As of the end of December 2007 I'll be on assignment and won't be writing at CloseMoreSalesBlog.com.
For more information you can contact me at tomk@closemoresales.com
TK
Monday, December 31, 2007
Monday, November 05, 2007
Laws of Success for Sales Professionals
There are fundamental laws that if consistently followed will lead to sales success in any industry. Conversely, these same laws cannot be subverted over long periods of time without serious consequences.
Here are three important laws of success for sales professionals:
1. The Law of Attraction - Simply put, this law says that you are, and will become, that which you think about most of the time. The dominant thoughts in your mind will ultimately express themselves in your words and actions. Think negative and you'll soon be talking negative. Talk negative and you'll act negative and attract other negative people. Soon you'll be surrounded and ultimately consumed by the worst in you, the worst in others and the worst about your industry and the company you work for.
Do the exact opposite and you'll soon be surrounded by success. This is such a basic concept and easy to do, but what's easy to do is also easy not to do! Too many people are looking for complex solutions when the simplest adjustments in their thinking can make the most dramatic changes in their production.
2. The Law of the Harvest - This law outlines the key relationship between activity and productivity, you reap what you sow. Quality effort applied to activities such as prospecting and follow up will lead to new business.
Engaging in "planting" activities such as planning and training keep you focused on positive thoughts. You reap what you sow; therefore, take the time to plan your production and what you want your business to look like in 2008. Then do the daily disciplines necessary to achieve the results you want.
3. The Law of Reciprocation - This is the key law to all lasting long-term relationships. Giving without expectation of immediate return. The law states that when you give to others they feel inclined to give back.
In today's economy, all selling is relationship selling! You must be building relationships with quality referral partners and you must be nurturing your database. Failure to do so will result in serious production loss. What goes around will come around - that is the essence of the law of reciprocation.
There are dozens of other laws that apply to business, but these three are critical for sales professionals. Follow these laws now - and you'll have more success in the future!
TK
Here are three important laws of success for sales professionals:
1. The Law of Attraction - Simply put, this law says that you are, and will become, that which you think about most of the time. The dominant thoughts in your mind will ultimately express themselves in your words and actions. Think negative and you'll soon be talking negative. Talk negative and you'll act negative and attract other negative people. Soon you'll be surrounded and ultimately consumed by the worst in you, the worst in others and the worst about your industry and the company you work for.
Do the exact opposite and you'll soon be surrounded by success. This is such a basic concept and easy to do, but what's easy to do is also easy not to do! Too many people are looking for complex solutions when the simplest adjustments in their thinking can make the most dramatic changes in their production.
2. The Law of the Harvest - This law outlines the key relationship between activity and productivity, you reap what you sow. Quality effort applied to activities such as prospecting and follow up will lead to new business.
Engaging in "planting" activities such as planning and training keep you focused on positive thoughts. You reap what you sow; therefore, take the time to plan your production and what you want your business to look like in 2008. Then do the daily disciplines necessary to achieve the results you want.
3. The Law of Reciprocation - This is the key law to all lasting long-term relationships. Giving without expectation of immediate return. The law states that when you give to others they feel inclined to give back.
In today's economy, all selling is relationship selling! You must be building relationships with quality referral partners and you must be nurturing your database. Failure to do so will result in serious production loss. What goes around will come around - that is the essence of the law of reciprocation.
There are dozens of other laws that apply to business, but these three are critical for sales professionals. Follow these laws now - and you'll have more success in the future!
TK
Saturday, September 22, 2007
Bad Referrals Don't Exist
Last week I was at a meeting and heard someone say “there are no bad referrals,” and following that state ment he then said “I’d work a referral from anyone.” I love that perspective and it’s how we all start our careers in sales.
However it doesn’t take long for us to lose that “I’ll talk to anyone” perspective and embrace the “that lead sucks” program. Professional salespeople should be operating at a higher level and embrace the “there are no bad referrals” perspective.
I suggest we subscribe to three obvious networking principles… I call them Obvious 1, Obvious 2 and Obvious 3.
Obvious 1. “We Network to Serve First and Make Money Second” – This is so basic and here's how Zig Ziglar put it long ago… “You can have everything in life you want if you will just help enough other people get what they want...” So if that’s the case then:
Obvious 2. “There must be Multiple Objectives in Networking” – I shared this concept a few months back. Think about it… even if you want to help people first and make money second, you’ll still be rejected more often than accepted unless you have multiple objectives when prospecting. Here’s the top three I teach: A. Secure business. B. Secure permission to market. C. Create a professional and positive experience. These two impressions (professional and positive), are not created as often as they should be… Which is sad because:
Obvious 3. “Most Business comes after the First Introduction” – A good friend of mine is a pest control professional. He loves it, and after a year or two of building his business, he now turns business away. He loves telling me that – and he’s also mentioned that many of the people he works with now told him “no thanks” earlier. You never know when a past referral will call and need help. Just because you don’t get business from an introduction today, doesn’t mean you won’t get a call tomorrow.
TK
However it doesn’t take long for us to lose that “I’ll talk to anyone” perspective and embrace the “that lead sucks” program. Professional salespeople should be operating at a higher level and embrace the “there are no bad referrals” perspective.
I suggest we subscribe to three obvious networking principles… I call them Obvious 1, Obvious 2 and Obvious 3.
Obvious 1. “We Network to Serve First and Make Money Second” – This is so basic and here's how Zig Ziglar put it long ago… “You can have everything in life you want if you will just help enough other people get what they want...” So if that’s the case then:
Obvious 2. “There must be Multiple Objectives in Networking” – I shared this concept a few months back. Think about it… even if you want to help people first and make money second, you’ll still be rejected more often than accepted unless you have multiple objectives when prospecting. Here’s the top three I teach: A. Secure business. B. Secure permission to market. C. Create a professional and positive experience. These two impressions (professional and positive), are not created as often as they should be… Which is sad because:
Obvious 3. “Most Business comes after the First Introduction” – A good friend of mine is a pest control professional. He loves it, and after a year or two of building his business, he now turns business away. He loves telling me that – and he’s also mentioned that many of the people he works with now told him “no thanks” earlier. You never know when a past referral will call and need help. Just because you don’t get business from an introduction today, doesn’t mean you won’t get a call tomorrow.
TK
Friday, September 21, 2007
Multitasking for Sales People
I don’t recall the first time I heard the word, or of the concept, but multitasking is the topic of today’s post. Multitasking is the concept that has made disciplined people “production machines” and normal people “hit or miss” in their performance.
The moment pagers began leaving an instant text message along with a phone number multitasking has been a blessing and a curse for sales people. Spinning our wheels with multiple pieces of technology suddenly became an acceptable endeavor if we simply said “I’m multitasking.”
According to an article in the Arizona Republic, writers Christia Gibbons and Andrew Johnson “Whether it’s text messaging during a meeting, emailing while writing a report or calling from the car, recent studies have shown that multitasking can lead to a loss of focus and a decline in work quality.” It makes total sense to me. If your mind is focused on one thing then the ability of that same mind to focus on something else is diminished.
Should we be able to skillfully use different forms of technology? Of course. Should we be expected to compose an email, talk with a client on the phone and text our spouse back that Chili’s is a great place to meet for lunch, all at the same time? Nope.
Here’s some advice from someone who multitasks when needed but knows when too much is too much:
1. Never do anything with a mobile device when talking face to face with a client unless you are both waiting for a call, email, text message.
2. Don’t surf the Internet when you’re on a call with a client unless you are reviewing something that pertains to the call. Just don’t do it. Go to your desktop and stare at a blank screen.
3. Don’t text and drive. This is crazy and just became a primary moving violation offense in Arizona.
4. Be very careful when driving and talking. When you’re supposed to be driving – drive. Try taking a call then saying this to your client “hey this call is so important and I’m driving. Let me pull over and I’ll call you right back.” Then do it. You look good and deliver on a small little promise too.
5. Work in “day-tight compartments.” In other words when you launch a project, large or small, don’t start doing something else until that project is done. Need to write a letter? Don’t take a call until it’s done. Need to make an important call? Don’t check and respond to email until you’re off the call.
6. Turn off the automatic send and receive on your email. Check when you’re free. What if the mailman brought your mail throughout the day one piece at a time… would you run to the mail box every time he threw a letter in the box? No, you’d wait until he was done delivering the mail. If you’re expecting an important message, hit the send and receive message until you get it.
These are only a few ideas. Be careful out there, the world of technology really is a blessing and a curse. Make sure you’re on the right end of the dilemma.
TK
The moment pagers began leaving an instant text message along with a phone number multitasking has been a blessing and a curse for sales people. Spinning our wheels with multiple pieces of technology suddenly became an acceptable endeavor if we simply said “I’m multitasking.”
According to an article in the Arizona Republic, writers Christia Gibbons and Andrew Johnson “Whether it’s text messaging during a meeting, emailing while writing a report or calling from the car, recent studies have shown that multitasking can lead to a loss of focus and a decline in work quality.” It makes total sense to me. If your mind is focused on one thing then the ability of that same mind to focus on something else is diminished.
Should we be able to skillfully use different forms of technology? Of course. Should we be expected to compose an email, talk with a client on the phone and text our spouse back that Chili’s is a great place to meet for lunch, all at the same time? Nope.
Here’s some advice from someone who multitasks when needed but knows when too much is too much:
1. Never do anything with a mobile device when talking face to face with a client unless you are both waiting for a call, email, text message.
2. Don’t surf the Internet when you’re on a call with a client unless you are reviewing something that pertains to the call. Just don’t do it. Go to your desktop and stare at a blank screen.
3. Don’t text and drive. This is crazy and just became a primary moving violation offense in Arizona.
4. Be very careful when driving and talking. When you’re supposed to be driving – drive. Try taking a call then saying this to your client “hey this call is so important and I’m driving. Let me pull over and I’ll call you right back.” Then do it. You look good and deliver on a small little promise too.
5. Work in “day-tight compartments.” In other words when you launch a project, large or small, don’t start doing something else until that project is done. Need to write a letter? Don’t take a call until it’s done. Need to make an important call? Don’t check and respond to email until you’re off the call.
6. Turn off the automatic send and receive on your email. Check when you’re free. What if the mailman brought your mail throughout the day one piece at a time… would you run to the mail box every time he threw a letter in the box? No, you’d wait until he was done delivering the mail. If you’re expecting an important message, hit the send and receive message until you get it.
These are only a few ideas. Be careful out there, the world of technology really is a blessing and a curse. Make sure you’re on the right end of the dilemma.
TK
Saturday, September 15, 2007
The Plateau Principle Revisited
I wrote this article a few years ago and after reviewing some old posts I wanted to throw it up again... it still makes so much sense. Here it is:
A few years ago I was helping one of my sales people work through a decision they were making regarding leaving our group. It was tough – they were one of our top producers and were liked by a number of their peers.
After reviewing consecutive years of earnings in which each year was easily a six figure income, I came to the conclusion that the challenge surely wasn’t money or the relationship we had between us. To complicate matters, they couldn’t express the reason why they really wanted to make a move (because it didn’t make logical sense), and I had to dig really deep to find an answer.
After some serious thought and the ultimate reality that we were going to lose this individual, I came up with the following description of what was happening from a business perspective and called it “The Plateau Principle.” Check it out:
“In any organization (business, sports etc.), an individual may ultimately reach a high level of achievement in which they can rise no further and thus they have reached their plateau. Unless the individual leaves their current environment (company, team etc.) and finds another organization to demonstrate their abilities and utilize their skills… they will soon digress in performance and attitude.”
What Leads to Plateau:
1. A real need on the part of the individual for something fresh and new.
2. Challenges with management that strain relationships to the point that severing the relationship is imminent.
3. The individual believes that their current opportunity is not attractive or is less than they deserve based on their perceived value of themselves.
4. The individual has risen to a higher level of responsibility but finds that they are incompetent to consistently perform at previous level of success. The resulting frustration can serve as a catalyst for any of the above three factors.
How to Prevent Plateau:
1. Provide opportunities for employees to try new lateral roles within the organization.
2. Cultivate an atmosphere of respect that allows employees to understand their role and management’s role within the organization.
3. Keep employees perceptions in line with reality.
4. Don’t give away opportunities and autonomy… make employees earn them over appropriate periods of time – no shortcuts.
I hope this helps the next time you have an opportunity to coach one of your sales people work through this very real issue.
TK
A few years ago I was helping one of my sales people work through a decision they were making regarding leaving our group. It was tough – they were one of our top producers and were liked by a number of their peers.
After reviewing consecutive years of earnings in which each year was easily a six figure income, I came to the conclusion that the challenge surely wasn’t money or the relationship we had between us. To complicate matters, they couldn’t express the reason why they really wanted to make a move (because it didn’t make logical sense), and I had to dig really deep to find an answer.
After some serious thought and the ultimate reality that we were going to lose this individual, I came up with the following description of what was happening from a business perspective and called it “The Plateau Principle.” Check it out:
“In any organization (business, sports etc.), an individual may ultimately reach a high level of achievement in which they can rise no further and thus they have reached their plateau. Unless the individual leaves their current environment (company, team etc.) and finds another organization to demonstrate their abilities and utilize their skills… they will soon digress in performance and attitude.”
What Leads to Plateau:
1. A real need on the part of the individual for something fresh and new.
2. Challenges with management that strain relationships to the point that severing the relationship is imminent.
3. The individual believes that their current opportunity is not attractive or is less than they deserve based on their perceived value of themselves.
4. The individual has risen to a higher level of responsibility but finds that they are incompetent to consistently perform at previous level of success. The resulting frustration can serve as a catalyst for any of the above three factors.
How to Prevent Plateau:
1. Provide opportunities for employees to try new lateral roles within the organization.
2. Cultivate an atmosphere of respect that allows employees to understand their role and management’s role within the organization.
3. Keep employees perceptions in line with reality.
4. Don’t give away opportunities and autonomy… make employees earn them over appropriate periods of time – no shortcuts.
I hope this helps the next time you have an opportunity to coach one of your sales people work through this very real issue.
TK
Wednesday, July 11, 2007
Never Get Rejected Again
Getting rejected is part of every sales position and every sales professional has to go through it - there is no way around it; however, it doesn’t have to be something you live with forever… in fact, I have the formula for never being rejected again.
Rejection is a mental response or “the state of being rejected.” Are you going to get what you want everyday working in the sales profession? Nope. In fact most of the time you’ll hear “no” more than “yes” and “I’m happy with who we’re using now” more than “I’d love to start working with you today.”
So why don’t all sales people feel depressed? Well many do… and some have thick skin, some don’t really care about their careers and others just don’t take rejection personally – but most of us do – or we certainly don’t like it.
What’s the formula? Have Multiple Objectives.
In every aspect of the sales process have multiple objectives to gauge success. This primarily relates to prospecting and presenting. For example, let’s say you’ve been networking your business and you receive a referral into an account you would love to do business with…
You schedule an appointment and finally have the opportunity to sit face to face with the decision maker. After 30 minutes of what you think is a really good conversation, the most dreaded string of words ever put together is unleashed on you “let me think about it and get back to you.”
After doing your best to move past this “stall” nothing changes and your time is up. You walk out without any concrete decision and you feel ______ ______. (You insert the two words)
Now watch this, same scenario, but you go into the meeting with multiple objectives:
1) Secure new business
2) Secure permission to market to the decision maker
3) Create a positive impression of yourself and your company
Since number three is something you have total control of, no matter how the appointment goes, you cannot be rejected.
This works great when cold calling. My multiple objectives when cold calling are:
1) Secure an appointment
2) Secure contact information and permission to market
3) Always leave a professional impression of myself and my company
Referrals are also fantastic secondary and tertiary objectives. I may not be in need of your product or service at the moment you approach me, but if you ask, I may know of someone else who is and is ready to make a decision now.
Always have the objective of being professional and positive in your selling interactions. It’s no secret that most human beings in this country have negative impressions of sales people. By exuding “positive professionalism” in all situations you’ll do more for your future opportunities and the selling industry than you can imagine.
I know this is a very basic principle… most brilliant concepts are pretty simple once they are practiced consistently. Have multiple objectives and eliminate rejection from your selling career!
TK
Rejection is a mental response or “the state of being rejected.” Are you going to get what you want everyday working in the sales profession? Nope. In fact most of the time you’ll hear “no” more than “yes” and “I’m happy with who we’re using now” more than “I’d love to start working with you today.”
So why don’t all sales people feel depressed? Well many do… and some have thick skin, some don’t really care about their careers and others just don’t take rejection personally – but most of us do – or we certainly don’t like it.
What’s the formula? Have Multiple Objectives.
In every aspect of the sales process have multiple objectives to gauge success. This primarily relates to prospecting and presenting. For example, let’s say you’ve been networking your business and you receive a referral into an account you would love to do business with…
You schedule an appointment and finally have the opportunity to sit face to face with the decision maker. After 30 minutes of what you think is a really good conversation, the most dreaded string of words ever put together is unleashed on you “let me think about it and get back to you.”
After doing your best to move past this “stall” nothing changes and your time is up. You walk out without any concrete decision and you feel ______ ______. (You insert the two words)
Now watch this, same scenario, but you go into the meeting with multiple objectives:
1) Secure new business
2) Secure permission to market to the decision maker
3) Create a positive impression of yourself and your company
Since number three is something you have total control of, no matter how the appointment goes, you cannot be rejected.
This works great when cold calling. My multiple objectives when cold calling are:
1) Secure an appointment
2) Secure contact information and permission to market
3) Always leave a professional impression of myself and my company
Referrals are also fantastic secondary and tertiary objectives. I may not be in need of your product or service at the moment you approach me, but if you ask, I may know of someone else who is and is ready to make a decision now.
Always have the objective of being professional and positive in your selling interactions. It’s no secret that most human beings in this country have negative impressions of sales people. By exuding “positive professionalism” in all situations you’ll do more for your future opportunities and the selling industry than you can imagine.
I know this is a very basic principle… most brilliant concepts are pretty simple once they are practiced consistently. Have multiple objectives and eliminate rejection from your selling career!
TK
Friday, June 22, 2007
It Takes More Than Capital to be Successful
Starting a new business is a challenging endeavor. The Small Business Administration lists lack of sufficient capital as one of the main reasons small businesses fail.
Well everyone in the selling profession is essentially running their own small business where the company they work for actually puts up the equivelent capital needed to sell. So why do some salespeople only squeek out a living? The answer is in the following article by Jim Rohn.
NINE THINGS MORE IMPORTANT THAN CAPITAL by Jim Rohn
When starting any enterprise or business, whether it is full-time or part-time, we all know the value of having plenty of capital (money). But I bet we both know or at least have heard of people who started with no capital who went on to make fortunes. How you may ask?
Well, I believe there are actually some things that are more valuable than capital that can lead to your entrepreneurial success. Let me give you the list.
1. Time
Time is more valuable than capital. The time you set aside not to be wasted, not to be given away. Time you set aside to be invested in an enterprise that brings value to the marketplace with the hope of making a profit. Now we have capital time.
How valuable is time? Time properly invested is worth a fortune. Time wasted can be devastation. Time invested can perform miracles, so you invest your time.
2. Desperation
I have a friend Lydia, whose first major investment in her new enterprise was desperation. She said, "My kids are hungry, I gotta make this work. If this doesn't work, what will I do?" So she invested $1 in her enterprise selling a product she believed in. The $1 was to buy a few fliers so she could make a sale at retail, collect the money and then buy the product wholesale to deliver back to the customer.
My friend Bill Bailey went to Chicago as a teenager after he got out of high school. And the first job he got was as a night janitor. Someone said, "Bill, why would you settle for night janitor?" He said, "Malnutrition." You work at whatever you can possibly get when you get hungry. You go to work somewhere -- night janitor, it doesn't matter where it is. Years later, now Bill is a recipient of the Horatio Alger award, rich and powerful and one of the great examples of lifestyle that I know. But, his first job – night janitor. Desperation can be a powerful incentive. When you say - I must.
3. Determination
Determination says I will. First Lydia said, "I must find a customer." Desperation. Second, she said, "I will find someone before this first day is over." Sure enough, she found someone. She said, "If it works once, it will work again." But then the next person said, "No." Now what must you invest?
4. Courage
Courage is more valuable than capital. If you've only got $1 and a lot of courage, I'm telling you, you've got a good future ahead of you. Courage in spite of the circumstances. Humans can do the most incredible things no matter what happens. Haven't we heard the stories? There are some recent ones from Kosovo that are some of the most classic, unbelievable stories of being in the depths of hell and finally making it out. It's humans. You can't sell humans short. Courage in spite of, not because of, but in spite of. Now once Lydia has made 3 or 4 sales and gotten going, here's what now takes over.
5. Ambition
"Wow! If I can sell 3, I can sell 33. If I can sell 33, I can sell 103." Wow. Lydia is now dazzled by her own dreams of the future.
6. Faith
Now she begins to believe she's got a good product. This is probably a good company. And she then starts to believe in herself. Lydia, single mother, 2 kids, no job. "My gosh, I'm going to pull it off!" Her self-esteem starts to soar. These are investments that are unmatched. Money can't touch it. What if you had a million dollars and no faith? You'd be poor. You wouldn't be rich. Now here is the next one, the reason why she's a millionaire today.
7. Ingenuity
Putting your brains to work. Probably up until now, you've put about 1/10 of your brainpower to work. What if you employed the other 9/10? You can't believe what can happen. Humans can come up with the most intriguing things to do. Ingenuity. What's ingenuity worth? A fortune. It is more valuable than money. All you need is a $1 and plenty of ingenuity. Figuring out a way to make it work, make it work, make it work.
8. Heart and Soul
What is a substitute for heart and soul? It's not money. Money can't buy heart and soul. Heart and soul is more valuable than a million dollars. A million dollars without heart and soul, you have no life. You are ineffective. But, heart and soul is like the unseen magic that moves people, moves people to buy, moves people to make decisions, moves people to act, moves people to respond.
9. Personality
You've just got to spruce up and sharpen up your own personality. You've got plenty of personality. Just get it developed to where it is effective every day, it's effective no matter who you talk to - whether it is a child or whether it is a business person - whether it is a rich person or a poor person. A unique personality that is at home anywhere.
My mentor Bill Bailey taught me, "You've got to learn to be just as comfortable, Mr. Rohn, whether it is in a little shack in Kentucky having a beer and watching the fights with Winfred, my old friend or in a Georgian mansion in Washington, DC as the Senator's guest." Move with ease whether it is with the rich or whether it is with the poor.
And it makes no difference to you who is rich or who is poor. A chance to have a unique relationship with whomever. The kind of personality that's comfortable. The kind of personality that's not bent out of shape.
And lastly, let's not forget charisma and sophistication. Charisma with a touch of humility. This entire list is more valuable than money. With one dollar and the list I just gave you, the world is yours. It belongs to you, whatever piece of it you desire whatever development you wish for your life. I've given you the secret. Capital. The kind of capital that is more valuable than money and that can secure your future and fortune. Remember that you lack not the resources.
Incredible. Thank you Jim!
TK
This article was submitted by Jim Rohn, America's Foremost Business Philosopher. To subscribe to the Free Jim Rohn Weekly E-zine go to www.jimrohn.com or send a blank email to subscribe@jimrohn.com
Well everyone in the selling profession is essentially running their own small business where the company they work for actually puts up the equivelent capital needed to sell. So why do some salespeople only squeek out a living? The answer is in the following article by Jim Rohn.
NINE THINGS MORE IMPORTANT THAN CAPITAL by Jim Rohn
When starting any enterprise or business, whether it is full-time or part-time, we all know the value of having plenty of capital (money). But I bet we both know or at least have heard of people who started with no capital who went on to make fortunes. How you may ask?
Well, I believe there are actually some things that are more valuable than capital that can lead to your entrepreneurial success. Let me give you the list.
1. Time
Time is more valuable than capital. The time you set aside not to be wasted, not to be given away. Time you set aside to be invested in an enterprise that brings value to the marketplace with the hope of making a profit. Now we have capital time.
How valuable is time? Time properly invested is worth a fortune. Time wasted can be devastation. Time invested can perform miracles, so you invest your time.
2. Desperation
I have a friend Lydia, whose first major investment in her new enterprise was desperation. She said, "My kids are hungry, I gotta make this work. If this doesn't work, what will I do?" So she invested $1 in her enterprise selling a product she believed in. The $1 was to buy a few fliers so she could make a sale at retail, collect the money and then buy the product wholesale to deliver back to the customer.
My friend Bill Bailey went to Chicago as a teenager after he got out of high school. And the first job he got was as a night janitor. Someone said, "Bill, why would you settle for night janitor?" He said, "Malnutrition." You work at whatever you can possibly get when you get hungry. You go to work somewhere -- night janitor, it doesn't matter where it is. Years later, now Bill is a recipient of the Horatio Alger award, rich and powerful and one of the great examples of lifestyle that I know. But, his first job – night janitor. Desperation can be a powerful incentive. When you say - I must.
3. Determination
Determination says I will. First Lydia said, "I must find a customer." Desperation. Second, she said, "I will find someone before this first day is over." Sure enough, she found someone. She said, "If it works once, it will work again." But then the next person said, "No." Now what must you invest?
4. Courage
Courage is more valuable than capital. If you've only got $1 and a lot of courage, I'm telling you, you've got a good future ahead of you. Courage in spite of the circumstances. Humans can do the most incredible things no matter what happens. Haven't we heard the stories? There are some recent ones from Kosovo that are some of the most classic, unbelievable stories of being in the depths of hell and finally making it out. It's humans. You can't sell humans short. Courage in spite of, not because of, but in spite of. Now once Lydia has made 3 or 4 sales and gotten going, here's what now takes over.
5. Ambition
"Wow! If I can sell 3, I can sell 33. If I can sell 33, I can sell 103." Wow. Lydia is now dazzled by her own dreams of the future.
6. Faith
Now she begins to believe she's got a good product. This is probably a good company. And she then starts to believe in herself. Lydia, single mother, 2 kids, no job. "My gosh, I'm going to pull it off!" Her self-esteem starts to soar. These are investments that are unmatched. Money can't touch it. What if you had a million dollars and no faith? You'd be poor. You wouldn't be rich. Now here is the next one, the reason why she's a millionaire today.
7. Ingenuity
Putting your brains to work. Probably up until now, you've put about 1/10 of your brainpower to work. What if you employed the other 9/10? You can't believe what can happen. Humans can come up with the most intriguing things to do. Ingenuity. What's ingenuity worth? A fortune. It is more valuable than money. All you need is a $1 and plenty of ingenuity. Figuring out a way to make it work, make it work, make it work.
8. Heart and Soul
What is a substitute for heart and soul? It's not money. Money can't buy heart and soul. Heart and soul is more valuable than a million dollars. A million dollars without heart and soul, you have no life. You are ineffective. But, heart and soul is like the unseen magic that moves people, moves people to buy, moves people to make decisions, moves people to act, moves people to respond.
9. Personality
You've just got to spruce up and sharpen up your own personality. You've got plenty of personality. Just get it developed to where it is effective every day, it's effective no matter who you talk to - whether it is a child or whether it is a business person - whether it is a rich person or a poor person. A unique personality that is at home anywhere.
My mentor Bill Bailey taught me, "You've got to learn to be just as comfortable, Mr. Rohn, whether it is in a little shack in Kentucky having a beer and watching the fights with Winfred, my old friend or in a Georgian mansion in Washington, DC as the Senator's guest." Move with ease whether it is with the rich or whether it is with the poor.
And it makes no difference to you who is rich or who is poor. A chance to have a unique relationship with whomever. The kind of personality that's comfortable. The kind of personality that's not bent out of shape.
And lastly, let's not forget charisma and sophistication. Charisma with a touch of humility. This entire list is more valuable than money. With one dollar and the list I just gave you, the world is yours. It belongs to you, whatever piece of it you desire whatever development you wish for your life. I've given you the secret. Capital. The kind of capital that is more valuable than money and that can secure your future and fortune. Remember that you lack not the resources.
Incredible. Thank you Jim!
TK
This article was submitted by Jim Rohn, America's Foremost Business Philosopher. To subscribe to the Free Jim Rohn Weekly E-zine go to www.jimrohn.com or send a blank email to subscribe@jimrohn.com
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