The ABCs of Sales - M is for Motivation

Motivation is necessary for success in sales, but different people are motivated by different things.  One of the hardest things for a sales manager to do is to keep everyone on their team fired up and working at their personal best.

Some believe that sales people are only motivated by money, but that is not true. While money is important, and the best sales people will leave a company that is not generously compensating their efforts, there are more things going on in the minds of successful sales people than just cash.

Being a contributor to a successful organization is what gets some people charged up and working hard, while others are pulled along by the recognition of being the best and are motivated by leader boards, incentive trips, and other types of public kudos.  Others like the independence of a sales career, and just want to be left alone to get the job done.  Then there are the sales people who are turned on by opportunity and will do whatever it takes to get the next promotion.

The best sales manager I ever had (his name is Steve) found individual ways to get the most out of his team.  The little perks he provided were not costly and were tailored to each person.  A single mom who met her quota would be encouraged to take the afternoon off, while the newlywed would be given the go ahead to expense a plane ticket for their spouse to join them on a business trip.  For me it was sushi.  I was young and could not afford too eat sushi, so he would give me a challenge goal and if I hit it he would take me to lunch or dinner while he was in visiting in my city.  He had to eat anyway, and he was also a fan of good sushi.  I worked harder and we both won on many levels.

There are those who discredit "motivation" and craft their own anti-motivation arguments as to how one cannot motivate others.  They claim that even if you can get someone excited, the motivation does not last.  Famous motivational speaker Zig Ziglar countered this by saying:

"People often say that motivation doesn't last. Well, neither does bathing - that's why we recommend it daily."

My experience is that motivation is a very personal thing and must be aligned between the individual and the company.  Not every strategy for motivation is right for every person, and the sales professional must take ownership of their own path to stay focused on producing at their highest levels.  Companies need to invest in training and incentives, but each person in sales needs to find their own motivational triggers on a daily basis.

Reading books, blogs and articles as well as listening to motivational audio books and podcasts are often the easiest way to keep enthusiasm for your own peak performance.  Getting up early to read, or tuning into audio while driving is a valuable investment in your personal success. Finding the right experts that speak your language will get your mind focused on the little things you need to do on a regular basis.  

Additionally, exercise, eating right, and getting enough sleep are important to keeping your mind and body operating at their top levels.  If you are tired and feeling sluggish you will never be able to keep up with the constant demands of a sales career.  

And do not forget to take time to think, meditate, and visualize.  Your brain needs a chance to recharge and if you are not building in time to find clarity in your head, you will easily get distracted from your goals.  When unclear what you are trying to accomplish, it is difficult to stay motivated.

Motivation is not hard to find and keep if you make it a priority. If you want to be a top producer in your career then you have to embrace what works to keep you focused and taking positive actions.  This is not hocus-pocus and each person will need their own set of tools to create the right environment for their personality and job situation.  But being motivated is necessary, and to lose sight of this could mean a lot of mediocre days in your future. 

Have A Great Day

thom singer

**********************
Thom Singer is a keynote speaker and professional master of ceremonies.  He talks regularly to corporate audiences in competitive industries that are sales focused and whose people are seeking greater success.   http://www.EngagingSalesSpeaker.com

Motivation Is NOT A Bad Thing

Over the past few weeks I have seen several people slam the idea of "Motivation" when it comes to speakers.  I realize that a few weak cheer-leading tactics in the business world, disguised as motivation, is what has people sometimes feeling "icky" about the concept.  However, motivation is a good thing... when defined correctly!

Content vs. motivation is a silly argument, as there are few examples of speeches that are pure motivation.  Without content there is nothing there at all.  A speech is not the best way to convey high level content, as it would be better to email a White Paper. Speeches rely on the interpretation of each individual audience member.  All speakers should be motivational speakers, as without a call to action a speech quickly becomes a book report, brag, or data dump.  

Admittedly, some content sucks, but that is a discussion for a different blog post. 

Motivational speakers get a bad wrap (thanks Chris Farley!). In advance of an event people claim they care most about the "content" at conferences, which cause organizers to seek smart people who have done cool things.  But that does not always connect with ability to relate their stories to an audience.

The rub is that when sitting in the audience people do want style, experience and motivation from the keynote speakers and breakout leaders (coupled with their high level content).  Content alone can get dull very fast.  The opposite of motivation is not a good thing for the success of a conference.  

What is the opposite of motivation? -  De-motivating? Stifling? Sucks the energy out of the room?  None of these are what conference organizers want in their marketing materials.

(My mantra is "Just because someone is smart, or has done something cool.... it does NOT mean they belong on stage".)

Yet it is not too much to ask for those who make presentations to provide both useful and interesting content coupled with the ability to connect to an audience.  You can - and should - have both content and style in all presentations.  When people learn to improve their speaking skills it is an investment in their future audiences.

When people disrespect the idea of "motivation" they often can have a self agenda going on in the background.  They can be the ones who want to prove they are the smartest person in the room or they are misunderstanding what it is to provide motivation to people.  The "smartest" focus takes the spotlight and puts it on the stage, instead of on the audience.  The real stars of a conference are the participants.  When an audience member is motivated, it is something they know in their core.  It is individual. Not, as some claim, a false group feeling of fluff.  Saying that undermines the legitimate feelings of the people in the chairs, and demotes them to sheep.

I agree that there are speakers who play on the emotions of people and manipulate... but these are few and far between, and their tactics should not make the rest of the us sit through talks by those who are not invested in the audience.  A blah speech is an opportunity lost for everyone.

If we are really planning events that are about the people who attend, we need to put motivation side by side with content.  To allow speakers to suck the energy out of the room is a crime.  Not good.

What do you think.  This topic often can stir emotions, and I welcome those with differing ideas to let me know your two cents.

Have A Great Day.

thom singer

Three Steps To Getting Free Guru Motivation

*** Disclaimer on the below post.  I have no beef with any expert who sells their expertise (heck, I do this).  I do not have a problem with the coaching industry (I work with individual clients).  I do not discredit the power of internet marketing tools (I use them).  There is a difference between shared information and solicitations, and not all inbound emails from "gurus" are trying to separate you from your money, know the difference.  Selling is not a sin.  Any resemblance to any guru described is purely coincidental.


Free Guru Coaching Starting Today

Do you want to move your career to the next level?  Are you looking for someone to take you under their wing and lead you to more success?  Are there people in your industry you admire who offer expensive coaching programs you believe would help you -- but you cannot justify the expensive investment in their giant menu of programs, services, bootcamps, etc....

Wish you could get the benefits of their motivation without having to take out a second mortgage?

Well you can have any one of the most famous internet motivational experts actively working to motivate you around the clock without investing any money.

Follow these three steps and you can get the best results from (pick your favorite guru):

1.  Write down twenty-five things that you know you need to do to expand your career and create a "to do list".  


Most of us are aware of what we need to do to achieve our desired success.  We just get busy with the nuances of life and fail to follow through.  This is normal, do not beat yourself up over your lack of motivation.  Identify the actions that you are confident will allow you to grow your business, get promoted, find a new job, etc....


2.  Get on the mailing list of the top internet guru who you think holds the magic seeds to personal improvement.  There are many to choose from, they have infomercials, giant email databases, highly seductive webinars and bootcamps, etc...  Any one of them will do, or better yet, get on multiple mailing lists of these mavens of motivation. 


It is not SPAM if you opt-in!


3.  Every time you get an email from your guru(s) trying to sell you their latest program, product, coaching service, etc....  select one item on your "to do list" and immediately go do it.  You need not even open their emails, just see their name in your inbox and take action (while their email looks personalized, the salutation is computer generated...they were not really thinking of you when the email blast was sent!).  

This really works.  I have been doing this since January and I have grown my business year over year.  My chosen guru sends me emails more than once a week promoting something that his company or one of his affiliate partners is selling.  I enjoy his enthusiasm, but if I bought all he offered it would have added up to more than my annual income.

Do not unsubscribe from the guru lists.  They are your ticket to getting more done without ever having act on any of their offers.  I heard one such guru say once that the only way to get off their mailing list was to die and leave no heirs.  Cool.  Keep those emails coming.... it gets me moving toward attaining all my goals!

At the same time, if they have an offer that is appealing to you, by all means, sign up.  These are not bad folks (well, most of them) and often have great materials.  But if you are not in a place to invest, do not waste the opportunity to utilize their coordinated, dedicated, and frequent email campaigns as a tool to kick you into taking action.

Have A Great Day.

thom singer

Was Your Intention To Be Awful As The Keynote Speaker?

Not everyone is expected to be a captivating and inspiring speaker when they take the stage at a business conference.  There are many reasons that people are selected to address an audience, and presentation skills are often assumed to be sufficient if a person is accomplished in some other area of expertise.

Too often when seeking ideas for keynotes and breakout sessions all the attention is put on content.  Industry experts and mavericks are desired, as they seem so compelling in advance.  Most can hold their own and deliver the information to the crowd in an acceptable manner (some are even GREAT), but too many are just awful and clearly have not prepared beyond having their marketing department create a PowerPoint deck.

I have seen a trend where speakers begin by telling the audience how much they lack in the area of presentation skills.  They set the bar low hoping that they will be forgiven for sucking the energy out of the room.  While content is clearly very important, those who are sitting in the chairs expect a level of competency in delivery, too.  After a talk people will defend a bad speaker who had good content, but should they have to do this?

I contend that it is not too much to ask that business speakers have content and speaking skills.  Attendees invest a lot of time and money to be present at conferences and they deserve more than a canned pitch from some executive who does not even want to be on the stage in the first place.

My mantra is "Just because someone is smart or has done something cool, it does NOT mean they belong on the stage".  Speakers should be vetted before being asked to present.

It is not hard for an executive to improve their speaking skills.  I am not suggesting that everyone needs to perform like a professionals speaker, but when you are committed to giving your best to an audience you are willing to commit to the necessary preparation.

Nothing beats experience in developing your public speaking.  But if you think "winging it" is an acceptable plan, you will never give your best to those listening.  I find that every speech I give requires a minimum of four to five hours of preparation (even it I have delivered the same talk at an earlier conference).  Longer for new presentations.  If you are not planning to invest that much time, then do not accept the speaking opportunity in the first place.

Nobody plans to be awful as the keynote speaker, but many end up in that place.  This can be avoided if you are serious about putting the audience in a place of honor.  Remember that your talk is not about you, but about those watching you.

Those who have to speak to promote their businesses should make it a priority to become good at presenting.  There is nothing stopping you from making your delivery as good as your content.  When you have both you have impact.

(***Often when I talk about in importance of speaking skills people push back and boast that "public speaking skills without content is also awful".  Well of course.  I am not suggesting that you just deliver mindless drivel.  But it is called "giving a speech", therefore you must remember that it is a gift to those listening.  To not care about how you present, when everyone can improve, is selfish.  All speakers should strive to be "motivational speakers", as if you do not plan to touch your audience at a deep level, why ever take the stage?).

Have A Great Day.

thom singer

Thom Singer is the author of "The ABC's of Speaking", available at Amazon.com.

Similar in design to his highly sucessful "The ABC's of Networking" now in its third printing, "The ABC's of Speaking" will help anyone achieve superior results when speaking in front of groups between 2 and 1,000 attendees.

Refuel And Focus On What Is Going Right!

Speaking at more than 50 meetings, trade shows, conference and conventions each year allows me the interesting opportunity to see hundreds of other speakers.  I love when I get the chance to watch others (professional speakers, or industry experts) deliver their presentations.  I have spent years studying "the industry of speaking", and find it fascinating to witness how people craft their words when they take the stage.

Each time I see anyone present I call it "Speaker University".  This is my own personal course of study in which I have been enrolled for over 15 years.  No matter who is speaking - a speaker, politician, clergy, professor, teacher, etc... - I watch and learn.  Everyday is a new class and it helps me continuously improve myself.

While speaking at a large conference of accounting professionals I got to see industry veteran Carol Grace Anderson wake up the audience at a morning breakfast keynote.  She had them on their feet, and also has a nice voice, so she sang in addition to speaking.  You don't want me to do that... I am a singer in last name only!!!

Her message is about reach, risk and refueling.... and her tips to take the time to re-charge your batteries resonated with the audience (and with me!).

Her closing advice was to "focus on what is going right".  I wanted to share this in today's blog post because I think we can all easily fall into the trap of seeing the negative.  It is easy to notice the hotel desk clerk who is rude and miss the reality that you are staying at a great resort.  Placing our attention in the traffic on the drive to work instead of realizing we have a great job.  Complaining about the flight delay rather than celebrating the safe landing.  It is a choice.

Life is all about choices, and I suggest you choose to find the good in any situation.  There is always something there!

Thanks for your presentation, Carol, you were the "professor" at "Speaker University" even if you did not know it.  I got an "A" in your class, by the way!

Have A Great Day.

thom singer

2011 Kick-Off Meetings for Companies, #Law Firms, and Other Organizations

Is your company, law firm, professional services group, or non-profit board planning a 2011 kick off meeting? You should. Having a plan, goals, shared objectives, motivation, and inspiration help you navigate the collective path toward success. Leaving it all to chance is a big risk.

For over two years organizations have cut back on their internal meetings. In an effort to save money during the recession they decided to forgo their training, education and team-building efforts.

The result? For some, their people feel abandoned and disconnected.

I have a customizable workshop that will get your team fired up for 2011, get everyone on the same page when it comes to business development, marketing, networking, social media and corporate visibility in your community.

For more information on hiring me to lead this workshop / facilitated discussion for your company or other organization, contact me at thom (at) thomsinger.com or (512) 970-0398

Have A Great Day

thom

Create A Foundation For Your Future

"How can someone launch out on their own and become an author, consultant, and professional speaker?" (or follow another dream?)

I was asked this question after a keynote presentation at a luncheon meeting of business professionals. My answer of; "get laid off", brought a roar of laughter from the audience. But for me it was the truth.

I was working toward leaving my job as director of marketing for a consulting firm a year later, but the international economic downturn had other plans and my position was eliminated on April 1, 2009. That day I declared I was a full-time professional speaker.

Eighteen months later I am still here.

The key for me was that I was not starting from square one. I was already clear about my desire to speak at conferences, trade shows, company meetings, sales kick-offs and other events. I had written several books, launched a website, wrote a daily blog, and created the Networking Quotient Quiz. Additionally I had already been asked to speak nearly 200 times for companies, law firms, associations, and other groups over the previous decade.

I had a strong network of personal and professional contacts with whom I had created long-term and mutually beneficial relationships. I was not a stranger to people who could hire speakers, or were influencers in the business community. Having a network of people who will give you business, talk up your new venture and refer you to potential clients is paramount to success.

I had created a foundation for the future, even though I was not sure when the future would arrive.

There will be naysayers who try to undermine your path. Many well meaning friends (and some not so well meaning) will question your direction. I suggest you smile and go on about your business. Every successful entrepreneur has had people who were convinced they would fail. If your foundation is strong, it will support your efforts.

If you do fail, pick yourself up and keep going. I have learned more about business in the past eighteen months than I ever learned in my 20-year career. If I choose to work for a company again in the future, my boss will have a much better employee because of my entrepreneurial journey. Thus the adventure of pursuing my dream is both my passion and my education.

My family and my business partner at New Year Publishing have encouraged me and kept me going on those days when the stress and pressure to succeed overwhelmed my focus. If you want to start a business you need a support mechanism and network of people who will keep you on on track. You cannot do it alone. People matter --- never forget that!

A positive attitude, continuous learning, and dedication to the your industry will also be instrumental in your path to success. In my case I have become a advocate of the professional speaking BUSINESS. I am an active member of the National Speaker's Association (locally and nationally), and I coach and encourage others who desire to enter the industry. It is a commitment to your craft (no matter what your industry) that will make you stand out from the crowd.

Getting laid off gave me a push, but it has been working with amazing people and following my heart that has made this a career.

If you are one of those people who have helped me along the way -- THANK YOU!!!

Have A Great Day.

thom singer

When Your Back's Against The Wall

Country artist Kenny Chesney's epic chart topping hit about high school football, "Boys of Fall" has a verse that rings in my soul every time I hear the song:

"I've got your number, I've got your back, when your back's against the wall. You mess with one man, you got us all..."

When you are part of a team, everyone watches out for each other, but in the business world too many people feel they are all alone. They want that feeling of "team", but they do not sense that it exists within their network of professional contacts.

The realities of the economy over the last few years means that back's ARE pushed against the wall. Some people have amazing personal support groups, but few believe they have a real network of business connections who are looking out for their best interests.

How about you?.... Whose got your back when your back is against the wall? Is there a team of people who say "if you mess with one man (or woman), you got us all"?

The best way to cultivate a group of people willing to block and tackle for you is to be the person who does that for others. The pressures we all face make it is easy to get caught up with self focused actions. Even the most well-meaning can miss opportunities to help those in their network.

I talk to people who have great intentions to serve others. They even think they are being an active resource because they want to be a good "partner" to those in their inner circle. But "wanting" to do something and actually "doing" something are two different things. Philosophically understanding that you should be a person who finds ways to impact others is not enough.

Dr. Stephen Covey had it right in his book "The Seven Habits of Highly Effective People" with this description of an "Emotional Bank Account". Before you can make withdrawals you must first make deposits. Too many people show up in their business community when they are in need of help and ask for favors. They expect their network to uncover opportunities (or otherwise "have their back"), but they have been playing for the other team the whole time.

I am fortunate because I do have people who are watching out for me. Most of my business comes directly from referrals. These people on my "team" refer me to their companies and professional organizations to speak at sales meetings, users conferences, conventions and other events where I can serve the keynote speaker, breakout trainer, or master of ceremonies. These same people give me constructive feedback and marketing ideas that help me grow my business.

And I do the same thing for them.

If you want a team, appoint yourself as "team captain" and bring together a group of people who are willing to put in the effort to construct a "club" with a high level of support.

And remember, as the song says: "They didn't let just anyone in that club, took every ounce of heart and sweat and blood" (That means not just anyone makes your team... they have to earn it!)

Have A Great Day

thom

13-Year-Old Artist Takes On Landscape Architecture

Bobby is 13-years-old. He is an accomplished artist who has won many school and city-wide awards. The world is his canvass; he paints, sculpts, twists wire into amazing shapes, and takes found items (aka "junk") and makes them amazing pieces that "wow" the imagination. He works with wood, cardboard, paper-mache, clay, metal, oil paints, water colors, styrofoam, etc...

For Bobby the whole world is art.

His next project? Landscape architecture! He asked his parents if their simple grass backyard could become his next artistic venture....

They said "yes".

He is now in the process of out with the old, and in with the new. He rented a BobCat and carved the slope in the yard into a level field (his dad helped). He will construct a retaining wall and planter to frame the yard with flowers and plants. There will be a patio, BBQ area, and grassy knoll.

I was not this ambitious at 13-years-old.

Also, how many parents just say "OK" and then take the kid to Home Depot to rent heavy machinery?

I am confident this yard will become the showplace of the neighborhood when he completes his landscaping adventures.

How come Bobby can do this? Because nobody told him he couldn't. He sees the completed project in his mind. As he toured me around the muddy palate behind his home he pointed out exactly where his dad will stand to BBQ burgers for the family. He visualized his mom with a cold beverage sitting at the table, that is only now in his imagination. He knows where the dog (a giant St. Bernard named "Tug") will nap in the sun.

Did I mention he is thirteen?

I know many grown ups who never follow their dreams. They have ideas in their mind, but never create paths to accomplishing greatness.

Your dream might not be art. You may not want to do the heavy lifting of yard-work and landscaping.... but I would wager you have something you desire to take from the corners of your mind and share with the world.

Who said you can't? Go find a way to do it.

Have A Great Day.

thom

Customized Business Development Training Workshops by Webinar

Organizations with less than twenty-five employees regularly skip high quality training programs for their team of professionals due to the expense associated with educational events.

I regularly receive phone calls from small law firms, banks, accounting firms, real estate companies, and other service providers that want to have me speak to their professionals.... However they often cannot justify the cost of travel across country to their city for a small group presentation.

Over the past several months I have been conducting a Beta Test on delivering my training program via webinar. While I believe that a "live" presentation is the best way to inspire people, the feedback I have gotten on the webinars has been overwhelmingly positive.

I am now ready to announce that my educational, motivational, and inspirational presentation "Some Assembly Required: How to Make, Grow, and Keep Your Business Relationships" is available for groups of ten to twenty-five as a webinar (complete with the accompanying workbook). I will work with your team to get them engaged in the business community, establish and grow visibility, and help create a path to more business.

Doing nothing means everything remains the same. If your organization is not happy with the current state of your growth efforts, the first step is a conversation.

Please contact me directly for pricing options.

Have A Great Day.

thom

Put Yourself In A "Time-Out"

Three weeks ago I wrote about feeling overwhelmed with all the little things I need to keep up with in my business and life (here). This post caused a friend to call and share his entrepreneurial frustrations and feelings he is coming up short with in his own success efforts (here).

Both of these posts spurred several people to say "Amen" and "I feel the same way". There seems to be an epidemic of people who feel like they are a hamster on a wheel. They run hard but do not know if they are getting anywhere.

I see it all the time when I coach and mentor lawyers and other business professionals on their business development plans. People feel overwhelmed with choices.

I regrouped with my business owner friend (from the second post) yesterday and he was feeling better. I was too. Our cases of "entrepreneur related stress syndrome" were in remission. We laughed about the ebbs and flows of emotions that come with being a human being, no matter what issues you face. I concluded it would be boring to not "feel". Emotions are a gift that should be enjoyed. However, we both agreed that when you feel like crap, it is not as good as when you feel spectacular!

One reason we both were in a better state of mind was sales. He commented that nothing can make a business owner feel good faster than new and happy clients. There is truth in that, as I had recently signed a multi-conference speaking contract for four meetings in 2011 with one company. The morning we met my friend's largest customer (he is in a different industry than I am) had just renewed their contract for two more years.

The lesson we both tried to learn from our ups and downs is that when you are having a bad day, it is just that.... a bad day. It is a little harder when you couple a bad day at work with other pressures around money, family, etc... but even then the bad feelings will pass. Just three weeks later you can be re-motivated, inspired, and taking on the world with gusto.

The next time you feel overwhelmed, take a "Time-Out". Breathe. Get some perspective. Talk to a trusted friend. Read a book. Once you realize that you are doing the right things, moving forward toward your success goals, and living your dream...., you will begin to get a firm grip on life again.

Have A Great Day.

thom

Entrepreneurs Never Know For Sure They Will Succeed

My blog post from Friday spurred a phone call from a friend who is frustrated with his slow progress in moving his company to the next level. While he is not a client, I have coached him for a long time on building his brand, networking, marketing, PR, and visibility.... and I know and understand his business. He is successful, but has not yet reached his potential.

He could feel my own trials and tribulations and my sense of feeling overwhelmed in the worlds I wrote. It worried him, as his impression is that I do an above average job of juggling all the responsibilities, and if I could see the "wolves at the door", then he feared his own "wolves" getting inside.

We talked for 20 minutes. He is distraught about the amount of work he does "just to keep up" with the information, client requests, family obligations, running a business, growing a reputation, all the while still finding time to keep himself fit (mentally, physically and spiritually). His biggest worry is that he letting down his family, his business partner, and himself.

I had no answer. There is no magic bullet. I think all entrepreneurs have these feelings from time to time. While we would all like a crystal ball, we cannot know what is around the next corner, and success requires a level of faith that you will reach the promised land.

We agreed to talk again next week. He needs to regroup and motivate himself. There is no "motivation fairy" who will sprinkle him with dust. I told him to go close a deal, as I find nothing gets me back on track has signing up a new client or delivering a speech or training program for a company or law firm.

I challenged him to notice those he encounters this week who inspire him, and to let that inspiration sink into his soul.

I will report back as to how he feels next week.

Have A Great Day.

thom

Living Your Dream

I had the honor to speak at the Rotary Club of Northwest Austin this morning. They had asked me to create a new, fresh and different presentation. As a professional speaker who has addressed over 110 audiences in the last twenty months, I could not use the framework of one of the talks that I am hired to present around the country at law firms, corporations and association conferences (the topics of the power of business relationships, networking, "Integrated Visibility", personal branding, social media were off the table). While every talk I do is customized for the audience, they were not interested in hearing me speak on my regular subjects.

Instead, the person in charge of programs for the club wanted me to to create a motivational talk that utilized my eclectic career path and unique background of working for seven companies that closed down or experienced layoffs. Having seen the collapse (or reorganization) of so many companies over twenty years apparently gives me a close up and personal view of the realities of recessions.

"Never Quit The Journey" turned out to be a new and exciting presentation.

While I make no secret of my bumpy road to success.... I had never given a speech about my own life in this much detail. I wanted the story to be informative and motivational. Preparing the discussion was simultaneously fun and painful, as I recounted the fact that my first job, a busboy at the Big Yellow House Restaurant in Monrovia, California ended abruptly when the parent company (Great American Restaurants, Inc.) filed for bankruptcy. At 17 years old I had no idea of the foreshadowing occurring the day I drove up to find the place boarded up. Nobody could have predicted the commonality of that event throughout my career, but it was an important early lesson that life goes on.

Near the end of the talk I announced that "I am living my dream". I had experienced jobs that were equally as satisfying as self-employment, and the lesson is that once you have lived great joy in your career, you are never again satisfied with anything less. I encouraged the audience never to settle.

It was a bit scary to say out loud, with gusto, to a large audience... that "I am living my dream!!!". But I have learned from my experiences as a speaker that anything you share that is real and authentic should never be feared. It brought with it applause and approval from the crowd.

Afterward one person asked me if I thought everyone could "live their dream"? Yes, I do believe that people can live their dreams.

I am.

Each week I get to present to a variety of professional audiences from small local Rotary Clubs to company sales meetings to major industry conventions. I meet amazing people and hopefully motivate, educate and inspire those who sit and hear my talks. New Year Publishing and NYP Speakers continue to grow and provide valuable services to those with whom we work. My wife and kids are happy (and seem to like me most of the time!!!), and I even find a little time for myself to read a book or go to the gym (the full dream involves losing eight more pounds!).

A fulfilling career will have its share of surprises. There can be twists, turns and bumps in the road, but if you have a dream, keep working your way toward making it your reality. Never quit the journey!

Have A Great Day.

thom

The Time For Excuses Is Over

Seems like many people had excuses in the fall about why they were not working at full capacity. The uncertainty of the long recession, the pressures at work to do more work with less resources, the holidays, etc....

Even yesterday I heard a woman say she could not make any business calls because she was sure that all of her clients and prospects were busy playing catch up on emails and such things on the first day back after the new year (okay, that was one last excuse).

But the time for excuses is past (and gone until next fall!). The time has come to pick up the pace and create momentum for 2010.

Businesses (large and small) have realized that they cannot wait on the sidelines if they want success. They need to get in the game. After 18 months of not spending money on things like sales meetings and customer / industry conferences, I am hearing from companies that the time has come to invest in education and motivation for everyone.

The same thing is true for individuals. The only way to make things happen is to make things happen. Take action. Do something. Be a self-imposed catalyst and stop looking for excuses.

Have A Great Day.

thom

22 Random Suggestions For A Better Life

22 Random Suggestions For A Better Life in 2010

1. Do something BIGGER than you have done it before. Go big and whatever you do in a spectacular fashion. Make a mark on the world. Do not be timid.

2. Break ties with people who are holding you back or not supportive of your goals. You are influenced by those around you and your success is linked to the character of the people with whom you associate.

3. My brother Bob says his motto for 2010 is "Have Fun!"--- wow, simple but powerful. Embrace the idea of "have fun" everyday and allow it to guide your decisions!

4. Read more books. Read something educational daily (even just 20-30 minutes a day will get you through over 12 books) and you will expand your view of the world.

5. Bring the joy of the holiday season with you all year round. We spend so much time smiling and wishing others well during December.... do that all year long.

6. Remember we are all "works in progress". Take a second look at some people you discredited in the past and give them a second chance. Too often we judge the people in our life based on observations that are no longer relevant.

7. Monitor if you are a person who supports others ideas, goals, hopes and dreams... or if you are the type of person who is quick to criticize. Don't fool yourself about the answer. Many critical people lie to themselves while knocking others off their path. Be one who encourages others and you will see people do the same for you.

8. Reach out to a long lost friend and say Hello. You will touch their heart to know that you really care about them.

9. Let your friends know that you're always available if they need a shoulder to cry on or a friend to lean on. Then the hard part.... NO MATTER HOW BUSY YOU ARE... actually be there for them when they need you.

10. Embrace a new technology. Don't hide from the new new things.

11. Take more naps.

12. Eat at restaurants you have never been to before... And try new a variety of ethnic foods!

13. Know in advance who are the ten people you would most like to meet and spend time with in your extended community. Also know know what you would ask of them when given the chance to have a conversation.

14. Make people feel smart, they will remember you for it. Too often people try to make themselves look smart, and thus they bore the people around them. Take an interest in others unique knowledge of the world and you will find them liking you more.

15. Send a minimum of two hand written notes a week to honor others or to say "thank you" to those who impact your world. The small investment of time to write these notes equals 104 positive touches you will make on people. Who is to say one of them will not be so impressed by your gesture that they will send you an opportunity?

16. Do not step over $100 bills as you pick up pennies! Too many people nit pick the small stuff that they miss the real opportunities.

17. Find a way to help another person achieve their life's goal or dream (just because you can). It will make you feel amazing inside just knowing you have the power to impact someone in that way.

18. Love.

19. Forgive others who have annoyed you and look for fresh ways to create work on a project with them. Accept the the faults of others.... as we all have faults and our success depends on other people forgiving us for ours.

20. Praise others more often and openly for their successes. Look around and say "wow" to the people you see doing really great things in this world.

21. Entertain more often. Inviting people into your home creates a stronger bond. You need not be the worlds greatest cook to have a wonderful gathering of enlightened souls in your home.

22. Drink better wine.

Have A Great Day.

thom

Strike While The Iron Is Hot

Chris Brogan has a blog post today on his blog that hit home -- as I have been talking about this same issue (here and here and on Twitter). His post "While The Iron Is Hot" talks about how too many people are slowing down in the holiday season and making lots of excuses as to why they are coasting to the finish line.

I am in full agreement with Chris. If you want to win you cannot shut down. While I am in favor of taking time to "recharge" your batteries (my family takes two week vacations each summer and I come home with more ambition and focus), there is a difference between people who save their vacation time for the end of the year, and those who take time during the year AND then coast through the holidays (while pretending to work) by making all kinds of excuses about why they don't put in much effort at this time of year.

The key point Chris Brogan makes is in the last paragraph:

"We choose our success in life. We choose every step. My family and I have chosen the course I’m on, and I’m pretty happy with it. How about you? What have you chosen?"

He and his wife (and kids) have created a partnership that revolves around how Chris earns his living. This means sacrifice on both sides, but they reach their family goals as Chris grows his business. My family is doing the same thing. I gave 53 professional speeches last year for companies and organizations.... many of those being out of town. This meant sacrifice for everyone.... but we grew our business. It was a choice, but without doing the work, we could not have had the achievement.

I consult with professionals who want more success... and they know that networking and cultivating a personal & professional brand would lead them toward more business. However, they want the prize without putting in the time. There are lots of excuses given, some even sound convincing. But in the end, you must work hard to reach your goals.

I have never known a single person who I considered a big success who credited their victories to coasting along and waiting for another time focus. Those who succeed all strike while the iron is hot!

Have A Great Day.

thom

Be Open To The Universe

When you are open to good things happening in your life, you will be amazed with the interesting and unique opportunities that will flow into your world.

I am not being "touchy-feely" or "religious" or "new age" (this is no "secret").... but there is something about putting yourself out into the world, networking with good people, and keeping your eyes open of what is happening that will place you in unique and spectacular situations.

Take my post yesterday about being at the Grand Opening for the Vdara Hotel in Las Vegas. We did not go to Vegas to attend this event, but when we heard that the new hotel and the "City Center" would be open, my business partner took action and booked a room. That lead us to being included in the gala party and being part of this once time event. Right place, right time.

Several people have told me recently that I am "lucky" because of the positively interesting situations and experiences that I encounter. Lucky? Not sure. I think people create there own luck. I am fortunate that I have many friends in my network who have included me in their interesting lives, and that does lead to fun and memorable interactions, as well as business opportunities.

But is that an accident or luck? I think that it is more about living life, cultivating relationships, and then taking action when you see the chance for such activities that are forever part of your personal story.

What about you? How have you stumbled upon the most unique and exciting experiences in your life?

Have A Great Day.

thom

December Super Focus

DECEMBER?

WTF ????? -- How did it get to be December?

Well, it happens. In fact, every year people are surprised to find the year ending so quickly.

But the reality is that the calendar always moves at the same speed.

Many business professionals start to mentally check out in December, rationalizing that January is a whole new year. Why work hard, when you can pad you 2010 victories if you sandbag your efforts... right? Plus, the holidays season is too busy with parties, families events, shopping -- nobody else ever works in December... right?

Wrong and wrong. December is a great time to double your efforts and end the year with momentum that will catapult you into the new year.

If you want 2010 to be amazing do not coast through December. Instead, have a super focus on your business.

Everyday is a new day regardless of when it falls on the calendar. When you look at the people who really kick it with success they never rationalize failure or slack off because of some lame excuse. The holidays are not a real reason to waste time.

If you want to win you must work hard to crush failure.

Look around at those who are achieving higher levels of success. These could be co-workers, peers, competitors, etc... What are they doing different? What is it that makes them soar to the top? I don't know for sure (as that would vary with different people and industries), but commonly one can point to those on top and see people who are focused, consistent, and never jealous or envious. They are not lost on the map to detraction-land, as that is not their destination.

If you feel stuck it is most likely your own fault. People who makes tons of excuses or deflect blame at every negative situation will never see these traits in themselves (thus if you are reading this and thinking "that's not me"... it still might be you!). To get past this rut you are in you need to re-tool your focus make things happen. TODAY.

A month is a long time in business (and December is one of those long months with 31 days!). You can start today and have victories before the champagne pops on New Years Eve. If you cannot close a deal, you can certainly make progress in the right direction. (people often say "my sales cycle is longer than a month, so I'll wait until after Christmas" -- huh?, you still need the whole sales cycle... start now and make the close sooner rather than later. duh).

You just have to believe you can do it. Don't kid yourself, people do work in December... and they work hard. Be one of them.

Have A Great Day.

thom

How Big Is Your Tent?

I have written before about "Big Tent Thinkers" (I think I got that phrase from Tim Sanders). These are people who view the world as full of opportunities for everyone, and never believe the success of another person is taking away from their victories in life. They want everyone to find a place under the Big Top, and take pride in helping others achieve their goals and dreams.

In the past year of turbulent economic conditions we have seen many people face tough times. It is in these rough situations that people show if they are "Big Tent Thinkers" or "small tent thinkers". When confronting difficulties is when the deep seeded character traits rise to the surface. When things are going great it is easy for people to wear a mask that smiles all the time.

I admire "Big Tent Thinkers". I love how they look for ways to serve others and create win / win situations. When dining with a group in a restaurant, they never worry when the check comes about who had more wine with dinner, or who ordered dessert.... they just agree to split the bill evenly. They are happy to let others take the spotlight. They do not need to win every game they play.

I am fortunate, as I am surrounded by "Big Tent Thinkers". I have learned great lessons from their actions, not just their words. The people whom are part of your life have a direct impact on the tent you live under.

Best-selling author, Jack Canfield, says that "you are the sum of the five people you spend the most time with". Hmmm, think about that for a minute. If you are hanging around with "small tent thinkers",... then you cannot be one.

What do you think about this? Are you a "Big Tent Thinker"? Do you even think it is possible to be one in this economy? How can you establish relationships with "Big Tent Thinkers"? What should you do if you realize your friends live in small tents?

Have A Great Day.

thom

December Is A Great Time For Corporate Training

Many companies, law firms, and other organizations look at the week between Christmas and New Years as a "dead week" (actually, many view the entire month of December as "dead"). They assume that their employees, customers, referral sources, vendors and others are all taking vacation.

Many employees are cast with "holding down the fort" at the office. This often means having little to do while hanging around with everyone else talking about their holiday egg nog and stories about their in-laws.

The reality is that while many people are taking days off in December, a lot of people are out of vacation days by the end of the year.... or banking the days off for use in the new calendar.

A great idea for employers is to schedule optional training days for the employees who are present in the office during December. Instead of being worried about those who are gone on vacation, and wasting the days for those who are in the office, a smart boss will reward those who are at work with a motivational, inspirational and educational workshop. Make the most out of slow times, rather than having people sit around.

I shared this idea with a friend who shouted "That's NOT FAIR" for those who have out of town family obligations. Huh, is he six-years-old? Who said the world was fair? Is it fair to the employee who has to come into work and has little or nothing to do because society has made this mistake of thinking everyone is gone during this time of the year.

Get your people fired up for the new year and you will jump start your company to take action before your competition has even gotten over the January 1st hangovers.

While the training is not mandatory (those who are traveling can go off and have a great time), those who are in town will benefit from a sense of purpose during this usually period of time.

Most employees are hungry for motivation. The economic conditions of the last year have lead many companies to cancel all training classes. This might be just the thing to create a fresh start in 2010. Do not let the dull-drums of the past 18 months become the norm in your business. Look to do things in a new and different manner. December is a great time for corporate training... you never know until you try!

Have A Great Day.

thom

Is your company interested working closer with referral sources and other partners in the new year? Do you fear that your competitors have stronger network of professional contacts in your business community? Hire Thom Singer to speak at your next staff training session. For over five years his highly energetic presentation, "Some Assembly Required: How to Make, Grow and Keep Your Business Relationships", has been encouraging people to harness the power of their business relationships. More information at www.thomsinger.com