The Internet shows growth.

I wrote this 5 years ago. It's amazing how we can grow so much in such a short period of time.

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In my current position I work with a sales team on improving closing percentages and lowering cancellations during the 10 day rescission period. The sales team consists of men and women age 19 to 45, with the majority of them being 20-25. They have a marketing department that directly markets individuals, and invites those who are ‘qualified’, to a sales presentation. In sales, qualifications vary service to service and product to product. Generally, a ‘qualified’ prospect must be between the ages of 28 and 70, be working or gainfully retired and have a significant other that they bring with them to the presentation. This particular sales team is fielding 80-120 qualified tours every week. All the sales team has to do is show up for work and the potential sale is waiting to be closed. Would you believe a lot of them complain about their job? I just laugh and think of how many car salespeople would beg for this job given today’s economic state.

When I started this position the team was closing 1 in 8 qualified prospects. Those are dismal numbers in this industry. I took to the sales floor to see what was going wrong. Over the next week I observed, researched and learned everything I could. I couldn’t help but notice the age difference between the prospects and most of the sales team. During my second week, I worked the sales floor, closing 4 out of 11. Now that may seem like an improvement, but it was still barely the industry standard of 1 in 3. I still had a lot of work to do and hadn’t even begun thinking about how to close the age gap.

I was moving to a new condo and was packing. I came across some family photos from my High School and University days. There was one of me during a debating tournament shaking hands with the director of the tournament. I was surrounded by deans, principals, city officials and other people of apparent high morale standard. In my private time, I was your typical 18 year old; drinking on weekends, smoking the odd joint and chasing girls. Somehow I had won these people over. Normally I avoided these types of people like the plague. However, in this picture I looked so innocent, so trustworthy and if a picture really says a thousand words, this one would give a speech on my strong morale fiber and constant altruistic deeds.

The next week I wore a sweater vest every single day. I looked like a preparatory school boy, the honest and trustworthy boy from the picture. I closed 9 out of 11 that week. I equate this to humanity’s subconscious desire to seek out truth and purity. My next contract is in the financial education field. I can only hope that In Vest They Trust.

Feedbacking not backpatting.

The people in your circle who are consistently agreeing with you are not helping you. Earlier today, I asked a good friend of mine his opinion on a business idea I had. After five minutes of us debating back and forth, he apologized for disagreeing while standing his ground. Somehow, in the heat of the moment, I knew that no apology was necessary. At that moment, I knew I had made the leap to a place where I wanted to be professionally. I realized the ideal mindset for success was the one where I believe; the people who disagree with me are the ones I should be talking to.

Sometimes a different road will lead you to the same castle - only faster.

When you go out in the world and tackle 2013, do your best to get more feedback than back pats. It'll show in your bank account at years end.

Allow Me To Re-Phrase That.

'If you want something done right, you have to do it yourself.'

This should really read;

'If you want something done right and have no idea how to lead, do it yourself.'


'Don't count your chickens before they hatch.'

This should really read;

'Don't count all of your chickens before they hatch, but go ahead and enjoy the future fruit of your labour before it all comes to fruition - you do only live once.'

'It takes two to tango.'

This should really read;

'Fighting, as in the tango, needs to be started by someone.  In office arguments almost always stem from a poor leader allowing a cancerous team member to remain.  Kill the cancer.'

Lessons from lesser leaders.

We've all been on some sort of a team.  Sports teams, project teams, sales teams, customer service teams; W5H clubs, committees, event planners etc.

All of the teams you have been a part of had someone who was the leader.  Appointed or not, there most definitely was an individual who steered the ship so to speak, in an effort to produce the team's desired and/or mandated common goal.
Leaders, like ice cream, have many flavours.  Unlike ice cream, some leader flavours are so terrible, no one could possibly enjoy it.

I worked as a consultant for a travel business for 20 months, probably the hardest 20 months of my professional life.  Why?  I had to spend every single day watching the leaders of this company make the same mistakes over and over.  Beyond that, I then had to sit in weekly meetings where they complained that nothing was changing.   A common theme in my writing is the simple definition regarding insanity.  These leaders were the epitome of that definition.  Despite my impeccable record of turning companies around, running successful businesses and getting teams to succeed - my suggestions for success were ignored.   Since last year, I really wondered what these gentlemen were paying me for and what my value was to them.  Something didn't sit right.

After countless months of late paychecks, consumer complaints and employee morale issues I decided it was time to leave.  Then, within days of this epiphany I had a stroke. 
Today is almost 4 months later and I no longer work for the company.  I'm working on other awesome projects, smile more and I'm much healthier and happier.

The lesson I learned from these lesser leaders and hope you learn here;

When a company or a person continuously asks for your help with problems but then ignores your solutions.  Something isn't right.  When you are receiving what people call, 'all the information' and after reviewing the information sense those same people might have ulterior motives, they probably do.  When something doesn't feel right, it probably isn't. 

I'm always looking for new projects, please feel free to email me.

If Money Doesn't Move - Nothing Happened.

Too often new, bright eyed entrepreneurs are overly excited by a potential gain or a 'great meeting' they have had with a 'major player'.  To make matters worse, a couple of good meetings and many people stop planning meetings, they start to 'follow up' and wait for the process to happen.  What happens when nothing happens?  Nothing happens.


The number one thing green young entrepreneurs need to embrace and understand is the age old saying, 'money talks and bullshit walks'.  Nothing has happened if money has not changed hands.  You need remember this everyday and consider it in every decision.  Intentions are great, dreams have their place, money is the only truth in business.

Political Party Dating Tips

I don't like to talk about politics when doing sales.  But I had a moment the other day and decided to write down my thoughts...Food for thought anyway.
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The relationship between yourself and your political party needs to be considered a long-term relationship of mutual respect, understanding and trust.  Similar to the relationship you have with your spouse.  In order for a relationship to become long term, you have to have wholly accepted the other person for their failures, flaws and weaknesses; support their dreams and aspirations and adore their strengths and triumphs.

When choosing your political alliance in these economic times, consider the following scenarios as if you were searching for a life mate, someone to help you succeed; someone to build your life, your dreams and most importantly, your family around.  You have the choice of three potential partners, all relatively deserving of your commitment to them, as is always the case though, it is your choice and your choice alone who you end up with.

Potential Life Mate One:

The best looking of the bunch – although you can tell he used to be stronger.  The problem with the good looks is he is high maintenance.  This guy is well spoken, successful, charming, sometimes even seen as heroic; and well, his parents are rich!  He’s not the type of guy who causes conflict or even stops conflicts that are happening around him for that matter.  He simply does his best to tell you who is responsible for the mistake that caused the conflict; and then repeatedly promises to put an end to it.  When you talk about moving in together he is excited.  Once you move in; he lets you know about the lobby use, elevator use, fridge use and balcony use taxes you owe, but rest assured there is only a small fine for the ‘I love Canada!’ keychain that holds you key to building, not being bilingual.

Potential Life Mate Two: 

This lady is funny, topical and packaged nicely.  This woman says all the right things and makes you feel good inside.  Every time you need something material she tells you as soon as you’re married to her, she will pay for everything.  She doesn’t make a lot of money, but for some reason, you want to believe that she will be able to financially support your future family.  She’s youthful and rebellious – when most people say black – she says white!  There is something mesmerizing about watching her work, something that sucks you in and makes you want to stay.  One day your mother calls you after opening her paycheque.  She has discovered that even more money has been taken off her cheque that month.  You instantly open yours and discover the same thing.  

Your new fling comes home and you tell her what happened, she replies, ‘Oh, I know, I negotiated to have a percentage taken off each of your family members cheques to fund all those promises I made you a few months ago.  Don’t worry; it’s in everyone’s best interest.’

Potential Life Mate Three: 

The first thing you notice about this date is their commitment to their family and their strong work ethic. The date doesn’t have as much sex appeal as the other two.  This potential life mate is a stable person and you find yourself sometimes craving the excitement that the other two dates brought to your life.  This person is willing to lend a hand to someone in need and help get them on their feet – which you admire, but you see they have limits and refuse to be another person’s crutch.  This date encourages you to be stronger and follow your dreams while insisting hard work is rewarded.  You don’t always hear what you want to hear from this date, but there is something about the no-nonsense wisdom that makes you have this unique respect and admiration for them.  When you ask about the future, there is no sugar coating, but somehow their response is more optimistic than had they told they would make is easy for you regardless of your personal effort.

When choosing your political affiliation, remember that the search will be endless if you look for ‘the perfect party’ just as it would be if you looked for ‘the perfect partner’ as your life mate.  Of course, you will disagree on some minor issues.  The things you need to ensure you won’t disagree on are that you both want what is best for you, your family and the community around you.

Hypocratic Oath.

Veteran Salesperson:
"In 2002 I was the top rep in my organization 8 out of 12 months."

Me:
"That's awesome, what's happened between then and now?"

(The flood gates now open)

Veteran Salesperson:

-The economy these last few years has been brutal.
-Prospects just don't speak to sales people anymore. They research everything online.
-I'm doing the same things I did then, I have no idea why it's not working.

We have a sign on the door to our office that says,

"Positive People Only! Negative, excuse making, complainers will be removed. Please keep your personal problems in the parking lot."

I have no time for excuses. I have less time for whining.  You should be the same way.

The economy isn't the problem! You are. I promise you that in every legitimate sales organization in the world, there was always a salesperson that exceeded their company dictated goals. If not, those companies need to hire someone to come in and shake things up. My best 18 months as a Sales Professional was from 2008 to 2009. Now tell me, weren't those the times the economy was at its worst? I like a beer or two a few times a week. If there is such a spending freeze going on, how come every bar I walk into are filled with people spending money? When the economy slumps, you just have to get more creative. You have to start working SMARTER.

Prospects don't speak to sales people, the research everything on the Internet and then they buy. This is partly true. What do people think of when they hear the words 'sales person'? We've been over this. Your goal is to NOT be that salesperson. You need to position yourself to be seen as a friend, a trusted advisor, a knowledgeable consultant - a true Sales Professional. Why not bring a competitive analysis with you on every sales call? Clients love that. Cell phone companies and insurance agencies have been doing this for years. They all tell future customers to go to their website and compare. What a great idea! Imagine that, using a simple yet effective technique that has worked for years. All you had to do was use your brain.

If you're doing the same routine you did 8 years ago, you are doomed to fail. In almost every other industry, companies mandate that employees take courses that bring them up to date on a variety of subjects. If practically everyone else is constantly learning and evolving - why are you doing the same thing you did in 8 years ago, or 20 years ago for that matter? My mentor used to tell us that one of the most important actions you must do each and every day is read. If you're not learning everyday, you are standing still. How many people do you know that are able to move forward while standing still?

It's not what you know in sales, it is whether you implement what you know. We all know we shouldn't smoke, but some of us do. We all know we should eat better and exercise often, but some of us our overweight. We all know we should be learning more about our industry daily, but many of us choose to stay stagnant.

True Sales Professionals do whatever it takes. They learn daily and evolve into the person their market will bare. It's not enough to know something, you have to practice it daily. Now that you KNOW what to do, go and DO whatever it takes. Otherwise, you are a hypocrite.

You think you’ve got problems!?

Of course you do.  We allhave our own.  Some problems might stareat you with ugliness and contempt.  Thetruth is, this is the perfect time to create something beautiful.

Years ago, somebody was lucky enough to be born when anyonebefore them used their brain to write down the clever tidbit, ‘Every problem isan opportunity.’   As true as this is, itsounds like garbage due to its overuse.

I write on many different topics here and sometimes I have close friends or colleagueswho say things like, ‘I think it’s great that you write about things even youneed to improve on’.  Ha!  I have never really thought about it that way,but it is indeed true.  Well, today’spost will be something anyone who has ever met me knows to be my forte; Findingsolutions for problems.  Below are the thingsI have come to do naturally in the event of a problem. 

1. A foolproof way to make your problems seeminsignificant and remove the panic from your emotions?  OPEN YOUR EYES.  Get off of your computer and walk around yourcity.  Good spots include: Your downtowncore, your downtown bus depot or your dodgy neighborhoods.  You’ll notice people who are quite obviouslystruggling.  If they are alive andsurviving, so can you.   Removing panicfrom the situation is a great first step for turning problems into solutions.  Remember, this is not the end of the world.
2.  Now that you’re calm, consider how the problem occurred.  There is nothing you can do now, to changewhat just happened.  There is no way youcan alter the past.  Instead of dwellingon what you could have done, immediately vow to not allow the sequence ofevents that occurred to happen again. Have tough calls to make in order for that to happen?  Make them! No one ever got to the top by being a wimp.
3. Assign a dollar value to the problem.  Most business related problems have a dollaramount attached to them.  If you could pusha button and get money, how much would you need to solve this one?  Is your problem a $100 problem?  $1,000 problem?  $10,000 problem?  There are two ways to look at the problemonce you have completed this exercise.  Ifit’s a smaller number, brush it off, fix it over the next few days and live tofight again.   If the number is on thelarger end of the spectrum, go back to step one and put your life into perspective.  There are people in our world who have muchgreater challenges.  Be honest with thosearound you and push forward.  The onlytime you are at risk of failing because of an unexpected problem is when you donothing, freeze up or start dealing from defense.  Always push forward, remember you are betteroff than most and find creative ways to solve what’s happening.  Feel better? If you don’t, you didn’t do it right. 

When confronted with a problem, breathe, minimizethe problem in your head and fix it. Should you have the luxury of a mentor to talk to you could also; Stop,collaborate and listen.

The Problem With Intent.

Every day we are faced with people letting us down.   Some of these let downs are so insignificant we probably don’t give a second thought to them.  Then there are others that hurt us, burden us and tick us off.

People tell us daily that they ‘almost’ did something to completion or insist on affirming that they, ‘tried’.

The terms ‘try’, ‘tried’ or ‘trying’ have become a catch all for the complete apathy our society expresses toward --- well, everything.   These terms give people a socially accepted verb to use whenever they do not want to take responsibility for their actions.  Saying, ‘I tried’ allows people to break their word and avoid all ramifications that would otherwise come with not holding up ones end of the bargain.

It’s not their fault, when they were young many of them received trophies for simply participating in sports and contests.   I, on the other hand, remember receiving nothing but a minor lecture after a championship hockey game when our team lost 2-1 at 11 years old.  Did I deserve a trophy for my failure?  I stayed up until 2AM playing Super Mario 3 on Nintendo with 2 other teammates the night before our 8AM championship game.  I didn’t TRY!  I simply didn’t take it seriously and failed.   Fast forward 15 years and I am surrounded by 20-50 year old people who still haven’t learned this very valuable lesson.

I had a mentor once who, when someone said ‘I tried’ while describing why they didn’t do something they were supposed to, he would quickly quip back, ‘Did you do your best?’

Imagine a world where people had to replace ‘I tried’ with ‘I did my best’.  Take a minute to reflect on the last 3-4 times someone let you down using only the words, ‘I tried’ as their reasoning.  

Now, imagine that person had told you he/she had done their best and failed? 
In a purely comical sense I could think of many people I would encourage leaving my life if their ‘best’; produced the kind of results I see from people daily.

The problem with saying you tried is simple -- you probably didn’t.  Intent or intending to do something is nothing unless it gets done.   You could intend to invent the next Slap Chop, discover the next Justin Bieber or program the next Facebook – but until you do, you didn’t. 

Intentions should only be made known through actions.   Variations of the word ‘TRY’ should become profanities in your offices and homes.  Encourage responsibility taking, deadline meeting and goal achieving to become habits. 

Out with old, in with the BETTER!

Are you a one person operation?  
Do you work  in a large department? 
Do you own a business? 
Have roommates?

Whoever you are, certainly you associate with a multitude of people on a daily basis.  Here is a quick post that will help you get to the top by changing who you associate with.

1. Find people who are better than you.  There are too many sales managers, business owners, department heads and others who are concerned that if they have people under them who may be perceived as more effective - their position, compensation or ideas may not be secure.  That's garbage!  Get out there and find people who strengthen your team.  When you're the person with the best team, you win.
   
2. Negative Neds and Nancys need a trip to Incompetent Island.  Start looking around at who are the negative people in your life.  The ones you spend too much time motivating or persuading to do their best.  There are people walking this earth right now who carry a positive attitude with them everywhere they go - find those people, keep them close.
   
3. Stop being insane!  The definition of insanity is doing the same thing over and over and expecting a different result.  5 years ago when you imagined where you would be today, was it where you are now?  If not, change something, anything, right now.  Pack a lunch, spend more time with a different person than usual, read 20 minutes a day and block Facebook on your computer at work.  These are small changes that may seem silly, but they are not.  If you can become just 1% every week.  1%!  You will be 50% better next year than you are today.  

For any of my readers who invest in the market, think about this as an investment in yourself.  I'm long on myself, all views expressed are my own.

Door to door selling. (Get off my porch!)

Is it easy to sell your product/service/business on a one call, cold, door to door sales call? 
No. 
Is it easy to sell your product/service/business at a trade show? 
No.
Is it easy to sell your product/service/business? 
No.

(I'm getting you used to hearing the word 'No' already.)

Door to door sales is something everyone has an opinion on, many have attempted to do and only a small group of those who have attempted it, succeed at it.  Here are the need to knows to be successful when selling door to door:

Have Confidence.
If you feel like you don't have the right to be there, your prospect will smell it from a mile away, and nine times out of ten he or she will cut you off and slam the door in your face. You do have the right to be there. Sales make our economy go. You have to make a living. Some of the people living behind those doors might well be in sales themselves. You will find rude people, but you will also find friendly people and people who are simply neutral.

Play the Numbers Game.
Sales is the one place where the law of diminishing returns actually works. The more people you see, the more chances you give yourself to sell. The more chances you give yourself, the more likely it is you'll actually do it. You won't get killed by rejection, because you know you have already done the work necessary to move on and do what you have to do.  The hardest part each day is the first door, followed by the next 5 or 6.  After that, selling becomes a contact sport in which you’re guaranteed to win – the more people you contact the better you do.

Work Smart.
Door knocking doesn't work when the people you're trying to reach aren't going to be home. At 11:00AM on a Monday your prospects are busy at their jobs, so you may as well find other uses for that time (like appointments, or paperwork, working referrals or whatever). Instead, the best prospecting times are in the evenings as people start to get home from work till about 8:30 at night. Always stop at 8:30, it's rude to knock on a door any later. Weekends are the other key times, with Saturdays being the best.

Expect Success!
Door knocking can seem harrowing at first, but the more you practice the less it will intimidate you. After a while, cold calling can even be fun! It is a definite rush when you score those sales, when you stop worrying if you will sell and simply do the activities that it takes to sell you will find you become unstoppable.