?
Actually it’s not as tough as you might think.
In fact, there is a 3-step process that’s a prerequisite for becoming legendary in your field, for leaving a hundred-year legacy. Everyone can access and use this process, and every luminary has run this same gauntlet. Wherever they finished – no matter how luminous they became – the legends still had to start, just as you do if you plan to make a material impact on the world around you.
Sometimes it’s hard to remember that motivational legends such as Napoleon Hill, Dale Carnegie, and Zig Ziglar had to acquire their famous skills. They weren’t born great. They had to learn how to talk as babies just like everyone else.
What sets these legends apart is the degree to which they persisted, pursuing their craft to a level of true greatness. Things weren’t always easy, and just like you and me, they always had a chance to give up. They simply chose not to.
Isaac Newton, the father of Newtonian Physics, once famously said, “If I have seen farther than others, it is by standing on the shoulders of giants.” To take this idea one step further, we can say that all success – in fact, all progress – is only achieved by leveraging others’ achievements.
Every one of us has been influenced by the leaders the past, whether we’re talking about leaders in philosophy, science, medicine, religion, motivation or business.
Today is either built upon yesterday’s pillars of success or the rubble of its failures.
Any way you look at it, no one stands alone. By standing on the shoulders of the legends in your industry, you can see farther, achieve more, and leave a greater impact than they did. When you do, the generations of tomorrow will have a firmer footing to build upon.
This fact is relevant for everyone, especially anyone who feels they’re walking a lonely road, that they’re buffeted by the storms of life, that they are alone and small.
Bryan shared this; "Not long ago, an old high school friend of mine was fired from his job in broadcasting. Up to that point Tim had enjoyed a lot of success. His career had been blessed with more ups than downs, plenty of money and lots of influence.
To put it mildly, he was a branded commodity, a sought-after celebrity in his field. His name had instant recognition. So many people recognized his voice as he ordered in fine restaurants or booked a routine oil change for his BMW that it was starting to encroach on his privacy. He had to have his assistant take over almost all of his ordinary tasks. He was known.
But then he had an ill-timed argument with his boss during a critical downturn in the broadcast industry. People just weren’t tuning in the way they used to, and after some harsh words, my friend Tim was fired.
I watched Tim’s rise from a humble start back in our high school days. He wrote for the school paper, and that volunteer experience landed him a paid part time job as a newscaster at the local radio station. The low-watt transmitter broadcast to just 3,000 listeners, and most of their radios were turned off.
Not long after this, and during the next several years, Tim moved from gig to gig, honing his craft, building on his own past successes, and borrowing style and content from famous broadcasters of the past. He built a regional following in talk radio.
Eventually his broadcast was syndicated. He was calling his own shots, dictating terms to the stations he worked for. He was in demand. Advertisers got into bidding wars to air their spots during his prime time show, and celebrities would fly thousands of miles just to be interviewed by him in-studio.
But the technology changed, and Tim’s naturally independent spirit and candid personality got in the way. Then he had that ill-timed run-in with his boss, and it seemed the flap would tank his career. The fact is, it did end his career as he knew it. For a full year, Tim looked for work as a broadcaster, but he never did get another job as a talk radio host.
They say the bend in the road is only the end of the road if you fail to make the turn. My friend Tim took this timeout as a way to reassess his goals.
He realized he had a golden opportunity to take his success to a higher level. He decided to pursue his lifelong dream of being a keynote speaker and celebrated author on the topic of Leadership. Today Tim is fully the master of his topic. The size of his consulting fees validates this – that is, whenever he chooses to set aside his golf clubs and take another gig. He turned his independent spirit to his advantage, and his thousands of interviews with the leaders of our time gave him great shoulders to stand on indeed!
If you want to make a difference and leave a legacy that transcends time, there are three steps you can take to achieve it. Each step builds upon the last one and can be accomplished with the simplest gesture: first you have to start.
Here are the 3 steps required before you can become a legend:
1. Become an Amateur – Get involved at your local and regional level. If you have no contacts in your chosen field, volunteer your time so you can gain experience and contacts. In the course of time, you’ll build a following of your own.
2. Be a True Professional – Take your career to a level of national and international stature. Reach out through social media and live contacts to the world at large. Build your reputation through mass media, publishing and speaking.
3. Become a Master – When you fully master your craft, you become the one professionals go to for study and mentoring. As a master, you can set the stage for their eventual mastery.

Becoming a legend in your industry is an unknowable goal because it takes a hundred years or more to achieve such lofty status. But, oh, what a worthy goal it is! You can give yourself the chance to be a true luminary and leave a lasting legacy. All it takes is the will to start.

IN YOUR DREAMS

Everything starts with the imagination. We inevitably
become the persons we imagine ourselves to be. Every
invention begins with imagination, often powered by
frustration, curiosity or clever ambition.
Over the years, we become rich or poor, confident or
doubtful, happy or frustrated, largely based on how we
imagine our lives to be. At an early age, some imagine that
their lives will inevitably be blessed with education and
they expect to go to school, they read daily, they ask
questions, and thirst for knowledge. Inevitably, after a
while, they (and the people around them) begin to notice
that these people actually know some things!
At the same time, others imagine themselves as "slow" or
"limited" or unable to "afford" education--and as a result
they read less, take fewer classes, watch fewer educational
YouTube videos, and gradually fall further and further
behind. As the saying goes, "Some people make things
happen; some watch things happen, while others can only
ask, 'What happened?'"
Some imagine themselves as having a gift or talent, a knack
or power to make money. They think about increasing their
income. They read about how to make "something out of
nothing." They hang out with, read about, or study folks
who have made large sums of money, and they pick up tips
and tricks, skills and ideas about how they can duplicate
what their mentors have already done. They become rich.
Others read the news or listen to people who bemoan that
the world is going downhill and that opportunities are
limited. They fear that illness or terrorism or some other
insidious force will prevent their success. These people
worry a lot! They imagine the "game is fixed" and that the
"rules are stacked" against them. They believe only the
"lucky" can succeed, and tragically, the world they imagine
slowly becomes the reality within which they live their
lives.
Imagination is universal. We all have it. We all dream, we
all fantasize and create images of what tomorrow will bring.
Further, imagination is free and cannot be taken from us. In
the Nazi concentration camps, Viktor Frankl noted that
imagination was the one thing the guards could never take
from the inmates. Imagination is not limited by time or
space, or by anything else in the world.
You can imagine anything you wish, at any time. For a
moment, imagine you are on a magnificent yacht, with staff
attending to your every wish. Or, in contrast, imagine you
are in Liberia, surrounded by loved ones dying of Ebola.
Whoa! That's awful! So, let's imagine, instead, that you
own a prosperous business, that serves millions of
customers and generates lucrative profits every month.
Imagine you live in a large and sumptuous home, and if you
are a guy, that you drive a Lamborghini. (If you are
female, imagine you are chauffeured in a Bentley.)
We imagine our own lives, and our future, every day. I've
read that at age 15, Steven Spielberg imagined himself
making the world's best movies. And I suspect that George
Lucas dreamed of spaceships and Star Wars. From
biographies, I know that as a sickly, asthmatic boy in New
York, Teddy Roosevelt read about cowboys exploring the Wild
West. And we know how his story turned out.
According Walter Isaacson's biography, Albert Einstein was
not a particularly gifted mathematician. But, as a young
man he imagined himself riding on a beam of light. His
imagination changed the world, won a Nobel Prize, and he's
considered one of the great geniuses of all time. That man
could day dream!
It is vital to take full responsibility for your
imagination. It is the foretaste of life's coming
attractions. It predicts and previews your future. You
become the person you consistently and intentionally
imagine yourself to be.
Use books and movies, interviews and friendships to create
the world you imagine for yourself. When you write or think
about your goals, don't merely focus on the facts and
achievements, but imagine the world and the life your
achievements will create for you. Imagine being the kind of
person who routinely achieves your goals, and infinitely
more!

ACHIEVE MORE, RAISE YOUR GPA!

A man was intensely
focused on helping his son raise his Grade Point Average
(GPA) before High School graduation. We all recognized that
the son's GPA would determine his class ranking, impact
admission to college, and his chances for a scholarship.
This was a big deal!
The father hired a tutor, worked with his son on his
homework, talked with some of his teachers, and took every
step he could think of to get that GPA as high as possible.
And it worked! The son is in college and doing well.
But it also reminded me that you and I--everyone-- faces a
far more important GPA every single day. And too often, I
fear we fail to get our GPA where it needs to be. Our GPA
fails to reflect either our capabilities or our best
efforts.
So, outside of school, here's what your GPA really stands
for:
    Goals
    Planning
    Action

The problem with goal-setting programs is that they are
impotent. They are nice, sometimes exciting, but merely a
vision of future possibilities. Like a beautiful painting
or an elegant "to-do" list, they hold no assurance that
things will change. Goals, by themselves, are merely a
wish-list, a vision or hope or dream of how we would like
things to be in the future.
By themselves, dreams may be inspiring but usually lack
detail.
Goal-setting is a critical but inadequate first step. Goal-
setting helps define what we do and do not want. Goals help
us focus our desires, perhaps even move us emotionally, but
they do not change anything. That is a vital distinction!
Goals, like a compass or a map, may tell me that my
destination lies East of here, but by themselves they do
not take me one inch closer to New York.
Only Plans and Action can move me in the direction I want
to go!
The second part of raising your GPA is making specific,
detailed Plans. Plans give you the map, the schedule, the
how-to-do-it that is critical to achieving your goals.
Without plans, without a way-to-get-it-done, President
Kennedy's goal of reaching the moon would have remained an
inspiring but impotent dream.
Everyone cheered when he made his famous speech. Congress
stood and roared their approval. People were excited. But
few realize that when he announced his goal, no one--no one
in NASA, no one at MIT or in the military or anywhere else-
-knew how to actually do it. It was a goal without a plan
and NASA's first job was to develop a plan.
They started by thinking about giant rockets that would fly
directly to the moon, land, then take off and return to
earth. Quickly, the math told them it was impossible. Such
big rockets weighed far too much. It couldn't be done.
Then one man--think of that, one guy with a chalkboard--
wondered if they couldn't use "modules" and leave the empty
junk "lost in space" or sitting on the Sea of Tranquillity.
If they brought back only the men and a few lunar rocks,
suddenly the job became feasible. And that's what they did.
Except for one big additional step. They took ACTION! For
ten years, America took massive, expensive, risky,
adventuresome action. They selected the first astronauts, the
Freedom 7. Soon, Alan Shepherd rode what was essentially a
bomb and become the first American in space. He survived.
And John Glenn followed, orbiting the earth on February 20,
1962.
The key was massive, sustained ACTION. The entire nation
got behind the goal. They developed a budget and a schedule.
Entire industries were developed. Universities did
research. And the thing got done, safely and on schedule.
The key to Falling Forward and achieving more by the end of
the year is not merely goal-setting. That's an essential
first step--what do you WANT? But the key to success is
raising your GPA--Goals, Plans and Action.
Goals without Plans (budgets, schedules, sequences and
partnerships) and Action (work!) are impotent. Set goals.
Then raise your GPA for success.

WHAT TO COMMUNICATE WHEN YOU'RE COMMUNICATING

Have you ever noticed that some people seem to have all the answers? No matter what the topic is, they always seem to communicate their opinion with ease and style.
They can sit down at a table in a fancy Italian restaurant and order with the ease of cable news anchor, sharing a private joke with the waiter, riffing on the difference between bolognese and mayonnaise. In fact, in any discussion, these people manage to bring home their point as if they’d considered it for years and it’s part of their DNA.
You probably know someone like this – just about everyone does. In fact, just about everyone is that person at some time or other. You’ve probably had moments when you just felt ON, when the words that tumbled out of your mouth seemed to be fueled by magic, as if you’d been hit by a Glib Stick and your tongue had turned to silver.
Communication is an essential ingredient in this shrinking world and in this age of social influence. When you can capture this essence and call it up on command, then you can use it however you choose, whether it’s to move the masses or simply get a really decent plate of lasagna.
So, what is the essence that we’re talking about here? How does this happen? What makes communication so easy for the gifted few, and how can you acquire and harness this trait on command?

Say It Like You Mean It – Because You Do!

The first thing to notice about communicating with social aplomb is that people who possess this spark are confident.
It isn’t so much that they are confident of themselves, which is certainly a great place to start. More to the point, it’s that they’ve spent time getting to know themselves, they are confident of what they know, and they like themselves. They have a healthy respect for the skin they’re in and the engine driving it. Graceful communication requires confidence and sincerity.

Connect With Compassion

The conveniences of the modern world have made it easier than ever to communicate – or at least, they’ve made it easier to send and receive messages. Two-way communication is easier than it ever has been, and one-to-many communication is as simple as writing a blog post or joining a LinkedIn group.
The unfortunate side effect of all this technological evolution is the involution of manners, compassion and just plain good sense. It’s all too easy to treat relationships with others in a cavalier or trivial way. Don’t like your friend? Unfriend them. Don’t like your boss? Go get another one. Rather than working out any disagreements or differences of opinion, the tendency is to move on. There’s another one lined up right behind this one, a greener grass, a better friend or client or connection.
Eye contact is the beginning of connection, that core-to-core meeting of minds to bring them into alignment with each other. When you’re looking someone in the eye, there’s no chance for missed communication and clear connection is inevitable.

Speak To One, Even If You’re Talking To Many

Communication is fundamental to all relationships, and relationships are fundamental to all successes. This applies to business as well as life. You want to cultivate those relationships deliberately, give them the focused attention they deserve and room to grow.
Whether you’re a member of a social network, an employee in a corporation, a solopreneur, an author, a retired executive or someone leading a life of privilege and leisure, at some point clear communication to a group is going to be required of you. There’s no getting around it – it happens to the best of us!
When your time comes to address a group, you can use this opportunity to your advantage and build rapport. Select a single persona to serve as the model you’re speaking to – an avatar. Then speak or write as if you were communicating only with that person. The effect is that each member in the group will feel like you’re talking just to them alone.
What they all have in common is that their communication is sincere, compassionate and connected to their audience. How will you apply these elements in your life? One thing is sure: when you do, the sky is the limit.

GETTING NOTICED IN A FAST CROWD

The challenge for any business is to get noticed in such a
vast sea of noise and nonsense. In a world of spam and
personalized advertising, how will your business reach new
customers?
My own sense is that advertising is less and less
effective. I suspect that most of us are almost immune to
most advertising. I think our brains have become like
television remote controls and we simply turn off, tune out
and insolate ourselves from as many ads as possible.
On the other hand, I'm convinced that positive word-of-
mouth is more trusted and more powerful than ever. We pay
attention when a friend praises their auto mechanic, lawyer
or other professional. How often have you gone to a movie,
tried a new restaurant or even bought a car because someone
insisted they "absolutely love" it? Most of us have done
that.
Rather than spend more and more on more advertising, why
not invest in the customers you already have? Why not work
with people you already know?
Here are two of the most common methods.
First, give great service. Go the extra mile. Do something
above and beyond. Surprise your clients and see what
happens. I think you'll find the investment turns out to be
a bargain.
Second, specifically encourage your clients to make
referrals. If it's ethical in your profession or business,
start a rewards program. Give gift certificates or at least
a thank-you card to every client who refers a friend. It's
easy, it's inexpensive, and it works.

YOU COULD BE FIRED! COMMON REASONS YOU WON'T MAKE YOUR SALES NUMBERS

The fourth quarter is upon us and most sales professionals know where they currently are—and where they need to be by year-end. According to some studies, 40 percent of sales professionals will miss quota. Learn some of the common reasons for this and what you as a sales professional can do to help change the outcome (and keep your job).
 

Your funnel and forecasts are not realistic.

We’ve all been in a sales situation where we felt it necessary to “fluff” the numbers in order to please our managers but as we get toward end of third/beginning of fourth quarter, we know we’re not going to hit that number. Avoid relying on this doomed practice by asking the right questions at the outset:

• What selling actions actually have to occur in order to position an opportunity or prospect within that funnel stage?
• What are our customers’ buying actions that validate these selling actions so that we can accurately place this piece of business, or this prospect, in this position of the funnel?
• What activities and actions am I doing that moves those opportunities with velocity down the funnel?

When these things occur, it increases that forecast accuracy.

You’re using a spoon for sales tactics when you need a fork.

You’re guilty of being too nice to the customer. If you’re not probing them enough—poking them with that proverbial fork—they may end up keeping you on the line, hanging indefinitely. Ask yourself, Do we have an identified action commitment with every interaction that we have with our customers so that they have some skin in the game? And then hold them accountable to those action commitments.

You are selling to the wrong customers.

You might be chasing after the wrong customer, i.e., selling to an organization that doesn’t align with your products and your services or not talking to the right person. If so, ask yourself, What is the ideal customer criteria, i.e.,

• Where do I win most often?
• What does that customer look like?
• Are my customers willing to pay for value-add?
• Are they committed to high quality?
• What’s the size of the organization?
• Do they have budget?
• What’s their time frame for buying-making decisions?
• Are they within the industry expertise and experience that your organization is key in?
   

Make sure you have developed an ideal customer profile and have determined how well those opportunities that you’re pursuing align to it. If they aren’t aligned, you’re just wasting time and resources.

FIVE ATTITUDES THAT WILL MAKE YOU SOAR WITH THE EAGLES!

There’s an old saying that goes, “It’s tough to soar with the eagles when you’re surrounded by turkeys.” In your search for excellence, make sure you’re not one of the gobblers keeping the eagles grounded. It might  be time for an attitude check.
Understand this: Much of your world, and your experience in it, is a direct result of the attitude you choose to have about it. Let’s break down that statement a bit.
First, we’re talking about MUCH of your world – not ALL of it. Even so, this gives us each a pretty good opportunity to decide how we want to experience life.
Yes, there are some things that just happen by chance, and there is nothing we can do about them. In spite of this fact, much of the world we live in is not made by happenstance. It’s determined by the attitudes we take on.
Second, your attitude is something that you choose. It’s not something that’s thrust upon you.
If things aren’t going your way – if you’re grounded by turkeys – you don’t have to have a sour attitude. No one says you have to have a chip on your shoulder. You do not have to be sad or angry. You do not have to believe that you are incapable of achieving success. We can choose at any moment how we believe and how we interact with the world.
Third, our experience is a direct result of our attitude.
If we have a bad attitude toward someone, what kind of attitude do you think we are going to get back? Success is built on relationships, and you can start enjoying more success today simply by lightening up a little.
Since our attitudes determine to a great degree what kind of life we have, shouldn’t we focus on cultivating the best attitudes and making them ours? Absolutely! If we want to soar with the eagles in this life, and if there are attitudes that will make us soar, shouldn’t we pursue them with all our hearts? By all means!
With that in mind, here are five attitudes that will make you soar:
1. “I can.”
This is the most basic of all attitudes. We simply must choose to believe that we can. In our home, we are not allowed to say, “I can’t.” We may say, “I’ll try,” or “I tried and failed,” but not “I can’t.” Telling yourself that you can’t will make it so you can’t. Telling yourself that you can will enable you to achieve much more. With a can-do attitude, you’ll see opportunities that you might otherwise miss. Even if you actually only achieve 50% of what you tell yourself you can achieve, you will achieve at least that much more than if you told yourself you couldn’t.
2. “I will be generous.”
Another attitude that will make you soar is to be a generous person. The attitude and discipline of generosity increase your likelihood of success for two reasons. One, you are happier about yourself, and that puts you in a state of mind that is prepared for successful living. Two, people pay back others who are generous. Generous people receive in kind, and that will raise you to levels yet unseen.
3. “I will make a difference in the lives of those around me.”
People who soar are generally people who have the attitude of helping other people. Yes, they may help others for monetary gain, but they are focused on the welfare of others. They want to change the way people live and experience life for the better. This is what I know to be true about the attitudes of the genuinely successful.
4. “Not much will make me angry.”
Whether or not we get angry is a choice. In any given situation, we determine whether we will be angry or even-handed, depending on the perspective we choose about the circumstances. I have found that often I meet with someone who is struggling with achieving something, and in many cases I find that they are angry people. They have held onto an attitude that is at its root angry.
When we take on an attitude that raises the bar for what will make us angry, we are positioning ourselves to be in a state of mind that is better able to live and work in this world in such a way as to achieve success. This isn’t about repressing emotion. It’s about taking the high road, taking personal responsibility for your attitudes, and feeling a whole different set of emotions as a result.
5. “I will look for the good in every situation.”
This is basic optimism, pure and simple. Successful people who soar through life are those who are optimistic about life. They see the good, think the best and strive for greatness, believing all the while that they will achieve it because it is possible.
I suppose there are a few other attitudes that would make you achieve all that you dream of, but these are the basics and ones that we would do well to master first.
Where do you see yourself? Do you need an attitude adjustment?
Make these attitudes your goal and as you get them you will watch yourself soar!
 

THE QUEST FOR GREAT IDEAS

Once again, I heard Jim Rohn's reminder that life is based on
the ideas we think and the values we hold dear.
From Socrates to modern Cognitive Psychologists, many
people have observed that, "we become what we think about
all day long." Inevitably, our lives reflect the things we
believe about ourselves and the world around us. If we
think about negative, narrow or troubling things, our lives
become smaller. But if we believe the best while eagerly
expecting opportunity and growth, our world expands and our
lives are enriched.
Jim pointed out that a key difference between winners and
losers are the ideas they choose to live by. Winners
collect great ideas! They read and listen, they watch
others not for what they say, but for what they do and for
the results they get in life.
Small ideas must inevitably lead to small outcomes. Great
ideas, on the other hand, inevitably lead to great, long-
lasting and magnificent achievements.
Winners collect the best and brightest ideas they can find.
When they hear advice or a recommendation, they weigh it
against reality and their own experience, to see if it's
valid. They keep notes and try things out. If they get
results that excite them, they underline their notes and
repeat the experiment, gradually creating lives we admire
and respect.
If, however, the idea or recommendation leads to pain and
suffering, to disappointment or mediocre results, it
quickly gets crossed off the list, eliminated and trashed.
Life is too short to cling to bad, wasteful ideas!
Tony Robbins tells the story that when he was a young man,
he found himself over-weight, broke and badly disappointed.
He determined to change that! He interviewed people who had
lost weight, changed their lives, and maintained their
success. He read about such people. He listened to their
stories. And he took notes! He decided to believe what
successful people believe and do what they did. As a
result, he lost the weight (30 pounds as I recall) and has
kept it off ever since.
Ideas matter.
I'm a huge believer in the power of being "around" people
and situations that inspire me. I try to read at least one
biography every month. I recommend seminars, both for what
the experts share from the podium and (just as important)
for the people I meet in the lobby or sitting next to me in
the auditorium. I love audio programs that walk with me,
drive with me, and help me get the sun up in the morning. I
love MasterMind teams and working with my clients, because
we share our best ideas with each other.
Life is about ideas and actions. If we think about and
believe the world to be a small, constricted, mean, and
competitive place, it becomes so. But, if we believe and
act as if the world is our oyster, a place of abundance,
joy, opportunity and wealth, it becomes that, as well.
The exciting thing is that great and useful ideas are all
around us. Jim's CD's are old. The seminar was given many
years ago. Even the CD's are old technology and I've heard
the information many times, both in person and on
recordings. But the IDEAS are still fresh--and each time, I
hear them in a new and powerful way.
Get around the best life has to offer. Surround yourself
with successful people and ask them how they learned to be
such good parents, to accumulate such wealth, or how they
stay fit. Ask how they organized their business and served
so many customers. Get around people who can teach you
stuff! Read the books, listen to the audio programs. Fill
your mind, and your life, with value.

7 COMMON HABITS OF CONFIDENT PEOPLE

Confidence is the quality of people who live a full life and don’t let fears and hesitation limit them in various aspects of life. These people can control their minds and think positively. It’s extremely important to have this trait because human mind is a powerful thing that creates your emotions, actions and habits.
If you want to be confident and perceive the world in a positive way, you should emulate the qualities of highly confident people. When you adopt new behaviours, you’ll have a new vision of your own abilities and personal growth. You’ll think like a winner and improve your self-esteem.
Confidence and motivation are closely linked to each other. That’s why you should develop the ability to motivate yourself as well. You’ll be able to reach more goals and get what you really want. Moreover, confident people are more resistant to life challenges and judgments of other people. They are not afraid to express their emotions and speak about what they feel. Here are a few common habits of confident people you may want to start developing right now.

1. Body language

Many people can read the body language and understand the nature of character without talking to the person they are interested in. The poses and postures usually reflect the mood and the level of the person’s confidence. It’s easy to notice a highly confident person even in a big group of people. Confident people feel powerful and influence others using their body language. They stand in one place without constant moving from place to place, and they always keep an eye contact with the person they are talking to.

2. They give their smile to others

Confident people always treat life positively and share their good mood and smiles with people around them. It doesn’t matter whether they know these people or not. Furthermore, highly confident people can easily deal with strangers. They believe that the power of smile can help them be on the positive wave and solve problems quickly. They prefer to be friendly to their new acquaintances. You may also do the same. If you develop the trait to smile at everyone, you’ll feel happier and become a confident person.

3. They don’t put others down

Generally speaking, confident people don’t waste time speaking badly about others, because they are comfortable in their own skin. They prefer to support their friends and treat others with kindness. Confident people are always careful in what they say and how they act. This may widen the circle of their contacts. They prefer to live their life and focus on their own issues and challenges in order to solve them and make their dreams come true.

4. They have good communicative skills

Unfortunately, many people hesitate to start conversations with strangers. Confident people can easily strike up a conversation with unknown people. They believe that striking up conversations can improve their life and create more opportunities. It gives them more chances to find new acquaintances, which may help them start a new business and increase their incomes. If you also want to become confident, you should try to develop your communicative skills. It will help you overcome all fears, which make you tensed and uncertain.

5. They have no fear to look silly

Do you often do extraordinary things? Aren’t you afraid to look silly when doing something strange and unusual? Try to be confident, because confident people feel more relaxed when the situation is running out of control and they look silly. Life consists of different situations and you’re not always at your best. The mockery of people around cannot make confident people feel insecure, because they are absolutely sure that they are the best. When they get into a stupid situation, they try to handle it with a help of humor. This skill is very useful in everyday life, because it’s hard to stay positive when you look silly.

6. They praise others freely

If you want to boost your confidence, you should learn to give praise freely like all confident people do. When you notice something positive about others, try to give a compliment to them. Truly confident people are extremely frank and honest when they give praise to others. They often pay attention to other people’s good qualities and accomplishments in order to find their advantages and give them praise. Furthermore, they help others develop their own competence and confidence.

7. They accept compliments with a smile on their face

Many people don’t like compliments and try to dismiss them by all means. This behavior can be the sign of a lack of confidence. The deflection of compliments can insult the giver. Highly confident people can easily accept the compliment with a smile on their face. It shows their good manners and inner friendliness. If you want to boost you confidence, try to be friendly when you’re given a compliment. If you don’t know how to respond the compliment, just say “thank you.”
People all over the world have common habits and qualities, which make them stronger in life. Confidence is a significant part of people’s personal growth. Mark Twain once said a wonderful truth, “To succeed in life, you need two things: ignorance and confidence.” Try to develop such valuable quality as confidence. It will broaden your horizons and make you a happy person. What other habits of confident people do you know?

THE KEY IS LEADERSHIP!

Everyone knows that generals, politicians and CEO's of
large corporations must be "leaders." But as professionals,
our clients also depend on us to provide leadership.
In a professional practice, success is almost entirely
dependent on your ability to provide leadership.
Sales is mostly about leadership. Teaching is mostly about
leadership. Parenting and community service and coaching
are mostly about leadership. Success is about leadership--
working with people in a way that excites them, earns their
trust, and influences them in a positive direction. The key
is leadership!
To build your business or professional practice, you must
be an effective leader! Here are 5 skills I believe are
essential:
1. Competence. This is basic. No one follows a leader who
doesn't know what they are doing. Be certain you are
incredibly skilled at what you do, and be sure your clients
KNOW that you know! Think, talk and act with confidence.
Your customers must be able to rely on your competence!
2. Communication. Take time to explain. Speak clearly, and
use language your customers understand. Avoid jargon. Use
examples or illustrations when appropriate. Answer client
questions, and be able to explain what you do and how it
benefits your customers in 10 seconds or less.
3. Caring. Comedians made fun of President Clinton's
phrase, "I feel your pain," but despite his personal flaws
and political mistakes, voters believed he cared, and that
he understood their concerns. As a lawyer, surgeon,
consultant or engineer, you will make more sales if clients
know you care about them. I've had the privilege of working
with brilliant, gifted professionals who cared passionately
about their work, but who could not inspire an ounce of
trust. Every business lives, or dies, on trust.
4. Clarity. People follow leaders who know where they are
going. "It's the vision thing." Your customers must be able
to see what you see. They must feel and believe that you
can help them achieve their goals. As a chiropractor,
teacher or engineer, clients will only follow your
leadership when they clearly understand where you are
taking them.
5. Consistency. I think it was Woody Allen who said, "90%
of success is just showing up." Leaders show up. We can
find them when we need them. They are reliable, dependable,
persistent and committed. It is hard to trust someone who
keeps moving their office, changing their specialty, or who
seems to have a different focus every time we meet them. To
build your business, put down roots. Stand firm. Stay put.
Too many skilled professionals and small business owners
focus on their products and their credentials, forgetingt
that the most critical ingredient for success is that
people do business with people we like! Price and quality
are certainly important. And so is convenience. But in the
end, we do business with people we know and trust. We do
business with leaders!