RESOURCE MANAGEMENT

Do you have extra time on your hands? How about more energy
than you need or extra money you don't know how to spend?
Not likely! When was the last time you complained about
having too much time or too much money?
A continuing dilemma is that while we are the richest
people in history, we also run short of the most basic
essentials of life. We are chronically short of time (time
to read, time to sleep, time to play - what's that????)
and most of us are tired all the time. We have cars and
houses, and we have 500 channels to entertain us, but not
enough time for a vacation with our kids. What's going on?
The problem is poor resource management.
High achievers in the 21sts century will be experts at
allocating scarce resources.
On a global basis, we may have shortages of raw materials,
or distribution problems that cause shortages of food, fuel
or even water, but on a personal level the biggest
challenge of the 21st century will be to manage the limited
resources of our own lives.
We all have 24 hours a day. Successful people, the top
performers in life, simply use their time more productively
than the rest of us. By the end of the day, they get more
done.
Similarly, high achievers have about the same amount of
energy as the rest of us. They simply use it more
effectively. Yes, some people seem to need less sleep or
seem to be fired up all the time, but in the broad sweep of
things, most healthy people work hard every day. We all get
up early, work hard and go to bed tired.
The key is that given a limited amount of energy, or "go
power" for each day, high achievers focus on their most
significant and important activities. Given a limited
amount of energy, they conserve it, manage it, and allocate
it to their most important priorities. It's a skill and we
can learn from that!
Something similar applies to money. Now, obviously we do
NOT all have the same amount of money in our bank accounts,
but there is a HUGE difference in how high achievers look
at saving, investing, and spending. Robert Kyosaki has
helped millions of people understand the difference between
spending and investing. Rich people buy assets. The rest of
us simply spend money.
Regardless of how much money you have, it is a resource and
how you allocate it will make a huge difference in your
future.
In the 21st century, we will all have access to vast
networks of people, information, and entertainment. The
opportunities are unlimited!
But. Some people will take advantage of the opportunities
while others will remain incredibly frustrated, watching on
the sidelines and wondering what went wrong. I believe
there are a few basics, the fundamentals of living a great
life, and there are a few key skills that will make all the
difference.
One of those key skills is the ability to allocate limited
resources to achieve the results you desire. Like a doctor
doing triage in a crisis, high achievers look at their
limited resources of time, energy, and money, and make
skilled decisions about where to invest. We cannot "do it
all." We have 24 hours a day, and a certain amount of
energy and other resources. We must use our resources
wisely and high achievers know this. You should, too!
How we allocate our scarce personal resources will
determine the outcomes we achieve.

INSTANT INNOVATION

The quip that "change is the only constant" is a really
annoying clich‚. We've been told that the rate of change is
increasing, and it's true. We experience more changes in
policy and procedures, more new tools, new ideas and new
requirements than any generation in history. Every day we
run faster and faster, just to keep from falling behind.
And it's exhausting!
The problem with the old advice to "deal with change," or
the cynical observation that we must "adapt or die" is that
they are survival strategies. They may keep us alive, but
who wants to merely survive?!
I don't want to merely endure life, or run to keep up, or
struggle to adapt, I want to dance! I want to triumph and
celebrate. I want a glorious life, filled with laughter and
joy! I don't want to merely survive; I want to thrive in a
creative environment of constant opportunity and never-
ending growth!
But how?
The solution is developing the skill of instant innovation.
Whatever life throws at us, we immediately start "playing"
with it to see how it works, to see how it can serve us,
and (more importantly) to see how we can USE it to serve
others.
A few years ago, one of the large investment banking firms
ran a television commercial that showed a small chamber
orchestra playing their stringed instruments. Suddenly, a
basketball bounced into the scene and one of the violinists
picked it up out of curiosity. He tossed it to someone
else, who bounced it to another. By the end of the
30-second commercial (think about that - in 30 SECONDS!)
the orchestra transformed into a basketball team.
THAT IS INSTANT INNOVATION!
While I respect the very smart people - consultants,
trainers and experts - who have taught us to adapt (cope)
with change as rapidly as possible, I disagree with them. I
do NOT believe that coping or adapting to change is what we
need for the 21st century. We'll never adapt quickly
enough. The model is flawed and will not meet the needs of
real people in the real world.
We need "instant innovation." We need an attitude that is
never surprised because it expects and welcomes the
unexpected. We need skills to creatively respond, or "play"
with whatever life throws at us.
Here's a brief and greatly simplified example. I've long
been fascinated by the early Antarctic explorers.
In 1911, Roald Amundsen and Robert Scott raced for the pole
over the frozen continent. Scott was an extraordinary
scientist and prepared with care and detailed planning.
Relatively speaking, Amundsen was a true adventurer. While
Scott was plotting weather and mapping routes, Amundsen
simply took off.
Eventually, they both got to the South Pole, with Amundsen
getting their first. Tragically, Scott's party perished on
the return trip, freezing to death only 11 miles from the
safety of their base camp, and part of the difference was
"preparation, foolish preparation."
While Amundsen was able to face the risks of innovation and
(rather impulsively) took off, Scott was delayed by his
planning and preparation, and eventually the cold weather
killed him.
Amundsen's faith in his ability to innovate, to over-come
and triumph not only made him first to the pole, in the
end, it save his life.
In the 21st century, "instant innovation" will build great
companies, establish movements, and lead the world. In my
opinion, "coping" with change or "adapting to new
circumstances" will be a recipe for disaster. Develop your
creativity, your confidence, and your daring. Like any
other muscle or skill, they grow stronger with use and in
this new century, they will become essential skills. Don't
"over-come." Triumph!

LISTENING: KEY TO SALES SUCCESS

Did you know that a vital key to sales success is listening? 

The ability to listen well is absolutely indispensable for success in all human relationships. The ability to be a good listener in a sales conversation is the foundation of the new model of selling. It leads to easier sales, higher earnings and greater enjoyment from the sales profession.

Being A Good Talker is Not Enough

Many salespeople have been brought up with the idea that, in order to be good at your profession, you must be a glad-hander and a good talker. You have even heard people say, "You have the 'gift of the gab'; you should be in sales!"

Focus On the Other Person

Nothing could be further from the truth. As many as 75% of all top salespeople are defined as introverts on psychological tests. They are very easy going and other-centered. They would much rather listen than talk. They are very interested in the thoughts and feelings of other people and they are quite comfortable sitting and listening to their prospects. They would much rather listen than talk in a sales situation. Poor salespeople dominate the talking, but top salespeople dominate the listening.

Practice "White Magic" With Everyone

Listening has even been called "white magic." It is too rarely engaged in by business people. When a salesperson develops a reputation for being an excellent listener, prospects and customers feel comfortable and secure in his or her presence. They buy more readily, and more often.

Practice the 70/30 Rule

You've heard it said that God gave man two ears and one mouth, and he is supposed to use them in that proportion.

Top salespeople practice the "70/30 rule." They talk and ask questions 30 percent or less of the time while they listen intently to their customers 70 percent or more of the time. They use their ears and mouth in the right ratio.

Action Exercises

Here are two things you can do immediately to put these ideas into action.

First, resolve today that, from now on, you are going to dominate the listening in every sales conversation. Become comfortable with silence.

Second, practice the 70/30 rule in every sales conversation. Listen 70% of the time and only talk and ask questions 30% of the time.

RESOURCE MANAGEMENT

Do you have extra time on your hands? How about more energy
than you need or extra money you don't know how to spend?
Not likely! When was the last time you complained about
having too much time or too much money?
A continuing dilemma is that while we are the richest
people in history, we also run short of the most basic
essentials of life. We are chronically short of time (time
to read, time to sleep, time to play - what's that????)
and most of us are tired all the time. We have cars and
houses, and we have 500 channels to entertain us, but not
enough time for a vacation with our kids. What's going on?
The problem is poor resource management.
High achievers in the 21sts century will be experts at
allocating scarce resources.
On a global basis, we may have shortages of raw materials,
or distribution problems that cause shortages of food, fuel
or even water, but on a personal level the biggest
challenge of the 21st century will be to manage the limited
resources of our own lives.
We all have 24 hours a day. Successful people, the top
performers in life, simply use their time more productively
than the rest of us. By the end of the day, they get more
done.
Similarly, high achievers have about the same amount of
energy as the rest of us. They simply use it more
effectively. Yes, some people seem to need less sleep or
seem to be fired up all the time, but in the broad sweep of
things, most healthy people work hard every day. We all get
up early, work hard and go to bed tired.
The key is that given a limited amount of energy, or "go
power" for each day, high achievers focus on their most
significant and important activities. Given a limited
amount of energy, they conserve it, manage it, and allocate
it to their most important priorities. It's a skill and we
can learn from that!
Something similar applies to money. Now, obviously we do
NOT all have the same amount of money in our bank accounts,
but there is a HUGE difference in how high achievers look
at saving, investing, and spending. Robert Kyosaki has
helped millions of people understand the difference between
spending and investing. Rich people buy assets. The rest of
us simply spend money.
Regardless of how much money you have, it is a resource and
how you allocate it will make a huge difference in your
future.
In the 21st century, we will all have access to vast
networks of people, information, and entertainment. The
opportunities are unlimited!
But. Some people will take advantage of the opportunities
while others will remain incredibly frustrated, watching on
the sidelines and wondering what went wrong. I believe
there are a few basics, the fundamentals of living a great
life, and there are a few key skills that will make all the
difference.
One of those key skills is the ability to allocate limited
resources to achieve the results you desire. Like a doctor
doing triage in a crisis, high achievers look at their
limited resources of time, energy, and money, and make
skilled decisions about where to invest. We cannot "do it
all." We have 24 hours a day, and a certain amount of
energy and other resources. We must use our resources
wisely and high achievers know this. You should, too!
How we allocate our scarce personal resources will
determine the outcomes we achieve.