Elevate your impact with this daily podcast provided by shiftmethods.com Be inspired to become a better version of you and destroy the competition in your field.
Thank you for the Countries Represented Thank you for the Encouragement Thank you for Sharing Thank you for the Seeds You have Sown Thank you for Elevating Impact in my Life ….. And Now ….
How is it we are able to tell our sales secrets to everyone, including our clients, and still get referrals? What if everything you did was recorded and made available to the public, would you be proud of how you conduct business?
The most important part of the story is what your client or prospect says next. Use stories, not to manipulate, but to introduce a concept and listen to your client/prospect response, it can help you better understand your client. The whole key to telling stories is to understand.
Saying “I don’t know” is a form of surrender AND a byproduct in sales and service, it legitimizes all the things you do know. It is likely the client will think, if he is so willing to tell me he doesn’t know about something, I feel more comfortable with the things he is saying, and he seems to like his is being forthright with me.
Would you like to be Crushed by a ‘Sales Assassin’? I don’t want to be experienced as an assassin, I want to be experienced as a guide. When I am operating at my pinnacle of success, you feel like a hero in your own story, your own story - not mine. Hopefully, I am seen as being obsessed with the client experience.
I do not miss having young kids, but I do miss having my kids young. Take five minutes of each day to look at each of your children in the face and see them. Make a memory for yourself and for them. The days are long, but the years are short.
Do you remember the toy horse from Mr. Rogers that when you pulled the string it said: “I Know”. Having the mindset of or saying “I know” may be keeping you from learning more about what you think you know.
1.) Having a plan you are comfortable with and sticking to it while adapting and adjusting to changing life circumstances. It is never too late to make the best choice for the future. 2.) Thinking / Knowing Big picture - Great Example - Especially taxes. What’s your 43 steady tax costs can easily save thousands year over year. 3.) Keep asking questions - often the more you have the more you feel you should know.
Story of my friend entrusted with a start-up company
The most important sale you will ever make is your reputation. After your meeting they should feel listened to, honored, and thankful for the time you spent with them.
You are able to gain wisdom and insights when you accept responsibility, even when it is out of your control. You can tell where a man is going by how he is giving. When it returns to you it will be way bigger and more beneficial.
I must correct a previous episode, I mentioned how impressed with how my daughter Scarlet connected with a grieving family during a loss of a child. Previously I quoted her wrong and although it may seem like a small detail, changing the tense of the words reveals the empathy she had with the family. Be with your clients, understand where they are, empathize.
1.) You likely don’t realize how strong, able, and creative you are! 2.) You likely take for granted the trauma you’ve thrived in to carry and raise babies. 3.) If you only focus on CONTRIBUTING which is what you have trained yourself to be fantastic at, you will likely discover yet another area where you will THRIVE!! YOU will always BE more than you Know!!
If you are going to be accused of something, be accused of being over prepared - Use every moment of every day wisely whether working, playing or resting. Do it all deliberately and intentionally.
In episode 072 I talked about how your wardrobe choice can make such an impact. And now the rest of the story. Every morning, I stand in the closet looking at what I could wear, thinking of who I am meeting with and what they may like. Check out Episode 72: http://serve10x.libsyn.com/072-how-you-dress-matters
Grandfather - I don’t pay hourly, I pay by the job. Being Impact and Effectivity focused will greatly increase your quality of work and your bottom line. Don’t focus on the clock, focus on the task at hand. Never take a job by the hour.
Making the recording on audible for the book, I was told by the sound engineers ‘you can’t narrate your book. Your voice doesn’t sound right and the listeners are not going to like it.’ Hear the story of how I overcame what appeared to be a legitimate “CAN’T”. ‘I Can’t’ is not allowed in our home.
Who we are is much more than what we Do. What’s even better than me being great? … me having the resolve and insights to encourage others to their own greatness. If I can somehow contribute to you being better than me, WE WIN!
Over 15 years ago, a mentor friend of mine showed me his daily affirmation and encouraged me to write on of my own. Hear what I have been confessing to myself for many years.
Ornery - You’re not ornery, you just have a lot of energy. - G. Sonnenberg Florence - sometimes gets the label at home of being impatient and sassy - Irony - what she may often feel seen for in the midst of 4 kids is motivated by what she is known for. Florence’s labels - Creative, Courageous, Safe, Confident, Helper, Loving, joyful, Flourishing, Builder, Generous. Sassy -She sees the greater good (confident, trying to help, trying to give generously), Impatient - knows what is really happening (confident, courageous, builder and flourishing) What are you known for? What are you seen for? More importantly, how can you help translate some of the ‘not so savory’ behaviors of others to a positive intention?
Why is it so much harder to endure criticism and judgment from a loved one than it is from a client or someone you don’t know as well? I believe it is because it is so much easier to not take it personally when you can have empathy for the other person. However, when it is someone close to home, it is easier to have the expectation that ‘you know me better than that’. Let’s try to give the same grace to those close to us as we do clients and strangers.
⭐️⭐️⭐️⭐️⭐️ We Listened Well ⭐️⭐️⭐️⭐️⭐️ You Felt Understood ⭐️⭐️⭐️⭐️⭐️ You felt Honored BONUS - Ideas to enhance our client experience? Setting the vision for every interview helps us remain focused on creating an experience that exceeds your expectation. Our 5 Star Rating system may be more for us. It creates our vision for expectation with everyone we meet.
There is anarchy in traditional sales. The best selling, most popular, most effective selling techniques of the past are becoming not only irrelevant, but they are also becoming repulsive. When facing a SALESperson, if you feel the slightest hint they are trying to tell, convince, or sell you, subconsciously, if you are like me, you sense the odor of disingenuousness. It is repulsive and leaves some of the greatest traditional minds of ‘Selling’ frustrated, confused, and ineffective.
Catch yourself believing the best of yourself and others. Hear the story of my daughter Scarlett and her determination to convince us and herself she could not read. Our determination to remind her of what we believed about her was the encouragement she needed to change her outcome.
When someone has endured and is enduring a tragic loss, what do you say when you don’t know what to say? Hear how my ‘wise beyond her years’ daughter Scarlett spoke words of comfort and empathy to the mother. That must be very painful for you.
How much disclosure of your humanity are you giving? Some people know you so well you can be completely discounted. As a professional, it is best to show some of your vulnerabilities to show that you too are a real person. The amount of disclosure to your clients/prospects is important. Be aware of the amount of disclosing, of who you are, that you are portraying.
There is more than one side to you. Know who you are and realize you have many strengths!
Embrace and be aware of the change. Be aware of the change that is happening around you. Technology is changing the way we live at such a rate, if you are not aware you can be left behind. Are you embracing the change or resisting it?
I am going to take a risk and make an assumption about you. You may say, ‘You don’t know me! You don’t know what I’ve been through. You don’t know what I have to deal with! … how can you make an assumption about me?’. Not only am I going to declare an assumption of you, I am also going to assume, that you will agree with my assumption as truth. What can he possibly assume about me that is not only true but that I will also be willing to agree is true? My assumption, my belief, my bias, my prejudice is that you are DOING the BEST YOU Can. The absolute quickest way to meet someone where they are, to be empathetic, to see them, and have them feel seen and heard is to ASSUME they are doing their best. Assume - We are all doing our Best
In life, there is suffering. Aspiration is suffering and Life! As soon as you go to another level, you see a new vision of how infinite the possibilities are, and often, it all becomes too awful to live without the continued pursuit of the next thing. It is a magnificent thing to be awakened to aspire for the rest of our breathing days AND you will encounter suffering anyway, might as well suffer with Purpose. Wellness is suffering.
Quote from our maintenance man at apartments in college. Little did I think, what a person of impact he was until a friend dropped some valued knowledge. Keep in mind, You don’t know who you are talking to AND often others have no idea who you are or what you have experienced.
I grew up a little faster than I maybe should have as a boy. I naively took a risk using the leverage I thought I had … I can picture the paper I wrote with a pencil in my hand. I must have been 10-11 years old. Too young to shoulder that responsibility and also to know the potential impact. They say “out of the mouth of babes” … let’s just say it was that. Who is this kid telling me what to do with my daughter’s husband …? Maybe that was my way of attempting to be to my family what my sister is to the world. Message - someone is depending on you too. Intent counts more than technique!
Today, we get to choose the label on ourselves. If you have young children or grandchildren, pick a label for them that brings hope, encouragement, and life. Make an even better label for yourself. Get a good label so you don’t have to look for one. Give those you love a label so they don’t look to others for one.
Quote from my grandfather - It’s The Attitude you Take. You don’t control what happens to you, but you can influence what happens next. Raised in farm type - if you had a problem on Saturday morning if it wasn’t fixed by Monday, someone was walking … there is a solution, we just haven’t found it yet.
We think we know about our clients. In the financial service business, I hear so many advisors generalizing about what their clients want. Often, they will say people are afraid of running out of money. The only way to know what our clients want is to; ASK THEM!! #BigEarsWins
Experience every moment to the Fullest. Be fully present basking in the aroma of what is happening right now. These are the good ole days - this moment is all you have. Life is an accumulation of moments and how you rehearse them determines how you enjoy what is happening now. These are ‘the good ole days’.
George didn’t know what he was getting into when attempting to climb Camelback Mountain in AZ. Listen in on his progression on reaching the summit. If it’s hard or seems like it is too much, that is normal. Keep attempting and getting better is not normal. Keep going, Keep trying, don’t give up!
When things go completely different than you expect. George recalls a meeting he had with someone who met solely to say negative things about his work. Listen to him explain how applying ShiftMethods to the conversation made the ending worthwhile.
Chainsmokers "sick boy" lyrics... "Feed yourself on my life's work How many likes is my life worth?" Also, something common spoken amongst the successful entrepreneurs... 'If I knew it was going to be this hard, I never would have done it' If you are looked at as someone who has gone over the edge, you are in good company, press on! It is the sick boys that take on the risk, anything worth pursuing will be risky. Embrace the risk.
“Don't Starve The Artist” episode #006 was referenced... http://directory.libsyn.com/episode/index/id/6550278 What is the point of being artistic? Do something, perform, and the outcome was the mindset I came from, but are these really the most important things to be focusing on? What is it that you are interested in? What is your life's work? How are you making a difference in the life of others? You likely are making an impact farther than you realize. Be encouraged today!
Our vision about the future is one of our most powerful attributes. You cannot think positively and negatively at the same time. Courageous participation attracts positive things. Barry Michels, author of the book the tools, coming alive. https://goop.com/goop-authors/barry-michels-phil-stutz/ Don’t get upset about what you are Not - Be who you are! #thetools, #comingalive #grantcardone, #darrenhardy, #darrendaily, #tonyrobbins
‘You can tell where a man is Going by how he is Giving’ - ShiftMethods I believe my father may be fulfilling one of the most important pieces of his ‘Life’s Work’ post-retirement. Get Busy Living or Get Busy Dying, The Shawshank Redemption dialogue https://www.youtube.com/watch?v=q6v_eSNVxec Make everyday Count!! - FundMax
Crab Mentality - Wants to hold you back from trying new things and making progress. Be the first to encourage others who try step out of ‘normal’ Admire someone for their courage to try something new. Be empathic to others who get themselves feeling uncomfortable with your desire for progress.
Hear how I felt entitled to success because of how I was raised. I feel entitled to success because of my father, and grandfathers. See how you may be a bit more entitled than what you may have thought.
Henry Ford “Whether, You Think you can, Think you can't? You’re Right!” If you would have seen what was happening, you probably would have thought I was abusing her. Hear the story of how my daughter Florence learned to ride a two-wheel bike and how it can encourage you.
When things don’t appear to be going your way, do you choose to believe there must be more to the story? In this episode, I tell a story of a career moment of impact because of my default mode, because of what I chose to believe. Default mode - ya right - wait till you see the end!!
Rather than judging if something will work or not, make the assumption there is always something to learn and decide to figure out what that is. It always works out best for me - I just don’t see it like that. It doesn’t work that way for me. Classic - It doesn’t have to be that way.
An extra measure of Grace, Chicken, and egg. Grace or expect favor - My nature is to challenge, buck the system, test authority- Like a game. And when I get called out from time to time, I am the first to take responsibility and apologize for my often well-intended choices. As you test new things, lean into the favor that is there for you - You get what you expect. Expect the Best and See what happens.
No matter how successful you are, you can always get better. We specialize in those already extremely successful in their own right. A great example is when Tiger Woods story making an adjustment to his swing rather than telling him how to swing like somebody else. 90% of sales training is keeping what you have and 10% is making adjustments. What you have is fantastic perfecting. The primary goal is focusing on perfecting perfection all the while keeping the great things you are already doing.
Mindshift - I believe you must and when you do, you will Elevate your impact by doing your role well AND be who you are. Your Role vs. Who you are - Awareness / Avoid discrepancy MindShift in Sales 079 Prospect is looking for the yes Listen to 079 here: http://directory.libsyn.com/episode/index/id/6917288 Teacher, Police Officer, Father, Stay at home Mother - I hate it when Politically correct Full Story of how ShiftMethods was born; http://www.shiftmethods.com/thinkdifferently Avoid the discrepancy of disingenuousness See episode 068 Aligns with my heart, not my practice Listen to 068 here: http://directory.libsyn.com/episode/index/id/6850767
Hear the story of how I gave all the cash I had and got a surprise. Often the giver becomes the biggest beneficiary of giving. There is a powerful force at work. It is the power of reciprocity.
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