All Excuses Are Equal

Over 10 years ago we were a couple weeks away from our first child being born. I was busy growing our business and Sarah was getting everything ready at home. I started the process of recruiting a new sales rep. We had a great discussion and he seemed like this could be a good fit. The next day Sarah went into labor early and our daughter was born. The whirlwind of our first baby took over. We were at the hospital making sure mother and baby were great. Then we brought her home and were trying to figure out what to do and how to do it. It took me more than a week to get back to the sales rep I was trying to recruit. I told him that we had a baby and I was sorry for the gap in our conversations and then he very honestly said,
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5 Powerfully Simple Presentation Tips

1. Get Rid of Pleasantries – There is no need to talk about the weather, how grateful you are to be there, to apologize, or reintroduce yourself. You only have a few seconds to grab their attention so start with a question or jump into your content. 2. Make it Conversational – Act like you are speaking to one person. Make it conversational. Ask questions. If it is a small group you might create dialogue, with a large audience ask questions and give a pause for people to think about the question. Keep them engaged in the conversation. 3. Tell Stories – People love stories. Stories inspire, stories motivate—stories evoke emotion in people that causes them to respond, to take action, to adopt your ideas, and buy your products. Robert McKee put it well when he said, “Storytelling is the most powerful way to put ideas into the world today.”
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Reverse Your Goals in 2016

As you set goals for 2016, try to reverse the process. Most people set goals in this order: Have – Do – Be. We usually think about what do I want to have? (A new car, more $, etc…) then what do I need to do to have it? Then what will I Be as a result? The answer is usually, then I’ll be happy. The problem is that things don’t make you happy and most things come as a result of who you are. So reverse the process & focus on becoming. Set goals in reverse: Be – Do – Have What do you want/need to become? What are the attributes you need to develop? In what areas do you want to improve? Then establish the steps you need to do to become. Then what will you have as a result. Jim Rohn taught that “For things to change
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Progressive Achievement Is Key To Confidence

In last week’s blog, I shared Six Strategies to build your confidence (click here). I’ve had many questions and conversations about confidence with readers this week and so I wanted to share another key to building your confidence – Progressive Achievement. All of us have succeeded at something before in our lives. Often, we don’t recognize it, but putting success under your belt will help you to believe that it’s possible in the future. If you’ve done it once, you can do it again. When my brother Scott was a freshman in high school, a friend convinced him to go out for the wrestling team. Scott had never wrestled before, and worse yet, he only weighed 92 pounds. The lowest weight class was 103 pounds, so he was giving up nearly 10% of his body weight every time he wrestled. His freshman year was a disaster. He would come home
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Six Ways To Build Your Confidence

Confidence is a valuable tool to have in leadership and in life, but is often not easy to cultivate. These strategies may be simple, but each will have a very positive effect on your self-confidence. You can incorporate them gradually, only use some of them, or adopt them all. As you do, you will find that your confidence will grow steadily, and with it your results will improve. Smile Have you ever tried to think negatively or act sad while smiling? You can’t. It is impossible! Smiling triggers and releases endorphins in the brain, which send a wave of happiness through your entire body. Barbara Johnson said, “A smile is the lighting system of the face and the heating system of the heart.” So, smile often. You will feel more confident and you will look better too. Make eye contact This may seem like such a small thing, but unconfident
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How Do You Develop Charisma?

Charisma “Charisma is a sparkle in people that money can’t buy. It’s an invisible energy with visible effects.” — Marianne Williamson Is Charisma something you are born with or something you can learn? I am asked this question by leaders and salespeople quite often and here is my answer. Over 10 years ago I met a man named Kenton Worthington. He’s one of the most successful young entrepreneurs I know. I remember coming home the day we were introduced and telling my wife I’d just met one of the most charismatic people I’d ever known. She said what does that mean? And I sat there trying to figure out what charismatic meant. Why would I describe him as charismatic? My first response was it’s his personality. I said, ‘You know what I mean, he’s got a charismatic personality.’ And she said, ‘No, I don’t know what that means. What makes
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Don’t Give Up On Your Dream – The Jeremy Lin Story

With the NBA Playoffs in full swing and some amazing buzzer beaters over the last week I was reminded of my favorite sports story of the last few years and wanted to share again an article I wrote three years ago. I love the sport of basketball and if you are a basketball fan like me you have probably been swept away by Linsanity! For those of you going “Huh?” – let me explain. Jeremy Lin who, at the time of my writing this has now started five games for the New York Knicks, has taken the basketball world by storm. His output has been amazing. The New York Knicks have won all five games. But Jeremy Lin’s story has inspired me and so many others to not give up on our dreams. Jeremy Lin didn’t receive a single scholarship offer to play basketball in college. Instead he walked on
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The Best in the World

  Do you remember what you wanted to be when you were a kid? Was it an astronaut, a baseball player, a fireman, chef, writer, actor, lawyer or a doctor? Regardless of what profession you chose, there is a common element to childhood dreams: Every child dreams of being “The Best in the World.” Think about it – you didn’t dream about being a casual, better than average basketball player. You dreamed about being in the NBA and winning a world championship. You didn’t dream about being a writer whose book never got published. You dreamed of writing the best-selling book of all time. Children dream big, and don’t see past their goal to envision all the work it will take to get there – they just dream. But somewhere between childhood and adulthood, we lose the “best in the world” part of our dreams and settle for the “that’s
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Perfect is Great – Done is Better

Last week I was coaching a friend who is launching a speaking business. She is great on stage, has a killer message and is ready to start to market herself in a big way. One essential marketing piece for speakers is a video. In November she had a speech recorded that went well, but there are a few little mistakes that bug her about the video. The question that followed was, “Do I put out a good video now and upgrade when I have better footage or do I wait?” My response is a favorite saying – Perfect is Great: Done is Better I believe one of the keys to success is to focus on progress not perfection and to constantly be in action. For my speaker friend – start to market yourself now and you will have more opportunities to get better footage. You will progress quickly and so
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Success Through Wrestling

When my brother Scott was a freshman in high school a friend convinced him to go out for the wrestling team. Scott had never wrestled before, and worse yet, he only weighed 92 pounds. The lowest weight class was 103 pounds, so he was giving up nearly 10% of his body weight every time he wrestled. His freshman year was a disaster. He would come home bruised and exhausted everyday after practice. It was painful to watch. Even more painful, though, was the fact that he lost every single match the entire year. My Mom hated it so much that she literally offered Scott $500 to quit wrestling, but he decided to persevere. During the summer he worked out, practiced technique, and had a growth spurt that he so desperately needed. During his sophomore season his confidence grew and he finished the season with a winning record. By the end
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