las vegas keynote speaker
Have you ever felt like you knew what you wanted to do, but just haven’t gotten started yet? Or maybe there are a few options for you, and you just haven’t moved forward on any of them? Well, Today’s success track is about Getting Started and creating momentum in your life or your business.
Sometimes, just getting started , whether it be a new goal or a new project is very challenging for people, yet the small distinction that allows one to get started is purely psychological and I’m going to share that with you today.
Think back to Newton’s first law of motion which states in an abbreviated format an object at rest, stays at rest and an object in motion, stays in motion. Newton’s 1st law applies to human behavior as well.
Why is it so hard to get started sometimes? From a human behavior perspective, it gets down to uncertainty. As humans, we search for certainty, we thrive with certainty, we feel good when we are certain. Certainty gives us the feeling, which is purely subjective, that it’s ok to move forward. On the opposite side, with uncertainty comes indecision… “Is this the right choice”… “what if this doesn’t work”… “Is this the right time?”… We’ve all been there at some point of our lives. When don’t feel like we have a clear picture of what the next step is, or what we should do, often times we don’t do anything. Not doing anything leads us to feelings of stagnation, mediocrity and a decreased self-esteem.
So today, I’m sharing with you a strategy on how to move forward now. The key is taking that first step. Often times, when we feel paralyzed it’s because we are overwhelmed at where to start. I was talking to a friend last week and he was expressing his desire to write a book about the lessons he’s learned in leadership throughout his years in business. He was asking about publishing options, self-publishing, editing, design, distribution… he had so many questions. Unfortunately, these questions were causing him to do nothing, because in wondering how this whole process worked, he hadn’t written his book yet. He wasn’t moving forward.
Here’s the formula for success: break your goal, your project or your vision down to the smallest step. For example, I asked my friend if he had a title for his book… he said yes. But he wasn’t moving forward and he was frustrated. I suggested he sit down and sketch out what he thinks the chapters could be, meaning the titles, or subjects of each chapter. Well, He did that. It was amazing, because the simple process of actually writing down the names of what the chapters could be brought him inspiration. It gave him momentum.
Then I suggested start to fill in his first chapter. That’s right, I said fill it in. Writing a chapter sounds so daunting, so I suggested he start filling it in. A week later, he had a solid working chapter and he was inspired to tighten it up and start on chapter two.
HE WAS MOVING FORWARD. Nothing happens without movement, so in order to succeed at anything, you MUST get started. You must take that step forward.
One of my mentors and friends, the iconic Les Brown said You don’t have to be great to get started, but you have to get started to be great. What can you get started on today? What have you been putting off and it’s weighing on your mind?
Simply break that goal or project into simple steps and just do the first one. Take that first step. Make that phone call, set up that meeting, take that first step today. Remember, an object in motion tends to stay in motion. Take your first step today today and by the year’s end, you’ll have made tremendous progress.Share...
Today’s success track is about closing more sales… yet doing it in a professional manner leading to increased revenue and more referrals. Before a start my short segment, I want to thank all of you who bought my new book “Is your Child Wired for Success – the Incontestable Truth about Achievement” and helped us attain #1 Best Seller on Amazon.com. I really appreciate your support in my journey to be the best I can be, and to help others do the same.
Now, let me share with you my quick 3-step process for uncovering needs and providing a solution, which leads to a sale. Prior to using this 3-step strategy, you must have created rapport with your potential customer. If they don’t like you and trust you, no sales process on earth will be effective.
Once you’re in rapport, here’s my lead-in question: I’m just curious, what are your top two challenges you have in growing your business right now? I’ve tested multiple questions, yet this one is effective as it’s general enough to get the response you need to move to step #2. So, step one is asking the question: I’m just curious, what are your top two challenges you have in growing your business right now?
Step 2 is the follow-up question: How does that affect your income or revenue generation? Now, question #2 could seem a bit redundant, yet it gives them a chance to expand on their business and often times leads to a wider based answer that provides you with valuable information on their business and even their psychology. The key for you as the seller, or my preferred language… as a consultant, is to actually LISTEN to what your prospect is saying. LISTEN. One of the challenges that average sales professionals have is being too quick to respond. They are so excited to talk about their product, they don’t give the prospect enough time to share the entire situation. As they are saying what they are saying, you are attentive and staying in the present. You are nodding your head yes, and agreeing, creating another level of rapport. The prospect must feel as though you thoroughly understand their situation.
Step 3 is your “sales” question presented in a consultative fashion, using the following language pattern: Mr. or Mrs. Prospect, if I can show you a way to solve one or both of your challenges, would you be open to hearing about it? Or, here’s a more advanced NLP based question: Mr. or Mrs Prospect, thanks for sharing that information with me. One thing I know (or that I’ve heard) about you is you’re always open to hearing about ways to increase your business, so I’d love the opportunity to show you how I can do that. Let me show you now…
In review, here are the 3-steps:
1. I’m just curious, what are your top two challenges you have in growing your business right now?
2. How does that affect your income or revenue generation?
3. Mr. or Mrs. Prospect, if I can show you a way to solve one or both of your challenges, would you be open to hearing about it? Or Mr. or Mrs Prospect, thanks for sharing that information with me. One thing I know (or that I’ve heard) about you is you’re always open to hearing about ways to increase your business, so I’d love the opportunity to show you how I can do that. Let me show you now…
Make this month you best month for uncovering needs from prospects by using my 3 step process.Share...
Today’s success track is on focused on creating a balance in regards to investing in your outer self and your inner self.
Last month was an incredible month for me, which typically means a lot of travel. I don’t enjoy the actual travel itself, yet I always meet interesting people and learn a few things along the way.
On a flight back from PHX, I was sitting beside two young businessmen who were evidently into brand name designers, as they were talking about their shoes, belts and business suits and how they had the “tightest” wardrobes in their office. They were both on the same page on the clothing talk, yet one of them was talking about his skin treatments and hair color. I found the conversation very entertaining. Now first of all, I’m not judging, as I understand the importance of your brand and how you present yourself, and I too have always had an appreciation of fine clothing. It did cause me to be curious about was how much these two young guys were investing in their inner self.
All of us spend some time each and every day on what I call our outer selves… you know the clothes, our grooming… just the time it takes to get prepared in the morning. But what about our inner selves? I’m referring to our psychology – Our feeling of calmness, balance or peacefulness. Not too long ago, I didn’t pay too much thought to words such as calmness or peacefulness, yet as I’ve matured, I’ve realized my ability to remain peaceful, calm and balanced has helped me handle situations more effectively and grow my business.
As I’ve connected with successful people, I’ve found the ones who possess a sense of peacefulness and calmness, seem to enjoy life a bit more, and quite frankly, are more enjoyable to be around. We’ve all met that person who has an upset during the day and as a result they become uptight and treat people harshly. Unfortunately, that specific behavior doesn’t solve the original problem, nor does it inspire others to want to help you.
One of the beliefs I’ve adopted from working with my coach is the belief that “life is not fair, yet it’s balanced.” Life is not fair, but it’s balanced, which I interpret as things happen, both good and bad, and they always balance out in the end. Losing a business deal is never enjoyable, yet knowing another one, and possibly a better one is right around the corner gives me a sense of calmness. It helps me to move on and continue with productive activity rather than staying in the storm. So I encourage you to invest into areas where you haven’t explored previously, such as mediation, yoga, visualization or even mantras… the point being, in order to maximize our true potential, we must develop our inner self along with the work we put into our outer self.
Make this a productive month by investing in your inner self and being the best you can be. And remember, this is your year to Rise Above.Share...