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| June 15, 2007 | ||||
A Publication of Richard Flint Seminars
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In this issue: |
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The English language is such an interesting language. There are so many words that carry emotions that have to be filtered through to create their definition. The word is not the challenge; it is the emotional filters that create how one feels about the term. Any definition involves your mind and your emotions. It is not simply reading the definition; it also is about what the word means at that moment in your life. One of the most emotional terms you can hand a person is Change. It has always been interesting to watch the reaction from people when one starts talking about the, “need to change.” Most know their need, but resist at the point of implementation. |
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They will tell you they understand and see the need, BUT walk away and talk themselves into continuing their pathway of sameness. Each time the issue is readdressed, they will repeat the same comments they shared the last time, BUT continue their journey of sameness. Then, when the day arrives, and it will, where the needed change is not an option, they will continue to resist as they drag themselves through the process. Most have heard me say in one venue or another, “Most people want to improve as long as they don’t have to change anything.” The thought is true; people want their life to improve, but are resistant to just stepping up to the plate and implementing the needed action. The desire is there, but the fear of what the change might do to their life is larger. Why? One would think that intelligent people who know what they need to do would simply see the need for the change, accept it and move forward. Here are five reasons I think they resist the Change they know they need. First, Change will challenge you. As much as people know they need to face change and implement it, they stay locked in a routine they have established for self. It is amazing how routine becomes a roadblock to improvement. One can know they are not in the right place, keep talking about the wish to get out and then race back into their routine each time change stands in front of them. When the fear is stronger than the desire, routine seems to be a safe place; reality is – it is not; it is a prison. Second, Change will ask you to adapt. Again, if fear is in control of one’s life, the surroundings they have created look safe. Those who share that space will always fight to keep the other person from leaving. The challenge is they are just as lost and dealing with the same issues. It is only natural they will fight to keep the person there. Change is the enemy to sameness. Change will look routine in the face and challenge its control. That makes change an enemy to those who live with fear stronger than desire. Third, Change will notice one’s behavior. Remember my three little words? Behavior Never Lies! When change becomes a part of one’s life, it won’t let them lie to self. It listens to the words that are spoken and then addresses the behaviors that are put in place. When a contradiction is discovered, it will address the conflict between what is said and what is done. That makes change a very uncomfortable emotion to face. Fourth, Change will grab one emotionally. This is such a huge part of the struggle. Change is an emotion and the stronger the fear of change the bigger the battle to implement change and improve one’s life. There is no improvement with change. Change is the front door that has to be opened in order to create improvement. When one resists change, they shut down improvement. The war will involve all the emotions fear can throw at the person. It can become fierce and emotionally overwhelming. What has to be remembered is this war is being fought for control of one’s life. That must not be forgotten; it is not just an emotion one is wrestling with; it is the total design of a person’s life. Last, Change will create endings. An ending involves facing what is, redesigning what has been and being willing to step forward EVEN if the pathway is not totally clear. That takes a lot of internal strength; that takes a lot of personal trust; that takes changing the question from “what if” to “what can.” The difference is one’s imagination being in control rather than their emotions. So, how does one face change and stop running back to the unsafe routine? Here are five suggestions. First, challenge the routine. Put it to the question. Is this feeding my confusion or strengthening my clarity? The honest answer will show you the pathway you need to take. Second, allow your imagination to be part of the decision-making. Most of the time one’s emotions are really designed for sameness. Because most live from the negative to the positive, their filtering system sends everything through a negative path. Again, the result is the desire to improve being beaten down by the fear of “what if.” One’s imagination is the pathway to improvement. When “what can” becomes the director, the possibilities are seen. Third, notice the good that the change will bring to your life. Stop only seeing what might happen; place the emphasis on what good can come from this decision. There is good in everything. Change is given a life to help them see beyond their moment of emotional freeze. Fourth, get perfectly clear on what you REALLY want for your life. Stop playing the game of uncertainty, challenge the fear that is holding you back, and turn loose of those who want you to stay the same. Stand tall within yourself and seek the clarity and resist the confusion. Last, exit! Take a deep breath and step forward. Yes, there will be fear; yes, there will be uncertainty, BUT staying where you are is a trap designed to steal life, not bring life. This is a war! This is your life and future at stake. Win the battle by taking control of your life; feed your desire to improve and repel the feeling that it is safe to stay where you are. Hey, are you ready for change? |
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Are your people getting too comfortable? Recently I was talking to the sales manager of a medium sized company who was really perplexed by the behavior of several of his salespeople. They just didn’t seem to understand they weren’t doing their job. “Richard, I just don’t get it! I have four salespeople who simply don’t understand the need to step up. I have talked to them and they say they understand, but then, go back out into the field and continue to do things the same way they have always done it. These are not new people. These are seasoned salespeople who have been with me for at least nine years. I am at my wits end with them. What is the answer?” The answer is really simple. These four salespeople need to be challenged with a presence that says, “I am serious,” not a presence that says “I hope you are hearing what I am saying.” Too many managers operate from a base of fear, rather than a presence of strength. That base of fear comes from the thought of losing people. The reality is if someone doesn’t share a common agenda with you, they don’t respect the leader and with the lack of respect, the leader’s words carry no strength. For any company to grow, it must be constantly challenging everything they are doing. Nothing must be set in stone or accepted as “the way” because that is the way it has always been done. Salespeople create routines and these routines can become comfortable ruts they just exist in day after day. If they are “getting business,” most feel they are doing their job. Understand that once a salesperson slips into a comfortable rut, they stop being a salesperson and become the future loss of business. Every account a company has should be constantly being examined to find the ways to continue to grow the business. When the person in charge of that account slips into the role of taking care of the account, the leader’s presence must increase. I am a believer is changing salespeople’s territories if they become comfortable with what they think they have. The territory can be changed by taking it away from them or by dividing it with another salesperson. If the leader lets people become comfortable with “what is,” they will find a territory that is simply being poorly managed, not customers that are being challenged to do more business. The truth is this is a leadership issue, not a salesperson’s issue. The behavior of all people is consistent with what you allow them to be. Think about that statement. |
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Impact of presence The loss of a good customer is not due to price! 99% of the time, it is the result of the lack of attention. The #1 thing any person wants to know is that they matter. That means not taking their presence for granted. Recently, I was talking to a regional sales manager who shared this with me about one of her top customers. “When we first started doing business together, I got the feeling our business mattered to you. Your area rep was here and was constantly seeking ways to improve their presence with us. But, let me tell you, I don’t believe we matter to your company any more. I haven’t seen or heard from your rep in over six months. I know they drop by, but that is all they do – they simply drop by. I am telling you now as soon as a product comes by that we can replace yours with, I will do it.” The role of a salesperson is not to massage business, BUT to grow the business. That can’t be done without paying attention to the customer. That doesn’t mean simply “dropping by;” it means continuing to have a sales presence. There is a big difference between a salesperson and an account manager. A salesperson continues to sell even after the customer has made a purchase; they are continuing to seek doorways for more of their products. They are continuing to ask the right questions that cause the customer to be curious about other avenues of doing business. An account manager is simply that – they manage the account. They show up, look at “what is” and move on to the next account. Their presence is a moment, not a continuation; their value is diminished by their lack of connection with all the customers that one company may have. To grow business, a salesperson must:
Business is always there; salespeople are not always looking for it! There is no way to put a dollar amount on the business that is lost because salespeople stop selling and simply slip into managing accounts. |
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So, you want to own and run your own business? You want to be your own boss? First, do you think you will make a good employee? Most who own their own business are the boss and the employee. Do you understand what a challenge that is? Because, most are not good a listening to self. They have these conversations about what needs to be done and then wait for the employee person to show up and do it. Reality is – most left what they were doing because they didn’t want to be an employee any longer. Now, they open their own business and have to be both boss and employee. The result is they aren’t good at being either. To build your own business you have to be agreeable to do all things, not just the things you want to do. That one thought creates many of the challenges you will face. So, how good are you at being what your company needs for you to do? Do you struggle because you keep not listening to what you as the employee needs to be because you are too busy simply trying to be the boss? Confusing isn’t it? |
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I find it so interesting the mess people can get their life into. I wish people could understand the power to some of the simple truths I teach. Sometimes I think because it is simple, they tend to reject it. Many believe if it isn’t difficult, it can’t be real. Nothing is further from the truth. Life is simple until one decides to fight what they know is the correct thing for their life. Then when they create the war, they have tso fight the war with their self. Isn’t that crazy? Oh, I may have just discovered the real issue. We are all crazy and the insanity keeps us from seeing the simplicity of life. |
How does the average person mess up their life?
So, if you really want to improve your life and really see what there is for you to discover, what do you need to do?
I wonder if you have the inner strength to step up and face your design for your life and be willing to do what it will take to break free of your limiting routines. |
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| StarMaker 2007 Conference…
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This is more than another room to sit in. This is a gathering of 200 of the 1% who are serious about challenging their life in order to live their life with freedom. This is more than another weekend away from home. This is a venue designed for the family where there are activities for everyone; it is a chance for you to learn, relax and recharge your inner soul. Here is what people have said about their StarMaker experience:
Okay, can you see the need to be there? StarMaker 2007 Feeding The Hunger of Motivation is going to address one of the most important issues of life – learning how to get off of that roller-coaster that keeps you going up-n-down working to only stress you out. Got the picture? This is personal growth time for YOU that will allow you to have a greater presence in all the other areas of your life. Isn’t that something you need? Aren’t you tired of living an average life getting average results when you could be living a life with rewards and results that make your life simpler? Well?
Seating Is Limited! Only 10 Spaces Left! Please Don't Delay! Register For StarMaker 2007 NOW! |
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I would love to hear your thoughts about the articles in my newsletter. Email me at Richard@RichardFlint.com |
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