Stephen V. Richardson

House of Cards?

2010-08-22T11:42:00.001-07:00

"How solid is the foundation of your Success?

Do you rely on people?
or
Do you rely on proven SYSTEMS?"

- Stephen V. Richardson -

"Put YOUR Mask On First..."

2010-08-19T23:31:00.000-07:00

"Most people work harder for strangers...

than they do for themselves."

- Stephen V. Richardson -

Clues

2010-08-19T08:19:00.000-07:00

"The answers are everywhere...

IF you simply pay attention to the clues."

- Stephen V. Richardson -

"Just 3 Feet Away"

2010-08-18T08:32:00.001-07:00

"Today is the last day of the month...
and so is tomorrow.

Don't you dare give up now...
You are just 3 feet away!"

- Stephen V. Richardson -

Preparation

2010-08-17T14:55:00.001-07:00

"How hard are YOU willing to work...

to be ready when your time comes?"

- Stephen V. Richardson -

"All You Can Do"

2010-08-16T23:33:00.000-07:00

"Your ABSOLUTE Best will always be enough."

- Stephen V. Richardson -

Surrender?

2010-08-15T12:14:00.001-07:00

"Only YOU can decide if failure is an option."

- Stephen V. Richardson -

Transformation

2010-08-15T12:02:00.000-07:00

"Be the person you want to become in your mind FIRST...

and you will be the person you want to become in reality later."

- Stephen V. Richardson -

"YOU Can Do it!"

2010-08-14T18:54:00.001-07:00

"Don't show somebody that YOU can do it...

Show somebody that THEY can do it!"

- Stephen V. Richardson -

Supply & Demand

2010-07-02T01:43:00.001-07:00

"It's NEVER about what you want to sell...

It's ALWAYS about what they want to buy."

- Stephen V. Richardson -

All or Nothing!

2010-06-29T09:27:00.001-07:00

"Decision without Action...

is like

Breath without Air"

- Stephen V. Richardson -

One Fear at a Time

2010-06-28T12:10:00.000-07:00

"What Fear will you conquer today?"

- Stephen V. Richardson -

Crabs in a Barrel

2010-06-28T00:56:00.001-07:00

"There are some people in your Life
that you must leave behind
(at least for a while)...
in order to achieve your goals."

- Stephen V. Richardson -

Change!

2010-06-20T23:53:00.001-07:00

"If what you're doing is not working... CHANGE!"

- Stephen V. Richardson -

Miracles

2010-06-03T14:03:00.000-07:00

"Don't tell me that miracles cannot happen...

because I have witnessed them with my own eyes."

- Stephen V. Richardson -

Fate?

2010-06-03T13:59:00.000-07:00

"NEVER believe that your destiny

is determined by fate...

YOUR destiny is determined

by YOUR decisions"

- Stephen V. Richardson -

Guardian Angel

2010-06-03T01:46:00.000-07:00

I can save you from things...

I can save you from situations...

I can save you from people.

But, I can't save you from yourself.

That's your job.

- Stephen V. Richardson -

Winners & Quitters

2010-06-02T01:32:00.000-07:00

"Winners ALWAYS win...

Quitters ALWAYS quit...

eventually.

Which are you?"

- Stephen V. Richardson -

No Begging Allowed

2010-05-27T07:36:00.000-07:00

"If you find yourself begging a prospect...

check YOUR belief in the Value of what you're doing"

- Stephen V. Richardson -

Make it Happen!

2010-05-25T07:37:00.000-07:00

"Think it... and it might happen.
Believe it... and it could happen.
Know it... and it should happen.

DO it... and it WILL happen!"

- Stephen V. Richardson -

Your Winning Hand

2010-05-24T07:16:00.000-07:00

"Opportunities are only opportunities...
if you take advantage of them."

- Stephen V. Richardson -

Stop Working... Start Playing!

2010-05-23T15:04:00.001-07:00

'Work' is Play...
when you're having FUN!

- Stephen V. Richardson -

Simon Says

2010-05-19T22:00:00.000-07:00

"Your mind will do whatever

you tell it to do...

STOP telling it to do dumb things"

- Stephen V. Richardson -

Help Wanted

2010-05-19T21:48:00.000-07:00

"If you have the ability to help...

you have the Obligation to help."

- Stephen V. Richardson -

Learn thru Humility

2010-05-19T21:46:00.000-07:00

"Be humble & wise enough...

to learn from everyone."

- Stephen V. Richardson -

Public Enemy #1

2010-05-19T21:44:00.001-07:00

"Your biggest enemies...

are the negative voices in your head."

- Stephen V. Richardson -

Educated Decisions

2010-05-17T23:30:00.000-07:00

"A wealthy person has an open mind...
learns about an opportunity...
and makes an educated decision
whether or not to get involved.

A broke person keeps a closed mind...
and decides NOT to get involved
before getting any information."

- Stephen V. Richardson -

Discipline is Discipline

2010-05-14T00:09:00.000-07:00

“The Discipline that you must have
to be Successful…
is the same Discipline that you must have
to be healthy & intelligent.
Discipline is Discipline!”

– Stephen V. Richardson -

Mission Possible!

2010-05-13T11:25:00.000-07:00

"Don't let ANYONE tell you
that it cannot be done...
ESPECIALLY you!"

- Stephen V. Richardson -

Shift Gears!

2010-05-12T01:05:00.000-07:00

"If you want to go FASTER...
Shift Gears!"

- Stephen V. Richardson -

Believe it or Not!

2010-05-05T23:17:00.001-07:00

"You are destined for great things...
but you must Believe it in order to achieve it!"

- Stephen V. Richardson -

Trust trumps Comprehension

2010-05-05T01:13:00.000-07:00

"If a wealthy person who you trust
recommends you do something
you cannot comprehend...
Do It Anyway!"

- Stephen V. Richardson -

Without fear...

2010-05-04T15:02:00.000-07:00

"Without Fear... you are Superman!"

- Stephen V. Richardson -

Who Are YOU Making Rich?

2010-05-03T23:23:00.000-07:00

“What if you worked as hard making yourself wealthy…

as you do making others wealthy?”

- Stephen V. Richardson -

On Pace?

2010-05-03T18:05:00.001-07:00

As the 3rd day of this month comes to a close, ask yourself this question: "Am I on pace to achieve my goals for May?" Depending on your answer, you should either work smarter... or WORK SMARTER!

- Stephen V. Richardson -

Integrity

2010-05-03T07:00:00.001-07:00

"Don't destroy in a day...
what it took a Lifetime to build."

- Stephen V. Richardson

Quality... not Quantity

2010-05-02T08:08:00.000-07:00

“The internet is for promoting…

The phone is for inviting.”

- Stephen V. Richardson -

Stop Trying!

2010-05-02T01:25:00.000-07:00

"If your goal is to "try & see if it works"...
you have my permission to quit right now."

– Stephen V. Richardson

Lifetime of Learning

2010-05-01T19:19:00.000-07:00

"Class is NEVER over!"

- Stephen V. Richardson -

Footsteps

2010-05-01T15:40:00.000-07:00

“Achieving success can be as simple
as following in its footsteps”

- Stephen V. Richardson -

Create Your Masterpiece

2010-05-01T15:37:00.001-07:00

“Every day is like a blank canvas…
for you to create your masterpiece.”

- Stephen V. Richardson -

Ready for a Fight?

2010-05-01T15:34:00.001-07:00

“Are you ready to Fight for your Freedom…

or will you just hope that someone gives it to you?

- Stephen V. Richardson -

Visualization

2010-04-30T10:18:00.000-07:00

“I can see my future…

and it looks GOOD!”

- Stephen V. Richardson –

Positive Feedback

2010-04-30T00:04:00.000-07:00

All people need positive feedback…
Most people appreciate positive feedback…
Many people want positive feedback…
Some people give positive feedback…
Few people ask for positive feedback…

- Stephen V. Richardson -

You Choose!

2010-04-29T14:38:00.000-07:00

"Being positive is a choice...
I choose to be positive
EVERY day!"

- Stephen V. Richardson -

Re-dedication

2010-04-29T09:29:00.000-07:00

“Re-dedicate yourself after every loss…
and after every victory.”

- Stephen V. Richardson -

Fail Your Way To Success

2010-04-29T07:01:00.001-07:00

“The lessons learned from defeat
will either be utilized to win next time…
or ignored to lose again & again”.

- Stephen V. Richardson -

Be Proud!

2010-04-28T22:58:00.000-07:00

“If you are embarrassed to share

your business with EVERYONE

you meet & know…

maybe that’s a clue about your

belief in what you do.”

- Stephen V. Richardson -

Are You Committed?

2010-04-28T20:07:00.000-07:00

"Without True Belief...
You can never
truly Commit"

- Stephen V. Richardson -

Open or Closed?

2010-04-27T21:17:00.000-07:00

“Are you letting 1 or 2 negative

experiences prevent you from even

considering doing something again?

Keep your mind and options open…

ALWAYS.”

- Stephen V. Richardson -

focus... Focus... FOCUS!

2010-04-27T00:20:00.000-07:00

"Focus on your goals...

NOT the obstacles"

- Stephen V. Richardson -

No Excuses!

2010-04-21T23:43:00.000-07:00

"The validity of an excuse...

is irrelevant."

- Stephen V. Richardson -

Is Your Emergency Brake Still On?

2010-04-21T14:36:00.000-07:00

"I meet people every day who
drive thru Life...
with their emergency Brakes on"

Runners Wanted

2010-04-20T20:53:00.001-07:00

"I'm not looking for people to work with me...
I'm looking for people to RUN with me!"
- Stephen V. Richardson -

Real or Imaginary?

2010-04-19T15:23:00.000-07:00

"You're only pretending to have a plan...
If you don't use a planner every day"
- Stephen V. Richardson -

"The Red Zone"

2010-03-22T00:39:00.001-07:00

There are ten days remaining in this month. If you are chasing a goal, you have a choice to do one of three things at this critical checkpoint:

1) Give MAXIMUM EFFORT to close out this month strong!

2) Do nothing differently and coast thru the finish line...

3) Shut things down and save existing opportunities for another day.

How hard would you work if EVERYTHING depended on the next 10 days?

What would suddenly become ‘possible’ if a $1,000,000 bonus was added to the reward?

Your activity, mindset & behavior at the end of each month carries far into the next.

“Run THRU the finish line… because the race is never truly over!”

What's The Difference?

2010-03-14T09:07:00.000-07:00

During the first several thousand years of business, you could be successful by simply providing a great product, service, solution or convenience at a reasonable price. Unfortunately, being ‘Great’… is not good enough any more. Today, countless individuals and organizations seemingly sell exactly the same thing… for the exact same price… in virtually the exact same place.

Why should I shop at Barnes & Noble instead of Borders or Amazon? Why should I patronize Blockbuster versus Hollywood Video or Netflix? What’s really the difference between Mr. Real Estate Agent #1 and Ms. Realtor Agent #1,000,000? Why should I hire you instead of somebody else? Why should I lay off John instead of James?

So few people seem to be focused on finding answers to those questions. So many people seem to be content with thinking and behaving just like everyone else… and, then blaming their situation on excuses like “The Economy”.

Here is today’s new reality: either you are Remarkable… or you are Invisible.

Which are YOU choosing to be?

A Relative Expert

2010-03-11T00:11:00.000-08:00

Earlier today, I conducted a workshop on "Utilizing Social Media to Build Your Brand & Grow Your Business”. It was extremely well received and the audience seemed to get genuine Value from the information that I shared. The funny thing is this: I never considered myself to be a Social Media Expert… until after I was finished.

It was then that I realized that I don’t have to be an expert compared to the smartest person in the field. I only have to be a Relative Expert compared to my peers and my audiences. For the record, my newfound status did not happen by accident. About six months ago, I decided that I wanted to become proficient in utilizing Social Media to grow my business. Therefore, I invested $400 in an amazing online course (www.crowdconversion.com), applied what I had learned, and Voilà!... I’m an Expert! This choice is also available to you every single day.

In what areas should you choose to become an Expert to achieve your professional goals?

It’s as simple as deciding… and doing. What are you waiting for?

Your Winning Hand

2010-03-08T08:18:00.000-08:00

What would happen if you sat down at a high stakes poker table… with EVERYTHING on the line, but nobody had taught you how to play the game? Would it matter if you were dealt a ‘winning’ hand… if you didn’t know what you had… or how to play it?

That happens every single day in the Game of Life. So many people have EVERYTHING that they need to be successful… but they end up wasting it because they never realize what they have or don’t know how to use it.

Find people that you trust who have already been where you want to go. And, then TRUST them to teach you the rules of the ‘Game’. It's a simple as playing Follow the Leader... to success.

Who are you trusting to explain YOUR winning hand?

Garbage In / Garbage Out

2010-03-03T16:12:00.001-08:00

Everything that you do… Every person that you interact with… has a direct impact on your Life… for the Better or Worse. There is no middle ground!

Your:

Online Activity either Lifts You Up… or drags you down

Television Viewing either Lifts You Up… or drags you down

Game Playing either Lifts You Up… or drags you down

Thoughts either Lift You Up… or drag you down

Beliefs either Lift You Up… or drag you down

Reading either Lifts You Up… or drags you down

Work either Lifts You Up… or drags you down

Friends either Lift You Up… or drag you down

Garbage In / Garbage Out

It's On YOU!

2010-02-26T00:22:00.000-08:00

YOU are responsible for your own:

Personal Development
Knowledge
Financial Situation
Health
Happiness
Success
Credibility
Brand
Your Children’s Upbringing

YOU are responsible... nobody else!

WHY?

2010-02-21T20:43:00.000-08:00

Why should I hire you?
Why should I promote you?
Why should I fire somebody other than you?
Why should I buy from you?
Why should I recommend you?
Why should I join your organization?
Why should I invest in you?

These simple questions challenge you to articulate your Value.

Are you prepared to give your BEST answers right now?

If you’re ‘lucky’, someone will actually ask you one of these questions. Most likely, however, people will just wait for you to prove it with your behavior.

Choices

2010-02-16T08:52:00.001-08:00

Which is more important to you – to be entertained or to get paid?

Before you quickly give the obvious ‘right’ answer, first honestly reflect upon what you invest much of your Valuable time and focus doing day-in & day-out. Whether it is surfing the internet, listening to music, watching television or hanging out with friends (all of which are perfectly OK to do), those are conscious short-term investments of your time that could be devoted to achieving your long-term dreams & desires.

Here is a simple challenge for you: On a scale of 1 to 10 (with 10 being the highest), rate everything that you do for the next month as it relates to whether or not it is helping you achieve your long-term personal & financial goals.

EVERYTHING that you do is a CHOICE… What are you CHOOSING to do?

Good-bye 'friends... Hello Friends!

2010-02-14T15:09:00.001-08:00

Imagine that you are at a professional networking event. A smiling stranger walks up to you and says, “Hi, my name is John. I’d like to be your friend!” While you might be a little skeptical, since it is a networking event… and this person seems to be normal, you would probably answer, “Sure, John!” And, the relationship begins…

So far, so good, right? Suddenly, and for the rest of eternity, John does nothing but sell, Sell, SELL! And you quickly realize that John never wanted to be your Friend. He just wanted a prospect to SPAM. What a waste! Today’s world of social media connectivity is no different. So many people ask for your Friendship only to treat you like an anonymous name in a phone book.

I will soon begin a systematic purging of the worst offenders from my ‘friends’ network… because I am searching for Real connections, Real relationships, Real Friends.

Good-bye ‘friends’… Hello Friends!

Taking the Shorter Line

2010-02-11T12:11:00.001-08:00

I called a good Friend/client today to wish him a “Happy Anniversary!” On the surface, that does not seem extraordinary, but it is. It is because today is his 12^th anniversary of getting a kidney transplant. He just happened to mention the date in passing many months ago, and (me being me) I wrote that date in my calendar. I wrote it down because he is my Friend… and because I know that today is an important day in his Life.

I did not do that for selfish reasons… even though I realize now that I will benefit greatly from my 'simple' phone call. How many other people even know about today’s significance? How many other people will remember? How many other people will take the time to call to wish him a “Happy 12^th Kidney Transplant Anniversary!”? I’m guessing not very many.

That’s what I call ‘Taking the Shorter Line”. Doing what everybody else is NOT doing… SHOWING that I Care and that I am Different… by proving it with my actions. Every day, I get bombarded by junk from so many people lined up who say (and maybe even believe) that they care about me. Unfortunately, I don’t have time for most of them… because I’m always in the Shorter Line.

Dare To Be Bad

2010-02-09T00:11:00.000-08:00

Ask young children the following question, “Are you artists?” They will confidently answer, “Yes, we are!” They will have had little or no training, and their creations will be far from masterful… but they believe that doesn’t matter. They believe that creating art… makes you an artist… regardless of how good you are. They instinctively understand that they must first be bad at something if they ever wants to become good at it.

Ask an adult the same question, “Are you an artist?” Most will quickly answer, “No, I am not!” That’s because he did not hear the question. He thought that you asked, “Are you a good artist?” or “Are you a professional artist” or “Are you a successful artist?”… all of which have nothing to do with your original question or the point.

Stop setting imaginary thresholds of competency before you admit to doing something… or (much worse) before you even try doing something. Think like you did when you were a child: Confidently… Fearlessly… Happily, and your perspective on Life will change for the better.

Be what you want to be… in order to become what you want to become.

The Definition of 'Friend'

2010-02-07T09:07:00.000-08:00

For thousands of years, the definition of the word “friend” was universal:

-noun- “a person attached to another by feelings of affection or personal regard"

Thanks to the Wonders of Technology, today’s definition has changed slightly. Now, for many people it’s more like this:

-noun- “a person who clicked “Confirm” on the request from a stranger who “added him as a friend”

Every single day, we have amazing opportunities to BUILD meaningful relationships with more people than ever. Don’t be lazy. Don’t skip the pleasantries.

Utilize social media to create REAL Friends… not virtual ones.

Experts Wanted!

2010-02-03T09:32:00.000-08:00

The world has too few experts… and there is only one reason why: Choice!

I have learned from more than one source that the ‘average’ American (after finishing whatever level of education they’ve completed) will never read another non-fiction book as long as they live. Let that thought sink in for a minute… Instead of looking at this as a tragedy, I choose to see this as an amazing opportunity.

You could read several books on any subject (for FREE), and immediately become a relative expert in that field… someone with Valuable, contemporary knowledge that could help others and yourself. Therefore, I challenge you to do the following simple steps:

1) Pick a topic on which you want to become an expert (preferably something that could help people.

2) Go to the bookstore or library and read at least three non-fiction books on that subject.

3) Help and share your knowledge with others to make this world a Better Place.

4) Repeat

You could become a relative expert on a meaningful topic of your choice by this time next week... What are you going to do?

"Yes or No?"

2010-02-01T07:32:00.000-08:00

If given the choice of hearing “No” or “Maybe” from a prospect, which answer would you prefer? By their behavior, it appears that many sales professionals choose “Maybe”. However, most successful people would much prefer to hear a definite “No”.

A “No” can be removed from your ‘active’ pipeline… no longer wasting time, resources and focus chasing this ‘opportunity’. A “Maybe” lingers around forever providing you false hope and distraction.

What’s the best way to change a “Maybe” into a “No” or even a “Yes”? Ask!

If Given The Choice

2010-01-26T22:42:00.000-08:00

If given the choice, would you prefer to do business with people you know & trust?

Then why do so many of you try to sell something… or promote something BEFORE building any type of meaningful relationship? Cutting-edge technology… combined with old-fashioned human interaction gives you the opportunity to build stronger relationships than ever… if you have the patience & discipline to do it right.

If given the choice, you would prefer to do business with people you know & trust. You DO have the choice… and so does everybody else. Let’s act accordingly.

The More You Do

2010-01-19T00:06:00.000-08:00

The more you believe… the more you will believe

The more you succeed… the more you will succeed

The more you care… the more you will be cared for

The more you give… the more will be given to you

The more you Love… the more you will be Loved

The more you Bless… the more you will be Blessed

Fill the Void

2010-01-16T18:45:00.001-08:00

What happens when a dominant player in a particular field or industry trips, falls or disappears completely?

It happens more often than we realize. When it does, a GIANT void is suddenly created. If a competent replacement steps in quickly & confidently, that person can take advantage of the opportunity… even if he is far inferior to his predecessor.

If you cannot be better than the Best… sometimes it’s possible to wait for your chance to Fill The Void.

Lessons From Behind The Curtain

2010-01-11T21:35:00.000-08:00

The all-knowing, all-powerful Wizard of Oz... is just a man. A man with strengths... weaknesses... successes... failures... fears... and insecurities.

Anyone can be the wizard...

The wizard could be anyone.

Priorities

2010-01-04T23:01:00.000-08:00

Most people have a problem with priorities… and I can prove it.

Take a moment to write down on a piece of paper the “The 10 Most Important Things in Your Life". Most people write things like: church, family, friends, health, money, education, retirement, employees, customers, personal development, etc.

On the same piece of paper, write down “The 10 Things You Spend the Most Time Doing”. If completely honest, most people list things like: sleep, commuting, work, watching television, surfing the internet, listening to music, etc. Next, compare the two lists to see if they match.

Our actions prove what we believe to be important.

What are your real priorities?

What's in YOUR Dream Book?

2009-12-31T23:53:00.000-08:00

When was the last time that you updated your dream book? If your answer is, “I don’t know” or “What is a dream book?” you have found another missing piece to your Success Puzzle.

A dream book is a graphic, numerical and descriptive collection of your dreams. It is a clear, constant reminder to you and others of WHY you are working so hard… WHY you are making sacrifices… WHY you must overcome everything that stands between you and Success. People who think that dream books are unimportant are the same people who struggle with consistently giving maximum effort… and are the same people who do not have the discipline to make the short-term sacrifices to achieve the long-term rewards.

Create or update YOUR dream book with pictures and descriptions of your dreams & desires. Look at it every day. Share it with every person in your Life.

Next, witness the proof that dreams DO come true.

Spam Is In The Eye Of The Beholder

2009-12-31T17:39:00.000-08:00

In today’s world of easy ‘friends’ and ‘communication’, it is impossible to make personal, direct contact with everyone. Therefore, well-intentioned messages like, “Merry Christmas, everyone!” or “Happy New Year to all!” now come down upon us like a torrential rain. These generic messages are today’s equivalent of “To Whom It May Concern” or “Attention: Current Resident”

Up until this year, I have painstakingly customized almost every message & greeting sent out. Yes, I still did a lot of copy & pasting, but there was at least the person’s name (and usually a personal sentence or two) included. As my network of contacts grows exponentially, that level of personalization is no longer possible. However, I do not use that as an excuse to cover everyone with one simple click.

Consider this before the next time you hit "Send to All": Don’t at least some of the people in your life (Family, Friends, Co-workers, Clients...) deserve a phone call… or a personal e-mail, message or text?

No one will ever treat YOU special… if you treat everyone the same!

p.s. Happy Birthday to everyone who will have a birthday in 2010! (How did that make you feel?)

The #1 Conversation Killer in Retail

2009-12-24T18:03:00.000-08:00

I was asked the single worst question in all of retail multiple times today. Before I share my story, let me set the stage… Today is Christmas Eve, and I have just completed my last round of holiday shopping. It’s been over 5 years since I left the retail industry… but 20 years of front-line retail management experience still flows thru my veins.

“Do you need any help?” That was the first question asked of me at each of my shopping stops today. Not “Happy Holidays!”… not “WELCOME, how can I help find your perfect gift?”… just the typical “Do you need any help?”

What a waste! It amazes me that organizations and managers still allow variations of that #1 Conversation Killer to be used in their stores 99% of the time. When you are asked that question, what do you answer? Most people say, “No, I’m just looking”… The interaction is finished… Game over! Retail associates should be required to treat their customers like friends or family… having conversations and helping them the best way possible. As the self-service & online retail tidal waves continue to build, time is running out for businesses to learn how to create true relationships with their customers.

Hint: The answer is NOT to kill conversations before they even start.

What's Your Passion Level?

2009-12-24T08:54:00.001-08:00

You can immediately tell if someone is passionate about what they do. There is a perceptible Bounce in their step… Flash in their eyes… and Excitement in their voice.

Passion counts! It determines how you think & behave… and definitely how you’re perceived. People who show passion seem more confident, more intelligent and more happy… and most people prefer to interact and do business with them.

On a scale of 1 to 10, what's your passion level?

Are You Building or Destroying Your Brand?

2009-12-21T07:36:00.000-08:00

You ARE your brand… You ARE that impression or feeling that people immediately get when they think about, hear or see you. Branding deals in the world of absolutes.

Everything that you do either builds up your Brand… or destroys your Brand.

There is no middle ground. Every human interaction, whether it is face-to-face… on the phone… or thru the countless forms of media and technology sends out a message regarding who you are. The blessing and the curse of technology is that more of what we do and say are ‘out there’ FOREVER… creating a composite of our Brand.

People no longer ask YOU to describe you. They find out for themselves by looking you up on Google… or by checking out your photos on facebook. Nothing is off-the-record... Therefore, you no longer have the luxury of doing something great over here... and doing something stupid over there. Before you say, do or post something, ask yourself this simple question: "Am I building or destroying my brand?"

Digital Footprint

2009-12-14T05:58:00.000-08:00

Footprints are as reliable at determining your identity as DNA. They match YOU with traces that you left behind. They literally determine who you are. Digital Footprints are exactly the same. When people want to learn more about you, they don’t ask YOU any more… They easily gather the answers for themselves by looking you up online. What type of comprehensive Brand are you actively creating online so that people correctly understand who you are?

Your blog (you do have a blog, right?)… Google… facebook… LinkedIn… YouTube… Twitter… Flickr… (to name just a few) should be representing & promoting you 24 hours a day, 365 days a year. Your official company website (the thing that you probably spent the most time and money creating) is only one miniscule piece of your online brand… something that many people either completely ignore… or don’t completely trust.

Having little or no Digital Footprint (other than your ‘official’ company site) is the same as being invisible. How is that working for you?

Handling Objections - Part 1

2009-12-05T11:17:00.001-08:00

Do you allow objections to stand in your way of helping customers? Most professionals do... even those who do almost everything right. They find prospects, initiate contact, build relationships, understand needs, present solutions and ask for commitment. And then, when the customer responds, they think they hear the word “No!” and run away in search of another prospect… to start the whole process all over again. What a waste!

There is a BIG difference between "No!" and:

“I’m too busy”
“That’s too expensive”
“I’m already doing that”
“Let me think about it”
“I’m happy with my current provider”
“Let me ask…”
“I don’t trust you” (unspoken)
“I don’t know who you are” (unspoken)

These are simply cries for help and more information... Always remember these two important things about Handling Objections:

People rarely say, “No!” to your requests. They give you some type of excuse why they are hesitant to proceed.
Everyone hates to change (even if it means doing something in their best interest), so don’t be surprised by objections… embrace them!

Would you be in a better position to handle objections if you spent 60 seconds before each interaction reviewing and preparing for them? Do you do that every time now?

What if you did?

Dream!

2009-12-04T15:00:00.000-08:00

People are afraid to dream. That’s the punch line of today’s message. People prove this sad reality countless times every day… thru their words, thoughts and actions.

“Have a good day”… is what millions of people say to each other. It sounds polite and perfectly innocent, but it strikes at the core of the problem. When given the chance to wish something for somebody (including for themself), the best that most people choose to wish for… is good. What a waste!

Being a consultant, coach and mentor to individuals & organizations, I ask a lot of questions about goals, and it amazes me how low most people set their sights. If someone asks me to help create a plan to achieve “Ultimate Success”, I can do that. If someone asks me to help create a plan to achieve a pitiful goal, I can do that too. The catch is that they will be different plans.

Wishes & Dreams should NEVER be wasted.

If you’re going to dream… DREAM BIG!

Have an Excellent day!

"Buy Now... or Get Out!"

2009-12-01T00:01:00.000-08:00

I had an unfortunate customer experience at my favorite bookstore (Barnes & Noble) today. It illustrates The Good, The Bad & The Ugly about customer service in today’s retail world.

First things first, I am a very loyal B&N customer. I have been a paying member for over 3 years, and I spend well above the average amount on books for myself, family, friends and colleagues every year. I love to ‘hang out’ at my local store… working… reading… and buying. The one thing that I don’t do is drink $4 coffee or buy $3 brownies. That’s why today’s store visit was disrupted by a smiling rep telling me that I needed to buy something or move out of the seated area.

I quietly moved to another part of the store, but my favorite bookstore was not so special any more. After a polite phone conversation with the district manager, I continued to do my work at a less desirable location (without electricity). If the department manager had known how much annual business I represented, maybe he would have come over to thank me for being a loyal customer… instead of instruct his subordinate to kick me out. Appreciate every customer as if they are a paying customer.

The associate who was ordered to kick me out felt so bad that she came by later to apologize (and sneak me a warm brownie). Barnes & Noble is still my favorite bookstore.

Charge!

2009-11-29T21:38:00.001-08:00

Most people rest & play exclusively during their time away from work. While the desire to ‘recharge your batteries’ in that manner is understandable, there are other things that also need ‘recharging’. How are you re-charging your:

Mind?
Dreams?
Relationships?
Business?
Health?

Most Monday thru Fridays are so hectic that many people don’t think they have the time to work on the things that are most important in their lives. However, when they finally DO have the time… they rest & play.

Most things in life loose their power in one way or another. What are you doing to get them fully charged again?

You Are Invisible!

2009-11-24T09:22:00.000-08:00

At some point during our lifetime, we all wonder what it would be like to be invisible… to be able to move thru the world unseen. I believe those thoughts come from our subliminal understanding that we already are invisible most of the time. Think about it…

As individuals & organizations, most of us are (and have always been) ‘invisible’ to 99.9% of the world (including our target market). Most people do not know who we are… Most people do not know what we do… Most people could not find or contact us even if they wanted to. Even when we are physically close to others (driving on the road, walking on the street, shopping in the stores), people don’t truly see us.

From a business standpoint, if customers do not regularly see, hear or at least think about you… you are invisible! What are you doing to change that?

Coming Soon!

2009-11-20T11:06:00.000-08:00

Wow... what an amazing, productive November!

That's the great news... The short-term casualties have been my blog posts and quality fb updates. Thanks to all of my loyal followers. Coming Soon: a consistent flow of valuable information & resources (especially on my facebook fan page).

Have an Excellent weekend!

Entertainment vs. Learning

2009-11-04T08:23:00.000-08:00

Which is more important… your need to learn… or your need to be entertained? Before you rush to respond, please note that you are not allowed to answer that question with words. You must answer it with your actual behavior over the past 12 months.

Compare the amount of time & money that you have invested in entertainment (watching television, listening to music, playing one game or another) with the time that you invested in learning something productive (reading or listening to non-fiction books, watching great thinkers & leaders on the internet, writing, teaching, studying, improving a specific professional skill, etc.)

Entertainment is an essential part of life… and so is Learning. Which is more important to you?

Successful People - Part 2

2009-11-02T09:13:00.000-08:00

Successful People...

look at every challenge as an opportunity
always keep & project a positive outlook
read books & blogs to learn & develop specific knowledge & skills
practice their crafts every day
help others before seeking to be helped
learn wisdom from previous generations… and teach wisdom to future generations
work longer & harder than their competition
work smarter instead of only harder
learn what other successful people learn
do what other successful people do
are where other successful people are
utilize focused To-Do lists

Successful People

2009-10-31T22:44:00.000-07:00

Success is not for everyone. It should be… but, it’s not.

There are two things stopping most people from achieving the success they desire: successful thinking and successful behavior. In the tradition of the “Chicken or the Egg?” debate, some people waste their time asking, “Which comes first... successful thinking or successful behavior?" Of course, the correct answer is: “Both!”

Without successful thinking… you will rarely have successful behavior. Without successful behavior… you will never become successful. Like most things in Life, while that might not be that easy… it is that simple.

Do you think and behave like a successful person? What if you did?

"It's Easy!"

2009-10-30T21:41:00.000-07:00

“It’s easy!” That’s what Pat (my Southwest airlines flight attendant) told me when I complimented and thanked her for excellent customer service during my cross-country flight (#1691) today from Chicago-Midway to Oakland.

From her bright sincere smile when I entered the plane… to her concern for my leg room immediately after I sat down… to her hilarious (and informational) flight announcements… to her continuous care for me and the full plane of passengers… to the gifts that she gave me (a pen and some playing cards)… to her final “Good-bye, we’ll see you next time!”… Pat was the model of Excellence. I’m confident that she would have handled her ‘real’ job of caring for us in an emergency if that had occurred. Yes, Pat… it is easy!... Unfortunately, it is less than common… it is very rare.

What if every person in your organization cared that much for your customers… and represented your brand that well? (Punch Line: They can because… it’s easy!)

Distractors

2009-10-27T06:54:00.000-07:00

My son and I took a long walk yesterday. We had a great 90-minute conversation about… everything. While that in itself makes me happier than words can express… the coolest part about it was that we did it totally ‘disconnected’. In other words, we both left our cell phones and iPods at home.

It was a good old-fashioned Father-Son experience. Recently, most of our father-Son moments have included multiple types of distractions (phones, text messages, e-mails, television and/or iPods). “That’s very interesting, Dad. Hold on while I respond to this text message!” “I’m sorry, what did you just ask?” (I was listening to the best part of this song from the ear phone stuck in my ear.)

Distractors! Can’t live with them… don’t want to live without them. What is standing between you and having meaningful conversations with the ones you love?

Quality Time

2009-10-26T01:22:00.000-07:00

I spent several hours with my parents the other day. That’s the great news… because any time spent with “Mom” & “Daddy-o” is precious to me.

We spent most of our time together doing ‘busy work’ – making a quick trip to the bank… and me providing technical support on the new computer. I ‘blinked’, and it was time for me to leave. While I felt blessed to have had another day with two people who I Love, I was overwhelmed with the question I ask myself sometimes, “What if this is the last time?”

Was that the best use of our precious time together? Should it have been spent re-living memories… asking unanswered questions… taking a walk… getting one extra hug… or ‘just’ spending quiet time together? Most of us say that they want to “live life to the fullest”, but rarely do we appreciate what we have until it is gone.

Who should you be spending Quality Time with… while you still have the chance?

Understanding Needs vs. Developing Wants

2009-10-25T12:31:00.000-07:00

I have been teaching & coaching sales professionals for over 25 years about the art of understanding needs. While that skill will always be a critical part of every human interaction, I have been neglecting possibly the most important human emotion: Want.

We all know what we need to do... but the one thing that holds most of us back is wanting the end result enough to actually do something. When we truly want something, we learn the information… develop the skills & behavior… ignore the fear… and work hard & long enough to get it.

In addition to understanding needs, we must focus on developing wants in order to help others (and ourselves) be more successful.

My Secret to Success

2009-10-20T23:25:00.000-07:00

Step 1: Learn what successful people know

Step 2: Be where successful people are

Step 3: Do what successful people do

Step 4: Repeat

Expenses vs. Investments

2009-10-18T13:21:00.000-07:00

“I can’t afford that!” is what most individuals & organizations say on a daily basis. Cutting expenses is a top priority for everyone these days. Reducing headcount (that means firing employees)… forcing time off (that means cutting pay)… eliminating training (that means stopping skills development)… are just a few of the first things to happen when times get tough.

Here’s the problem with those tactics: employees are not an expense… the work that they do is not an expense… developing skills necessary to succeed is not any expense… They are investments. You cannot cut your way to success. You must grow your way there.

At this point in my life, I cannot afford to buy a telephoto lens for my camera… I cannot afford to take my wife to a fancy restaurant… I cannot afford to take a vacation… However, I did just invest $350 in a training course that I believe will quickly make me a social media expert. It was an investment (in me) that will have immediate and long-term benefits. As my father once taught me, “People find ways to afford what they really want.”

What investments are you making for your personal & professional success?

America's Next Top Model

2009-10-16T12:55:00.000-07:00

Are you a top professional model? NOT fashion. I am referring to business. Do you set the standard… project the image… have the beliefs, attitude and behavior that others respect? Do you act professionally at all times? Have you created such a consistent individual brand that everyone thinks of you in the highest regard?

Looking good is only part of being a top model. Belief… Understanding… Skills and (most importantly) Behavior make all the difference. Everything that you say or do represents who you are.

What are you doing to become America’s next top model?

I have an idea...

2009-10-13T23:25:00.000-07:00

I have an idea... let's spend $20 to see a movie about the end of the world.

I have an idea... let's watch a tv program about murder, rape, sorrow & despair.

I have an idea... let's listen to music that promotes the mistreatment of women.

I have an idea... let's complain about everything that's wrong with our lives.

I have an idea... let's NOT!!!

"What Have You Done For Me Lately?"

2009-10-12T15:24:00.000-07:00

Proud individuals or organizations often attempt to live exclusively off of past successes. This practice can only last for so long, and it tends to be extremely dangerous. Eventually, everyone must start delivering results again.

Sports franchises that have not produced a winning product for years… Companies that have not been leaders of their industry since back-in-the-day… Individuals who continue to dust off testimonials that are decades old… mistakenly allow themselves to live comfortably in the past instead of facing the reality of the present.

“Learn from the past… Prepare for the future… Live in the present”

Simple Things

2009-10-11T11:10:00.000-07:00

Your customers are a lot like cats. They can be very particular. They like what they like… and ignore what they don’t.

I was in a pet store the other day, and I realized that pet accessory providers want me to purchase an expensive cat 'haven' (with multi-levels and luxurious carpet)… but my cat? He likes to hang out in a plain paper bag.

While most people understand that the real target market for cat havens (and cat food for that matter) is the cat owner, it’s never a good thing to ignore the end-user completely. Often, all they want are the simple, convenient and familiar things in life.

Belief drives Behavior

2009-10-10T19:09:00.000-07:00

"Would you like to be a motivational speaker some day?" By asking this seemingly innocent question to novice public speakers, I quickly determine their level of confidence, drive and probability of achieving their goal... because they really should give only one of two answers: "No"... or "I already am!" Their attitude makes all the difference.

Please note that I did not ask, "Are you a great motivational speaker?" The question was not, "Are you a professional motivational speaker?" I did not inquire, "Are you a successful motivational speaker?" But, that is the way that most people hear those questions, and (tragically) that is the way that most people behave. They think that they must achieve a certain level of proficiency before they can 'be something'. As a result, many people rarely become something.

The moment that you believe you are a motivational speaker (instead of just wanting to be one), you will behave differently. You will search out great motivational speakers for advice... you will read books on public speaking... you will join Toastmasters... you will watch TED.com... you will speak as often as possible (for fee and for free). Belief drives behavior.

Stop wanting... Start being!