What are you doing to test yourself? How are you pushing yourself to greater things? In fact, ARE YOU doing this?

I have recently undergone HAZMAT Response training, wherein I (and my team) were trained to respond to the spill of hazardous, even deadly, chemicals. I mean, this was the real deal - we dressed in sealed space suits, we resolved toxic spill situations and for all intents, we saved lives. In the process, I found out what my associates were capable of, who "had my back," and when the chips were down who could be relied upon to act quickly, coolly and bravely in the face of a dire challenge.
This was very comforting and enlightening.

But it led me to wonder how many of us deliberately place ourselves in trying situations. I'm not suggesting that HAZMAT Response Training is the only answer, even if I think it would benefit anyone. But, ask yourself: "Am I forcing myself to do things that I am afraid of? AM I DELIBERATELY TESTING MY LIMITS AND TRYING TO REACH BEYOND THEM?"

If you are like most people - you are not. You move at a slow pace, you avoid risk and you look for the easy way to get somewhere. That is normal; it's what most do.

It's also why people don't leave the "dream phase" of their lives. We are told that we need to dream big, to be all we can be... but putting dreams into action requires us to often go into frightening territory. That part is left out of the promotional materials, somehow.

But it is this attribute, the willingness to face fears and challenges come what may, that sets the achiever apart from the dreamer. Every hero, every great and unknown success story, has this as an element of their life. Nothing was ever achieved merely by dreaming - it is the DOING that we remember. And while it may be fraught with dangers, real and imagined, it has to occur.

So again, ask yourself as you dream big, "When dreaming has run it's course, am I ready to face my fears, to sweat and to WIN?"

Don’t be the Best - Be Chosen

Do you believe you offer the best service, product, or skills in your area… yet maybe you are still not getting the results you are looking for? “Hey!” you say, “What gives? Don’t people want The Best?”.
Well… no. Contrary to popular belief, there is a different reality behind why your customers choose you - or your competitors.


Who Gets Chosen?
Think of McDonalds hamburgers for a moment. They are the top-selling hamburgers in the world. But, are they the best hamburgers? Most people I ask say, “No”! So how did they get to be number one, and chosen so consistently often? Because there is more to success than being the best!

Now, I’m not criticizing the fast food industry; in fact, it has done a superb job of combining two of the most desired things on the planet: Fast and Food.

We like fast food because it meets specific needs. Under certain circumstances, people will trade the absolute element of quality for speed… and if you can put a little “special sauce” on it, well, so much the better.

The point is, McDonalds’ success isn’t about being the best. McDonald's became so successful because their food doesn’t taste bad and is occasionally innovative. But more importantly, they are chosen so often.

“Success isn’t about being the best at what you do, it’s about being consistently chosen to do it.” - David Hutton

Here’s a radical idea I’d like you to consider: There really IS no such thing as The Best! If we could actually agree on what is best, everybody would choose it. But the next day, something else would come along and be the New Best. So, fortunately for us in business, people don’t necessarily choose what’s best… they choose what they are comfortable with.

In other words, people will choose what they FEEL is the best for them. That’s right, I used the “F” word: FEEL! People buy or choose to deal with others based on their feelings. They may know McDonald’s isn’t the best, but they know it is dependable and fast, all the time - which gives them a feeling of trust.

So, logic may get them to you, but they SELECT you based on the feelings they get because of you. And that is the secret to being consistently chosen.

Before we go further, let’s look at the logic part of this. This logic says you must have something to offer something that people want.

To meet this need, you pursue the methods, tactics, and knowledge behind what you do. For example, McDonalds makes decent burgers from good ingredients, cooked to the right temperature and they serve it fast. That’s the logic behind the product and is what initially draws people to them.

So let’s be very clear at this point: You should be as good as you can be at what you do so you can bring value to every exchange.

But simple skill and knowledge are not enough; they are one sided and are just the price of admission. After all, anybody can make hamburgers and, indeed, many are considered better than McDonalds. Yet “Mickie D’s” remains at the top.
Why?

Because they know there are other factors at work besides “being the best” and they exploit them. McDonald’s continually asks the one important question:

“What really matters to the people that are our customers?”

This was brought home to me recently while attending a real estate appraisal and valuation course, where we were given many lengthy, tricky, even crazy exercises in figuring gross square footage of a property. The class complained loudly over these seemingly unrealistic problems.

But I reminded my classmates that we must learn all of this so we can quickly and accurately evaluate the properties we are entrusted to sell or buy for our clients. That’s a “no-brainer,” as they say. That’s the science we spoke of a moment ago.

But square footage doesn’t sell a house by itself… it gets you in the door. The fireplace, the backyard or kitchen, the local schools or golf course – that’s what sells. The “feel” of experiencing these things is what people ultimately focus on. It’s all very personal – and far removed from the science.

McDonalds gets this; their advertising combines a simple musical jingle with an emotionally charged slogan, “I’m loving it.”
They know that once you start singing these words and putting it together, mentally, with their hamburgers, they have you. Being the best is no longer important.

Everybody wants the same three things; Love, Money and Prestige. They want to be cared about, have some security and be acknowledged as ‘someone’ in the world. So instead of being the Best, be good. Then ask yourself these questions:

1. Do I know what really matters to the people that are my customers?”
2. Do I have care and concern in my business transactions – and is it detectable?
3. Can I show proof of my integrity, stability and value?
4. Will people ultimately end up looking good, by doing business with me?

Answering these questions with “Yes,” will be the stuff of my next update.

The other day a young man, named Ryan, asked me what I thought he should do. He had many ideas about what he might do, and mentioned some of things he had dreamed of doing. He even had reasons why he wasn't doing other things because "..right now, I'm not able to do them," as he put it.

As we talked he began the familiar litany of reasons why he CAN"T do the things he mentioned. He had some great ideas, some real life changers. But his speech was peppered with a constant stream of why he cannot do them. Some of these negative notions had come from others, and some he had decided on his own.

After listenting to him I laid out the simple formula that could get him where he wnated to go:
1. First decide what your Prime Directive is.
This isn't so much what you want to do, but that which you know you should be doing. There will be time for big dreams later - at the moment, there are things you should be doing to advance yourself to the next step. Decide what that is.

2. Stop listening so much to the naysayers.
For example, Ryan had been told by his father in law that one of the hings he had looked into would only lead to problems, hardships and ultimately, failure. But I saw a different reality - if he gave that thing an honest effort of only 80%, he would make more money than he had ever dreamed of, gain prestige and obtain a respected position in the community. It was done before by others and wasn't earth shaking, meaning it was very possible. SO who should he be listening to?

3. Eliminate CAN'T from your own vocabulary.
Our internal dialogue should be guiding us to where we need to go - not knocking us back to the ground. The one person you should be able to trust is yourself. So focus on CAN phrases. Instead of saying, "I cant do that because..." say, "I can do it, and here's how, why, etc." Direct your mind to see the solutions and face the difficulties, as opposed to cutting off your own legs - - and doing nothing.

Winston Churchill once said, “When I look back on all these worries, I remember the story of the old man who said on his deathbed that he had had a lot of trouble in his life... most of which had never happened”

If you are going to GO, DO and BECOME anything, you have to first be convinced that it is the right thing to be doing at this time. Then you have to choose your counsel well, from among those that realistically support you. And finally, you have to face the fact that you CAN do whatever it is you choose, as opposed to stopping before you start.

You Dont Need Talent

Alright, having talent can't hurt. But what is really needed as you work your way throught life, trying to BECOME, is best illustrated by this quote from Andrew Carnegie:

"People who are unable to motivate themselves must be content with mediocrity, no matter how impressive their other talents" - - Andrew Carnegie

WOW! Talk about impact!. Mr Carnegie was good for that; any study of him, no matter how perfuctory, will show that. But read that again...

Talent doesn't matter as much as being able to get yourself out of your comfy chair and do the things you must DO. It is crucial, in fact, if you are to change yourself and your life - in other words, to GO, DO AND BECOME.

So think about what it is you want to BECOME, and get to work on it. Even if all you do right now is plan and align your thoughts, that is a start. It is the putting off of action - any action - that is the show stopper.

So get motivated and GO, DO and BECOME!

I thought this was interesting enough to add here at "Key Thoughts" this week. Essentially, it describes in detail the old adage that..."You are what you think."
Carefully choose the things you think, and here I mean selectively control what goes through your mind - and you program yourself to achieve success?
Very interesting.....

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Autosuggestion and Controlled Attention
by Napoleon Hill

You are influenced by, and you are a part of, the dominating circumstances of your daily environment. The medium by which this takes place is known as autosuggestions (suggestions you make to yourself, either consciously or unconsciously).

Autosuggestion records in your memory every thought you express, and makes it a part of your character, whether the thought is positive or negative. It records every word which is spoken within your hearing, and gives it a positive or a negative meaning, according to your reaction to it.

Autosuggestion records your thought reactions to everything you see or recognize through any of the five physical senses, and it records the “feel” which you pick up from your physical surroundings.

The objects on which you deliberately concentrate your attention become the dominating influences in your environment. If your thoughts are fixed upon poverty, or the physical signs of poverty, these influences are transferred to your subconscious mind through autosuggestion.

If the habit of concentrating on poverty is continued, it will result in conditioning your mind to accept poverty as an unavoidable circumstance, and you will eventually become poverty-conscious. This is how millions of people condemn themselves to a life of poverty. Remember this, you who would have opulence.

The principle of autosuggestion works in precisely the same manner when your dominating thoughts are fixed, through controlled attention upon opulence and economic security. This habit leads to the development of a prosperity consciousness without which no one may hope for economic security.

It is obvious, therefore, that when you voluntarily fix your attention upon a definite major purpose of a positive nature, and force your mind, through daily habits of thought, to dwell on that subject, you condition your subconscious mind to act on that purpose. As we have stated repeatedly, the subconscious mind acts first on the dominating thoughts placed before it daily, whether they are positive or negative, and proceeds to carry out those thoughts by translating them into their material equivalent.

Source: PMA Science of Success. Pgs. 345-346.

The Four Steps to DOING Anything.

In the movement to "DO" in our lives, i.e., to get out and create action, we often encounter stumbling blocks. Some we cannot do anything about, they just exist. We push on and keep moving to get past them - THAT is what ultimately makes us great.

But many of the challenges we face are simple and basic - and which we tend to blow out of proportion. The French philosopher Michel Eyquem de Montaigne, wrote in the 1500's, "My life has been filled with terrible misfortune; most of which never happened."

We worry, or we get caught up feeling inadequate or we just stall in place - paralyzed by what we see as insurmountable problems. But the truth is, we come equipped, for the most part, with the intelligence and the tools to do most anything we desire. What is needed, then, is a fingertip method to keep us moving past those "stalling moments" which paralyze it.

SO here is my favorite technique to keep from getting bogged down in problems. It is based in the balance between personal power and having none. When a person acts from personal power they see things for what they really are and they take action. They don't bog down in emotions, or trying to find reasons why something CAN'T work.

Power Position Solutions

+ Step One: Dream
This is the first step towards using power to control your outcomes. So if you want to DO something, Step One is to first ask yourself:

"If this situation were to turn out the way I want, what would it look like?"

Then, spend a moment or two imagining the OUTCOME you want.

But don't spend too much time at this dream phase. While it is sometimes comforting, dreaming is ineffective in itself.

But a dream that becomes vision is the first first step towards seeing a problem for what it really is. After all, you can't hope for change if you don't see the need for it!

+ Step Two: Acknowledge Reality
Okay, now you're getting somewhere! In Step Two, you must acknowledge reality. You are not an ostrich hiding your head in the sand - you are a human being, trying to make something happen!

So, in Step Two, stop and SAY out loud:

"This is the reality of the situation. These are the problems I face, the needs I have and the help I need if I am to achieve what I set before me."

Actually say this aloud to yourself, don't cheat and mutter it under your breath. If you need to go somewhere private to do so, then go ahead.

Don't hide from these things; don't be afraid to write them all down. The person who says, "It is, what it is," is far closer to doing something than one who only complains. Once you acknowledge the reality of your situation, you'll find that YOU begin to change for the better. Once that happens, you are primed to affect your own outcome.

+ Step Three: Find Solutions
This is where it all leads - ACTION. The other things are important but they only shine a light on an issue or problem. In themselves, they do nothing but illuminate what you must DO.

Step Three - Write down all possible solutions

Notice, saying them aloud isn't enough. Now you must write these things down. This is called 'brainstorming' and it is where you face ALL possible solutions... not just the ones you like.

Some solutions may be hard or require things you do not currently have, so you must work to make them happen. Often these are the right solutions, even if not the easiest. So you must write down your options and evaluate them on their own merit. DO not be afraid to enlist the aid of someone else, either. They may see things you don't.

But, once you accept and adopt solutions, you change the situation for good. It is no longer what it was - this is where opportunity opens up for you. So put the solutions you decide upon into action.

+ Step Four Get On With It.
This is the ultimate point of all this... to move forward. SO Step Four is to move on from the problem.
Once you have acted on your solutions, you can step forward. Perhaps it will take some more planning to get the actions well along. Or maybe you need some more resources or tools. That's okay, it;s al part of the solution. I will talk mre in a future post about the ways to put solutions into effect.

But remember, the final goal here is to place your problems on the "To Monitor" list.
This means they no longer absorb your energy and worry, but only require occasional input and minor effort to keep going forward.
As Winston Churchill said, "To improve is to change; to be perfect is to change often.

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Of course, there is nothing to force you to use the Power Position Solutions.
So what happens if you don't?

Well, every Power has its powerless opposite. While Power Position Solutions give you good reasons for what you do, the Powerless Position leaves you with little more than excuses. Simply put, nothing changes and you get nowhere. But, hey... at least you'll have plenty of arguments why.

Powerless Solutions

+ Wait and hope
Waiting an hoping is the first step to failing. Sadly, too many people think it is a solution by itself. While hope often gives temporary comfort, waiting is ineffective in itself. It also tends to place the results outside the individual.

That is, if things go good, it is because someone or something else did it, since all you did was wait and hope. If things go badly, well, then the same thing applies.

+ "I can't" - These two words are responsible for more frustration that any other. Once you begin uttering, "I can't..." phrases, you soon develop excuses as to WHY you can't. Before long, you convince yourself of your own inadequacy and develop elaborate rationale to back it up. All this emotional investment has it's own reward, since before long you are convinced that you cannot.

"Whether you believe you can, or you can't... you are right" - - Henry Ford

+ Blaming others - Once you convince yourself that you cannot... you then find others who are part of your downward spiral. Either they caused your failure or they are holding you back. This can be anyone, from your family to the President, even Society at large. But normally there is a face associated with this blame.

Regardless, once you've come this far, there is always someone else who is at fault besides YOU. Rather than acknowledging reality and searching for solutions, it is easier to put the blame on others.

+ Unaware/Unconscious - This is the ultimate Powerless Position. We call it denial, these days. You push the situation so far back in your mind and camouflage it in such a tangled web of blame and self pity that it is finally subverted. In the end, you turn your back on the problem and try to live as if it didn't exist.

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So as you move to DO and accomplish things in your life, remember that it is Power that gets you there. Try the four steps of Power Solutions and see if they don't kick start your efforts to GO, DO and BECOME!.

Is Your Life in the Dirt?

“All Men Are Kings Before Potatoes.” This has become something of a catch phrase for me, lately. I'm a gardener at heart, you see, so it is a natural expression of that pastime.

Few activities are as fulfilling as gardening. It is simple, often laborious work, but it gives you time to think and the results are immediate. Sinking a spade into the soil and turning the earth offers "real-time" feedback; the smell of the soil, the twinge as unused muscles awaken - your results are timely and visible. The Earth does not complain or talk back, either. It knows nothing of negativity... you work, it complies. Simple, basic.

It should be no surprise that I am inspired by Henry David Thoreau and his classic work, "Walden." In that book, Thoreau left the hectic, burdened world of 'civilized' people to live a simple agrarian life, without trappings. What his experiment ultimately proved was that whether you're a king or pauper, rich man or poor, you are on equal footing with the soil.

Gardens also are the epitome of dreams, since they are dreams, realized. All gardeners are planners and people of vision. They schedule, organize and endlessly rotate the features of their garden, manipulating the earth for one goal: TO prepare it for the greatness to come. By deliberately making their visions bear fruit, they hold in their hands the core of all achievement.

Turning the earth to cultivate your own food, is the purest distillation of the Human Charter I talk so often about. That Charter, to "GO, DO and BECOME" is at the core of every garden.

You GO out to the earth, laid before you and embrace it. There is no sitting down and hoping with the garden... you must get up and go there.
You DO, by planting and watering, cultivating and nurturing until it produces that which sustains you. "Garden" is an action word.
In doing all this, you BECOME far more than if you had you simply dreamed and wished for something to have occurred. It is the culmination of vision and applied effort, the highest purpose man can attain.

At the same time, it is a very fulfilling purpose. You see, it is all up to you.
In the garden, you are generally alone and it succeeds only because you make it work... or fail to.

It is the glorious paradox of the garden that this basic, unfettered work makes it such a life-changing force. Often, people scorn the garden as oafish, or arcane - but nothing is farther from the truth. What they cannot see is that in calling forth the powers of the Earth, you fulfill the core need of all humanity to GO, DO and BECOME. In the garden you meet the expectations of all society to do something useful with yourself..

SO, if you are feeling like you are wasting your life, getting nowhere or are unfocused, don't buy another self-help CD, or pay for another session with some "guru." Instead, shed these things, go dig in the soil and plant some tomatoes!

You will find that you are refreshed in both body and spirit and will see things in a vastly different way.

The Power Of Action

Action. One word, six letters. This single noun, described by Webster as, “The manner or method of performing,” is perhaps the most important word in all of human history. I’ve said for years that the world cares little for you the person, except in an arbitrary way. You take up space, you eat food and you are there, so to speak.

But do something notable, worthwhile or even despicable and people know who you are. The richest, most successful, and yes, even the most murderous of men got that way by their actions. Mountain climbers or champion racers win by doing, not by standing on the corner. But, none of these people would do more than take up space on this planet had they not acted on something, at some point in time.

I’ve noticed a tendency among today’s younger people, by contrast, to do very little. Many are content to stay home with their parents well into their 20’s, or even 30’s, and make nothing more of themselves than that. They like to ‘hang out’ with their friends and if asked what they are doing, respond, with “Oh, not much. “

I suspect the root of this attitude is our highly touted and civilized ‘social welfare system.’ I can't prove it - but I suspect it. The welfare system's intent is, of course, caring for the truly poor and infirm. However, what started as people caring for people has morphed into the modern expectation that somehow “the System” will take care of you; that someone will step forward to provide you with that which you want or require. In that case, why do more than wait for the program, grant or handout to come your way?

The problem is, there is always a price. Someone who has achieved something in life pays for these handouts, and often grudgingly so. This means there is also the expectation that you, the recipient, accept being dictated to by those who give the handout. Once you get used to it, in other words, you do what they say to keep it flowing freely. Not everyone gives in to this way of thinking, but far too many do, it seems.

What has been overlooked is the notion that if you want something, the only person who will ensure you get it is you.

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My son Daniel had these two extremes, action vs. handout, driven home recently. He has a friend who has a pressure washer sitting around the yard and some folks asked the two of them if they would wash some houses for them. Daniel was waiting to go off to school and they were paying pretty well, so why not? When the job was finished, his comment to me was something like, “Dad, it was nice to get paid for that simple work. It wasn‘t really hard, and now someone else wants us to come and do some washing for them. Man, it sure beats trying to find new ways to bum money from you!“

Did you catch that? Now, he could have asked me to hand him some money, but he knew that was wearing thin with me, real fast. "Others people money running out..." in other words.
Instead, by sheer chance, he had taken the action needed to earn more money than I would have thought to give.
And he hadn‘t had to beg for a handout to get it, nor put up with my enslavement or expectations. It took only the simple action of washing with a pressure hose to open a world of possibilities and get the message across - DO something, and in turn, become something. In Daniels’ case, he became a man with money in his pocket

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It’s not what you dream about or wish for that gets you where you’re going. Dreams and wishes give shape to your desires, but they are just a place to start. It’s not what you say, talk or complain about that does it, either. “Talk is cheap,” as they say. The world is full of pundits and boors to tell you how bad things are, but that gets no one anywhere.

No, it’s taking ACTION that gets you where you want to be. It’s the “DO” part of your Human Charter, the Charter that places before each of us the challenge to GO, DO and BECOME in our life. Some will say that there is a risk of failure in all this doing, but there is also the chance that you will succeed - or even exceed your own expectations. In the end it‘s about performance, either way.
That is the only thing that gets you noticed and which brings you success at anything. Besides, everyone who succeeds at anything has also failed more than a few times. So get over that fear, right now.

So, what are you waiting for? You know what you want; get a plan together and don’t let anything stop you from getting there. Make no complaints, offer no excuses.

Man, it’s time for you to take action. It’s time to GO, DO, and BECOME!

Have Great Day - Get Control Of Your Time!

Lately, I’ve been reading Leo Thorsness’ book, “Surviving Hell.” Leo is one of only 96 Congressional Medal of Honor winners still alive today. But, what really draws me to him is the six years he spent in a North Vietnamese prison camp during Vietnam, after being shot down over Hanoi. The years he spent at the Hanoi Hilton being tortured, beaten to a pulp, neglected and ultimately dehumanized by his captors would break most men - but not Leo.

He claims to be a better man for the experience!

I met Mr. Thorsness’ recently and found him to be both irascible and lovable, all at once. Considering all he has been through, he is an amazingly upbeat and likable fellow. He claims, “In the 35 years since my release from prison, I’ve never had a really bad day!” What a superior human being he is.

One of the things I’ve taken away from his story is just how little time truly significant things take. For example, Leo would fly out of Laos for hours to fulfill a mission over North Vietnam, but the “action” only lasted an average of 12 minutes. Think about that.
Long prebriefing sessions, aircraft and equipment checks, hours of flying there and back, then more time in post briefing - for 12 minutes worth of “business.“

So I gave this notion a test. I lined up the things I had planned to do for a day: phone calls, advertising sign placement, taking may dad to his appointments, moving yet another sofa… all the usual things.

I allowed my normal time for “briefing” myself, “doing my checks,” and travelling to and fro. I did all the things one must do to “make ready“ without change.

But the actual time it took to do anything important? SECONDS.

I logged them all. 15 seconds to load the sofa. 182 seconds to take my dad downtown. 13 seconds to place my sign… well, you get the point. Maybe one took a little more than another, but mere seconds were all that were required for any of them.

When I had everything completed, I still had time to sort out some of the collected “stuff” in my car, have a shower and shave, do a bit of light gardening, write this and it was still only 3 PM! All my pre-planning and getting ready was important - critical, even - but the fact remains that the actual time expended on any one thing was tiny.

So the next time you think you have too many things to do, just follow these three simple steps.

- SCRUTINIZE your coming activities through a magnifying lens. Strip them down to their barest elements, a mental vision of what is actually involved in the act. This is in stark contrast to what other “gurus” will tell you. They always put the plan before the action.
But realizing how little time is actually required by each activity brings it into a more realistic perspective.

- PLAN in a similar fashion. Allow each bit of planning only the moments it deserves. We usually worry and stew over a thing far in excess of it’s importance, and so end up with what seems to be toom uch on our plate.
But, since the important things come down to crucial seconds of activity, prepare the same way. Everything in your planning is designed to get you to those crucial seconds, seamlessly.

DO - Once you have scrutinized and planned accordingly, then focus on doing the activity exactly as you envisioned. Don’t invest more time in it than you pictured, don’t get sidetracked in diversions. Do it exactly as you saw it in your pre-planning scrutiny.

At first, this will seem backwards from what you are accustomed to. But stick with it. By doing things in this order, you will sharply focus your efforts, leaving you more time to do what you must. In turn, this will give you more time to do more of the things you enjoy!

Before long, you will have gained control of your time and feel more alive, more free. And like Leo Thorsness, you will likely catch yourself exclaiming, “When you’re me, it’s hard to have a really bad day!”

Talking to Friends about Your Business.

This is from Michael Oliver, who is the driving force behind the "Natural Selling(R)" program. I thought it was good enough to include here, since it has some wide ranging applications in both life and business. I hope you enjoy it.

"When I talk with Network Marketers and Direct Sales People, it's
surprising how many are reluctant to talk with friends and family
about their business.

I guess it's understandable in many ways, because they don’t want
to run the risk of alienating those close to them.
If this happens to you, it does mean you're missing out on a
source of high quality business partners and customers.

Perhaps even worse, they might need what you have to offer and
they're missing out because you haven't spoken with them about
it.
(The story is always told of the insurance man who didn't sell his friend a policy, because he didn't want business to ruin their friendship - and then the friend promptly dies, leaving nothing for his family to live on.
The bereaved widow, who is destitute, now despises the insurance man - for not selling life insurance to her husband, the man he called his friend.)

So, what's the solution so that everyone wins? Here are some
suggestions.

1. Keep in mind the first principle of Natural Selling. That is, your purpose is to help other people solve their problems. When you're talking with friends, or anyone come to that, all you're looking to do is to discover if they have the types of problems you can help them solve. That's all.

2. Before approaching a friend, take some time to prepare yourself. Think about everything you know about them. Write down everything you can about their family, their hobbies, their sports, their jobs, their relationships, and especially their likes, dislikes, passions, and so on.

3. Write down all the problems you might have heard them talk about, that your business might be able to solve. Things like health problems or tight finances, and think, if you can, how it’s affecting them.

These are the things you can explore further when you next speak with them.

Now, when you do speak with someone keep in mind the following...

* Respect the relationship that is already there. What’s more important? Your friendship or wanting them as a business partner?

* Explore their previously expressed problems or see if they do have the types of problems you can help them solve without necessarily talking about your solutions.

* Let go from talking about your business opportunity. Your first aim at this stage is to simply discover if you might be able to be of help. If in the course of your conversation it becomes clear your friend or family member might have an interest in changing their present situation, then you can offer your solution there and then, or continue the dialogue at another time.

If you adopt this approach, you won't run the risk of upsetting people. You'll be pleasantly surprised at how many of them will be open to listening to you."

Michael Oliver
Natural Selling® Sales Training
For Personal & Business Success

Find Michael at www.NaturalSelling.com

What You Gonna Do With It?

"From the time the fertile egg is laid, the chances of hatching depend on the care given by those who become responsible for it."

Eggs and hatching? What does this have to do with anything? Well, since this blog may be new to you, I'll simply say that one of the things in life that keenly interest me is the raising of chickens. While perhaps odd to some, in this modern, factory-farm age, I find there are still many lessons to be learned in the old-fashioned chicken yard.

While reading an older text on the matter of hatching eggs for breeding stock, I ran across the above passage. The more I read it, the more I realized how pertinent it is to each of us. This is all the more so to those who are not content to merely take up space, but who would DO something meaningful in life.

So, what can we learn from the fertile egg, from the chick and those responsible for it?

In this country and indeed in most of the world, we are each born into the means to do something great. Laid before you at your birth is a vast system designed to educate you, raise you to adulthood and make you into something. All over the globe, the cultures of man are biased toward individual accomplishment. From the tents of Berber herdsmen in Morocco to the Social Welfare Systems of the world's propeserous countries, the whole of mankind demands that you "do something with yourself."

Poverty or lack of opportunity is no excuse for doing nothing. Oh sure, it is easy to say society or the government or whatever scapegoat you chose is against you. But it is expected that you pull yourself up from what ever ignoble beginnings you started with and rise according to your place and cultural mores. History is full of people who have, you know, so what's your excuse?
No amount of wealth or privilige is an excuse for doing simply nothing, either. Just because you have everything you want, does NOT mean you can do nothing worthwhile. The world is also full of people, right now, who are rich and famous and do things to be proud of who are noteworthy for their accompishments in their own right.

Like the chick in the egg, we are all placed within our particular station in life, each to our particular purpose. We are given but one directive by those who invest in us, by those who take responsibility for us:

"GO. DO. BECOME."

There are forces which can be aligned against you, to be sure. War, starvation, disaster, poverty, disease... these all are realities of life. Some will die before they make a start, let alone get anywhere. It is like that.

But, if you are reading this, wherever you are, I suspect that such hindrances are remote from your particular station in life. Instead, I'll wager that many forces, people and systems have been aligned to ensure that you, like the chick hatched from the egg, arrives on this earth to fulfill your directive, to

"GO. DO. BECOME."

So, now that it is clear that much has happened - known and unknown to you - to give you someplace to start, the question then begs asking: "What are you Gonna Do About It?