This week, I had lunch with an impressive HR Consultant.  We shared quite a bit about our business, family, challenges, perfect clients, success stories, and specifically WHY we love our business.

 One joy we had in common is the flexibility our business allows us.  True, there are many nights where we are working late.   But there’s many times where we can volunteer at our kid’s school, run a quick errand, visit a friend in the hospital, or make a private call to a loved one from the comfort of our car, as we  navigate our way through the church parking lot after spending a few hours volunteering in a great ministry program.   That, as Mastercard would say,  is “Priceless“.

These are all part of why I love my business.

Another, major reason I absolutely adore my line of work is the tremendous impact I get to have on other incredible people.   I get to meet new people EVERY day.   Every day.  And, both new people and people I get to work with regularly,  I get to hear their biggest challenges and fears.    I love putting smiles on people’s faces.      And, I get to “force” (or encourage) people to tell me all the good things that have happened in their business recently.

It’s their overwhelming excitement that excites me!  

What do you love MOST about your business?  What excites you?  
You wanna know the coolest part:  You can shout this from the Mountain Tops -

and others will REJOICE with you!

If you’re having difficulty finding more things to be excited about in your business, or need a Victory Coach who will celebrate those great moments with you, give me a call.   As one new client said on our second week together:   I wish I would’ve had you to cheer me on last year…  I would be much further ahead and would have had a happier New Year.  

Kerry@317consulting.com

My goal is to help you EXCEED yours. 

I found this on a “fortune” inside a Fortune Cookie.   I like Fortune Cookies – and the fun things they often have to say.   Even though people have  debated about the impact a Fortune Cookie can have on a Christian’s life, I say:  ”It’s a Cookie!” with a motivating thought.

But, what about the quote?  Do what others say you CANT!    Hogwash.  I say:  Do it anyway!   For many, that means  ”Watch me!”

Despite popular belief, we “can’t” necessarily eliminate the word CANT from our vocabulary.   Why?   Well, here’s some examples.

I CANT physically be in 2 cities at one time.   That accounting software CANT replace the tracking and client information tools available in a CRM system (Can’t Remember Much).   A physical trainer may tell their client they CANT recommend they lay around all week eating hamburgers and twinkies, show up to one day of training a month, and lose weight.

BUT:  what CAN we do?   I can conduct a “duo-modality” training, where I’m in one city and the other people dial-in by phone or  videoconference.   Or, I could schedule the trainings or talks on different days.

Your accounting system can integrate with the CRM, and by working with Solution Explorers you can help your client FIND the right CRM to track clients and exceed sales goals.

And, my friends at the gym –  CAN show you how to “lay around” all week:  situps, pushups, squats on the incline machine, and on the bench press; and how to eat quick & fatty foods – like salmon, peanut butter, and avocados – and the short & long-term impacts.  Allison Sweeney even shows how to work out on your couch!

CANT can be CAN –  with a twist.

When you want to say CANT:

• First, find out WHY they want it that way.   Sometimes they heard from someone, somewhere, who isn’t an expert, but they “must” know what they’re talking about.   Or, did they do it that way in the past.  Think: typewriter vs. computer.   Does anyone miss pushing that wheel back & forth?
• Explain WHY it’s not possible, or why you choose not  to do it that way  (for example: the Honda Fit doesn’t run on diesel, because…)
• Provide an alternative.   Can an elephant fly?  Yes, just put him on an airplane!

This week, I asked a team I was training to share something they “chose to do” even though they were told they couldn’t.   One

gentleman shared that he was told he couldn’t bench press over 200 pounds.   That seems like a big number to little me.   But, the people he was hanging out with were pressing 400+.    So, he put his mind to it, learned the techniques, and worked towards his goal.    He is able to “lay around” and push 440 pounds into the air – (don’t try this at home, or without spotters).  So, not only has he blown past their original “you can’t do that”, he has put forth the hard work and effort to “do it anyway”.

Take a look at this quick video – about people (Like Disney & Streisand) who were told they CANT, but chose to do it anyway.

Have you heard you “cant do it”?   Call me – and let’s work past those limiting beliefs.     You’ll be more confident, concise, clear, and a much better communicator in just 4 months.   My goal is to help you create the right goals, and then develop your strengths and put forth efficient effort to EXCEED those goals.

Kerry @317consulting.com
512-222-7317

2.  Be Healthy.    30-20-10.  That’s a formula for time to spend Exercising-Reading-Praying.  Develop YOU and maintain balance.

3.   Be Educated.    This video clip shows Jim Rohn’s discussion on how so few Americans have a Library Card, and the importance of it.  He uses the number 3% and suggests to READ – and DEVELOP YOU!  (Note:  According to a Harris Poll this number is more like 70%… but who’s counting?)

4.  Be Connected.    When Thom Singer autographed his book for me, he wrote  ”Never Stop Networking“, and I agree.   So would 16th century poet John Donne and  Michael Jordan.  Journalist Jane Howard says:  ”Call it a clan, call it a network, call it a tribe, call it a family: Whatever you call it, whoever you are, you need one.”  Don’t just meet… CONNECT!  and be a connector for others.

5.  Be Educated.   With 11,000+ books written each year, there’s no shortage of information.   Be Educated on your Product, industry, client… and deliver your knowledge with Enthusiasm!

6.  Be Active.   Whatever stage of business you’re in, get active.  In the community, through some volunteer work, or through your kid’s school or major activities.  Find a way to “give back”.  Don’t stop moving!   Motion creates Emotion.. and the more you move – the more you feel alive!

7.  Be Determined.  FOCUS!  Many sales reps stop at the first no… and yet many clients don’t make a decision until after 7-8 attempts.   Who do you need to follow-up with – who said “NO” even thought you truly feel they would benefit from working with you?  Use TOMA, reach out, and re-connect with them.

7.  Be Helpful.   Zig Ziglar is often quoted as saying “You can have everything you want in this life… as long as you help enough other people get what they want.”   Key word:  HELP!   That’s what sales people do every single day.   Stop Selling.  Start Helping.   Figure out how you help others, and set your goals to help enough people get what they want/need from YOU!

8.   Be Fun.    Remember Cindy Lauper?  Girls (and boys) wanna have fun.   When you’re making calls – have fun with it … people will remember the conversation with someone who made them smile… and smiling has medical benefits too!

9.  Be Unique.   Throw in some “pattern interrupts”,  react a bit differently than most due to stress (yes: including traffic!), and travel the Road Less Traveled.

10.  Be Understanding.  Ever been “stood-up”?  Have someone “show up & throw up”?  Hear someone “make something up”?   Well… give them an opportunity to make it right, and then make a decision on future dealings.

11.  Be Confident.   I am confident that Christ strengthens me (Philippians 4:13), that God has a plan for me (Jeremiah 29:11), and that I have been given unique gifts & talents to help others (1 Peter 4:10).   Be confident, there’s amazing things in store for you… and you are the right person to help your perfect client.

12.  Be Genuine.   I love what Oprah said “I had no idea that being your
authentic self could make me as rich as I’ve become.  If I had, I’d have done it a lot earlier.”     Be yourself.   After all: everyone else is already taken.

If you need more ways to Create Abundant Success in 2012, give me a call.   If you’re nearby I’ll even buy you coffee.   But,  I may just be the Confident, Resourceful, Understanding, Determined, coach that has been gifted to HELP you or your team “Sharpen your sales skills and stick to your business plan”.

Kerry   512-222-7317   kerry@317consulting.com

AROUND THE BLOCK.

Take the kids to school, and then “Head into the (Home) Office”.    This was one my biggest blessings when my son was young, as I realized many parents never get the opportunity to take their kids to school.   Savor this! 

No Kids?  When I first started working from home, a friend of mine shared an idea he heard from someone else.   He suggested:  Get up, get in the shower, get dressed, have breakfast, get in your car, go around the block… and in just a few minutes you’ll be pulling into “work”.

MEET UP!

Find a morning networking group.   Groups meet as early as 5:30am, more start around 7am.   With this commitment, you’ll be more motivated to get up and go!   Meetup.com  has events around the country, BNI is the World’s Largest Networking site, with events daily around the globe,  and IntheCalendar.com Southern California is an example of a Regional listing of events with Chambers and other groups.

PLAN IT!

Book morning meetings.   This morning meeting (budget $10+ a week) will help you better connect with people and lead to increased success.   Whether the people you meet become customers, send referrals, brainstorm with you, or help in any other way,  consider it a wise investment in your personal and professional development.

WARNING:  My friend Laura once told me that if she ever worked from home, she’d never get anything done – because she’d have coffee, lunch, and shopping with her friends.   Make your meetings productive!  After all:  It’s YOUR business on the line!

Don’t drink coffee?  Me neither!   Cocoa, Tea, Juice do the job.  Check out your local Panera Bread.   Panera is a “mecca” for business.   On every visit I see many other people I know, get introduced to more people I need to know, and my business has grown just from hanging out at Panera.   It’s relatively quiet, big rooms, and they typically come by with  a free pastry… (my waist has grown too  )

CO-WORK!

linkcoworking.com

I got a chance to experience LINK Co-Working here in Austin.  WOW!   They are all about “Bringing People Together”.  They have a big room, where you bring your cell phone and laptop, plug in, and get to work, just like you would in an office cubicle.  Makes calls, send emails, and have “office hours”.    Executive Suites and Co-Working are two low-cost ways to have freedom and flexibility AND the support you might find in working in a corporate office.

Whether you work remote for a large corporate entity, are growing your MLM business, or are a solo-preneuer setting out to change the world, working from home can have it’s ups and downs.

Personally, I love my “2-second commute”.    I am often out and about at networking events, speaking engagements, providing training and coaching, so I have a different “work from home” experience than some.

If you need more ways to Beat the Work-At-Home Blues, or to conquer other challenges that are holding you and your business back, please give me a call.   A phone call with cost you nothing.   But you may just find yourself EXCEEDING your sales goals!

Ever find yourself in a situation thinking “wow – that person just did ____ and I didn’t even say thank you”.    It’s not too late – say it now!   Even if it’s something that happened yesterday, last month, or distant past:  simply say  ”By the way,  thank you for _____”    That will likely mean more to them than had you just automatically replied with a thank you, especially since they’ll know that their kindness has not been forgotten.

And, if words can’t properly express your appreciation,  Shop Online to  send a card or a Unique gift that’s suitable for the occasion.

No Problem

And, when someone says “Thank you”, many people respond with “no problem”.

What’s “the problem” with that?   Well, you are verbally (and mentally) connecting you and “problems” and that’s never a good thing.  Even if you’re in the business of fixing problems – accounting, technology, sports, training, etc. –  you want to be associated with “positives”.    That problem you fixed makes them happy!   It solved their PAIN.  You have enabled them to reach their goals.    Using words like  ”Glad to Help”,   “your welcome”,  or  Chick-Fil-A‘s standard  ”My Pleasure” communicate that your focus is on helping them get what they want.

You’ll stand out in the “Sea of  No Problems”, and get more opportunities to bring more  joy to more clients.  (AKA: Grow your business!)

Since 2008,  3:17 Consulting Services has been providing sales training, coaching, and resources for small business leaders and sales teams of any size.  Our primary focus is on  motivating and inspiring people to use their gifts and talents to serve others in many ways.   If you need a coach, sales development trainer, or speaker for your networking group, sales team, church, or other entity, please email Kerry@317consulting.com

My goal is to help you EXCEED yours!

Do you focus your sales efforts on TRICKS or TREATS?  

TRICKS:  

There’s lots of tricks played in business.   Some companies play the “trick” of over-extending their Accounts Payable, forcing suppliers into a state of exasperation.   Some play “tricks” on their employees by capping commissions and changing territories.

Consider the disastrous TRICK played on some sales people who get caught up in the mindset of:

                         ”What can I GET from this customer?”

Many customers can sense the sales person who is “out to get them”.   We’re working with a sales team for a Fortune 500 company, and a comment they heard from an existing customer just last week is:  ”you are just here to get my money. ”    Do even your existing customers look at you as their biggest nightmare?

Henry Ford once said:   A business that makes nothing but money is a poor business.

Keep in mind WHY you do THIS SPECIFIC business, and share it with as many clients as you can – as often as you can.   Do you do this to make others look better?   To help with their finances?  To save their firm money?  To help them avoid or reduce work-related injuries?  To….  share those stories that reflect WHY you’re doing THIS.

OR are you looking to TREAT your customer?   

Be looking for more ways to give your clients the absolute best interaction and solution possible.    Do you HELP people?  Really?  Are you sure?  Be CONFIDENT in who you help & why.

Nancy Holguin, who submitted  Clipboards for Clients shared with me this morning that in her business, she hands out MANY samples.  When she uses the words  “Let me TREAT you to a sample” people feel special, valued, and are more interested in what the sample is about.   Previously she said “here, try this, let me know what you think”, but sees now the huge difference made in just a few words.   The main difference is who is benefiting from this treat.  

As shown in “The Go-Giver“,   The law of compensation:  Your income is determined by how many people you serve and how well you serve them. 

There is power in “Closing with Confidence, Consistency, and Clarity”,  but be prepared to help your client find a better solution.    If you don’t offer the best solution for this particular client’s needs, don’t “close them”.    Yes, you might miss quota.  But, you’ll help that person or company and likely get more referrals from them in return.

Watch this fun clip from Jerry Seinfeld about Trick or Treating.

Have a SAFE and Happy Halloween!

TRICK-LESS SESSION:     If you’re wondering if your words are expressing “Trick” or “Treat”,  schedule a 1on1 session with us.   For the month of November, we offer  ”Trick-Less Sessions”.  30-minutes,  just $31.70,  do a role-play with Kerry or Brad and we’ll commend or correct so your sales calls go the right direction.

To schedule a time ASAP,  just email  Kerry@317consulting.com

Remember:  Our goal is to help you EXCEED yours!

THE CLIPBOARD:

So, how many sports are your kids in?  Soccer, softball, football, etc….    It seems all we did while our kids were growing up, was drive them to endless practices; volunteering as coaches, team mom, snack duty.  You name it we did it!

What usually indicated who was “in charge” of the team, was determined by who was carrying the CLIPBOARD!  The Clipboard was that magical piece of equipment that made everything seem official and real!  It was an extension of the
coach’s hopes, dreams and goals for the team and carried the hopes & dreams of  each  player too!   Were they on the “A”  team, on the top of the list or lost somewhere near the bottom?   It seemed like everyone wanted to be on the top of that clipboard.

When we started our Arbonne career, it was natural to take notes from the lessons we’d learned, after all those years of schlepping our kids around from one sport to another.

One of the most effective sports tools we infused into our business was in fact the CLIPBOARD!

We utilize that charmed Clipboard in many ways, but especially for booking our group presentations and one-on-one appointments.

The clipboard carries that magical feel of being official and since everyone wants to be on the top of the list, we’ve keep our calendars full and even have a “wait list” from time to time. 
I bet there’s a Clipboard out there, just waiting to work its magic on your clients!   So get moving to your nearest Office Supply Store, get your CLIPBOARD and get your GAME ON!!!

Blessings,

Al & Nancy Holguin

Check out the amazing tools and products on Nancy’s website  www.iWish.MyArbonne.com  

In my first sales territory I mostly covered Nashville Tennessee.   My boss told me that to better understand my prospects & clients I should become a “Titans” fan.   So, I did.  I saw some results from following the Titans, previously the Houston Oilers, and they did pretty well those first few years in Nashville (2000 Super Bowl).   But the impact of sports goes WAY beyond just looking at the sports pages for a few minutes a week.

Here’s some other Sports Lessons you can use to Drive More Sales:

1.  Clipboard.   Never hit the Field without it!   As per Nancy Holguin, Regional Vice President with Arbonne International,   “A Clipboard helps me keep my calendar full.  It keeps me focused, and it helps people to see the intensity and purpose in which I can help them get what THEY want!”

2.  Passion.   Ever watch an Athlete walk on the court or field?   They are FIRED UP!  They are jumping, hi-5-ing, smiling, waving… taking in the cheers of the crowd.  Like an athlete you need to start every call or visit and be prepared to PLAY HARD and WIN!   Make a few “Key Plays”, and you’ll turn clients into raving fans.   Ralph Waldo Emerson said  “Nothing great was ever achieved without Enthusiasm!”  

3.  Get Back up.  I fell off my horses many times.  I showed competitively for about 16 years, and have broken bones & other “scars” to show for it.   My dad always said:  You gotta get up to get better!

A friend recently sent me this video.   We WILL fall.  We CAN rise!

Brad says:  Take the NO!   

Just like baseball, you won’t get a hit every time.   Don’t let NO defeat you – get ready to Swing again!   Baseball Hall of Famers have a 0.350 batting average (they miss 65% of the time!)

Do you have the mindset to hear “NO” 65% of the time?   You must have tenacity and courage – there’s plenty of great opportunities out there waiting for you to take a swing.

Kerry says:   REBOUND!  

In basketball, you’ve gotta be ready to rebound.  That ball can bounce in almost any direction.  Are you: ready? flexible? aggressive?  Do you have the skill to take control of the ball (or sales call) and generate the best opportunities for both you & your client?

When you hit the 3-pointer, what happens next?   Does everyone on your team (including you) know exactly what needs to happen after a client says “YES!”    

If you can’t answer that question confidently, perhaps your sales system needs a new Playbook.   The team at 3:17 Consulting Services can draft up a new Game Plan.   Athletes have played a sport all their lives and understand the importance of turning to a coach to decide on the next step.

For immediate help developing your Game-Winning Strategy & Skills,  call us at:  512-222-7317.

We’re 3:17 Consulting Services.  We’re here to help you EXCEED your sales goals.

What lessons have you learned from sports and applied to your sales or business?   Weigh in on the conversation on our Facebook page - and help motivate others too!

Most of the statements below are from the book  Barbaro: The Horse Who Captured America's Heart (click to get your copy today)

#3:  Look for Opportunity.

No one knew Barbaro would be a Kentucky Derby Winner, until he accomplished it with such grace.   His first training team, John & Jill Stephens, said Barbaro “learned faster than anyone else and he always looked for more“.     What opportunity are you looking for that would challenge and prepare you for your Next Big Win?   I heard once that when “Opportunity” knocks… it doesn’t go away, it just finds someone else who will answer.

#4:  Instill Confidence.

Trainer Michael Matz always knew Barbaro was destined for something grand.    ”I’m better when I don’t talk about him, when I just go and try to look for another one but I know there isn’t going to be another one, maybe ever, as good as he was. ” ( page 167)    The Stephens said “he did everything the right way” (page 21).   Jockey Edgar Prado said  he had never been so confident for such a big race in his life.  This horse made him feel invincible. (page 85)

Do your clients, management, supporters know that YOU are the best there is?   Will you always do “the right thing.”  Does your solution/service make them “Invincible” or significantly better?   Or are they out looking for another one?

No matter what business you’re in, instilling confidence is perhaps one of the biggest reasons that people will do business with you, and send you referrals too.  If you’re not confident in your self, product, industry, team  -  who will be?

#5:  Be STRONG.

“Even the best horses go through phases that they seem really dull… he’s been a very, very tough horse in terms of his attitude.”

EVERY Business Leader and Sales Professional goes through “phases”.  Close some big deals, dry spells, roller coasters, feast or famine.   There’s many “phrases” we use, but keeping your Mental Toughness will make a difference between a “dry spell” and a burn out.  There’s no reason why you can’t turn every “bump in the road” into a learning experience that will make you that much better.   Be STRONG!

#6:  Have  a  great team.   

 “The public fell in love with Barbaro.  They had good taste.  Horses come in all shapes, sizes, attitudes, and personalities.  It just so happens that Barbaro possessed the talent to reach stardom and the fortitude to overcome disaster while surrounded by a talented and dedicated group of caretakers who never gave up.  People love a hero – whether he beats death or dies trying.  Barbaro died trying.”   Sean Clancy

Rise up; this matter is in your hands.  We will support you, so take courage and do it.   Ezra 10:4  

If you need more help instilling confidence or being mentally strong through any of your business challenges, call the coaching team at 3:17 Consulting Services.   Most CEOs will tell you they are a success because of their team.  We have helped over 18,000 business professionals to sharpen their sales skills and stick to their business plan.   YOU are destined for great things!