Commit yourself to success

May 16, 2013 By

michaelEugene Orowitz was a skinny, awkward kid from New Jersey. Painfully shy, very self-conscious, and lacking self-confidence, when a high school coach half-jokingly asked him to try out for the track team, Eugene took him up on it, according to author Glenn Van Ekeren.

“Ugy,” as his friends affectionately called him, discovered a talent for javelin throwing and committed himself to being the best that he could possibly be. What Ugy lacked in self-confidence, he made up for in commitment.

By graduation, Eugene had achieved a national high school record for throwing the javelin over 193 feet. His commitment also resulted in a college track scholarship at the University of Southern California.

A torn shoulder muscle ended his javelin-throwing career and any hope of making the Olympic team. However, while watching a play, Eugene became intrigued with acting. Again, he committed himself to being the best. He was determined to make it as an actor, so he enrolled in acting class. And he changed his name.

You know Eugene Orowitz as Michael Landon, who went on to star in three of the most popular shows in television history: “Bonanza,” “Little House on the Prairie” and “Highway to Heaven.”

Eugene/Michael demonstrated the difference between interest and commitment. When you’re interested in doing something, you do it when circumstances permit. When you’re committed to something, you accept no excuses, only results.

Comedian Bill Cosby dropped out of Temple University as a junior and became a starving comedian. But he was committed to becoming successful, staying up all hours of the night to talk to seasoned comics,

research material and work on new routines. I had a chance to play tennis with Bill many years ago and he told me: “Anyone can dabble, but once you’ve made the commitment, then your blood has that particular thing in it and it’s very hard for people to stop you.”

Commitment is a prerequisite to success. Commitment is the state of being bound – emotionally, intellectually, or both – to a course of action. Commitment starts with a choice and is sustained by dedication and perseverance. Actions speak louder than words.

If you want something, but you’re not motivated to do the work required, you will be frustrated and unsuccessful. So take action!

  • Make a list of everything you want. Write it all down. Don’t leave out anything that you want, from becoming a CEO to getting a date. Then rate each item according to its importance.
  • Consider your investment. Examine each of the items on your list and ask yourself: “Am I willing to invest the time, energy and resources necessary to achieve this?”
  • Make a decision. Look at your list and identify the items that you want the most with the highest score for “willingness.” Then start working on a plan for success over the next weeks or months – and be sure to set a deadline.

Rev. Robert Schuller says there are four kinds of people: “First, there are the cop-outs. These people set no goals and make no decisions.

“Second, there are the hold-outs. They have a beautiful dream, but they’re afraid to respond to its challenge because they aren’t sure they can make it. These people have lost all childlike faith.

“Third, there are the drop-outs. They start to make their dream come true. They know their role. They set their goals, but when the going gets tough, they quit. They don’t pay the toll.

“Finally, there are the all-outs. They are the people who know their role. They want and need and are going to be stars: star students, star parents, star waitresses. They want to shine out as an inspiration to others. They set their goals. . . . The all-outs never quit. Even when the toll gets heavy, they’re dedicated. They’re committed.”

To be committed, you must be “all in.” You can’t just do the best you can. You have to do everything you can. Remember, the difference between 100 percent all in and 99 percent all in is 100 percent.

When I think of commitment, I think of the story of the Pig and the Chicken who are walking down the road. The Chicken says: “Hey Pig, I was thinking we should open a restaurant!”

The Pig replies: “Hmmm, what would we call it?”

The Chicken responds: “How about ‘Ham-n-Eggs?’”

The Pig thinks for a moment and says: “No thanks. I’d be committed, but you’d only be involved!”

Mackay’s Moral: An ounce of commitment is worth pounds of promises.

 

Print Friendly

Comments

comments

Powered by Facebook Comments

Filed Under: Commit yourself to success Tagged With: , , , ,

Everyone is a salesperson … whether they like it or not

May 6, 2013 By

mackaymbaEveryone is a salesperson all of their life.  After all, whether you are a mechanic, teacher or a manager, you are selling ideas.  You are negotiating.  You are communicating … persuading … influencing.

If you don’t believe you are a salesperson, I encourage you to rethink your position because the probability that you will become successful is significantly diminished.

This is the lesson that I would give to people who might tell me that my most recent book is not for them.  “The Mackay MBA of Selling in the Real World” is for everyone, especially now.

The hardcover edition was published in November 2011.  The paperback version comes out May 1 and contains 10 new chapters and nine new “quickies,” including sections on such important topics as relationships/networking and time management.  I’d like to share a preview of the new material.

Networks are the foundation of business.  Robert Kiyosaki, author of “Rich Dad, Poor Dad” hit the nail on the head when he wrote, “The richest people in the world look for and build networks.  Everyone else looks for work.”

Ace networkers learn to master the navigation and the niceties that earn networkers acceptance, respect and authority.  Here are three road-tested tips:

  1. Create timelines for your networking goals.  Be patient.  Understand that it may take one or two years to position yourself in a network.  Always plan the supporting network routes to business objectives far ahead.  Totally determined to sell a major prospect and ready to make a proposal in 18 months?  Is the buyer an opera buff or dedicated to funding a dialysis center?  Are you building a network path to mesh with those passions?
  2. 2.     Don’t stall answers.  When you acquire a serious network presence, you’ll be asked for favors in no time.  Don’t be slow to answer calls, even if you can’t promise your contact much help.  Networks telegraph who the fast responders and who the slowpokes are.  The biggest mistake you can make is not to answer a viable network member who is reaching out to you.  That remains true even if it’s just to tell them “no” in a clear and polite way.
  3. Act confidently and take meaningful risks. In networking, as in anything else, the wise person isn’t the one who makes the fewest mistakes.  It’s the one who learns the most from them.

Discussing time management, my favorite lesson comes from the late Peter Drucker, who said, “Until we can manage time, we can manage nothing else.”

We all start out in life with one thing in common – the same number of minutes and hours in each day.  So why do some people accomplish so much, and others, very little?  Because so few of us have learned to beat the clock.

For a salesperson, time isn’t next to money in the asset column.  It is money.  Perhaps the most important lesson I ever learned is that not everyone’s clock ticks to the same drumbeat.  I poked around and learned that 9 to 5 didn’t have to be 9 to 5.  It didn’t matter how my clock ticked.  What mattered was how my prospects’ clocks ticked.

Some buyers came in at 6 a.m.  Some worked until 7 p.m.  Some worked Saturday mornings.  That boiled down to an edge, if I chose to use it – for three hours every morning, two hours every afternoon and four hours on Saturday.  This was invaluable competition-free time.  Naturally, these time slots turned out to be my most productive opportunities.

So I changed the playing-field clock.  Then I changed my contact tactics.  Cold calls were out.  I always called ahead to make sure the buyer was in.  I made creative appointments and asked for only 300 seconds of the buyer’s time.  Sounds basic, but the message said my product was special.  It was as special as the working hours of my customers.

Not only did these details help me manage my own schedule more efficiently.  They helped guarantee that I was up to bat when the prospects were greatest for a maximum payoff.

Along with these two subjects, I’ve added chapters on topics including how to be prepared should you ever lose your job, execution intelligence and the importance of volunteering.

Will any of these ideas require major changes?  Probably not, but I hope they help you see the importance of selling skills for success in any field.

Mackay’s Moral:  You’ve heard me say it many times, “Little things mean a lot – not true.  Little things mean everything.” 

 

Get the new paper book today!

Print Friendly

Comments

comments

Powered by Facebook Comments

Filed Under: Everyone is a salesperson … whether they like it or not Tagged With: , , , ,

Strengthen your memory

May 2, 2013 By

“Do you know what today is?” a wife asked her husband as he left for work.

Harvey Mackay Column“Of course I know what today is,” grumped the husband.  “I can’t believe you would think I would forget such an important day.”  And with that the husband rushed to his car to conceal his panic and embarrassment.  Had he forgotten their wedding anniversary again?

That evening the husband returned home bearing a dozen roses and a beautiful dress from his wife’s favorite boutique.  “This should win me some points,” he thought to himself.

His wife could barely contain her excitement.  “My goodness!” she exclaimed.  “A dress AND flowers.  What a wonderful surprise.  But tell the truth, do you know what day this is?”

“Of course,” said the husband confidently.

His wife said, “Today is Arbor Day!”

Will he forget Arbor Day ever again?  Probably not.  But he will have a tough act to top his anniversary!

Most people who claim they have a poor memory actually have an untrained memory.  Twenty percent remember by hearing, so say things out loud.  Forty percent remember by seeing, and the other forty percent by doing, so write things down to prove to yourself that you know it.

But this isn’t anything new.  Confucius said 2,500 years ago:  “What I hear, I forget.  What I see, I remember.  What I do, I understand.”

You have heard me say many times – Pale ink is better than the most retentive memory.  In other words, write it down.  Brain clutter and interruptions can detour the best intentions to remember.

Ever had a great idea that you forgot almost right away?  Most of us have, and it can happen more frequently as we grow older.  It’s often said you can’t teach an old dog new tricks, but just about any healthy person can improve his or her memory.

Take, for example, Scott Hagwood, who follows a regimen to improve his memory similar to those athletes use to train their bodies.  Hagwood suffered from thyroid cancer, and one of the side effects of his radiation treatments was memory loss.  Hagwood, who most would consider an average college student, entered a contest called the U.S.A. Memoriad – a sort of memory Olympics.  Contestants memorize poetry, decks of cards, lists of numbers, words and so on.  Hagwood won.

You can improve your memory and keep it strong at any age by following a few basic tips:

  • Get plenty of rest.  Lack of sleep can diminish your brain’s ability to solve problems, think creatively, and form memories.  A good night’s sleep is essential.
  • Exercise.  Physical activity increases the flow of oxygen to your brain and keeps you healthy in other ways.  You become more alert and relaxed, thereby improving your memory.  Relaxation techniques can be helpful to improving memory.
  • Socialize.  Stay in touch with friends.  Good relationships are important to emotional health and mental processes because they provide stimulation and laughter. Volunteer, join a club or get a pet.
  • Reduce stress.  You may not be able to eliminate all unpleasant situations and activities from your life, but do your best to manage your reaction to them.
  • Eat the right food.  A nutritious diet can help you stay in shape mentally as well as physically.  Research shows that foods with Omega-3 fatty acids may lower your risk of Alzheimer’s disease, and fruits and vegetables supply antioxidants that are good for your brain.
  • Organize your thoughts.  Learning new material or retaining facts works best when you group related information until you have mastered it, and then move on to other concepts.
  • Spend extra time for really difficult material.  Learning the names of a couple new co-workers is a breeze – but when you need to identify every member of your new department, allow yourself a little more leeway.  Study lists so the names themselves become familiar.
  • Keep your brain active.  Spend more time reading and doing crosswords or Sudoku puzzles than watching TV.  A good mental workout will keep your mind in shape to process and remem­ber important information.
  • Minimize distractions.  Pay attention.  Distractions can make you quickly forget even simple items.  The ability to concentrate and focus can’t be understated.  If you’re easily distracted, pick a quiet place where you won’t be interrupted.

 

Mackay’s Moral:  Exercise your brain so your memory doesn’t get flabby.

 

Print Friendly

Comments

comments

Powered by Facebook Comments

Filed Under: Strengthen your memory Tagged With: , , , ,

Larry Wilson: Be the best you can be

April 26, 2013 By

One day an entrepreneur took his young sales manager up to a magnificent estate overlooking a beautiful river.

larry wilson

Larry Wilson
(Photo Credit: Star Tribune)

He then took him up on the highest peak on the property, put his arm around him and pointed down and said:  “Look at that stunning home and gorgeous swimming pool!  How do you like those fabulous tennis courts?  Take a look at those beautiful horses in the stable.  Now all I want you to do is continue to meet the high standards and goals I’ve set for you and someday, son … someday all this will be mine.”

This is one of my favorite stories, and it came from a close friend of mine by the name of Larry Wilson. I went to Larry when I started my public speaking career to ask for a humorous opening story.  He came through with this stellar anecdote.

On several occasions we shared the stage.  I was uncomfortable with that because the audience always knew he was the more gifted and polished speaker.  One of the main reasons was his ability to tell stories.  He always told me that content alone won’t make it.  You must be a story-teller to drive home your salient points.

Sadly, we lost Larry Wilson on April 6, but I will long remember Larry and his many pearls of wisdom.  He was a personal friend for over 45 years and a mentor to me.  We both graduated from the University of Minnesota, although some years apart, and started our careers in sales, then built businesses and got into the speaking business.

Larry didn’t set out to build an educational empire that would eventually train more than one million people from around the world.  His daughter Susie said he was just trying, like so many other young men, to support his wife and eight children.  He began as a teacher, but then realized he had an exceptional talent for sales.

His legacy includes accomplishments such as becoming the then-youngest lifetime member of the Million Dollar Round Table in the life insurance field at age 29.  A mutual friend told me that Larry once got on an airplane from Minneapolis to Los Angeles, and by the time the plane landed, Larry had sold a life insurance policy to the person sitting next to him.

His success led to requests to share his selling secrets.  He realized he had a real gift, and he wanted to know why.  He met with experts from around the world so he could better understand how we can learn to be better in our careers and our personal lives.  And that, I believe, is Larry’s greatest gift to all of us.

He started with a sales program called “Sales Sonics” – later called “Counselor Selling” – a program that promoted a consultative approach to selling, suggesting that successful sales did not require manipulation.  That launched his ultra-successful company, Wilson Learning in Minneapolis.  His company’s mission statement was “Helping people and organizations become as much as they can be.”  With that intent, Wilson Learning grew globally and provided training in eight languages in 20 countries.  His client list included hundreds of companies such as IBM, Hewlett-Packard, DuPont, Caterpillar and Dow Chemical.

After he sold Wilson Learning he moved on to his next challenge, creating Pecos River Learning Center in Santa Fe, N.M., which emphasized growth, leadership and change management, a novel concept in the 1980s.  True entrepreneurs like Larry are always thinking of new ideas. He was a true entrepreneurial visionary.

Larry embodied the characteristics that every successful entrepreneur and salesperson must possess:  mental toughness, risk taker, generous, creative and innovative.  He believed in developing listening skills and practicing visualization long before those were accepted principles.  He showed how a “counselor approach” to meeting customer needs produced more effective results.  His teaching created a new generation of salespeople who were focused on win-win problem solving.

He taught people that by overcoming fear, individuals can reach their highest levels of performance and fulfillment.  Personal growth was the crucial task of a leader.  And finally, developing and cultivating trust is fundamental to a successful business.  Doing the right thing is never the wrong thing to do.

For those who did not have the opportunity to attend one of Larry’s seminars, he published several books, including “Play to Win! Choosing Growth Over Fear in Work and Life” and “The One-Minute Salesperson” which he co-authored with Spencer Johnson.

Larry was an indefatigable worker.  No one was ever going to outwork Larry Wilson, he once told me.  And he wasn’t kidding.

 

Mackay’s Moral:  Don’t avoid risk and be afraid to become as much as you can be.

Print Friendly

Comments

comments

Powered by Facebook Comments

Filed Under: Larry Wilson: Be the best you can be Tagged With: , , ,

If I had my life to live over …

April 15, 2013 By

Harvey Mackay ColumnHumorist Erma Bombeck once wrote a column titled “If I had my life to live over.”  In it she offered such nuggets of wisdom as, “I would have invited friends over to dinner even if the carpet was stained and the sofa faded” and “I would never have insisted the car windows be rolled up on a summer day because my hair had just been teased and sprayed.”

Country singing star Tim McGraw wrote his blockbuster song “Live Like You Were Dying” shortly after the death of his father, baseball great Tug McGraw.  I understand the notion that you have to live each day as if it were your last.

I was taught this at an early age by my golf coach at the University of Minnesota, Les Bolstad.  He got me to focus on things like no one else ever did.  When I was preparing for the NCAA Golf Championships at Purdue University my sophomore year, he told me to line up each putt and think of it as the last putt I will ever make.

Today I have that same focus.  Before each speech I think:  This is the last speech I am ever going to make.  This is the last negotiation I am every going to enter, so it better be good.

And then I get ready to do it again!

If you had your life to live over, what would you do differently?

I’ve thought about that more than once.  Besides the routine items like spending more time with my family and on leisure activities like golf, I came up with my own list.  I still have plans to work on a few of these!

  • I would have been more available whenever a friend was in trouble or was going through a tough time due to divorce, financial trouble, job loss or even DUI.  I would move mountains to contact them right away and say I heard about your problem … I’m thinking about you … and if there is anything I can do to help, let me know.  And I would wish them luck.
  • I would have been a high school basketball coach because at that early age you can make a huge impression on a youth’s goals, ethics, discipline, respect and outlook on life.  You touch and shape many lives.
  • I would write down all my goals at an early age, like my friend Lou Holtz who wrote down 125 goals.  And once he accomplished them, he tore them up and wrote down more goals.
  • I would love to be a Mr. Fix It.  All my life I’ve been challenged in this area.  For example, when my wife Carol Ann was pregnant with our first child, I came home from work and the light in the kitchen was not working.  I called an electrician who came out and told me, “I’ve been an electrician for 28 years, and this is the first time I’ve had to make a house call to change a light bulb.”
  • I would have become tech savvy early on and been quicker to embrace the power of social media.
  • I would have studied abroad.  My parents were right when they told me that travel is a great teacher.  I did take off on a three-month European trip with two of my buddies and we visited 16 countries.  It was a tremendous learning experience, and I wish I had done more of it at a young age.
  • I would have earned an MBA and taken business law classes.  I’m a firm believer in continuous education, but other than getting my undergraduate degree from the University of Minnesota and attending a Graduate School of Business Executive Program at Stanford University, I never took additional formal business education.
  • I would have liked to ski the Bugaboo Mountains in Canada, and run with the bulls in Pamplona to feed my sense of adventure.
  • I would have challenged myself by running more marathons and starting earlier than age 56.
  • My wife is an art historian, and I wish I had taken some courses to be able to converse at her level.  She is also a wine connoisseur, and I wish I had learned to appreciate fine wines.
  • I would have interviewed my parents and grandparents and learned more about our family history and genealogy.  I treasure the lessons I learned from my father – but there is so much more information I wish I had gathered.

 

Mackay’s Moral:  Carpe Diem!  Seize the day.

 

Print Friendly

Comments

comments

Powered by Facebook Comments

Filed Under: If I had my life to live over … Tagged With: ,
« Older Posts