The difference between "Knowledge" and "Wisdom"
Why do some "know" what to do but others "execute?"
There is a huge gap today between what people "know" and what people actually "practice." I was working with a group of real-estate sales agents and asked the audience, "Who here likes to go running?” Of the 200 people 10 people actually liked running. Of the 190 that remained, I asked, "Do you run even though you don't like it?" Zero hands went up. It dawned on me that if you don’t like to do something like make "Cold Calls", you simply don't do them. If you like to run you will learn how to be really good at it. If you like to prospect you will want to get really good at it, too.
So, how does someone become "wise"? Age does not guarantee wisdom; if it did then we would see many more healthy elderly people. So that being said, what you "practice" you become! Practice does not "make Perfect” practice makes "permanent” If you practice poor eating habits you will be unhealthy, even though you may know what is good for you. If you are playing tennis and you hit the ball in the net 100 times, you just learned how to hit the ball in the net 100 times.
The results that you have are a direct reflection of what you are "practicing" on a consistent basis. So, why do some people love to run? They simply have reasons to support their choice and strategies that make them love it.
If you want to love what most people hate, (like cold calling), all you have to do is find someone that loves it and do what they do. The best way to "get motivated" is to be around someone that is already motivated.
To be wise you must think the thoughts of the wise ones, "practice" the disciplines that they possess, and you will become that which you "practice!"
Friday, December 30, 2011
Life is like a mirror, we get the best results when we smile at it!
Lets talk about Rejection, yuck! Nobody likes this word but in some cases it is a sign of something better to come for you.
I’ve had a past client approach me about doing some work for the company and I was excited because I knew that I could do a stellar job. When it came time to negotiate the amount of money they were willing to pay it was so insulting I would have preferred that they just asked me to help them out free of charge. I declined to take the job because I felt rejected. I just shrugged it off. One thing I know for sure, is that if you get rejected (by a guy, a girl, a company or a family member) the good news is God has something better for you. It’s like your being protected because God may take something from you that you may rightfully deserve, but he may take it from you to do a “trade up”. It’s kind of like trading in a leased car for the newer version. There is always something better! The company that rejected didn’t see my value by paying me what I was worth never did come back. To my advantage I was given other jobs that were 10x the amount and a fraction of the time and effort.
At my yoga class this week the instructor said something profound. She said if you couldn't breathe and smile at the same time, pull out of the pose. Sometimes in pulling yourself out of a stressful situation you can gain more perspective.
I’ve been told early on in my career that you are never paid what you are worth; you are paid based on how well you negotiate. So, I would ask you, what are you negotiating in your life? Are you settling for a relationship that you know isn’t really that great for the sake of a warm body and a full calendar? Are you negotiating (Trading time for money) even though you hate what you are doing? Are you settling for a lazy body because you’ve failed at every diet and thus gave up? Maybe you’re negotiating on someone’s faults and not recognizing their value and dialoging over meaningless things like how to survive and not thrive.
One of the most powerful techniques in negotiation is certainty. It’s been said, “The power in all relationships lies in who cares less.” But I would argue that power isn’t happiness and sometimes it’s in caring more for another person that brings real joy.
So, if you’ve been rejected, just know that rejection is God’s protection and he always does a “trade up” in value. Keep your heart right in all things, for life can change so quickly. If you keep your heart right your life will be light and joyful. You can have a spring in your step even though you may be walking through a valley. If there is someone that you hurt or someone that you didn’t appreciate or took for granted and you are rejecting them because you may be hurting. Be the bigger person and make things right. For you may win the battle but in the end you will lose the war and power does Not = happiness.
Psalm 23
The Lord is my shepherd, I shall not want.
He makes me lie down in green pastures;
He leads me beside quiet waters.
He restores my soul;
He guides me in the paths of righteousness for His name’s sake
Even though I walk through the valley of the shadow of death,
I fear no evil, for you are with me;
Your rod and your staff, they comfort me.
You prepare a table before me in the
Presence of my enemies;
You have anointed my head with oil;
My cup overflows.
Surely goodness and loving-kindness will
Follow me all the days of my life,
And I will dwell in the house of the Lord forever.
The Excellence of Love
Love is patient, love is kind and is not jealous; love does not brag and is not arrogant, does not act unbecomingly; it does not seek it’s own, is not provoked does not take into account a wrong suffered, does not rejoice in unrighteousness, but rejoices with the truth; bears all things, believes all things, hopes all thing, endures all things. Love never fails
-The Bible
I’ve had a past client approach me about doing some work for the company and I was excited because I knew that I could do a stellar job. When it came time to negotiate the amount of money they were willing to pay it was so insulting I would have preferred that they just asked me to help them out free of charge. I declined to take the job because I felt rejected. I just shrugged it off. One thing I know for sure, is that if you get rejected (by a guy, a girl, a company or a family member) the good news is God has something better for you. It’s like your being protected because God may take something from you that you may rightfully deserve, but he may take it from you to do a “trade up”. It’s kind of like trading in a leased car for the newer version. There is always something better! The company that rejected didn’t see my value by paying me what I was worth never did come back. To my advantage I was given other jobs that were 10x the amount and a fraction of the time and effort.
At my yoga class this week the instructor said something profound. She said if you couldn't breathe and smile at the same time, pull out of the pose. Sometimes in pulling yourself out of a stressful situation you can gain more perspective.
I’ve been told early on in my career that you are never paid what you are worth; you are paid based on how well you negotiate. So, I would ask you, what are you negotiating in your life? Are you settling for a relationship that you know isn’t really that great for the sake of a warm body and a full calendar? Are you negotiating (Trading time for money) even though you hate what you are doing? Are you settling for a lazy body because you’ve failed at every diet and thus gave up? Maybe you’re negotiating on someone’s faults and not recognizing their value and dialoging over meaningless things like how to survive and not thrive.
One of the most powerful techniques in negotiation is certainty. It’s been said, “The power in all relationships lies in who cares less.” But I would argue that power isn’t happiness and sometimes it’s in caring more for another person that brings real joy.
So, if you’ve been rejected, just know that rejection is God’s protection and he always does a “trade up” in value. Keep your heart right in all things, for life can change so quickly. If you keep your heart right your life will be light and joyful. You can have a spring in your step even though you may be walking through a valley. If there is someone that you hurt or someone that you didn’t appreciate or took for granted and you are rejecting them because you may be hurting. Be the bigger person and make things right. For you may win the battle but in the end you will lose the war and power does Not = happiness.
Psalm 23
The Lord is my shepherd, I shall not want.
He makes me lie down in green pastures;
He leads me beside quiet waters.
He restores my soul;
He guides me in the paths of righteousness for His name’s sake
Even though I walk through the valley of the shadow of death,
I fear no evil, for you are with me;
Your rod and your staff, they comfort me.
You prepare a table before me in the
Presence of my enemies;
You have anointed my head with oil;
My cup overflows.
Surely goodness and loving-kindness will
Follow me all the days of my life,
And I will dwell in the house of the Lord forever.
The Excellence of Love
Love is patient, love is kind and is not jealous; love does not brag and is not arrogant, does not act unbecomingly; it does not seek it’s own, is not provoked does not take into account a wrong suffered, does not rejoice in unrighteousness, but rejoices with the truth; bears all things, believes all things, hopes all thing, endures all things. Love never fails
-The Bible
Let your heart see, what you're eyes can't
Have you ever noticed that your “head” may be telling you one thing and your “heart” is telling you another?
Love is stronger than logic. This is true because think about someone you know that smokes cigarettes. Do they logically know it’s bad for them, yes? Smoking usually has an emotional attachment to it, otherwise anyone in his or her right mind would read the label and stay away. This applies to dating, do you know, or have you known someone that had dated a complete loser? You try to be the “voice of reason” but they continue to go back to the loser, why? Because there is an emotional connection. Logic will not win over the “will”. This is important to know in sales b/c if you sell just based on price you will seldom win. Have you ever bought something that you couldn’t afford? Why? Because we became emotional in one-way or another to the product.
“The road to hell is paved with good intentions…” Do your outcomes turn out as you have intended? Sometimes we want something but our method of getting what we want might not work. You may know someone like me, who wanted to stop drinking Diet coke for the past 5 years. My intentions were good and innocent, but my method of getting what I wanted did not work. Many times our intentions are pure but our approach is flawed. You can’t fail unless you give up! I am happy to report to you that after changing my plan and approach, I am now Diet Coke free.
This week is about the peace that comes with being Thankful! Let us focus on what we do have. Make an effort to focus on "the heart" seeing, feeling and hearing words of joy. If you are angry "furious" towards anyone just make a small shift to being "curious" The brain is a linking mahine and 90% of all Text messages and emails are misinterpreted. If someone, a relative gets angry quickly that usually means that they are hurt. The more intense the anger the more hurt someone is. So, if someone is hurt give him or her a hug. It will make all the difference. If you hold on to pain if you don't forgive it's probable that you will become what you hate in others. As my mom always says, let go and let God!
-Forgive those that hurt you and love those that don’t deserve it –
I’ve been asked to send out more newsletters! I never in a million years thought I would be considered to be any type of writer, you know I would have been a 4.0 student if it wasn’t for English lol but sometimes the written word can clarify matters of the heart. These newsletters have been quite therapeutic for me so I’m glad that you enjoy them
The difference between knowledge and wisdom is ACTION!
Love is stronger than logic. This is true because think about someone you know that smokes cigarettes. Do they logically know it’s bad for them, yes? Smoking usually has an emotional attachment to it, otherwise anyone in his or her right mind would read the label and stay away. This applies to dating, do you know, or have you known someone that had dated a complete loser? You try to be the “voice of reason” but they continue to go back to the loser, why? Because there is an emotional connection. Logic will not win over the “will”. This is important to know in sales b/c if you sell just based on price you will seldom win. Have you ever bought something that you couldn’t afford? Why? Because we became emotional in one-way or another to the product.
“The road to hell is paved with good intentions…” Do your outcomes turn out as you have intended? Sometimes we want something but our method of getting what we want might not work. You may know someone like me, who wanted to stop drinking Diet coke for the past 5 years. My intentions were good and innocent, but my method of getting what I wanted did not work. Many times our intentions are pure but our approach is flawed. You can’t fail unless you give up! I am happy to report to you that after changing my plan and approach, I am now Diet Coke free.
This week is about the peace that comes with being Thankful! Let us focus on what we do have. Make an effort to focus on "the heart" seeing, feeling and hearing words of joy. If you are angry "furious" towards anyone just make a small shift to being "curious" The brain is a linking mahine and 90% of all Text messages and emails are misinterpreted. If someone, a relative gets angry quickly that usually means that they are hurt. The more intense the anger the more hurt someone is. So, if someone is hurt give him or her a hug. It will make all the difference. If you hold on to pain if you don't forgive it's probable that you will become what you hate in others. As my mom always says, let go and let God!
-Forgive those that hurt you and love those that don’t deserve it –
I’ve been asked to send out more newsletters! I never in a million years thought I would be considered to be any type of writer, you know I would have been a 4.0 student if it wasn’t for English lol but sometimes the written word can clarify matters of the heart. These newsletters have been quite therapeutic for me so I’m glad that you enjoy them
The difference between knowledge and wisdom is ACTION!
Stop Trying and Start Trusting
It's Monday morning, dreary out and this is for most people the worst part of their week. Why? Monday morning is when most suicides occur and people are found to be "most depressed". Maybe because they don't like their job or have some sort of struggle that they never expected in their life but it seems to be worse on mondays. So that being known I thought I would give you a boost!
I know one thing for certain, you will be blessed when you become a blessing! If you embrace your place and count the blessings that you do have those blessings will start to multiply. The grass is greener where you water it.
Now you might be thinking, I don't have any blessings look at how bad my situation is. I've heard the diagnosis and the prescription for your pain is praise. Praise means the most when you feel like doing it the least. Expect great things to happen in your future! If you have doubt that is the devil so don't feed that. Fill your self up with that which makes your light shine!
I know one thing for certain, you will be blessed when you become a blessing! If you embrace your place and count the blessings that you do have those blessings will start to multiply. The grass is greener where you water it.
Now you might be thinking, I don't have any blessings look at how bad my situation is. I've heard the diagnosis and the prescription for your pain is praise. Praise means the most when you feel like doing it the least. Expect great things to happen in your future! If you have doubt that is the devil so don't feed that. Fill your self up with that which makes your light shine!
Your situation doesn't have to improve for your gratitude to increase
"When one door closes another one always opens, but sometimes it’s hell in the hallways."
What to do when you are stuck in the hallway … and it’s hell?
What happens when things aren’t so awesome? Do you ever feel like you are in a valley, or worse, six feet deep in a ditch in a valley? Do you feel bitter because other people seem to have good fortune and you don’t? Are you feeling lost, wondering what you should be doing but not finding any answers? Have you lost your faith? Do you have a hard time trusting that “good things” will come your way because you‘ve been disappointed so many times? Do you feel stuck?
Good news! The deeper the valley, the higher the peak! Here is what to do:
Faith is making that cold call even though the odds are against you.
Go to the gym even though you might have so far to go.
Save money even though you have so little to begin with.
Start preparing for blessings to come. You will get nowhere through bitterness. You are not stuck; you are just on empty. Fill yourself up with that which inspires you to push forward.
I’ve spent wasted years, focused on what I’d lost, what could have been—really angry and bitter, but it got me nowhere. I think the greatest lesson I’ve ever learned was from something a friend said. What he said was (and this has been my theme in sales training): “Reduce your downtime.”
It doesn’t matter how far you fall down; the question is how long are you going to stay there? Christopher Reeves was interviewed and he said that everyday he allowed himself to grieve for 10 minutes—that’s it. How long are you going to stay down? How long are you going to let that person who did you wrong still affect you? Here’s the deal! My old response would have been: Well, that’s easier said than done. It’s too hard to focus on what’s going right because the bad over shadows it. You might not have the resources but I bet you are resourceful. This is where you don’t have to “fix” or do something about what things went wrong. You just need to fill up on what good things you have left! Change your direction! Change your environment; focus on what you do have. Now this can be hard when you think it feels like you have nothing left. One realization that is powerful to focus on is this:
Your situation doesn’t have to improve for your gratitude to increase.
What you focus on expands and if you focus on what you do have, (the customers who are working with you), that’s what will change your state. As a coach I hear story after story about how someone did someone else wrong. Every story seems to have the same emotional cycle. Anger comes form hurt and hurt comes from un-met expectations. To break this cycle, start to focus on what good things you have left.
What to do when you are stuck in the hallway … and it’s hell?
What happens when things aren’t so awesome? Do you ever feel like you are in a valley, or worse, six feet deep in a ditch in a valley? Do you feel bitter because other people seem to have good fortune and you don’t? Are you feeling lost, wondering what you should be doing but not finding any answers? Have you lost your faith? Do you have a hard time trusting that “good things” will come your way because you‘ve been disappointed so many times? Do you feel stuck?
Good news! The deeper the valley, the higher the peak! Here is what to do:
Faith is making that cold call even though the odds are against you.
Go to the gym even though you might have so far to go.
Save money even though you have so little to begin with.
Start preparing for blessings to come. You will get nowhere through bitterness. You are not stuck; you are just on empty. Fill yourself up with that which inspires you to push forward.
I’ve spent wasted years, focused on what I’d lost, what could have been—really angry and bitter, but it got me nowhere. I think the greatest lesson I’ve ever learned was from something a friend said. What he said was (and this has been my theme in sales training): “Reduce your downtime.”
It doesn’t matter how far you fall down; the question is how long are you going to stay there? Christopher Reeves was interviewed and he said that everyday he allowed himself to grieve for 10 minutes—that’s it. How long are you going to stay down? How long are you going to let that person who did you wrong still affect you? Here’s the deal! My old response would have been: Well, that’s easier said than done. It’s too hard to focus on what’s going right because the bad over shadows it. You might not have the resources but I bet you are resourceful. This is where you don’t have to “fix” or do something about what things went wrong. You just need to fill up on what good things you have left! Change your direction! Change your environment; focus on what you do have. Now this can be hard when you think it feels like you have nothing left. One realization that is powerful to focus on is this:
Your situation doesn’t have to improve for your gratitude to increase.
What you focus on expands and if you focus on what you do have, (the customers who are working with you), that’s what will change your state. As a coach I hear story after story about how someone did someone else wrong. Every story seems to have the same emotional cycle. Anger comes form hurt and hurt comes from un-met expectations. To break this cycle, start to focus on what good things you have left.
Thursday, September 29, 2011
Every Unguarded Strength is a Double Weakness
"What the heart is filled with the lips will overflow with"
I’ve decoded the secret to prosperity. It lies in one statement: “See your future as brilliant.” What does that mean? It means if you don’t have a compelling future you’ll fall susceptible to giving up. “People without a vision perish.” Considering the state of the economy. Sixty-three per cent of Americans say that they believe the best times are behind them; that the quality of their lives and their children’s lives will not be as good. The problem with this, is once you believe this, it becomes a self-fulfilling prophecy. When you stop trying, it becomes learned helplessness. Less than 20% of Americans feel they have control of their financial future. I’m sure if you’re reading this you are not one of those people. You can’t control what happens around you all of the time, and you can’t control what you think all of the time, in fact sometimes you can’t control what thoughts pop into your mind…but you can control what you “call to your mind!” That means it might be cloudy outside, your resources might be low, but guess what?
You can tap into your resourcefulness!
You can let your light shine inside of you. You can move forward with the strengths you have verses the weakness that you carry. If you don’t protect your precious valuables (your internal thoughts, feelings and precious memories), you succumb to weakness.
So … I have a little dog named Scoobie, and I have finally broken down and got a dog trainer. I have to say it’s been extremely fulfilling. I thought, “Yes I’m paying a lot of money for this trainer,” and I have to admit I didn’t really believe she (scoobie) could be trained because if any of you have spent time with me and Scoobie, you would know my dog associates carpet to the “bathroom”; she is nicknamed the “Pee Monster” lol.
So we started off teaching her to sit, MIRACLE alert…it worked. Scoobie now started to sit when I told her to. And before I knew it, Scoobie started coming to me when I said “come.” Now I will tell you right off that it’s “Scoobie’s world” and I live in it. She has a mind of her own but it’s fascinating to watch her actually get trained.
Maybe it’s time to train your mind? When you need to go to the gym do you actually go, regardless of how you feel, or do you succumb to your feelings? I’m a big believer that we must walk by faith…not by feelings. When you need to “cold call,” do you do it with enthusiasm or do you find excuses? You might pick up the phone but if you don’t train yourself how to get filled up with enthusiasm during that time, in my opinion it would be better to take the day off and get Happy. The old saying, “It’s not what you say, it’s how you say it” is equally true. It’s not doing it…it’s how you are doing it! You can have two sales people and one person is excited about selling and the other is not. They both are required to make the same number of calls…but one makes more money…you get the picture…Could you use some training?
____________________________
I’ve decoded the secret to prosperity. It lies in one statement: “See your future as brilliant.” What does that mean? It means if you don’t have a compelling future you’ll fall susceptible to giving up. “People without a vision perish.” Considering the state of the economy. Sixty-three per cent of Americans say that they believe the best times are behind them; that the quality of their lives and their children’s lives will not be as good. The problem with this, is once you believe this, it becomes a self-fulfilling prophecy. When you stop trying, it becomes learned helplessness. Less than 20% of Americans feel they have control of their financial future. I’m sure if you’re reading this you are not one of those people. You can’t control what happens around you all of the time, and you can’t control what you think all of the time, in fact sometimes you can’t control what thoughts pop into your mind…but you can control what you “call to your mind!” That means it might be cloudy outside, your resources might be low, but guess what?
You can tap into your resourcefulness!
You can let your light shine inside of you. You can move forward with the strengths you have verses the weakness that you carry. If you don’t protect your precious valuables (your internal thoughts, feelings and precious memories), you succumb to weakness.
So … I have a little dog named Scoobie, and I have finally broken down and got a dog trainer. I have to say it’s been extremely fulfilling. I thought, “Yes I’m paying a lot of money for this trainer,” and I have to admit I didn’t really believe she (scoobie) could be trained because if any of you have spent time with me and Scoobie, you would know my dog associates carpet to the “bathroom”; she is nicknamed the “Pee Monster” lol.
So we started off teaching her to sit, MIRACLE alert…it worked. Scoobie now started to sit when I told her to. And before I knew it, Scoobie started coming to me when I said “come.” Now I will tell you right off that it’s “Scoobie’s world” and I live in it. She has a mind of her own but it’s fascinating to watch her actually get trained.
Maybe it’s time to train your mind? When you need to go to the gym do you actually go, regardless of how you feel, or do you succumb to your feelings? I’m a big believer that we must walk by faith…not by feelings. When you need to “cold call,” do you do it with enthusiasm or do you find excuses? You might pick up the phone but if you don’t train yourself how to get filled up with enthusiasm during that time, in my opinion it would be better to take the day off and get Happy. The old saying, “It’s not what you say, it’s how you say it” is equally true. It’s not doing it…it’s how you are doing it! You can have two sales people and one person is excited about selling and the other is not. They both are required to make the same number of calls…but one makes more money…you get the picture…Could you use some training?
____________________________
Tuesday, December 14, 2010
Sales Statistics - What it takes to be successful in todays market!
Is it the economy or is it me? Sales Statistics that will move you to action!
We’ve all heard sales’ is a numbers game. And in today’s market sales professionals that follow the rules are succeeding. If you call a prospect up to three times your success ratio is only 5%. Only 12% of sales people even call three times. Why? Could it be that businesses are screaming for true sale professionals? I would say absolutely! The definition of an order taker is: To facilitate a sale that would have occurred anyway. The economy is highlighting good and bad habits. Here’s the good news; your success ratio jumps to 80% when you practice the discipline of calling your prospect a minimum of 5 times. In fact 80% of all sales are made on the 5th -12th contact. So, why do most sales people fail to follow this basic law of sales? The answer is, by choice. But why would someone choose to fail? I would answer that by saying why would anyone in his or her right mind smoke a cigarette? It says on the box that you will basically die from it. The answer is we do more to avoid pain then to gain pleasure. So, if a sales person does not like to pick up the phone, then they will go out of their way to avoid the phone, ie e-mailing etc. If a sales person likes to pick up the phone, then they will more than likely succeed in today’s market.
If you want to decide the size of your pay check and not let the economy or past choices (excuses) hold you back, then join us for our 10 week sales coaching program.
We’ve all heard sales’ is a numbers game. And in today’s market sales professionals that follow the rules are succeeding. If you call a prospect up to three times your success ratio is only 5%. Only 12% of sales people even call three times. Why? Could it be that businesses are screaming for true sale professionals? I would say absolutely! The definition of an order taker is: To facilitate a sale that would have occurred anyway. The economy is highlighting good and bad habits. Here’s the good news; your success ratio jumps to 80% when you practice the discipline of calling your prospect a minimum of 5 times. In fact 80% of all sales are made on the 5th -12th contact. So, why do most sales people fail to follow this basic law of sales? The answer is, by choice. But why would someone choose to fail? I would answer that by saying why would anyone in his or her right mind smoke a cigarette? It says on the box that you will basically die from it. The answer is we do more to avoid pain then to gain pleasure. So, if a sales person does not like to pick up the phone, then they will go out of their way to avoid the phone, ie e-mailing etc. If a sales person likes to pick up the phone, then they will more than likely succeed in today’s market.
If you want to decide the size of your pay check and not let the economy or past choices (excuses) hold you back, then join us for our 10 week sales coaching program.
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