18 ways to motivate yourself when nothing else works

Blair Singer Sales & Business Growth Specialist

18 Ways to Motivate Yourself

How to Keep Your Fire Lit… And Stay Lit

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When Nothing Else Works!

Blair Singer

18 WAYS TO MOTIVATE YOURSELF WHEN

NOTHING ELSE WORKS!

How To Keep Your Fire Lit… And Stay Lit!

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Copyright © 2005, 2006 by Blair Singer and XCEL Holdings, LLC All rights reserved.

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18 Ways To Motivate Yourself When Nothing Else Works 18 Ways To Motivate Yourself When Nothing Else Works

more successful you will become, the more wealth you will accumulate and the more people who share that vision will show up to support you. Never be afraid to dream. 2. Be One Of The Good Guys! “Good Guys can get what they Want!” Is this news to you? Do you believe you have to be a bully to get what you really want and have people around you be afraid of you rather than respect you? Well, the good news is, you do not have to be a big tough bully boy, be super-human, overcome incredible adversity, be bigger than life, be a super-star or a celebrity to win big. Yes, it may be true that the guys on stage make it appear that way and that the great success stories are filled with incredible drama. But I want you to know that while those examples make for great entertainment, there is absolutely no requirement for you to be that way. You don’t even have to be self-centered, thick-skinned or a jerk to do it either. You can be a good guy and have whatever you want and can win big too. How?

It’s simply a matter of eliminating limiting myths and beliefs, knowing and leveraging your natural strengths and being clear about what you want.

Learn to be flexible SalesDogs says that at any given moment, you can be the “dog” you want or need to be. Some days you have to be an attack dog in your own way. Some days you are the supportive retriever and in some moments the understanding basset hound. You are in control of your own behaviors, your beliefs and your subsequent outcomes. You don’t have to be someone else to get what you want.

• Learn to sell yourself first! The most important secret to having it all, is embarking on a lifetime quest of overcoming your own personal fears and doubts. This is the only thing that holds you back. This is something anyone can learn.

• Make a commitment to serve those who serve others. This is where being the “good guy” will pay off in big sums. If you do this, your good intentions and efforts will be multiplied through the efforts of others. This is how other “good guys” can win too!

So as you progress in your journey, don’t hope or wish for what you want. Don’t wonder or doubt about whether you “have what it takes” or if you are lucky or not. Write down what it is that you want specifically. And if you make only one plan, make it a plan to learn to overcome the fears, obstacles and doubts that will arise. If you do that and follow that plan diligently, you will amaze yourself.

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Copyright © 2005, 2006 by Blair Singer and XCEL Holdings, LLC. All rights reserved. Copyright © 2005, 2006 by Blair Singer and XCEL Holdings, LLC. All rights reserved.

1. Stoke Your Fires and Dreams The opening ceremonies of the 2004 Winter Olympics in Salt Lake City were very cool. The most moving element of the event was the theme about igniting the “fire within.” As I watched and marveled at the many athletes who have dreamt for so many years of walking into an Olympic stadium as a competitor, I could not help but wonder what it is about them that drives them so hard to be the best, even knowing that only a handful will get gold medals. The television commentator quoted Richard Bach at one point saying, “You would never have been given a dream without the power to make it come true.” So my question is, do you have a dream? If so, what does it take to light the fire inside of you to pursue it and make it come true? Does it take the accomplish-ments of someone else to motivate you? Does it unfortunately take a major ca-tastrophe to motivate you to take action on your dreams? Or is there enough quiet resolve and intention to create a burning glow deep inside you to make your dreams come true? For some, the fear of failing is so overwhelming that it does not allow them to dream. Understand that if there are fifty athletes competing in one event in the Olympics, only three will get medals. The rest will fail. Not to mention the thousands who failed to qualify. Yet, they keep on pursuing the dream. Their leadership is measured by their resolve and tenacity to go for it no matter what. You see I agree with Bach. I don’t think that you would be teased with an image of who you could become someday if you were not meant to be that person. You have been given the tools. A mind, a body and a spirit. Don’t let the fire that was kindled inside you perhaps long ago, ever go out. Blast the cobwebs from your brain and kick-start your passion into gear. Shove off the jaded condi-tioning that may have convinced you that you were not destined for greatness. A part of you has been waiting for a long time to fulfill your destiny. Your job is not necessarily to win the gold, but to forge an impressive path on your way to getting it – a path that others may follow and be inspired by. We are all not destined to win the Olympics, but you have a set of talents, dreams and desires that are unique to you. Every time you abandon that part of you, your energy drops, your passion wanes and a little part of you dies. Yet, the moment you step into the zone of your dreams, your spirit soars and great things happen around you. You have a great day, people respond favorably, you find cash in your pocket, light signals turn green in your favor. Yes, you will fail as every athlete in the Olympic stadium, every child and every human being does. Yet make the failure fuel for the fire to keep your passion burning and your dream alive. Don’t let it cloud over as cynicism. There is something that you are meant to do, a path that you are meant to forge, a set of problems you are meant to solve. The more you follow that dream, the

So raise a toast to everything and everyone that supports you being the best you can be. You can have what you want. You can have all the wealth, love, joy and prosperity that you desire. It is not about believing you can do it, it’s about trusting that you can do it.

3. In Your Nature I was always the kid that when asked whether I wanted a chocolate ice cream cone or a vanilla one, I opted for both. To this day, I still get majorly upset when I’m told that I “can’t” have something that I want. I always look for a way to get it, earn it or create it. Can you relate? I thought so! I have always been a proponent of the idea that you can have anything you want, be anyone you want to be and aspire to whatever your heart desires as long as you do what it takes. Yet, I have to make a confession that there is a HUUUUUGE trap in that thinking. So for all you optimists out there, listen up. This memo could save you a lifetime of struggle and give you a quick path to freedom. The key is that you can be anyone you want to be as long as it is in your ‘nature’ to do it. In other words, each of you has a unique strength and talent. Your life long mission is to find out what the heck it is and maximize it. Every-one cannot be anything. You are genetically encoded to be great. The only issue is, great at what? As a leader, your job is to find the strengths in others and mo-tivate them to play to their strengths. That is the foundation of SalesDogs. Yet I find that when I see people stray from the path of their own strengths and try to be someone that they are not, frustration sets in. So if this is you, refine your thoughts. You can be whoever you want to be as long as it is aligned with your strengths. Shaquille O’Neal, the giant muscle bound center for the NBA Champion Lakers will never be a great horse jockey. It’s not his strength. There is another trap. By holding the thought that you can do anything, you im-prison yourself in the “S” (self-employed) quadrant. Why? Because if you can do anything, why would you need anyone else? You strive to learn and master everything because you think you can. You end up living a life with never enough time to get everything done, always being afraid that you don’t know enough and striving to become some super-human who can have a handle on everything. “B”s (business owners) know what they are good at and what they aren’t good at. They assemble great talent to play to their own strengths and forge champi-onship teams. I have always said that your thoughts and emotions are the most powerful crea-

tive forces that you have. Spend the next few days, assessing your natural strengths, not your natural weaknesses. Those won’t change. If you have trou-ble, ask someone you trust and who won’t schmooze you to give you some feedback. Then make a vow to spend your time developing the strengths and let the weaknesses alone. Your success will accelerate beyond belief and your fa-tigue will fade. Skills must be learned and some we are strong in and others we are weak in others. Skills are not what I am talking about. If you have a lack of skills, you have to shore those up. What I am referring to are those hardwired talents that you developed when you were a kid. Most importantly focus on the strengths of others that you work with and coach them to their strengths. Notice their response and their energy. It will be re-warding for you both. Then you will be giving them the most precious gift they can receive which is the gift of themselves. 4. Keeping The Motivation One morning I was preparing to deliver a program to one of my larger clients in Hong Kong and I felt like garbage! I was tired with little sleep, had taught four days in a row, was half a planet away from home and family and my job was to teach and inspire! Yecchh! I trudged down to the meeting room where sixty anxious people awaited the session. Yes, believe it or not….the motivator was not motivated!! You might be saying how can this be? It’s true! There is no way to stay pumped and motivated every minute of every day. Yes, I tried all the techniques that I teach that usually work. I anchored. I recalled powerful moments of the past. I visualized outrageous outcomes. I even tried to make myself feel guilty for wimping out, but the “little voice” in my head was still not buying it. Yet the important part of this story is what happened about ten minutes before the session began. The client’s vice president of customer affairs was at the ses-sion to open it, to introduce me and then she was to fly off to Singapore. Her name is Ruth and she was bouncing around, cracking jokes and was totally posi-tive with a million-dollar smile on her face and simply a power-pack of infec-tious energy.

I spoke with her and in a few minutes I got infected with her positive attitude. I actually confessed to her, my earlier dilemma and she laughed to say. “So the motivator is human too!” She went on to open the session and explained that in her office there is always someone in a great mood no matter what mood she’s in. Her strategy is a great one and the one I used this morning.

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When feeling yecchy, Ruth engages the person with the best energy and atti-tude, and within minutes, she is back on top of her game.

You see Rich Dad said that business is a team sport. That is not just true for finances, strategies and logistics. It is also true for motivation. If you are on your own, there is a good chance that you are a-lone, because without a team, who motivates you? It’s not about getting sympathy. You have to surround yourself with those who will kick you in the butt, make you laugh and generally infect you with their positive energy. If you do not have those people around…find them! Change your colleagues and friends if you have to.

If you do have them around and you aren’t getting any motivation from them, it may be because you aren’t giving any. It’s a two-way street, you know. You are a reflection of the company you keep.

When I got back to my hotel room at the end of the day after a great session, there a note had been slipped under my hotel room door. I ripped it open and it said: “Remember that you are the best, so show them. You can rest when you’re dead. Go for it!” – Ruth. Let me tell you, it was the perfect ending to a great day that started miserably. That’s a good friend.

So, the bottom line is, who’s on your team? Who motivates you? Do you moti-vate others? And if you are tired…so what? So is everyone else! Is your mis-sion big enough to keep you going? Remember that somewhere inside you are the best so you just show them! And when it comes to rest, you don’t have to wait until you’re dead. That’s our expression. Rest comes as a great reward for giving it all you’ve got.

Therefore your assignment is: Infect someone else with a dose of good attitude or laughter in the next 24 hours. It’ll come back to you…big time! 5. Change for Good! In a program at the Learning Annex, someone came up to me at a break and said, “I know I have to change the way I think and act, but it’s not that easy. How do I do it?” It’s a great question that everyone and his brother has an opinion about. I can tell you that just when I think I’ve made headway, something else pops up and reminds me that I have to keep moving and shift my thinking again. This is true as you grow your business, as your kids grow older, and especially as you at-tempt to make sense of your personal finances. You know what I mean? You’re cruising along and then wham! you are faced

with another problem, objection, obstacle or opportunity that requires you to ‘grow-up’ again! I hate when that happens sometimes! Yet, part of me loves it! Here are some no BS ways to deal with it, that over the years have continued to keep me evolving ahead of the curve. Establish a habit: Find a simple habit to start, like working out at the gym every other day religiously, circling real estate ads in the paper daily, setting aside Monday morning to make cold calls on the phone for two hours, review the SalesDogs flash cards for five minutes a day on the way to work….. Any habit that is remotely connected to your desired outcome will do. Just do some-thing and repeat it. Use guilt: I love this one. If you have to make yourself feel guilty for not doing something, then do it. Contrary to certain ‘new-age’ philosophies, I have found it helpful to ‘beat myself up’ a little bit for not following through on an action, or for faltering on executing a plan. It sounds like, “Com’on you slug! Get out of bed and get to the gym!” Talk to others about your plan: and the new actions you are taking on. This puts your butt on the line by making you accountable. It’s easy to make a commitment to yourself and pie out on it. The only one who knows is you! But if you put it out there, the fear of public humiliation does wonders!! In sales, the greatest motivator is the Monday morning sales meeting where everyone has to show their prospects and explain their status. Peer pressure is huge! Get others to “Call” you on it: Make sure that you have friends or asso-ciates around you that will ‘call’ you on your behaviors when you wimp out or whine. I can tell you that I have been blessed and cursed by friends that never hesitate to put stuff in my face if I back off. I’m not talking about those who console you and make you feel okay. I am talking about friends who will kick you in the behind and keep you on track. I don’t know about you, but some-times I am my own worst enemy when it comes to getting what I want. Invest money in your new quest: If you put your own cash on the line for educational materials, programs, coaching, consulting and support, you are much more likely to take some action. I used to ‘comp’ people into my training programs years ago and found that they almost never took action on the mate-rial learned. It’s amazing how determined you are to get something out of a seminar when you pay for it yourself. Most of all, don’t betray yourself: abandon your dreams or allow the little voice in your brain to weasel its way out of a commitment that you have

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made. Rich Dad said that business is a team sport. He meant it in more ways than one. Not only do you have to have technical support to succeed in the sales and business game, but you need to have mental, emotional and even spiritual support to win the game.

Who is on your side….really? Do they push you or console you? Agree with you or challenge you? Tell you to go for it or take it easy? Whose side are you on?

6. Negotiate Yourself To Victory It was an interesting moment in history when I wrote this small piece. I was in Australia looking over the Sydney Harbor Bridge as the sun cast its last rosy-fingered light on the landscape. Doing business here in Australia is always won-derful. The Australian community has always been incredibly hospitable and as a group are always willing to be open to new ideas. They are also the posses-sors of incredible energy!

Yet in those few days, as an American, some couldn’t resist to asking me about my views regarding the then impending war in Iraq. This is not the forum for political views, yet I can’t help but observe with incredible interest the commu-nication strategies of all the parties. There are several very important lessons in negotiations that this terrible situation can teach us. First of all, when any party takes on a “position” there is little hope for a negoti-ated settlement. When any party draws a line in the sand and vows ‘never’ to cross it, two things happen. First they become 100% predictable because they have told you exactly what they will or will not do. That could be good and it could be bad. Good if working with mutually agreeable parties. Bad if dealing with factions that want to gain advantage over another. In that case, it’s like telling your competition exactly what your trade secrets are. They have also painted themselves into a corner which means that because of pride, politics, positioning or emotional stakes, they can’t back down or change their views. That sometimes forces a bad decision to get executed even when parties secretly don’t support them. The minute hard line positions are made, tension and emotion go up and the chance for negotiated settlements fades quickly. This is not only true in world politics but in families and in personal relationships as well. Have you ever known people to never talk to each other for years because of some dumb posi-tion that they insisted on taking? They were willing to sacrifice love, camarade-rie, companionship and understanding because of a simple position. I see this with small business people all the time. They take a position about

their products, services and prices that locks them into a no-win relationship with the market. Unwilling to listen, adjust and deliver what the prospect wants or to take the risk away from the prospect…they end up being right but broke and right. It’s like the chiropractor who told me that he would never offer a free consultation to entice new business into his practice. He claimed it would ‘demean’ his service. He still struggles to make ends meet as we speak. But the most important lesson of all comes from what my grandmother told me when I was very little. She said that swearing, cursing and fighting were the signs of a weak mind. She said that people curse and swear because it’s a short-cut to expressing how they feel rather than using well chosen words to get their point across. She also said that it is sometimes easier to fight than to think. She said too that there are some who only respond to the ‘whip.’ Now, I am not saying that this war is the right thing or the wrong thing to do. I don’t know all the facts. I also think it’s unfair to point fingers unless the fin-gers are pointed at all parties. But I do know that from the halls of the UN to the chambers in Paris to the conference rooms of the White House, to the deserts of the Middle East, the lack of understanding of these lessons can and will, as they always do, lead to devastating loss. There is a lesson in this for us all. Where in your life does a position cause hurt and diminish relationships? Where in all of our lives do we fatigue with trying to talk it through and simply give in to what’s easy? If you are truly wanting to progress in your journey towards attaining fabulous personal relationships, business acumen, wealth creation, personal development and more, then ‘negotiating’ by drawing a line in the sand and presenting no-win situations will only leave you isolated and lagging behind the progressives. Choose wisely. 7. Talk Yourself Into A Great Economy! I have heard so much about how the economy sucks, how buyers have retreated, that we are in for a long slow recovery, and so on and so on, that I want to scream. On one of our coaching calls I asked how the group did just in this last week? One person closed $36,000 in sales, another $22,000, another $300,000+. One company did more revenue in the last ten days than in the last 4 months combined. Another listed and sold a house in the same day and in the ‘awful, fitful, troubled’ financial services market, another person brought in over $2.1 million just this week.

The way I figure it, our little SalesDogs group contributed nearly $3,000,000 to the economy just this week. So where is the bad economy? One person on the coaching call said it the best. She said, “If you think it’s bad, you’re right. If you think it’s good, you’ll get rich!” She went on to say that these times are the

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best for sales because everyone has bought into the fact that times are tough. It’s good because if your competition thinks that the economy is bad, that is the moment when their customers and prospects become most vulnerable to your approach. Why? Because your competition is backing off. They don’t call on them as much because they don’t want to upset them and they are tired of the ‘no’s.’ If you go after the market now with optimism, service, solutions and high levels of integrity and trust, you will close tons of deals. Another fellow said that sell-ing has never been easier. He said that he has been following the lessons of the coaching program and has been pitching less, asking and listening more and the cash seems to be flowing. I know some of you are saying to yourself. “I wonder what they are selling? They are obviously selling something different from what I sell. My circum-stances are different.” If I caught you thinking it, you are one of those whose market is now vulnerable to those who aren’t thinking it. Of course the econ-omy has seen better times, but the issue has nothing to do with the economy. You can’t control the economy. You can’t control what others are thinking. I can’t even control my own dog half the time. But you can control what you’re thinking! You can control your approach, your attitude and your energy. Remember that while sales is about the prospect…it’s mostly about what is going on in your head. What is going on in your head? If you aren’t doing well, what evidence have you stacked up in your head that sup-ports why you aren’t doing well? Stop thinking like everyone else and start stacking the evidence in your favor. Start asking, stop telling and start listening. Start learning how to control your own head. Celebrate each little victory and the victories of those around you. Build the momentum in your favor. Remember that sales is pure energy.

8. You Can Sell Well In Tough Times Worst economy in ten years! Hundreds of thousands suddenly out of work! Businesses battered and bruised combined with the tragic combination of sor-row and pain. How do you sell in this environment…or do you even try to sell, risking the possibility of being insensitive, crass or cold hearted? It’s easy to offer a million excuses why this is not the right time to promote and sell. Yet, your “little voice” just loves to immerse in that kind of stuff. The question is “Can you go the distance?” Can you go where it seems to be uncom-fortable to go, to promote, to serve, to contact, and to stay in touch with those who truly may benefit from your offerings? Can you go long term?

It’s a very real problem, but there are solutions. Let me give you a few. By the way, for some salespeople who are used to quick sales cycles, selling by the facts, or even certain “pit bull” strategies….you are going to have a problem! You are going to have check inside and ask yourself… “Do I really care?” You better be honest about the answer. Trying to act like you care when you don’t is worse than doing nothing at all.

In times of stress…trust, integrity and caring are critical elements to provid-ing security and confidence. These values can only be established and proven through frequency of interaction. Now more than ever, is the time to stay in frequent contact with prospects and clients by offering valuable information, service and on-going support.

Your communication must address the “little voice” in their brains. South-west Airlines has been doing a brilliant job of this. Their television ads have actually increased and their message is “When you are ready to fly….We are here.” They know what is going on in the minds of frequent fliers and with a combination of sensitivity and aggressive-ness, they continue to sell. Your “tone” alone in talking to clients lets them know where you are coming from.

Keep in mind that there are other businesses that are doing very well right now and some prospects may be welcoming you with open arms. For example: What better time to be offering legitimate home business opportunities that offer hedges against the threat or reality of being laid off?

You should be re-engineering your offering to either help people make money or to save money. If not…..change it!

Make it easy for them to obtain your offering. Payment plans, 200% money back guarantees, free delivery and more.

If you can’t go the distance with them, you will fail in this new economy. But if you check inside, and truly love to seek out opportunities and offer creative so-lutions, you will win and so will your clients. It all comes back to the same silly issue. If your brain thinks there is a problem, then there is! If you think that there is a huge opportunity to build rock solid, long term relationships, then there is! You have to train yourself to look for the opportunity. Be aware and sensitive to the problem, but don’t be blocked by it. For every complaint about the environment that I have received this week alone, I have found at least three opportunities for each one. However, if you think you are going to be a pest, then you will be! If you think that you are going to be a companion and an ally…then you will be! It’s up to you. You have to take the time to re-condition your brain, if you are faltering at

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the helm. You have to shift your emotional sensitivity from you and on to them. Only when you are okay with handling your own adversity can you remain calm and focused enough to be of value to others in need. I have worked with thou-sands of people with the “Flash Card” system (found in the Sales Training Kit). Only when they are able to systematically get rid of their own negative emo-tional responses, do they become able to really hear and serve their customers. You, like myself have been conditioned by whatever means to ‘freak’ when things go awry. Sales is about building character. The greatest success stories have been born out of trying times. It’s time to step up. The world has trans-formed forever, the question is, “Are you up for it?” Can you shift your mind to thrive or will you continue to worry about the problems? My friends, I hold that it is our duty to crank up this economy. That is what we do best!! 9. Beat Fear and Win Anyway. In the last couple of years, and probably more, we as Americans, have learned to live with the continual threat of terror and interruption to our beloved lives. At times we have been terrified by it and at other times, we have been angered into getting on with things despite what happens. But how can we respond to this in our business lives as well as personally? The underlying message of SalesDogs is the importance of building the emotional strength to respond quickly, precisely and effectively. Living well and achieving in these times, challenges the very core of who we are and what we stand for. Although we were not all there at ground zero, we all felt much of the pain and anger that our brothers and sisters felt. I can tell you that I have cried more than once since the catastrophes. In our daily work in sales, it is imperative that we understand, feel and sympa-thize with our clients’ perspective. In these terrible moments, this is more im-portant than ever. To empathize, soothe and bring to closure the open loops of people’s lives, businesses and pain should be our sole purpose. The sole question today is “How can I support you?” “What can I do to help bring you and those close to you back from the pain and the loss, both to your family, to our pride as global citizens and to your hearts?” After all, we are all in this together. There comes a defining day in everyone’s life when we are asked somehow or other, who we are, what we stand for and what we are willing to do to support it. In the rubble of this terrible series of events I challenge everyone to stand up to support each other in defiance of strategies that take away pride, liberty, confidence and optimism and use the most precious gift we have been given as a tool of leverage which is life itself. TIP: Terrorist tactics work well against civilized societies because terrorists assume

we will act one of two ways. 1) Irrationally in states of high emotional anguish. As in any negotiation, this

plays directly into their strategies. If we act in a heightened emotional state, we will strike out unfocused, un-prepared and create more problems than we had to begin with.

2) Secondly they know if we do not respond in an immediate emotional way that we will probably never use their strategies against them, because we will profess to be “rational,” and therefore we become very predictable.

That makes us very vulnerable. In any hard core win/lose negotiation, the pre-dictable party is at a disadvantage. On the flip side, that is why the terrorist has the advantage, because we don’t know what they are going to do or when they will do it. SOLUTION: Avoid engaging in traditional win/lose negotiations. If you must engage, do your best not to be predictable in your strategies and

responses. If someone is looking to take complete advantage of you, they will do it. Do not give them a hint of what you might do.

To quote Big Dog negotiator Keith Cunningham: When it comes time to create alternatives, “bring them to their senses…not to their knees.” This takes tremendous emotional strength as well as a good team to support you.

Be willing to walk away But despite these terrible events and the way we now have to live, we have con-tinued to strive, thrive and move to greater heights and attainments. Offering your customers more and allowing them to see that you are there to help will assist us all in the recovery – emotionally and financially. Sell with strength.

10. It’s Not Just About Selling People keep saying to me, “But I don’t sell.. blah, blah, blah!” Please pass this section on to every person you have ever heard make that comment. It drives me nuts!

In the world we live in, those who can communicate the best and the most effec-tively have a better chance at getting what they want than those that do not. End of story! Even those with great products, ideas or services are at a disadvantage if they cannot communicate value to others or understand the needs, pains and desires of others. If you cannot, refuse to, or are turned off by learning the criti-cal lessons of convincing, leading and selling, you will never live up to the con-stant challenge of knowing how to both understand others and deliver to them.

The lessons of selling are life-changing lessons that are for everyone who has ever attempted to get their point across to someone else. Its challenges are the ones that turn average folks into superstars and normal people into exceptional role models.

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It’s the same series of questions and statements from customers, significant oth-ers or whoever, whether in business or in any part of your life: • “Why should I listen to you?” • “What is in it for me?” • “Do you really understand what I need?” “Prove to me that you understand and can deliver what you say!” Sound familiar? It should. These statements could be those of your work team, your family, your kids, your boss, your prospects or your customers. Most im-portantly it’s about consummating the most critical and yet the most difficult sale of all. That is: You selling to You! It sounds like: • “Why am I doing this?” • “Am I cut out for this?” • “Do I have to do this?” • “What is the payoff?”

I KNOW that this is familiar!!! I don’t care if you work a desk job, manage a household of 12-year olds or sell securities, if you are going to be effective, you must learn how to answer these. The quality of the response will determine the quality of your effectiveness. GLOSSARY of TERMS used in the book SalesDogs: (this may de-mystify the “sales-thing”) Business Term SalesDogs Definition Selling: Convincing someone to agree with you and/or take action (another person, group or you) Example: Persuading your spouse to fore-go Monday Night football for a parent teacher meeting. Closing: Completing a sale. Act of gaining final commitment to take action. Example: Getting your kids to actually clean their room. Prospects: Anyone you are trying to convince or communicate with (businesses, bosses, individuals, kids.) Clients/customers: Anyone who works with you, is supported by you (physically, mentally or emotionally), lives with you or buys from you.

Sell: Webster’s Literal Definitions: To give or to offer: To deliver or exchange: To establish faith, confidence or belief in some thing: To persuade: SalesDog: Anyone engaged in any of the above! 11. Confidence – You Can Have It. In a conference call I was asked how to build confidence in yourself or in oth-ers. If there were a magic pill for this one, we wouldn’t need to be writing any-thing!! It drives me crazy to hear people asking for someone else to give them confidence. Impossible! You give yourself confidence. You have to prove to yourself that you can do something. You have done this before, haven’t you? The real question is “Are your dreams important enough for you to give them a shot?” If so, here is the formula. There are three C’s to building confidence.

Courage. You have to have the courage to try – to step out and actually con-front fear, embarrassment or doubt. Sorry folks. It’s part of the formula. Look, you do this every day by accident in some area of your life. Take a deep breath, override your logical psychobabble and do the thing you are looking to gain confidence in. The worst that can happen is that it will make for a great story later! Conditioning. Once you face the fear and identify the demons or the problems, condition your brain and your emotions so that you do not freak out in the proc-ess or worse yet hide in the corner without trying again. The SalesDogs Training Kit allows you to isolate the issues, and systematically condition the fear or doubt right out of your system forever. Commitment. Do not give up. This is a process of repetition. By putting your-self on the line again and again it will get easier every time. The kit allows you to shorten the process by handling some of this without being in front of live bodies. Many venture out once and then at the first ‘knock-back, they retreat. Hold your toes to the fire and keep going no matter what. Your life will change. Patience. Okay, I said 3 C’s. There is one more. Be patient and tolerant of yourself. This is an event that takes time. No pills yet! I will guarantee you that confidence will come. The faster you repeat, the less time it takes. It’s not about having someone else pat you on the back to let you know that you did a good job, although that’s nice sometimes. It’s also not about having them sympathize with you. You have got to do this for you! There comes a day in your life when you say, “I have to master this.” The sooner you do that, the sooner you will look back at those fears and say, ”Been there, done that, bring it on!”

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12. Give Freely to Receive Greatly There are tons of myths out there about selling and sales people. Perhaps you have heard or believe that sales people are “greedy.” To set the record straight, great sales people are generous! Great selling allows the customer to be greedy!! One of the greatest sales accelerators and greatest prospecting tools is the willingness to give. In a recent seminar I talked about offering a free gift, free report, or any valu-able free information that enhances your prospect’s life or business. Even a free taste of your service or products will attract to you those who are interested in what you ultimately have to sell. If your stuff is good, then your chances of converting are high. Of course I had a few in the room who could not wrap their heads around the concept. They came up with the obvious, “What if they take advantage of you? If I give something away, it will de-value my product or service…blah, blah.” You get the drift? I will tell you that those people are the greedy ones! Either they are greedy or they do not trust the value of what they are selling. Either way, they may be destined for mediocre results. It takes a true entrepreneur to have the guts and the wisdom to be of service to others before asking prospects or customers to put themselves at risk. I have not yet met a great business person who was not generous. Those that have interest in what you are offering will show up and others will not. It is an awesome way to generate and pre-qualify prospects. You can let the experience of you or your service sell itself. However, if you are greedy and distrustful of prospects, or unsure of the value of your opportunity or product, you will have to sell very hard. Whether you are able to do this is primarily based upon your conditioning and what your ‘little voice’ is saying right now! If you were taught to never work without pay or to always demand compensation for everything you do, you will earn a paycheck, but may never become a great salesperson or entrepreneur. What were you taught? What were you led to believe? How much do your trust yourself and what you are offering? There are always those who want something for nothing. You may even have so-called friends like that, who only hang out to dump their emotional baggage on you or want to be seen with you. Yet, for the most part, you feel compelled to reciprocate with those who understand you, are respectful of you and who deliver to you. Let customers be greedy for answers, support, opportunity, fulfillment and fi-nancial advantage. If you are the generous one and are willing to give first, you will have set the stage for a perfect exchange. So think about it. Are you

greedy or are you generous? What can you give to others that will give them advantage in their lives with no risk to them? If you give it freely, not only will they come to you in droves, but you will be making a difference in many peo-ple’s lives. 13. Blast Out Of The YUCK Zone – Forever! In our bi-weekly training and coaching calls and at seminars, the same issue seems to keep popping up when it comes to selling. “How do I get started?” “I know that I need to make calls, but I have a hard time picking up the phone, knocking on doors, approaching new people.” I always ask, “Why is it diffi-cult?” The answer usually comes in the form of, “I don’t want to look foolish. I don’t know what to say. I start sweating and fretting. I lack the confidence.” Let me put this to rest once and for all, especially for all you new sales people, net-work marketers and anyone who wants to move to the next level of your own personal development. There is a part of growing that I call the YUCK Zone. It’s that time of learning something new when you feel nauseated, frustrated, afraid, inadequate – gener-ally YUCKY! There is good news and bad news. The good news is that in nearly every endeavor there is a predictable time frame in which it will go away. In a book I recently read it said that a toddler makes about 900 attempts to walk until they “get it”. It takes an adult approximately 400 hours to begin to “get” a foreign language. My father told me when I was 4 years old that I would fall 50 times before I would successfully ride my bike without training wheels. The bad news is that in learning something new, there is no way to avoid it! You have to know that you are going to look like a dope, flounder like a fish out of water and generally wonder why the heck you are doing this. Yet, there comes a magic moment when something clicks in your mind and it begins to make sense. People stop looking at you weird and you start to see the light at the end of the tunnel. This comes with repetition and time. It’s not a function of competence, intelligence or luck. It is a function of persistence and patience. There is more good news! You can shorten the YUCK zone through training, tools and coaching that allow you to learn in small chunks at a rapid rate with high frequency and low emotional exposure. That is what we are doing with the Canine College calls with phenomenal results. But even before your mind clicks, something clicks in your spirit. There comes a moment when something deep inside you decides that winning is more impor-tant than being comfortable! When are you going to make that decision? Most fail, not due to lack of talent, but lack of persistence or the desire for immediate gratification. The joke is, that by not making that decision, you have taken up permanent residence in the YUCK zone. Why? Because even if you don’t choose to learn, your mind still is tormented by its desire to have the best and be

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the best. You end up questioning yourself into an even worse YUCK zone of self doubt, envy or even cynicism. Look, your kids go through the YUCK zone when they are learning new levels on their GameBoy, when they learn to read and when they reach puberty. You did it and now you can laugh about it. Confidence comes from courage, tenacity and patience. The best advice is to dive into the YUCK zone quickly, do it with a team or some companionship so you can commiserate together and do it with real training and coaching. Statistically done that way you will shorten the YUCK zone by over 60%! So how do you start? You have already started. You started this game the first time you fumbled for words in front of someone you were trying to impress. This time in your life, let your spirit choose to win. You deserve it! 14. Position Yourself Well In Chicago once, I was asked several times how to pick a company to sell for. It’s an important question with a large pitfall. Most salespeople make career limiting mistakes when it comes to this issue. Here is the checklist: Picking a company based solely upon the commissions, or financial remunera-tion is a big mistake. Pick a company that offers the best sales and personal development training that you can find. With this, you can actually get paid to learn a life skill that will make you money anywhere and any time. Learn what kind of ‘dog’ you are and what type of selling will make you the most money based on your ‘breed’. Make sure that your breed’s natural strate-gies are congruent with the selling strategies in your targeted industry. (Go to www.salesdogs.com and do the free test to find out which dog you are.) Make sure you know what ‘breed of dog’ you are interviewing with and what ‘breeds of dogs’ you will be talking to in the field. If you are a timid basset hound and they are all snarling junkyard pit bulls, you may not feel comfortable launching a new sales career in that world….yet! (Bassets can do really well with any prospect, once properly trained, but maybe not in the beginning.) Learn the skills of ‘connecting’ with others. Being able to touch people’s hearts and minds is a skill that will make you wealthy if used with integrity and ethics. This is more important than having passion for the product itself. Passion with-out the connection is offensive and intrusive. Find a place where you can be coached and trained on all of the above so that you can minimize frustration and maximize momentum. Then go sell with strength, happiness and generosity to others.

15. Enjoy The Clear Air I have raced sailboats most of my life. Those who have done a fair bit of it will tell you that it is a wonderful combination of skill, strategy and sensitivity. It also provides incredible lessons. The idea of racing sailboats is clear. A whole bunch of boats crowd a starting line somewhere in a large body of water and jockey for position until a horn sounds signaling that the race has begun. In most cases, the typical race is set up so that the first leg of the race is sailed directly into the wind. In other words, all the boats have to tack back and forth at roughly 45 degree angles to the wind in order to reach the first buoy which is somewhere upwind of the starting line. This is always the toughest part, but the most exciting. It’s like having 30 competitors vying for that first appointment with the pros-pect. It’s like entering a noisy crowded market for the first time. Everyone is jockeying, some are yelling, some are threatening while crews and teams scram-ble to make the boat go faster. For me it has always been confusing when I start a new project. Which way do I go? Whose advice do I take? It seems that when there are boats all around, it’s hard to see that first marker way off in the distance. You seem to be following the herd. There is an old rule of racing however that says if you are being covered by another boat who is a little farther to windward than you, they are blocking your full access to the prevailing winds. As a result you cannot get good boat speed. It’s an impossible position to hold and expect to win. Your best chance if caught in that position is to tack away to get out from under the blanket of the other boat in order to get ‘clear air.’ Once in clear air, you experience the full force of the wind without anyone blocking it, disturbing it or shadowing you. What’s my point? In order for you to be the best that you can be…you have to ultimately get clear air. You have to be willing to take the risk of thinking your own thoughts, mak-ing your own decisions and experiencing the market, the elements and the con-sequences first hand. You have mentors and advisors. You have had teachers and parents. Their sup-port has been and is critical. But when you are on the race course, it’s you and your crew! Not them. All the training and advice is not there for you hide be-

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hind. It is meant to give you enough information to make your own intelligent choices. The problem with taking so much advice is that you get used to taking it! I have seen many finish in the middle of the pack simply because they were content to follow the group…taking their cues from the actions of others. The problem is that if you aren’t the lead dog, the view is always the same. At some point you have to get clear air! There is no better feeling than breaking away from the pack and feeling that fresh breeze hit you in the face and to feel the boat heel over with the force of the un-encumbered and freshening breeze. The boat literally feels like it has been un-shackled and now is flying through the waves. You have split from the pack. To truly be your authentic self you have to create places in your life, in your business, in your daily routine where you can get ‘clear air’, without thinking about what someone else is thinking about you, without worrying about politics, but with the courage to trust yourself long enough to make a move on your own and then live with it. At that point, you have grown immensely. Your ability to think, solve and mani-fest results jumps exponentially. It’s that move that makes you a leader. And don’t worry. You will find out soon whether your move was good or not. You will know soon whether your crew was up for the challenge or not. Because remember we are all going to have to go around that silly little marker way up ahead. Even though some boats are on the right side of the course, some in the middle and some on the left, they all converge again very soon. At that point you get to see if you gained ground or lost it. Either way though you learn. If you get good at searching out and finding the clear air, you will ultimately start finding yourself at the key positions on the starting line. You will find yourself sitting in the pole position because you know that is where the clear air is. Be you and take a chance with yourself. It’s a great ride! 16. Know Who Are You Talking To? As some of you may know, my book SalesDogs is part of the Robert Kiyosaki Rich Dad Advisor Series. That is because Robert’s ‘rich dad’ said that the num-ber one skill you nee to be truly successful in business is the ability to sell. You must be able to sell to customers, teams, investors, banks, yourself, your family, friends and basically to everyone with whom you have dealings. It is leadership.

If you have undertaken some sort of personal development training or listened to tapes or CD’s or gone to development seminars, they talk about getting your own head and motivation in order to be successful. Yet one of the biggest problems is getting others to think like business owners. Many want the cash, but are blown away because they are truly security conscious employees or are the self em-ployed who either rely on a paycheck from someone else or who rely solely on themselves for income. When it comes to motivating others, taking risks and exerting the courage necessary to build a B, (business – from the Cashflow Quad-rant) they fall back. Have you ever realized that the person you were talking to just did not “get” the concept of what it takes to build a business?

They operate from a different mindset and conditioning. It’s one of security or trading time for money. You have found someone interested, but they may come from a very different reality than you. Again conditioning is the key. And listen-ing to their problems and helping them find a solution that they value will always bring you out ahead. What conditioning are you working from? Whose conditioned little voice is oper-ating your brain? Or have you been able to work through the old conditioning to the new, better model you. If you have – congratulations! If you are still strug-gling with the old conditioning, go to www.salesdogs.com and we’ll help get you to the next level. 17. Plan For More It’s been an incredible year so far. There have been huge wins. There have also been some exciting challenges. Yet most of all, there has been a tremendous amount of learning. Just when I think that major insights and ‘aha’s’ are a thing of the past, I get bombarded with amazing lessons and reflections that catapult me as a person, my business and my relationships to higher levels. I could write for days on all of them, but, I want to share with you the particular insights that have made the biggest difference to me financially and personally. Insight #1: – I attended and facilitated at Robert Kiyosaki’s Business School for Entrepreneurs in Australia in which we studied the book, “Good to Great”. The huge lesson from that was that all companies that went from good to great, made a conscious decision to be great. It was never due to circumstance, technology, breakthroughs or outside factors. Internally, the team or leadership made a deci-sion to go from simply being good, to becoming great. It seemed simple, but I had to question myself. ‘Are you really committed to being great or just good?’ I looked at myself as a teacher, business owner, leader, father and spouse. I began to see that there is a big difference between

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good and great. So ask yourself…are you the best? Is your business the best? Are your relation-ships with clients, colleagues, team members the best? Is your family the best? It’s a conscious decision that many give lip service to, but rarely fulfill. Jim Tressel, coach of the Ohio State Buckeye football team said it best last year, min-utes before taking to the field in the National Football Championship game, which they won in a dramatic double overtime. What he said to his team was... “There are people in this world who are afraid to be great! They're afraid to be champions only because they are afraid of the work and commitment required to step up to the championship platform.” What about you? Insight #2: – More than at any other time, I have observed that the difference between being good and great comes down to the set of standards and rules that each team uses to hold itself accountable. It’s the Code of Honor. Every team, business, family, relationship and individual has a code whether you know it or not. The first question is whether its standards promote high performance, collabora-tion and unity or every-man/woman-for-themselves. The second is whether eve-ryone is playing by the same Code! Some of the biggest collisions I have seen in relationships are because people are playing by different sets of rules and don’t even know it!

Insight #3: – I have really come to see lately, how my communication affects others in both in an emotional and psychological way. How about you? Have you stopped for a minute to observe? The biggest lesson was that communication is not about saying anything!! True communication is about connecting….not talk-ing and not occupying space. There is a difference. How many times have you been physically present, but mentally and emotionally gone? My young son really taught me this. He connects unconditionally. If I disengage from him when he is communicating with me, I feel terrible and he feels dis-counted. How many people in your life do you do that to unconsciously? Most people are too busy, don’t have enough time, are more concerned with themselves and therefore don’t or can’t connect. The reason they have no time, is because they have no trust. They have to have a million things going on in the hope that a few will be successful rather than trust that if they focus on their unique abilities, they will succeed. By focusing enough to shut up the little voice in your head, stop anticipating an-swers and comebacks, and truly connecting to the words, thoughts, feelings and

emotions of another person, an incredible bond and trust is formed. In sales, this can mean a life-long client. In your personal relationships, this is what generates the warmth and love that is the spirit of relationship. The most magic moments have been when I just connected, heard and under-stood. How about you? Therefore when we celebrate our wins and give thanks for all the gifts in our lives and careers, here are a few thoughts: What is it that you can be the very best at? What is the one simple thing that has driven all of your successes over the years and how can you leverage them? What standards have you set for your team, your family and for yourself that you are willing to ‘call’ and ‘be called’ on? What are the rules for the next level of play? What’s the Code? What are your relationships really like? How connected are you to those who mean the most to you? Do you really hear them heart to heart and have you let them know it? When you next set your goals, be sure to thank yourself for your persistence, integrity and your commitment to truly being great in every area of your life. After all, you deserve it! 18. Be Passionate About The Sale Do you have to love what you sell in order to be great at sales? Everyone always asks, if you have to have passion for what you are representing or selling in order to be successful? (Actually they don’t ask, they want me to agree with them.) Yes, it helps if you like what you are offering, but many times it’s a trap. It is possible that what you love, the market could not care less about. Additionally, I see many who spend time justifying why they can’t sell something because it doesn’t have all the “right” features or the “right” support or the “right” ameni-ties. ADVICE: Blow those thoughts out of your mind. They could be limiting your efforts. I am not advocating selling garbage, but I have seen tons of would-be salespeople who get caught up in “not feeling right” and never convert a sale. Even if they are selling something that they love, they get righteous about it, end up being overbearing about it and actually put people off as they are seen as some sort of a kamikaze. Worse yet they even get desperate about it.

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If there is a requirement, it is to be able to connect with others and touch them. If there is passion required, it is more important to have passion for converting sales, doing deals and turning other people on to your ideas, opportunities or products whatever they are. Don’t you get a rush when someone says “YES!”? Gain a passion for asking questions and becoming interested in what other peo-ple are doing. What are their goals, dreams, needs and most importantly their fears and pains? If you do that, your interest in them will become contagious and they will become hungry for your solutions. ___________________________

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Blair Singer The message is clear. In order to be rich and succeed in business you have to be able to sell and teach others how to sell. Second, to build a successful business you have to know how to build a cham-pionship team that can win no matter what. Blair Singer has helped increase the revenues of companies and individuals all over the world by giving them the secrets to implementing those critical components. If the owner or leader of an organization can sell and instill the spirit of ownership , accountability and team into the culture of the business, incomes soar; if not the business fails. Blair’s work with thousands of individuals , and organizations has allowed them to experience unparalleled growth, return on investment and financial freedom. Blair is a facilitator of personal and organizational change, a trainer and a dynamic public speaker. His approach is one of high energy, intense and precise personal development and inspiration. His unique ability to get entire groups of people and organizations to change behaviors quickly and achieve peak performance levels in a very short period of time is due to his high-impact approach. Blair is the author of SalesDogs®: You Do Not Have to Be an Attack Dog to Be Successful in Sales, which is also part of the Rich Dad’s Advisor series. He founded and operates and interna-tional training firm that offers life-changing success strategies that have helped thousands in-crease their income through building championship sales teams. Since 1987 he has worked with tens of thousands of individuals and organizations ranging from Fortune 500 companies to groups of independent sales agents, direct sellers and small business owners to assist them in achieving extraordinary levels of sales, performance, productivity and cash flow. Blair was formerly the top salesperson for UNISYS and later a top performer in software sales, automated accounting sales and airfreight and logistics sales both corporately and as an entrepre-neur/business owner. For the past fifteen years he has conducted thousands of public and private seminars with audiences ranging in size from three hundred to over 10,000. His clients typically experience sales and income growth of 34 percent to 260 percent in a matter of a few short months depending on the industry. His work spans over twenty countries and across five conti-nents. Overseas, he works extensively in Singapore, Hong Kong, SE Asia, Australia, and around the Pacific Rim. In 2004, Blair founded SalesPartners Worldwide, an international franchise that teaches entre-preneurs and business owners how to get rich. SalesPartners captures the experience of Blair Singer and Robert Kiyosaki and provides a system for helping any entrepreneur create the wealth and freedom that owning a business should provide. The SalesPartners Franchise utilizes the proprietary 720° Business Success Model™ that has been the secret behind Blair and Robert’s tremendous success. To find our more about Blair Singer or SalesPartners go to www.sp-ww.com.

Is a

SalesPartners Franchise for you?

®

“Build your own business success by teaching other entrepreneurs how to become rich!

Blair Singer Founder of SalesPartners Worldwide Rich Dad Advisor

A SalesPartners Franchise is perfect for people who would love to sell and teach entrepreneurs and business leaders to create wealth.”

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18 Ways To Motivate Yourself When Nothing Else Works

Building a business... the SalesPartners way! What makes a SalesPartners Franchise different? This is the perfect franchise for people who love to sell and enjoy mentoring and teaching other entrepreneurs and business leaders to create wealth. The statistics tell us that each year approximately 1,000,000 small businesses are started, and sadly 95% of those businesses will fail within a 10 year period...the main reason they fail is that they cannot SELL (to clients, to investors, to em-ployees, to the market in general)! This represents an incredible opportunity for the right people who want to build a tremendous business teaching entrepre-neurs and business owners how to master the 720° Business Success Model™. Compared with other franchises like McDonalds® with costs over a million dollars, SalesPartners franchise is very reasonably priced. How much does a SalesPartners Franchise cost? Franchise opportunities start from $35,000. Register your interest at www.sp-ww.com to receive more information. SalesPartners is an international fran-chise that allows you to start from home. What does a SalesPartners Franchise offer me? You will build a business the same way that Blair Singer and Robert Kiyosaki have done for the past 25 years as business partners. The training program is intensive and extensive! You will get to leverage the power of two international brands SalesPartners and Rich Dad Advisors® to build a business for yourself...but definitely not by yourself. Many franchises train you for “self-employment” or as Robert Kiyosaki would say the “S” quadrant (“S” represents small business). A SalesPartner Franchise not only trains you for the “B” quadrant (“B” stands for big business) but also the “I” quadrant (“I” stands for investor). Bottom-line, you can build financial wealth helping entrepreneurs and business leaders do the same. Who is a SalesPartners Franchise for? Everyone MUST SELL! This is a key component of SalesPartners Code of Honor. The SalesPartners franchise is perfectly suited for people who love to SELL, build TEAMS, and TEACH others how to do the same thing. It requires a person who is committed to learning and taking massive action as they following a program that teaches them how to build a business the SalesPartners way! Who is a franchise not for? A franchise regardless if it is a SalesPartners Franchise or not, is not for peo-ple who want to do things their way. If your not teachable...then we guarantee that franchising with anyone is not for you.

“This is a business opportunity for you to build entrepreneurial wealth… by helping other entrepreneurs and business leaders to do the same.”

®

®

Copyright © 2005, 2006 by Blair Singer and XCEL Holdings, LLC. All rights reserved.

What’s the next step? If you are serious and want more information, we recommend the following two steps:

1. Go to www.sp-ww.com Read more about the SalesPartners Franchise and register your interest. A franchise representative will contact you to answer any questions and assist in evaluating the opportunity.

2. Purchase the Rich Dad educational CD

A Franchise Business Is it right for you? On this CD experts share the pros and cons of a franchise business. One expert is Kelly Ritchie, founder of Franchise Control Sys-tems and Co-founder of SalesPartners with Blair Singer. Another expert is Doug Ducey, one of the founders of the Cold Stone Creamery franchise. The price of this educational CD is $39.95.

“Regardless if you purchase a franchise or not, by listening to this CD, I believe you will learn a lot about a very powerful busi-ness model known as franchising.”

- Robert Kiyosaki

“Raising your awareness of franchising is a critical step forward in creating the business of your dreams. On this CD you’ll here Robert, Kelly, and Doug demystify franchising and help you truly harness this powerful system for wealth generation.”

- Blair Singer

Building a business… the SalesPartners way. www.sp-ww.com

SalesPartners, The 720° Business Success Model, The “Sales/Team/Teach Model” are registered trademarks of Blair Singer, SalesDogs, Inc. and XCEL Holdings, LLC. All rights reserved. © XCEL Holdings, LLC 2006 Rich Dad, The CASHFLOW Quadrant (The ESBI/EBSI Sign), and Rich Dad Advisor are registered

trademarks of CASHFLOW Technologies, Inc. All rights reserved. Used by permission.

“Who you surround yourself with will determine your Wealth & Success— Do You Have What it Takes to Be on Our on Our Team?”

- Blair Singer

18 ways to motivate yourself when nothing else works

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