the secrets to motivate yourself for success

8/7/2019 The Secrets To Motivate Yourself For Success

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TheSecretsTo Motivate Yourself For Success adapted from EBook by Blair Singer Page 2

leadership is measured by their resolve and tenacity to go for it no matter

what.

You see I agree with Bach. I dont think that you would be teased with a n

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. Dont 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

conditioning 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. Dont 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 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. Neverbe afraid to dream!


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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 nothave 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. Youdont even have to be self-centred, thick-skinned or a jerk to do it either. You

canbe a good guy and have whatever you want and can win big too. How?

Its simply a matter ofeliminating 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 canbe 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 dont 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!


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So as you progress in your journey, dont hope or wish for what you want .

Dont 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!

So raise a toast to everything and everyone that supports you being the best

you can be. You canhave what you want. You canhave all the wealth, love,

joy and prosperity that you desire. It is not about believing you can do it, its

about trusting that you can do it.

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 Im told that I cant 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 canbe 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.

Everyone 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 motivate them to play to their strengths. That is the foundation of

SalesDogs.


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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 ONeal, the giant muscle bound centre

for the NBA Champion Lakers will never be a great horse jockey. Its not his

strength.

There is another trap. By holding the thought that you can do anything, you

imprison 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 dont

know enough and striving to become some super-human who can have a

handle on everything.

Bs (business owners) know what they are good at and what they arent good

at. They assemble great talent to play to their own strengths and forge

championship teams.

I have always said that your thoughts and emotions are the most powerful

creative forces that you have. Spend the next few days, assessing your

natural strengths, not your natural weaknesses. Those wont change. If you

have trouble, ask someone you trust and who wont 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 fatigue will fade.

Skills must be learned and some we are strong in and others we are weak in.

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 andcoach them to their strengths. Notice their response and their energy. It will be


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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? Its 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 arent getting any motivation from them,

it may be because you arent giving any. Its 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 greatsession,

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

youredead. Go for it! Ruth.

Let me tell you, it was the perfect ending to a great day that started miserably.

Thats a good friend!

So, the bottom line is, whos on your team? Who motivates you? Do you

motivate others? And if you are tiredso what? So is everyone else! Is your

mission big enough to keep you going? Remember that somewhere inside

you arethe best so youjust show them! And when it comes to rest, you dont

have to wait until youre dead. Thats our expression. Rest comes as a great

reward for giving it all youve got.

Therefore your assignment is: Infect someone else with a dose of good

attitude or laughter in the next 24 hours. Itll come back to youbig time!


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Change for Good!

In a program at the Learning Annex, someone came up to me at a break and

said, I know I haveto change the way I think and act, but its not that easy.

How do I do it?

Its a great question that everyone and his brother has an opinion about. I can

tell you that just when I think Ive 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 attempt to make sense of your personal finances.

You know what I mean? Youre 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

something 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, Comon 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. Its easy to make a


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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

associates 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. Im nottalking 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 dont know about you, but

sometimes 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

material learned. Its amazing how determined you are to get something out of

a seminar when you pay for it yourself.

Most of all, dont betray yourself: Dont abandon your dreams or allow the

little voice in your brain to weasel its way out of a commitment that you have

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?


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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

wonderful. 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

possessors of incredible energy!

Yet in those few days, as an American, some couldnt resist to asking me

about my views regarding the then impending war in Iraq. This is not the

forum for political views, yet I cant help but observe with incredible interestthe communication 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

negotiated 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, its 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 cant back down or

change their views. That sometimes forces a bad decision to get executed

even when parties secretly dont 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

position that they insisted on taking? They were willing to sacrifice love,

camaraderie, companionship and understanding because of a simple position.


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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 prospectthey end up being right but broke

and right. Its 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 its

a shortcut 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

dont know all the facts. I also think its unfair to point fingers unless the

fingers 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 whats 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.


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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, anotherperson

brought in over $2.1 million just this week.

The way I figure it, our little SalesDogs group contributed nearly $3,000,000 tothe 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 its bad, youre right. If

you think its good, youll get rich! She went on to say that these times are the

best for sales because everyone has bought into the fact that times are tough.

Its 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 dont call

on them as much because they dont want to upset them and they are tired of

the nos.

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 selling 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

circumstances are different. If I caught you thinking it, you are one of those

whose market is now vulnerable to those who arent thinking it. Of course the

economy has seen better times, but the issue has nothing to do with the


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economy. You cant control the economy. You cant control what others are

thinking. I cant even control my own dog half the time.

But you cancontrol what youre thinking! You can control your approach, your

attitude and your energy. Remember that while sales is about the

prospectits mostly about what is going on in your head. What isgoing on in

your head? If you arent doing well, what evidence have you stacked up in

your head that supports why you arent doing well?

Stop thinking like everyone else and start stacking the evidence in your

favour. 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 favour. Remember that sales is pure

energy.

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

sorrow and pain. How do you sell in this environmentor do you even try to

sell, risking the possibility of being insensitive, crass or cold hearted?

Its easy to offer a million excuses why this is notthe 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

uncomfortable 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?

Its 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 dont

is worse than doing nothing at all.


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In times of stresstrust, integrity and caring are critical elements to providing

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 theirbrains. Southwest

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 aggressiveness, 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 cant 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

solutions, 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 dont be


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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 allythen you will be! Its up to

you! You have to take the time to re-condition your brain, if you are faltering at

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 thousands 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 emotional 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. Its time to step up. The world has

transformed 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!!

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.


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In our daily work in sales, it is imperative that we understand, feel and

sympathize with our clients perspective. In these terrible moments, this is

more important than ever. To empathize, soothe and bring to closure the open

loops of peoples 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 everyones

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 predictable party is at a disadvantage. On the flip side,

that is why the terrorist has the advantage, because we dont know

what they are going to do or when they will do it.


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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 sensesnot 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

continued 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.

Its Not Just About Selling

People keep saying to me, But I dont 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

effectively 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 critical lessons of convincing, leading and selling, you will

never live up to the constant challenge of knowing how to both understand

others and deliver to them.


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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.

Its the same series of questions and statements from customers, significant

others 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 importantly its 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 haveto do this?

What is the payoff?

I KNOW that thisis familiar!!!

I dont 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.


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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 forego 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: Websters Literal Definitions: To give or to offer: To

deliver or exchange: To establish faith, confidence or

belief in something: To persuade:

SalesDog: Anyone engaged in any of the above!

the secrets to motivate yourself for success

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