Are leaders born or made?

Of course leaders are born, we all are born!

The key question is, does a leader have special DNA in them that kick starts their leadership abilities? I don’t think so, and I’ll tell you why.

On a personal note for the first 16 years of my life I just coasted through life. That meaning that I accepted things as they happened. Then the following year I decided that I had had enough of life passing me by and decided to get very involved with the boarding school I went to. At the year end ceremonies I was recognized by the school with a Student Leadership Award. Getting this award for helping other was was not expected. Although it surely changed the way I looked at leadership. Leadership for me was now all about helping others and contributing. It was all about making a difference, and was not about bossing people around to get what I wanted.

What have been the results of this? I was elected to our local school board at 33 years old. I became the youngest chairman of that school board at age 36. I was chairman of the board for 4 years and re-elected by the public 3 times on 3 year cycles. In fact the last election I participated in I let my name stand for both school board and city council. I got elected to both. I don’t say this to impress you I say it to show you what is possible with the right attitude.

So what does that have to do with leadership? I believe true leaders are developed from the inside out. If a leader is good, they will take care of those with an interest or concern in something. They will do what they believe is right and respond to the concerns of those who are bothered by the decisions.

What can you do today that will show your leadership skills?

For more information on the type of work we do go to - http://theresiliencedoctor.com/

What do you do when a client is unreasonable?

Do you try to reason with them?

I used to be in the financial industry and being persistent is a benefit to being successful long-term. The financial industry also taught me a valuable lesson. The lesson is that if you have done everything you can to form a bond with a client and that client that is being unreasonable on a regular basis – move on politely. That meaning that you tell them that there is no connection in the relationship. Then tell them that it would be better for them if they found another company to do business with.

Does this seem harsh? If you answered 'yes', I have a question for you; ‘Do you want to work with people that have confidence in you or not?’

When you look at your client list who are the prime candidates for this action?

When will you take action on this?

For more information on the type of work we do go to - http://theresiliencedoctor.com/

How important are leadership and growth to you?

Are you a 5 or 6 when 10 is the best score?

If you want to improve I want to address what I call a ‘mad dog’ of business. What is a ‘mad dog’?

A ‘mad dog’ according to an on-line slang dictionary is to glare maliciously or challengingly as an invitation to fight. The ‘mad dog’ I want to talk about is when someone rejects your proposal or offer to purchase.

What do you do?
1.    Do you constantly rehash the circumstances over and over in your mind? or
2.    Do you remind yourself that only you can control your thoughts and actions?

If you are doing the 2nd bullet point you have taken the first step in overcoming the first ‘mad dog’ of business.

My next question is; what can you do to constantly make yourself aware that only you can control your thoughts and actions?

For more information on the type of work we do go to - http://theresiliencedoctor.com/

Did you know that any coin can offer you insight into life?

That is why there are two sides to a coin.

Let me explain. Some time ago a situation happened in my life. It was a very tough situation and has caused upset to many. After much consideration and questioning I realize that this whole situation was caused by an assumption. I know this was an assumption by viewing the reactions of others involved in the situation.

This has caused me to believe that the two side of the coin are assumptions and facts. As you know assumptions are created when you assume why someone did some thing or why something happened. Facts are acquired by asking a question when you are concerned over what you perceive.

Can you imagine how much more enjoyable life would be if we had the courage to ask a few questions when we got our first perception of something being wrong? Can you imagine how much better you would feel?

What can you do today that will get you to look at situations in a more measured way?

For more information on the type of work we do go to - http://theresiliencedoctor.com/

Do you accept mistakes in your business?

Is it terribly difficult, and does it affect your work and your attitude?

I hope it is never devastating or sad when you make a mistake. I hope that you treat mistakes/failures are just another way to learn. By having that type of an attitude you become a learning organization – a progressive, learning and innovative organization.

When will you start to transform your business from being a basic organization into being a progressive, learning and innovative organization?

What is the first step you need to take today to accomplish this?

For more information on the type of work we do go to - http://theresiliencedoctor.com/

Do you reward your staff for their innovative ideas?

Are you pleased when they use imaginative ideas to save you money?

If you said ‘yes’ to both questions you are going in the right direction. I say that because both of those questions are the same. Which means that they lead to the same results - a progressive and unique organization.

So what is a progressive and unique organization? I believe that a progressive organization is built on the belief that, great results are only achieved through the exchange of ideas from all company employees, and the ideas lead to the goals of all in the organization.

What steps can you take today that will help you become a progressive organization?

For more information on the type of work we do go to - http://theresiliencedoctor.com/

When are you going to stop debating and start innovating?

Innovation is the key to success, isn’t it?

How many times have you been talking about a situation that can be improved, and before you knew it becomes a debate as to what you should do? This is a crying shame, as the people that are involved in the debate are not solving anything are they?

My suggestion is to take the wildest idea from the discussion and implement it. Some of you are saying; ‘Are you crazy!’ Not at all, because if you want to innovate and grow as a business you have to take risks and because many times people in business take the safe route and there is hardly any improvement.

Soon after taking the risk you will be given the opportunity to ask “Now that we’ve implemented this new and innovative idea, how can we tweak it to make it even better?” These are the actions of a progressive and innovative business.

Are you ready to become the success you’ve always wanted?

When are you going to start innovating by taking risks?

For more information on the type of work we do go to - http://theresiliencedoctor.com/

How much do you know about the science of shopping?

Do you think it would help you if you could find out?

I recently read an article by Naomi Mannino called ‘7 secrets retailers don't want you to know’. It is a superb article that gives great information into our shopping patterns and how the stores set us up for those buying patterns.

The article can be read at -
http://ca.finance.yahoo.com/news/7-secrets-retailers-dont-want-070050107.html

Why is this article important? It is my opinion that the more we know about our psychological motives the better we become.

My question to you is; when will you read this great article?

Whose fault is it that you don’t buy from a particular store?

Who needs to take responsibility for you not buying?

I want to tell you about an experience that I had this past week in a Staples store. I went into to get some information about a tablet computer. The person I needed to talk to was paged. As soon as he approached me I remembered him. Why did I remember him? It is because the last time I was in the store he treated me like I was an interruption. So with high hopes we went off to the tablet computer area. As I started to ask him a few questions I could see that he had not changed at all. It was if he knew everything and did not want to share any of his knowledge to help me buy. After a couple minutes of this I politely left the store.

What did I do regarding the tablet computer? I went on line to The Source and ordered it. The detailed explanation of the product on their web-site gave me all the information I wanted and I did not have to put up with a rude twit.

I tell you this story so that as an owner or an employee you realize the impact you can have on whether people buy from your store or not.

What can you do today to help prospective clients buy from your store?

Are you getting smarter than your mind?

What type of a question is that?

This is a question that was brought to my attention in the following article written by David Allen, author of the book Getting Things Done®.

“Your mind doesn't have one. A mind, that is. If your mind were smart, it would only remind you of something when you could do something about it.

'Fess up—do you have any flashlights with dead batteries? OK, so when does your mind remind you that you need batteries? At the dead ones! Gee, that's smart. If your mind had a mind, it wouldn't bother you at the dead ones, but would clearly let you know only when you were in a store that had live ones!

Have you ever changed your mind? Sure. Well, who did that? That's the part of us that has to take charge, and realize that just because we think of something we might need or want to do something about, that doesn't mean that we are being productive or constructive about or with it, or that it will be fulfilled. We have to realize that the thought itself is just a beginning, and if we care at all that it bring value or improvement, we probably need to capture it, clarify what it means to us, and organize the actions and information embedded or associated with it.

Your mind will seduce you easily. When you have a thought about something you want or should do, it is usually so simple and so obvious when you're thinking of it, you're sure you'll never forget it or that you'll remember it in the right moment. Then two minutes later, consumed with the next thing on your mind you're sure you'll never forget, you've forgotten that you've forgotten the first thing! And trusting that you'll remember something at exactly the right moment is (if you haven't learned that yet) a seriously risky bet.

Your mind is an incredible servant but a terrible master. Most people I meet, though, are still letting their mind run the show. They need to learn that a flashlight with dead batteries should either have the batteries replaced the moment they notice it, or the flashlight itself should go right into the in-tray.

You have to get smarter than your mind if you want to reach stress-free productivity.”

David Allen is the author of the book Getting Things Done®, and the work-life management system that transforms personal overwhelm and overload into an integrated system of stress-free productivity.

Have you noticed that the simplest stories can help us understand our lives?

Yes, understanding is one of the keys to being a success in this world.

Here is a story that made me ponder.

Once upon a time, there was a king who ruled a prosperous country. One day, he went for a trip to some distant areas of his country. When he came back to his palace, he complained that his feet were very painful. This was because it was the first time that he had gone for such a long trip, and the road that he was on was very rough and stony. He then ordered his people to cover every road of the entire country with leather.

Definitely, this would need thousands of cows’ skin, and would cost a huge amount of money.

Then one of his wise servants challenged the king, “Why do you have to spend that unnecessary amount of money? Why don’t you just cut a little piece of leather to cover your feet?”

The king was surprised, but he later agreed to his suggestion, to make a “shoe” for himself.

There is a valuable lesson of life in the above story. To make this world a better place, you need to change yourself and not the world.

What can you do today that will change yourself and make the world a better place?

For more information on the type of work we do go to - http://theresiliencedoctor.com/

Are your habits helping or hurting you?

Do people tell you that the habits or routines you do are silly?

Let me give you an example. Have you ever noticed a tennis player that taps his racket a couple of times before he or she serves? It may have looked silly, but lets look at what it does for the person doing it.

The habitual action of tapping their racket a couple of times triggers a mental focus. This gets their energy level and concentration to a peak state. At this peak state there are able to perform more effectively than without it.

Sure some of your habits may seem silly, but if it works why not do it?

Are there actions that you can use or institute into your daily activities that will help you get to a higher energy level and a more focused concentration so you can perform at a peak state?

When today can you do this?

For more information on the type of work we do go to - http://theresiliencedoctor.com/

Are the diversions in your life causing you problems?

You may ask, what do I mean by diversion?

To me a diversion is the act of diverting a person off a course or away from an objective.

This quote by Blaise Pascal (a French mathematician, inventor, physicist, writer and Christian philosopher) says it all; “If our condition were truly happy, we would not seek diversion from it in order to make ourselves happy.”

What can you do today that will get you focused and keep you focused?

For more information on the type of work we do go to - http://theresiliencedoctor.com/

Have you taken action on the miracle within you?

You may be asking, what is this miracle within you?

The miracle within you is your understanding of what motivates you. It is the fire within that you speak about with passion. It is the one thing that you do that excites you and keeps you motivated.

What is that miracle for you?

When are you going to take action on it, consistently?

For more information on the type of work we do go to - http://theresiliencedoctor.com/

Is it important that your employees follow the company's rules?

Or, is it more important that your employees understand how their work aligns with the vision of the company?

It is my strong belief that if your employees just follow the rules, you might as well have hired robots. There will be no feeling or passion in their actions. If you can help your employees understand how their thoughts, feelings, and beliefs can be aligned with their work for you, they will do better work.

This is where the problem is! Most business owners are wary or nervous about approaching the so called ‘touchy feely’ topics. Sadly, because they avoid these areas the business loses; this is because the business owner has not been able to help create an alignment between the business goals and the personal goals of the employees. Thus there is no motivation for the employees to really apply themselves for the good of all.

What is one thing you can do today that will create a stronger more aligned work-force?

Do you feel that improving your business writing is important?

Would an improvement have an impact on your business?

Recently I came across an article called ’10 Tips on Writing from David Ogilvy’ by Maria Popova. For those of you who don’t know who David Ogilvy is, he was an advertising executive. He was called by many as "The Father of Advertising." In 1962 Time Magazine called him "the most sought-after wizard in today's advertising industry."  Now that you have the background I would like to give you the 10 Tips as mentioned in the article;

1. Read the Roman-Raphaelson book on writing. Read it three times.
2. Write the way you talk. Naturally.
3. Use short words, short sentences and short paragraphs.
4. Never use jargon words like reconceptualize, demassification, attitudinally, judgmentally. They are hallmarks of a pretentious ass.
5. Never write more than two pages on any subject.
6. Check your quotations.
7. Never send a letter or a memo on the day you write it. Read it aloud the next morning — and then edit it.
8. If it is something important, get a colleague to improve it.
9. Before you send your letter or your memo, make sure it is crystal clear what you want the recipient to do.
10. If you want ACTION, don’t write. Go and tell the guy what you want.

Speaking of action, when will you start to use these tips?

Do you have an important concept or idea that you need to tell others?

Is it something you are deeply passionate about?

Is this concept or idea something that you know can make a difference in the lives of others. If it is, what is stopping you from taking action?

If this idea has got you passionate about it, it is your mission in life. If it is that intense you have a responsibility to take strong action. Strong action requires that you do not quit until you have tried every possible way until you succeed.

The saddest part of life is having the great ideas we have die within inside us.

When will you take action on all of your great ideas?

What is your breakthrough goal for this week?

What do you mean that you haven’t got one?

I believe the word ‘breakthrough’ is the most descriptive word because it means that you have broken through a challenge or barrier in your own thinking. Let me give you an example. Let’s say you’ve been having difficulty getting in contact with a key prospect. So you make this a breakthrough goal. Then you follow it up with a session to help you will come up with new and unique ideas that you have not used before to get in contact with this key prospect. You list all of the ideas, and select the top 5 that you want to work on this week. Then you take action.

How do you expect to move forward or enhance your life if you have not set (in writing) what you want to achieve this week?

When will you take action on this?

What is your prime business focus?

Are you sure that is what it is?

To me the prime focus in business is what you concentrate the majority of your time on. So if you spend the majority of your time looking at Facebook or being on Twitter, then that is the prime focus. Tell me, how much have you earned on Facebook or Twitter? If you are saying that your company pays you anyway – think again. If they see you slacking off, some one else can surely improve on your results, couldn’t they?

Can I make a suggestion? Why don’t you keep track of the time you spend doing all your activities for one week? This way you can really see your focus.

Then you can make the decision to improve your life.

Will you start this today?

How good are you at multitasking?

Do you feel that you can do two things at once and be effective?

A study carried out at the British Institute of Psychiatry, found excessive use of technology reduced workers' intelligence. It also found that workers distracted by email and phone calls suffer a fall in IQ more than twice that found in those that smoke marijuana.

Dr. Glenn Wilson, the University of London psychologist who carried out the study said that unrestricted info-mania could reduce your mental sharpness. He then concluded by saying that those who are constantly breaking away from tasks to react to email or text messages suffer similar effects on the mind as losing a night's sleep.

For me the key idea in the study was that people are reacting to e-mails or text messages. In order to be productive workers we need to take action, and not react to the trivial.

My concluding question for you is; what can you take action on today to move you toward what you know you can succeed in?

Are you very protective of your ‘stuff’?

Do you believe that your possessions and belongings are all that you need?

If you said ‘yes’ to either of those questions I want to address this issue with this blog. Your greatest possessions or riches are your abilities, your talents and your gifts! When you start to live your life based on this, the possibilities for you are endless. You will live a much more relaxed life, being that you do not have to worry about the loss of your stuff. Oscar Wilde (Irish Poet, Novelist, 1854-1900) said it best; “Ordinary riches can be stolen, real riches cannot. In your soul are infinitely precious things that cannot be taken from you.”

When are you going to start to live your life based on the real riches in your life?

For more information on the type of work we do my web-site is located at - http://www.theresiliencedoctor.com/

Have you ever met someone and felt connected immediately?

Would you call that person a friend or a confidant?

Now to give you some background; when I first met Peter I just liked his attitude and the way he handled himself. Over the past months we have got to know each other more and now we have set aside 1½ hours every two weeks to work together to help each other grow individually and as business people.

The great thing about our growth time is that it is going to require work, as we have put our selves into a position where if we don’t move forward from our challenges the other person is going to have doubts about our intent with the time we spend together.

Is there someone who you could work with who will make you become accountable to your personal or business growth?

Have you ever heard the line – life is what you make it?

In other words life is all about the actions you take to live it to the fullest, isn’t it?

Thomas Carlyle (Scottish Historian and Essayist, 1795-1881) said “The tragedy of life is not so much what men suffer, but rather what they miss.”  To me this means that when things are tough or challenging it is not the time to sit back and suffer through those challenges. The challenges are opportunities for us learn from them. It is to find the positive growth gem in the tough times.

What is a question you can ask yourself the next time you are challenged?

Better still, what question can you ask yourself that will make you think of how this challenge is a positive growth gem?

For more information on the type of work we do my web-site is located at - http://www.theresiliencedoctor.com/

Are you able to keep calm when another person is out of control?

Do you wish at times you were able to keep your emotions in-check?

I am a very passionate person and in the past number of months I’ve been in circumstances when it could have ended up like a nuclear explosion. The key for me was that I realized it would have done no one any good to show my fiery side. All that would have resulted would have been a battle of words, to no good result. Thankfully I kept my emotions controlled.

So how do you keep in control of your emotions?

I believe you need to look at the big picture and realize how rude or discourteous actions can have a great impact. By getting this understanding you will be more aware of events and your emotions. So how do you get this understanding and awareness?

You need to understand what is important to you. You need to clarify and itemize your inner values. The reason for doing that is because once you understand your inner values and put them into action, you are living your life based on what is important to you by considering the big picture.

So when can you take action to get that understanding of your values?

For more information on the type of work we do, my web-site is located at -  http://www.theresiliencedoctor.com/

Is making a decision an easy option for you?

Are you worried about making a mistake?

I know that making decisions is the key to progress. I say that because if you are not right and make a mistake this is just a golden opportunity to learn. When you learn you make progress.

One of my favorite bands was ‘The Band’. Rick Danko (1942-1999) was the bass player. He gave the world the following quote about decisions; “Go with your first thoughts; they're usually your best thoughts. Pay attention, stick to your goals and follow those guidelines. It's all right there if you reach for it, unless you want to punch time clocks and work for somebody. That's what we liked about America, the land of opportunity. All your dreams can come true."

What decision can you make today that will move you closer to your dreams?

How confident are you?

When things get tough, do you have the strength and smarts to decide if you should keep going?

These two questions have come into my life many times. I remember 30 years ago I was a young, very confident start-up small business owner. The first 9 months were not working out how I had envisioned. I started to doubt myself. Then a realized that I would not have started this business if my intuition or ‘gut-feelings’ had not directed me.  I then reviewed in my mind why I had decided to make the leap into business. Within the next two years our business was growing faster than I would have dreamed.

What was the key? I knew that my idea was not delusional. I was doing something for the right reasons. I was focused on giving to my clients something that they were not getting from any of my competitors.

So the next time, the challenges are mounting in your business and in your mind. Ask your self these questions;
•    What was my intent when I started this?
•    Am I doing this for me, or my potential customers?

For more information on the type of work I do, go to – www.TheResilienceDoctor.com

Did you know that there are 5 ways to bring innovation to your organization?

Are you using all of them?

Today I am going to address one way to innovate in your organization that appeals to me. It is the need to ask new questions and start new conversations. I hope you noticed that I said the need. It is not a want, it is a need! When you give your staff the opportunity to start new conversations and ask new questions you open your business to new and unique ideas.

One of the better questions to ask is; ‘How can we make this ___ better?’ All the ideas may not be perfect but you have opened up the opportunity to grow your business.

Isn’t this a great way to improve your business?

Isn’t it a great way to use the potential of your staff?

Do you think that your sense of smell has an impact on you?

Are you thinking what I was?

Yes when I first heard about aroma marketing I had a funny smile on my face. Then I started to ponder about experiences in my life and realized how much aroma has an influence on me. Has it had the same impact on you?

Today I would like to direct your attention to a blog. It has a great article called ‘Turning Smell Into Action’. It was written by Jessica Miller and it gives a whole new meaning to how aroma drives our actions.

Speaking of action; when will you go to this blog?

http://www.businessvoice.com/blog/

What is it that makes some companies outstanding?

In other words, what can we learn from other companies to improve our businesses?

You must go beyond what is expected by your customer’s. As a business, you need to do the things that people would not expect.

Let me give you an example. At Disney World if a child accidentally drops an ice cream cone; the procedure is that the staff member is to stop whatever they are doing, find out what flavor the child had and get a replacement for the child.

Do you think the parent’s will tell their friends all about this event? Of course!  Then ‘the story’ will become viral all over the neighborhood. When these neighbors are planning a family vacation, where do you think they will go? Of course Disney World!

What can you do in your business that that will make it an outstanding in your customer’s minds?

Should your company move into a new business segment?

Is it possible to change from what you are doing now?

Let me give you an example of a story I read recently. The Cintas Corporation who is primarily known for renting uniforms since its founding in 1968 has made some impressive changes to it’s business structure over the past number of years.

They are still delivering freshly pressed garments to their customers, but that constitutes less than half of their business. It has now expanded into restroom products, first aid and safety products as well as document shredding services.

While this has worked well for them so far, I am not sure how diversified a business should be before it begins to lose its way. I only mention that as a precautionary measure. It is my opinion that no matter what type of business you are in, you need to follow your Mission Statement and have a laser-like focus.

Is you business focused on its primary objective?

Do you offer rewards to those that shop at your business?

These rewards are more than they expect when they pay you.

I was recently informed that Enterprise Rent-A-Car gives you a free bottle of chilled water when you pick up your car. Due you think that delights their customer’s? Do you think that their customer loyalty has increased?

Well the reports I’ve read indicate that they have had an 11% annual growth rate over the past twenty years. Not bad, eh? In fact it is three times the rate of the market.

What can you do today that will delight your customer’s?

Isn’t it amazing how many times things don’t go as you had planned?

Do you get frustrated and throw up your hands in disbelief?

Or do you find a way to become resourceful?

To be resourceful is the ability to think clearly in the tough times and use your inner resources to your advantage. To be resourceful is also using your influencing skills to get the assistance of others to help you overcome the challenges life offers you.

Can you list all of the resources you have available to you?

When can you start to use all of those resources?

Is taking responsibility a challenge?

Is it easier to make excuses for your results?

In the just completed London Olympics I was very impressed with a runner from Canada’s 4x100 relay team. His name is Jared Connaughton and is 27 years old from Prince Edward Island. He was part of a team that finished a unexpected third place in the relay behind the record breaking Jamaican team. At least that is what it appeared to have happened. Then he saw the disqualification of his team posted on the large screen in the stadium, and viewed the replay of the race. He noticed the reason for the disqualification.

His first reaction was to accept responsibility for his inadvertent action of stepping on the line in his running lane. His comment says everything about the type of person Jared is. He said “I have to own up to this, I can’t show people that I’m upset because I have to be responsible for what I did.”

Could you have done this?

If you are hesitant to say ‘yes’, what can you do today to become more responsible for your actions?

Can you identify the reasons your business is suffering?

Seriously, have you identified all the ways that your business isn’t as good as it could be?

Once you’ve gone through that exercise, I want you to do one more thing. I would suggest you go to a mirror and look at it. Then say the following ‘My business is not as successful as it could be because of me! It is because I blame everyone else for the situation. I make excuses for my inability to take good and consistent action. I also deny that I do anything wrong. Today is the day that things will change!’

If you have the courage to do that exercise and take responsibility, you will have taken the biggest step in improving your business. My final question is; what is stopping you now?

How flexible are you with change?

Have changes in your life been tough on you?

If it has, then you need to continue reading.

Change is merely the future invading your life today. Do you want your business to remain as it always has been? Why wouldn’t you want to improve it? Okay some of you will say; 'Yes I want improvement.' So what is the difference between change and improvement? Most people view change as forced upon them; while these same people view improvement as self-directed.

So the only difference is how you view the words.

What can you do today to discover what you and your business has been missing due to your inability to take action and change your business for the better?

Have you thought of raising your prices?

Are you concerned about whether people will buy from you at the new higher prices?

If you are concerned now, even before you raise your prices; it appears that you don’t believe in the value you give to your client’s. Why would I say that? It is because all of our actions begin with our thoughts. If you don’t believe people will buy from you due to increased pricing, it is because you don’t believe it.

What can you do about it? First of all look at the image of your business and industry. If you look like all of your competitors of course everyone is going to buy based on price, aren’t they? Secondly, if you don’t appear to be professional, price is the only variable to compare businesses.

What can you do today to raise your standards then raise your pricing?

Are all of your business actions beyond criticism?

Your actions can have a massive effect on your long-term business image, can’t they?

I want like to tell you the story of a Canadian communications company that appears to be in hot water due to their advertising practices. The entire article can be read at - http://ca.finance.yahoo.com/blogs/insight/rogers-battles-lie-consumers-160821496.html

Why do I want to share this story with you?

It is because I believe perception is everything in business. If you ruin potential client’s perception of your business, you weaken your business. Remember that when you have the potential to destroy the integrity or reputation of your business by an action, you need to stop and consider the decision before the final actions are made.

How can you use this real-life example to fine tune your business practices?

Have you looked at different avenues to promote your business?

Can being patriotic help your business?

The reason I bring this up is a marketing plan initiated by the car maker Mini. The Mini Cooper has been a British icon since the 1960s. Although the Mini is owned by BMW Group, it hasn't lost its British allure. In the advertisement they used the London Philharmonic Orchestra and a very familiar tune to conjure up good feelings about Great Britain. The link is below.

The question I have for you is; can you do something like this on a local or regional level?

http://www.youtube.com/embed/ik9AtJQXaHQ?rel=0

Does your business need any improvement?

Are there some small changes that would make your business better?

The answer to that question says a lot about you. This is because if you said ‘Yes, we have room for improvement’ all that you need to do is take action. If you said ‘No!’ you have larger issues.

If you are struggling with taking action on improvements then you need another type of business system. This system I would call an improvement system. It is a process that seeks to improve the area that needs to be improved without destroying the areas of your business that are running great. This is a very delicate balance.

What can you do today to design an improvement system for your business?

Do you have all your systems in place?

Did you know that if you did your business life would be easier?

Let me explain. I believe that systems are keys in business. The systems that I am talking about are itemized and detailed ways that all the processes in your business are done. That means that you have a sales process that everyone knows and follows. It also means that you have a particular process that everyone follows when they answer the phone. The list can go on and on. You may be asking why are systems so important?

It is simple. If you have systems or processes in place your business will be more professional and your business will also run like a fine-tuned machine. Isn’t this what you really want?

The question I have for you is; ‘When will you start to put these processes in place?’

Have you ever wondered why you were not connecting with others?

Have you ever wondered why it seems that you were on a different wave-length?

This is because people collect and process information in different ways. Due to this collection process we make different decisions as well. So what can you do about it?

I would suggest that you start asking better questions. These questions must be focused on getting the information you need from the person you are speaking with – so that you understand their perspective. By understanding their perspective you will be more in synch with them and can help them on their terms.

What better questions can you develop today that will help you form closer connections with others?

Are you a value creator or a product pusher?

Better still, do you know the difference?

A product pusher is a person who just is interested in making a sale (at any cost). Becoming a value creator is achieved by understanding your product or service first, then understanding what your customer needs or wants, then finally customizing your product or service to fit the customer’s needs.

Have you been doing all you can to be a value creator?

What is one more action you can take today to become an even better business person?

Are you working hard to make your life your own?

That is to make sure that everyone can differentiate you from your competitors.

I am constantly reminded about what the late Steve Jobs (of Apple fame) said; “Your time is limited, so don't waste it living someone else's life. Don't be trapped by dogma - which is living with the results of other people's thinking. Don't let the noise of other's opinions drown out your own inner voice.”

What can you do today to start your own path, and get off of someone else’s highway?

Do you think that Albert Einstein was a smart man?

Of course he was, look at what he accomplished and what he said.

He once proclaimed that "There are only two ways to live your life. One is as though nothing is a miracle. The other is as though everything is a miracle." I chose to live my life believing that everything is a miracle. You may ask why?

It is because if I know that even the bad days will turn around through the power of a greater being and the actions I take. Believing that everything is a miracle gives me hope and many possibilities.

This is not a ‘Pollyanna’ way of life! It is based on my 60 years of living. It is due to observing how I’ve been blessed during the good and the bad times in my life.

Isn’t this a better way to live your life?

Isn’t it amazing what we hear from others?

That is, if we really listen.

My friend Rod met with his regular doctor the other day. He received all the good news. He told me that while he chatted with his doctor she asked him if he knew how many young men he had mentored. This led to the comment about the many times that we do not know the impact that we have on others’ lives. Rod concluded by telling me that his doctor finishes every lecture that she gives to new medical school students with this quote, “Keep your eye on the patients; and they will grant you a front row seat on their lives.”

What does this have to do with you?

Why don’t you change the quotation to read, “Keep your eyes on your clients; and they will grant you a front row seat on their lives?”

Is your business very detailed and complex?

If it is, maybe you should look at it more closely.

The reason I say that is because of what Jack Welch an American business executive stated and I quote "People always overestimate how complex business is. This isn't rocket science. We've chosen one of the world's simplest professions."

What can you do today to simplify the processes in your business to make it easier for everyone in and outside of your business?

Do you have a favorite quotation?

I don’t although I was recently intrigued by this one; "You wasted $150,000 on an education you coulda got for a buck fifty in late charges at the public library." This is from the movie Good Will Hunting and was said by Will Hunting: played by Matt Damon.

The reason I say that it intrigued me is because many times a good University education is filled with old and tired ideas. I am not saying that all University education is that way, but we need to be aware. What that means to you is that you need to keep both your eyes and your ears open to new ideas.

A couple of years ago I made a speech in Louisiana. After my speech I was approached by a young man who complimented me on the information I had shared. What he told me; shocked me. He said that he had just got a MBA (Master of Business Administration) and he found out more in my speech about marketing than he had got during his four years in University.

What can you do today that will take what you know and improve on it?

Can you use other businesses ideas for your advantage?

In other words, can you take their ideas and make them your own and help your business progress?

I believe you can. The reason I say that is because if you view successful businesses, many have done this. Take for example Starbucks. The inspiration for the Starbucks enterprise was a man named Alfred Peet. He began importing fine Arabica coffees into the United States during the 1950s. All of the original owners of Starbucks were well acquainted with Alfred Peet's expertise. 

Starbucks began in 1971 when the three owners opened a store called Starbucks Coffee, Tea, and Spice in Seattle. The partners shared a love of fine coffees and exotic teas and believed they could build a clientele in Seattle much like that had already materialized in the San Francisco area.

In 1981, Howard Schultz, was vice president and general manager of U.S. operations for Hammarplast—a Swedish maker of stylish kitchen equipment and house wares. He noticed that Starbucks was placing larger orders than Macy's was for a certain type of drip coffeemaker. Curious to learn what was going on, he decided to pay the company a visit. Schultz was impressed by the business philosophy of the business. It was clear from their discussions that Starbucks stood not just for good coffee, but that the founders were passionate. In 1988, the owners sold the Starbucks chain to Howard Schultz.

It was on a trip to Italy by Mr. Schultz's that produced a ground breaking revelation: he believed that Starbucks had completely missed the point. He believed that going to Starbucks should be an experience. He knew that recreating the Italian coffee-bar culture in the United States could be differentiating factor.

The rest they say is history. I do have a question for you though;

What business can you look at to improve upon their ideas to create your own success?

Isn’t life and business all about perception?

When you perceive something to be bad, is it really bad?

Let me share with you a story.

Many years ago, a large American shoe company sent two sales representatives out to different parts of the Australian outback to see if they could drum up some business among the Aborigines.

Some time later, the company received telegrams from both agents.

The first said, "No business here... natives don't wear shoes."

The second one said, "Great opportunity here... natives don't wear shoes!"

What can you do to change or improve your perception about an event or a situation the next time you view it as negative?

Did you ever have one of those days, when nothing seemed to work?

This happened to me some time ago, so I want to share an idea with you.

First of all I need to tell you that I do focus on my priorities on a regular basis, but! ‘But’ is the key word. There was an occasion when I had no focus at all. It appeared that I had lost all motivation and focus. I found that I was doing the trivial things and not getting what I needed to do get done.

I decided that I needed to keep track of all my activities for a couple of days. I did this so I could understand what my priorities or lack of priorities were. The list that I created was very revealing. I learned that I needed to avoid particular activities as they were not leading to any of my goals.

So what’s in it for you? Look at your days and itemize your actions. Then take the information and create two lists for yourself. The lists are;
•    What you need to avoid, and
•    What you need to focus on.

When can you create these lists?

How do you describe yourself?

In what way do you express what you can do for others?

Let me explain, you are in a social setting and one of your friends introduces you to another guest. You are chatting for a while then they ask you; ‘What do you do?’ You respond; ‘I’m a (business owner, sales person, scientist etc.).’ How does that person respond? You haven’t given them much to respond to, so they usually will say something as generic or bland as what you have said. This is because you have not given the person anything to be interested in. Your response is just to plain. So what can you do to improve it?

Recently I came across an article in Inc. magazine (the on-line edition) and Jeff Haden gave a wonderful explanation that I know you can use. The link follows.

One last question, when will you take this knowledge and use it?

http://www.inc.com/jeff-haden/10-ways-you-should-never-describe-yourself.html

Do you have a morning motivation plan to start your day?

Or do you roll out of bed and slide into the day?

I used to be the later, by that I mean I would just let things happen. I finally realized that it is up to me, to be on top of my motivation and energy level. I also know that there are 4 energy levels that I must increase in order to be the best version of myself. They are; physical, emotional, mental and spiritual. Due to this knowledge I now exercise at least 5 times per week. I have a morning ‘focus’ plan that directs me on the other 3 energy levels that help me get me ready to meet all the challenges the day will offer.

I know that some people use affirmations to get them motivated to start their day. Others have what has been called a daily accountability list, which get them motivated to take action. The choice is yours.

When will you take action to create a plan to bring more motivation to your day?

Are you destroying your tomorrow, with your actions today?

You may not realize it, because your negative attitude and action today do have an effect.

Let me give you an example. You are having a great day; then all of a sudden there is a big challenge that came out of the blue, a totally unexpected negative situation. You take it as a personal insult to what you’ve done. You rant and rage at the people you are working with. You don’t notice it, but they are concerned about your actions. In fact they wonder if you have lost your mind. After you’ve calmed down, every one of them is very quiet. They are walking around like their stepping on broken glass.

Do you think they will be good co-workers the next day? Of course not! They are going to be timid and not as effective as they could have been.

What actions can you take to make sure you control your reactions, in order to be a more attractive co-worker?

Is there value in the challenges that life offer us?

Do you learn and grow from the problems in your life?

I believe learning is one of the keys to being a valued person, both personal and in business. If we don’t consciously learn, we are doomed. I say that because if you aren’t learning and growing you are no better than you were before. Who wants to be the type of person that does not develop and grow?

What can you do today that will help you learn, develop and grow as a person?

Is your work all about what you do?

Or is it all about what you say?

I hope all of what you are is based on your actions. The reason I say that is because words are cheap. What that means to you is anyone can say anything, and you know that actions speak louder than words.

What can you do today to prove the type of person you really are?

How do you handle the chaos and confusion of today’s world?

What do you do when all hell breaks loose?

Let me give you an example. You started your business a number of years ago. Business is starting to flourish, and you can see that all your work is starting to pay off.

The next thing you see is that there is another competitor in your area. They appear to be well-financed and look very professional. All of a sudden you can see that they are starting to take large amounts of your business away from you. What do you do?

Do you get nasty? No! Do you start a large advertising campaign? No! My suggestion is to take a step back and review what you’ve been doing. This review must be done in the proper perspective. You’ve got to be honest with yourself and admit that some of the actions you’ve taken were not good. Then you’ve got to find some humor in what you’ve done. Some of you who are reading this are thinking that this guy is crazy, but no I am not.

Humor is the greatest release any of us have in our lives. If we can laugh at our mistakes, we will grow as a person. We will look at situations differently and start to create better plans. Give it a try, you will be pleased.

When will you take action on this?

What are you doing to make every moment count?

Or are you just going through the motions.

The reason for my focus on the moment is that we have only the present moment to live and to act. There is no doubt that we can’t live in the past, as those moments are done. We can’t live in the future as those are yet to occur. So there is only this moment! It is the only time that we have a bit of control over. I stress a bit of control, and that is because we have the opportunity to control our thoughts. We can make all the plans, but unfortunate things happen. It is when those unfortunate things happen that we need to have control over one thing – that is control of our thoughts. Those thoughts will make all the difference in the world.

This is how to make every moment count. If you can control your thoughts, you can control your world.

What will you do today to make every moment count?

Why would anyone pay attention to what you are saying?

Yes, why would anyone listen to you speak?

In the past week I made a speech at our local Toastmaster’s meeting. It was meant to entertain. While I am a confident person who does not mind sharing my opinions with others, this speech scared me. The reason why it scared me is that in order to entertain I felt that I had to tell stories about me and my family. I knew these stories as I had lived them, but I wasn’t sure that they would be entertaining. The bottom-line is that my fears were without cause, as the evaluations I received said that the audience were not bored or fidgeting, as I was an excellent story teller. Why did I tell you this?

It is because if you want to hold anyone’s attention you need to believe what you are saying and be passionate about it.

What can you do to improve your speaking skills the next time you are speaking to anyone?

Is what you are offering different than what your competitor is offering?

Prove it!

That is what all your potential customers are saying. Prove that what you are offering is different or unique from all the others.

You can do that by becoming known for the uniqueness of the product/service differentiation. In other words, you need to be the ‘subject matter expert’ in a distinctive niche of your industry. So how do you do that?

It goes down to understanding what it is you offer on a deeper level. It is asking yourself – what is it that we do that attracts our type of customer? It is also asking your customer’s – what is it that we do that attracted you to become our client?

When you get answers to these questions, start to compare them. The one’s that share a commonality are your unique niche. Then you have to promote that uniqueness in a special way.

When are you going to take action on this?

What type of service do you offer?

This question is due to a recent experience with my internet provider.

I was having a small challenge so I called their service department. Sadly the technical support person did not know anything about service or listening skills. Every time I said something, his response was ‘I agree with you, but…’ It is the ‘but’ that was the challenge. When people say the word ‘but’ after agreeing what they are saying is ‘but you are wrong’. All that he had to say was ‘I agree with you, and did you consider this‘. Then he would have had me, and we could have had a discussion.

The next time you are in a discussion with someone of the opposite view, watch yourself and the other person for how many times the word ‘but’ is used. Then change your response from the word ‘but’ to ‘and’ and you will see an improvement in how the other person listens to you.

When can you do this, today?

How long does it take you from idea to selling your product or service?

In the automobile business it is usually between 5 and 7 years.

Are you asking, ‘What does that have to do with me?’ The short answer is everything. The long answer is that unless you are thinking ahead and coming up with new ideas on a regular basis your business or industry is falling behind.

I can’t tell you what to do, but I can ask you this question;
Do you want to be first with new ideas or do you want to be playing catch-up all the time?

What is your product/service guarantee policy?

You don’t have one, maybe you should read on.

When Domino’s Pizza was originally started they stated that their customer’s would have delivery in 30 minutes or less, or it would be free. That was quite a plan, and it caused nothing but grief for their competitor’s. It has changed over the years due to a number of circumstances, but this policy helped make Domino’s Pizza into a recognized brand.

The key thing to remember is that they never promised the best tasting pizza or even a good pizza - they just focused on fast delivery.

What can you do today that will knock the socks off of your competitor’s?

What plan or policy can you implement that will cause your competitor’s grief?

Would you like to become a professional gatherer?

In yesterdays blog I spoke about the difference between being a hunter and a gatherer.

In order to become a gatherer you need to change your focus by moving away from being a product/service pusher. To do that you need to follow these steps;
1.    Identify who your ideal customers are and what they need.
2.    Ask more questions and speak less about your product or service.
3.    Learn your product/service in other words you need to understand every feature of your product or service and how these features will benefit your potential clients.
4.    Lastly, you need to develop unique and different ways to attract your ideal customers.

When can you start this process?

If you find you need help, please contact me at 519-539-2267.

Are you a hunter or a gatherer?

There is a big difference which I will describe to you.

If you are a hunter you are always on the prowl for prospective clients. When you are on the prowl you roam in search of a victim. Sadly many sales people look like a wild cat looking to kill and eat the innocent victim. This type of approach produces resistance.

If you are a gatherer, you are out in the market place making people aware of your product or services. You do this with passion and focus. You are eager to help people, as you know that the law of reciprocity will occur. This law means that if you help enough people get what they want, they will help you get what you want at some time in the future.

Do you want to be a hunter or gatherer today?

On this 4th of July I want to pay tribute to American’s.

If you look at the history books you can read about the American entrepreneurial spirit and the never say quit attitude when the times get tough.

In the American national anthem it talks about being ‘the land of the free and the home of the brave’. In my mind this means that they have the freedom to take personal positive action and they are a courageous people. I believe they show it.

What ‘being free and brave’ means to me is that they have the freedom to take steps to become better than they are today. They are also a daring people thus they are willing to take calculated risks. I believe that is why American’s have such a fearless spirit and are willing to pursue their goals.

The rest of the world has a lot to learn from American’s, my compliments.

Would you like to avoid confusing your web-site viewers?

I understand that no-one tries out to confuse their website visitors - but sadly it is easy to do - by mistake. Website visitors are anxious and if your words aren't immediately clear to them, they won’t stay on your site for long.

A number of months ago I had an editor/wordsmith develop some copy for my business. It was a great move on my part. I think you would agree that at times all it takes is a bit of fine-tuning to streamline and tighten up the words to improve your marketing material. This is because you want your potential client’s to get your message loud and clear, don’t you?

I am going to suggest that you contact Maggie Dennison at (805) 965 9173 or go to her web-site at; http:// www.mymarketingmessage.com, to help you in your marketing efforts.

She had a positive effect on my marketing, so why don’t you give your business a real treat?

Did you accept ‘The Secret’ assumption wholeheartedly?

I really struggled with it because it was built on what I thought was a flawed principle.

That flawed principle was - thinking about something will make an idea work. I know that this is not true because you can think about a lot of ideas, but it isn’t until you take action that good things happen.

This is the same with any business. Until a sale is made you are a non-profit business. In order to make a sale you need to take action, learn, and then take more action. This needs to be done on a continuous basis. Of course all of this requires taking a risk. That is the risk of getting out of your ‘comfort zone’.

When will you get out of your ‘comfort zone’?

Does every one of your actions lead to your ultimate goal?

In other words do all of your small actions lead to your key target?

Let me give you an example. I’ve read that every one of the Marvel movies since 2008 was created with the full intention of developing the hype towards the ‘The Avengers’ movie. So in other words all of the other movies were created to build up of the excitement and fan enthusiasm. This plan has helped make ‘The Avengers’ become the third top selling movie in gross sales of all time at $1.4 billion. 

What can you do today that will lead to your ultimate goal?

Who is your target market?

Or do you believe that everyone is your market?

If you believe that everyone is your market, how is that going? Do you have more business than you know what to do with? If you don’t have more business than you know what to do with, read on.

When you are marketing to everyone, it’s very hard, a near impossibility to succeed to a high level. The reason I say that is because marketing needs to have a focus on a specific type of client. What that means to you is that without a specific focus you attract anyone, and they may not be the one’s you want. Let me explain; many business owners are scared of excluding potential clients. However, the more focused you are the better you are at understanding your target market. Thus the more you will know their challenges and probable solutions for their needs.

What can you do today to define your market clearer?

Have you considered abandoning the traditional media?

Many businesses have made this choice, but has it been the right choice?

The way to find out is to understand your target market. In order to do this you need to ask them questions, such as;
•    What magazines, newspapers, email newsletters or blogs do they read?
•    What television programs do they watch regularly?
•    Do they watch online videos?
•    Whom do they do business with on a regular basis?
•    Do they network online and/or offline?
•    How do they prefer to interact by e-mail, in person or other ways?

The reason for this blog is to make you aware that many businesses/marketers have abandoned Yellow Pages for Google Places and the like. The challenge is that many of their target prospects still prefer the Yellow Pages. This is particularly true of the 55-plus age consumer market. When you find out the answers to the above questions you can make an informed decision.

Now you have to ask yourself are you an astute marketer that asks questions, or are you just going with the flow?

Do you have the right message for the right market using the right media?

This is the first question you need to be asking yourself every day, but are you?

The choice about whether you ask that question comes down to whether you want to grow your business or you are just happy existing. In order to find the right media for your message ask the following questions of yourself;
•    Do they understand my business?
•    How good are they at creative problem-solving?
•    How responsive are they to my wishes and needs?
•    Do I like the representative?

When you’ve got positive answers to all those questions, now is the time to take it the next step. The next step is to ask the following;
•    What facts prove that the media you choose are going to be getting your type of buyers to view your advertising?
•    Who will really be in charge of the final advertising decisions?

When can you get these questions answered?

As a sales person do you want to be liked or respected?

Let’s look at this in detail.

Consider this situation. You meet with a potential client. Do you need to be what they want you to be? In other words do you have to be a chameleon so that you fit into their mold, so that you are liked? I don’t believe so, and let me tell you why.

I honestly believe that if you are authentic, others can relate to you. In fact they appreciate you more. Of course you need to be friendly, but you don’t have to be phony. When you meet with them smile sincerely and be open to them. This is not an act; as if you are going to be a service to them you are going to be happy to be with them. The key to any contact is to be considerate about the feelings they have about their problems. By being quietly confident it puts the other person at ease, as they will believe that you are the person that can help them out. By respecting them and their needs and wants you will be respected.

Can you see how being respected is the key?

Do you want to get even when someone wrongs you?

Yes, we feel that we’ve got to get back at someone for a wrong they done, don’t we?

But is it the right thing?

I believe that when you want to get even with someone you need to put your adult pants on. In other words, don’t act like a child. I don’t believe that you have to act child-like when things go wrong. I think you can come to terms with the situation in far classier ways. For instance, what if you approached the person and ask them a few questions about your perception about their actions? What if you took the high road and just considered that the person that wronged you was just having a bad day?

The choice is yours, do you want to act professional or behave like a child?

Have you ever noticed that some people need to improve their attitude?

This was obvious to me the other day.

I have been taking a survey of sales organizations in the area so we can make use of the details in our work. I called a particular car dealership to arrange for a time to see the sales manager. We booked a time and I arrived at the appointed time. I met with the receptionist and told her who I was there to see. She looked around and I could see that the sales manager was talking to a few customers. No problem I thought, he is here. A couple of minutes later she goes to tell him that I was there. He said he had no time for me, but I could call back. My response to the receptionist was that I would not be wasting my time, as I booked an appointment once and I could see that he didn’t keep appointments.

So what is my message here? I think it is obvious to all of you. But what is not obvious to the sales manager is that I will not give them the time of day when I am need of my next car.

Can you think of a time when you brushed off a potential customer?

How are you going to handle this issue the next time?

Do you like to improve, but only on your terms?

How do you feel when someone tells you that you could be better?

I know that no one likes to be corrected, unless it is done with dignity. It is what many call constructive criticism. Sure it is hard to accept and yet when people care enough about you to point out an area in your life that you could improve – do you think it might be a good idea to consider their opinion? It does not mean you have to change, but when you don’t change you are saying, ‘I don’t want to progress.’

We all have to understand that we are far from perfect and any improvement that we make will help those around us. Of course if you don’t think you need to improve, it is a sad sad situation.

What is one thing that you can do today that will make your life better?

Are you having challenges with your staff?

The following story will give you a smile on how you can sort this out.

Two women were comparing notes on the difficulties of running a small business. The first one said, "I started a new practice last year, I insist that each of my employees take at least a week off every three months."

"Why in the world would you do that?" the other asked.

She responded, "It's the best way I can learn which ones I can do without."

Is there a better way to sort out the challenges with your staffing?

Have you considered testing their abilities before you hire them?

As a business manager, do you make assumptions at times?

The following story should bring a smile to your face and help you become a better manager.

A store manager overheard one of his salesmen talking to a customer. "No sir" said the salesman.” We haven't had any for awhile and it doesn't look like we'll be getting any soon."

The store manager was horrified and yelled after the departing customer,” Come back next week. We’re sure to have whatever it is you need." The store manager then turned to his salesman,” Never tell a customer we're out of anything! Now, what did he want?"

"Rain,” answered the salesman.

Would today be a good day to start asking more questions before making assumptions?

Do you need to get your way in order to feel fulfilled?

Is your life all about being the most popular?

These questions become; Do you want everyone else to control how your feel about your life? No! I don’t think there is anyone who is reading this would agree with that statement, so why do we let it happen?

I believe it is due to our habits. Sadly many of these habits started when we were young. We cried when we didn’t get what we wanted, then one of our parents or other children gave in to our wants. Now that you are an adult you need to put your big pants on, you need to act like an adult. So how do you do that?

You need to take responsibility for your life. You need to be accountable for your thoughts and feelings. I am reminded of this quote by Horace (who lived from 65 BC to 8 BC) he said "Rule your mind or it will rule you."

What about what Deepak Chopra said; “Every time you are tempted to react in the same old way, ask if you want to be a prisoner of the past or a pioneer of the future.”

What are you going to do today to break free from your old habits?

How would you describe your life today?

Is your life a battle or is it a carnival?

The way you describe your life is the manner in which you live your life. For example; if life is a battle, your actions will obviously be ‘me versus them’. In other words you are plotting all the time to win ‘the war’. If your life is a carnival, it is full of joy and excitement. You are enjoying all aspects of life.

People can see how you live your life is by the expression on your face and the actions you take.

Which way do you want to live your life?

Which way do you want your potential clients to view you?

Is your progress awareness a fine-tuned ability?

You may be asking, ‘What is progress awareness’?

Progress awareness is the ability to analyze your on-going results in any project. It is the ability to understand what is and what is not working without having to wait for months to see if you got the results you wanted.

Progress awareness is attained by using your intuition or gut feeling. It is acknowledging that the immediate results are not what you expected. Then you fine tune what you are doing and keep moving towards your objective.

What can you do today that will move you toward increasing your ‘progress awareness?

What value do your clients receive from you?

What is the value proposition that makes you better than your competition?

Our potential clients are always asking ‘What’s in it for me?’ So what is it that you do that really benefits your clients? Answer the following questions and you will be closer to understanding what’s in it for your clients;
•    Do you really understand their objectives?
•    Are you a ‘buyer’s assistant’ in helping your clients buy?
•    Is your solution always viable for their wants or needs? How do you know that?
•    Do you have a process of measuring whether what you provided really helps your clients?

When are you going to answer these questions?

Would you like to build stronger relationships with you clients?

Or are you interested in keeping these people as clients?

It has been said that it costs 5 times more to get a new client than to keep an existing one. If that is true or it costs less to get new clients, why don’t you do more to build a stronger relationship with your existing clients?

Do I hear you saying that you are doing all you can? I hope not as if you are saying that you are settling. You are saying that you are doing all that you can, which is a lie. We can always do more but have chosen not to. When you chose not to improve you are on a down-hill slope, which is bad for your business.

What can you do today that will surprise your existing clients and show them that you really do care for them?

Do you work with your clients or for your clients?

It all depends on your approach, doesn’t it?

If you work with your clients you are partnering with them to give them the best solution. If you work for your clients they are telling you what they need and you are delivering it to them.

This brings up a big question; who knows more about your business than you? Of course it should be you. If your clients are telling you what they need and you are delivering it to them without a question, you are an order taker.

If your client tells you what they need and you ask some questions to find out the reasons for their request, you will raise their opinion of you as you have shown a true interest in what you can do for them. Many times this will result in an on-going relationship, which will lead to referrals and more business.

The question is; do you want to build your business or be an order-taker?

Are you a one-man army or the head of a major company?

No matter what position you are in, you need to consider this in order to survive and thrive.

One of the key ways you can survive and thrive is with the help of a great assistant. A great assistant can help you in a number of ways, namely;
•    Organization,
•    Motivation, and
•    Team-orientation

When it comes to organization a great assistant will make sure that you are not bogged down with too much paper work and you are using your primary skills to your best advantage.

A great assistant can take away the small pressures of the day, so that you can stay motivated.

By having a great assistant you will be able to discuss ideas, and realize that ‘two heads are better than one’.

Wouldn’t that make a world of difference to you?

What type of payment plans do you have in your business?

Perhaps this story about paying in advance will give you a smile.

A motorist, driving by a Texas ranch, hit and killed a calf that was crossing the road. The driver went to the owner of the calf and explained what had happened. He then asked what the animal was worth.

"Oh, about $200 today," said the rancher. "But in six years it would have been worth $900. So $900 is what I'm out."

The motorist sat down and wrote out a check and handed it to the farmer.

The motorist said "Here is the check for $900. It's postdated for six years from now."

Do you have first rate clients?

What makes them exceptional clients?

Many years ago I read an article by Dan Richards and he stated the following. He believes that exceptional clients have seven attributes;
•    They are open about all aspects of their situation.
•    They have a reasonable level of discipline to stick to a plan.
•    They bring reasonable expectations to the table.
•    They respect your time.
•    They are very positive and don’t question everything that you do.
•    They ask you questions before reacting unjustly.
•    They have a high trust level or you.

How many of your clients can be classed as first rate?

What can you do to increase that number?

Are you a business builder or an income earner?

There is a big difference between the two.

An income earner uses their sales skills, charm and knowledge to build their client base. Income earners are very good at controlling their individual abilities.

To become a business builder requires a change of attitude and behavior. A business builder will focus on creating value by hiring people that are better than them in many different areas of business. A business builder is not afraid to acknowledge that they don’t know it all and can’t be everything to everyone.

The choice is yours; it is a matter of how you want to live your life.

Which way do you want to live your life?

Have the results of your efforts been what you hoped for?

In other words, are you growing your business?

If you haven’t, now is the time to look at your actions. By looking at your actions you can review what is and what is not working. Are you prepared to take this action?

When do you want to start improving your results?

Are some people born luckier than others?

Do they have an advantage over you?

There is no doubt that some people have been born into money. That meaning that they had family that created wealth before they were born. The question is; are they luckier than you? That depends on the meaning you give to the work ‘lucky’. I’ve met some very honorable people who were born into money. I’ve also met some absolute jerks who were born into money. Let me focus on the honorable ones.

The honorable ones have decided that success only comes before work in the dictionary. They have decided that they are blessed but have decided to make a mark in the world by their own initiative. They were going to work! I enjoy the word initiative because it means one's personal and responsible decision. That decision is to take action and not depend on what they were part of at birth.

Take for example Mark Zuckerberg the founder of Facebook. In a recent interview with Mark’s Mom and Dad with New York magazine, the Zuckerberg's revealed that like their son they are thrifty and do not flash their cash around. Ed Zuckerberg founded a business in 1978 but refuses to retire because his career is his ‘baby’. In other words he enjoys his work.

So no matter what circumstances you were born into, you need to take initiative, enjoy your work and be thrifty. That way you can be one of the luckiest people alive.

When today can you start to refocus?

Do you love what you do in your business life?

Is this your passion?

When you look at business, you need to remember that you must never do things just for the money. You must do it because you are passionate about helping others get what they want. If you are not passionate about what you are doing – this will be seen by your potential clients.

If your passion is seen by your potential clients, they will want to listen to you and potentially buy from you. If not, you will be trying to ‘sell’ at all times. You will be pushy and pushing people to buy.

Is this the way of life you want to live?

What are you doing to understand the needs of others?

You realize that you were born with one mouth and two ears for a reason, don’t you?

The other day I was in an appointment with a prospective client. You could see that she was somewhat uneasy about me being with her. I am sure she was expecting a sales pitch, but it never happened. While I am a very passionate person about what I do, I asked her questions in order to find out the company situation. Her answers helped me tremendously as I found out particular areas of concern that she had in her company.

At the end of our appointment she had calmed down entirely and was more of a friend than she was at the beginning of our discussion. Isn’t this the best way to start a potential business relationship?

What can you do today to get people to open up more to you?

Choosing a successor for your business

A successful business man was growing old and knew it was time to choose a successor to take over the business.

Instead of choosing one of his Directors or his children, he decided to do something different. He called all the young executives in his company together.

He said, "It is time for me to step down and choose the next CEO. I have decided to choose one of you. "The young executives were Shocked, but the boss continued. "I am going to give each one of you a seed today - one very special seed. I want you to plant the seed, water it, and come back here one year from today with what you have grown from the seed I have given you. I will then judge the plants that you bring, and the one I choose will be the next CEO."

One man, named Jim, was there that day and he, like the others, received a seed. He went home and excitedly, told his wife the story. She helped him get a pot, soil and compost and he planted the seed. Everyday, he would water it and watch to see if it had grown. After about three weeks, some of the other executives began to talk about their seeds and the plants that were beginning to grow.

Jim kept checking his seed, but nothing ever grew. Three weeks, four weeks, five weeks went by, still nothing. By now, others were talking about their plants, but Jim didn't have a plant and he felt like a failure.

Six months went by -- still nothing in Jim's pot. He just knew he had killed his seed. Everyone else had trees and tall plants, but he had nothing Jim didn't say anything to his colleagues, however, he just kept watering and fertilizing the soil - he so wanted the seed to grow.

A year finally went by and all the young executives of the company brought their plants to the CEO for inspection. Jim told his wife that he wasn't going to take an empty pot. But she asked him to be honest about what happened. Jim felt sick to his stomach, it was going to be the most embarrassing moment of his life, but he knew his wife was right. He took his empty pot to the board room.

When Jim arrived, he was amazed at the variety of plants grown by the other executives. They were beautiful - in all shapes and sizes. Jim put his empty pot on the floor and many of his colleagues laughed, a few felt sorry for him!

When the CEO arrived, he surveyed the room and greeted his young executives.

Jim just tried to hide in the back. "My, what great plants, trees and flowers you have grown," said the CEO. "Today one of you will be appointed the next CEO!"

All of a sudden, the CEO spotted Jim at the back of the room with his empty pot. He ordered the Financial Director to bring him to the front. Jim was terrified.. He thought, "The CEO knows I'm a failure! Maybe he will have me fired!"

When Jim got to the front, the CEO asked him what had happened to his seed, Jim told him the story. The CEO asked everyone to sit down except Jim. He looked at Jim, and then announced to the young executives, "This is your next Chief Executive Officer!

His name is Jim!" Jim couldn't believe it. Jim couldn't even grow his seed. “How could he be the new CEO?" the others said.

Then the CEO said, "One year ago today, I gave everyone in this room a seed. I told you to take the seed, plant it, water it, and bring it back to me today. But I gave you all boiled seeds; they were dead - it was not possible for them to grow. All of you, except Jim, have brought me trees and plants and flowers. When you found that the seed would not grow, you substituted another seed for the one I gave you. Jim was the only one with the courage and honesty to bring me a pot with my seed in it. Therefore, he is the one who will be the new Chief Executive Officer!"

The moral of this story;
If you plant honesty, you will reap trust.
If you plant goodness, you will reap friends.
If you plant humility, you will reap greatness.
If you plant perseverance, you will reap contentment.
If you plant consideration, you will reap perspective.
If you plant hard work, you will reap success.

Do you review and learn from your past actions?

In other words are you an active learner?

It has been my experience that if I make the time to review my past action, I learn from them. The review I am talking about is a written exercise to re-construct an experience that you’ve had, and then itemize what you’ve learned from it.

I can hear one of you saying ‘That is going to be a lot of work.’ Yes that is true, and if you want to grow as a person you need to do what successful people do. Successful people become successful by reviewing their past actions, so they don’t make the same mistakes again.

If you don’t like repeating your mistakes try this process;

1. Pick an experience you want to learn from.
2. Review in point form the key actions from the experience.
3. Draw some conclusions from your review.
4. Plan on how to use the conclusions in your life.

You want to become an active learner, don’t you?

When today can you take action on this?

Have you set inspirational goals for your life?

There is a saying by Lewis Carroll the author of ‘Alice in Wonderland’, that states, ‘If you don’t know where you are going any road will take you there.’ What this means is that if you don’t have a destination, you can wander all over the place and accomplish what you wanted – that is nothing.

It is the same thing with your business. If you can’t answer these questions right now, you need to answer them very soon;

• Why are you in business?
• Who are your prime customer’s?
• Why are they your prime customer focus?
• What are the results that you need to achieve this day?
• What are the results that you need to achieve this week?
• What are the results that you need to achieve this year?
• What will be the impact if you don’t achieve those results?

My final question is; when will you know the answers to these questions?

Will you ever be able to achieve your goals?

In other words are you physically and mentally capable?

It has been shown that people that are in a good state mentally and physically are more capable of working the long hours and applying themselves in the achievement of their goals.

It has also been shown that being physically and mentally fit also gives you the ability to have energy, enthusiasm and passion for what you want to accomplish.

If you are in a fine state both physically and mentally, my compliments.

If you aren’t what can you do today to take charge of your future by taking control of your body and mind?

Have you developed a game plan?

Do you know where you would like to take your business?

Do you think outside the box?

Do you look for different ways to do your work?

I believe it is an essential skill in the 21^st Century to look at ways to improve your business or actions in business. I know this because if you continue to do what you’ve always done, you will get the stuffing beat out of you by some business is looking at ways to improve their business. Settling for the status quo is a deadly attitude in business today.

Thinking outside the box is all about innovation. Innovation is the establishment of better or more effective products, processes, services, or ideas that are going to be accepted by your prospective clients. This will take some work, but the results can boost your business to levels it has not seen in years.

Isn’t today the day to start thinking outside the box?

Do you really know where you are going?

Have you established your vision so clear that you can see it and feel it?

I am sure you’ve heard this story before, although it still needs to be repeated as reinforcement. In the 1953 Graduating Class at Yale University researcher’s found out that only 3% had written goals. Twenty years later, the researcher’s polled the members of the class of 1953 and the results were astounding! Of the 3% that had written goals, they had accumulated more personal financial wealth than all the combined 97% that had not written goals.

What does that say to you?

What do you need to do today?

Are you analyzing the return on your marketing costs?

Are you reviewing the repayment from your business expenses?

On May 15^th, General Motors announced that it would stop advertising on Facebook. The decision was based on the fact that they have found that their ads did not have the impact they had hoped for.

This is a powerful statement for all businesses to consider. This is because if a major company like GM has doubts about their advertising on Facebook, it is a sign that all businesses must re-evaluate their marketing ways and view the results in greater detail.

When will you evaluate your marketing expenses versus the results?

Have you lost sight of your goal?

Or do you have a goal?

I strongly believe that if you don’t have a goal, you will wander aimlessly. It is the wandering aimlessly that can destroy your life. Yes, I said destroy. The reason for saying that 'destroy' word is because if we don’t have goals or objectives, we have know reason to take action. Taking action is the key to feeling alive and contributing to others.

What is one goal you can set for this coming week? Remember it must be S.M.A.R.T., which stands for Specific, Measurable, Attainable, Relevant, and Trackable.

Can you see how setting goals can make a difference in your life? If not e-mail me at timothygibney@sympatico.ca and I will send you a more detailed description of goal setting.