A Place of Possibility

A place of possibility is what we will explore today; the concept of looking at life from a place of possibility.   Sound abstract enough for you?  What I mean by that is there are a few ways we can look at something.  We can look at it from a place of what we know or don't know, or we can look at it from a place of possibility.  When we look at something from what we know or don't know we are limiting ourselves.  When we look at something from a place of possibility we are opening ourselves up to go well beyond our box of know or don't know.  Confusing enough for you?
 
Let's see if we can break it down to make it clearer.  Let's use these
blogs as an example.  I get rave reviews from some people about these techniques and how they are assisting them in their lives.  I also get people who ask to be removed from the mailings for one reason or another.  What's the difference in the two?  It can't be the blogs.  The difference is one person is reading them from a place of possibility, the other person is reading them from a different place.  I'm not sure where that place is, yet I know it's not from a place of possibility.  It may be from a place of: "No time.  I know this stuff.  This stuff doesn't work.  I tried that before and it didn't work." etc.  Not that one place is right and one place is wrong.  It's that one place works for us and one place doesn't.  
 
When we open our mind to possibility all things become possible.  When we are in all things are possible we then seem to find evidence to be right about the possibility of our life.  We get creative.  We get energetic.  We get self assured.  We get motivated, and we get results.  When we come from a place of I know or I don't know, we close down so many possibilities.  What we want to be open to is "What we don't know we don't know."  By looking at everything from a place of possibility we can learn those things we don't know we don't know.
 
How can we view life from a Place of Possibility?  By asking ourselves the
questions in all situations:  "What's possible out of this situation?  What can I learn from this?  How can I generate the most productivity out of this situation?  How can I grow from this situation?"  etc.  Rather than looking at it as a no win situation or from a place of I know or I don't know. 

As I teach my Coaching clients,  let's say you're going to make a phone call to a perspective client or customer to make an appointment or to get them to buy something.  There are a couple of ways you could approach the call.  From a place of possibility as to you creating the appointment or sale.  Such as: "I don't know what it will look like, but this will be a successful call."  Or from a place of doubt or no possibility as to you making the appointment or sale. Such as:  "I might get rejected."   Either way you choose to approach the call you will be RIGHT!  By coming from a place of possibility you are opening your Universe (Everything outside of you) to serve you up your intended outcome.  From coming from doubt or no possibility, you are closing down your Universe to serve you up what you want.  Therefore it is imperative for you to come from a place of possibility even if you have no evidence to support why you should.
 
In this world everything is possible if it's been done once, and even if it
hasn't been done yet.  Such as landing a man on the moon.  Running a mile in less than four minutes, etc.  You need to operate from a place of possibility in ALL areas of your life.  Then live into that conversation with your actions to create the manifestation of your possibility conversation.  Open your mind to what's possible.  Then go out and prove yourself RIGHT.
 
 
 

Confidence

Confidence and Certainty is what we will explore today. Let's put a definition to the word Confidence.  Confidence is a knowing that you are capable and have the ability to handle a particular situation, or create a goal you've declared.  Certainty is a sureness that you are capable and able to handle the situations that arise in life.  Certainty is not ego or pride.  It is a knowingness regarding your power and ability to accomplish. 
 
What is the opposite of Certainty?  Doubt.  Doubt in your abilities.  Doubt
that the outcome will be what you desire.  When Certainty goes away doubt comes in.  A good way to check in with yourself regarding where you are operating from is to check your results. If you don't have the results you want most likely doubt has crept in, and if you are attaining your goals certainty is probably present.  Not that you are attaining your goals and certainty occurs; it is that you are coming from certainty and then creating your goals.
 
Doubt and Confidence are ways of BEING, not something to do. A way of
being is the conversation or declaration you are coming from.  Your way of being is much more important than what you are doing.  That's why we're called Human Beings and not Human Doings.
 
Doubt is a way of being just as Certainty is a way of being.  Coming from
Certainty increases your confidence, which in turn increases your attitude,
which in turn increases your actions and your effectiveness, which in turn
increases your results.  Make sense?  Coming from doubt reduces your
confidence, which in turn reduces your attitude, which in turn reduces your
actions and effectiveness, which in turn reduces your results.
 
All that being said, doesn't it make sense for you to "Come From" certainty
in ALL areas of your life?  Even if consciously you don't believe it at 100%.  You still can come from certainty. 
 
How do you do that?  How do you convince yourself to come from certainty?
First off you need to declare it to yourself.  In your speaking and especially in your thoughts.  Whenever a doubt conversation or thought
starts to creep in you need to change it to a Certainty conversation.  In all situations you need to DECLARE:  "I don't know what it will look like but I'll........  The.......... being whatever you want to manifest.
 
Secondly, you need to surround yourself with people who believe in you and  champion you rather than the nay-sayers or people who continuously put you or your dreams down.  You need to focus on the positives of life rather than the negatives of life. (What you look for you will FIND)
 
Most importantly, you need to stay in EFFECTIVE ACTIONS toward your goals, along with declaring EFFECTIVE    CONVERSATIONS about the attainment of your goals.  Continuously making yourself believe it even before you see it. Confidence needs to be fed.
 
You've probably lived long enough to know that life goes up and down.  Sometimes things turn out the way you want them to and sometimes they don't.  That life goes up and down is a given and we can't change that.  What we can change is our conversation or way of Being.  It can remain constant.  We can continuously COME FROM Certainty and Confidence.  We are in charge of our conversations (thoughts).  So we are in charge of our Way of Being.  Staying conscious to a conversation of Certainty is a way to keep Confidence present.  Continuously speak to yourself in Certainty conversations, statements, and thoughts.  Continuously look for the good in your life and in every situation.  Continuously take effective actions toward your goals.  Continuously enjoy the process called Life.  Expect Miracles to occur in your life and Miracles will occur.  Definition of Miracles:  Something that wasn't going to happen ordinarily.  You DESERVE the BEST, now go and CREATE it!
 
PS  If you or someone you know is in Sales or a Business Owner and would like to increase their productivity and be more effective in their time management give our office a call for a FREE consultation to learn about Power Technology's    PROVEN method of increase and effectiveness.

Goals

Goals are what we are going to talk about today.  Here we are the beginning of the year 2012, so today let's explore declaring our goals and the art of attaining our goals.  In my Success Coaching practice I teach the definition of Goal as: Something we want to be, do, or have that is a stretch for us yet is attainable.  It is declaring not only what the goal is, it is also declaring when we will attain our goal.  A goal can be in any area of our life.  It can be Spiritual, Financial, Health/Fitness, Career Oriented, Educational, Family, Recreational, Community Involvement, etc.  It can be something you want to buy: A home, a car, a boat, etc.  It can be something you want to do:  Get a raise or promotion at work, enroll in college, get a specific license.  It can be something you want to be:  A certain weight or waist size, debt free, be a coach for your child's baseball team, etc.  It can be a certain amount of money you want to earn or a job change, etc.

 PLAN TO WIN

The first thing we need to do when creating our goals is to list the
different areas of our life that we want to improve and by when we will
attain the goal in 2012.  If it is a long term goal we need to list what we
will accomplish toward that goal in 2012.  Then, for each goal we NEED to
list the actions it is going to take to attain the goals.  The actions need
to be specific actions it will take to attain the goals.  Not the actions we
want to take, the actions it will take to attain the goals.  If we only do
what we want to do or "feel" like doing, we probably won't attain our goals, or we will declare very small goals so we don't have to get uncomfortable to attain them.  In order to grow we need to get uncomfortable.  Comfortable will keep you where you are.  Uncomfortable will take you to a higher level.  Practice being comfortable being uncomfortable.

SCHEDULE EVERYTHING 

Once you've declared your goals, by when, and the action steps it will take, you NEED to schedule the action steps in your planner.  Again, if you're not using a planner you need to start in 2012.  There are too many things that can be dropped out if you're not planning them.  If you say you're going to work out three times per week, schedule the days and times you will do it.  If you're in sales and you declare you are going to prospect two hours per day, schedule the times you will prospect.  If you are committed to writing a book, schedule the day and times you will work on the book.  Whatever you declare in whatever area of your life you declare it, schedule it in your planner.  This way all you have to do is open your planner each evening and you have your game plan for the next day on how you will  attain your goals.
 

JUST START

As long as you commit 100% to take the actions it will take to create your
goal and take the actions, you will create your goal.  By consistently
taking the actions it will become a habit for you and at one point, even though in the beginning it was uncomfortable for you to take the actions, it will become uncomfortable for you not to take the actions.  When you practice the actions for thirty days straight it will become habit, and you will be moving with velocity toward your goals.  Your life at that point will occur much easier because of how you are operating and how you are keeping your word to yourself to do what you said you would do.

ONE YEAR FROM NOW 

Put this plan into action immediately and when you get to January 2013 watch what you will have accomplished toward your goals.  2013 is going to get here anyway, so we might as well have what we want when it gets here.
 
Declare your goals.  BELIEVE you will achieve them.  Take the actions consistent with achieving them and they WILL occur for you.  The only way you can fail is if you quit.  Keep taking effective actions consistent with your goals and you will attain your goals. You deserve it, now go get it!
 

Play to Win

Play to Win is the concept we will explore today.  How can we play to win?  To play to win is to have a goal, a desire, or a commitment and going for it at 100% intention to be, do, or have it.  Life is exciting when you play to win.  Goals are realized consistently when you play to win.

                                      PLAYING NOT TO LOSE 

What is another way to play the "game" of life?  Playing "Not to Lose."  What is playing not to lose.  Playing not to lose is having a goal, dream, or desire and not taking the actions to attain it because of what you might lose by doing what you know needs to be done.  You might get rejected.  You might fail.  You might look bad.  It might be hard,  etc.  You PERCEIVE those things are too much to lose so you don't go for it, or you go for it at less than 100% intention to attain your goal, dream, or desire.  When you play to win you will move you in the direction of what you want.  Playing not to lose will move you in the opposite direction from what you want,or keep you where you are.  So from a logical standpoint playing to win would be the way to play life and the way to manifest your goals, dreams, and desires on a consistent basis.  Make sense?

CHOICE

How could we practice playing to win consistently?  The best and simplest
way I know, and what I teach in my Success Coaching practice is when you are faced with a choice of what to do and one choice seems hard to do and one choice seems easier to do, choose the perceived harder choice.  What will be on the other side of that choice will be growth, greater results, realization of your goals, and movement forward.  What will be on the other side of your easier choice will most likely be more of the same as what you currently have.  For example:  Let's say you have a phone call to make that you PERCEIVE to be hard or risky.  You also have some paperwork to do which you PERCEIVE to be easier and not as risky.  Take the harder choice and make the phone call first.  How do you know to make the phone call first?  It occurs harder for you to do.  Make sense?
 
Another interesting thing occurs out of this system.  When you take the harder choices your life gets easier, and when you take the easier choice your life gets harder.  Playing to win has you take the PERCEIVED harder choices on a more consistent basis, which gives you greater results on a more consistent basis, thus having you attain your goals on a more consistent basis, which has your life be easier.
 

PRACTICE

How do you get good at taking the PERCEIVED harder choices?  How do you get good at anything?  You practice what you want to get good at, and what you want to get good at are the habits that have you create your goals,dreams, and desires.
 
"But I don't "feel" like taking the harder choices", you say.  Thank you for sharing that with me, and if how you feel means anything regarding you attaining your goals, we'd be interested in your feelings and we'd put a lot of credence to your feelings.  As it stands now, probably your feelings get in the way of you attaining your goals.  For example:  When the alarm goes off in the morning and wakes you up, do you feel like getting right out of bed?  Probably not.  You need to do the harder thing and get out of bed.  When you have prospecting calls to make, do you feel like making them?  Probably not.  Do the harder thing and make them anyhow. When you are about to exercise, do you feel like exercising.  Probably not.  Exercise anyhow.  When you're in a choosing place, hard or easy, do you feel like taking the harder choice?  Probably not.   Take the harder choice anyway.  That is how to practice choosing from a place that will give you greater results.  Rather than choosing from a place that is easier or you "feel" like doing.  Make sense?
 
Life is a GAME!  The purpose of the game is to WIN and to have FUN!  The way to win at life is to PLAY TO WIN and to declare that's where fun is; in the playing to win process.  Play life to WIN and it will show up as FUN.  Play life not to lose and it will show up as DRUDGERY.  Your choice, choose to PLAY TO WIN!

Definitions

Definitions are the concept we're going to explore today.  Specifically the definitions we place on certain words and activities. For example: Let's look at the word Confrontation.  What is your definition (meaning) of the word Confrontation?  Is confrontation for you a negative meaning or a positive meaning?  Does it Empower you to act or Dis-empower you to act?  For some the definition of Confrontation means conflict, or war, or argument.  With that definition they are not willing to talk to another about their needs and wants because they have it wired that when they do "confront" the other, there will be problems.  So they avoid saying what's so for them because of their fear of what they made confrontation mean. Make sense?
 
                                                          NO

The same could be said for the word "no".  If you are in sales and you have the definition of "no" equals rejection; meaning that if you ask someone to buy or make an appointment and they say no, you were rejected.  By your definition of no meaning rejection you will be hesitant about asking for appointments or for asking people to buy.  You might ask some, but you won't ask as many as you need to be successful at what you're selling.  Because of the definition no equals rejection, you will avoid asking because you want to avoid rejection.

                                                         EXERCISE 

The same goes for exercise.  If your definition is:  Exercise is hard. I don't have the time to do it.  It won't work for me. It will take too long to get in shape, or any other dis-empowering definition, you will avoid exercising.  If you avoid exercising you won't get the physical results you want for your body.  Even though you want to have the results, your definitions won't allow you to follow through on your actions consistently.  Make sense?
 
The definitions we put to words and deeds are our meanings to those words or deeds.  Once we create our definition, that's what it means to us and we operate from that meaning as our truth.  If the definition works for us or not, doesn't matter to us.  Once it's our definition we operate as if its true and we collect evidence to be right about that truth.  
 

                                    IS IT WORKING FOR YOU

What do I mean if it works for us or not?  If it helps us to get what we
want it works for us.  If it gets in the way of what we want it doesn't work
for us.  For example, let's use the definition no means rejection.  How many people do you know that get up in the morning with an attitude of "I can't  wait to get rejected today?" Not many I would say.  Yet, if their definition of no means rejection and they don't want to be rejected, they will avoid doing what could cause them to be rejected.  They would not make prospecting calls, or do any other activities that they perceive could result in rejection. They would do what they believe would avoid being rejected.  

How can they change that debilitating practice?  By redefining the word no to a definition or "meaning" that empowers them rather than dis-empowers them.  Their new definition of no could be:  "The prospect doesn't yet see the value of what I'm asking them to do.  I need to do more work to assist them in seeing the value.  I have something to offer them of value and I need to have them see that value," etc. By redefining what you have no mean will empower you to keep asking the person to take action,  rather than have you be afraid of asking the person to take action because of what you made no mean. 

                                        WE MAKE THEM UP

We make up the definitions anyway, so we need to make them up so they
continuously empower us to act.  Redefine your words and actions so that they continuously move you toward what you want to accomplish.  If your definitions are not lining up with what you need to do, redefine your definitions so that they do line up with what you need to do to be successful. 

This is true in every area of your life. Your career, health/fitness, spiritual, family,community,etc. Practice the habit of having your definitions empower you to action and your  actions will result in the successes you desire.
 

Commitment

Commitment is the subject we will be covering today.  We are creating these topics from the offices of Power Technology, a Coaching Company, established in 1992.  The purpose of these writings are to give you insights that will increase your productivity and enhance your life.  Read these
techniques from a place of possibility as to what you want to create in your
life, and then go out and practice  them in your life. 
 
Today we're going to focus on Commitment and how to live into your commitments.  Let's define commitment.  By the way, most of the definitions we give won't be found in Webster's Dictionary, they are what we've discovered these words mean.  Commitment is a DECLARATION of INTENTION.  It could be what you will do, who you will be, or what you will have.  Commitment is being or doing what you said you'd be or do, even after the high of having said it has worn off.  An example could be exercise.  Perhaps you've committed to exercise at 6:00 AM and the alarm goes off at 6:00 AM for you to get up to exercise,(for you to keep your commitment).  You may not be as excited to exercise at 6:00 AM as you were when you made  the commitment.  How you "feel" about the commitment at the time you are to take action on your commitment has NO bearing on whether you take the actions toward your commitment.  What has the bearing on your taking the action is the commitment itself.  Your commitment needs to call you forward to take the actions, not how you "feel" about taking the actions.
 

                    FEELINGS

Your feelings have no power unless you give them power.  If we operate from our feelings rather than our commitments, our lives and our actions will be erratic.  Sometimes you'd feel like doing something you said you'd do and sometimes you wouldn't.  When we operate from our commitments and we're willing to declare our commitments, our lives and actions will be more stable and we will grow at a much faster rate of speed.
 
                                                                              DO IT

To break it down to it's most simplest terms:  "If you said it, do it."  If you said you'd call at a certain time, do it.  If you said you'd exercise, do it.  If you said you'd be married forever, do it.  If you said you'd eat healthy, do it.  If you said you would make prospecting calls, do it.  Whatever you said you'd do, when the times comes to do it, do it.  Even if you don't "feel" like doing it.  Especially if you don't "feel" like doing it.
 
By your operating from your commitments, your life will occur more easy and with less effort.  Even though it will seem easier not to do what you said you would do, when you don't keep your commitments your life will be harder.  When you do take actions on your commitments your life will be easier, and you will get MORE of what you want.    You DESERVE to have what you want!  Now go do what it will take to have what you want, and ENJOY the process!

The Power of Faith

The Power of Faith is our discussion for the day.  Don't get worried, we're not going to talk about Religion.  We're going to talk about Faith, which is a method to bring about a Power that is within you that will assist you in accomplishing whatever goal you might have.  Definition of Goal:  Something you want to be, do, or have that has a timeline on it, is attainable, yet a stretch. 
 
What is Faith?  Faith is believing within yourself, that which is not yet seen in your physical world.  It is knowing the outcome before the outcome exists.  It is a knowing that creates certainty within yourself that the outcome you desire will come to pass.  Whether you know it or not you are always operating in Faith.  You are always believing something.  You are believing what you want will come to fruition or you are believing what you want won't be a reality.  What we are going to work on today is practicing Faith toward what you want in life rather than what you don't want in life.
 
                                                  SURRENDER

In order to insure that the power of faith will work for you, you need to surrender to the belief that Faith is POWERFUL and will assist you in manifesting your goals.  You need to hold the power of faith as a possibility and surrender to the Miracles your Faith can manifest for you and others.  Surrender doesn't mean give up, it means to accept the possibility for what will be available for you by what Faith can accomplish in your life.
 
Faith, like anything else, is a declaration.  A declaration to yourself that you believe that what you want has already occurred, even though you can't see it yet.  It is operating from certainty that your goal is accomplished and all you have to do is take the actions to complete the process of the manifestation of your goal.  "Faith without action is dead."
 
                                                                 MIRACLES

You can believe in Miracles and you will see Miracles in your life.  You can believe there are no Miracles and you won't see Miracles in your life.  Whatever you believe, you will achieve, Miracles or no Miracles.  If that's so, and I want you to hold that it is, you need to declare continuously to yourself that you are accomplishing Miracles in your life.  Whether consciously you believe that or not doesn't matter right now, you still need to keep declaring it to yourself.  The evidence you create will assist you in believing it.
 
There are five senses we Human Beings operate in; sight, taste, touch, smell, hear.  Where Faith lies is outside our five senses.  We can't taste it, we can't touch it, we can't see it but it's there.  It's a POWER within us and outside us that has the other senses pale in comparison to it.  Through the power of faith we bring forth from the Universe that which we are believing for.  Therefore we need to believe for the things we want in our lives and not for the things we don't want.  Whatever we believe we will achieve.
 
                                                BELIEVING

How can we believe?  By continuously declaring to ourselves the belief we want to manifest.  If we want to make a certain amount of money we need to believe (declare) that we have it already.  If we want to weigh a certain weight we need to believe (declare) we weigh it now.  If we want a certain relationship we need to believe (declare) it as if it has already occurred, etc. etc.  These are called POSITIVE affirmations.
 
Some of our beliefs are counter-productive to what we want.  Believing we're not good enough, don't deserve it, not worthy, or any other such belief takes us away from the manifestation of our goals.  In my Success Coaching practice I teach that our subconscious mind doesn't know the difference between our positive affirmations or our negative affirmations.  We need to believe (declare) that we're more than enough, deserve all the goals we want, worthy of accomplishing Miracles.  As we keep having Faith in those statements, along with taking MASSIVE actions toward our goals, we will manifest the Miracles that are available to us in the world.  It all starts with your Faith and Belief (declarations) that it's so for you. That's the power of faith, KEEP YOUR FAITH!

The Common Denominator of Success

The Common Denominator of Success was  the title of a speech given many years ago, and became very popular, especially in sales organizations.  The Common Denominator of Success had a lot of great points to the speech, yet the most important aspect of the speech was a line that rings so true regarding success.  What was said was: "Successful people do what unsuccessful people don't like to do."  That to me is the difference between a successful person and an unsuccessful person.  Not that the successful person likes to do what an unsuccessful person doesn't like to do.  It's that the successful person does what has to be done to be successful whether they like doing it or not.  Whereas an unsuccessful person may not do what they don't like to do, even though it means the difference between success and not being successful.

FEELINGS 

The Common Denominator of Success didn't touch on why someone would not do something that would have them be successful.   I believe it's because of their "Feelings."  Feelings like:  Fear, worry, nervousness, anxiety, laziness, etc.  These feelings and many others like them, that get in the way of successful actions, sometimes can run us and have us not do what would make us successful.
 
                                                           WHAT STOPS US

Have you ever made a commitment to do something, maybe even written it down, and then not done it?  What stopped you from doing it?  You said you would do it.  You wanted to do it.  You knew it needed to be done.  Yet, you didn't do it.  Maybe some prospecting calls.  Maybe working out.  Maybe eating healthier.  Maybe cleaning out the closets, or organizing the office.  Maybe any number of things you said you were going to do, yet didn't do.  What stopped you from doing it?  Some may say procrastination stopped you.  What you did was procrastinate, yet procrastination is not a feeling. Procrastination is the outcome of a feeling.  For example:  If you have the feeling of fear that you might fail or look bad you will then procrastinate (put off) doing what you said you would do.  Procrastination isn't the reason you didn't do it.  The feeling, fear is the reason you procrastinated.  Make sense?
 
                                                                                        FEAR

The Common Denominator of Success tells us how to be successful yet we seem to put a lot of stock into our "feelings", almost to the point of them running our lives.  Especially the feeling of fear.  Fear is probably the main "feeling" for our not doing what we know we need to do to succeed at whatever goal we want to achieve.  Fear, like any feeling occurs real for us.  It's not real, yet it occurs real, and because it occurs real we then create the sensation of fear as real.  Make sense?  Again to break down the word fear:  False Evidence Appearing Real. The evidence being the sensation within us.
 
In order for us to be successful we have to realize two things.  First, that because being successful is outside our comfort zone, and the actions to being successful are outside our comfort zone, we are going to experience fear in order to be successful.  Second, we need to step through our fear and take the actions that will have us be successful.  No Fear No Stretch, No Stretch No Gain!
 
How do we press though our fear and do the things that will make us successful?  By focusing on the RESULT we want to achieve, and not the fear of what might or might not happen.  Where we put our focus and energy on will dictate what we will create.
 
A tool that I teach in my Business Coaching practice that will help you do that is the statement: "I don't know what it will look like, but I'll ..............  The .............. is the action or the result you are intending.  By focusing on what you want, rather than what it may look like to get it, will have your intentions and your energy be on the MOST important aspect, your goal.  Use this statement whenever you are experiencing fear about achieving something or doing something that will help you achieve your goal.  100% intend to be successful.  Take the actions that will have you be successful, and your success is a SURE THING!
 
 

As A Man Thinketh

As A Man Thinketh comes from the Bible phrase:  "As a man thinketh in their heart, so are they also."  There was also a book written many years ago called: "As A Man Thinketh".  I can't stress enough the importance of those words.  This is a topic that will literally change your life when you understand and use it in the way that it can assist you in having what you want in your life.  
 
As a man thinketh means that you and your thinking and  your speaking control the outcome of your life.  Your destiny is in your words and thoughts.  Today we're going to learn "how to" create your future the way you want it to be.  By the way, your future can be one minute from now or years from now.  You have the POWER to manifest it according to your thoughts and words, and then by the actions you take.

The Subconscious Mind 

Each thought and word you CREATE is taken into your Subconscious Mind as aTRUTH.  It doesn't know the difference between a lie and the truth. (Refer to my book, How to be a Human Being, The Manual, Chapter 3, The Subconscious Mind.)  Because it accepts EVERYTHING as a TRUTH, it now has you work toward manifesting what you told it.  Your Subconscious Mind is your most powerful asset when you use it right.  When it is used wrong it could be your most powerful detriment to your getting what you want.  As a man thinketh you, are in control of what you put into your subconscious mind moment by moment.
 

Childhood

Today we're going to learn how to make it work for us rather than against us.  Left to it's own it will probably work against you.  Why is that?  I'll give you the reason I believe that's so.  I believe that the majority of we Human Beings come out of childhood with so many more negative beliefs than positive beliefs.  Especially beliefs about ourselves and what we are capable of.  Because of that we are "thrown to" negative thoughts and internal conversations.  Thoughts like:  "It's going to be hard, I can't,  I'm not enough, I'm afraid, I don't deserve it, It won't work, I might fail."  etc.  Remember, the theme of this technique is "As a man thinketh in their heart, so are they also."  So, if you're thinking all those negative thoughts you will create negative outcomes in your life.  Whether we like it or not, that's the way it is.  LIKE ATTRACTS LIKE! Therefore if you want a life with positive results you NEED to have thoughts and internal and external conversations that are also positive.
 
Because we are "thrown to" negative thoughts and conversations, the implementation of positive thoughts and conversations NEED to be done consciously and continuously.  Just like you want positive results continuously, you need to speak and think positive continuously,  "Like ATTRACTS Like."

Positive Affirmations 

How do you do that?  By affirming what you want by your words and your thoughts, rather than what you have.  Meaning, you have the POWER through your thoughts, words, and actions to manifest what you want in your life, and yet a lot of times you may be speaking and thinking what you have;  Negative or Lack.  By speaking and thinking negative or lack you will CREATE more negative or lack.  By thinking and speaking, with FEELING, and taking actions toward positive, you will create positive results in your life.  Make sense?
 
Don't think and speak about what you have, especially the negative.  Think and speak about what you want, the positive results, and speak it "as if" you already have it.  Use positive affirmations to cement what you want into your Subconscious Mind.  Affirmations like:  "I am Healthy.  I am Joyful.  Money flows to me freely.  My life is easy and effortless.  I deserve all
good things.  I believe in Miracle and Miracles occur for me," etc.  These affirmations are "calling those things that are not "AS IF" they were."  Or as Zig Zigler said: "Telling the Truth in Advance."
 
Tell yourself positive empowering statements and conversations.  Take consistent effective actions toward what you are declaring and you will have what you want.  Use these techniques to not only enhance your life, use them to enhance other's lives.  The Planet will be better because of you! 

Seed, Time and Harvest

Seed, Time, and Harvest is the concept we will explore together.  As we've explored in the past, Seed, Time and Harvest is another "Law of the Universe."   As with all "Laws of the Universe" we need to operate inside the Laws to be effective in our lives.  In order to operate inside the Law we first need to understand the Law.  Today you will get an understanding of Seed, Time, and Harvest just as I teach it in my Success Coaching practice.

 
The process of Seed, Time, and Harvest is actually a three step process.  The first part of the process is seed.  Seed is the effective action that will directly coincide with your intended goal, or the harvest you want to create.  For example, if you want to get in shape or reduce your weight, the seed or effective action would be exercise and proper eating habits.  If you're in sales or a business owner who wants to increase business, your seed would be prospecting or marketing.  If you're in a marriage or relationship and you want to continuously improve your relationship, (And you should.  You're either moving forward or you're going backwards, there's no hover) the seed would be the actions you take to improve the relationship, etc.

Regarding seeding;  To the extent you want results the proportionate amount of seeding must take place.  For example:  If you were wanting to harvest one hundred tomato plants, you would need to plant the equivalent number of seeds to harvest one hundred plants.  You couldn't plant ten seeds and expect a one hundred plant harvest.  It comes back to Law of Sowing and Reaping.  To the extent you sow you shall reap.  Like it or not, that's the
way it is.  Therefore, whatever you want to attain as a goal, you need to seed the equivalent actions to manifest that goal.  By the way you usually need to over-seed because of fallout and unforeseen events on your way to your harvest.
 

Time

The next element of Seed, Time, and Harvest is time.  This is the part where we sometimes let the Law break down.  When we seed we sometimes want to see immediate results, and if we don't see immediate results, we sometimes stop the process of seeding, which will stop the process of your harvest.  Time will occur after your seeding.  Sometimes more time, sometimes less time, but time will occur.  Let go back to the example of exercise and eating healthy.  When you first start exercising and eating right you will not see immediate results.  Time needs to take place as you continuously exercise and eat right.  If you stop the exercise and healthy eating (seeding) you won't reap your harvest, better shape, weight loss, or whatever your goal was.  Yet, when you keep exercising and eating right, (seeding) even though you haven't seen immediate results, you will reap your harvest (your initial goal).  Then as you keep up the seeding (actions) the time begins to catch up to the seeding and you have continuous results (harvest), and it will continue as long as you keep seeding (actions).  Make sense?

Sales

 The same goes if you are in sales or a business owner.  You need to seed (prospect, market) on a continuous basis, even though it takes time to realize your harvest.  If you stop seeding because time has gone by and you haven't realized your harvest, you won't realize your harvest on a continuous basis.  You need to keep seeding continuously to receive your harvest continuously.  Then you need to keep the seeding going even after the harvest has come in.  Then time will  catch up to the seeding and harvesting (attaining your goals) will be continuous.  
 

Attainment of your goals

Another Law of the Universe is, that Seed, Time, and Harvest is a process that needs to be put into each of your goals and it needs to be implemented for your lifetime in each area of your life that you deem as important.  If you want continuous consistent results, you need to practice Seed, Time, and Harvest continuously and consistently.  Do that and the abundance you manifest will be an automatic.  Your harvest will as consistent and continuous as your seeding.  That's the LAW.  Use it to assist you in ALL your goals, and your life will be as EASY and ABUNDANT as you were created to have it be!

Procrastination

Procrastination is one of the main reasons we don't accomplish a lot of our income goals.  As a Successs Coach for over 20 years I've found that the most common negative trait of Human Being is procrastination. Putting things off you said you would do, or not doing the things that need to be done. If it's not the most common, it's right up there at the top of the list of our most common negative traits. Why would I call it a negative trait? Because it gets in the way of our accomplishing our goals, and anything that gets in the way of our goals is considered negative, because it doesn't work for us to get what we want when we want it. Anything that assists us in accomplishing our goals will be considered positive. So a Positive trait would be us doing what we said we would do when we said we would do it, so that we would be doing what would allow us to accomplish our goals.

Fear

Procrastination usually occurs because we experience some kind of Fear regarding what we are putting off. Perhaps a Fear of not being able to accomplish what we said we would accomplish. Or a fear of the work that will be needed to accomplish what we need to accomplish. Maybe it's a fear that we're not good enough to do what needs to be done.

Your Attention

Whatever the Fear will create procrastination. Therefore an effective way to eliminate procrastination is to eliminate or at least minimize your fears. How do you do that? By putting your attention not on the fear but on the FIRST action step it will take to accomplish your goal or task. What we focus on grows. If we focus on our fears they will grow. With our thoughts continuously on our fears, our fears will magnetize and hinder us from taking the actions we need to take to accomplish what we want to accomplish. What we need to focus on is the FIRST action step needed to start the process of completing our goal. Remember, "What stops most people is the START"! Usually when we start something we will follow it through to completion, or get a good part of it done before we stop. The procrastination comes in our not starting to do what needs to be done. 

Take Action

What task or goal have you been practicing the art of procrastination? Is it an exercise and healthy eating program? Is it a career or job change? Is it an educational enhancement? Is it something to do that will increase your income? Is it something that needs to be done around the house? Is it something you want to do for another? Whatever it is, it's time to accomplish it. In order to do that, you first need to commit to doing it. Then you need to determine the actions you need to take and SCHEDULE the time to take the actions. As a Life Coach I've found that the most important part of the equation is when the allotted time is at hand to take the actions, you NEED to START to take the actions. Put your focus on the actions and not on the Fear of how it may or may not turn out. "What you focus on GROWS!" 

Sowing and Reaping

I teach my clients that they don't need to concern themselves with the ultimate outcome.  The ultimate outcome will be realized automatically by the EFFECTIVE ACTIONS they take in the present moment.  Put ALL your energy and focus on the action steps and you will find that your actions will bring about the reciprocal results.  To the extent you sow (act) you will reap (create.) 

Practice

Do those things that you "perceive to be the hardest first and you will be breezing through those things that need to be done to make your life easier.  Practice doing what you said you will do when you said you would do it, even though you'd like to practice procrastination, and you will find that your attitude and your energy level will increase, thereby having you in a better frame of mind to create your goals.

It works!  Put it into your daily habits and watch ALL that you will create.  You were born a CREATOR, "just start" creating!

The Fear Of Failure

The Fear of Failure is a Fear that seems to be prevalent in the majority of Human Beings.  In my Business Coaching practice I've seen that the fear of failure is probably the biggest factor in our not being willing to step out and take risks on a continuous basis that would have us have the things we want in life. If we're not taking major actions we won't create major results.  The fear of failure could stop us from taking major actions.

OUR DREAMS

As a Life Coach for almost 20 years I have seen that the fear of failure has us conjure up so many horrible thoughts about what can happen if we fail, that we don't risk, or we risk sparingly. The fear of failure has us procrastinate about doing something we fear because of what we "make up" about what the outcome might be. It seems the majority of we human beings make up negative things about our future or the outcomes of our actions.The problem with that is when we don't risk or risk sparingly we won't realize the abundance of rewards that are out in the world for us to have. If we stay stuck in our fear of failure we will stop dreaming of the kind of life we would like to have and live a life that isn't really what we want but have settled for.  With BIG dreams have to come BIG actions. We won't take big actions if we're afraid of failing, we will play a smaller game than it will take for us to realize our big dreams. Make sense? Well, it doesn't make sense but that's what we sometimes do.  The purpose of this writing is to have it be different for you in your future.  The future is predicated by the actions we take in the present moment.

FEAR

Fear is a very powerful "feeling."  Once we determine we need to fear something our mind takes over and we visualize all the terrible things that could happen that coincide with our fear. Even though the fear is a fear of a future event, the mind takes on the fear and creates all the sensations, in your mind and in your emotions that you "made up" that could happen and manifests them in the present moment.  Thereby making that fear "real" in your mind. Even though at first you "made up" the fear of some future event, you now have brought it present to you, and in your mind it is real with all the sensations as if it is actually occuring.

That's how POWERFUL our subconscious mind is. It believes ALL that we tell it. When we experience all the sensations of our fear in the moment, it stops us from taking actions in the moment, thereby limiting what our future results will be. Our future results are determined by our present actions. Little actions, little results. Big actions, big results. "Like will attract like."

COMFORT ZONE

How can we eliminate the fear of failure?  We can't. Whenever you are going to step out of your "comfort zone" and take on new actions to realize your goals, dreams and desires fear is going to rear it's ugly head. That's just the way it is, whether we like it or not. Fear is a part of Human Being. Fear has protected the species of Human Being. Whenever a prehistoric human was confronted by something that would threaten his existence, fear would have him take flight thereby preserving the species. That type of fear works for us because we can make the choice to run and stay alive. Unfortunately we incorporate those same "feelings" of fear to the things we need to do to have the kind of life we want. We seem to "feel" that our very existence is at stake if we make a prospecting call with the possibility of the person saying no. Or, if we approach an attractive person to see if a relationship can be started and they might say no. Or, any number of actions that we need to take in order to realize our goals, dreams, and aspirations.
             FEEL THE FEAR, DO IT ANYHOW

How do you go beyond your fears and "do it" anyhow, especially in your Goal Setting and implementation, especially when we experience the fear of failure?  By first acknowledging that the fear is there and probably always will be there when you are going to play your life to "win". Second, to put your energy on what you want to create rather than putting your energy on the fear of what might happen when you risk. "What we put our energy on will grow."  Then, by taking the first action step necessary to start us on the path to realizing our goal. "What stops most people is the START!" Then take the second step, and then the third, and so on. Before you know it your desires and your actions will be stronger than your fears.

The fear of failure can stop you if you allow it to, or you can move through it and have your goal drive you rather than your fear stop you.  It's YOUR choice, choose ACTION!

Set Yourself Up To Win

Set Yourself up To Win.  What does that mean?   When you set yourself up to win you put things in place that assist you to "win" at attaining your goals. As an example, let's say you're a runner and you were going to run a race. You would have the proper shoes and equipment. You would have practiced and gotten enough rest the night before the race. You would have gotten the proper nutrition, etc.  That would be setting yourself up to win. Let's say though that you were going to run a race and you didn't have the proper shoes or equipment. You didn't practice for the race as much as you should have. You didn't get enough rest or nutrition prior to the race, etc. Would you have set yourself up to win?  No, of course not.

GOALS

It's the same with ALL your goals. You NEED to set yourself up to win prior to taking action on your goals. For example, let's say you've committed to exercising tomorrow morning. (You might notice that I use the example of exercise a lot. One reason for that is because it seems that we Human Beings find a lot of reasons why we don't exercise, even though we committed to it and KNOW we should.) If you've committed to exercise in the morning, you need to get to bed at a decent time. When the alarm goes off, you need to get out of bed. When you get up you need to do what it takes to exercise, not turning on the computer or doing other things before that may sabotage your exercise plans. You need to set yourself up to win, not to lose.

SALES CALLS

The same is true if you're in sales and you've committed to making prospecting calls. You need to set yourself up to win prior to the calls. You need to have the phone numbers and who you will call in advance. You need to have scheduled the time when you will make the calls. The scheduled time needs to be when you have a better chance of reaching the prospects you are calling. You need to know what you are going to say and the outcome you want to create by the end of the call. You need to be having POSITIVE conversations with yourself about the calls. You NEED to set yourself up to win!

By setting yourself up to win, you are increasing your chances of creating the goals you want to achieve in ALL areas of your life.

HOW TO SET YOURSELF UP TO WIN

How can you set yourself up to win?  By first looking at the areas of your life that you want to win. Declare to yourself what winning would be to you in those areas. Such as a weight you want to obtain. Income you want to create. Education you want to achieve. Spirituality you want to enhance, etc.  Then, you need to ask yourself: "How can I set myself up to win in this area?"  Look at all the options available to you for you to win.

Ask yourself, ALWAYS: "Are my actions at this moment in direct alignment with my goals?"  If they're not, change the action so that it is in direct alignment with your goal. Some of those actions may seem like sacrifices, yet by taking the actions to set yourself up to win, you will achieve MANY more of your goals with less struggle and more efficiency.

PRACTICE

Practice setting yourself up to win and you will get good at the habit of setting yourself up to win. Practice the habit of setting yourself up to fail and you will get good at setting yourself up to fail. "Whatever you practice you get good at."

You were "Born to Win."  Help yourself in the process and you will find yourself winning more often. Most importantly, ENJOY THE PROCESS!

Sales Training

Sales Training can be taught a number of ways.  In our Sales Training today we're going to explore the concept of Definitions. Specifically the definitions we place on certain words and activities. For example: Let's look at the word Confrontation. What is your definition (meaning) of the word Confrontation?  Does your definition of confrontation have a negative meaning or a positive meaning?  Does it Empower you to act or Dis-empower you to act?  For some the definition of Confrontation means conflict, or war, or argument. With that definition they are not willing to talk to another about their needs and wants because they have it wired that when they do "confront" the other, there will be problems. So they avoid saying what's so for them because of their fear of what they made confrontation mean.  Make sense?

                                              No

The same could be said for the word "no".  If you are in sales and you have the definition of "no" equals rejection; meaning that if you ask someone to buy or make an appointment and they say no, you were rejected. By your definition of no meaning rejection you will be hesitant about asking for appointments or for asking people to buy. You might ask some, but you won't ask as many as you need to be successful at what you're selling. Because of the definition no equals rejection, you will avoid asking because you want to avoid rejection.

Exercise

The same goes for exercise. If your definition is: "Exercise is hard. I don't have the time to do it. It won't work for me. It will take too long to get in shape," or any other dis-empowering definition, you will avoid exercising. If you avoid exercising you won't get the physical results you want for your body. Even though you want to have the results, your definitions won't allow you to follow through on your actions consistently.

 Definitions

The most important part of this sales training is that the definitions we put to words and deeds are our "meanings" to those words or deeds. Once we create our definition, that's what it means to us and we operate from that meaning as our truth. If the definition works for us or not, doesn't matter to us. Once it's our definition we operate as if its true and we collect evidence to be right about that truth.

Rejection

What do I mean if it works for us or not?  If it helps us to get what we want it works for us. If it gets in the way of what we want it doesn't work for us. For example, let's use the definition no means rejection. How many people do you know that get up in the morning with an attitude of "I can't wait to get rejected today?" Not many I would say. Yet, if their definition of no means rejection and they don't want to be rejected, they will avoid doing what could cause them to be rejected. They would not make prospecting calls, or do any other activities that they "perceive" could result in rejection. They would do what they believe would avoid being rejected. How can they change that debilitating practice? By redefining the word no to a definition or "meaning" that empowers them rather than dis-empowers them. Their new definition of no could be: "The prospect doesn't yet see the value of what I'm asking them to do. I need to do more work to assist them in seeing the value. I have something to offer them of value and I need to have them see that value,"etc.  By redefining what you have no mean will empower you to keep asking the person to take action, rather than have you be afraid of asking the person to take action because of what you made no mean.

Made Up

Again, the most important part of this sales training is that we make up the definitions anyway, so we need to make them up so they continuously empower us to act. Redefine your words and actions so that they continuously move you toward what you want to accomplish. If your definitions are not lining up with what you need to do, redefine your definitions so that they do line up with what you need to do to be successful. This is true in every area of your life. Your career, health/fitness, spiritual, family, community, etc. Practice the habit of having your definitions empower you to action and your actions will result in the successes you desire.

The Law of Attraction

The Law of Attraction has been a favorite "Law of the Universe," especially with the movies and books that have been released.  There are many Laws of the Universe and it's important for us to know them and then to work inside them for our best results.
 
We have probably been aware of the more popular laws like gravity.
Gravity is certainly a good law to know for our survival.  Such that if you
step off the side of a ten story building you will fall.  A good law to know.  Yet, there are so many others that perhaps won't interfere with our survival, yet will enhance our lives and the lives of others.  
 

                                            The Universe
The law we will explore today is the Law of Attraction.  Let's use the Law of Attraction for the attainment of our goals.  First off let's define what I mean by the Universe.  The Universe for these examples is everything outside of us. Everything you can see and everything you can't see. The Law of Attraction is a law that's in effect whether we like it or not. Just like all the other Laws of the Universe.  The purpose of our becoming familiar with the Laws is to use them to our advantage, rather than having them be used to our disadvantage.  Today we are going to get more literate in the Law of Attraction.
 

                                           Practice What Works
The Law of Attraction simply stated is:  Like attracts like.  What we are manifesting within us will be manifested outside of us.  If we're manifesting negative thoughts and conversations within we will attract negative outcomes.  If we're manifesting positive thoughts and conversations within we will attract positive results in our Universe.  Pretty simple isn't it?  Perhaps not easy, yet simple.  What I teach in my Success Coaching practice is, what will make it easy is when you practice it over and over again.  We are always practicing something.  That something could be for our good or it could be for our detriment.  We want to make sure we are practicing things and habits for our good.
 
How can we use the Law of Attraction for our good?  First, we want to decide what we want to attract.  Do we want to attract something negative into our space or something positive?  Whatever we want to attract we need to manifest those same type thoughts and conversations within us CONSTANTLY and CONSISTENTLY.  In order to do that we need to become conscious to our every thought, conversation, and feeling. 
 

Conversations

It is estimated that we speak somewhere between 300-800 words per minute every waking hour, either out loud or in our thoughts.  A lot of our speaking and thinking is unconscious to us.  It's like we're on automatic and the thoughts and conversations just come.  We need to get in control of those conversations and thoughts and have each of them be in alignment to what we want to manifest in our Universe.  The way to do that is to always speak and think positive empowering words.  When you don't, change it to positive before you have completed the statement or thought.  By consistently having positive and empowering thoughts and conversations, along with taking positive powerful actions, you will manifest powerful positive results in your Universe.  Make sense?
 

                                                       Reciprocal

The Law of Attraction also works for other areas you want to manifest in your life.  If you want Love you need to give Love.  If you want Respect you need to give Respect.  If you want Friendliness you need to give Friendliness.  If you want Money you need to give Money.  If you want Peace you need to give Peace. If you want Time you need to give Time, etc.  Whatever you want from the Universe, you need to first manifest from within, give it and you will then receive the reciprocal. 

                                                        Action

Then comes one of the most important parts of the Law of Attraction.  What are the last six letters in the word attraction?  ACTION!  In order to attract we need to act.  We just can't sit on a mountain and start chanting our goals into being.  We need to take the effective actions that are in direct alignment with the attainment of our goals.  When we are in effective action along with positive thoughts and conversations we will have the Law of Attraction working in our favor. 
 
There you have it.  The Law of Attraction.  It can work for you or it can work against you.  You have the chose and the Power to choose for or against.  Choose for and let the Universe be your friend and ally in accomplishing your goals, dreams, and desires.

Goal Setting

Goal Setting; how many times have you heard how important it is?  As a Success Coach, my Definition of Goal Setting is: Declaring something we want to be, do, or have that is a stretch for us yet is attainable. It is declaring not only what the goal is, it is also declaring when we will attain our goal.  Goal setting can be for any area of our life. It can be Spiritual, Financial, Health/Fitness, Career Oriented, Educational, Family, Recreational, Community Involvement, etc. It can be something you want to buy; A home, a car, a boat, etc. It can be something you want to do; Get a raise or promotion at work, enroll in college, get a specific license. It can be something you want to be; A certain weight or waist size, debt free, be a coach for your child's baseball team, etc. It can be a certain amount of money you want to earn or a job change, etc.

                                         First Step
The first thing we need to do when goal setting is to list the different areas of our life that we want to improve and by when we will attain the goal. If it is a long term goal we need to list what we will accomplish toward that goal in increments. Then, for each goal we NEED to list the actions it is going to take to attain the goals. The actions need to be specific actions it will take to attain the goals. Not the actions we want to take, the actions it will take to attain the goals. If we only do what we want to do or "feel" like doing, we probably won't attain our goals, or in our goal setting we will declare very small goals so we don't have to get uncomfortable to attain them. In order to grow we need to get uncomfortable. Comfortable will keep you where you are. Uncomfortable will take you to a higher level.

                   Calendar Your Action Steps
Once you've declared your goals, by when, and the actions steps it will take, you NEED to schedule the action steps in your planner. Again as a  Business Coach, I say if you're not using a planner or you are not consistent in using your calendar you need to start NOW. There are too many things that can be dropped out if you're not planning them. If you say you're going to work out three times per week, schedule the days and times you will do it. If you're in sales and you declare you are going to prospect two hours per day, schedule the times you will prospect. If you are committed to writing a book, schedule the days and times you will work on the book. Whatever you declare in in your goal setting, in whatever area of your life you declare it, schedule it in your planner. This way all you have to do is open your planner each evening and you have your game plan for the next day on how you will attain your goals. When the allotted time comes in your planner to take the action you listed, you NEED to hold the activity just as you would if it were an appointment with someone, a VERY important appointment. Don't give yourself an option not to do it.  DO IT!

Practice

In your goal setting as long as you commit 100% to take the actions it will take to create your goal, BELIEVE (declare) you will attain your goal and take the actions, you will create your goal. By consistently taking the actions, it will become a habit for you and at one point, even though in the beginning it was uncomfortable for you to take the actions, it will become uncomfortable for you not to take the actions. When you practice the EFFECTIVE actions for thirty days straight it will become habit, and you will be moving with velocity toward your goals. Your life at that point will occur much easier because of how you are operating and how you are keeping your word to yourself to do what you said you would do with regards to your goal setting.

Put this goal setting plan into action immediately and when you get to the end of this year watch what you will have accomplished. The end of this year  is going to get here anyway, so we might as well have what we want when it gets here.

In your goal setting, declare your goals. BELIEVE you will achieve them. Take the actions consistent with achieving them and they WILL occur for you. You deserve it, now go get it!
                                                     

Success Coaching

Success Coaching; what's in it for you?  I know, it sounds like this is a commercial for me. It's not. It's my advice to you about something I've seen work for Salespeople and Business people for almost 20 years that I've been in the Success Coaching profession. I've also seen the difference in my production when I've had a Success Coach and when I haven't. 

Possibility

When you read this post, read it from a place of possibility as to what's possible for you by using what you're reading. When you read it from that place, rather than I'm trying to get you to hire me, you will get SO much more out of it. Then if you see value in what you've read and don't see me as a possibility as your Success Coach, go out and find another Success Coach. Just get one so you can use what you'll get from them to increase your productivity and effectiveness toward your goals.

Benefit

What's the benefit of having a Success Coach?  I'll tell you what I've seen and what my clients have told me over the years regarding the benefits. First, you have two people working on the same thing; your goals. When two are working together, the POWER to create expands dramatically. Individually, you're Powerful and your Success Coach is Powerful, yet when you bring those two Powers together working on your goals, you expand that Power exponentially. The Success Coach's only agenda should be that you attain your goals. When that is in place you have both you and the Success Coach with the same agenda, you attaining your goals.

                             Accountability

Another aspect of what makes Success Coaching so effective is the accountability factor that is in place. You will make commitments to your Success Coach regarding the actions you will take toward your goals between Coaching appointments. By you having your Success Coach knowing and holding you to what you committed to will most likely have you taking more actions toward your goals. THE MORE ACTIONS TAKEN TOWARD YOUR GOALS, THE MORE OF YOUR GOALS YOU WILL ATTAIN!

Another benefit of having a Success Coach is they can see things that you perhaps can't see. Sometimes we're blind to our own actions and who we REALLY are.  By having a Success Coach to have you see and correct something that may not be working for you will have you be more effective in attaining your goals.

All these and MANY more benefits of using a Success Coach makes it a GREAT investment for you, not a cost. Your Success Coach shouldn't cost you anything in your sales career, they should be one of the BEST investments you make in your career.

TRY IT YOU'LL LIKE IT!

The Art of Enrollment

The Art of Enrollment has been talked about and written about for years. As a Business Coach I often write and give talks on different aspects of creating more business.  I thought today we would explore in detail the process of The Art of Enrollment.  Definition of Enrollment (mine):  Having someone do something for THEIR highest good. Not for your highest good, for their highest good. Mastering the Art of Enrollment is the opportunity to contribute to another. What do I mean by that? A lot of times people want or need something, yet they stop themselves from getting it for some reason or another.  For example, let's say you're a salesperson and you sell a product or service that people want or need.  Let's say you're talking to someone about your product or service and they want to take action on buying it, yet they're not taking action. There is something other than the value of your product or service that has them choose not to take action. Your job as an effective enroller is to assist them in seeing what is stopping them and then having them CHOOSE to take action according to the value they will receive, rather than what they fear they might lose. Make sense?

                                             Obstacles
Some of the obstacles (circumstances) that have people not take action are:  Money, time, fear, worry, avoidance, procrastination, mistrust, etc. The things that have them take action are: Values, goals, and commitments. In order for you to be an effective enroller you NEED to find out what those values, goals, and commitments are for the other person. You then NEED to keep them present to their values, goals, and commitments so that they will take action to achieve those values, goals, and commitments.
 

                     Questions
How do you find out what a person's values, goals, and commitments are?  You ask questions and have the other person tell you what is important to them.  If you're in a selling situation you take notes to remember what it is they said. The reason for the notes is at some point you are going to speak those values, goals, and commitments back to the person to have them take action on choosing what you are selling.

                                                                                      Circumstances

The main reason why people don't take action is because their circumstances are bigger for them than the value they will receive. When the value is greater for them than their circumstances they will act upon your proposal or suggestion. So, it's imperative for you to keep them present to their values, goals and commitments and not present to their circumstances.  Definition of Circumstances: Time, money, mistrust, avoidance, fear, procrastination, past experiences, comfort, feelings, confusion, frustration, etc.
Sometimes it seems we are "thrown to" our circumstances.  Meaning, that when we want something or need something all the reasons why we can't have it or can't do it come to the surface. We are "thrown to" our negative conversations or circumstances.  An effective enroller will help people get off their "thrown to" and get them over to their values, goals, and commitments. Then and only then will the other person take the action to attain their value, goal, and commitment.

       Value

If a person isn't taking action on what they want and need, it's because they've lost sight of the value. Keep having them see the value and they will handle their circumstances. Don't stay in the conversation of their circumstances with them, because that will give energy to their circumstances and make them bigger for them. Stay in the conversation of their value and give energy to their value, which will make the value bigger for them. "Whatever we put our energy on will grow."

                                               Playing to Win
As a Personal Coach, I say it's important for us to choose from the value, then handle the circumstances, rather than handle the circumstances then choose from the value. Other circumstances will surface that we also need to handle and at some point we will lose sight of the value and never choose what at one time we saw as valuable. We now only see the circumstances and are allowing our circumstances to choose for us. In order for us to have what we want, we NEED to choose from the value and then handle the circumstances. That's called "Playing to Win" rather than "Playing not to Lose."

Your job as an effective Enroller is to help people PLAY TO WIN!

 

Coaching Quotes

Coaching quotes are a way for me to use the specific coaching quote I use with my Coaching Clients and then explain them so they are usable for the reader.  Some of the quotes I will take credit for and some are those you've probably heard throughout the years.  I've often thought of changing my name to Author Unknown, then I can take credit for a lot more coaching quotes. 

If it's to be it's up to me

The Coaching quote we'll work on here is:  "If it's to be, it's up to me!"  What that means to me is that no matters what is going on out in your Universe (everything outside of you) it's up to you to still create what you said you want.  Not like pressure, burden, stress, obligation, etc. but like looking at what "is" and coming from  your POWER declaring and acting upon what your commitments are and not what the circumstances are. 

Circumstances

Circumstances are things like the economy, the competition, your financial situation at this time, family, friends, time, etc.  When you let those circumstances be in charge you've given up your power to those circumstances.  Power to act in alignment with your goals.  Power to enroll your prospects or clients into what will be benefical to them.  Power  to be consistently taking effective actions toward your goals, etc.   

How To

A coaching quote is only as good as it stands unless you know how to work with the quote in order to have it work for you.  In my Success Coaching practice I have always taught what to do, but more important "how to" do it.  How to operate from:  If it's to be it's up to me, is to declare (think, and speak to yourself) in any situation the statement: "I don't know what it will look like but I'll.......!"  The ....... being whatever you want the outcome to be in that situation.  If it's selling to another, if it's having a great marriage, if it's earning the money you want to earn, if it's being in shape, whatever you want to create, it's up to you to create.  Not the economy, not the government, not your spouse, not the prospect or client, not anyone or anything outside of you.  It's up to YOU!

The Good News

That it's up to you is the good news.  It's the good news because you are in control of what you create inspite of what the circumstances are.  When you are not in control is when you let yourself be the effect of the circumstances.  Being the effect of something or someone gives up your Power to that something or someone.  When I speak of Power I'm not speaking of it as if your thumb was on the something or someone, I'm speaking of the Power that was given to you by the Creator.  When you are coming from "It's up to me" you're taking back your Power.  From that place of Power is where you create your goals, dreams and desires; and guess who it's up to? 

Going Beyond the Fear of Failure

The Fear of Failure seems to be prevalent in the majority of Human Beings. In my Business Coaching practice I've seen that the fear of failure is probably the biggest factor in our not being willing to step out and take risks on a continuous basis that would have us have the things we want in life.

 The Size of Your Game

As a Life Coach for almost 20 years, I have seen that the fear of failure has us conjure up so many horrible thoughts about what can happen if we fail, that we don't risk, or we risk sparingly. The fear of failure has us procrastinate about doing something we fear because of what we "make up" about what the outcome might be. The problem with that is when we don't risk or risk sparingly we won't realize the abundance of rewards that are out in the world for us to have. If we stay stuck in our fear of failure we will stop dreaming of the kind of life we would like to have and live a life that isn't really what we want but have settled for.  With BIG dreams have to come BIG actions. We won't take big actions if we're afraid of failing, we will play a smaller game than it will take for us to realize our big dreams. Make sense? Well, it doesn't make sense but that's what we sometimes do.

                    What Are You Making Up

Fear is a very powerful "feeling".  Once we determine we need to fear something our mind takes over and we visualize all the terrible things that could happen that coincide with our fear. Even though the fear is a fear of a future event, the mind takes on the fear and creates all the sensations that you "made up" that could happen and manifests them in the present moment.  Thereby making that fear "real" in your mind. Even though at first you "made up" the fear of some future event, you now have brought it present to you, and in your mind it is real with all the sensations as if it is actually occuring.

                                             The Subconscious Mind

That's how POWERFUL our subconscious mind is. It believes ALL that we tell it. When we experience all the sensations of our fear in the moment, it stops us from taking actions in the moment, thereby limiting what our future results will be. Our future results are determined by our present actions. Little actions, little results. Big actions, big results. "Like will attract like."

                                                                Eliminating Fear

How can we eliminate fear? We can't. Whenever you are going to step out of your "comfort zone" and take on new actions to realize your goals, dreams and desires fear is going to rear it's ugly head. That's just the way it is, whether we like it or not. Fear is a part of Human Being. Fear has protected the species of Human Being. Whenever a prehistoric human was confronted by something that would threaten his existence, fear would have him take flight thereby preserving the species. That type of fear works for us because we can make the choice to run and stay alive. Unfortunately we incorporate those same "feelings" of fear to the things we need to do to have the kind of life we want. We seem to "feel" that our very existence is at stake if we make a prospecting call with the possibility of the person saying no. Or, if we approach an attractive person to see if a relationship can be started and they might say no. Or, if we present our ideas to an audience.  Or, any number of actions that we need to take in order to realize our goals, dreams, and aspirations.

             Going Beyond Your Fears

How do you go beyond your fears and "do it" anyhow, especially in your Goal Setting and implementation?  By first acknowledging that the fear is there and probably always will be there when you are going to play your life to "win." Second, to put your energy on what you want to create rather than putting your energy on the fear of what might happen when you risk. "What we put our energy on will grow."  Then, by taking the first action step necessary to start us on the path to realizing our goal. "What stops most people is the START!"  Then take the second step, and then the third, and so on. Before you know it your desires and your actions will be stronger than your fears.

Fear can stop you if you allow it to, or you can move through it and have your goal drive you rather than your fear stop you.  It's YOUR choice, choose ACTION!

 

The Greatest Sales Training You'll Ever Get

The greatest sales training you'll ever get is to learn how to sell yourself on doing what will have you attain your goals.  Most sales trainings teach you techniques to have your prospect take action on their goals.  That's important, but not as important as you learning to sell yourself on taking action on your goals. 

Choices

At every moment of your sales day you are at a choice point, especially if you're planning your sales day to be top heavy in sales activities.  Activities like:  Calling your leads for appointments, asking for referrals, calling your power partners for names of people you can assist, calling past clients, going to networking events, etc.  When you get to the designated time to do your prospecting, and your prospecting times NEED to be designated just like any other important appointment you have, you are at a point when your sales training is going to come into play.  You will either sell yourself on doing what needs to be done to create your income goals or you'll sell yourself on not doing it.

Selling Yourself Into Action

 The Sales Training I will teach you is to sell yourself into doing what needs to be done at the moment you said you would do it.  In my DVD, Stay On Top Of The Sales Game, available at Amazon.com  http://www.amazon.com/gp/product/B0052ADP46 and how I teach my Coaching clients to take the effective prospecting action is to start talking yourself into taking effective actions. You could start convincing yourself that by taking action you will:  Contribute to another with your product or service.  You will create the money goals to help your family with a great lifestyle.  You will feel better by doing what you said you would do.  You will be practicing habits that take you to your goals, etc.  Rather than convincing yourself to not take the effective prospecting actions by telling yourself:  I don't want to get rejected.  I don't want to be told no.  They won't be interested in my product or service  I'm not good enough to sell to someone.  I don't want to bother them.  If they were interested they will call me.  I have other things to do, etc.

Checking In 

The way to see if your sales training is working for you is to see if you are taking the amount of actions that will have your income goals be realized.  If you're not attaining your sales goals you are not taking the actions consistent with your goals.  If you want to attain your goal you NEED to sell yourself on taking the equivalent actions to manifest all of what you want.

Practice

Start practicing your sales training NOW and at every point you said you would do what you said you would do, and you WILL create your sales goals.

How to Overcome Objections

Objections and how to overcome them has been the topic of many sales trainings.  You've done a great presentation, you've inspired your prospect to ask questions and get involved in the conversation, you ask them to buy and they hit you with an objection, something like:  "I want to think it over, or I want to check with my husband/wife/partner or whoever."  Where do you go from here?

Before we get into where to go with an objection, I think we should first talk about a statistic.  It's been estimated that when a prospect leaves a sales presentation and wants to "think it over, etc" that the percentage of they acting on the proposal goes WAY down; estimations are about 10-15 % actually take action on the idea you were presenting to them.  That means that 85 - 90% don't take action.  It seems like some of them go into the Witness Protection Program, because they seem to disappear, and even when you call a number of times you never hear back from them.

There are two types of objections we will cover.  The objection that is a question the prospect needs answered to move forward and the objection that is a stall tactic to not make a decision to move forward with the proposal.  Your job as a sales professional is to distinquish between the two and help the prospect get past either one and take action now.  When they take action now, your percentages go way up regarding making the sale.  A great way to increase your sales is to have the percentages be in your favor.

When the prospect gives you an objection like:  "I'm not sure I need your product or service," they are actually asking a question somewhat like: "How could your product or service help me?'  We can't be taking objections personally or we won't be in a position to see the possibilities of making the sale, we will just see it as an affront to us or something that will lower our chances of making the sale.  We need to help them see the value for them by taking action now and ask them to take action now.  
 

In my DVD, Stay on top of the sales game, available on Amazon.com, I cover in more detail that it has been said it takes a prospect four nos before they say yes.  It has also been said that most sales people stop after the 1st or 2nd no.  That's why it's also estimated that 20% of the sales people are making 80% of the money.  They are willing to go past the nos to get to the yeses.  What that means to you as a sales person is that you need to get people back into seeing the value of what you're presenting and ask them again to take action.  Even those who are telling you, "I want to think about it, etc."  These people don't yet see the value of taking action now.  They have something bigger in the way of taking action.  Your job is to help them see the value and then to take action NOW on that value.  The more you are with your prospects in this way the more sales you will make and more importantly, the more people you will be helping with your product or service.

How to Overcome Procrastination!

As you may know or may not know, I've been a Success Coach for almost 20 years.  In all those years of Coaching people to success, I've noticed one very common negative trait that most people, especially unsuccessful people have and that trait is Procrastination.  Definition of Procrastination (mine):  Putting something off that you said you would do or know you need to do.

There are a lot of reasons we tell ourselves that have us procrastinate; fear, worry, the unknown, illiterate in the area, want to look good, not good enough, don't know if can do it, etc.  The reasons we procrastinate are not important for us to not procrastinate.  Once we discover the reasons, we still have to go beyond procrastinating and do what we said we would do when we said we would do it.  Therefore, we're not going to spend a lot of time on the reasons, we're going to create a method to have you move past the point of procrastinating and do what needs to be done to have what you said you want. 

What stops most people?  The START!  Think about that for a moment.  Let's use exercise as an example.  How many times have you started to exercise and then in the middle of it stopped because you didn't want to do it?  Probably not too many times.  But, how many times did you say you were going to exercise and never started it?  Probably a lot more times than you can remember. 

If that's so, than what we NEED to tell ourselves when we are commited to do something is:  "Just Start!"  When the alloted time comes to get up in the morning, tell yourself just start.  When you are commited to exercise, tell yourself just start.  When you have prospecting calls to make, tell yourself just start.  When the household project is at hand, tell yourself just start.  Whenever any action is required for the better good of your goals, tell yourself just start.

Practice this method of just starting at every choice point of whether to take actions on what you said you would do and watch how much more you get accomplished, how much better you feel and most important, especially if you're in sales, how much more money you are making.

The Fear of Rejection. How Real is it?

As real as you make it!  In my DVD:  "Stay on Top of the Sales Game," available on Amazon.com, I speak extensively about the fear of rejection and how to overcome it.  For brevity purposes I will give you my simple version of it here.

The word no.  Usually we interpret no to mean rejection or some negative meaning that might stop us or slow us down from making the amount of sales calls that would coincide with the amount of money we want to earn.  We've "made up" our meaning to no to mean rejection.  Because we're not in love with being rejected, we are going to stay away from conversations that might denote a no response.  So we'll be taking less actions, which will mean less results toward our goals.

As a sales person you need to change your meaning to the word no.  As a Success Coach for almost twenty years I have been teaching my Coaching Clients a new meaning to the word no.  The new meaning I want you to have to no is:  "They don't yet see the value of what I'm proposing to them."  That's why people do things, because they see the value in doing it.  Why they don't do something has nothing to do with you personally, unless of course you say it 's rejection then it will be personal.  If you say it's because they don't yet see the value, you can then spend your time on having them see the value rather than on having it be about you. 

Keep your meaning to no be a meaning that empowers you (moves you forward toward your goals), rather than a meaning that disempowers you (keeps you from moving forward toward your goals), and you will be taking a lot more actions toward your goals, thereby creating a lot more of your goals.

Sell the Benefits, not the Features!

As a Success Coach for almost 20 years, I've seen and learned a lot about selling.  I believe one of the most important things I've learned and I teach to my Coaching Clients is the difference between features and benefits; which one to sell and which one the prospect buys. 

Simply stated, features are what your product or service does, benefits are what your product or service does for your prospect.  Your prospect is more interested in what it does for them rather than what it does.  You've probably heard the radio station that we are all tuned to:  WIIFM (What's In It For Me?)  Knowing that, we need to focus our attention on helping the prospect fill whatever need they believe they have with our product or service.

How we do that is by asking the questions that will extract from the prospect their needs, wants and desires.  Then, when we're explaining the features of our product or service we are building their benefits into our presentation, which has them see how it makes all the sense in the world to buy our product or service for their benefit.

Keep your prospect engaged in the sales process.  Sales is not a monologue, it is a dialogue.  Keep the dialogue about the prospect's goals and values and you will be helping a lot more people get what they want and need, thereby helping you and your family get what you want and need.

Value Based Selling

Value based selling, value added selling, selling based on the prospects values and however else you can say it has been talked about and written about since the dawn of selling. What does it mean and how do we do it?  As a Success Coach, I will give you my interpretation of it.

First, we need to be clear it's not what we think the prospect's value is or should be, it's what the prospect's value is based on what they said their value is.  A lot of sales people are not asking, listening and taking notes from the prospect to find out what their value is.  They're either assuming or using some other prospect's value to determine the current prospect's value.

The beginning of every sales appointment after the reporte building needs to be questions from the sales person to the prospect that extract what the value would be for the prospect by buying your product or service and what would be the cost to the prospect if they didn't buy your product or service.  Then, throughout the presentation of your product or service you would continue to explain how each feature would translate to the value for the prospect based on what the prospect said is their value.

The bottom line is if you're doing more of the talking than the listening you're not selling, you're telling.  Remind yourself throughout the sales process to keep their value in the forefront and help them see how you're going to help them attain their value, and your sales and income will increase dramatically.

How to Ask for and Get Referrals

As a Success Coach I've been teaching how to ask for referrals to my clients since 1992.  I first learned this system from my Success Coach when I was first starting my Coaching business.

As a Coach I've studied a lot of top sales people and without exception each of them have said that referrals are a big part of their sales success.  Referrals are the least expensive, most effective way to create your sales goals.

The method I've learned and teach is tried and true.  In the interest of time and space I can't give you all of it here and now, but I wanted to share how to ask.  There are two types of questions, closed ended questions which can denote a yes or no and open ended questions which have no yes or no, only an answer.  In sales and especially when asking for referrals we want to use an open ended question.   The best question for asking for referrals is:  "Who do you know who........?"  The .......is specifically who you're looking for.  For example, if you're selling payroll services you would ask, " Who do you know who is a business owner, or is starting a business, or is doing their own payroll, etc."  This has the person stop to think of the different situations that would bring you a referral, rather than just asking it they know someone who needs payroll service.

Start asking everyone you come in contact with that you feel would be a good referral source this question in this way and watch all the qualified referrals you will receive, and watch how your business will grow.

The Three Foot Rule in Sales

Have you ever heard of the three foot rule in sales?  Basically what it means is that whenever you're within three feet of another, strike up a conversation with that person.  It could be about anything; the weather, the long line, the prices, the economy, anything that would engage that person in conversation.  At some point in the conversation ask them what they do for a living.  The next question will probably be:  "What do you do for a living?"

In my Sales Coaching practice, I've taught this technique to my clients and they've been able to create business referrals from the stranger they just met, by just opening up a conversation with them.  You're going to be there anyhow you might as well increase your odds of increasing your Sales and Referrals by talking to and letting as many people as possible know what you do and who you are looking for as referrals for your sales business.

Is Sales Going Away Because of Internet Marketing

Sales will always be a part of the Marketing process.  Selling is and always will be how we get people to take action.  New definition of Sales or Selling:  Having someone do something for their highest good.  Marketing, whether on the internet or direct mail or however you get the word out, is the first step in the attaction process.  Once you've attracted someone, you now have to sell them to make a commitment to your product or service.  If you haven't mastered the art of selling, now is the time to do it.  Your income will increase dramatically when you do.