Defeat them

At a very young age , my dad said to me ...son when you grow up , give your life to a cause bigger than you, defeat your demons and all your non believers , because one day you will be a man. What will you give the world? because the world will give you whatever you ask of it,the world will give you what you deserve , not what you want.
What a powerful statement huh? We secretly attract what we think , As a man thinketh by James Allen is one of the most powerful books there is, written more than 100 years ago, as true today as it was then, all of this "new age" concepts are natural laws, they will not go away, you can choose to ignore them, but that doesn't mean  it will not apply to you.
It has taken me many years to find out and realize true happiness, it is amazing how easy it really is to have a happy existence. Finding true purpose which only comes from spiritual growth is paramount for you to achieve happiness....
that was step one of the equation, look within you, really look deep and find your inner voice, what is it saying? Follow it..

Greatness

Each one of us is called to greatness. It is not the exclusive domain of
the famous , or those in positions of power. If you choose, no matter what
your current situation, you can have an extraordinary impact on the world.
You can craft an extraordinary life, and make a real difference in the
lives of those around you. Here are some powerful ways to embrace your
highest potential and awaken your best self.

Drink Tea With Gandhi
Reading is one of the best disciplines I know of to stay “on your game” and
at your highest. Reading from a great book is really all about having a
conversation with the author. And we become our conversations. Just think,
tonight — by reading Mahatma Gandhi’s autobiography, The Story of My
Experiments with Truth, over a cup of tea — Reading a book
by someone you respect allows some of their brilliance to rub off on you.

Get Some Skin in the Game
Failure is the price of greatness. Failure is an essential ingredient for
high achievement. As innovation guru David Kelley wrote: “Fail faster,
succeed sooner.” You can’t win without leaving your safety zone and taking
some calculated risks.

If you keep doing what you are doing, you’ll keep getting what you’ve been
getting. True joy comes when you put some skin in the game and take some
chances.

Be a Happier Human
If you want to be happier, do more of the things that make you happy. I
know that seems like an obvious point — but it’s not. As we leave the
wonder years of childhood, most of us stop doing the things that make our
hearts sing.

Listen Twice as Much as You Speak
Listening intently to someone is one of the best ways I know of to honor
that person and forge a deep human connection. When you listen to someone
it sends a message: “I value what you have to say, and I’m humble enough to
listen to your words.” Most people’s idea of listening is waiting until the
other person has finished speaking before answering.

Align Your Schedule With Your Values
To paraphrase Ralph Waldo Emerson, “What you’re doing speaks so loudly I
cannot hear what you are saying.”
Show me your schedule and I’ll discover the truth. Because your schedule
doesn’t lie.
There can be no authentic success and lasting happiness if your daily
schedule is misaligned with your deepest values.

Be Wildly Enthusiastic
The people I love to be around are generally those who have a simple,
heartfelt quality: They are enthusiastic. Wildly so. They are open to life.
They are curious. They love to learn. They have a lot of fun. . Be energetic
and alive. See the best in people. You can’t control what happens to you
each day, but if you have an abundance of enthusiasm, I have no doubt that
whatever the coming hours bring, you will handle them with grace, strength
and a smile.

To Be More Productive, Kick Back
Spending all your time working will not make you more productive. In my
experience, and I’ve been at this for more than 10 years, few people get
their best ideas at work. I invite you to take a moment to think about
that. Checking your email on your BlackBerry every 60 seconds will not make
you more productive. Burning the candle at both ends doesn’t tap into your
natural pool of creativity.

Get Big on Self-Care
Leadership begins within. Organizational leadership begins with personal
leadership. You can’t be great at work until you feel great. You can’t be a
source of positive energy if you have no energy. The doorway to success
swings outward — not inward.

Make the time to care for yourself. Get into great shape. Plan and improve
your skills. Work with a coach. Spend excellent time with your loved ones.
Commune with nature. Enjoy life while you chase success. By caring for
yourself, you will be able to give more to others. By ensuring that you are
on your best game, your leadership effectiveness will be guaranteed. And by
taking the time to enjoy life, you will be more enjoyable to be around.

2011 GOALS

No matter how this year was for you… next year can be even better.
If it was great, you can parlay that success to make next year truly
extraordinary. If it was less than great, this is your chance to punch the
reset button and start fresh.
When the page flips on the calendar and you wake up on January 1… THAT
could be the day… the first day of your BEST YEAR EVER.
A new year gives you that chance… the promise that no matter what’s happened
in the past or where you are today, you can recreate yourself. You can decide that
THIS IS IT… THIS IS the year you set out to accomplish your dreams. THIS IS
the year you live the life you were meant to live.
You can design this year to be your best year yet. How? There is a formula.
We all have the ability to achieve the seemingly impossible. The key is properly
inciting your creative power, revving up your inner drive, and channeling your
focus over a sustained period. It’s all about setting goals.
If you came short on your goals like most people did, like most people have , what are you going to do different this year in order to achieve them?
We have 62 days before this year is over, start putting together your list now,do not wait until December 31st to put together some half baked list with ridiculous goals.
Have 3 main goals
1) Personal/Spiritual
2) Professional
3) Fitness
Then have sub-goals for each category, give them a time line , but please do not write December 30th on them,you want to be done with your goals by December 1 so that you can start preparing for January 1.
I achieved 75% of my goals so far, my fitness is where I lagged because i focused on my personal and my professional , its OK , for many years I focused so much on my fitness that the 2 other areas of my life suffered.
I'm writing down my list.....Are you?

TIME WASTERS

Whether you work for a salary or hourly or even your own business, wasting time is a sign of weakness and a definite sign of non commitment to your own cause.
Sabotaging yourself is a sure way to failure, if you make 50-75K and lets say you work only 8 hrs a day ( if you're at 70K and up you are working longer hours,but let's say 8) your hourly rate is between $30-$40 dlls an hour, ask yourself this : would anybody payme 330 dlls an hour to do what i'm doing right now?
Hey we all do from time to time, the problem is when this is a habit and you do it often, don't let ytour mind wander , when you are at work wherever you are be there 100%
In sales , we make our own hourly rate , how much money do you want to make? As a sales person you wake up unemployed every morning, it doesn't matter if you have a base salary or not, you are unemployed and to find employment you must talk to enough people to make something happen, you must "MAKE RAIN" don't procrastinate making calls, don't procrastinate picking up the phone, the best way to stop wasting time in minutia is to first be prepared, be knowledgeable in your offerings, be knowledgeable in your servivices.
The way I look at the business of selling is simple, you are an educator, you educate people on the benefits of your service and products, you make sure that they have all the information needed to make the best decision possible, and you know what? that's all you can do bubba, that's all you can do, you will not winn all the deasl, if anybody tells you that you can , they are lying to you, convert 4 out of 10 No into YES and you will be well on your way to stardom, easy enough right? The secret is that you have to talk to enough people to get to 10 , and that is everyday, Can you do the activity day in and day out? My guess is that if you have a burning desire to succeed you will.
In the words of Zig Ziglar....See you at the top

Are you a Lion?

“Every morning in Africa a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed. Every morning a lion wakes up. It knows it must outrun the slowest gazelle or it will starve to death. It doesn’t matter whether you are a lion or a gazelle – when the sun comes up, you’d better
be running.”

I have always instilled in my daughter that we are a family of Lions, as a kid, my grand father always taught me that being a victim is for the weak, it doesn't matter if someone actually does you wrong, the minute you accept it and act like it, you are doom, you are now a victim , and the world belongs to the winners,not the whiners.

Ben Franklin said "the harder I work, the better luck I have"
so how do we make more luck? followed are some simple suggestions that I believe are instrumental:

1. Prepare. Work hard to be ready for the opportunities that are important to you. Research. Practice. Perfect.
2. Be awake. Pay attention to the people, events, and things around you. Evaluate logically and trust your gut instinct.
3. Take action. Put yourself out there. Explore. Be vulnerable. Make contact with people. Take risks.
4. Expect positive results. Optimism improves your chances. If (when) you fail, embrace the lesson and continue on, smarter.

How many times and how much do we complain about our bad luck? or boast about our good luck? My mentors have always taught me that hard work makes good luck, and hard work always gives you back more than it takes from you.
Hard work at our job makes for more revenue, hard work at our fitness makes for better results and looking great in your bathing suit , hard work on your faith , makes for a closer and more personal relationship with God ,trust me on this one....hard work makes for a better life.
In the words of Zig Ziglar...see you at the top.

Who's in charge?

Closing sales is the main  goal for any sales professional. What is your closing ratio? Is it tattooed on your brain? Bringing home the bacon is closing the sale without the threat of buyer’s remorse and possible cancellation. Indeed, many top sales people can close a high percentage of sales but the power of their subtle coercion just brings about a cancellation once the salesman has gone. All was for nothing. A great performance but “no gravy bubba”.
Here is a general idea of the basis for consultative selling technique Most clients have the pre-conceived notion that a sales person is there to game them….because if they like the sales person they might buy the product or service. . Most people deeply fear rejection in any form.
Successful sales professionals know that it’s not about being like-able but is about identifying the need(s) and want(s) of the buyer. If the buyer sees no need for what you have to sell, chances are highly probable that you are wasting your time trying to make what your selling become a need. So, the first step in the consultative sale is to present yourself as an objective expert on how-if the buyer has the need-your product or service might represent a solution. An effective consultative sale will result in the client asking for the sale.
Building Urgency
Key to closing any sale is building urgency to make a decision. You do this by establishing upfront in the presentation that the buyer will give you a yes or no at the end of the process-either it makes sense or it doesn’t. Assure them that it won’t hurt your feelings if they say no. Rejection is no problem for you. The facts will make any decision apparent.
By not setting the expectation of a decision at the end of the presentation not only loses the opportunity to get a decision and save wasted return visits with the “hope” for an eventual sale, but also the sales person loses the opportunity to take control and bust the view that the sales person is there to do a song and dance. If you come in with a no nonsense, needs assessment approach-and mean it-you position yourself as an adviser and not a sales person.
A consultative sale depends on presenting a logical reason to buy. However, the buyer must first agree that they have the need  and that they want to satisfy the need. It then becomes a matter of presenting facts that logically support what you have to offer. If done properly, at the end of the presentation, the buyer will ask for the sale: “So, what’s next?” or “What can you do for me?When a client asks for help or the next step in the process , it demonstrates the following:
* You are not a salesperson in the traditional sense. Your job was to help facilitate a decision. You presented yourself as an expert on the subject-not a sales person.
* You help the buyer admit that there is a problem or need and that it should be resolved now.
* You set the ground rules that if your presentation makes sense, the buyer will give you a yes or no. Either it makes sense or not.
You kept the sales person out of the room. It was all dispassionate logic.
You showed that your main interest was helping the client meet their needs-not yours. If your product can meet the need, so much the better. But the decision was totally in the hands of the buyer.
* The buyer was under your control from the time you set the expectation of giving you a decision.
Always have your pen and contract at the ready when they ask for your help.

The Time is Now

How many times have we heard this in our lifetime? People use it and drop it as a call to action every time that a sense of urgency is needed. But when is it appropriate to use on yourself? when do you talk to yourself and say "the time is now baby"
Every goal , every dream and every action has to have a start time , and the time to start is now, there is no better time bubba, why wait and prolong it? Old chinese proverb that says "the 1000 mile journey starts with one foot step" its absolutely right.
The easiest thing to do is to do nothing,status quo is your biggest enemy my friend, and there is no better time to start than now.
Having said that, patience is definitely a virtue that must be cultivated and embraced, sometimes in order to achieve our dreams and our goals, fifty thousand things must happen, sometimes painfully slow, but as long as you are moving forward and you know that you are, the results don't have to be visible.
There was a tree in my backyard that looked dead, its branches were ridiculously dry and no leaves or flowers were on it, while all the other trees in the yard grew awesome and big and full, this one was "doing nothing", I wanted to cut this stupid looking tree, I mean you're ruining my yard papi , move out of the way right? well I decided to leave it alone for a while, but it was getting as much water and care as all the others, one morning it seemed like over night, that tree was just full of life, leaves green, beautiful vibrant purple flowers and strong trunk.
See what I was not seeing, was happening, this tree was getting its roots ready to support it and it became the best tree in my backyard , doing nothing and being still are two completely different things.....always remember that.
Follow your dreams, start on your dreams.....THE TIME IS NOW.

LIVING WITH CANCER

I was 33 years old that May 6th of 2004 , the news came like a bucket of cold water , when your doctor tell you " listen , the good news is that you are going to be ok, the not so good news is that you have cancer" holy shit right? what do you mean I have cancer, my daughter is 10 fucking years old I can't leave her alone, I'm way too young to go through this.
He said we have to operate today, you wait you die, is that simple.....well I have to call my mom , I have to talk to my wife, what about my business? figure it out boy, none of that will matter if you're dead.
Next morning 6 am I am at the operating table, surreal was to mark on my body the side where my surgery was supposed to take place < left side, like any bad shit that has ever happen to me.
The following days were a nightmare,not being able to piss or walk, or eat or breathe was just horrible.
I remember 2 weeks after my surgery trying to walk from my front door to the gate of my house, 30 fucking steps and it was the single hardest thing I could have ever done, what happen to that strong man that could run 26 miles? what happen to that animal that would ride 100 miles on his bicyle and then come home to swim for an hour on the ocean? I was beaten, and my journey hadn't even started.
what followed was 16 weeks of excruciating pain between radiation treatments and jtests and injections, not being able to hold any food but still gaining weight as if I was eating for 3.
I had the love of wonderful people and the love of not so wonderful people (or at least it felt like love) but my indomitable spirit kept me afloat, my spirit made it to where the pain and the fear never took hold of me.
sometimes I feel like cancer is just around the corner, listening to me, waiting to hear me say "I'm cancer free" just so that it can come back.
There are 28 million people sufferingg this horrible disease,this disease that does not respect if you are a young stud , or an old grandma , or a young mother of 3 beautiful kids, we must come together to say NO, I said NO, I will not die this way! Not today not this year not at 34!
Join the american cancer association, help where ever you can, when ever you can, join the fight against cancer, say NO, unfortunately , statistics show that somebody you know will be affected with this disease.
I apologize for this non business blog, but ultimately, my blogs are abput winning are about surviving, and I, I am a survivor.
Art Hagopian

The business of business to business

We have all heard this one before right? the business of business to business sales is people. People buy from people they like and trust, all things being equal people like to do business with friends,all things not being equal,people still like to do business with friends.

So in order to make sales,so we need to make more friends? essentially yes,the more people you know the more sales you will make,but you must remember that in sales is not who you know,it’s who knows you.

The secret to selling is not in the selling, it is always in the prospecting, you don’t get to sell to new people if there are no new people to sell to, it works like a pyramid , Prospects at the bottom then appointments then sales at the top, so how many prospects do you need to make to get 1 sale? .

knowing your numbers is extremely important, you must know how many calls you need to make in order to get 1 appointments and you need to know how many appointments you need to make in order to get 1 sale,without this data it is virtually impossible for you to do it consistently, oh yes you will Forrest Gump into it from time to time,but to be truly consistent, to be a super star , you must become a numbers person.

It is so easy to say that keeping track of our calls just slows us down right? that we would accomplish so much more if we didn’t have to keep a tic sheet, or write notes in our crm, what a joke, without this data you are not much different from 90% of the sales people out there,there are very few super stars,to become one,you must be willing to put in the extra effort and the hard work that it requires to make sales easy.

Have a great sales day!

Bad day? Get over it......

"I need a hug!" said the voice of one of my sales people at the other end of the phone.
"How can I help?" I asked.
"I don't wanna whine, but I need some inspiration. You know, some encouragement. Someone to put some wind in my sails (sales)."

Feeling down? Having a bad day? Dealing with the blues? Well, take heart , You are not alone. You are far, far from alone.

"You don't need a hug. You need a SALES hug," I said.

Ever go to the doctor when you're sick as a dog? You talk to the doctor. She asks you questions, examines you, and says you'll be fine. And what happens? You leave feeling better. She did nothing but REASSURE you (and collect your $20 co-pay), so you walk out of her office feeling better.

Well, it's the:

same with life.
same with work.
and especially the same with sales.

Sometimes you need someone to tell you everything is OK. But that's just a
Band-Aid.

Here's the cure:

The first thing you have to do is discover WHY you are down. Having the blahs is one thing, but understanding where they come from is another.

To understand what's causing the blahs, write down your "down thoughts" and your "down reasons." What's causing these feelings? Is your mood influenced by people (arguments, disagreements), or is your mood self-induced (money worries)? Focus on the cause.

Is it because of-

lack of money?
lack of sales?
bad work environment?
bad boss?
fighting or arguing with your spouse, kids, parents or friends?
customers telling you no?
quality or delivery problems?
coworker problems?
price-too-high problems?

These reasons are not problems-they are symptoms.

"Prospects think my prices are too high" is a symptom.
"Sales are slow" is a symptom.
"I don't have enough money" is a symptom
"I need a vacation" is a symptom.
"I'm down" is a symptom.
"I'm having a bad day" is a symptom.

To make the symptoms go away, you gotta uncover the problem and work on fixing it (just like doctors do).

To get to the heart, the root, the meat, and the cause-you need to ask yourself three or four WHY questions to uncover the real problem. And the focus of those questions needs to be on YOU-not on outside influences.

NOTE WELL: Even if you think you know the cause of your problem, you may not. For example, maybe you're down because sales are slow or dropping. But that's not a problem-that's a symptom. The real problem is WHY they are slow in terms of YOU. It's not about high prices, competition, the boss, or the economy. Why are they slow in terms of YOU? What can YOU do to make the blahs go away?

It's all about you, or what I call "you action."

If you get caught up in feeling down, here are the consequences:

Negative blocks positive.
Negative blocks creative.
Negative blocks solution.

Don't tell anyone you're having a bad day. Why give off bad vibes? No one wants to be around a "bad-day" or "bad-mood" person. Not even you. And, when you share your negative feelings with others, you prolong them for yourself. You need to get rid of the mood or feeling as soon as possible.

So, what can you do to hug yourself? Start with these 7 solutions:

1. Call the most positive person you know. Start the conversation with small talk. Casually mention your mood and ask this person how he or she gets rid of a bad mood.
2. Act upbeat and talk "positive things." Set or reset your internal mood. Don't whine or kick cans.
3. Call your mentor and ask what he or she does when feeling down. Then discuss your specific symptoms and see if your mentor has any ideas.
4. Listen to The Strangest Secret by Earl Nightingale. Twenty minutes of "You become what you think about all day long." (The BEST piece of personal development information ever recorded.)
5. Read or re-read How to Stop Worrying and Start Living by Dale Carnegie. This is a guidebook to the positive side of life.
6. Surround yourself with some form of humor. Read it. Listen to it. Watch it. Laugh. Laughing is the best medicine for redirecting your feelings.

And the big news you already know.
7. Get to work! Start working on the problem and the symptoms will disappear. Ask the WHY questions until you get to the truth. Then take action to solve, resolve, change, enhance, create new approaches, mend fences, make a plan, and DIG IN!

The keys to blah removal are support, self-discovery, reversing your thoughts, laughing, and taking action to recover. All of these things are completely under your control.

Control. It's yours for the taking. So is action.

service rant

POST IT ----Note your way to Achievement----

I HAVE STRUGGLED FOR YEARS WITH THIS SUBJECT, THIS IS THE BEST THAT I CAN EXPLAIN RIGHT NOW HOW TO ACHIEVE, IT SO FAR HAS WORKED FOR ME, THE GOALS THAT I HAVE SET TO ACHIEVE THIS YEAR I HAVE ALREADY DONE SO OR I AM ON TRACK.

People are not afraid of achieving success, they just don't know how.
Here's one element that will put you on the path.
You have several goals you want to achieve, but they are not written down. They just pop up in your head every once in a while, only to be buried in a black hole of procrastination, excuses and guilt. Take heart – there is a way to beat the system. Post–it Notes.
Want to achieve your goals? Here's a tested and proven method.
You already have all the tools necessary to achieve success.

· Post–it Notes
· Bathroom mirror
· Bedroom mirror
· Felt tip pen

1. Write down big ones – On 3x3 yellow Post–it notes, write down your 3 prime goals in short words. (get funding for business; new car – Toyota; New Client – Bank in Milwaukee)
2. Write down small ones – Use three more notes and write down your 3 secondary goals in short words. (read book – Dale Carnegie; organize desk; build new closet)
3. Put them up – Post them on your bathroom mirror.
4. Where you can see them twice a day – You are forced to look at them every morning and evening.
5. Keep looking until you act – You will look at them until you are sick of looking at them – and begin to accomplish them.
6. Seeing the note there every day makes you think about acting on it every day. Once you start acting, the note triggers a "What do I have to
do today to keep the achievement on target?" The note forces you to act. To achieve your goal.
7. Revisit your success every day – After the goal is achieved – post it on the bedroom mirror so you can see your success every time you look in that mirror.

· The program is simple.
· The program works.
· The results will change your attitude.
· The results will change your life.
· The results will change your outlook about your capability of success achievement.

To Achieve Goals You Must Do the Following...

Make a decision as to which goals you specifically want to achieve.
Make a personal commitment to yourself to do whatever is necessary to achieve your goals.
Be relentless. Don't quit in the pursuit of your achievement.
Do a little toward your goal every day. Write down how much (or how little) you must do each day in order to achieve.
Harness your personal power. Discipline yourself, focus on your commitment.
Enlist the help of others who will support you.
Give up goal (smoke, drink, eat) – Share with and seek the support of everyone you know. (family, friends, co–workers). Go up goal (better on job, best salesman) – Share only with family and friends to avoid on the job jealousies.
You must get the support of others in order to achieve your goals.
It's easy to get support – all you have to do is give support.
Don't be vulnerable to the negative influence of other people.
Work on two of your goals every day, even if only for a short time.
Visualize yourself doing the steps necessary to achieve your goal.
Visualize yourself actually achieving your goal.
Don't let other people tell you..."You can't."
Tell them how you will, and ask for their support!

By posting the goal in the bathroom you are consciously reminded of your goals several times a day. From there your subconscious gets into the act. Gnawing away at your soul until you are driven to take positive action. Achievement actions.
At last you can say the magic words. Scream them – I DID IT! (Screaming positive things always feels wonderful.)

Here comes the best part. Take the Post–it Note off the bathroom mirror and triumphantly post it on your bedroom mirror. Now, every day you get to look at your success. WOW.
Not only does it feel great, but you are able to set the tone for a successful day every day first thing in the morning by looking at success, remembering how good it felt, and thinking about what it took to do it. Plus – it gets you motivated to keep achieving more.
By the time you have your bedroom mirror full of achieved post–it note goals, you'll have enough money to go out and buy a bigger mirror – and the house to put it in.

Shattered Dreams

How long do we hang on to childhood dreams? The kind that make you want to grow up and be something, do something.

My mom always use to tell me: Arthur, be somebody, when you break down those words, they are powerful and my question to you, my question to me is; Are you Somebody? How do you know if you are somebody? I was always on a quest to have,to achieve, to have people see me and think ,wow that’s a successful guy,look at everything he has…..how pitiful.

My grand father use to say Always be dreaming, Always be learning and dedicate your time to a cause greater than you, now how do you suppose you do that? How do you find a cause greater than you? And once you find it, how do you start?

We have ALL been called for greatness, however everybody’s greatness is measured in different ways, do you know what your greatness looks like? Mine is simple: help as many people achieve their full potential as I possibly can, touch as many people with my words of inspiration and encouragement, the rest will take care of itself.

Now, right after I decided that I thought wait a minute, that’s just philosophy, what about action? What about my daily actions to get to a bigger goal? How am I going to do that while helping other people, how am I going to help myself? The truth is, you cannot help anybody without helping yourself first, you have to secure your own oxygen mask before securing other people’s.

So I started taking a daily dose of small steps, steps on anything and everything that I want to achieve, I use to take big bites at a time , now is small bites but consistently, the constant drop of water can make canyons , remember an apple a day, not 30 at the end of the month.

So my question again is how long do we hang on to our dreams? The answer is usually until its time to make them happen, until its time to start the actions that will get us closer to achieving them, and yes some dreams are childish, but some of them are real, when you thought I want people to know who I am, I want to be famous were those real dreams? you can still do that, smaller scale but you can still have the people in your world know Who you are, really know you, really connect with you, you can also be famous in your world for being dependable, for being loyal, for being loving, for being helpful.

On our way through life we of course encounter problems that get in the way of our dreams, what do they really do?


Problems create Patience
Patience creates Hope
Hope creates Action
Action creates Persistence
Persistence creates Results

If we had no problems , life would be a beautifully paved road, leading to nowhere, obviously we don’t look for problems, we don’t pray for problems , they are just part of life, they come and go as they please, We can’t prevent bad things from happening, all we can do is control our reaction, how we react to problems or situations will definitely affect the outcome.

Be somebody, powerful words, are you working hard in making sure that you achieve this? Why not start today? Why not do your best every time? Why settle for mediocre when just a little extra effort could be the big difference maker?

Art Hagopian

Every person, you included, wants to achieve more, earn more, find happiness, be successful, and be fulfilled. At the root of all these elements is attitude.
Positive attitude, your positive attitude.Every person, you included, instinctively knows that.

Yet most people, you included, don’t really possess a positive attitude. Oh, you may think you do, but I promise you, you don’t.
Most people don’t read about attitude,Most people don’t study attitude,Most people don’t practice attitude,Most people don’t live the essence of attitude,Most people don’t live the principles of attitude,Most people are not dedicated to attitude.
You included,In fact, you may have never read a book on the subject of attitude.

I believe I was born with a positive attitude, and I believe you were born with a positive attitude. It took 34 years for me to discover mine. I wonder if you have found yours yet.

Everyone, you included, has heard the expression, “Attitude Is Everything!” Let me break down the elements of that expression for you – maybe for the first time. Attitude controls, rules, affects, and directs your career, your family life, your personal life, and you. It affects or can impact your relationships, your business success, and your health.

Attitude has power. Personal power. And the best part is: YOU CONTROL IT. You determine the way you think about, develop, and deliver your attitude.
The simple difference between “POSITIVE” and “YES” When something great happens to you, you don’t scream “POSITIVE!” When something great happens to you, you scream, “YES!” It’s subtle, but powerful language, when you come to that mental and verbal understanding.

What language do you speak? No, I don’t mean Spanish, French, or English. I mean positive or negative, what Attitude language? Years ago, I remember hanging out with my grand father, as Alzheimer’s was starting to take over his mind, I was looking out the window at the pouring rain. “It’s going be an ugly day,” I said, “I don’t think so,” he said, in a soft, reassuring tone. You see, from where he was sitting, he couldn’t see the rain, and was thinking about “the day” not “the weather.” It’s the small wording of expressions like that, that lead to a “bad day” for anyone, even you. A rotten day starts with the way you think about it, and the way you talk about it. It’s not about the weather outside. It’s about the weather inside – inside your mind.


How’s the weather in your world? One of the definitions of a positive attitude is: The way you dedicate yourself to the way you think. And you are in complete control of it.Thinking positive is a self-discipline. A daily self-discipline. You control it. You make it happen, or not. Taking positive actions is dependent on positive thought. If you don’t THINK positive, you will not BE positive, and you will not DO positive.

There are many definitions of attitude, and there are many ways to look at attitude. Books have been written on attitude that you have not exposed yourself to. All of them are helpful, all of them are good, and all of them must be studied if you want to achieve your positive attitude. Books like How to Win Friends and Influence People or The Power of Positive Thinking contain the philosophies, strategies, and the connected stories of men and women who have achieved their positive attitude – and can help you achieve yours. You should own them and read a few pages every day. (That’s one of the secrets of attitude: read and study attitude for 15 minutes a day). Positive attitude is yours for the taking, all you have to do is read, study, and apply – every day.
The challenge of positive attitude is for you to decide that you’re willing to dedicate the time, and that you have the desire to make it happen for yourself.

What's behind your motivation?

Ever heard the Rocky Balboa song in your head as you are preparing for a task, as you are preparing for a sales call? What is our motivation ? What drives us to do? To seek? To achieve?

Not very many people have the answer to this very philosophical question , you might do things without knowing , you might seek things without thinking about it.

The answer is complicated , we as sales people must always stay motivated , our internal balloon needs to be pumped every day , what happens when that balloon loses air? We fall apart right?
We think that the world is coming to an end when a prospect has the audacity to say NO , ah but how incredible it feels when everything we do turns into sales into YES , then we walk with a swagger , we get our mojo back , nothing can stop us , what a feeling baby !

In life , everything we do , is tied together , I’m sorry to tell you that bubba , but is true , our personal life is tied to our professional life inevitably .

The first thing we must have in place is our philosophy , without this very important piece in place it is impossible to move ahead , what are you all about? Why do you do the things you do? What is the motivation behind it all? I’ve said it before in previous writings that is not only about having goals , you must need to know why you have them , in order to reach them you must have a clear view and understanding of why you want/need to achieve them , without this in place bubba , you will always fall short.

Actions are the second part of this equation “just do it” Nike has said this for 23 years , does it work? We all know what we have to do , we just don’t do it right? Procrastination is the cause behind the won’t do , not the can’t do , Gerald Ford said “if you think you can , then you can , if you think you can’t , you’re probably right” , so spring into action today , do what you are supposed to do everyday , go out everyday with the attitude that everything MUST happen today , have a clear goal in mind as to WHAT is supposed to happen though , what is your daily bucket list?

Results are the direct reaction of your actions , whatever we do has a result , good or bad , if you chose to stay home and watch TV while eating your Cap’n Crunch during prime selling hours, then your results will follow , I wish I could sit here and tell you that just by wanting something we will achieve it , no no , we must strive to get it , we must act as if our life depended on it , and after all …..doesn’t it?

Your lifestyle depends on your results right? Are you comfortable with your lifestyle? Would you like a better car? longer vacations? a bigger house? a house in a better neighborhood?
If you are not happy with your lifestyle, look at your results , if you are not happy with your results, look at your actions , if you are not happy with your actions look at your philosophy……the answer lies between this elements.

Evolving

I have gone through many transformations , from being a little child to being a stupid teenager , to a stupid adult , to a grown man.
My grand father always use to say “getting old is mandatory , growing up is optional” powerful stuff, I’m going to miss that man , he is not gone yet , his mind doesn’t work the same , in fact his mind is very slow , that is such a sad thing to happen to such a remarkable man , I have said good bye to him , I did that 6 years ago when he had his first aneurism , and found also alzheimers , it was the longest good bye , it lasted for a year , and in that year I spent so many days with him just talking , listening , jotting down notes on his thoughts , his feelings but most of all , his business philosophy , as I said before , I come from a Family of Lions.

I evolve everyday , of course my daily change is not as noticeable as the big changes that I have consciously made in my life , in the way I think , in the way I conduct myself , I am true to myself , I know who I am , and where I want to go , for the most part I know the way , the course changes from time to time and that’s ok , at different stages of my life , different things have been important to me , I didn’t understand why , I did not have the reason behind my dreams , I did not have a clear understanding of why I wanted the things I wanted , therefore I rarely attained them.

Today I know the why , my last two changes were difficult , I chose to make a much better living over keeping my body extra fit , don’t get me wrong , I am fit , I am strong , I am fast , it just means that I went from riding and running 6 days a week , to running 4 days a week and riding 2 , have I gain weight? Sure I have , are my workouts harder? You better believe it baby , I ride in 2 days what most riders could only hope to ride in 4 weeks , and what most “avid riders” do in a full week of riding , is 175 miles a lot for 2 days? Yes it is , is 32 miles a lot for 4 days of running? I sure hope so . it feels like 100 miles.

My point here ( besides the obvious ego boost) is that we have to adapt to our situation , we have to “make it work” , no I don’t like to ride 110 miles in one day every Saturday , but we all have to do what’s best for us , I don’t like working 50 hours a week , and I will be working at least 10 more hours a week with my start-up business , I made a conscious decision that yes , in order to achieve my goals personal and professional , I have to work my ass off , nobody is going to hand me the money that I need , nobody is going to wave a wand and make me fit , I chose financial success over fitness , I punked out I know , but do you want to know a secret? I have had them both , and certainly financial success feel better , and when you achieve financial success , you can have all the time in the world to run , ride, swim or whatever you want to do , no point in being a broke fit guy, I have been that as well and it sucks.

I am a salesman , I sell for a living , if I don’t sell , I don’t eat , if I don’t sell , my daughter doesn’t eat , “ You think you are a good father? Fuck you , go play with your kids and starve with them “ (Alec Baldwin , Glengarry Glen Ross) selling is for winners , coffee is for closers , to the brave the spoils right?
So let me ask you , how brave are you? How tough are you? And no I don’t mean if you could carry yourself in a fist fight , I mean how big is the fight in you ? how much heart do you have? How many times have you fallen and got up again? How many times has life punched you in the face ?

Simple formula , E+R=O EVENT + REACTION = OUTCOME , everything in life has an outcome right? What if I tell you that you have the power to change the outcome of a situation? You cannot change the event , you can’t change what happens , you can only control what you do with it , you can control your reaction , you can control your attitude , therefore you can change the outcome.

Go ahead change , change is in the air , change is good , embrace it don’t fight it , remember that you can adapt to anything except for not eating or breathing , be bold without being a bully, be humble without being timid , be strong without being cocky, be exceptional , be memorable.

When you were born , you cried while your world rejoiced , live your life so that when you die , the world cries while you rejoice.

what ladder are you on?

Everyone is climbing a ladder. The only question is which rung are you on? Ever thought about it? It’s a way bigger thought than, “Is my job safe?” But if that’s what you’re thinking, it’s probably not.
Asking yourself “Is my job safe?” is an indication that you’re thinking in the wrong direction - diving in a hole instead of crawling out of a rut.
At the moment, many people are falling off the ladder, or being pushed off the ladder.

There have been more than a million people fired, laid off, or put out of a job because of the state of the economy, and with government trying to “fix” the situation, I doubt the present condition will be better any time soon. I hope I’m wrong, but I’ve read Atlas Shrugged.
You may be one of the unfortunate. Or are you? You may be one of the FORTUNATE. To hear our leaders and the spoken media talk of the present situation, you might believe there’s little hope.
They paint gloom. “We’re in a deep recession,” they say. The word is not recession – the word is opportunity. You and I are at the crossroads of that opportunity. The only question is who will take advantage of it?Now is not the time to worry, or wait. Now is the time to self-evaluate. Take stock. Do an inventory. Total your assets. And come to grips with who you are, and who you want to be. Then take action.I have written that turmoil is the best time to make change, and accept change. Yes, we’re in the crapper, but it’s way better to focus on the opportunity, your opportunity, that this downturn presents.

There’s a big question you need to ask yourself. Is now the best time to climb a few steps?To help answer that question, here are some “take inventory” questions you must ask yourself to gain a realistic view of who you are, where you are, and what you have achieved:
What have you done?
What are your achievements?
What is your strength of character?
What is your reputation?
What are your career skills?
What are your personal skills?
What are your strengths?
What expertise have you gained?
What is your passion?
What is your present financial condition?
What are your financial obligations?
What is your tolerance for risk?
On a 10-step ladder, which rung are you on?
How high do you want to climb?
How much do you love what you do?

These are tough questions. And I recommend that as you read them, and think about them, that you take 30 minutes out of your life to write down the answers.
Writing leads to clarity and allows you to think of the questions individually rather than as a group.
These questions transcend, “Is my job safe?” And let me give you a clue Sparky, nothing is safe. People who took a job at a bank to be “safe” are now on the street. One hundred thousand of them. All rules of the game are off. It’s like Manhattan in a snowstorm; anything goes, and every man is for himself.The answers to the “take inventory” questions will give you the most realistic picture of yourself you have ever had. They will also clarify where you have the potential to go. Or should I say grow. Now that your assets are defined and you present situation is clear, write down what you (really) want to do or become – and assess the path you’re on now.
Are the paths aligned? Are you on the right road?
OPPORTUNITY IS KNOCKING BABY:
Whether it’s moving up your present ladder, finding a new ladder, or even buying your own ladder, now is the time to do it.Or you can wallow in “what is” until someone else makes it happen.

Secure your Oxygen mask first

I flew today from San Diego to Boston and it reminded me of when I use to travel to Mexico City with Nicole my daughter , I was on a flight traveling with her some years back , and to set a good example, I told her to listen carefully to the flight attendant’s safety instructions. While talking about the oxygen masks, one flight attendant made a point to come to me to reiterate: “Make sure you secure yours before helping with hers.” I smiled politely, but inside I sneered, “Yeah right. Think of myself first before helping her? No way.”
Then I looked at the elderly couple across the aisle and the child traveling alone in the row in front of me. I visualized needing to assist all these people in the event of an emergency (it’s amazing how the mind starts dramatizing a scenario). I realized if I couldn’t breathe, I might not be able to help anyone around me. I then realized that securing my own oxygen mask was the most selfless and helpful thing I could do for everyone else. But this is too often not how people live their lives. Instead, they run around helping everyone else with their oxygen masks (errands, requests, obligations, etc.) and eventually run out of oxygen themselves, becoming stressed, tired, unfit and unhealthy.
When I ask people the order of their priorities and core values, I often hear an order like this:1. God
2. Family and friends
3. Business, customers and employees
4. Well-being, personal interests, etc.
This order will eventually cause you to run out of oxygen. You are no good to God, your family, your company or anything/anyone else if you are rundown or you get sick or drop dead of a heart attack. You cannot give what you do not have. If you want to give more, serve more, contribute more, build more, create more, you have to be stronger and more vital, have more stamina and vigor. You need to make you your first priority so that you can give more, be more and do more for others. Jim Rohn put it this way: “You take care of you for me, and I will take care of me for you.” My suggestion is to take out your calendar and schedule you first. Schedule your exercise, meals for proper nutrition, enough sleep, mental relaxation and recreation for recovery. Then go down the rest of your priority list and start adding family, business and social obligations
who is the most important person in the world right? you must help yourself in order to help others.
What have you done so far this year in order to achieve your goals so that you can help other people achieve theirs?

why can't you achieve your goals?

Got goals?Millions of words have been written about goals. I've written thousands of them. Ninety-nine percent of the words focus on "how-to" set and achieve them in one form or another. Books, articles, videos, seminars, online courses, and of course, classic classroom learning. Everyone sets goals. Some people set them on their own -- others have them set for them (sales goals, sales plans, sales quotas). Some people make elaborate game plans for goal achievement, others write them down in their day planner, others just cut out a picture from a magazine depicting something they wish they had, but don't (car, boat, house, vacation).Me? I post my goals on my bathroom mirror. In plain sight.Many passé seminar leaders and motivational speakers claim, "Less than four percent of all people set goals." Baloney. Everyone has a goal, or many goals. If you're looking for a category that fits the four percent number, it's the people that actually achieve the goals they set.Ever set a goal you failed to achieve?Ever stop in the middle of a goal?Ever fall back to your old ways?Ever miss your sales goals?Of course you have. Everyone has.Want to know why?On Alii Edwards Web site, www.aliedwardsdesign.com, she shares her thoughts, and what she's learned from others, when she asks her readers (me among them), "What are your intentions?" It was a WOW!, an AHA!, and a HOLLY CRAP all at the same timeGoals and intentions are linked. Intentions actually precede goal setting. If you fall short of intention, you will not likely achieve the goal you set. What a simple, powerful concept. And, what a truth.Ali simply asks: What are your intentions? What do you intend to do? And the rest of the actions to achieve it will follow.Goals or intentions - which are more powerful?You may have a goal, or you may have been given a goal, but your intentions will dictate the outcome of the effort (or lack of it).What do you intend to do?Think about these questions:What do you want to do?What do you need to do?What do you have to do?What do you love to do?How much do you love what you do?Do you dislike what you do?Now, maybe you can better answer, what do you intend to do?What you intend to do are the thoughts behind your actions. Intentions are the justification behind your words and deeds. If you intend to manipulate, your words and deeds will follow. If your intentions are pure, your words and deeds will follow. If you intend to achieve your goals, or a specific goal, your words and deeds will follow.I believe that love and intentions are connected more passionately than fear and intentions, or greed and intentions. There's an old quote that says, "The road to hell is paved with good intentions." I wonder how true it is. Personally, I believe the opposite. There are types of intentions. The easiest to define are "good" and "bad." To intend to do the right thing, or to intend to do the wrong thing. Sometimes your intention to do the wrong thing is justified by the way you feel. You believe someone "deserves" what you're about to do. I believe that's the "hell" intention.Whatever your intentions are, they form the basis for your actions, the foundation for the achievement of your goals, the manifestation of your desires, and ultimately the fulfillment of your dreams. Maybe you need to write down your intentions BEFORE you write your goals. Start each sentence with, "I intend to."or even bolder, "By the end of the week I intend to." Timing your intentions makes them much more real. Simply put, what you intend to do is what you actually do. Goals notwithstanding, it's all about your intentions.An easy way to make your intentions clear is to categorize them. Organize the categories - then write the words to define them. Single words for categories, and sentences to define your intentions.Categories like personal, career, job, study, read, business, life, family, money, fun, travel, and passion. You get the idea.Then write what you intend to do, and by when. "I intend by this date."
Short spaces of time are the best - this year - this month - this week - this day - this minute.What do you intend to do?

Does my body show my age?

I have a few more creaks this year than last. I guess at 40 some small aches are to be expected. But I didn’t expect them. Nor am I willing to accept them.There are things I can do to help myself “not creak.” And I am doing them. running, eating less (or trying to he he), drink no soda, take a few more vitamins, and other actions personal to me and my age and health that will help me both improve and prevent. I keep myself well oiled, so I can speed up rather than slow down.Here’s what I have found to be true: The more I age, the less I am willing to “just accept it,” and I am certainly not willing to “settle.”, I can tell you that at 40 I’m stronger and faster than most guys younger than me , and I’m working on getting stronger , faster and leaner…not only physically ,but mentally , financially etc..Everyone is on their own journey.How’s yours going?Not the wealth journey, or the hunt for buried treasure. I’m talking about a WAY BIGGER journey. Your “learning journey.” How’s that going?I have been an adult student for more than 22 years. Like you, when I was young, I knew everything. Then I traveled to Europe for a year, and I suddenly realized I knew next to nothing. From there I resolved to learn something new every day. That was more than 18 years ago, and I’m still on that journey.I hope you are, too.The older I get, the more I want to learn and the more I want to accomplish.Some people want to relax, or watch TV every night, or want to retire, or are looking forward to retiring. Not me.I am on a mission. I have a few more lofty goals that are backed up with intentions:• Write 10 books. (working on my first, stay tuned)• Deliver more speeches.And there are a few other major personal goals to achieve and places I plan to see before I pack it in.What are you doing right now to identify, intend to, and achieve your lofty goals? Or are you “waiting to retire” to get or do what you really want? I have found that most people who want to “retire” don’t love what they do at present. Not me.When you love what you do, you can’t get enough of it. I hate sleeping – biggest waste of my time. I wake up early. I go to sleep late. People say they need balance.Not me – I don’t need balance. I love what I do.And contrary to popular belief, you don’t need balance – you need money. Which would you rather have – balance or money?BIG QUESTION: What are you “accepting” right now that you might be able to change if you took a few more risks, or were willing to put in a bit more (or a lot more) effort?BIGGER QUESTION: What are the three of four things in your life that you “wish” were different than they are now? And what the hell are you waiting for? Don’t you hate waiting? Traffic. Late flights. Long lines. On hold. Slow service. You do everything you can to avoid a 10-minute or 60-minute wait, yet you’re willing to wait YEARS to achieve your life’s desire. Not me. I’m not waiting for anything or anyone. I don’t accept waiting, either in a doctor’s office or in life.BIG ANSWER: Here’s the cool part. By taking daily action toward what you really want, at some (undefinable) point, you create your own momentum, your own path to achievement, maybe even your own path to fulfillment.BIGGEST QUESTIONS: What are you “just accepting”? What are you willing to do to make things happen in your life?BIGGEST ANSWERS: If you’re constantly talking about what was, you’re robbing yourself of what will be. Complaining about life? “In my day things were different…” Take note: candy bars are no longer a nickel. If you’re sick of waiting, if your sick of just accepting your present lot in life, maybe it’s time to take action.

On Effort

3 months in

We are three months into the new year. How are you doing? To make this THE year, it's imperative that you have a vision and a plan. In today's trying times too many people have lost hope. Don't buy into that. 

Your greatest days are ahead, and your biggest accomplishments are in the future.  The reality is that life's biggest challenges are there to refine you, mold you, and prepare you for your greatest victories. Remember, it's always darkest before the dawn.
 
2010 is YOUR TIME to rise above today's bumps in the road. Hang in there. You are closer to success than you think...Make Every Moment Count!

Goals are dreams with a deadline , hold yourself accountable for them, hold yourself to the fire , ask the person in the mirror some tough questions , would I hire me? Would I like to work with me? Would I enjoy me? Am I doing my BEST everyday to BE MY BEST? Do I work as hard when no one is watching?

Don't be afraid of the answers ....they will be your guideline

what's your passion?

What are you known for? What makes you special? Have you ever stopped and
think about it? When you were young it was probably talking like donald
duck ,or bending your finger backwards or you loved to sing or dance , but
you were known for something right?

Fast forward some years , I ask you again what are you known for? What's
your special talent?what's your special skill?

Are you a great :father,mother,sister,brother,runner,golfer,cyclist,swimmer
etc..
Are you known at work for being the BEST? Do your customers think that you
are the BEST sales person who call on them?

Every sales person want to differentiate themselves from their competition
, you want to know how to achieve that ? Its easy......
Become the BEST , at least try it , try it everyday when you wake up and do
your daily affirmations, try it when you are preparing yourself for the day
ahead, for the week ahead , study,read,write , be on time all the time ,
wake up early , go to sleep only after you know that you have done your
best to become THE BEST.

Only passion will take you there , only the drive and a burning desire to
achieve it will take you there.

"The people that say I can't , or I won't are always interrupted by those
doing it"

I want to be the BEST sales manager in my company , I am the BEST sales person in my company.

We know what we have to do in order to be successful , we are just not doing it, procrastination is one of our worse enemies , why do we indulge it ? Why do we succumb to its calling? Well bubba , its because that's the easy way out , its easier to "Not do" than "to do" , its a human trait , its "normal" so what do we do to fix this?
You must have your inner voice reminding you to action , Nike has said it for 23 years "just do it" 3 simple words that will change your life forever should you chose to use them everyday, don't leave anything for tomorrow that you can take care of today.

We only have one dance.......make the most of it

I have been writing to you for about a year now , I have learned in this year the importance that putting thoughts into paper has , I've said it many times , words are powerful , words once said can uplift someone or completely destroy them , so be impeccable with your word , don't say hurtful things even when you are dying to say them , you cannot take words back,most people will forget your encouraging words,they will always remember your hurtful ones...be impeccable with your words.

ON TIME MANAGEMENT
Time management is an oxymoron, time cannot be managed ,it cannot be
controlled in any way -no scientist no matter how smart can create new
minutes , so what can you do? manage yourself !

ONE OF THE THINGS THAT SEPARATES SUCCESFUL PEOPLE FROM UNSUCCESFUL PEOPLE
IS HOW THEY USE THEIR TIME.

Successful people understand that time is the most precious commodity on
earth, as a result they know where their time goes.

I've talked about "investing" your time rather than spending it. Investing
your time is to exercise instead of sitting at the couch , read instead of
watching tv , listen to positive audio cd's in your car instead of the
radio , being with your family , being with your friends....the hours that
you "spend" doing unproductive things you will NEVER get back , start
small,cut back an hour a day of tv.

Start asking the person in the mirror some real questions , you know the
answers ...want examples?
What should I stop doing?
What should I keep doing?
What should I start doing?

Sounds simple enough right?well the good news is that it is, but you must
be honest , if you have to be honest to one person in this world is
yourself....start today.

Remember:
Time is an equal opportunity employer, we all get the same 24 hrs a day ,
use yours wisely.
A positive mental attitude, a YES attitude a winning attitude , is
determined by you , not others , big news flash huh?

The way you dedicate yourself to the way you think is the definition of
attitude, either positive or negative , your choice.

Your mental attitude is your motivation and your inspiration, start with
good positive thoughts and good positive things WILL happen. "Thoughts
become things".

Believe me that wherever your self belief is , that's where your thoughts
and your results will be , one example is this : when you are riding your
bike , the bike will go wherever your head is facing , not your hands ,
look straight ahead at the beautiful road , not to the sides at the scary
cliff.

Believe in yourself , believe that this is the best time of your life ,
believe that you are the best sales person in your territory,believe that
you are the best sales person in this organization.....believe believe
believe , it WILL happen.

Success is a daily choice , success is to carve in your psyche that only
you can take yourself up the mountain, only you can decide for yourself to
BE successful , why not start today?

I am the best sales person in my territory
I am the best in my field
Everything I touch turns to Gold
Nobody can say no to me
Everything begins with a yes
I have perfect memory
I have perfect diction
I believe in myself
People believe in me
I will succeed today
Yesterday is gone
Tomorrow is not here yet
I will succeed today
I am the best in my field

I know it sounds hoky and dumb , tell yourself that everyday until it
becomes a mantra.

Give yourself everyday 20 minutes , 15 to read anything positive
-quotes,stories,videos- then sit down and breath and tell yourself this for
5 minutes , do it for 30 days and see what happens.
Good things begin with good thoughts.

life....go out and live it

We know and have heard that everything happens for a resason,nothing happens by chance or because of good or bad luck.
Illness,injury,moments of greatness or moments of sheer stupidity , love ...it all just happens to test the limits of your soul. Without this small tests ,life would be like a smooth paved road to NOWHERE.
If someone hurts you,betrays you or breaks your heart ,forgive them because they have helped you learn about trust and the importance of being cautious to whom you open your heart to.
Now, on the other side of the coin , if someone loves you,love them back unconditionally,not only because they love you,but because they are teaching you to love and opening your heart and eyes to things you would have never seen or felt without them.
Make every day count. Appreciate every moment and take from it everything that you possibly can because you know what? You might never experience it again.
Hold your head up because you have every right to do so.
Tell yourself how great you are and actually believe it,believe in yourself because if you don't believe in yourself no one else will believe in you.
You can make your life anything you wish , you are the architect of your own life.
My grand father use to recite a poem every christmas , I loved hearing it and it would always make me cry he would raise his glass and say "please remember me when I'm gone , please remember the man I was and not the man I wasn't"and then he would start, I will try and translate because it was in armenian here it goes.
Very close to the sundown of my life , I bless you life , because you never give me failed hope or sorrow that I didn't deserve, or unjust work.
Because I see at the end of my road that I was the architect of my own destiny, that if I extracted honey or bitter from things its because that what I put into them.
I loved , I was loved , life you owe me nothing , life we are at peace.
My grandfather was a great salesman , he was a great inventor , he was a great writer, he loved business and the hunt for new sales, he never had a bad day , his attitude was that of a champion , even when he wasn't, he was broke 5 times and 5 times he got up dust himself off and went back on to get the brass ring of life. How many times have you fallen? But more important how many times will you get up?
Powerful thoughts breed powerful actions , powerful actions breed powerful results,powerful results breed powerful people.
Learn to become powerful , my daughter has know since she was very little that we are a family of lions, are you a lion? I'm sure you are , if you are not,I suggest you start working on it , otherwise you're a lamb , and lambs are only good for boots baby!!
See you at the top

what's love got to do with it?

We all are looking for the happy ending , we all want the story book love affair where everything ends up working out and the 2 lovers end up being together , the bad guys get what they deserve and the credits roll out while we are sipping wine by the beach on a beautiful sunset with the one we love.

I believe that in order to achieve results we must first fall in love with what we are doing,how else are we going to wake up everyday excited for everything we have going on, excited that we again have one more chance to take charge of our lives, to make a difference in our future, to build today what will support us later.

Remember the first time you fell in love? What a feeling baby! Why do we fall in love? And do we really fall in love?
How to translate that emotion into an activity? How to translate it into your career?
I'm sorry to tell you but you can't bubba....love can't be forced , love can't be planned
Love can only be , love is love and it comes from a reaction that our brain has to something or someone , it obviously doesn't come from our hearts.

Sad huh? So what do we do? Sure you can do something you hate for 20 years ,or do something that does fill you as a person , but what kind of life is that ? You want to do something where you would do it for free if you had to ...are you doing that??

Love hurts baby , sometimes even though we are doing what we love , we get the blues , we get down on ourselves , you can only get back on track by digging deep into your power well, dig deep into your emotional resources...but here's the thing , only by loving what you do will you have those reserves.

Ask yourself what do I want?
Ask yourself what do I need?
Ask yourself what do I have?
I don't mean in material terms, I mean in fullfillment , relationships,drive,love for what I do,hobbies.
Once you figure out those answers it will be easier to start your path into getting what you want and what you need.

We all want the same , we all need the same , some have it ,some don't , some have the drive to go and get it and some....well you know.

Love is a beautiful feeling don't you think?

this week's emails

I hope that you all had a great and re-energizing weekend, I know I did.

Let's talk about price objections.... I wish I had a dollar for every sales person that tells me the biggest objection he or she gets is price.

Don't get me wrong price is a complex barrier that deals with customer sub-headlines like:
real need, affordability,hidden agendas , value, prospect perception,prospect lies etc...

The only good news about price objections is that they are often buying signals in disguise.

Six things we can do to keep price integrity:
1) Support the price you give as the true price.
2)Use the fact that our price is higher as a reason to buy.
3)Use testimonials
4)Sell our competitive edge ,not our price.
5)Sell the decision maker on the relationship.
6)Sell everything but price.

Look, I know that price comes into play most of the time , however there are statistics to show that 74% of sales cuts are started by the sales people and not the customers,that usually happens because we know our competition price, and we are oh so desperate to make the sale ,among so many other "insecurities"that we second guess our decisions and our offerings.

I said last week that we are at a cross roads , we have the opportunity and the ability to make every single one of our goals a reality , we must however have a BURNING DESIRE to do so , I believe that talent can only get you so far , hard work is the second part of that equation, you have heard me talk about preparation and hard work , now we are going to start and track this preparation.
But we are to move forward ,I invite all of you to start preparing , study up , read up , work on your scripts , work on your outgoing voicemail , work on your cold call techniques, your negotiation skills , your closing skills etc..

Please excuse my super long email , I get carried away when I get excited about a topic.
Have a great sales day!

Good morning, its Tuesday , are we positioning ourselves this week to make up for last week's shortcomings? I want to remind you that we do have a quota , we can't be elephant hunting only , we must make sales , we get paid when customers sign their name on our agreement.
I know that ALL of you are rainmakers, and even the best sometimes get "the blues , the I'm sick of it,the I don't want to do it , I can't do it,I can't sell anything"
Sometimes even the best doing everything right go 0 for 20.
So what do you do to pull yourself out?
Mentally blank out your cold
Poker face your brain
Don't give in,don't give up
Don't second guess yourself
Don't get mad at the maybes
Get up an hour earlier,study
Get up an hour earlier ,exercise
Objectively review your sales
Autopsy your dead sales
Call every customer you lost
Dig deep into your own fuel.

Your parents said it best : do your homework , make friends , be nice, pay attention.

This were all lessons for life , why do we stop when our business cards are printed? We have a contracted obligation to our company to do well , but we have a moral obligation to ourselves and our families to do great , why should we do average then?

I invite all of you to wake up and smell the coffee , we are the architects of our own destiny , and we are building it today.

Have a great sales day !
Middle of the week , how in line are your results today with what your goals were on Monday? You still have time to balance it to your favor.

Sometimes we scratch our heads trying to figure out why in hell did a prospect give us an appointment right? The first things that comes out of their mouth is "we are doing business with your competitor,they are a good company,their products are good and they treat us well"
Wow , what just happened? If you do not understand what is really going on,and if you are unprepared , you might melt into a puddle of putty.

Look, busy people don't give out appointments just to waste their time (some do,but most don't)they are not going to waste their precious time "just to see what's out there" THEY GAVE YOU AN APPOINTMENT AND THAT'S A BUYING SIGNAL.

What I understand when that happens is that they are really saying:
"Look,I made a mistake hiring my present vendor,but I can't admit the mistake I made or it will hurt my career or it will make me feel stupid ( if they are a business owner) I have a problem and I need a solution that I can bring to my company before this bites me in the ass. Please please , please help me but let me save face and act like a tough guy, now say something that will help me"
This is thinking with a YES attitude this is thinking positive , look we are already there , assume that this prospect will buy from you because of this.

Want to know what you can say?
"Thank you for taking some time to talk to me. Based on our experience with companies like yours,and based on my research, we are confident we can save you at least fifteen thousand dollars in lost productivity and extra fees throughout the life of your agreement, may I continue?
Then you ask the 40 or 50 questions that you PREPARED,WROTE AND PRACTICED.
Turn the first buying signal into a buy.

HOW MUCH DO YOU WANT IT ? BIG QUESTION:HOW IMPORTANT IT IS TO YOU TO ACHIEVE YOUR GOALS?
BIGGER QUESTION : WHY IS IT IMPORTANT?
BIGGEST QUESTION: WHAT DID YOU DO TODAY TO MAKE SURE YOU ACHIEVE THOSE GOALS?

This week's emails to my sales force

Everyone wants success, right?
Very few people are willing to work hard to achieve it. Few are willing to study and apply lessons from the masters who have already done it.
Even fewer Love what they do enough to ring the "cash register" of sales , business,and life.

No one goes into any job thinking "I'm going to fail at this". Everyone WANTS to succeed. But,still,very few do.

If we are looking to succeed,there are elements that we have to plan for,have passion for , and ultimately master in order to grab the brass ring and keep it in your hand.
One of the main reasons proposals exist is because buyers think they can get the lowest price (or the best deal) by pitting one company against another.

THE KEY IS TO MAKE YOURSELF A WINNER BEFORE THE PROPOSAL HAPPENS.

You do this by creating value in your proposition , but real value , something that makes Us an asset to any customer , you do this by being PREPARED , be always prepared , have a list of answers to the questions that will ask , have a list of scenarios.
We need to pick ourselves up , dust ourselves off , stand up straight and go on. There will always be challenges , there will always be difficulties , what separates first place from second? EFFORT , PREPARATION,PASSION,WILLINGNESS,EMOTION,PROFESSIONALISM,ATTITUDE,APPEARANCE......add so many more attributes , BIG QUESTION:how many of those do YOU have ? BIGGER QUESTION:how many of those do you want to have? BIGGEST QUESTION:what are you doing to get them?

Face the world, your world today with a smile on your face and a twinkle in you eye. Good morning,
We started a discussion yesterday and some of you felt uncomfortable by the tool I mentioned to negotiate. Everybody has something up their sleeve that is used to negotiate , kids use tears , parents use guilt (some not, me) but my point is that we all need a token to use.
If you think that the people that are buying from you are not negotiating and using all the tools in their bag against your price, you live in Disneyland , and even there Walt Disney was a master negotiator, there are several books written about his skills.
How many times have you rolled your price down because you were pushed to do so? How can a customer see value and savings in something that was not even "on the table"? If you have a better way , by all means share it with us , my point here is that we are extending our most competitive pricing to our customers already , what do we have left? Selling is nothing more than creating value , showing why US and not them , having the customer's best interest at heart , but also UniFirst best interest at heart , after all we maintain our lifestyles through our career.
I invite you to try it, as we go along I will bring some more negotiating topics.
Have a great sales day!

Always attempt a 'one call close"

Ok , this one goes out to all my people in Bostone that dared me that I couldn't write something inspiring after havinga big dinner and a few drinks on me ....so without further a due , here it goes.

No matter how big the deal;no matter how complex the solution;no matter how long the historical sales cycle;always pln and prepare to close the sale on call number one. Always attempt to make that first sales call on the highest level decision maker. Always know how much money you are going to make the customer.
Always know the economic consequences to the customer , should they decide not to buy from you.
Always ask for the sale,or for a customer commitment to an action that leads directly to the sale.

it is OK if you don't get the sale on the first call.
One call closes are uncommon,particularly for services that require a significant customer investment.
Bur it is NOT OK to prejudge the customer's buying attitude and to assume a "traditional" long sales cycle,and then to sell the same old way.
Never assume that the way everyone has always sold,and that the way every customer has always bought, is the way it MUST be.
When you show your customer the deficit between their present service and yours , and you put a dollar number to it , they will see that amount going down the sewer monthly, and it tends to shorten the sales cycle, and maybe, just maybe shorten the sales cycle.
My humble opinion bubba.
Now go out and have a great sales day!

Be true to yourself

The first thing we must do in order to fulfill our dreams , our goals and to NOT cheat ourselves by kidding ourselves ....is to be true to Our self.
Be truthful on your achievements , be truthful on your efforts,be truthful on your results , when you fluff the truth all you are doing is cheating yourself , all you are doing when masking the truth is setting yourself up for disaster, own your reality and the results will follow , own your reality and respect will follow , own your reality and your reality will change.

Set goals to get goals, if you don't know where you are going, you will have a hard time getting there, if you do know where are you going , if you have a clear goal,then you can craft a plan to get there.

Before you know what you want though , you must know who you are , take a hard look at yourself , take inventory of your strenghts , take inventory of your weaknesses , make a list of the people you love , make a list of the people that love you. Who are this people? what are the qualities that you most admire of them? which of those qualities do you possess? whne the lights turn off , all you have is you bubba,all you have is you, so why not make you the best? why not do your best? why not be your best?

Being true to yourself is the hardest thing you can ever do , it is the most humbling of experiences , but it is also one of the most powerful experiences, then you must know why you want those goals , every goal must have a purpose , for example : if you want more money , why do you want it? bigger house?better car? college education for your kids? or why do you want to be fit? better health? bigger muscles? bragging rights at the local race club?.....be true to yourself.

Be a rainmaker, (Among american indians) a medicine man who by various rituals seeks to cause rain //(Slang) A sales person ,a lawyer or executive with exceptional ability to create something out of nothing , with exceptional ability to attract...

Is easy to be an ordinary person , it is safe , it requires no practice , no effort , no gumption , to be a rainmaker is difficult , it requires study , training , practice, and professionalism, a rainmaker is professional in all things , rainmakers apply themselves more , they excel , they never ever quit , they never assume , the rain makers do what they do best and go out and make rain.

Remember to study your profession .

You don't become good at sales in a day , yuou get great at sales day by day.

What would your mother say about your sales practices?

The newspaper headlines read, "Inquiry Sought into Sales Practices." Uh oh. Sounds guilty to me. But as is usually the case, the headline is worse than the story. Turns out that the problem stemmed from the fact that high cash incentives were offered for referrals that led to sales. Oh boy, better call out the sales police. What type of punishment should you get for that? The electric chair?

Sales incentives have been around since Eve offered an apple with the purchase of some fig leafs. There is a multi–billion dollar industry built around offering incentives for sales and referrals. Companies (like yours) are going to spend money to get customers. They either spend it on advertising or promotion.

Sales incentives are not the problem –– they're just the symptom. The problem is a real or perceived lack of personal or corporate ethics.

Ethics? Hey, it's a dog eat dog world out there. My competition plays dirty all the time. They steal my customers, they steal my employees. Wah. Wah. Wah. Wake up. The competition can't steal a customer or employee unless there's something wrong or lacking with you. Instead of blaming others, why not take a close look at yourself?

First, take the five part pre–sale IF challenge...

1. If you believe you are the best...

2. If you believe your company is the best...

3. If you believe your product is the best...

4. If you believe your service is the best...

5. If you'd feel secure in asking your grandmother to invest or buy...

Then you can recommend anyone to purchase or refer. If you failed to answer yes to the above minimum standards, you must make a plan to get to be the best, or get to a new place of business to build your career.

Second, use the 5–question acid test during the presentation...

1. Is this in the best long–term interest of the customer?

2. Is this in the best long–term interest of my company?

3. Is this in the best long–term interest of my career?

4. If I were the prospect, would I buy?

5. Is it something that would make my mother proud?

These 5 questions are at the heart of ethics in the selling process. They must be asked every time a sale is being proposed.

Third, there's an easy way measure the results of your ethics...

· Can you sell the customer again?

· Has the customer referred you another customer –– without being asked to do so?

Get proof of your ethics, get better, or get out.

I have said it so many times bubba, sell for the relationship NOT for the commission , why do we limit ourselves to one sale when we can have that customer forever , and he will sign with you , re-sign with you , refer you and I can tell you that nobody can sell your service better than you customers .

Think about it baby!

Remember that you don't get good at sales in a day , you get great at sales day by day.

Now go out and have a great sales day!

what do all successful people have in common?

I have met many successful people in my life , I have read about many others , study their traits and habits , the truth is that they are all different , but they all have one constant trait that took me a while to recognize.

LACK OF CYNICISM!

Do you want to play the name game? Name one successful cynic , I bet you can't.

Cynics are quicksand , they are snot , they hang around other Cynics,they like to stay angry, to stay in one place forever, they love to grovel , they complain that every little thing that goes against them its a giant conspiracy,the world is against them.....

Cynics are fake , but to push yourself in the face of harsh times , that's real.

Here's the thing:whatever you do, requires a sincere belief in what you are doing, but also a sincere belief in your own ability.

Cynicism cannot exist in the same space as sincere belief.
Some people may roll their eyes when they see how passionate you are about the things you do , ignore the idiots and non believers.

Philosophy drives actions, actions drive results , results drive life styles.
If you are not happy with your life style,look at your results.....
If you are not happy with your results,look at your actions ....
If you are not happy with your actions,look at your philosophy.

We must take daily inventory of our priorities,what other way do we have to know where are we at?but remember that we must know where we are going before we get there.

Have a great sales day!

Here's a technical one...

Filling your sales pipeline is one thing. Controlling it is another.Have you ever forgot an appointment? Forget to make a follow-up? Not fulfill a promise? Lose a lead? Not record a vital fact? Dropped balls in sales are costly. Loss of credibility, trustworthiness, reputation, and oh yes, lost orders. Real costly.

Contact management -- a 21st century buzz word for keeping in touch, is no longer a luxury -- unless you don't care about losing sales. When you have no contact management program, you're at a loss -- or should I say, you're at a lost. Lost revenue, lost opportunity, lost goodwill, lost market share, (strengthening of competition -- they got the order), lost referral opportunity, lost temper (angry boss), and sometimes -- lost job.

Information is power. But, like all power, it must be harnessed to have any value. How are you controlling yours? If you're like me, it's often the tail wagging the dog. Come on. Admit it. Your information control could be better (or couldn't be worse).

At some point, loss of control leads to loss of sales -- certainly loss of selling opportunities. A missed appointment, a forgotten follow-up, a not (but should have been) written thank you letter, a missed deadline, or even a lost phone number can be expensive -- and lead to sales decay.

You can shrug it off the first few times, but if you let enough decay occur, eventually you will rot (or get fired by someone you think is rotten).

Since 97% of all sales are NOT made in one call, effective prospect follow-up contact and information management is essential if you want to get maximum results -- make the sale. The problem is juggling calendar, prospects, existing customers, follow-up commitments, correspondence, promises made, and a million other details that are essential to the sale.

If you have a program or a system......use it bubba!! It is amazing to me how many sales people that have tons of tools , and tons of information at their disposal , don't use them just because they feel like its a waste of their time.

How much information can you retain in your head? start out with your personal life and personal contacts , family , friends , add phone numbers , addresses ,birthdays , anniversaries ....get it? write it down baby!! and refer to it as many times as you are going in front of a prospect, bring that file with you, record any information.

Stay in front of them , stay positive , stay informed , make them like you , make them trust you and maybe they will buy from you.

Remember to study your profession.

Now go out and have a great sales day!!

Is there a secret to selling?

What does it take to become a success?

What’s the secret formula?

Here’s a question that will help you understand, and make you think…

Are you trying to sell or achieve?

Let me give you a few more thinking points:
• If you read The Secret and believe it will work for you, you will lose to someone willing to work for what they want, rather than wait for something they want.
• Achieving success is not about making your quota. Making a sale is just part of achievement.
• You set your own mental attitude and physical readiness to achieve each day.

Here’s the point: If you look at “achievement” as your objective, you will be looking, thinking, and taking action at a higher level.

Here’s my formula:

Healthy + mental peace + focus + action + “help” + love of what you do = achievement

• Healthy body. Overweight means over burdened, and many people are. Your eating choices and your exercise choices are critical to your total strength. When you combine physical strength with mental strength, it becomes achievement strength.

• Healthy mind. Mental peace. Worry and stress are the cause of illness and failure. They occupy the mental space that should be full of ideas and calls to action. All thoughts and thinking are choices. Choose positive.

• Focus. Your mental drive and vision to study, make plans, take action, and stay the course. It’s eye AND mind AND being AND body focused on the prize. Focus is thought based on outcome. Whether good or bad, your focus will determine your results.

• Take action. Nothing happens unless and until you decide to MAKE it happen. Action can be planned, re-action, or spontaneous. Action requires risk and risk tolerance. The more risk tolerance you have, the more action you will take. Fear of rejection prevents action.

• Love of what you do. Think about your biggest achievements. My bet is that those achievements were tied to your passion. Love of what you do is critical to achieving anything. This one element will help you double your success.

Achievement requires action. Even if you win the lottery, you had to take the action to buy a ticket. Achievement is improvement (getting from good to better), and achievement is completion (getting it done). And everyone measures it their own way.

A sale is an achievement – but so is setting an appointment, or discovering the decision maker’s name. Personal achievement.

You decide what achievement means to you. It may be making a big sale, or running a half marathon under 2 hrs. , I have done it many times and will do it again in April. It may be getting a promotion at work, or buying the home of your dreams.

There’s one elusive element of achievement that will lead to the next achievement faster, and with more certainty: celebration! I DID IT!

Celebrate (moderately) every time you achieve. Make celebration a habit, and the next achievement will follow right on its heels.

"Remember that you don't get good at sales in a day , you get great at sales day by day"

Now go and have a great sales day!

Many of you are blaming slower sales on the slumping economy,some on the fact that the year just started , some of you on the fact that the year just ended,or that people are on vacation,or people getting ready for vacation, or people not working on Fridays so they can take a long weekend,but we always make excuses as to why we are not selling.

At the beginning of the year, you were given a big, fat quota. Your company may have softened the lexicon by calling it a "sales plan," or a goal. But the bottom line is: if you don't meet it, you're out.

BIG QUESTION: Are you halfway to your goal? Have you met your monthly objectives (AKA quota)? Are your bosses ranting, "Sell more, sell more, sell more!" (Maybe you should ask them to go out with you and help you make your numbers , I know I will go out with my people)

Well, rather than me chastising you about what you did NOT do -- like your boss is doing -- why don't I give you a few areas that you can look at, so that you might be able to get to the middle of the year ahead of the milestones that were set for you at the beginning ( which was a month ago but everybody expects you to be ahead bubba,including me)


1. Look at your pipeline. How many potential sales do you have versus how many sales do you need? If your closing ratio is three out of ten, your sales goal is $100,000, and your average sale is $30,000, then you need at least twelve solid potential sales (more like fifteen potential sales), in order for you to easily make your goal.

2. Look at your work ethic. Breakfast appointment? Lunch appointment? Three appointments with decision makers a day? The biggest key on the planet to increasing your sales is increasing the number of decision makers that you sit in front of.

3. Earn more referrals. While everybody else is lagging, you should be spending extra time building key relationships. Here's the secret: Most salespeople fail to realize the value of providing value, and converting the value they provide into great referrals. When you visit your customers to build relationships, understand that most of them don't want to see you -- and most of them don't have time for you, UNLESS there's something in it for them. Think about your top ten customers. Think about their two or three biggest needs (whether it involves your product or not). And think about how you may be able to get them information they need, or help them gain greater productivity or profit. That's VALUE - and it has NOTHING to do with value-add (whatever that is).

4. Look at how you're spending your early mornings and your late evenings. Your ability to invest that time to read in the morning, and prepare in the evening, could be that extra edge that you need to make the marginal sale. The hot sale.

Yes, it's hot outside,or cold outside , or nice in San Diego, Yes, there's a tendency to be a bit lazy. Yes, it's easy to complain that things are slow. Selling has no season, unless you're in retail. And even then, the reason Christmas is so important to retailers is because they don't do a great job in the other eleven months, and "need Christmas."

The season for sales is today and tomorrow -- regardless of the temperature, regardless of vacation, and regardless of other people's sense of urgency.

Review your last months. Break down your numbers month by month. Then break them down week by week. It's real easy to make a graph of it. I wonder if there's a pattern in your sales. I wonder if you push as hard at the beginning of the month as you do at the end of the month. I wonder if you even know what your sales patterns are.

If you're looking to have a great second half, if you're looking to get a sales award or get to the president's club, or be the number one salesperson on your team -- now is the time to double your intensity. Now is the time to dig in and make big sales while your competition is sleeping. While your competition is slacking off. While your competition is whining about how slow things are.

Or, you could just slack off like they do. Start at ten, quit at four. Take off Fridays. You know, "It's summer."

My recommendation is: Turn on the air conditioning, and turn up the heat - of your sales intensity. It's summertime in your mind- and the selling is easy baby!!

Most companies start their fiscal year on September so we are almost half way through, make the commitment to "FINISH STRONG" , use your selling hours wisely.

Remember that you don't get good at sales in a day,you get great at sales day by day"

Now go out and have a great sales day!