The difference between the elite and the pretty good?
I think you'd be amazed at the difference between the two.
Today, at the gym, a young guy I've seen in there around lunchtime a few times was working out. This is the third day in a row I've seen him at Four Seasons. He's hard to miss, really...he's got a long blond pony tail and he's ripped to shreds. He's not only ripped, he's a fairly big dude as well.
My mind starts racing.."My workouts are normally pretty intense, but I don't look anything like this guy." I'd love to, but I don't. My brain instantly starts firing away with questions when I notice someone who's achieving better results than I am in any specific aspect of life. This guy is obviously getting much greater results.
I start to lock in on his workout, to see what he's doing versus the rest of us. He must be doing something different. I figure I'll learn something from this guy. He's obviously working legs today. Started with squats on the smith machine...a light warmup set at 135 lbs x 10 reps; then a set at 185 lbs x 10 reps with pretty mild intensity; then up to 225 lbs x 10 reps with hard focus and intensity; then 275 x 6 reps with blow out focus and intensity...he was gassed after this last set.
He moved to leg press and executed a similar strategy....4 different exercises, building the weight and pushing it pretty damn hard. Then on to leg curls...same deal. Then to calves...same deal.
Point is, his workout routine is really pretty similar to most other guys. He's not screaming his head off, like a lot of those goofballs do. He's simply pushing the envelope. Nothing flashy or over the top. Just a nice, focused effort in which he seemed to push his limits, but didn't look to kill himself.
In comparing him to most other guys, the difference is really pretty slight. I see a ton of guys come in there and execute a similar routine. Squats at 135 to start, up to 225. They seem to push themselves pretty hard as well. They're struggling at least, similar to this super fit guy. They run through many of the same exercises, yet their results aren't even in this guy's ballpark. I'm fairly confused at this point.
So, I ask him. I clue him in on what I'm after-what do you do versus everyone else in here, to give you the physique? His response was this..."Man, I see so many different guys cycle through this gym. This guy will come in for a couple of days, then disappear for a week. Then he'll come back for a day, then he's gone again for a few days. Same deal with this guy. He's in for a day, then gone for a few days. And he kills himself when he does show up. My guess is he's so sore, he thinks he's too sore to come back in. It takes consistency and it takes dedication. This isn't an option for me, dude, I want to look this way, so I gotta get in here..simple as that...OH, and diet. I eat clean". Imagine that.
His success in building a ripped body has come from the same principles we espouse in our businesses and careers. We have to be consistent in executing the fundamentals that drive the results. Earth shattering. I should've known better....Simple Disciplines.
Besides being consistent, this guy finishes his workout every single time. He doesn't get halfway through his workout and bail. He sees it through. Exactly what 90 Days to Discipline is all about.
Flip the switch
Wednesday, February 17, 2010
Tuesday, February 16, 2010
Some difficult questions
I've asked you to create a vision for your life as part of this 90 Days to Discipline, so you'll have a compelling image in your head to work toward. The more vivid your vision,the more compelling your reasons why, the better your results become in building this vision. Let's take this a step further...
When you visualize the various aspects of your vision and the goals associated with it, I want you to think about how it will feel when you accomplish them. For example, how will it feel when you get down to your goal weight? Write down your answers. How will you feel when you hit that annual income of $500,000? Jot down the things that come to mind when you put yourself in a real situation in which this has become real...maybe you and your wife are sitting down with your accountant or tax guy this time next year and you're looking at your return, and it says $511,000 in your W-2 space. Or, perhaps you're at the computer, booking a trip to Hawaii with a local travel agent for your family. Doesn't matter what it is, what matters is that you're visualizing yourself in a real circumstance in which you feel unbelievably proud because you hit your objective.
I'd like to offer a few of my own thoughts and processes for my visualization exercises....
My main health and fitness goal is to get my body to 165 lbs with less than 8% bodyfat. Each morning, during my focus session(My Morning Do) and each night(laying in bed), I can actually feel what it will be like to get up out of bed each morning with a lean abdomen. My reflection in the mirror is impressive, with a chiseled chest and abs(hokey, I know).
I envision myself playing basketball at Noon Ball at IWU, and I have that explosive first step I had when playing in high school. I can feel myself getting up on the rim, pulling down rebounds like back in the day.
I picture a scenario in which I come off the golf course with my buddies in the summer and join the wives and kids at the pool. My shirt comes off immediately because I'm the most ripped dude out there-including the 18 year old kids who are back from school. One of the guys in my foursome is kind of an asshole and is competitive with me, so I love the look on his face when I strip off the shirt and he gets a gander at how jacked up I've become. Then, I catch a glimpse of the whole group of wives checking me out, most of whom are trying to do it on the sly, so their hubbies don't feel insignificant. It's this kind of vivid imagery that turns this goal into a white-hot obsession in my mind.
On the business/financial side, I go through a similar process. My mind takes me to my office-a blown up version of what I have now. The office is large with the most exquisite mahogany, custom-crafted woodwork. The decor is simple, yet elegant. Absolutely no clutter and it's easy discernable that the guy residing in the office is in control of not only himself, but his team and companies.
I enter the boardroom for a weekly strategy session with my Core Group. We discuss direction of each division and the progress they're making. We cover only high-level topics...financials, strategy, people, and the systems we utilize to make it all happen. I conduct the meeting and keep it on topic, moving swiftly from point to point, making big decisions quickly once all the relevant information is gathered and considered.
I see myself driving the car I want so badly. I picture myself flying a private jet to look at a potential acquisition in California....
I'm talking very specific details. What's most important is I know exactly how it will FEEL to be this guy, to do what he does, and to have what he has.
The whole point is to transition our vision into a burning obsession within us. I know the detail I go into during my viz sessions is crazy and it may seem extreme. Fact is, it's working.
I want to take you down a different path, now. I want you to ask yourself a few different questions...like what will it feel like if you don't follow through? On the health and fitness side, what will it feel like this summer when you're wanting to swim at the family birthday party, but your little man boobs are hanging down for the kids to see? Maybe one of the younger boys makes a comment..."Uncle Greg, you look like you need a bra". Devastating. Or maybe your buddy peels his shirt off, this is the guy you are friends with but you kind of can't stand, and you catch your wife looking him up and down? That'll sting a little. Maybe your son looks embarassed when you take your shirt off. He sees your buddy and says..."whoa, mr james is totally ripped dad". You feel about an inch tall.
How about on the financial side? Your daughter turns 16, about the same time her best friend also turns 16, her friend's dad buys her a brand new VW convertible and gives it to her with a big red bow. Meanwhile, your daughter isn't getting a car, because you're late on the $280 payment on your beater. Think of how you will feel in that scenario. How will your little girl feel? Her sweet 16 may not be as sweet as her friend's?
How about this...ever wonder if your wife is willing to put up with struggling financially for the rest of her life? While they may not come out and say it...women want the finer things. They may not need 3 carat stones in their ears, but they sure want more than to scrape by every single month, because you haven't figured out how to get control over yourself-your emotions, your negative thoughts.
WOW, I'm actually depressed writing this. But, this is critical to consider. There is a price for everything. Everything we do, everything we don't do. We have to take a good, hard look inward every once in a while, to make sure we're on track. Now, I am a huge believer in moving TOWARDS good things, not moving away from bad things. But, I had to bring these tough questions to the forefront. It had been a while since I looked at the cost of inaction...and that cost, as we now see, can be great.
So, moving forward, let's stay locked in on the compelling vision for our lives. Be detailed, be specific in your viz process. Then, work like hell on the Simple Disciplines we've outlined. We must think big(vision) and execute the fundamentals, all while acting as if. We will get there.
Flip the switch
When you visualize the various aspects of your vision and the goals associated with it, I want you to think about how it will feel when you accomplish them. For example, how will it feel when you get down to your goal weight? Write down your answers. How will you feel when you hit that annual income of $500,000? Jot down the things that come to mind when you put yourself in a real situation in which this has become real...maybe you and your wife are sitting down with your accountant or tax guy this time next year and you're looking at your return, and it says $511,000 in your W-2 space. Or, perhaps you're at the computer, booking a trip to Hawaii with a local travel agent for your family. Doesn't matter what it is, what matters is that you're visualizing yourself in a real circumstance in which you feel unbelievably proud because you hit your objective.
I'd like to offer a few of my own thoughts and processes for my visualization exercises....
My main health and fitness goal is to get my body to 165 lbs with less than 8% bodyfat. Each morning, during my focus session(My Morning Do) and each night(laying in bed), I can actually feel what it will be like to get up out of bed each morning with a lean abdomen. My reflection in the mirror is impressive, with a chiseled chest and abs(hokey, I know).
I envision myself playing basketball at Noon Ball at IWU, and I have that explosive first step I had when playing in high school. I can feel myself getting up on the rim, pulling down rebounds like back in the day.
I picture a scenario in which I come off the golf course with my buddies in the summer and join the wives and kids at the pool. My shirt comes off immediately because I'm the most ripped dude out there-including the 18 year old kids who are back from school. One of the guys in my foursome is kind of an asshole and is competitive with me, so I love the look on his face when I strip off the shirt and he gets a gander at how jacked up I've become. Then, I catch a glimpse of the whole group of wives checking me out, most of whom are trying to do it on the sly, so their hubbies don't feel insignificant. It's this kind of vivid imagery that turns this goal into a white-hot obsession in my mind.
On the business/financial side, I go through a similar process. My mind takes me to my office-a blown up version of what I have now. The office is large with the most exquisite mahogany, custom-crafted woodwork. The decor is simple, yet elegant. Absolutely no clutter and it's easy discernable that the guy residing in the office is in control of not only himself, but his team and companies.
I enter the boardroom for a weekly strategy session with my Core Group. We discuss direction of each division and the progress they're making. We cover only high-level topics...financials, strategy, people, and the systems we utilize to make it all happen. I conduct the meeting and keep it on topic, moving swiftly from point to point, making big decisions quickly once all the relevant information is gathered and considered.
I see myself driving the car I want so badly. I picture myself flying a private jet to look at a potential acquisition in California....
I'm talking very specific details. What's most important is I know exactly how it will FEEL to be this guy, to do what he does, and to have what he has.
The whole point is to transition our vision into a burning obsession within us. I know the detail I go into during my viz sessions is crazy and it may seem extreme. Fact is, it's working.
I want to take you down a different path, now. I want you to ask yourself a few different questions...like what will it feel like if you don't follow through? On the health and fitness side, what will it feel like this summer when you're wanting to swim at the family birthday party, but your little man boobs are hanging down for the kids to see? Maybe one of the younger boys makes a comment..."Uncle Greg, you look like you need a bra". Devastating. Or maybe your buddy peels his shirt off, this is the guy you are friends with but you kind of can't stand, and you catch your wife looking him up and down? That'll sting a little. Maybe your son looks embarassed when you take your shirt off. He sees your buddy and says..."whoa, mr james is totally ripped dad". You feel about an inch tall.
How about on the financial side? Your daughter turns 16, about the same time her best friend also turns 16, her friend's dad buys her a brand new VW convertible and gives it to her with a big red bow. Meanwhile, your daughter isn't getting a car, because you're late on the $280 payment on your beater. Think of how you will feel in that scenario. How will your little girl feel? Her sweet 16 may not be as sweet as her friend's?
How about this...ever wonder if your wife is willing to put up with struggling financially for the rest of her life? While they may not come out and say it...women want the finer things. They may not need 3 carat stones in their ears, but they sure want more than to scrape by every single month, because you haven't figured out how to get control over yourself-your emotions, your negative thoughts.
WOW, I'm actually depressed writing this. But, this is critical to consider. There is a price for everything. Everything we do, everything we don't do. We have to take a good, hard look inward every once in a while, to make sure we're on track. Now, I am a huge believer in moving TOWARDS good things, not moving away from bad things. But, I had to bring these tough questions to the forefront. It had been a while since I looked at the cost of inaction...and that cost, as we now see, can be great.
So, moving forward, let's stay locked in on the compelling vision for our lives. Be detailed, be specific in your viz process. Then, work like hell on the Simple Disciplines we've outlined. We must think big(vision) and execute the fundamentals, all while acting as if. We will get there.
Flip the switch
Monday, February 15, 2010
Don't get comfortable, stay on edge
The key, as I've mentioned in earlier posts, is to turn your vision into a white-hot, burning obsession in your gut and mind. Once your viz has evolved into a being of its own inside of you, it will start to manifest itself at a rapid pace. Results will happen, you will feel different-more confident, and you'll expect good things to happen.
The challenge with it becoming such an obsession is that it becomes uncomfortable. Many times during this growth process, I've found myself in moods and states that were less than calm places to be. The reason is because we have not arrived yet and it eats at us. This uncomfortable state is the beginning of getting everything you want.
Last Friday, at the end of my day(5:45pm), my brain was still running 100 miles per hour. The question "what else can I do right now to make a huge impact on my business?" occupied my thoughts, and I could not escape it. Frustration set in and I almost felt like I was going mad. Here it is, a Friday night, and I can't chill or at least get into weekend mode.
Then I realized, this is what it's like to be in the zone. Not the weekend zone, the zone in which I build a huge, profitable businesses that launch me toward my vision. It's this kind of unsettled state that drives us into massive action. 97% of the people in the world punch that timeclock at 4:00 or whatever time they get off on Friday, and they can't wait to start the weekend. They immediately set their job over to the side and get to playing, which is fine, ultimately. Everyone needs a break. But, it's become clear to me that only when we're uncomfortable do we have the sense of urgency to get to that elite level. We are capable of so much more..more calls, more energy, more desire to kick everyone's ass we compete with. This thing we do, or what some try to do, this growing and evolving into business and/or sales elite, requires crazy focus and energy. We have to find this state of wanting to close every deal that is out there...find it, cultivate it and close it!! I'm talking about living in a zone where no one can beat us. If a prospect passes on us, eff him. We'll find another deal, a better deal. This is the level of passion, focus, and urgency we need to find in order to create and build what we've set out to create and build.
Work with passion, with energy, with focus. Be that guy who shows up with that look of determination in his eye, the guy who know exactly what he wants and what he needs to do right now to get there.
Action: Get clear again on your vision. Who are you going to become? What type of life are you going to have? What house will your family live in? What cars will you drive? What will your business look like? Then, when you've refocused on what you want again, then lock in on WHY. The tasks we execute are not the focus here, they're the method. The vision is the focus and why we are building it...this is our driving force for all action we take. Stay crystal clear on the vision, but work your ass off on the Simple Disciplines.
Flip the switch
The challenge with it becoming such an obsession is that it becomes uncomfortable. Many times during this growth process, I've found myself in moods and states that were less than calm places to be. The reason is because we have not arrived yet and it eats at us. This uncomfortable state is the beginning of getting everything you want.
Last Friday, at the end of my day(5:45pm), my brain was still running 100 miles per hour. The question "what else can I do right now to make a huge impact on my business?" occupied my thoughts, and I could not escape it. Frustration set in and I almost felt like I was going mad. Here it is, a Friday night, and I can't chill or at least get into weekend mode.
Then I realized, this is what it's like to be in the zone. Not the weekend zone, the zone in which I build a huge, profitable businesses that launch me toward my vision. It's this kind of unsettled state that drives us into massive action. 97% of the people in the world punch that timeclock at 4:00 or whatever time they get off on Friday, and they can't wait to start the weekend. They immediately set their job over to the side and get to playing, which is fine, ultimately. Everyone needs a break. But, it's become clear to me that only when we're uncomfortable do we have the sense of urgency to get to that elite level. We are capable of so much more..more calls, more energy, more desire to kick everyone's ass we compete with. This thing we do, or what some try to do, this growing and evolving into business and/or sales elite, requires crazy focus and energy. We have to find this state of wanting to close every deal that is out there...find it, cultivate it and close it!! I'm talking about living in a zone where no one can beat us. If a prospect passes on us, eff him. We'll find another deal, a better deal. This is the level of passion, focus, and urgency we need to find in order to create and build what we've set out to create and build.
Work with passion, with energy, with focus. Be that guy who shows up with that look of determination in his eye, the guy who know exactly what he wants and what he needs to do right now to get there.
Action: Get clear again on your vision. Who are you going to become? What type of life are you going to have? What house will your family live in? What cars will you drive? What will your business look like? Then, when you've refocused on what you want again, then lock in on WHY. The tasks we execute are not the focus here, they're the method. The vision is the focus and why we are building it...this is our driving force for all action we take. Stay crystal clear on the vision, but work your ass off on the Simple Disciplines.
Flip the switch
Look Around You
We become the average of the five people we associate with most. This is one of the primary principles of personal development. It's found in just about every book, tape, program, whatever else you may run into on this pursuit of personal growth. Never have I heard this philosophy challenged..ever. In Napolean Hill's classic THINK AND GROW RICH, he refers to this as one of the most influential moves in building the life or vision you want.
So, it's a widely-accepted principle or philosophy, yet it may be one of the least acted upon of all the success principles.
Want to know how much you weigh? Look at your five closest friends and average them out..you'll have your weight. Want to know how much money you earned last year? Look at your five closest buddies and average their earnings out...you'll have your answer. It's scary to think about. In fact, when I first read it, heard it, my eyes hit the floor, because I knew the answer. My unwillingness to get out of my comfort zone was hampering my ability and desire to expand and grow.
My life may just be an example of how this works, now...five years later from the point I just mentioned. Can I sit here and attribute my success to the peer group I now enjoy? Maybe. Maybe not. There is really no way of knowing what exactly moved me into action. I know, without question, that my wiring has changed, mainly as a result of my belief in myself and my fully expecting to do well.
What I want to offer is a few suggestions in changing your peer group. This may serve you, it may not. Here it is anyway....
First, you can't pick your family, but you can sure pick your friends. Pretty self-explanatory, I'm sure. But, the latter phrase is important. This will determine who you become, regardless of what you may believe. This can work for you, it can work against you. But, it's up to you...you have control over this.
How do I change my friends? Tough question...maybe the toughest question I've had to ask myself during the past five years of my life. This caused me a ton of short-term pain, but I had to let go. Negative, whiny people destroy our spirit. They drain the life out of every room, every person in that room unless you're accutely aware of what's happening. These are the same folks who shoot down any ideas you run past them. When they hear a plan you may have for starting a business, or applying for a job that's a stretch for you in your current position, they immediately want to bring you back down to earth. They start poking holes in what you're doing, or talking about doing. They insinuate you're not qualified or capable of what you're suggesting. They call it being "realistic" or "practical" and they almost act like they're doing you a favor. Fact is, they're scared shitless, and they're projecting their lack of confidence in their own abilities onto you, and most of the time they can't believe you have the gall to even suggest to them the idea you just spoke of.
Fact is, they're the ones that are trying to hold you back, so you don't pass them by. You have to let these folks go. You have no choice, you must let them go, or they will drag you down into their life, which is usually a life of poverty(barely getting by financially), fear(of being poor or being made to look like a failure), misery(by complaining that successful people are simply lucky, while the world has given them a bad hand), and inaction(never going out and trying anything). Let them go. You must.
When moving forward, you need to look for someone who is already who you want to become. This individual is doing what you want to do and has what you want to have in your life. They've got the deal you want for you and your family. Identify one of these guys or maybe even a couple of them, if you can find them.
Once you've got a couple of prospects, figure out what they do, where they hang out socially, and get around them. This is a highly simplistic approach, but in the end, this is what it boils down to. If he belongs to a certain club, join it...although it may cause you short-term pain financially. If he hangs out with a certain group, figure out a way to get in with one of the group.
The best angle to come from is the social angle. Truly successful guys like this, pretty much do everything within a circle of people. You must come to them through someone in that circle. This is the quickest way in, without question.
Your getting in with this individual or two is going to come down to how bad you want to get "in there". This is just like everything else that's worthwhile...if it were easy, everybody would be doing it. You must DECIDE you're going to do it, and you do whatever it takes. Plain and simple. You simply will not stop until you get in with these guys. But, again, you have to be invited in. Barreling down the door, stalking the dude, or worse..looking desperate, will result in horrific failure and defeat. You have to be invited in.
I can offer one suggestion. A guy I know wanted in with a certain group of money guys. This group was well-known for commercial development and real estate. My buddy went out and canvassed a ton of businesses, trying to cultivate leads for a new commercial development that these guys were plotting and preparing to build. The result was that my boy was able to bring four or five new businesses to the table to either lease space or purchase the lots these guys held. One of the pre-sold lots was to a bank he knew, they sold the lot for $700,000($610,00 profit) and agreed to have these guys' builder build the new bank branch for them. Long story short, this group of money men opened their inner circle to my buddy and they brought him in on the ownership side of the whole project....with no cash, just his sweat equity....killer effort on his part!
So, to sum up. Get rid of the folks who drag you down. If you can't totally lose them, decide to limit your time with them. Instead of speaking once per day, try keeping your contact with them at once per week. It'll do great things for your journey toward a better life...your vision. Then, find a guy who's got what you want and is doing what you want to do, and get yourself around him. Decide you will earn this spot. Be creative, be persistent, but be yourself.
Flip the switch
So, it's a widely-accepted principle or philosophy, yet it may be one of the least acted upon of all the success principles.
Want to know how much you weigh? Look at your five closest friends and average them out..you'll have your weight. Want to know how much money you earned last year? Look at your five closest buddies and average their earnings out...you'll have your answer. It's scary to think about. In fact, when I first read it, heard it, my eyes hit the floor, because I knew the answer. My unwillingness to get out of my comfort zone was hampering my ability and desire to expand and grow.
My life may just be an example of how this works, now...five years later from the point I just mentioned. Can I sit here and attribute my success to the peer group I now enjoy? Maybe. Maybe not. There is really no way of knowing what exactly moved me into action. I know, without question, that my wiring has changed, mainly as a result of my belief in myself and my fully expecting to do well.
What I want to offer is a few suggestions in changing your peer group. This may serve you, it may not. Here it is anyway....
First, you can't pick your family, but you can sure pick your friends. Pretty self-explanatory, I'm sure. But, the latter phrase is important. This will determine who you become, regardless of what you may believe. This can work for you, it can work against you. But, it's up to you...you have control over this.
How do I change my friends? Tough question...maybe the toughest question I've had to ask myself during the past five years of my life. This caused me a ton of short-term pain, but I had to let go. Negative, whiny people destroy our spirit. They drain the life out of every room, every person in that room unless you're accutely aware of what's happening. These are the same folks who shoot down any ideas you run past them. When they hear a plan you may have for starting a business, or applying for a job that's a stretch for you in your current position, they immediately want to bring you back down to earth. They start poking holes in what you're doing, or talking about doing. They insinuate you're not qualified or capable of what you're suggesting. They call it being "realistic" or "practical" and they almost act like they're doing you a favor. Fact is, they're scared shitless, and they're projecting their lack of confidence in their own abilities onto you, and most of the time they can't believe you have the gall to even suggest to them the idea you just spoke of.
Fact is, they're the ones that are trying to hold you back, so you don't pass them by. You have to let these folks go. You have no choice, you must let them go, or they will drag you down into their life, which is usually a life of poverty(barely getting by financially), fear(of being poor or being made to look like a failure), misery(by complaining that successful people are simply lucky, while the world has given them a bad hand), and inaction(never going out and trying anything). Let them go. You must.
When moving forward, you need to look for someone who is already who you want to become. This individual is doing what you want to do and has what you want to have in your life. They've got the deal you want for you and your family. Identify one of these guys or maybe even a couple of them, if you can find them.
Once you've got a couple of prospects, figure out what they do, where they hang out socially, and get around them. This is a highly simplistic approach, but in the end, this is what it boils down to. If he belongs to a certain club, join it...although it may cause you short-term pain financially. If he hangs out with a certain group, figure out a way to get in with one of the group.
The best angle to come from is the social angle. Truly successful guys like this, pretty much do everything within a circle of people. You must come to them through someone in that circle. This is the quickest way in, without question.
Your getting in with this individual or two is going to come down to how bad you want to get "in there". This is just like everything else that's worthwhile...if it were easy, everybody would be doing it. You must DECIDE you're going to do it, and you do whatever it takes. Plain and simple. You simply will not stop until you get in with these guys. But, again, you have to be invited in. Barreling down the door, stalking the dude, or worse..looking desperate, will result in horrific failure and defeat. You have to be invited in.
I can offer one suggestion. A guy I know wanted in with a certain group of money guys. This group was well-known for commercial development and real estate. My buddy went out and canvassed a ton of businesses, trying to cultivate leads for a new commercial development that these guys were plotting and preparing to build. The result was that my boy was able to bring four or five new businesses to the table to either lease space or purchase the lots these guys held. One of the pre-sold lots was to a bank he knew, they sold the lot for $700,000($610,00 profit) and agreed to have these guys' builder build the new bank branch for them. Long story short, this group of money men opened their inner circle to my buddy and they brought him in on the ownership side of the whole project....with no cash, just his sweat equity....killer effort on his part!
So, to sum up. Get rid of the folks who drag you down. If you can't totally lose them, decide to limit your time with them. Instead of speaking once per day, try keeping your contact with them at once per week. It'll do great things for your journey toward a better life...your vision. Then, find a guy who's got what you want and is doing what you want to do, and get yourself around him. Decide you will earn this spot. Be creative, be persistent, but be yourself.
Flip the switch
Sunday, February 14, 2010
Up the ante
Great week last week. Phenomenal, in terms of effort and results.
Constant improvement is the key to a great life. With this in mind, let's turn it up a notch this week. For the next five days, let's push it an extra 10%. Work out 10% harder. Make one more prospecting call, fit in one or two more sales calls. Read just a little more than last week. Blog a little better, with a little more thought put into our topic.
I'm sure you get the point. We have to grow, we have to improve, every single day. Ten percent guys. Let's get after it. This vision is real, we just have to bare down and execute these Simple Disciplines, and do it with faith and passion. Add in an extra ten percent, and there's no stopping us.
Right now is when most folks quit, they give up. Our group is committed, we will not fall off of this 90 Days to Discipline. We will be the few who DO, versus the many who TALK.
Flip the switch
Constant improvement is the key to a great life. With this in mind, let's turn it up a notch this week. For the next five days, let's push it an extra 10%. Work out 10% harder. Make one more prospecting call, fit in one or two more sales calls. Read just a little more than last week. Blog a little better, with a little more thought put into our topic.
I'm sure you get the point. We have to grow, we have to improve, every single day. Ten percent guys. Let's get after it. This vision is real, we just have to bare down and execute these Simple Disciplines, and do it with faith and passion. Add in an extra ten percent, and there's no stopping us.
Right now is when most folks quit, they give up. Our group is committed, we will not fall off of this 90 Days to Discipline. We will be the few who DO, versus the many who TALK.
Flip the switch
Saturday, February 13, 2010
What a Week
It's Saturday morning...I slept in until 9:00(which was fantastic). I'm sitting down in my office at home, looking back on the first week of this 90 Days to Discipline journey. Incredible week. No other way of describing what went down.
Let's take a quick look at the highlights:
1. I worked out hard four times -- running 12 miles total and 4 good strength training sessions. Long, long way to go to get to my goal of 165 lbs with 8% bodyfat, but what is most important is I'm back in the saddle of working out...I'm approaching momentum. My nutrition this week was pretty darn solid. I wasn't perfect, by any means. As I reflect on this aspect, the reason I fell short on the diet side is that I wasn't prepared. Preparation is key, and I left my home or the hotel room each morning without a plan for eating right. I made good choices, for the most part. Lack of preparation can make it nearly impossible. Lesson learned.
2. I closed three deals with MBJ this week, with personal profits of $11,000 approximately, from these deals. These leads came from my own personal grass roots marketing efforts down in Austin, TX. Fundamentals!
3. I was able to open talks with 6 new prospects for WW -- these dealers purchase a total of $1.5Million in volume. I've got meetings scheduled with all six dealers next week to take the sales process further.
4. I closed a deal with my largest prospect for WW yesterday(Friday) at 4:45pm. These guys should purchase a minimum of $700,000 in product from us this year. Potentially, they could become a $4,000,000 a year dealer for us. My commission rate is 5%...
5. I plugged into about 13 hours of personal development for the week, utilizing my windshield time(when I wasn't making prospecting calls). My studies this week mostly dealt with building lists of loyal people through blogging and product launches.
6. My vision is becoming emblazened in my brain. Visualizing it twice daily and reciting my Think and Grow Plan twice daily, has helped turn my vision into a white hot obsession for me. Only when it becomes a fire in your belly will your vision pull you toward it. This starts with seeing it and reciting it over and over, with passion and absolute faith it will manifest itself.
7. I have decent momentum on the blogging front. I've posted at least twice daily on the 90 Days blog. Blogging, like any other worthwhile endeavor, takes consistent effort and a persistent, yet patient attitude toward it. Eventually, this blog will catch on, because the information I'm providing is not readily accessible.
In summary, my personal income increased by at least $50K this week from the deals outlined above. I still have work to do of course, to earn the WW biz from my new dealer and maximize their volume for 2010. But, all in all, great results for simply doing what I could have been and should have been doing all along...working hard, working smart, with a kick-ass plan that's focused on executing a few Simple Disciplines every single day. THIS IS THE ONLY WAY TO LIVE, I SWEAR.
90 Days to Discipline is not going to be easy, for any of us. But, think of the payoff. Think of what we can accomplish once we've become that guy-the guy who commits to a vision and does whatever necessary to make it real. The guy who makes no excuses. The guy who holds laser focus on his vision and is hell-bent on helping enough people in the niche he is so incredibly passionate about, to earn a fortune for him and his family. This is the ultimate freedom. When one has this sort of discipline and toughness, he will always be in control of his and his family's destiny. He won't be one of those guys who sits around worrying on Sunday night that his boss may let him go on Monday. That's for the weak. We are not the weak. We are the leaders in this world. We just have to wake up every morning and decide to be...
Flip the switch
Let's take a quick look at the highlights:
1. I worked out hard four times -- running 12 miles total and 4 good strength training sessions. Long, long way to go to get to my goal of 165 lbs with 8% bodyfat, but what is most important is I'm back in the saddle of working out...I'm approaching momentum. My nutrition this week was pretty darn solid. I wasn't perfect, by any means. As I reflect on this aspect, the reason I fell short on the diet side is that I wasn't prepared. Preparation is key, and I left my home or the hotel room each morning without a plan for eating right. I made good choices, for the most part. Lack of preparation can make it nearly impossible. Lesson learned.
2. I closed three deals with MBJ this week, with personal profits of $11,000 approximately, from these deals. These leads came from my own personal grass roots marketing efforts down in Austin, TX. Fundamentals!
3. I was able to open talks with 6 new prospects for WW -- these dealers purchase a total of $1.5Million in volume. I've got meetings scheduled with all six dealers next week to take the sales process further.
4. I closed a deal with my largest prospect for WW yesterday(Friday) at 4:45pm. These guys should purchase a minimum of $700,000 in product from us this year. Potentially, they could become a $4,000,000 a year dealer for us. My commission rate is 5%...
5. I plugged into about 13 hours of personal development for the week, utilizing my windshield time(when I wasn't making prospecting calls). My studies this week mostly dealt with building lists of loyal people through blogging and product launches.
6. My vision is becoming emblazened in my brain. Visualizing it twice daily and reciting my Think and Grow Plan twice daily, has helped turn my vision into a white hot obsession for me. Only when it becomes a fire in your belly will your vision pull you toward it. This starts with seeing it and reciting it over and over, with passion and absolute faith it will manifest itself.
7. I have decent momentum on the blogging front. I've posted at least twice daily on the 90 Days blog. Blogging, like any other worthwhile endeavor, takes consistent effort and a persistent, yet patient attitude toward it. Eventually, this blog will catch on, because the information I'm providing is not readily accessible.
In summary, my personal income increased by at least $50K this week from the deals outlined above. I still have work to do of course, to earn the WW biz from my new dealer and maximize their volume for 2010. But, all in all, great results for simply doing what I could have been and should have been doing all along...working hard, working smart, with a kick-ass plan that's focused on executing a few Simple Disciplines every single day. THIS IS THE ONLY WAY TO LIVE, I SWEAR.
90 Days to Discipline is not going to be easy, for any of us. But, think of the payoff. Think of what we can accomplish once we've become that guy-the guy who commits to a vision and does whatever necessary to make it real. The guy who makes no excuses. The guy who holds laser focus on his vision and is hell-bent on helping enough people in the niche he is so incredibly passionate about, to earn a fortune for him and his family. This is the ultimate freedom. When one has this sort of discipline and toughness, he will always be in control of his and his family's destiny. He won't be one of those guys who sits around worrying on Sunday night that his boss may let him go on Monday. That's for the weak. We are not the weak. We are the leaders in this world. We just have to wake up every morning and decide to be...
Flip the switch
Friday, February 12, 2010
Personal Brand
What would your customers say if they were asked to describe your brand? Not the company's brand, your personal brand?...
At the end of the day, what we should be most concerned about is this ever-so-critical question...what is our brand?.
Our personal brand is the overall experience our customers get when doing business with us. There are lots of competitors, lots of other reps calling on these same buyers/owner/whatever. We, as salespeople, must go above and beyond to be 'the guy' in whatever it is that we do.
Things change. Products change. Industries change...heck, industries can be born or completely destroyed overnight, in our political environment and with rapidly advancing technology. Therefore, our personal brand has never been more important to our long-term success in our business endeavors. You may have a competitive advantage with the products you represent today, but tomorrow, your advantage could disappear. With that mind, we can't sit around and rest on our laurels. We have to strive to be the most valuable resource our customers have, regardless of what we sell them today.
So, what is our brand? How do we build a great brand?
I'll outline...
APPEARANCE/IMAGE -- Your overall look and image. Do you show up dressed to the nines or are you disheveled and frumpy(Dockers that are too big with bad brown boots or casual dress shoes....terrible!)?
I'm a huge believer in dressing in high quality gear. I go out and invest in clothes that are not only sharp, they fit me well. I buy great gear and have it tailored.
Your customer, whether they are conscious of it or not, are going to make some deductions about who you are and what type of a partner you'll be the second you walk through the door. Are your shoes sharp and polished? Is your shirt pressed? Do your pants have good crisp lines? This stuff is critical to your image.
Your vehicle...is it clean and organized? Or do you come rolling in in a hoopty with dirt caked all over it? I'm telling you, pay attention to this stuff. People who go that extra mile and invest in their own image and self-worth are usually a high-calibur person, who's capable of taking their work and YOUR BUSINESS seriously, deadly seriously. A guy who wears dumpy clothes, drives a filthy car with fast food bags everywhere...is this a guy I want to partner with? No.
ATTITUDE -- When you come bouncing into the owner's office and your biggest prospect, do you lighten the room with confidence, charisma, and a positive aura, or do you come in afraid, doubting yourself, eager to chime in on the whining about how bad business is and how tough the economy is? You either lift people up or you bring them down. You decide.
CONTENT -- This is the content of who you are. Are you a man of substance, who is in the know in your industry? Are you the go-to guy when it comes to your product? Your competitors' products? Marketing ideas? Best practices? This comes down to how much time you're putting into your own development in your spare time. Your prospect is going to sum you up quickly when he starts asking you questions and you jump straight into your products and how they're better than what he's got presently. He'll know you're in it to sell him something instead of being a great resource for his overall business well-being.
EXECUTION -- Do you do what you say you'll do? Does your brand represent prompt answers to questions or does it represent call backs two days later? Can you solve problems? Can you be trusted with inside information? Are you a good rep or are you average? The world is small. Your actions will catch up with you at some point, good or bad. Do you look to find problems and solve them for him? We have to solve big problems..the bigger the problem we solve, the bigger the paycheck for solving it.
The bottom line is that we all have brands, whether we want one or not. Decide if you want to be an elite brand or a run of the mill average brand...like 97%. It takes work and consistent action and improvement. Ultimately, it requires investment in yourself.
Flip the switch
At the end of the day, what we should be most concerned about is this ever-so-critical question...what is our brand?.
Our personal brand is the overall experience our customers get when doing business with us. There are lots of competitors, lots of other reps calling on these same buyers/owner/whatever. We, as salespeople, must go above and beyond to be 'the guy' in whatever it is that we do.
Things change. Products change. Industries change...heck, industries can be born or completely destroyed overnight, in our political environment and with rapidly advancing technology. Therefore, our personal brand has never been more important to our long-term success in our business endeavors. You may have a competitive advantage with the products you represent today, but tomorrow, your advantage could disappear. With that mind, we can't sit around and rest on our laurels. We have to strive to be the most valuable resource our customers have, regardless of what we sell them today.
So, what is our brand? How do we build a great brand?
I'll outline...
APPEARANCE/IMAGE -- Your overall look and image. Do you show up dressed to the nines or are you disheveled and frumpy(Dockers that are too big with bad brown boots or casual dress shoes....terrible!)?
I'm a huge believer in dressing in high quality gear. I go out and invest in clothes that are not only sharp, they fit me well. I buy great gear and have it tailored.
Your customer, whether they are conscious of it or not, are going to make some deductions about who you are and what type of a partner you'll be the second you walk through the door. Are your shoes sharp and polished? Is your shirt pressed? Do your pants have good crisp lines? This stuff is critical to your image.
Your vehicle...is it clean and organized? Or do you come rolling in in a hoopty with dirt caked all over it? I'm telling you, pay attention to this stuff. People who go that extra mile and invest in their own image and self-worth are usually a high-calibur person, who's capable of taking their work and YOUR BUSINESS seriously, deadly seriously. A guy who wears dumpy clothes, drives a filthy car with fast food bags everywhere...is this a guy I want to partner with? No.
ATTITUDE -- When you come bouncing into the owner's office and your biggest prospect, do you lighten the room with confidence, charisma, and a positive aura, or do you come in afraid, doubting yourself, eager to chime in on the whining about how bad business is and how tough the economy is? You either lift people up or you bring them down. You decide.
CONTENT -- This is the content of who you are. Are you a man of substance, who is in the know in your industry? Are you the go-to guy when it comes to your product? Your competitors' products? Marketing ideas? Best practices? This comes down to how much time you're putting into your own development in your spare time. Your prospect is going to sum you up quickly when he starts asking you questions and you jump straight into your products and how they're better than what he's got presently. He'll know you're in it to sell him something instead of being a great resource for his overall business well-being.
EXECUTION -- Do you do what you say you'll do? Does your brand represent prompt answers to questions or does it represent call backs two days later? Can you solve problems? Can you be trusted with inside information? Are you a good rep or are you average? The world is small. Your actions will catch up with you at some point, good or bad. Do you look to find problems and solve them for him? We have to solve big problems..the bigger the problem we solve, the bigger the paycheck for solving it.
The bottom line is that we all have brands, whether we want one or not. Decide if you want to be an elite brand or a run of the mill average brand...like 97%. It takes work and consistent action and improvement. Ultimately, it requires investment in yourself.
Flip the switch
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