Friday, December 17, 2010


Raise your hand if you had a tough year? Are you better for it?

I have discovered this year, more than any other, that if you bust your butt and keep your head down eventually the hard times will pass. Seth Godin calls it getting through The Dip. His contention that we put forth the majority of our effort before we give up. This practice repeated becomes a whole lot of effort with little result. One of my least favorite sayings is, "Let's not confuse effort with results"...unfortunately it is a point well taken.

In these times of economic decline, foreclosure, marital turmoil and career uncertainty; you must be stronger than ever! You cannot hide in a bar, blow off your next task or pretend to hope your troubles away. You have to put your head down and try harder than ever!

I have seen men cry. They feel sorry for themselves because they have tried harder than ever and are not measuring up. It is difficult to see people in this spot. Unfortunately, we are the product of our effort. If we have tried harder than ever and are still not measuring up, we need to adjust our approach....and try even harder!

Before others Love you...You have to Love Yourself!

Here's How:
Hide Your Despair
Get a Whiteboard
Talk to Strangers

Say Great!
When people ask how you are doing they seldom care what your answer might be. It's a salutation not an invitation to dictate your life story. Tell them "Great"!

Most people are polite enough to hear you out. But, when you leave the table they probably roll their eyes. Stay upbeat, keep up appearances, and save your tears for God!

Document and Revise
My sales results improved drastically when I implemented a sales strategy. Sounds like a no-brainer but many people go into a client, talk about how great they are, and wait for a decision. Wrong!

The way you find a genuine solution is by researching your client, listening to their challenges and re-formatting your game plan each time you step on the field. Get good at researching, develop a strategic approach and save your prayers for God!

Unlikely Friends
Some of the best advise I have gotten about my career are from hair dressers and bar tenders. You never know who might present an angle you haven't considered.

Sometimes we get so trapped in our world that we forget to listen. We try to address problems that are not there. We become slaves to our process and we come off as know-it-alls (not experts). Your clients appreciate your listening skills more than your presentation skills.

The year 2010 is concluding...2008 and 2009 are gone as well. All we have is the future. Things are going to get better, but you have to keep working hard! The simple message I can leave you with is:

Beating up on yourself only makes your critics job easier!

Don't Forget to Remember!


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