The Elephant in the Room...

Dear Jacques,


"The brick walls are not there to keep us out; the brick walls are there to give us a chance to show how badly we want something."
~Randy Pausch

Randy Pausch was 47 years old when he died from pancreatic cancer. He was, as the Independent of London put it, "the dying man who taught America how to live". His book, The Last Lecture, is an international best-seller and it offers many wonderful lessons about life.

Randy Pausch's "last lecture" was delivered in September 2007, at Carnegie Mellon University, where he taught computer science. The lecture began with him standing before a screen beaming down chilling CT images of tumors in his liver, under the title...The Elephant in the Room. He then said to a stunned audience, "I have about 6 months to live." He said, "I'm really in good shape, probably better shape than most of you," ... dropping to the floor to do push-ups.

He went on to say, "I'm dying and I'm having fun, and I'm going to keep having fun every day I have left." He talked about his childhood dreams and what they had taught him about life. He said, "If you live your life the right way, the karma will take care of itself...your dreams will come to you."

Randy Pausch really was a dying man who has taught America how to live.
He died on July 25, 2008, but his wisdom, his passion, and his attitude are lasting sources of inspiration for all of us.

Courtesy: Mac Anderson, Founder of "Simple Truths" Newsletter

Succcess Nuggets and Gems of Wisdom

HAPPY HOLIDAYS to You and Yours!

To help reinforce the many positive writings to which we all have access, oftentimes awkward to read in view of the busy schedules to which we all seem to be subjected, I decided to offer you the following bite-size, easy and quick to chew, digest and absorb... ENJOY!

Your Friend,

Jacques

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"Before you begin a thing, remind yourself that difficulties and delays quite impossible to foresee are ahead... You can only see one thing clearly, and that is your goal. Form a mental vision of that and cling to it through thick and thin."
- Kathleen Norris, Writer

"We either make ourselves miserable or we make ourselves strong. The amount of work is the same."
- Carlos Castaneda, author

"For every disadvantage there is a corresponding advantage."
- Clement Stone, executive

"Each man (is) the architect of his own fortune."
- Appius Caecus, builder

"Each day we make deposits in the memory banks of our children."
- Charles Swindoll

"To achieve great things you have first to believe it."
-Arsene Wenger

"Rowing harder doesn't help if the boat is headed in the wrong direction."
- Kenichi Ohmae, business coach

"Experience is valuable only if it's imbued with meaning from which one can draw salient conclusions. Otherwise, experience becomes imprisoning."
- Barry McCaffrey, general

"Every man, however wise, needs the advice of some sagacious friend in the affairs of life."
- Plautus, Playwright

"Lost time is never found again."
- Benjamin Franklin, inventor

"Until you make peace with who you are you will never be content with what you have."
- Doris Mortman

"You have set yourself a difficult task, but you will succeed if you persevere."
- Helen Adams Keller, American Author and Lecturer

"The starting point of all achievement is desire. Keep this constantly in mind. Weak desires bring weak results, just as a small fire makes a small amount of heat."
- Napoleon Hill, author

"Managing is getting paid for home runs someone else hits."
- Casey Stengel, baseball manager

"The important thing is to learn a lesson every time you lose."
- John McEnroe, tennis champion

"Life without risk is not worth living."
- Chuck Lindbergh, aviator

"I have never known a really successful man who deep in his heart did not understand the grind, the discipline it takes to win."
- Vince Lombardi, American Football Coach

"No great performance ever came from holding back."
- Don Greene, performance coach

PROSPERITY AFFIRMATIONS

"Rich people focus on opportunities.
Poor people can’t see past obstacles"
-Author Unknown

"FIRST YOU HAVE A BELIEF, THEN YOU GATHER PROOF"

All of us have questions, ideas and beliefs that we have gathered over time from what we've read, seen, or heard about family, friends, teachers and the media.

Much of what is passed along about money is negative, therefore, we need to reprogram our minds with positive beliefs and images about money and what it truly represents in every possible way.

Here are some positive statements to repeat out loud or write down each and every day - first thing in the morning and at night before you go to sleep. Other good times to repeat them are when waiting in line, driving, exercising, etc. (If saying the following affirmations out loud while in the presence of other people would embarrass you, you may mentalize them).

DO THIS CONSISTENTLY FOR 21 DAYS AND YOU WILL HAVE ESTABLISHED A NEW PROSPERITY CONSCIOUSNESS HABIT!

1. People love to give me money!

2. I am rich and wonderful!

3. I am now earning a great big income doing what satisfies me.

4. Something wonderful is happening to me today - I can feel it!

5. All my bills and dues are paid up in full and I still have all this money!

6. My affirmations work for me, whether I believe they will or not.

7. A lot more money is coming into my life! I deserve it and will use it for my own good and that of others.

8. All my clients praise me and pay me well!

9. I am a virtual money magnet!

10.Money comes to me easily and effortlessly, whether I am awake or asleep.

11.I am now highly pleasing to myself in other people's presence.

12.I walk, talk, look, act, think as if I am - and I am rich!

13.I am a winner - I win often and I win big!

14.Money is rushing to me from expected and unexpected places.

15.I rejoice that my abundance inspires others to be affluent as well!


Affirmations (c) by Chellie Campbell, used with permission.
Courtesy: Kathryn "Ryn" Deitz, Ph.D. "The Financial Chiropractor"(TM) - "Aligning your money life with the rest of your life so your money supports you instead of streses you" - Rocky Mountain Wealthy Spirit.

21 Quotes on Aging Well

What’s the secret to aging gracefully? We can’t stop the clock, but we can keep our spirits young with humor, gratitude, and creativity.
The following quotes from people like Sophia Loren, Eleanor Roosevelt, and Mark Twain will help you see the upside of the golden years. They prove that love, humor, and wisdom are ageless.

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"There is a fountain of youth: it is your mind, your talents, the creativity you bring to your life and the lives of people you love. When you learn to tap this source, you will truly have defeated age."
–Sophia Loren
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"Beautiful young people are accidents of nature, but beautiful old people are works of art."
--Eleanor Roosevelt

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"Age is an issue of mind over matter. If you don't mind, it doesn't matter."
-- Mark Twain

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"The great secret that all old people share is that you really haven't changed in 70 or 80 years. Your body changes, but you don't change at all."
-- Doris Lessing

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"There's always a lot to be thankful for if you take time to look for it. For example, I am sitting here thinking how nice it is that wrinkles don't hurt."
-- Author Unknown

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"Old age is no place for sissies."
-- Bette Davis

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"Aging is not lost youth but a new stage of opportunity and strength."
--Betty Friedan

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"To keep the heart unwrinkled, to be hopeful, kindly, cheerful, reverent--that is to triumph over old age."
-- Thomas Bailey Aldrich

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"We are not victims of aging, sickness, and death. These are part of scenery, not the seer, who is immune to any form of change. This seer is the spirit, the expression of eternal being."
--Deepak Chopra

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"The best part about being my age is in knowing how my life worked out."
-- Scott Adams

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"Those who love deeply never grow old; they may die of old age, but they die young."
--Ben Franklin

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"If I'd known I was going to live this long, I'd have taken better care of myself."
--Eubie Blake, age 100

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"Grow old along with me! The best is yet to be, The last of life, for which the first was made: Our times are in his hands Who sayeth 'a whole I planned, Youth shows but half; Trust God; see all nor be afraid.'
--Robert Browning

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"Aging is an inevitable process. I surely wouldn't want to grow younger. The older you become, the more you know; your bank account of knowledge is much richer."
--William Holden

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"I advise you to go on living solely to enrage those who are paying your annuities. It is the only pleasure I have left."
--Voltaire

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"How old would you be if you didn't know how old you are?"
--Satchel Paige

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"Nothing is inherently and invincibly young except spirit. And spirit can enter a human being perhaps better in the quiet of old age and dwell there more undisturbed than in the turmoil of adventure."
--George Santayana

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"We don't stop playing because we grow old. We grow old because we stop playing."
--George Bernard Shaw

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"It's never too late to have a fling
For autumn is just as nice as spring
And it's never too late to fall in love."
--Sandy Wilson
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"For the unlearned, old age is winter; for the learned, it is the season of the harvest."
--Hasidic saying

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"Growing old is mandatory; growing up is optional."
--Chili Davis

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Love to you, my youthful-thinking ones!

Jacques

Honoring the wisdom of the late Jim Rohn...

...who passed away on December 5 last (R.I.P.).

A mutual friend emailed me one of his seminars on video and I wish to share with you a few of its most memorable passages...

SUCCESS: ...is not something you pursue. It is something that you attract by the person you become, or by becoming an attractive person.

PROFITS are better than wages. The latter make you a living. Profits make you a fortune.

Your income is directly related to your personal philosophy, not the economy.

Don't search the exotic until you master the basic.

When things cost too much for your budget and you can't afford them, remember that life places the most valuable things on the top shelf. With every book you read, and stand upon, you are that much closer to reaching the top.

THANK YOU for gems such as the above, Jim! WE SHALL REMEMBER THEM AND YOU!

Jacques

Top 10 Stupid Things Sales People Do...(And How To Avoid Doing Them!)

In real estate, it's location, location, location. In business, it's differentiate, differentiate, differentiate."
- Robert Goizueta, executive


I have been in some form of sales since I was 10 years old working in my mom's craft store selling yarn and bobbins to her quilting and knitting friends. And, since that time, I have always tried to establish myself as a leader in any sales position that I have held...and I also have noticed that there are some really good sales people out there.

The kicker is...a good portion of those people aren't good at sales. What they are good at is avoiding the things that cause sales people to falter.

Now, before we get into this...let's establish a quick and simple truth: Knowing what NOT to do is just as important when talking about sales as knowing what TO do. Make sense?

Knowing that, here is a quick "Top 10" of mistakes I have seen sales people make that are guaranteed to derail the very efforts that are being put forth by a salesperson.

1. They refuse to learn. -- I have seen more than one 'newb' burst onto the scene and run huge numbers in a very short period of time...and then just disappear into obscurity. Why is that? It is because they refused to continue to learn. It is vital to be a student of your game. Make sure you are continually learning about your product/service/industry. Read the new books that come out. Go to the seminars that are being held about your industry. Listen to audio, watch video, read blogs (like mine! hint hint) about sales and how to be better at what you do for a living. Reinvigorate yourself.

Did you know that Tiger Woods spends $1 million a year for a swing coach? He is constantly looking to be better at what he does...

2. They stay generalized. -- "Narrowcasting" is the specialization into a specific segment or part of the market. Staying generalized eliminates the ability to be considered an expert in any one specific area. Think about that for a second....Medical specialists get paid more than medical generalists. A specialist has narrowed his/her field of vision to ensure success in mastering that specific part of the market or product. They become known as specialists and people recognize that and come to them when they need that expertise.

3. They don't position themselves properly. -- The way people position themselves is the primary determining factor in how they are seen by prospects and clients. People pay attention to people they THINK are in a position of importance. Blogging, engagement and interaction with prospects and others via social media are all ways to help position yourself accordingly. The best way to sell is not to position yourself as a salesperson...but to position yourself as an expert in your field. And, one of the best ways to do that is to offer up information and assistance to those that are in need. (A Realtor might do a class on being a first time home buyer, for example. A guy that sells referrals to Realtors might write a bunch of blogs that help the agents do their jobs better...) The goal of these sessions isn't to sell anything, but to establish yourself as an expert in the field so that, as the need arises, those seeking your service automatically think of asking you.

4. They don't prospect. -- This is HUGE! The largest cause of failure in a sales position is having a lack of potential customers. You should always have multiple streams of inbound leads to work. You should never be out of people to pitch to even if that means you spend more money to get them. Take advantage of the technology that exists and use it to your advantage. Don't have anyone to pitch? Start thinking about a new career.

5. They pitch the wrong people. -- You can't get rich selling to the wrong people. You had better be in front of people that can make a decision, have a need for your services, and are willing to listen to you. If anyone you are pitching your services to doesn't meet that criteria, you are spinning your wheels. Remember, not everyone is a good prospect. Spend the time required to find good prospects and work with them rather than trying to peddle your wares to those "suspects" that don't need them, can't decide if the need is there, or are not willing to listen to you.

6. They listen to their peers. -- Listening to your peers usually means you get an earful of negative input. "This isn't the way that you sell houses." "Blogging doesn't bring any clients." "Social media is a huge waste of time." Yeah...You've heard that before, right? And, it goes on and on and on and on...ad infinitum.

Instead, listen to positive, upbeat stuff that makes you feel good and allows you to think clearly. For me, that's music. Some use motivational speech, etc. And remember...most of your peers suck at their job.

7. They don't understand economics. -- Would you sell something you bought for $1.50 for $1?? Painfully obvious, right? Yet, that is what a good portion of sales people do because they don't understand the 'back-end' costs that should be added into the equation. For example, if you spend $750 marketing a home, $300 in gas showing a home, $200 in food wining and dining clients, and then only make $1000 on the sale of a home...what have you gained?? Here is a quick lesson in Economics 101 -- If you are losing money on your deals, you can NEVER make that up regardless of how many deals you complete.

8. They spend money before they make it. -- I had a sales manager who said to me, "Clint...a sale is never done until you are eating the steak that you paid for with the money you got when your commission check cleared the bank." Why think this way??? Look at all the things that can happen that can derail a sale in today's market...if you are out buying a new TV on credit because you have a closing happening on Tuesday, you are going to lose your butt in this business. Just because you have a signed contract doesn't mean you are going to get paid anytime soon.

9. They fail to ask questions. -- More importantly, they fail to ask the RIGHT questions. And, when they do ask them, they fail to actually listen to the answers given. A prospect will always tell you what it is that they need to hear come out of your mouth. Asking the right questions based on their feedback will, more often than not, lead to a sale for you. You have two ears and only one mouth. Use them accordingly.

10. They are hindered digitally. -- "Hindered", in this instance, means they are either digitally compulsive or digitally impaired. Both are a hindrance. You can be so addicted to the technology available (Internet, sales force automation, blackberries, iphones, etc.) that they are completely paralyzed when it is not available. Or, the mere thought of being surrounded by that much technology has them so scared, they refuse to adapt to any of it. Both are career-killing impairments. In truth, it is those that have the ability to take on the technology without losing the human aspect of their jobs that will be the ultimate winners. Find your happy medium.

Sales people are a curious breed. "Experts" rarely have the open-mindedness required to accept criticism and adapt to make themselves more successful. Yet, it is exactly that which will set you up for a stellar sales career. Pay attention to the pitfalls that you can fall into that will slow your momentum and focus on those things that will increase it. Do this, and you will be just fine regardless of the market.

Courtesy: Clint Miller, Real Estate facilitator