This week, I had the chance to speak to SCORE, a group of
retired business people who volunteer their time to mentor
new entrepreneurs. We talked about the need for business
skills, about the power of mentoring and the fact that we
all learn from those who have gone before us.
But the most important thing we talked about was the need
to "make a real and lasting difference."
Many entrepreneur’s see their bottom line as the ultimate
gauge of their success, and every business must make a
profit! But successful businesses know that money is only
one measure of success. To grow your business and make the
bottom line look even better, you need a more fundamental
measure: Are you serving satisfied customers?
The most important measure for any business is how well
they satisfy their customers. If you’re customers love the
work you do, you can find a way to make money. You can cut
costs, raise prices, change markets, or leverage your
products in a new way. But, it all begins with a satisfied
customer.
Successful businesses have raving fans! Successful
businesses thrive on repeat business, on referrals and
positive word-of-mouth. Successful entrepreneurs know that
keeping a customer is far easier, cheaper and more
satisfying than advertising to attract a new customer.
How satisfied are your customers? Are you giving them what
they need and (more importantly) are you giving them what
they want? Do they come back? Do they send their friends,
colleagues and neighbors? If they do, you’ll succeed, but
if not, you’ll need to make changes.
Wednesday, February 24, 2010
Monday, February 22, 2010
FOUR ESSENTIALS OF EVERY DAY WINNERS
This week I had a series of conversations that drove home
the absolute reality that there are clear differences
between the winners and losers in life.
I know some folks object to classifying people as winners
or losers, and of course no honest, hard-working person is
ever truly a "loser." I don't want to be mean or harsh
about that.
But facts are facts. Some people make better decisions, get
better results, achieve more and enjoy more happiness than
other people. And, the shocking thing is that we all know
it has nothing to do with talent, education, money, parents
or background. Sure, on the margins those things play a
small part, but we all know people who came to this country
with nothing and did well in every sense of the world. They
got an education, did work they enjoyed, earned a living
and raised a loving family. In short, starting from nothing
and with the odds against them, they did well. I call them
winners.
And others start with tons of apparent advantages in terms
of background, education, talent or whatever, and manage to
create lives of chaos, pain and frustration. I call them
losers because they never seem to figure out how to manage
their own lives.
This week, I talked with some amazing people who started
with little or nothing and found ways to make huge
differences in this world. I also talked with people who
were eager to tell me about the wonderful things they've
had in their lives, but they were asking for help because
they've pretty much messed it all up.
What are the differences? Many books have been written and
I suspect there is more to it that this, but let me list
four observations:
1. Winners live orderly lives. Losers seem to focus on
"bright, shiny objects" while winners seem more organized,
more structured. Losers seem more impulsive, while winners
are more likely to ponder, seek advice, ask experts, make
plans and build slowly. I suspect losers live faster, more
dramatic or exciting lives, and I suspect winners are
quieter, even somewhat boring people. You can go for drama
and excitement, or the satisfaction of success. Choose well.
2. Winners know themselves. Winners know the two or three
things they value. They know their priorities and are very
slow to change them. Losers seem more passionate and more
quixotic in their quest for the next big thing. They seem
to run hot-and-cold, flushed with excitement one moment,
disappointed the next, then quickly moving to something
new. Winners seem more stable, more focused, more reliable.
3. Winners read. I've noted this many times and I love the
quote that "those who do not read are no better off than
those who cannot read." I'm constantly struck that losers
don't have the time or patience to read, while winners
are constantly learning new things. They read history and
biography, novels, magazines, business and science fiction.
Winners learn from other people's experience and ideas.
Losers seem to reinvent the wheel every day.
4. Winners hang with winners. I believe it was Jim Rohn who
observed that "you are the average of the five people you
spend the most time with." Winners are picky about their
friends. They choose their associates -- friends and
colleagues, organizations and even neighborhoods -- very
carefully. Losers are more eclectic in their choices. They
may be more "inclusive" but it seems to distract them and
lower their results. Winners watch and learn from people
who are slightly ahead of them in terms of success.
There are hundreds of books, audio and video programs,
workshops, classes and conferences on the secrets to
success. What strikes me is not the differences or insights
from one program to another, but the profound difference in
who attends! The public library is open to everyone, but
only the few take advantage of it. The workshops are open
to all, but only about 4% of Americans attend even one
conference per year! You should be one of them.
Take charge and create the life you truly want. In many
ways, a successful life is far easier, simpler and vastly
more pleasant than a life of chaos and failure! Get where
it's good! Read what winners read! Do what winners do! This
is not difficult or mysterious. Go for the best!
the absolute reality that there are clear differences
between the winners and losers in life.
I know some folks object to classifying people as winners
or losers, and of course no honest, hard-working person is
ever truly a "loser." I don't want to be mean or harsh
about that.
But facts are facts. Some people make better decisions, get
better results, achieve more and enjoy more happiness than
other people. And, the shocking thing is that we all know
it has nothing to do with talent, education, money, parents
or background. Sure, on the margins those things play a
small part, but we all know people who came to this country
with nothing and did well in every sense of the world. They
got an education, did work they enjoyed, earned a living
and raised a loving family. In short, starting from nothing
and with the odds against them, they did well. I call them
winners.
And others start with tons of apparent advantages in terms
of background, education, talent or whatever, and manage to
create lives of chaos, pain and frustration. I call them
losers because they never seem to figure out how to manage
their own lives.
This week, I talked with some amazing people who started
with little or nothing and found ways to make huge
differences in this world. I also talked with people who
were eager to tell me about the wonderful things they've
had in their lives, but they were asking for help because
they've pretty much messed it all up.
What are the differences? Many books have been written and
I suspect there is more to it that this, but let me list
four observations:
1. Winners live orderly lives. Losers seem to focus on
"bright, shiny objects" while winners seem more organized,
more structured. Losers seem more impulsive, while winners
are more likely to ponder, seek advice, ask experts, make
plans and build slowly. I suspect losers live faster, more
dramatic or exciting lives, and I suspect winners are
quieter, even somewhat boring people. You can go for drama
and excitement, or the satisfaction of success. Choose well.
2. Winners know themselves. Winners know the two or three
things they value. They know their priorities and are very
slow to change them. Losers seem more passionate and more
quixotic in their quest for the next big thing. They seem
to run hot-and-cold, flushed with excitement one moment,
disappointed the next, then quickly moving to something
new. Winners seem more stable, more focused, more reliable.
3. Winners read. I've noted this many times and I love the
quote that "those who do not read are no better off than
those who cannot read." I'm constantly struck that losers
don't have the time or patience to read, while winners
are constantly learning new things. They read history and
biography, novels, magazines, business and science fiction.
Winners learn from other people's experience and ideas.
Losers seem to reinvent the wheel every day.
4. Winners hang with winners. I believe it was Jim Rohn who
observed that "you are the average of the five people you
spend the most time with." Winners are picky about their
friends. They choose their associates -- friends and
colleagues, organizations and even neighborhoods -- very
carefully. Losers are more eclectic in their choices. They
may be more "inclusive" but it seems to distract them and
lower their results. Winners watch and learn from people
who are slightly ahead of them in terms of success.
There are hundreds of books, audio and video programs,
workshops, classes and conferences on the secrets to
success. What strikes me is not the differences or insights
from one program to another, but the profound difference in
who attends! The public library is open to everyone, but
only the few take advantage of it. The workshops are open
to all, but only about 4% of Americans attend even one
conference per year! You should be one of them.
Take charge and create the life you truly want. In many
ways, a successful life is far easier, simpler and vastly
more pleasant than a life of chaos and failure! Get where
it's good! Read what winners read! Do what winners do! This
is not difficult or mysterious. Go for the best!
Wednesday, February 17, 2010
HOW TO HANDLE ANY OBJECTION
There are no sales without objections. Objections indicate interest. Objections are signposts that lead you step-by-step toward closing the sale. The fact is, if there are no objections, there is no interest. If there is no interest, there will be no sale.
Use a Testimonial
As you already know, one of the most powerful ways to eliminate objections is to present testimonial letters from satisfied customers who shared the objection at one time. A sweetheart letter answering a customer's major concern is a potent way to demolish the objection forever.
Interpret It as a Question
Aside from using testimonials, another way to deal with objections is for you to take the objection and interpret it as a question. Treat it as a request for more information. Recognize that an objection is a natural customer response to any offering where there is some risk of purchasing. When the prospect says, "It costs too much," you can respond by saying. "That's a good question. Why does it cost more than you're expected to pay?" You then go on to answer the question you have posed.
Give a Good Reason
Another way to deal with an objection is to treat it as if the customer is asking you for a reason to eliminate the objection. If the customer says, "I can't afford it," you can imagine that the customer is really saying, "Show me how I can justify spending this amount of money."
Make It Easy to Object
Above all, make it easy to object. Most customers do not want to get into an argument or a debate with you over your product or service. They will be reluctant to object for feat that you will become upset or adamant. For this reason you must make it easy for the customer to object by responding in a cheerful, friendly, constructive way when he does.
Listen Carefully
When you get an objection, hear it out completely. Don't assume that you know what the prospect is going to say. Often the prospect will begin with an objection you've heard before, but then will add her own particular concern or problem at the end. Be patient. Practice your listening skills. Pause before replying. Question for clarification.
Objection Versus Condition
Determine whether the customer's response is an objection or a condition. An objection is something that you can answer. It is a problem for which there is a solution. It is an obstacle than can be removed on the way to making the sale. A condition, however, is a genuine reason for not going ahead. If a person has no money, this is a condition that renders buying impossible.
Welcome Objections
Objections are a standard and predictable part of any sales conversation. We've all had previous experiences with products and services that were disappointing. We do not want to have those experiences again. Your job is to be patient, polite, and positive, asking good questions and listening intently to the answers. If you are courteous and persistent, eventually the prospect will tell you why he might be hesitating and give you an opportunity to answer his question and close the sale.
Action Exercise
Determine the one thing that a prospect might be convinced of to go ahead and buy your product or service, concentrate on finding and proving that he will get this key benefit.
Use a Testimonial
As you already know, one of the most powerful ways to eliminate objections is to present testimonial letters from satisfied customers who shared the objection at one time. A sweetheart letter answering a customer's major concern is a potent way to demolish the objection forever.
Interpret It as a Question
Aside from using testimonials, another way to deal with objections is for you to take the objection and interpret it as a question. Treat it as a request for more information. Recognize that an objection is a natural customer response to any offering where there is some risk of purchasing. When the prospect says, "It costs too much," you can respond by saying. "That's a good question. Why does it cost more than you're expected to pay?" You then go on to answer the question you have posed.
Give a Good Reason
Another way to deal with an objection is to treat it as if the customer is asking you for a reason to eliminate the objection. If the customer says, "I can't afford it," you can imagine that the customer is really saying, "Show me how I can justify spending this amount of money."
Make It Easy to Object
Above all, make it easy to object. Most customers do not want to get into an argument or a debate with you over your product or service. They will be reluctant to object for feat that you will become upset or adamant. For this reason you must make it easy for the customer to object by responding in a cheerful, friendly, constructive way when he does.
Listen Carefully
When you get an objection, hear it out completely. Don't assume that you know what the prospect is going to say. Often the prospect will begin with an objection you've heard before, but then will add her own particular concern or problem at the end. Be patient. Practice your listening skills. Pause before replying. Question for clarification.
Objection Versus Condition
Determine whether the customer's response is an objection or a condition. An objection is something that you can answer. It is a problem for which there is a solution. It is an obstacle than can be removed on the way to making the sale. A condition, however, is a genuine reason for not going ahead. If a person has no money, this is a condition that renders buying impossible.
Welcome Objections
Objections are a standard and predictable part of any sales conversation. We've all had previous experiences with products and services that were disappointing. We do not want to have those experiences again. Your job is to be patient, polite, and positive, asking good questions and listening intently to the answers. If you are courteous and persistent, eventually the prospect will tell you why he might be hesitating and give you an opportunity to answer his question and close the sale.
Action Exercise
Determine the one thing that a prospect might be convinced of to go ahead and buy your product or service, concentrate on finding and proving that he will get this key benefit.
Monday, February 15, 2010
FOOLISH SPEED OR TRAGIC DELAY?
The English language is full of clichés, but few are more
confusing than the conflict between "Fools rush in" and
"Those who hesitate are lost." How do we balance the "need
for speed" with the advice to "look before you leap?"
We all know the necessity for planning and preparation. We
know that success requires a strong foundation, careful
thought, and precision. But, we are also advised to "strike
while the iron is hot" and told "the early bird gets the
worm." What’s a person to do?
This confusion first struck me when I read biographies of
Roald Amundsen and Robert Scott, the first two men to reach
the South Pole. Amundsen was the more impulsive of the two.
He landed on the shelf ice, unloaded his gear and took off.
He got to the pole first, and he returned to tell the tale.
Robert Scott was more organized, and had better equipment.
When he landed on the ice, he prepared carefully for the
enormous challenge ahead. He was the better scientist and
he, too, got to the South Pole. But he got there second and,
because of his delay the Antarctic winter set in before he
got back. After weeks of bitter and heroic struggle, he and
his men died just eleven miles short of base camp and safety.
I was reminded of that this week while reading Edmund
Morris' biography of young Theodore Roosevelt. When he was
25, his wife died in childbirth and in his grief, Roosevelt
made his first trip to the Dakota Bad Lands. When his guide
quit, he plunged ahead with no idea what to expect. He was
unprepared and might have died, but instead found a rugged
wilderness that restored his health and in many ways created
the man who later became president. Who could have guessed?
So how do we balance the impulse to "plunge ahead" with the
cautious advice to "look before you leap?"
First, understand and honor your unique personality. Some of
us are "planners." For them plans, research and a methodical
approach are required. Impulsive action doesn't work for
them, and that’s fine! But others are built for speed. They
see opportunity and want to act quickly. That’s good, too!
People are different and have different styles. Whatever
your preferred style, success comes from designing your life
and creating boundaries so you are (mostly) exposed to the
opportunities that work best for you.
But secondly, successful people understand and work with the
limitations of their preferred style.
Some things in life must be grasped instantly or they are
gone forever. Sometimes, if "you snooze, you lose!" and if
you are a planner, these quick opportunities won’t fit your
natural preferences. Design your life so that, as often as
possible, you have the time you need for thoughtful, careful
consideration.
Others prefer the drama and thrill of speed. If that’s your
preference, design systems that create lots of opportunities
where you can "grab and go." But, be aware of the downside
risk. Some impulses, like driving too fast, can end in
tragedy.
Finally, learn the art of flexibility. Few people are so
extreme one way or the other that we can’t make exceptions
when called for. Learn to analyze the true nature of the
situation, and respond accordingly. Even if you strongly
prefer careful planning, some situations call for immediate
action and that’s alright! Go for it! It’s good practice
and might, like Roosevelt’s ride into the Badlands, lead
to amazing results. Other situations require detailed
preparation and no matter how much your instinct is to jump
in quickly, caution is advised. Winners recognize the
difference and respond appropriately.
The key to success is not your inherent personality, but
using it to your advantage. Design a life that builds on
your strengths.
confusing than the conflict between "Fools rush in" and
"Those who hesitate are lost." How do we balance the "need
for speed" with the advice to "look before you leap?"
We all know the necessity for planning and preparation. We
know that success requires a strong foundation, careful
thought, and precision. But, we are also advised to "strike
while the iron is hot" and told "the early bird gets the
worm." What’s a person to do?
This confusion first struck me when I read biographies of
Roald Amundsen and Robert Scott, the first two men to reach
the South Pole. Amundsen was the more impulsive of the two.
He landed on the shelf ice, unloaded his gear and took off.
He got to the pole first, and he returned to tell the tale.
Robert Scott was more organized, and had better equipment.
When he landed on the ice, he prepared carefully for the
enormous challenge ahead. He was the better scientist and
he, too, got to the South Pole. But he got there second and,
because of his delay the Antarctic winter set in before he
got back. After weeks of bitter and heroic struggle, he and
his men died just eleven miles short of base camp and safety.
I was reminded of that this week while reading Edmund
Morris' biography of young Theodore Roosevelt. When he was
25, his wife died in childbirth and in his grief, Roosevelt
made his first trip to the Dakota Bad Lands. When his guide
quit, he plunged ahead with no idea what to expect. He was
unprepared and might have died, but instead found a rugged
wilderness that restored his health and in many ways created
the man who later became president. Who could have guessed?
So how do we balance the impulse to "plunge ahead" with the
cautious advice to "look before you leap?"
First, understand and honor your unique personality. Some of
us are "planners." For them plans, research and a methodical
approach are required. Impulsive action doesn't work for
them, and that’s fine! But others are built for speed. They
see opportunity and want to act quickly. That’s good, too!
People are different and have different styles. Whatever
your preferred style, success comes from designing your life
and creating boundaries so you are (mostly) exposed to the
opportunities that work best for you.
But secondly, successful people understand and work with the
limitations of their preferred style.
Some things in life must be grasped instantly or they are
gone forever. Sometimes, if "you snooze, you lose!" and if
you are a planner, these quick opportunities won’t fit your
natural preferences. Design your life so that, as often as
possible, you have the time you need for thoughtful, careful
consideration.
Others prefer the drama and thrill of speed. If that’s your
preference, design systems that create lots of opportunities
where you can "grab and go." But, be aware of the downside
risk. Some impulses, like driving too fast, can end in
tragedy.
Finally, learn the art of flexibility. Few people are so
extreme one way or the other that we can’t make exceptions
when called for. Learn to analyze the true nature of the
situation, and respond accordingly. Even if you strongly
prefer careful planning, some situations call for immediate
action and that’s alright! Go for it! It’s good practice
and might, like Roosevelt’s ride into the Badlands, lead
to amazing results. Other situations require detailed
preparation and no matter how much your instinct is to jump
in quickly, caution is advised. Winners recognize the
difference and respond appropriately.
The key to success is not your inherent personality, but
using it to your advantage. Design a life that builds on
your strengths.
Friday, February 12, 2010
HAPPINESS
We seek it here, we seek it there. We seek happiness everywhere.
Yet it eludes us. All of our activities -- our pursuit of fame and fortune, our quest for meaningful relationships, our drive to build or change things -- are directed searches for this ephemeral state. We get there, but we can never heave a lasting sigh of relief because the feeling is gone almost immediately.
Can happiness be a permanent member of our household rather than an occasional and erratic visitor?
Think on this parable from psychotherapist and Jesuit priest Anthony de Mello:
"A group of tourists sits in a bus that is passing through gorgeously beautiful country; lakes and mountains and green fields and rivers. But the shades of the bus are pulled down. They do not have the slightest idea of what lies beyond the windows of the bus. And all the time of their journey is spent in squabbling over who will have the seat of honor in the bus, who will be applauded, who will be well considered. And so they remain till the journey's end."
Too many of us are like those tourists, engaged in petty power struggles while the true beauty of life lies all round us, unobserved and unappreciated.
I see this all the time in the seminars I conduct. I have the participants call out things that would make them happy, and I write them on a flip chart. The list grows to 50 or 100 items in minutes.
Wealth is a common desire. Not run-of-the-mill, garden-variety wealth but a fabulous fortune. A trophy spouse is also popular, though people rarely label it as such. Instead the ideal spouse is described as extraordinarily good-looking and, as a self-justifying afterthought, intelligent to boot.
Lots of other items come up, too, including travel, good health, great sex, friends, loving relatives, and interesting work.
The truth is, none of those things is necessary for happiness. None of them.
This is an extremely important point. Because all of those things are dependent on outside circumstances that will never be in your control. And doesn't that make the quest for them an extremely frail reed to lean on?
Don't confuse true happiness and soul-satisfying joy with the temporary satisfaction you get when you gratify your ego. Your happiness is not dependent on your wealth, your intelligence, or your abilities. Your happiness is not even contingent on your continued good health or having loving friends, relatives, or significant others.
In fact, happiness is already a part of your nature. There is nothing you have to get in order to be happy. All you have to do is allow your inner happiness to surface.
When I get to this point in my seminars, I generally have a revolution on my hands. How can people be happy if they live in extreme poverty? Or if they are afflicted with a painful disease? Or if they have no friends or loved ones? Or if they're in any other hypothetical situation along those lines?
Yet the statement holds. There is nothing you have to get in order to be happy.
One question remains. If happiness is our nature, why do we not experience it more often? Why are our lives filled with angst and sorrow?
The answer is simple: We have constructed mental models for ourselves in which happiness comes as a result of getting something -- money, power, fame, etc. In the reality that we have created and that we live in, our achievements define us. We are "better" if we are "successful."
The media reinforces those beliefs, subtly painting pictures of what successful and happy people have and look like. Your parents reinforced them too, imprinting on your mind that what they found valuable was what you should value. In all probability, they got their beliefs from their parents and accepted them without question. Your friends, relatives, teachers, classmates, and coaches all played a role. So did the movies and TV programs you watched, the books and magazines you read, the music you listened to, and what you observed in the world around you.
They all contributed to your mental model. And they succeeded because you did not question the beliefs and values they presented to you. But now, in your quest for happiness and freedom, you must question them.
When you want something -- and you get it -- there is a brief moment when you are content, when you are not your habitual wanting self. And in that moment, you experience the happiness that is always a part of you. You are content. And full. But the very next moment, some other desire raises its ugly head and you are off on another fruitless quest for happiness. It is a never-ending cycle.
The problem is that you do not realize why you experience that moment of happiness. You do not recognize that it is because, at that moment, you are free from want. The happiness springs from an acceptance of the Universe as it is. It is your innate nature bubbling forth in the absence of the bonds you put on it with your incessant demands.
Instead, you attribute the happiness you briefly felt to the acquisition of whatever it was that you got. And so you try to get the next thing, and the next thing, and the next thing.
If you go barreling through life, desperately doing things to make yourself "happy," happiness will elude you. It is like a puppy that runs away when you try to entice it to come to you. But as soon as you ignore it and start reading your newspaper, you feel its cold nose in your hand.
It really does work that way. You are bound by the things you own as long as you need them emotionally. The moment you sever this psychological link, you will experience freedom, a marvelous sense of liberation that cannot be described.
Think back to your life 10 years ago. You had a list of wants at that time, things you thought would bring you lasting happiness. Odds are, you now have many of them. Have they made you happier than you were back then? Probably not.
Pick any item you currently desire. Now imagine yourself as a 95-year-old person about to leave this world. From that perspective, does having that item really matter? Again, probably not.
Enjoy, truly enjoy, what you have. Strive for what you do not have but want. But strive joyfully, knowing that the pleasure is in the doing, not in the getting. If you succeed, wonderful. If you do not, still wonderful.
Wednesday, February 10, 2010
SERVICE CREATES PROFITS
Making money is an interesting hobby. There is lots of money
in the world, the world is awash with it. There is more
money floating around, changing hands and making more people
wealthy than ever before. Some say our Government is
actually giving it away! And yet, most of us think of making
money as "hard."
Here's a simple rule: Making money is hard; being of service
is easy.
And here's the brilliant corollary: If you serve people,
they will give you money!
Too many business people go directly for the money and find
it awfully hard to attract and keep. Money does not want to
be trapped or tricked or corralled. Money is a reward for
the service we provide to others and in some strange way, it
flows to those who serve.
Are a good business plan, good people and good products
important? Of course! But the primary focus must be on
providing value and serving your customer. If you do that,
and do it with honesty and with style and enthusiasm, the
money will follow. It always has and always will.
We all prefer doing business with people we like and trust.
We prefer doing business with people who make things easy,
who serve us well, and who stand behind their product or
service, and do it with a warm smile and lots of grace.
Only rarely is a deal based primarily on price. I routinely
drive past businesses (grocery stores, lawyers, repair
shops) who might offer a lower price in order to do business
where I feel comfortable and have confidence in the service
I'll receive. I bet you're the same way and in business, you
want to use that to your advantage.
Find a way to provide extraordinary service and the money
will follow. That's been my experience and I trust it. I
think it'll work for you, too.
in the world, the world is awash with it. There is more
money floating around, changing hands and making more people
wealthy than ever before. Some say our Government is
actually giving it away! And yet, most of us think of making
money as "hard."
Here's a simple rule: Making money is hard; being of service
is easy.
And here's the brilliant corollary: If you serve people,
they will give you money!
Too many business people go directly for the money and find
it awfully hard to attract and keep. Money does not want to
be trapped or tricked or corralled. Money is a reward for
the service we provide to others and in some strange way, it
flows to those who serve.
Are a good business plan, good people and good products
important? Of course! But the primary focus must be on
providing value and serving your customer. If you do that,
and do it with honesty and with style and enthusiasm, the
money will follow. It always has and always will.
We all prefer doing business with people we like and trust.
We prefer doing business with people who make things easy,
who serve us well, and who stand behind their product or
service, and do it with a warm smile and lots of grace.
Only rarely is a deal based primarily on price. I routinely
drive past businesses (grocery stores, lawyers, repair
shops) who might offer a lower price in order to do business
where I feel comfortable and have confidence in the service
I'll receive. I bet you're the same way and in business, you
want to use that to your advantage.
Find a way to provide extraordinary service and the money
will follow. That's been my experience and I trust it. I
think it'll work for you, too.
Monday, February 8, 2010
HOW TO THRIVE IN CHAOTIC WORLD
I've noticed an interesting paradox: The most effective,
most successful people I've worked with seem to have two
things in common. They seem comfortable, challenged, even
exhilarated by chaos, and yet they maintain balance and
tranquility in their lives. It's a amazing set of skills!
The most effective people seem to thrive in a world of chaos
and constant change. They understand life is not actually
"chaotic," that the laws of cause-and-effect still apply,
but they live as if turmoil and confusion are normal! They
know that results are based on intelligent action and
focused effort, while they develop superb skills to "play
and win" in a chaotic, often contradictory world.
They are unusually comfortable with ambiguity. They know
they will never have enough information. They know the rules
are often out of date before they are even published, and
yet they thrive.
In the midst of chaos, they go quietly about their business.
When others are losing control, they remain calm. When
others panic, they have a cup of tea and contemplate their
next strategic move. They often move quickly, but always
with a sense of confidence, power and grace. How can
this be?
In this regard, I'm intrigued by the TV show, "Desperate
Housewives." Millions of people identify with the chaos and
confusion of the over-worked mother with hyper-active kids
or the dizzy divorcee.
Obviously the show is designed for drama and ratings, but
what deeply troubles me is the level of wealth, beauty and
"success" the characters seem to enjoy. People with
confused, chaotic lives rarely live that well! The WINNERS
in life do not live with over-whelm and dysfunction. They
have to get things done!
Several things are necessary to thrive in the midst of
chaos:
1. Exceptional boundaries. This is where the "desperate"
housewives go astray because they seem to have no boundaries
at all. Winners close their doors and ignore disruptions.
They turn off the phone and claim their space. They know
where they are going and tolerate few distractions.
2. Exceptional vision. Winners know their priorities and
their desired outcomes. They know what they want and they
can see, taste, smell and almost touch their results in
advance. They have goals and tasks rather than mere hopes or
wishes.
3. Exceptional self-direction. Winners are in charge of
their lives and chaos around them is just that -- other
people's chaos swirling around them, while they maintain an
inner calm. They are not lost or confused about their
values, their priorities, their direction or their most
important daily tasks.
4. Exceptional optimism. They see chaos as opportunity.
Chaos "stirs the pot" and opens doors. Rather than annoying
or frustrating them, they love it! On a wild and windy day,
a rainbow may appear at any moment and they are eager to
welcome it.
5. Exceptional Reserves. They take care of themselves. They
eat well, rest often, save and invest wisely and when
opportunity knocks, they are waiting to answer the door.
They operate from strength and stability, while a chaotic
world wreaks havoc on the competition.
6. Exceptional response-ability. Rather than reacting from
stress, anger, fear or anxiety, they see a magnificent,
ever-changing world and respond quickly to once-in-a-
lifetime opportunities. "Desperate" people react; winners
respond.
John Lennon observed that "life is what happens while you
were making other plans." Life will not wait until we are
ready or until we catch our breath. Winners learn to thrive
on chaos. They see and seize opportunities, and love the
wild ride. They recognize the risks and enjoy the drama,
while operating from a place of inner calm. In a world
swirling with change and chaos, winners keep their balance,
take care of themselves and focus on their goals.
most successful people I've worked with seem to have two
things in common. They seem comfortable, challenged, even
exhilarated by chaos, and yet they maintain balance and
tranquility in their lives. It's a amazing set of skills!
The most effective people seem to thrive in a world of chaos
and constant change. They understand life is not actually
"chaotic," that the laws of cause-and-effect still apply,
but they live as if turmoil and confusion are normal! They
know that results are based on intelligent action and
focused effort, while they develop superb skills to "play
and win" in a chaotic, often contradictory world.
They are unusually comfortable with ambiguity. They know
they will never have enough information. They know the rules
are often out of date before they are even published, and
yet they thrive.
In the midst of chaos, they go quietly about their business.
When others are losing control, they remain calm. When
others panic, they have a cup of tea and contemplate their
next strategic move. They often move quickly, but always
with a sense of confidence, power and grace. How can
this be?
In this regard, I'm intrigued by the TV show, "Desperate
Housewives." Millions of people identify with the chaos and
confusion of the over-worked mother with hyper-active kids
or the dizzy divorcee.
Obviously the show is designed for drama and ratings, but
what deeply troubles me is the level of wealth, beauty and
"success" the characters seem to enjoy. People with
confused, chaotic lives rarely live that well! The WINNERS
in life do not live with over-whelm and dysfunction. They
have to get things done!
Several things are necessary to thrive in the midst of
chaos:
1. Exceptional boundaries. This is where the "desperate"
housewives go astray because they seem to have no boundaries
at all. Winners close their doors and ignore disruptions.
They turn off the phone and claim their space. They know
where they are going and tolerate few distractions.
2. Exceptional vision. Winners know their priorities and
their desired outcomes. They know what they want and they
can see, taste, smell and almost touch their results in
advance. They have goals and tasks rather than mere hopes or
wishes.
3. Exceptional self-direction. Winners are in charge of
their lives and chaos around them is just that -- other
people's chaos swirling around them, while they maintain an
inner calm. They are not lost or confused about their
values, their priorities, their direction or their most
important daily tasks.
4. Exceptional optimism. They see chaos as opportunity.
Chaos "stirs the pot" and opens doors. Rather than annoying
or frustrating them, they love it! On a wild and windy day,
a rainbow may appear at any moment and they are eager to
welcome it.
5. Exceptional Reserves. They take care of themselves. They
eat well, rest often, save and invest wisely and when
opportunity knocks, they are waiting to answer the door.
They operate from strength and stability, while a chaotic
world wreaks havoc on the competition.
6. Exceptional response-ability. Rather than reacting from
stress, anger, fear or anxiety, they see a magnificent,
ever-changing world and respond quickly to once-in-a-
lifetime opportunities. "Desperate" people react; winners
respond.
John Lennon observed that "life is what happens while you
were making other plans." Life will not wait until we are
ready or until we catch our breath. Winners learn to thrive
on chaos. They see and seize opportunities, and love the
wild ride. They recognize the risks and enjoy the drama,
while operating from a place of inner calm. In a world
swirling with change and chaos, winners keep their balance,
take care of themselves and focus on their goals.
Quotes of the Week
"If you are clear about what you want, the world responds
with clarity." -- Loretta Staples
"Fear is nothing except a drain of energy and not a power
unto itself. Trust in yourself, for therein lies the true
power." -- Lori Hard
"Enthusiasm finds the opportunities, and energy makes the
most of them." -- Henry Hoskins"
"I couldn't wait for success, so I went ahead without it."
-- Jonathan Winters
"If you are clear about what you want, the world responds
with clarity." -- Loretta Staples
"Fear is nothing except a drain of energy and not a power
unto itself. Trust in yourself, for therein lies the true
power." -- Lori Hard
"Enthusiasm finds the opportunities, and energy makes the
most of them." -- Henry Hoskins"
"I couldn't wait for success, so I went ahead without it."
-- Jonathan Winters
Friday, February 5, 2010
SOLVE PROBLEMS LIKE A GENIUS
|
Wednesday, February 3, 2010
CONTROL, INFLUENCE AND ACCEPTANCE
I've been thinking a lot about the degree to which we
control our own destiny. Are we really in charge of our
lives, or do heredity, the environment, other people and
luck play a larger role than we like to admit?
When it comes to free will, it seems like we make our own
decisions. But we also know the power of habits and
influence. We know advertisers can manipulate us by
changing the packaging of a product. Every now and then I
find myself saying something and realize "that's my Dad's
voice!" (How strange!) Or, how about decisions to start or
stop some behavior, decisions that often seem to be ignored
in the rush of life? How do we account for this?
It seems we give ourselves a huge advantage if we are clear
about the things we control, the things we influence, and
the things over which we have little or no control.
For instance, it's tremendously empowering to accept and
use the control we have over our thoughts and attitudes.
Viktor Frankl noted that our ability to choose our attitude
in any situation is the "last human freedom." No one can
take that away from you, not even in a Nazi concentration
camp!
We can, to a remarkable degree, choose our thoughts. Right
now, as you read this, take a moment to picture a big pink
elephant. Go on! You can do this! (Silly, right?) But not
so silly if you then choose to think about something more
useful. How about choosing to think about time with your
child, or success at work, or achieving your most important
goal? You can choose to worry about taxes or celebrate how
rich we are. Your choice.
Other things we can influence, but our control is much less
direct. My influence over government policy is pretty
minimal, but in a democracy I can vote (or not). I can call
or email my representatives, or not. My influence may be
minimal, but it is not zero!
I can influence my family, my friends, and I certainly
influence the environment in my home and office. Can I
control every detail? Of course not. But my words, my
attitude and my behaviors absolutely make a difference.
And that's vital! When I fail to exert my influence, I
lose my power. When I refuse to "play the game" I become,
to some degree and in some ways, power-less. And that's
not good! By persuasion and example, we have tremendous
influence. We can often make a huge difference, and success
and happiness in life depend on exerting our influence for
the best possible outcomes.
Finally, there are many things over which we have no
control. I cannot control or influence the weather. I have
little or no influence over the laws of nature or other
people's choices, attitudes or behaviors. And the sooner I
accept that and learn to live with it, the more successful
I can be.
Fighting against or resenting things we cannot control is
a mark of immaturity. Success people refuse to fight
against things that simply "are." I love the saying that
"reality never lies." It simply is. Successful people learn
to use everything that is -- natural resources, their time,
their talent, their skills, and the strengths of other
people -- to their advantage. When life puts a wall in
front of you, learn to go around, over, or through it. But
never beat your head against it!
Success begins with clear distinctions about the things I
can control, the huge number of things I can influence, and
accepting the things that simply "are." High achievers
insist on controlling their thoughts, attitudes and
behaviors. They attend the seminars, read the books, listen
to audio programs. They hang out with positive people and
surround themselves with models of success. Control the
things you can! Go where it's good.
And extend your influence where you can. Encourage others.
Teach them. Invite or challenge or coach for peak
performance. Some will decline or choose something
different and that's alright. But where you can, be an
influence for good. It may be a small thing, but together
let's use our influence for a better world!
Finally, accept the things you cannot control. Some things
just "are." Leave them alone, or use them to your advantage.
Admire their beauty or marvel at their stubbornness, but
do not get caught up in the drama of trying to move the
immovable object. It doesn't work out well.
control our own destiny. Are we really in charge of our
lives, or do heredity, the environment, other people and
luck play a larger role than we like to admit?
When it comes to free will, it seems like we make our own
decisions. But we also know the power of habits and
influence. We know advertisers can manipulate us by
changing the packaging of a product. Every now and then I
find myself saying something and realize "that's my Dad's
voice!" (How strange!) Or, how about decisions to start or
stop some behavior, decisions that often seem to be ignored
in the rush of life? How do we account for this?
It seems we give ourselves a huge advantage if we are clear
about the things we control, the things we influence, and
the things over which we have little or no control.
For instance, it's tremendously empowering to accept and
use the control we have over our thoughts and attitudes.
Viktor Frankl noted that our ability to choose our attitude
in any situation is the "last human freedom." No one can
take that away from you, not even in a Nazi concentration
camp!
We can, to a remarkable degree, choose our thoughts. Right
now, as you read this, take a moment to picture a big pink
elephant. Go on! You can do this! (Silly, right?) But not
so silly if you then choose to think about something more
useful. How about choosing to think about time with your
child, or success at work, or achieving your most important
goal? You can choose to worry about taxes or celebrate how
rich we are. Your choice.
Other things we can influence, but our control is much less
direct. My influence over government policy is pretty
minimal, but in a democracy I can vote (or not). I can call
or email my representatives, or not. My influence may be
minimal, but it is not zero!
I can influence my family, my friends, and I certainly
influence the environment in my home and office. Can I
control every detail? Of course not. But my words, my
attitude and my behaviors absolutely make a difference.
And that's vital! When I fail to exert my influence, I
lose my power. When I refuse to "play the game" I become,
to some degree and in some ways, power-less. And that's
not good! By persuasion and example, we have tremendous
influence. We can often make a huge difference, and success
and happiness in life depend on exerting our influence for
the best possible outcomes.
Finally, there are many things over which we have no
control. I cannot control or influence the weather. I have
little or no influence over the laws of nature or other
people's choices, attitudes or behaviors. And the sooner I
accept that and learn to live with it, the more successful
I can be.
Fighting against or resenting things we cannot control is
a mark of immaturity. Success people refuse to fight
against things that simply "are." I love the saying that
"reality never lies." It simply is. Successful people learn
to use everything that is -- natural resources, their time,
their talent, their skills, and the strengths of other
people -- to their advantage. When life puts a wall in
front of you, learn to go around, over, or through it. But
never beat your head against it!
Success begins with clear distinctions about the things I
can control, the huge number of things I can influence, and
accepting the things that simply "are." High achievers
insist on controlling their thoughts, attitudes and
behaviors. They attend the seminars, read the books, listen
to audio programs. They hang out with positive people and
surround themselves with models of success. Control the
things you can! Go where it's good.
And extend your influence where you can. Encourage others.
Teach them. Invite or challenge or coach for peak
performance. Some will decline or choose something
different and that's alright. But where you can, be an
influence for good. It may be a small thing, but together
let's use our influence for a better world!
Finally, accept the things you cannot control. Some things
just "are." Leave them alone, or use them to your advantage.
Admire their beauty or marvel at their stubbornness, but
do not get caught up in the drama of trying to move the
immovable object. It doesn't work out well.
Monday, February 1, 2010
PLAN FOR SUCCESS!
Remember the saying that those who fail to plan are
planning to fail? We have all heard it at one time or
another, and we know it's true, even though many of us act
as if it doesn't apply to us. Well, it does apply!
This week I had the opportunity to talk with a group of
unusually successful young entrepreneurs and the thing I
noted was their attention to detail. This particular group
is part of a network marketing, or "MLM" organization, and
they know exactly where they are going. Specifically, they
have written goals and strategies related to:
1. Identifying of their key niche. They know WHO to contact.
2. The number of prospects to contact each week.
3. A strategy and budget for reaching those prospects.
4. A detailed, documented sales presentation.
5. A follow-up strategy and a system to track it.
6. A training and mentoring program to nurture new members.
7. Clear, written long-range goals that are measured in
revenues, profits, investments, number of "associates" and
productivity per member.
No wonder this organization is growing and making money!
They have a plan that guides their daily activity and gives
them feedback about their performance.
Every business needs a plan, and this particularly applies
to self-employed professionals. It simplifies your daily
activities, automates your priorities, and lets you know
what's working and what isn't.
Have a plan. Write it down. Review and fine-tune it. Then,
every day in every way, work your plan! It's a proven path
to success.
If it's time to get serious about your success in 2010, get
a coach! The best athletes, artists, and business leaders
all use great coaches! Perhaps you should, too.
planning to fail? We have all heard it at one time or
another, and we know it's true, even though many of us act
as if it doesn't apply to us. Well, it does apply!
This week I had the opportunity to talk with a group of
unusually successful young entrepreneurs and the thing I
noted was their attention to detail. This particular group
is part of a network marketing, or "MLM" organization, and
they know exactly where they are going. Specifically, they
have written goals and strategies related to:
1. Identifying of their key niche. They know WHO to contact.
2. The number of prospects to contact each week.
3. A strategy and budget for reaching those prospects.
4. A detailed, documented sales presentation.
5. A follow-up strategy and a system to track it.
6. A training and mentoring program to nurture new members.
7. Clear, written long-range goals that are measured in
revenues, profits, investments, number of "associates" and
productivity per member.
No wonder this organization is growing and making money!
They have a plan that guides their daily activity and gives
them feedback about their performance.
Every business needs a plan, and this particularly applies
to self-employed professionals. It simplifies your daily
activities, automates your priorities, and lets you know
what's working and what isn't.
Have a plan. Write it down. Review and fine-tune it. Then,
every day in every way, work your plan! It's a proven path
to success.
If it's time to get serious about your success in 2010, get
a coach! The best athletes, artists, and business leaders
all use great coaches! Perhaps you should, too.
Quotes of the Week
"Worry is like a rocking chair -- it gives you something to
do, but it doesn't get you anywhere." -- Dorothy Galyean
"Do not go where the path may lead, go instead where there
is no path and leave a trail." -- Ralph Waldo Emerson
"Don't be afraid your life will end; be afraid that it will
never begin." -- Grace Hansen
"Dance like no one's watching, love like you'll never be
hurt, sing like no one's listening, live like it's heaven
on earth." -- William Pukey
"Worry is like a rocking chair -- it gives you something to
do, but it doesn't get you anywhere." -- Dorothy Galyean
"Do not go where the path may lead, go instead where there
is no path and leave a trail." -- Ralph Waldo Emerson
"Don't be afraid your life will end; be afraid that it will
never begin." -- Grace Hansen
"Dance like no one's watching, love like you'll never be
hurt, sing like no one's listening, live like it's heaven
on earth." -- William Pukey
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