# 791 The more you do the more you get

Posted by frank December - 11 - 2017 - Monday ADD COMMENTS

First of all, it is time to develop your motto for 2018. Think about the year to come and what your intention is for the year and try to craft a motto that either helps you to stay on track or tells other people what you’re about.
One of the mottos I am trying out is the subject of today’s thought:
With very few exceptions, the more you do the more you get.
When Nike was in the brainstorming meeting, coming up with a tag line, I don’t believe anyone threw “Just think about it for a while” on the table to be considered.
As you know I preach personal responsibility. I believe strongly that your past does not equal your future and you are where you are because of the accumulated decisions YOU have made throughout your lifetime.
Shakespeare said “Action is eloquent”
But Frank! I can’t take action because I don’t know what to do!
Action can be finding a mentor. Action can be finding a coach. Action can be looking up your subject on YouTube. Action can be making your bed or tossing out the jar of Nutella, or applying online, or making the call, or writing the note, or touring the gym, or scheduling the physical, or buying the book. Action can be smiling when you see him or taking her hand or asking questions and actively listening to the answers.
With very few exceptions, the more you do the more you get.
This includes, love, health, goodwill, friends, knowledge, appreciation, money & peace of mind.
Without action it’s Groundhog Day every day and you’re Bill Murray.
Nothing changes until something changes and YOU are in charge.
Take this very moment and commit to an action you need to take today.
2017 motto Daily disciplines create desired outcomes

#790 Don’t follow your passion

Posted by frank December - 4 - 2017 - Monday ADD COMMENTS

One of the recurring themes I hear espoused is “Follow your passion.” I think that’s crappy advice. The reality for me is this; I don’t follow my passion, I bring it. Passion comes from within. Maybe I’m a store clerk but my passion for people elevates me to a place where I am sought out by customers and relied upon by my coworkers.
One of, if not. THE greatest man of my lifetime was Martin Luther King Jr. He echoed this sentiment when he said, “If a man is called to be a street sweeper, he should sweep streets even as a Michelangelo painted, or Beethoven composed music or Shakespeare wrote poetry. He should sweep streets so well that all the hosts of heaven and earth will pause to say, ‘Here lived a great street sweeper who did his job well.”
Whatever it is you are doing now, bring your passion to it. Own it. Put your indelible mark upon it. Bring your own creativity to it. Be known for it. Don’t punch a clock and drift through your days dreaming about following your passion someday. Bring it today.
2017 Motto: Daily disciplines create desired outcomes.

#789 Treasure Hunting

Posted by frank November - 27 - 2017 - Monday ADD COMMENTS

I’m a treasure hunter. I have an ancient treasure map with the steps to finding the treasure all laid out for me and I pursue the treasure daily.
The most famous treasure hunter of all time is Mel Fisher. When Mel found the 1622 wreck Nuestra Señora de Atocha, the richest salvage recovery in history, he was interviewed like crazy. Mel had recovered millions and millions in gold, silver and jewels. It had taken him over 15 years, hundreds of thousands of dollars, and a lot of personal pain to find this treasure. When Mel was interviewed about how he’d hung in for so long, going through so much, he said “You need three things in order to find treasure.
1. Belief the treasure is there
2. Belief you can find it
3. Belief it will be worth it”
My treasure is the new client. My map is the hundreds of books, audio programs and seminars I have attended. Every day I set out knowing my treasure is there, confident that I will find it, and certain it will be worth it.

2017 motto Daily disciplines create desired outcomes

#788 It ain’t easy

Posted by frank November - 20 - 2017 - Monday ADD COMMENTS

Just because she makes it look easy doesn’t mean she isn’t exerting a ton of effort.
Great communicators are like that. They have superlative people skills. They think before they speak. They anticipate needs. They think about you in advance of meeting you and have a feel for how the conversation or meeting will flow best. They look for what’s good and raise a flag over it. You leave encounters with them feeling better about yourself and smiling about the time you spent together. They’re straight without being blunt or rude.
To the casual observer they make it look easy, like it comes naturally. Lots of people talk about them like they have it made, like they float through life in a Teflon vest.
The truth is they work at it. They think constantly. They anticipate needs, moods and reactions and craft their remarks to maximize the effectiveness of the conversation.
The blunt, rude, and crass believe that the great communicators are too soft, too easy on people. But here’s the truth; they are effective and that’s why they excel and attract people who are happy to listen and to follow.
More than good education, high SAT scores, natural abilities in math or science or studying your ass off, your ability to move people will determine your success.
Making it look easy doesn’t mean it isn’t deliberate and well thought out; it just means they’re good.

2017 Motto: Daily disciplines create desired outcomes.

#787 Are You Attractive?

Posted by frank November - 13 - 2017 - Monday ADD COMMENTS

Think of someone you are attracted to; someone you look forward to seeing and really like to be around. Are they churlish? Do they complain incessantly? Do they make the worst of every situation?
Likely not. The people we want to be around are more often pleasant with a positive outlook. They smile more than they frown and they usually rebound rather quickly from minor inconveniences.
If you want people to be attracted to you, you have to be attractive. If you’ve gotten into the habit of complaining about traffic, the weather, the crowds, the customers, the politicians or celebrities, you’re unattractive!
It’s easy to slip into the bitching and moaning thing. For some reason it seems to be a fairly natural state we have to learn and discipline ourselves out of. Watch a two year old. A bump brings tears as does the taking away of a toy, or a bath, the veggies they don’t want or a denial of the cookie they do want to eat. They can pitch a fit at any small slight. They don’t govern their emotional state, they roll with how they feel in the moment.
We may have the same feelings. We may feel slighted, frustrated, or annoyed but we get to CHOOSE our state. If we are of the mind to do so, we can set the temperature of our day; we can control our emotional weather.

2017 motto: Daily disciplines create desired outcomes

#786 Do you have the sales gene?

Posted by frank November - 6 - 2017 - Monday ADD COMMENTS

Are you born to sell or do you learn to sell? I believe that if you have someone else’s strategy you can do whatever they can do. If you lifted the same weights, ate the same foods and DID THE SAME DRUGS you could be as big as Arnold.
We’ll get in to this more in the coming weeks but for now let me tell you that I have found there are a few common traits among great salespeople. Let me tell you a story about one of them.

Vinny was a rock star salesperson. He consistently placed in the top five slots of a very talented team of forty. Vinny was terminally upbeat. He embodied the principle of “lemons in to lemonade”.
I was on a president’s club trip with Vinny and sat down for a chat with his very new bride. “So what is it like being married to Vin? He must keep you in a good mood all the time!” She said, “Yeah, he’s a lot of fun but he’s also a nag.” “A Nag?” “Yeah like if he wants to invite his brothers to the ski house for the weekend and I may not think it is the right time he asks, then he asks again, then he proposes it in a different way, then he offers to make up for it with another trip, then he waits a day and askes again, he’s just doesn’t hear NO!”
I smiled at this because what Vinny’s wife calls nagging, I call persistence it is the reason she was sitting on a beautiful beach; all expenses paid, and it is the number one quality I see shared by great salespeople. Vin may have had a life that conditioned him to be like that but make no mistake, it is not in his DNA, it is a learned skill and you too can work on your persistence muscle to make your sales grow to ginormous proportions…drug free.

2017 motto: Daily disciplines create desired outcomes

#785 The business IS sales

Posted by frank October - 30 - 2017 - Monday ADD COMMENTS

Let me tell you another story about that same accountant I breakfasted with a few weeks back. He was invited to an event that took place during the first week of April. That’s right, some bonehead created an event and expected an accountant to show up during the absolute busiest week of the year for accounting professionals.
As it turns out, the inviter worked for a large bank and the accountant, Mark, had a strong affiliation with that bank. Add to that, the inviter was the new rep from the bank and called to ask him specially to stop by. The event was at Madison Square Garden and Mark’s office is close by there. When the bank rep called Mark could hear the near hysteria in his voice: “It’s a bust! Very few people are coming. Can you squeeze out an hour and at least stop by?” Mark, as I said, is an accountant. But he is a different sort of accountant. Mark has the sales gene. He is keenly interested in business development. He understands that being good at what you do will certainly get you some business but that, more importantly, people do business with people they know, like, and trust and Mark makes it a point to get out to get to know more people.
The sequestered April accountant is almost proverb but Mark broke the mold. The combination of the misguided organizer’s need and Mark’s commitment to business development won out and he decided to stop by the event for an hour. Around the cheese ball, he met one of the only other attendees. They made small talk about their respective businesses and in the course of that conversation Mark asked him a simple question; “What is your greatest challenge right now?” The guy went on to talk about a big problem he was having with security. He was in the wholesale distribution business and felt as though product was leaving out of the back door. His business had grown quickly and he did not have a very firm handle on inventory. I don’t know the particulars of the first project but after that conversation, the guy hired Mark to help with his inventory situation. According to Mark, five years later this guy is his firm’s largest client.
Selling is not limited to those of us who make commissions to move a product or service for our company. Selling is the company. Whatever product or service you offer, you must offer. And those who offer it more frequently and with conscious selling skills will garner the lion’s share of the business.
2017 Motto: Daily disciplines create desired outcomes

#784 You don’t know what you don’t know

Posted by frank October - 23 - 2017 - Monday ADD COMMENTS

First of all A BIG WELCOME to all the great people I met at Empire Bakery Equipment; an organization dedicated to excellent customer service
My friend Joe got the call. “Hello, Mr. Lazzinetti? Do you think you could come by the school? It’s about Matthew. There is something we want to show you.” “What? What has he done now?!” “It’s really not a phone conversation Mr. Lazzinetti, could you come by?” “Sure. We’ll be there at three.”
This story took place in 1990, in the pre-cell phone era. Joe couldn’t call Matt to find out what he’d done this time. Instead he paced the kitchen floor and yelled to his wife. “I swear if that kid gets suspended again, I’m gonna kill him!”
You see Matt, at 16, was a bit of a trouble maker. Nothing horrible, but Joe had been called to the school before for things like cutting class, smoking on campus and the occasional scuffle.
As Joe and his wife walked into the school Joe immediately saw the problem. “Ah, so it’s graffiti now! Matt strikes again! Teresa, I’m grounding him for a month!”
What Joe and Teresa saw was a beautiful mural on the wall with huge MATT L scrawled across the bottom. Joe was so disappointed that his idiot kid had defaced someone else’s work he hung his head in shame.
When the principal came out of the office she was beaming. Joe and Teresa looked at her confused. With Matt shyly by her side she said, “Isn’t this wonderful?”
Matt’s parents looked at one and other perplexed; wonderful?
The principal said, “I’m sorry I didn’t tell you on the phone but I wanted you to be surprised. Did you know Matthew could paint this well?”
When I read Covey’s 7 Habits I learned the phrase, “you don’t know what you don’t know.” It taught me not to assume things about people because sometimes the story is not what you’d assume.
2017 Motto: Daily disciplines create desired outcomes.

#783 It’s all sales all the time

Posted by frank October - 16 - 2017 - Monday ADD COMMENTS

Everybody is selling!

I had breakfast with an accountant named Mark. When I say accountant do you think sales? Probably not. We call them “Bean Counters” don’t we? The archetypical accountant is very Clark Kent. We picture them wearing bifocals, writing with mechanical pencils and doing their grocery lists in Excel don’t we? As my great friend Rick, who is an accountant himself, says; “You know when an accountant has personality because he’s looking at YOUR shoes!”
I figured the guy I was sitting across from at breakfast, was all of that (minus the glasses).
Then, as we spoke about our businesses, he surprised me by talking about business development and the sales techniques he brings to bear in order to increase his business.
He said he works from home a few times a month and when he does, he prospects. Now, he did not use the word prospects, but that’s what I’m calling it.
Here is what Mark said. “When I work from home I decide on a range of calls. Maybe it’s L to P today. I hit the contacts icon on my phone; go to the first contact at letter L and call. I then call every contact in order until I get through the P’s, IF I can get through the P’s! Four or five letters usually takes an entire day. I am not calling them for business. I am calling to catch up and see how they are but invariably these calls result in business. By the next day three or four of those people are calling with a project they need help with, or a person they want me to call who needs my services.”
What Mark is doing is positioning himself for selective attention. Selective attention is all about awareness. If I decide to buy a blue Subaru because while driving around I usually see green Subaru’s and I want to be different, guess what? As soon as I make the decision, there will be a virtual parade of blue Subaru’s presented to me as I go through my day. It’s not that they weren’t out there before, it’s that I wasn’t looking for them. It’s like that in sales and that is precisely what Mark is doing. When Leo Lemoncello, in Mark’s contact list, hears about a tax problem from a business associate Leo may or may not call Mark depending on his level of comfort in offering a recommendation, how many accounting professionals he knows and if Mark even enters his mind at that moment. But if he has recently spoken to Mark, Mark becomes the blue Subaru.
Mark has a very successful accounting practice in Manhattan and I am not surprised. Every successful business, at it’s core, is a sales company. Some other accountant may be able to memorize Pi to 300 digits or do the square root of 3,364 in his head, but unless he goes out and finds people who want to hire him, (SELLS!) his skills won’t mean beans.

2017 Motto Daily disciplines create desired outcomes

#782 Everybody is Selling!

Posted by frank October - 9 - 2017 - Monday ADD COMMENTS

Selling skills are nothing more than a set of tools that can help you to bring people around to your point of view. My accountant is awesome with numbers. He is very well trained and handles my tax problems with a deftness that keeps me from ever having IRS issues. My doctor has a degree from a prestigious medical school and has spent countless hours learning the science of the human body so she can diagnose my symptoms and offer me relief from what ails me. But if the three of us go to a hockey game and want to move down closer to the ice, who do you think goes to speak to the usher? Me; the guy with the sales skills.
Your ability to relate, persuade, and communicate will do more for your bank balance, personal relationships and overall career than any other set of skills you can master and that translates to sales skills.
Sales has gotten a bad rap in our society. At the mention of sales skills people conjure up images of Danny DeVito in Tin Men or the famous ABC (always be closing) scene form Glengarry. The truth is we are all selling.
The veterinarian sells you on heart worm pills for your dog. Moms and Dads are selling their kids on the importance of reading, and the lawyer is selling the jury on the innocence of his client.
I sell my kids on coming for Sunday dinner,
Who has a better chance to gain the favor of a fair maiden? The guy with no eye contact, half turned away, searching for the right words or the guy who is squared up, with soft eyes, asking questions and listening with respect?