Teamwork Makes the Dream Work

You are a Champion!

Highly successful people–this is the second point of the four point lesson that John Maxwell taught this past weekend.

Nothing gets better unless we get better. You cannot give what you do not have!

In order to be successful we want to build a Team and learn how to develop and equip other people. Therefore, the number one thing we need to start doing is investing in self. How do I get better so that I can attract the right team members or right people?

We attract what we are!

People follow our actions and not necessarily what we tell them. We model ourselves to other people as leaders. We cannot expect others to go where we will not go (have not been) ourselves. They won’t take the Journey alone.

Here is a key concept in learning How to train and develop people. Also, teaching others is the best teacher. Start by letting them know that you will be learning right along with them. Putting yourself in the same seat will make it work (let’s learn together).

Leaders are Readers!

Happy Image

You are a Champion!

Most of us have heard this story in some fashion, understand the principle, and still wonder about the success of people that make it a part of their appearance. It’s the reason for the phrase “Man’s best friend” even though learned from an animal considered to be less intelligent.

Cavett Robert wrote this in his book Success with People:

“I have a dog named Sam. We don’t know what kind of dog he is. We only know that he is a dog of very careless parentage.

Sam won’t hunt, he won’t point, he won’t even catch mice. As a watchdog he is a disgrace. You could steal everything in my home and Sam couldn’t care less. He would lick your shoes as you carried my possessions out and even help you if he could.

But in spite of his shortcomings, there is not enough money in existence to buy Sam from me. And I’ll tell you why. When I come home at night my wife is often too busy to meet me. The kids are usually involved in their own interests. But not ole Sam! He will actually sit for five hours, if necessary, in front of the door waiting for me.

When I open the door, his old public relations department starts wagging. He makes me feel loved and wanted, but most of all, he reminds me of one of life’s most important principles, which I repeat–that the world is a looking glass and gives back to every man a reflection of his own image.”

When you stop and think about it most dogs don’t really work too hard to sustain life. More importantly, they appear to be enjoying their work (life). If you could just lower your expectations to the level of your dog, and learn their patience and forgiveness you will be rewarded too.

What kind of image are you reflecting?

Do I Lift up?

You are a Champion!

Our company sponsors John Maxwell and we had the privilege of hearing him again this weekend. Here are a few comments from my notes:

It would be difficult to think of exceptions to this statement when it comes to business, religion, etc. “We are in the people business.”

Therefore, getting along with people (good relationships) is key to the success of our business. People who are highly successful “focus” on people (work hard at this). They avoid doing what just comes natural to all of us (Knocking others down).

We’re smarter and work harder than them. You see, smart people never call you a loser they just think you are one. People see through this fog in us. They “recognize it.” It’s all about you. The reality is that it’s never about you!

Have a good sob story? Here’s one area where the 80/20 rule applies in this fashion: “80% couldn’t care less and the other 20% are actually glad to find someone who’s more miserable.”

We have two choices in life when it comes to other people. We can either add or subtract and we can Lift or Lean. We can either add value to their lives or we can bring them down. Ask yourself or other people this question: “If people had a choice to put a minus (-) or a plus (+) by my name what would it be?” Do I lift other people up?

Would you like to take some people aside and tell them this: “People don’t like you and we are in the people business.”

When we hear words like this we can all think of examples (role models) in our lives. I think of a boy I knew in Junior High School. Instinctively, he knew that he was the new kid in school even though he knew he was good looking and talented in many ways. He didn’t come to his new school with the attitude that I’m going to show you how great I am and therefore you will like me. He didn’t go to the most popular kids in school (the In Crowd) to let them join in singing his praises or perhaps wonder why they wouldn’t (what’s wrong with these people they don’t see who I am). Instead, he went to the most unpopular and beat up (so-to-speak) kids in the class and began to make friends. These people weren’t in the In Crowd they were the rejects. I saw him on several occasions support kids that other kids didn’t consider to be important. Even before his senior year he was the most popular kid in school and the quarter back of the football team. He never had an overinflated opinion of himself and you never saw him singing his own praise (but by his senior year everyone else did). Sometimes it pays to be humble.

Who we are, where we live, etc. may be extremely important to each of us. Please just realize that to other people it may not be important and extremely insignificant.  Cavett Robert says, “If you come to me with a product to present, I couldn’t care less about that picture of your new factory.  It’s of little concern to me that you operate in fifty states.  The history of your great founder, interesting as it may be to you, leaves me cold.”

Over two thousand years ago another extremely powerful and talented individual walked the earth. He didn’t come to the In Crowd and Kings. He lifted other people up as he still does today. Be wise and don’t lift yourself up because it’s so hard going down.

Words matter–Do I Lift Others Up?

John 1: “In the beginning was the Word, and the Word was with God, and the Word was God. The same was in the beginning with God. All things were made by him; and without him was not any thing made that was made.”

Gullible and Naive People

You are a Champion!

Enron brought down one of the big five accounting firms Arthur Andersen LLP causing 85,000 people to lose their jobs because of greed (money and power). Some people have no idea that they are not above the law. Unfortunately, some people are above the law.

This is a conversation you need to have with your kids (moral instruction does matter) because they may not learn this in business school. Seemingly nice people can convince you to do things you shouldn’t do because they have control over your job or some aspect of your life and you can’t see a good way out.

Interestingly, playing the “stupid card” is common. I suspect auditors really get bored with the play stupid ploy. Perhaps as irritated as some voters get with their politicians playing the stupid ploy when you suspect they’ve received thousands of emails, and the “I’ll get back to you.” I recall a CPA telling me, “I need this job so I’ll just play dumb.” It’s similar to the lawyer phrase, “I just don’t recall” (even though it was the most traumatic event in their life).

Do you think accountants have not read pages and pages on professional ethics? I never cease to be amazed at politicians passing laws like Sarbanes-Oxley (Sarbox). There is a big cost of compliance (more government, more paper, more staff, and more audit fees) so what is the benefit to citizens? The hidden cost in products and services and negative impact on U.S. Investments. Smaller public companies took themselves private almost immediately after this law was passed. Other companies are now traded on foreign exchanges as the capital market goes over seas. Some criminals don’t care how many laws you pass even though they do want to know the rules so they can modify, if need be, how they play the game. Also, some people will sign a piece of paper without even looking at it (that’s what they hire lawyers and accountants for). These criminals weren’t convicted because of Sarbox.

It’s very difficult to legislate morality and, as we know, it may not apply to people in high places. They don’t follow rules they make rules (generally in their favor).

There are a few brave souls…

There’s a new book out by Cynthia Cooper, Calling WorldCom to Account, and here is a quote from Business Week:

“Early in her story of the WorldCom implosion, whistleblower Cynthia Cooper offers a graphic description of events as they developed. With billions of dollars in shareholder value at stake, accountants at the once-soaring telecom giant were asked to cover up huge losses. ‘To meet earnings expectations, they’d have to make adjustments in the hundreds of millions of dollars with no support and only the hope that the problem would correct itself,’ Cooper explains. The accountants agonized over ethics and criminal liability, withdrew emotionally from their families, and composed resignation letters. Ultimately, fearful of losing not-easily-replaced jobs, they succumbed, cooking the books with made-up profits. ‘I just really pulled some [accounts] out of the air,’ one of them said.”

Don’t be shocked that people went along to save their Jobs. Please understand, we are not talking about normal accounting estimates or errors in this article (all companies manage earnings to the Nth degree). Whistleblowers are often expected to do the right thing and just never told how to put their lives back together or get another good job after they do it. The government and press (not counting the company) may paint them as a disgruntled employee or a nut case. Who’s going to hire them now? Therefore, many concerned employees quietly move on. It takes serious tested “core values” to overcome a corrupt society and/or organization. When many companies, even governments, are controlled by organized crime what are your going to do–you need a job!

Laws are passed continually to legislate morality. In 1977 a complex Foreign Corrupt practices Act was enacted to keep companies from being involved in kickbacks and bribes. Did it clean anything up?

Don’t ever assume that people think like you do when it comes to morality and compassion. Did you know that Bernie Ebbers (WorldCom CEO) taught a Sunday School class? Cultural mores evolve and some can remember leaving the doors unlocked at home and the keys in the car. Of course, drug laws weren’t sending scores of kids to jail either. I recall going to lunch one day and as I stepped outside a young woman jumped from the top story of a Hotel across the street (ruined my lunch). I could tell that she was a beautiful young woman (obviously needed some help–who knows what she was involved in). I was talking to a Secretary later who said, “I don’t feel sorry for her at all because she could have killed someone walking down the street.” You know, I have to admit that those thoughts never really crossed my mind. Your thoughts are just that–your thoughts. Don’t let someone else make you feel nutty (put you down) because you don’t think like they do and you question things they don’t!

Some companies aren’t worth your time or your effort especially when it’s keeping you distracted or awake at night. Don’t get sucked into something you don’t want to be involved in. You can always join a Network Marketing Company and have “Life on Your Terms!”

Lost Opportunities?

You are a Champion!

Do opportunities sometimes distort your judgment?

Do you suppose the so-called “opportunity” to be with the wrong pretty woman could cause some men to miss what’s on the walls? Closed and distracted minds can be hazardous to your health, wealth, etc.

Proverbs 27:17, “Iron sharpens iron, So one man sharpens another.”

This Proverb causes us to consider the value of getting good advise when it comes to so-called opportunities because it’s sometimes difficult to avoid problems without help from others. And so, do we really seek wise council and get other opinions? Do we even think about getting help from others or just trust in ourselves?

What causes people to avoid saying, “I was wrong and I’m sorry?” Look at Politicians today who never admit to being wrong. We all make mistakes! How many problems could be resolved if people just had the guts to say, “You know I was really wrong and how can we make it right?”

John Maxwell wrote this in his book Failing Forward: “Evangelist D. L. Moody was once asked which people gave him the most trouble. His response was, ‘I’ve had more trouble with Dwight L. Moody than any other man alive.’ Television host Jack Paar echoed that same thought: ‘Looking back, my life seems like one long obstacle race, with me as its chief obstacle.’ If you are continually experiencing trouble or facing obstacles, then you should check to make sure that you are not the problem.”

Don’t get stuck inside your own ego, because it will become a prison in no time flat. –Barbara Ward

“Get Over Yourself–Everyone Else Has”

Finding a Product To Sell

You are a Champion!

Find just one type of product (hopefully high impact) and concentrate on how to market that product. First, consider areas of interest because you will just naturally do better (in my opinion) with something you can get excited about.

Why just one product? Because you need to focus (this is a beginning) and you can’t focus on a large group of products (unless that’s what you did working for someone else and you are just copying their business). For example, is the product seasonal? Who uses the product? Who are you competing against? That’s not just a product question. Different products compete like luxury cars compete against diamonds. How do they buy the product? Can this product be marketed (is it marketed) through Network Marketing? There are only so many hours in a day so limit your focus.

Next, look for the hungry person, or disgusted person or group, that would be willing to team with you to market the product. Why reinvent the wheel and do all the start-up work when someone else has already done it? Never do what you can accomplish by teaming up with others. I recall a brother-in-law who started a business (with another key person) just like the one they had worked for many years. Guess what, they were the business and their former employer no longer exists. Another person I know was devastated when he got fired in heavy haul trucking. He is now a millionaire with a heavy haul trucking company. He would never have accomplished this had he not been fired and that company has many regrets about their major firing decision–big mistake!

If you approach others and they are not interested (likely case) go find someone else who is and look for the best people you can find. No one does these things alone if they can find the right people. Also, it won’t be a major industry player until you are a significant player.

Finally, keep your eyes and ears open! If you have written goals then the information to achieve those goals gets through. Your brain filters out meaningless information but it doesn’t filter out important information in areas you have been giving a lot of thought (if you think that’s not true take this awareness test). If you are talking you can’t be listening.

It’s out there somewhere!

Chase Your Source

You are a Champion!

I was reading an article on the Internet about a nuclear proliferation whistleblower and something she said in this interview I found very insightful about the work of the UK Times reporters:

“They’ve done good, solid reporting so far by doing what reporters are supposed to. They have been chasing sources and getting their hands on documents. It’s pretty simple. As you know, this story has been available to any journalist for six years now.

There’s been a lot of speculation in the last few weeks that American reporters haven’t touched this story because they are ‘corporate owned’ but it is wrong to exonerate these reporters so quickly. Many of them are too close to their official sources, and some are simply lazy. This Times team chases sources, and if they can’t reach them one way, they’ll try and try again, or they’ll seek out alternate sources, or find other ways to ensure that they get the story.

When I hear from US reporters, they say ‘Sibel, give us all the documents we’ll need, and you line up all the sources for us, and then maybe we’ll do a story‘ and if one source doesn’t return their phone call, they simply give up. That’s not journalism!“

What if you were a Journalist with a few minutes before a deadline. Would you drag up a story about Britney Spears (that you know many people will pay attention to and requires little work) or a serious story about nuclear proliferation that requires a lot of leg work on your part? Also, if you don’t get the story right you might have to retract, possibly get fired by the paper or news outlet, embarrass high level political figures, possibly fight a defamation lawsuit, and on and on. I think most of us would go with the Britney Spears story (the sure bet) even though the potential for “making it big” might be in another story. Evidently this story has been around for six years, makes sensational claims, and has the potential for being a blockbuster story? How many Network Marketers would work six years on a leg?

Network Marketer’s are professional story tellers. However, in order to build a solid downline they have to do a lot of leg work (downline building). “This Times team chases sources, and if they can’t reach them one way, they’ll try and try again, or they’ll seek out alternate sources, or find other ways to ensure that they get the story.”

In Network Marketing we call what Business Builders do “chasing the business.” Perhaps it could be compared to the hard work done by Journalist. Journalist have a host of techniques and relationships with sources (perhaps over a long period of time). I began to wonder how a Journalist could be a good quality Journalist without building a list of quality sources?

A quality source comes with a good track record and they are believable as a source (have influence). For example, are criminals good sources of information? I know that they are used as sources and normally are coerced into telling their story. A good source may give information because they have an agenda and perhaps even a higher purpose. In Network Marketing we are looking for quality sources.

What would cause someone to endure humiliation, loss of a job, and possible harm for a period of six years? Wouldn’t we suggest that they have a strong purpose or reason?

I’ve heard people in the business say, “That’s not the way to do the business–it’s done this way.” When I think about that I might think about this story. I may find the story repugnant and discount the story because of my belief systems. However, when I look at the determination of the individual I might have to think that it may take precedence over how I think things should be done.

Eventually, success has a lot to do with determination and chasing the business!

Riding Multiple Ponies

You are a Champion!

Is it OK to be involved with several different Network Marketing companies at the same time? The exclusive dealing subject continually comes up among Distributors. From a company perspective, being exclusive is a “major loss” of Net Sales and Net Sales drive Network Marketing companies. I suspect that concern for major Distributor decisions (taking downline away from the company) guide those exclusivity decisions even though 95% of their “current” sales come from customers (not Business Builders). This is really a red herring, if anything, being nonexclusive will maintain some customers not lose customers. If people don’t like the company or products they will leave anyway. People don’t stay where they aren’t liked or don’t like.

And so, what about being involved with other companies from a Distributor perspective? In my opinion there is no downside if you are not a serious Business Builder. So the company threatens to cancel your Distributorship and you don’t have a significant downline. Let them cancel because they just lost your purchase of products (Net Sales) and positive word-of-mouth (that’s what I call dumb). You can easily rebuild when you don’t have much to lose. They will tell you that you can’t focus on more than one company. Well, what about having all your eggs in one basket and the company goes broke or continually makes decisions that impact your checks negatively? Trust is the key factor in Network Marketing.

What if you are a serious Business Builder? If you have been giving this subject some thought it’s time to look inward as well as review your company and their standing in the industry. If you see greener pastures it is because you are having issues with yourself or the company you have joined.

Here is a word of caution. If the real issues are really internal (not external) then your position will not likely improve by changing to another company. Yes, some people do find waves to ride and better compensation plans but this is not your average Network Marketing situation. If anything would keep me from moving to other companies (besides losing warm market credibility) it would be this issue. Your business is built from the bottom up–that means you. No matter how much help you have received in the past, from your upline sponsors, they can’t stand still and wait for you. If you mentally drop out they are forced to move on! Note: this is why building structure and building deep in the organization is so important for the serious Business Builder.

If you haven’t gained Network Marketing skills it won’t matter what company you join because you will just repeat your unfortunate experiences. If you have serious skills you can go any where you want and the opposite is true. It pays to get skilled up and part of that skill is learning to overcome negatives and adversities.

It’s just human nature to blame external things on internal deficiencies.

Empty Shells

You are a Champion!

Are you an empty shell? After you’ve lived a while you notice a lot of empty shells on the beach. People who have filled their lives with earning money and gaining power (empty things). People with serious power and serious money that have the ability to do a lot of good. They also have the ability to do a lot of harm to the little person. People that depend on their help (power and/or money) and their ability to do good.

Here’s what Christ said about people like that in Mt. 23:27, “Woe to you, scribes and Pharisees, hypocrites! For you are like whitewashed tombs which on the outside appear beautiful, but inside they are full of dead men’s bones and all uncleanness.”

Be careful of people who are walking around dead. People who have all the money and position and a serious disease. This Affluenza disease is called “more” (more power and more money). To these people life becomes a game while to others (the little person) it becomes a matter of losing hope or sometimes even life. You see people like this every day. They are working their next shady deal to get more money and power and they are already rich (at least by the way many people define rich). They look good, they smile, and the little person falls all over them because of their position and power. However, don’t trust their words because they are lies and they know it. They know something many don’t know: “People will believe a lot of things that aren’t true and never question what they are being told.”

I was attracted to Network Marketing because I saw some people who gave hope and weren’t empty shells. Oh, you say, “your industry is full of empty shells.” Yes, that’s true and so is many industries, many governments, many religions, and many families.

Network marketing is a great equalizer. You don’t have to be an insider to play in the game and their is no cap (unless you get with the wrong crowd).

This industry gives hope to a lot of people that have no hope. If that defines you, please find out for yourself and begin to question everything.

Leave empty shells on the beach.

Support - Empathy - Truth

You are a Champion!

This comment is not meant to be political (just an observation) about Defense Secretary Robert M. Gates. He used to be on the Board of Directors for a company I worked for and I bet they miss him very much. No matter what you may think about our current political situation I would like to make a comment about the vast difference I see in Robert Gates and how he differs from other high level politicians. I’ve watched him several times before Congress on C-Span and his ability in this area (Title of the article) I consider to be amazing, and I suspect he has the respect of several people who “strongly” disagree with him and the direction of the war. Take some time to watch him before Congress–you may be amazed too. His humility and lack of anger (empathy) comes across. Here are his paraphrased comments responding to a Representative trying to come down hard on him about a particular issue: “I’m really concerned about the issue you have raised and the Defense Department really needs your help (the help of Congress) in resolving this matter. I agree with your concerns.”

You tell me, how would you go about arguing with his comment other than - thank you Mr. Secretary?

I’ve quoted Marion Luna Brem, Women Make the Best Salesmen, several times so here I go again:

THE HOTHEAD

“I’ve seen more than a few hotheads in my time. No car owner is happy about their automobile breaking down. But some customers get hotter than their overheated engine. It’s tough to deal with someone who’s demonstrating an extremely low level of rationality. But it can be done.

First and foremost, keep your cool. Having raised two sons, I draw on my experience as a mother. Screaming and yelling wouldn’t have done me any good then, when my three-year-old was throwing a fit because he didn’t get his way, and it wouldn’t do any good now in dealing with (supposedly) more mature adults. The key is to stay calm, and collected.

In my early days as a car dealer, I received one too many complaints about a service manager who had a difficult time with this principle. Shouting matches were almost a sport to him. Needless to say, his tenure was very short-lived. I have never seen an exchange of tempers solve a problem, let alone sell a product.

But how do you go about reasoning with a customer who is out of control? Earlier, I discussed the importance of showing support, and empathy with challenging customers. The person who’s demonstrating open anger needs a double dose of both. As difficult as it may sound, it’s the only road to reasoning with this person. Until you administer support and empathy, they won’t be able to hear a thing you say. Let me give you an example.

A female loan officer for a local bank called my office one morning, saying that my finance manager had misrepresented some information about a customer on a credit application that she had approved. She insisted to my secretary that she see me ‘TODAY.’

My secretary scheduled an appointment for later that afternoon, which allowed me the time to conduct an internal investigation.

When the loan officer entered my office, I offered her a beverage, which she turned down. ‘I didn’t come here to socialize,’ she all but snarled.

I took a seat next to her on the same side of the desk (a showing of support) and listened as she told her story. When she wound down, I told her that I valued our relationship with her and the bank she represented. ‘I am very supportive of your position in this matter,’ I said. With that, her body language seemed to relax a bit. ‘You’ve obviously been put in a very painful situation with this,’ I empathized. She proceeded to tell me just how painful it was for her, feeling she had been taken advantage of. She also told me her decision had caused her to look bad to the loan committee.

But now it was time for her to hear my truth.

‘After your call this morning, I delved into the matter to prepare for our meeting. It seems our customer misrepresented the information contained on this credit application,’ I explained. ‘We didn’t catch it either.’

From that point forward, I felt as if I were discussing the problem with a totally different person. (She even changed her mind about the beverage.) We not only formulated a remedy for the problem but created preventative measures to ensure that the fiasco could never be repeated.

Support. Empathy. Truth. In that order. I know that had I tried to share the truth with her before offering support and empathy, it would have landed on deaf ears.

• The difference between a sales ‘clerk’ and a sales ‘pro’ is that the pro actually looks at challenging customer situations as opportunities. The clerk see them as something to avoid at all costs.
• Not every customer problem can be solved. But every customer can be supported. Every customer needs and deserves to he heard.
• Being patient with difficult customers is the foundation for dealing with them. Whether a customer’s a hothead, a know-it-all, or just indecisive, there are strategies you can use. But they all take a calm presence of mind. Nothing will be accomplished if you are impatient.”

“How would you like for me to make your life a living hell?” “Well, I’m not really ready for a relationship Lois but thank you for asking.”

Jim Carrey (Ace Ventura)