Sales Training and Personal Development for Today's Sales Professionals and Management

"The wings of change" M I N D S P E A K

2012-01-29T07:27:00.000-08:00

In an effort for improvement and a better way of life, man has often looked to nature to find answers to the mysteries that have been previously unanswered. Back when I was in eighth grade, we did an experiment in science lab that really had an impact on me. At the time, the experiment didn’t seem like anything that would have a dramatic impact on me but obviously by writing about it today, I can tell it’s impact was long lasting. In a relatively simple experiment, we learned that change forces us to evolve and grow. And since life is growth, growth requires change to take place because Universal law states that all things are either going forward or backward; nothing ever stays the same.

In the experiment, we placed a potted rose bush on a window sill in front of a closed window in our science class. The plants were purposely allowed to dry out and eventually die. We then observed that the little bugs that inhabited the plant would grow wings and fly away to seek another source of nutrients required to live.

This simple experiment proved that even the lowest life forms facilitated change to survive and maintain growth. The bugs grew wings when they knew they had to go to a different place. This metamorphosis shows that change starts as thought and that when a clear goal is in sight, it will produce the means necessary to continual growth and advancement. In this case, the bugs grew wings; if they didn’t they would have starved to death. Change occurs when you see where you want to go and have the heart-felt desire to get there.

A valuable lesson can be learned from this experiment; life rewards those who have desire and direct their thoughts towards a positive result. In this case, the bugs did not have wings earlier; they grew wings to get where they needed (and had) to go. Nature rewarded the desire, which in this case was a necessity to live. The bugs instinctively knew they had to BE something else so they could DO what they had to so they could HAVE the chance to find alternate sources of food and water.

BE + DO = HAVE

Your subconscious will deliver for you in the same manner as the above example when your desire is strong enough and your purpose is beneficial to all involved. Strength and courage come to those who place demands on self to reach new heights and bypass all obstacles. At one point, the bugs in the example above had never flown before; they simply just grew wings. Their initial flight was new to them and something they had never done before. Their desire to live outweighed the possibility and probability of starving to death. When you desire to obtain a certain result, your subconscious will deliver to you what you need to attain your goals.

Imagine how the wings of the bugs are now on your back; what is it that you desire? Where do you want to go? What do you want to have? To get where you want to go or get what you want to have, obviously change must occur. Nothing is accomplished by standing on the launching pad and staying in one place. Change, in the broader sense, requires action and action is the result of thought. Your mental attitude combined with desire will allow you to fly to greater heights and reach new places. Grow your wings and fly. The Wright brothers did not fly on their first attempt; but their desire overcame all fear and just like our little bugs; flew like eagles.

People, like the bugs, grow by stretching themselves and operating outside of their comfort zone. It’s about overlooking current conditions and believing that little voice in your head that tells you to fly and evolve; it’s the voice that tells you to go where God wants you be in order to live fully and come full-circle to share the gifts that were bestowed upon you. Each of us possesses far more in terms of ability and talent and it is our intrinsic qualities that are screaming within us to be brought out and placed on display for all to see. It is the self-determined achievers who take the leap of faith and go where they can BE celebrated instead of starving and left to die on a plant that does not provide nutrients for life.

The blame game

2011-10-27T09:51:00.000-07:00

As of late, there doesn't seem to be many days that pass where I don't hear
someone complaining and/or blaming the "economy" for their lack of
whatever it is they think they need. Realize that blaming someone else or
something else for your struggles labels you as a victim that looks to others
to do your work for you.

Faced with people who carry around the mindset similar to having "VICTIM"
tattooed on their foreheads can and will cause others with similar weak
minds to follow these negative types unknowingly. People of the masses tend
to cling to and follow the path of least resistance even if it tends to leave them
with less. This shortcoming leads to economic times where only the strong
survive and a dependency on "bailouts" such as bankruptcies and handouts are
the norm.

Last week I was dealing with a decision maker who was interested in a product
I sell. As I was looking into this person's financial ability to purchase said
product, he muttered that he was "much better off before the economy went bad.".
Having heard this lame excuse far too many times lately, I immediately and
aggressively asked him point blank; "Have you done anything different to avoid
being a victim?" This direct questioning rocked this person back in his seat for a
moment and I could tell I was treading on thin ice. But after stewing on what I had
just said, he reached out to shake my hand to thank me for the wake up call.

Sometimes all it takes is a little reality check to get people off their backsides and
out of the constant mode of blaming someone else for their lack. Production is the
only thing that spurs economic growth. Agreeing with negativity and buying into
nay-sayers only perpetuates their agendas of benefitting by selling doom and gloom.
Become responsible for yourself by producing so you can contribute to the economy
instead of becoming another down statistic whose middle name is BLAME.

Below is a short list of ACTIONS you can take to start producing;

1. Communicate with more prospects.
2. Increase your workflow by leveraging technology.
3. Educate yourself in your area of expertise DAILY.
4. Expose yourself to leaders in your field and learn from them.
5. Add another source of income to your life (or business)
6. Be PROACTIVE instead of REACTIVE
7. Have more fun away from work. (Stay fresh and excited about LIFE)
8. Read a good book.
9. Avoid all media.
10.Stop living through someone else (Superstar athlete or performer,etc.)
and start living for yourself.

It's a new game out there; you playing?

2011-05-16T14:15:00.000-07:00

Separating consumers from their money during slower economic
times requires a skill-set that is several notches above ordinary.
Today's shoppers that are riding the paycheck to paycheck roller-
coaster are less apt to spend freely whereas half a decade ago
they were carrying line of credit checks into your place of business.

This 180 degree turn has identified true sales performers and has
most likely, already sent order-takers looking for another line of
work. For those looking to raise their game, you need not look
that far because the only consistent part of the equation is and
remains YOU.

YOU are the one that listens to all the excuses and "objections".
YOU are the one who lets people casually come in to your
establishment and lets them leave without making a purchase.
You are the one who is getting played and SOLD time and time
again by rookie consumers when YOU are supposed to be the
professional salesperson.

Don't buy into the nonsense that "we're just looking".
Stop agreeing with "that's too high!".
See right through the "I want my wife to see it first".
Keep driving to the finish line. Stopping short is nothing
but a lack of belief on your part. It's a lack of belief in
who you are, what you sell, and a lack of desire for anything
more than ordinary.

If you were going to a gunfight, why would you think you could
be successful without superior weaponry and the knowledge and
expertise of USING your weapon of choice? Arm yourself with
the mindset and tools to close more effectively and effortlessly.
There's plenty of money out there; it's just that those who have
the most know how get it. SELL or be SOLD; the choice is yours.

"The power of words" from "Mindspeak"

2011-02-19T06:35:00.000-08:00

The spoken or written word is the result of our thought. Words are used to communicate with the outside world and these words have the natural tendency to solidify our thoughts.

Words that are spoken, unspoken, or written, validate our thoughts as they enter our minds, leave our lips, or are transferred onto paper. Therefore it is easy to see how something intangible as a thought can cause something to happen; an effect. The words you use are either the tools of construction or the weapons of destruction. Everything that leaves your lips is an extension of you. Words leave impressions on others just as they leave impressions on you. Words can make up million dollar contracts and words can break up relationships. So it’s easy to see how important it is to choose the words you use with care. Speak of light and there can be no darkness; speak of hate and there can be no love.

What you say to yourself when nobody is around are your true feelings. Those inner grumblings that you keep to yourself are what shapes your world. The internal conversations you carry on usually end up inspiring or tearing you down. Everybody talks to themselves; but because of psychology and other social factors, those who admit they talk to themselves are often labeled as freaks or classified with some bullshit disorder like ADHDHOOK-EMONMOREDRUGS. Just because you talk to yourself does not mean anything other than you are bouncing ideas off the wall to hear what something sounds like ahead of time or to get clear on what it is you’re trying to do. What is important to note is that what you say to yourself sticks to you like super glue and shapes your world because you originated the idea. Your thoughts, your world.

The world without is a reflection of the world within.

Words by themselves, are meaningless if they aren’t backed with clear, decisive action. Action, in and of itself, is the sole determining factor that identifies a persons true intentions. People can say all they want, but if their words aren’t in line with their actions you can immediately dismiss what they said.

Copyrighted material from Michael Malone's latest book "Mindspeak"
Do not reproduce without written consent from author.
http://mindspeakbook.com

Michael Malone Mindspeak now available!

2011-02-05T05:38:00.000-08:00

Business Expansion 101: Secrets of an IPG call center operator

2011-02-01T05:29:00.000-08:00

In today's marketplace, you're either growing or you're dying.
With that in mind, the single, most important factor that can
lead to improved statistics (revenue) is customer service.

Think about it for a second; where do you do business for
most of the things you consume on an everyday basis?
Personally, I tend to go with the place that provides the best
customer service. For example, when I need to fill up my
gas-sucking BMW, there are 4 gas stations at the corner by
my house. I always go to Station X because the staff member
behind the counter always goes out of their way to be pleasant.
Not just the phony stuff you hear all the time, but they are
genuinely service oriented. The thing is, everyone on the staff
at Station X is geared the same way.

This led me to the conclusion that the owner of Station X is
obviously doing something different than the other three stations I
could be using. This small detail is the difference between all of the
stations in the small radius. Therefore, the obvious statement can be
applied to business in general;

CUSTOMER SERVICE IS THE DIFFERENCE BETWEEN GROWING AND DYING.

All four stations I mentioned previously sell gasoline. All four have
minimum wage employees receiving money, dealing with customers,
and programming gas pumps. Station X gets my business because of
the level of customer service I receive. That is the ONLY difference
between the four, yet only one gets my business.

Translating this to the business world on a larger scale, think for a
moment how customer service impacts your buying decisions. Think of
where and how you spend your money. What makes you go to the same
hairdresser or the same restaurant? I would be willing to wager that you
repeatedly patronize the same business because of a feeling you get by
going to that place of business more than because of the actual product
or service you receive.

Any business that depends on customer retention and improved customer
perception should be using or employing the skill set of a Business
Development Center (BDC) to keep customers happy and eager to return to
your place of business. Something as simple as a follow up phone call
thanking a customer for doing business at your store can have a huge
impact on that person and most often, will bring them back for future
purchases.

A properly run BDC can also correct staff performance issues before they
grow out of control costing the business both marketing dollars and future
business. When a BDC is in place, accountability levels immediately rise due
to the fact that all staff members know their actions will be monitored every
minute of every day.

The bottom line is, if your business depends on keeping customers coming
back for more, a BDC can be the difference between going to Gas Station X
or the competition. To learn more about how a well run BDC operates,
download the special three page report below that answers some commonly
asked questions on how a BDC works and how your business can benefit from
employing one.

Get your special report here; "Secrets of an IPG call center operator"

Mike Malone
www.innovativeperformancegroup.com
(800) 781-2961

How to grow & expand in a down economy / Special Offer

2011-01-30T07:10:00.000-08:00

I hope you have figured out by now that

ECONOMIZING

during a recession only makes you

SMALLER.

That's right.

Economizing during slow economic periods

makes you smaller and LESS ABLE

to expand and grow when things again

turn for the BETTER.

In this light, have you noticed how the MASS

MEDIA forces their ECONOMIZE agenda

down the throats of those that dangle from

the ends of their puppet strings?

Let's face the facts, turning the lights off

only gives you less light.

It doesn't allow you to illuminate your world.

The ONLY solution to dominating in a down

economy is to PROMOTE and PRODUCE.

Read that again Rockefeller.

PROMOTE and PRODUCE.

Here is an easy way to look at it.

Do you think you would be better off

spending 5 hours cutting coupons out of

the newspaper or spending 5 hours learning how to

PRODUCE more income?

The correct answer is to PRODUCE.

If you made an extra $2500 this month would you be

worried about saving 50 cents on a can of beans?

Get the point?

PRODUCTION solves PROBLEMS.

Getting SMALLER contracts people, countries,

and entire civilizations.

The ANSWER is to GROW and EXPAND.

Deliver SOLUTIONS to the marketplace.

Do not dwell in PROBLEMS and the mediocrity of normalcy.

Go ten steps beyond normal and discover how fast you

can rise to new heights.

Expose yourself to new things, new people, and let go of

the old crippling ways of the past.

PROMOTE and PRODUCE.

Place yourself where you are FREE to BE yourself and GROW.

You can't save the planet if you can't afford to walk on it.

Three questions for you....

#1) What would you like most about a YOU that was 100% YOU

24/7 and had the ability to PRODUCE at will?

#2) Is there anything that you would NOT like about that?

Great.

#3) Can you see how learning to PRODUCE would be the SOLUTION

to many, if not all, of your PROBLEMS?

With your answer to #3 in mind, I am going to extend a special

offer to those wanting to REACH new heights and learn

how to PROMOTE and PRODUCE.

Through Valentine's day 2011, with any purchase of the

MSRP Action! Workshop 3 CD set, I will include as a bonus,

a copy of Six Simple Steps Simple Six Figures AND a copy of

my hot, new book MINDSPEAK absolutely free.

Yep, no charge for two books that will help you PRODUCE.

To get your special bonus, order your MSRP Action! Workshop

3CD set at the link below.

To get the bonus books, make sure you place "2 book bonus"

in the "notes to seller" section on the PayPal order page.

And, as always, I offer a 100% money back guarantee on all of

my products and services.

If you're not 100% satisfied with your purchase, simply return it.

No questions asked.

Order the MSRP Action! 3 CD set and Bonus Package here

PROMOTE and PRODUCE.

I like the sound of that.

As always, DARE TO BE DIFFERENT.

Mike Malone

Ten steps beyond normal...........

(800) 781-2961

The road less travelled

2011-01-27T05:19:00.000-08:00

"William" was born into a family that lacked.

He never had too much but always just enough.

This was very unsettling to him.

He wanted to find out how "the other half" lived.

This quest sent William on a journey to seek counsel

from a person that area elders considered a wise man.

The problem was that nobody from his hometown had ever

actually seen or heard from this wise man.

But they had heard he lived in a place far, far away.

This did not deter young William; he knew he was somehow

drawn to this person and eagerly sought his advice.

William travelled for days without any sign of this wise man.

His spirits were down until he came to a fork in the road.

At the fork, there was a sign that read;

"Wise Man ahead; choose your direction carefully."

This fork in the road was different and unlike all the other forks he had

seen before.

This fork had three options; all going in distinctly different directions.

Wanting to get to the wise man, William evaluated his choices;

Choice Number One was labeled "Something for Nothing"

It stated the "wise man" was 15 miles in this direction.

This choice tempted William because that is how his family lived.

They routinely collected unemployment checks every month and sat around

complaining about their conditions.

They chose to spend their "paychecks" on lottery tickets and were often found

in the local casino dropping coins into the "one armed bandit" hoping to

"win big".

Yes, the "Something for Nothing" road was very real to William but something

inside of him knew that there was something better awaiting him.

He then focused on Choice Number Two- the road labeled

"Nothing for Something".

This peaked William's interest and he noticed it was only 32 miles away.

The "Nothing for Something" route reminded him of what his older brother

said every day after he got home from work; "I got nothing for something

today. I earned $100 today and gave them another day of my life."

As William recalled every detail of his brother's account of his life, he could

plainly see of how every person who sits in bumper-to-bumper traffic must feel

on the way to and from their self-imposed 9 to 5 sentence.

The "Nothing for Something" choice didn't sit well with William either.

He knew that he needed to do something extraordinary to receive

extraordinary results.

Then he looked at Choice Number Three.

It was labeled "Diligence" 100 miles.

This path was further away than the other two combined but that made

William wonder if that was the direction to go.

At this point, he really wanted to see the "wise man" and knew by choosing

Route One or Two he could get there quicker but something about Choice

Number Three intrigued him.

He had heard of the word "diligence" before but he never really knew what

it meant.

Needless to say, William chose to travel the less travelled path and went in the

direction of "Diligence"

His journey was long but by applying careful, steady effort, William eventually

arrived at the home of the wise man.

William knocked on the door and was greeted by a man with a long gray beard.

William asked the man where the wise man was but the bearded man said

nothing and turned and walked towards a room full of books.

William followed the man into the room and took a seat after the man

signaled for him to do so.

Still wondering when he was going to see the "wise man", William eagerly

anticipated what was in store for him after his long journey.

Did he travel over 100 miles on foot to talk to an old man?

Was he led astray by his inner voice that suggested he take the route

labeled "Diligence"?

Minutes later, the old man pulled a book from a shelf and turned to William

and spoke;

"Young William, I know why you are here today and I know the path you chose

to get here. I will read to you a few words from this book, then you will leave

and I pray that you put into practice the message I deliver."

"But what about the wise man that I travelled to see?" questioned William.

The old man replied and told William that by taking the road marked

"Diligence" that he was the wise one and continued to read a passage from

the book on the table.

The old man read, "He becometh poor that dealeth with a slack hand: but

the hand of the diligent maketh rich"

William sat bewildered by what he had just heard, not clearly understanding

the words of the old man.

"What does that mean?" asked William.

"It is what you make of it" said the old man as he stood up and left the room.

Still wondering about the words he had just experienced, William reached for

the book so he could read the title.

The book was old and the title wasn't ledgible because of the obvious wear it

had received over the years.

As William tried to find the title of the book in the first few pages, he came

across a hand written note that read; "William, take this book with you; it

contains all the knowledge and wisdom you will ever need."

William remained puzzled as he stood up.

He then flipped over the note and continued to read;

"The 'wise man' you came to see has been with you your whole life William.

It is only until now that you found that you are here because you chose the

right path and the voice of God. Have a safe trip home"

____________________________________________________________

Above passage picked up from the cutting room floor from
"Mindspeak" sessions. It didn't make it into "Mindspeak" but
I wanted to share the message. Peace.

Riding the waves of emotion sickness

2011-01-16T05:47:00.000-08:00

Interesting times we are living in, huh?

I can guarantee ya this; the rich ain't sweatin'.

They are too busy getting richer.

While working class Joe is in foreclosure, Ritchie Rich is buying
the house.

People keep racking up more credit card debt and MasterCard
and VISA laugh.

If you're riding the wave of paycheck to paycheck, your emotions are most
likely getting the best of you.

Likewise, if you're in a place where you're not 100%, you know what I am
talking about.

It's that feeling in your GUT that says you know you could be doing better.

I like to call this feeling EMOTION SICKNESS.

It's that sick feeling you get when you are out of place.

Now, more than ever, is the time to increase your position on the food chain.

It's time to get where you want to be.

Now is not the time to lay down and surrender.

Now it the time to increase your production.

Make more, be more.

Do not settle for less traffic to your store.

That may be happening but it doesn't mean you have to live with it!

Do not let "them" cut your hours if you're hourly.

They may, but that doesn't have to stop you.

Add another income source to your life.

Adding a grand to your bottom line next month would feel pretty good wouldn't it?

Align with "that certain someone" and watch your attitude get better.

Whatever you need, reach for it.

Never settle.

America needs more life right now.

People want and need inspiration for future gain.

People need to have razor sharp sales skills when times are tighter.

Marketing dollars have to be spent wisely to get maximum return.

Companies must retain the customers they already have.

MINDSET needs to be strong and unwavering.

Emotion sickness can be cured.

Production cures it.

Keep your eyes open for opportunity.

When times are tough, the tough get going.

That's never been more applicable.

Pull up your boot straps and produce!

Your tour guide to prosperity,

Mike Malone

Grab a copy of my new book MINDSPEAK, and you'll discover multiple ways
to cure emotion sickness.

Pulling back the curtain on cold call anxiety

2010-12-27T04:55:00.000-08:00

The simple things in life usually offer the greatest lessons.

The classic Hollywood production "The Wizard of OZ" is certainly

no exception.

My boys and I had just finished watching it for probably the

dozenth time and, as I usually tend to do, I started to analyze what

I had just witnessed.

Such a simple movie but what powerful lessons are contained within.

People have long debated what the true meaning of the movie was and

that debate will probably never be settled; however, I saw something that

certainly applies to those who make their living in sales.

Cold calling, for many, is an area that weak personalities tend to try to avoid

or often tremble with fear simply by the thought of calling on someone they

don't know.

This self-imposed anxiety only leads to a dead end with no appointment and

certainly no sale.

Realizing that the people you need to be in front of in order to secure an

account or make a sale hold the keys to the castle, it is imperative that you

overcome your fear of the dreaded cold-call.

The lesson in the "Wizard of OZ" shows Dorothy and her friends in awe of a

"Wizard" they have never seen.

They had only heard of the "great powers" that the Wizard was said to possess

and built up a huge preconceived image of this "magical" person.

Salespeople, in the same fashion, seem to do the same thing and build up the

person that they need to see as someone or some thing that is much bigger than

life and this leads to their downfall BEFORE they even set foot in front of the

mighty decision maker.

Often times, even a harmless receptionist can intimidate a salesperson who has

bought into "he is still in a meeting" or "he just stepped out of the office".

Follow the boldness of Toto and pull back the curtain!

Understand and realize the person you need to get in contact with is human

just as you and they possess no more power than you.

Let no secretary build up this person as "too busy" or something larger than

what they are.

They are just people and as Dorothy and her friends discovered, their elaborate

front can easily be penetrated by simply looking and knowing they are just

people with a title; no more, no less.

So if you or your company depend on outside sales to generate business, watch

this timeless video clip and take from it the lesson that people are just people.

Get past the curtain, expose 'em and close 'em!

Watch the video here

Mike Malone

www.innovativeperformancegroup.com

Life happens OUTSIDE of your comfort zone

2010-12-21T05:42:00.000-08:00

If you look at your life under a microscope, you'll notice that every hill you overcame, every major barrier you surpassed, or any time you made a major move, you were uncomfortable. It could have been a minor discomfort or one that seemed like the world was going to end, but the fact is that you were uncomfortable.

Face it; life happens when you stretch yourself and get into the zone of "uncomfortability." (My spell checker doesn't like that word but I do, so there it is) When I reflect back on my short time here on God's Earth, every accomplishment was achieved when I was either nervous, unsure, pumped up with adrenaline, or felt "at risk". Nothing ever shows up when you are complacent or stagnant. It's like the Universe is set up to reward those who have the guts to get through "the valley of death" to reach a goal or accomplish anything beyond the average level.

Funny thing is that AFTER you decide to go for anything, the reward is usually right there in plain daylight waiting for you. The problem for most is that little moment of uncertainty that keeps them locked up and feeding from the hand of mediocrity. You have to push through and get out of your comfort zone to get what it is you want. You may notice that relief from the pressure you place upon yourself before making your decision seems to show up only after you decide to stretch and go for it. And, as you may agree, the short time spent out of your comfort zone will most certainly replace (and be worth) what happens if you don't make your move.

An open letter to Santa Claus

2010-12-18T07:16:00.000-08:00

Dear Santa,

My name is Sarah and I have been very good this year.

The problem is I have more month left over than money every month.

I have been an exceptional employee this year and never miss a day of work.

I routinely give the company that I work for about 60 hours a week of my most

valuable asset which is time.

I do have a couple of extra hours a week that feel I could use to do something

productive.

Especially on weekends when the kids are over with the ex.

Is there any way you could help me Santa?

To be honest, I am not very good with all the technical stuff like making

websites and stuff like that but I can send and answer emails pretty easily.

And my boss at work says I am always on the phone which has to count for

something!

So do you think you can help me Santa?

I don't have much money so I want to find something that I can get started

without a lot of money.

And please Santa, can you make sure that whatever I get or do will help

others in the process?

I really like to help people but I don't want to be looked at like some kind of

salesperson.

Can you help Santa?

Can you?

It would be great to earn some extra money so I can start living for me instead

of just paying nills.

I heard that some people can even earn money while they are not even

"at work".

Is that true Santa?

I want to build residual income too, Santa, just like Verizon Wireless and my

bank that earns off of me in 4 or 5 different ways.

Please help Santa.

And, I am not interested in one of those deals with fancy websites and videos

of people counting money while sipping a margarita either.

I am pretty smart so please don't go there!

I just want to be around people like me who know they are better than just a

paycheck.

I want to smile at myself everyday when I look in the mirror Santa.

Just like Mrs Claus does :)

Is there a way to give people more in USE value than you ask in cash value

Santa?

If there is, that would make me feel really good.

And, can you make sure that I can earn income in ANY economy?

I can't stand when they cut my pay at work and lay off my co-workers

who have been there less time than I have just because it's slow.

My co-workers have families too, you know.

Did I already mention that I have been really good this year?

Did I Santa?

Did I?

Oh and I want to earn money when somebody else in my group sells something.

All of the managers at work earn money when the sales department sells

something so I figure I should have that neat little arrangement for me too.

That would be really cool, Santa.

It would be like I had my own business and I had my own team working for

little 'ole ME.

Talk about feeling like a new person, huh, Santa!

I have to get going because I am at work right now and I have to go clock back

in so I get my hours.

Please help me Santa.

Your friend,

Sarah

=================================================

Dear Sarah,

Thank you very much for writing.

Don't you worry young lady, I have just what you need.

And yes, I have been keeping an eye on you and you have been very good.

The only thing is, you have not been good to YOURSELF young lady.

I believe to help others, you have to help yourself first.

By making the most of yourself, you can deliver the BEST of you to

more people because you are the REAL YOU, Sarah.

No lies, no facades, just pure Sarah.

What I want you to do is grab two good dictionaries.

I personally use Webster's New World dictionary for students and Webster's

New World college edition.

Use whatever you have close by.

Then, I want you to look up the following four words in both dictionaries

and examine the definitions and see what resonates WITHIN you.

Find a nice, quiet place and really study the WORDS in the definitions;

SETTLE (settle for)

REACH

REGRET

SELF-DETERMINATION

Look those definitions over and determine what is very real to you and

how each may apply to your life.

You will find when it's YOUR discovery, you'll be able to take the steps

to HAVE everything you ask for.

You may shed a tear in this process and that's just fine young lady.

That means it's heartfelt and you will come out stronger because of it.

It's time to start thinking like the real Sarah isn't it?

Take care and Merry Xmas!

Love,

Santa

P.S. I can't wait to hear from you next year!

Content and concept is from Michael Malone's "MSRP Action! Workshop" 3 CD set

Amazing discovery at my son's Xmas concert last night!

2010-12-11T07:21:00.000-08:00

I uncovered a simple life lesson from my son’s kindergarten
Christmas program last night that I would like to share.

Let me start by setting the scene.

The program is set to take place in the school gymnasium.

The nervous performers are already inside getting set up.

The doors are closed so the entire audience gathers up outside;
eagerly anticipating rushing in to get the best seats when the
doors are finally opened so they can get the best view of their
little angels.

Finally, the doors are opened and it is like a cattle stampede.

People, while trying to look polite, dashing to the front row for a seat.

I managed to grab seats in the second row, whew!!!!!

 I settled in with the remainder of my family for a wonderful exhibition.

I’m sitting near the end of the row, with my wife and oldest son to my left.

The end seat, to my right, is empty.

I repeat, the end seat is empty.

In the aisle, people remain standing as all the seats appear taken.

People are squeezing into any available space.

Yet, the seat next to me remains vacant.

Moms are holding their screaming babies.

Dads are adjusting their cameras and camcorders.

Grandparents are doing what grandparents do.

Yet, the end seat next to me still remains vacant.

Dozens of people walk past me, clearly seeing the single empty seat.

The funny thing is, no one stops to ASK me if it’s available.

I comment to my wife, who’s to the left of me.

“There’s 40 people standing in the aisle next to me, but not one
person has ASKED if they could sit there or if the seat was even available”.

I went so far as to remove my coat from the chair, giving further evidence
that the seat was available.

Still, not ONE soul stepped forward.

The MC for the evening, instructed everyone to “make room”  for those standing
in the aisles and the outer hallways.

Still, not ONE soul inched forward to ASK me about the seat.

So there I am, beyond amused, chuckling to myself.

Waiting for someone to be BOLD enough to ASK a stranger (ME) if the seat
next to me was available.

Finally, just as the concert was about to start, an older gal tapped me on the
shoulder and ASKED if anyone was sitting there.

I politely replied back saying that the seat was hers, just for ASKING.

She got a seat because she was BRAVE enough to ASK.

People who had been standing there before her for 30+ minutes  looked at each
other as if to say “Why didn’t I ask that guy for that seat?"

Interesting isn’t it?

How most people will NOT ask for fear of being......

Can you GUESS?

REJECTED.

Yep, REJECTED.

Even for something as simple as a free seat for a kindergarten Christmas concert.

They feared being told something like…

“I’m sorry, but the seat is being reserved”

Here’s their instant thought process…

“I look like an idiot because a stranger told me NO.”

“I better duck back into the shadows of the walls so no body stares at me after
being rejected.”

Ever think like that?

I have but I outgrew that disease long ago.........

The same scenario happens at movie theaters, too.

Too many people are AFRAID to ask someone else “hey, are  those two seats on the end taken”?

It’s amazing.

What can be accomplished and acquired simply by ASKING.

Such as…

Want to go out with someone, ASK.

Want a promotion, ASK.

Want to go somewhere, ASK.

Want to change your food order or get something that’s not on the menu, ASK.

Want to get upgraded seats, ASK.

Want a reduced price, ASK.

Want to be compensated for the mechanics error, ASK.

Want to get married, ASK.

Want a prospect to buy from you, ASK.

WAIT!

Say that again…

Want a prospect to buy from you, ASK.

Yep, that’s right.

I went there!

In fact, I wrote a book and have made a small fortune based on asking questions!

Are YOU afraid to ASK people for MONEY?

Are YOU afraid to ask people to join your business?

Are YOU afraid to ask why they’re not interested?

Are you afraid to make a cold call?

Are YOU afraid to follow-up with a 2nd phone call?

Are YOU afraid to ask for help, for fear of looking stupid?

If you’re afraid to ASK, then you’ll remain BROKE.

Askers make the MOST money in ANY program or business.

Askers are NOT afraid to ask for the sale.

Even the high school kids working at McDonald ASK you if you want to "Super Size" it!

Askers are NOT afraid to find out WHY a prospect is hesitating.

In short…

Askers are leaders.

They make things happen for themselves.

They don’t wait around for others to make a move.

They make the moves others are too shy to make.

Like the nice lady who asked for the seat next to me.

She’s an ASKER.

She could give a hoot what my response was.

All she cared about was getting a seat.

Yes or no, she still ASKED.

What about YOU?

What are YOU afraid to ASK for?

Take it from someone who was once AFRAID to ASK!

(yep, ME!)

It’s not a fun feeling to see something or someone that you  want disappear
right in front of your eyes just because you allowed fear and hesitation to slither
in to create that PAUSE....

You waited just long enough for someone else to come in for the steal and reap
the benefits you wanted to enjoy.

Guaranteed, someone was standing in the aisle last night, secretly pondering
the move to ASK me for the seat next to me and then was blind sided by the
woman who swooped in for the victory.

Happens all the time, in all sorts of places, events, and situations.

But don’t let it happen to YOU.

Get yourself out there and start ASKING for what you want.

You’ll be pleasantly surprised to see that the Universe is  partial to people who
know what they want and are willing  to ASK for it.

People will move and mold around your desires when you ASK all because they
see that you had the spine and confidence to ASK for that which you desire.

Simple, but stunningly effective.

The power of asking can make your dreams come true.

So, as you can see, ASKING opens doors.

However, most people don't ask for enough.

They ask for a 40 hour paycheck and they get just that.

ASK for more out of life.

ASK if anyone is sitting there.

ASK yourself, "How can I?"

Move from in front of the cash register to BEHIND it for once in your life.

ASK and ye shall receive.

The concept is all over the GOOD book and for good reason.

Don’t you think it's time for you to exercise the REAL you instead of
standing in the aisle?

Dare to be different; and ASK!

How to "Demo" your product using MSRP

2010-12-09T07:10:00.000-08:00

The following material is from Michael Malone's best selling book Six Simple Steps Simple Six Figures. Content is placed directly from the section describing the "Demonstration" from the Malone Suggested Retail Process (TM). Make special note that Goal, Agreement, and Product make up what Mike defines as "GAP". The "GAP" is the magic ingredient that allows a salesperson to effectively guide his or her prospect from each step of the MSRP sales process to the next with confidence and certainty.

"Demonstration"

Having recommended suitable solutions to the prospect, it is now time to bring the solutions to life. The “Demonstration” is the salesperson’s opportunity to begin taking control of the selling process. This is the time to show the prospect how your product or service solves their problem. It is a very wise practice to get the prospect highly involved at this point. If the item you want to sell is tangible, have the prospect make physical contact with it. Have them drive the car, try on the wristwatch, and so on. If the item is non-tangible, as in a vacation package or stocks, get them to actually picture themselves on vacation or profiting from the market. You can use catalogs, brochures, and the internet to aid in your demonstration. The sharp salesperson makes use of anything available to stimulate the prospect, thereby raising his or her desire to buy from you.

Goal: Highlight and showcase the item or service you previously recommended. Be sure to include specific examples of how the item or service is the solution to their problem.

Agreement: Both parties are fully convinced that the goods or services are, in fact, and without a doubt, the solution to the prospect’s problem.

Product: A motivated prospect who has verbally stated the item or service being discussed solves their problem.

It is very important that you are highly knowledgeable and enthusiastic about the goods and services you offer. Your prospect can immediately tell if you believe in what you are selling or not. Delivering an enthusiastic demonstration is something that a prospect has no defense for. Your results will be far more consistent when you master the techniques of a powerful, professional demonstration. Being highly knowledgeable about your product line, as well as the competition’s, designates you as the person who can deliver the solution for the prospect’s problems.

In the “Demonstration” phase, you are basically returning the results of your “Selection” phase questioning right back to the prospect. Have the prospect verbally state that your product fulfills their requirements and provides the ideal solution to their problem. Now is not the time to hope or guess; you must know and be completely certain that you are proceeding with the item or service that is the perfect solution to the prospect’s problem.

At this point, your prospect should be excited, motivated, and very interested in acquiring your product or service. You want him or her to be excited about the possibilities. Everyone likes to receive something new or something that makes their life easier, better, or more enjoyable. Capitalize on this and build momentum to carry you smoothly through the following steps.

“Educated” buyers may try to hide their excitement as a defense mechanism during or after your demonstration. Realize, however, that people are emotional beings and deep inside they really want your product; they just may not want you to know exactly just how much.

After concluding your demonstration, proceed immediately to the “Presentation” step. Be sure to position the item he or she is buying as close as possible to your presentation area. This keeps them focused on the new Rolex they are buying (that you so thoughtfully placed in front of them) and not entirely on finances.

To re-emphasize, be absolutely certain you have the GAP filled at this point by asking your prospect if the demonstrated item is, in fact, the solution to their problem. If the answer is “yes” move right into the next step. If the answer is “no” or uncertain, go back and find the item that gives the “yes”. Proceeding without knowing is like going forward blindly. Being certain will bring the results you are looking for.

The best way to conclude your “Demo” step would be as such; “So Mr. and Mrs. Smith can you see how this new pool would be the perfect addition to your backyard remodeling project?” Simply wait for a “yes” or a “no” and adjust accordingly. This type of selling is fun!

Key points to APPLY from the “Demonstration” step

**As a salesperson, you are around the product or service you are selling all the time; your prospect is not. Be sure to keep your enthusiasm level the same whether it’s the first time you’re presenting the product or the six hundredth. Enthusiasm is a hard tool to defend against! Remember, you are on stage when you are with a prospect. Be a star!

**Tailor your product demonstration to the prospect in front of you. Show them exactly how your product is the solution and make sure you ask the million dollar question; “Mr. Prospect, can you see how this item is the solution to your problem?”

A powerful exercise for self-improvement in the “Demonstration” step

"Put yourself there"

This exercise is mainly used a refresher to keep your demos exciting and effective. Go to a retail store and look at something that has been on your “wishlist” for quite some time. For example, a new S-class Mercedes or a pair of diamond earrings. Make mental note of how you feel when you are in the vicinity of something you really would like to own. There is a natural magnetism towards that item; you are excited. Salespeople tend to overlook the fact that prospects who visit your website, enter your store, or telephone are already interested in something you have or they wouldn’t be contacting you! By constantly exposing yourself to the feeling you get from wanting something helps you to focus on your prospects motives and desires. This allows the professional salesperson to deliver strong demonstrations, regardless of how uninterested the prospect appears. This in itself is one of the keys to success in any transaction. This drill also helps salespeople to notice signs of interest that the prospect is showing which were similar to the signs you may have displayed when you were sitting in the new Mercedes.

This text is copyrighted material from Six Simple Steps Simple Six Figures. Audio is from MSRP Action! Workshop.

Suzy sells sea shells down by the sea shore

2010-12-07T07:04:00.000-08:00

Poor little Suzy lived down by the sea shore.

She could see the rich section of town on her route home from work

every day.

Suzy said, "I wish I was rich."

But she said that only to appease herself.

You see, Suzy only saw debt and in her head, in fact, she WAS that debt.

Suzy drifted through life.

She constantly complained to her co-workers about how unfair it was

that some of the girls who went to the same gym she often goes to

drive up in fancy cars and seem to have all the latest, greatest designer

clothes.

Suzy did not have anything of the sort.

Suzy sells sea shells down by the sea shore.

She barely pays her rent and gets paid to file papers, answer the phone,

and make sure her bosses' coffee is "just right."

Poor little UNDISCIPLINED Suzy.

Boo hoo.

Doesn't she know that life will give her what she asks of it?

No more- No less.

Suzy sells sea shells down by the sea shore.

Continually scraping to get by, Suzy laid awake one night in her

lonely apartment trying to figure out a way to start LIVING instead

of simply just surviving.

Suzy was dead broke and she knew she had to do something.

Deep inside, she also knew that she was placed on this Earth for

more than filing papers and directing phone calls.

Suzy sells sea shells down by the sea shore.

One day after serving her sentence at good 'ole 9 to 5, Suzy forced

herself to go to the gym.

She didn't know why she even bothered going because her SELF-IMAGE

was so low, she really didn't want to be there with all the "prima-donnas"

that "strut around like peacocks" at the local fitness "pick up" joint.

They seemed to have everything, but poor little Suzy only wallowed in her

desperate struggle and weak self image.

Again, boo hoo.

Suzy sells sea shells down by the sea shore.

Propped up upon a treadmill, Suzy put in her 30 minutes and made a dash

for the door when she was overcome by the mere sight of the "rich girls" who

always seemed to be at the gym acting as if they had not a worry in the world.

Suzy wondered how THEY could be so care-free and easy going when her life

was a continual roller-coaster of paycheck to paycheck.

Poor little Suzy sells sea shells down by the sea shore.

Another day had passed, and Suzy found herself sitting staring at a stack of

unopened bills that were piling up on her kitchen table.

She knew she had to make a change, but how, she pondered....

"I am broke and almost ready to throw in the towel" she said to herself.

Poor little Suzy.

Blame

Shame

Victim

She blamed everyone for her mess as she made her way to the bathroom.

Suzy stood in front of the mirror and took a hard, deep look at herself.

Suddenly, she couldn't get her mind off one of the "prima-donnas" from

the gym.

It was almost as if she saw this other girl in the mirror.

She closed her eyes to try to re-focus, but the image of this girl kept staring

back at her.

Suzy sells sea shells down by the sea shore.

Determined to find out more about this girl, Suzy went to the gym after work

the next day.

There she saw the girl in her head cooling off after an aerobics class.

But poor little Suzy did not have the guts to approach her.

Her self-image wouldn't allow it.

And besides, her fragile EGO wouldn't let her out of her comfort zone either.

Suzy sells sea shells down by the sea shore.

Back at her 9 to 5 date with desperation, Suzy asked one of the girls

in her office if she knew the girl at the gym who "always seems to be there,

drives that Audi convertible, and radiates with confidence".

"Oh yeah, that's Samantha Jones. She used to work here!"

"She did what?" said Suzy.

"Yeah, that's Samantha Jones; she actually used to work here and in fact, she

was a secretary just like you!" said her co-worker.

"How long ago did she work here?" asked Suzy with a bewildered look

on her face.

"She quit about a year and a half ago. I think she found a 'Sugar Daddy'."

Now more determined than ever, Suzy headed to the gym for the third day in a

row to find out more about this "Samantha Jones".

Suzy sells sea shells down by the sea shore.

After changing into her boring work-out sweats, Suzy got to the gym at saw

Samantha's convertible in the parking lot and she decided that today was the

day she was actually going to talk to this girl.

She was determined to find out why she mysteriously has been on her mind for

the last week and how she got to live the lifestyle she is living only months

after leaving a job that paid barely enough to survive.

Suzy sells sea shells down by the sea shore, but no more.

Suzy entered the gym and immediately saw Samantha and decided today was

the day.

Suzy hopped on to the open treadmill next to Samantha and became

immediately fixated on the magnetism of this former secretary.

Without hesitation, Suzy stopped her treadmill and looked directly at

Samantha and said, "May I ask you a question?"

Samantha, who was more than responsive, said "Sure, ask me anything

you'd like but I have a massage appointment in five minutes. Would you

care to join me in the massage center and I can answer all of your

questions?"

"Oh, I can't afford that. " said Suzy.

"I understand" said an empathetic Samantha.

Samantha suggested they grab a chair out on the balcony so they could chat.

Suzy sells sea shells down by the sea shore, but no more.

Sipping her post workout drink, Samantha relaxed and waited for Suzy to

join her.

Suzy made her way to the balcony and timidly approached Samantha.

"I work at Smithco and I heard that you used to work as a secretary there

as well.

Is that true?"

Samantha proudly responded, "Yes, I used to work there! How is everyone?"

Suzy couldn't believe it.

She wondered how a former secretary could apparently have all Samantha had

when her meager wage barely covered her less-than-eloquent existence.

"How is it that you drive such a nice car and always seem to be at the

gym, no matter what time of day it is?" asked Suzy.

"A while back, I simply made a decision to be myself and do what I love."

"You mean you haven't married a rich doctor or anything like that?" blurted

Suzy without even thinking what she just implied to someone she just met.

"Nope. No rich doctor. In fact, I am single!" Samantha exclaimed proudly.

Now even more puzzled, Suzy asked the million dollar question; "So if you

haven't married a rich guy, where are you getting all of your money?"

Samantha laughed at Suzy's boldness.

"Like I said, I decided to be me and earn income doing what I love and now I

have all the time and money I need."

"Go on." urged Suzy.

"I knew as a secretary, I would only earn income on a 40 hour work week and

that wasn't going to cut it. So I researched ways to learn about how successful

people operate and I discovered that it really isn’t any more difficult to earn ten

dollars than it is to earn one."

Suzy sells sea shells down by the sea shore, but no more.

"Within a very short time period, I learned how big business operates and I

modeled my efforts after proven, billion dollar companies.

I turned from 'secretary' to 'Samantha' in less than six months"

"Wow!" is all Suzy could say.

Samantha went on; "Just like you, I served an employer without serving myself.

I learned that I needed to build my self-image first, then I could serve others

by showing them that they don't have to live below their capabilities and can

actually have all they want out of life."

Mesmerized by Samantha's shear presence, Suzy had to know more.

"Please continue." begged Suzy.

"Now I earn income by helping others build income and I am paid

based on a 1000 hour work week and WHO I AM versus being paid

only by a job title."

"How in the world do you do that Samantha?"

"I have a business model that allows me to earn off of the efforts of

other people, their time, and their energy just like ALL big businesses

do.

I allow others who work WITH me to prosper and benefit as I do. It's

a win-win situation for everyone involved."

Suzy sells sea shells down by the sea shore, but no more.

"I am lost Samantha. How does that work?" asked Suzy.

"Ok Suzy. I would be happy to tell you- why don't you grab a piece of

paper and a pen so you can take some notes." suggested Samantha.

Samantha began; "I tapped into a system where I can build an

organization where I get paid in multiple ways and direct everyone

I do business with into a partnership that pays me residually. That way, I

am actually building a business and I don't have to start over at ground

zero every month like most employees do.

This transformation turned me from EMPLOYEE to ENTREPRENEUR and I

haven't looked back since."

Suzy's head started to swell and not long after, she stood up and yelled

from the balcony, "Suzy sells sea shells by the sea shore, but NO MORE!"

Samantha continued; "I earn income multiple ways compared to your one

way."

I earn when people need training.

I earn when they buy products.

I earn when they buy tools.

I earn when they place ads.

I earn when they needs leads for their business.

I earn when they work those leads.

I earn when they hire new people.

I earn from every sale they make.

I earn when they attend seminars.

"Can you see you see how this would be the solution to your cash flow

problem Suzy?"

"I am floored!" said Suzy as she sat stunned as if she was hit by a ray

of light.

She knew she had just heard someone impart wisdom upon her and she

was, in fact, headed in the right direction.

She immediately felt full of hope and was inspired to learn that a former

secretary had cracked "THE CODE" and was telling her how to do the same!

Samantha continued, "Most people dwell upon their sorry state and do not

believe they can earn income by any other means than serving an employer

that only pays them JUST ENOUGH to remain employed.

You see, FREEDOM has to be earned and there IS a price to pay for that

freedom.

True freedom requires that one THINKS correctly and actually DOES what

is in his or her heart and does not live based on how someone else says

they should.

Are you with me Suzy?"

"Yes, I see your point" said Suzy who now started to feel as if she was

ARMOR-PLATED and FULL of ATTITUDE.

Suzy sells sea shells down by the sea shore, but no more.

Samantha was on a roll; "You see Suzy, people SAY they want freedom, but

they do not DO what it takes to be free.

They say "I want to earn CEO income" but inside they are no larger than

an ant; and yet, they work less efficiently and diligently than that same ant.

"How do I start if I don't have any money?" asked Suzy.

"The question is what direction will you continue if you DON'T get started

is the question you should really be asking Suzy." Samantha replied with

a level of confidence and certainty that Suzy found very appealing and

magnetizing.

"The problem with a lot of people is they make their decisions based on what

they SEE; not necessarily in what they believe in, Suzy.

What is IN YOUR HEART and IN YOUR HEAD Suzy?

What makes you feel alive?

What vision does God have for you?"

Suzy felt like she just got called out of the LIE she had been living and it

was time to let the air out of the EGO that has held her back for years.

"I love feeling healthy and exercising. I feel as if God wants me to share

the gift of health and wellness with others." exclaimed a blossoming Suzy.

"Keep going Suzy, let it out" urged Samantha.

"I feel that I am worthy of all I want but there has been something else

telling me that I can't do what is inside of me."

"Could that be the conditioning that an outside source has imparted INTO

you Suzy?"

asked Samantha.

"Yes, it certainly isn't ME thinking that. I KNOW that for sure. I have always

wanted to be more than a secretary because that position does not allow me

to express myself."

"Tell me about your passion for health and wellness." said Samantha as she

opened the door for Suzy to enter the world of the REAL Suzy......

"When I come to the gym I feel alive and I want everyone to share this feeling.

It feels so good when I know I can contribute to others by showing them the

benefits of living a healthy lifestyle."

"Ok" Samantha acknowledged and she added, "Wouldn't it be wonderful if you

could earn an amazing income AND share your gifts with others Suzy?"

"Yes, that would be awesome! But is that possible?" questioned Suzy.

"Possible?" said Samantha.

"First off, using the word 'possible' like that implies doubt.

I know anything is possible and to answer your question, yes, it is possible

and highly probable if you have

the DRIVE

the DESIRE

the DEDICATION

the DILIGENCE

and the DETERMINATION to succeed.

You can take your passion for health and fitness and turn it into a lifestyle

for you and others by following a few simple steps."

"How do I do that?" enthusiastically asked Suzy as she sat on the edge of

her chair.

Suzy sells sea shells down by the sea shore, but no more.

Samantha’s reply set the stage for Suzy’s future development; "I suggest

you start to THINK like an entrepreneur starting right now.”

She continued, “First of all learn how to sell and realize that nothing happens

until a sale is made. Then open your eyes and look to see how big business

operates and then simply mimic the successful actions that they make.”

“Is that all?” questioned a puzzled Suzy.

“There’s far more than just that, but what you just heard is the basis of what it

takes to get started.” replied Samantha.

“I study the stuff they were AFRAID to teach us in regular school because

they really don't want us to get a higher image of ourselves because then, there

would be nobody left to support THEIR system."

"Ain't that the truth" stated Suzy as she nodded her head in agreement.

“Once you get the ball rolling you will learn how to turn your passion for health

and fitness into a LIFESTYLE so you can play all day like I do and be a walking,

talking EXAMPLE for others to follow and learn from.

My life is now a blessing because I get to do what I love and teach others how

to do the same. How would you like that same lifestyle Suzy?"

"Oh, I am ALREADY there Samantha. I am ALREADY THERE!"

Suzy used to sell sea shells by the sea shore, but now she sold herself on herself!

Before Samantha went off to her massage appointment, she handed Suzy a sheet

of paper and said, "This is something that is on the dashboard of my Audi.

I read it several times a day. I think you’ll find the message universal and

applicable.”

"Blessed are those who trust in the Lord.....
They are like trees planted along a riverbank,
with roots that reach deep into the water. Such
trees are not bothered by the heat or worried by
long months of drought. Their leaves stay green
and they go right on producing delicious fruit."

After seeing the smile appear on Suzy's face,

Samantha pranced off for her massage knowing that

she just changed the life of another lost soul.

"All in a day's work" Samantha said to herself as her masseuse

held open the door for her weekly massage.

Suzy sells sea shells down by the sea shore, but no more.

-------------------------------------------

Copyrighted material from Michael Malone's upcoming book "Mindspeak"

Do not reproduce without written consent.

Death by Non-Production

2010-12-04T06:44:00.000-08:00

Non-production in any department of a company can produce detrimental effects that cannot only demoralize the individual members of that department, but the entire company. These effects often spill over to management and can cause many a sleepless night for those involved. In an attempt to spur production, however, department heads and managers often attack the problem from the wrong direction which can cause statistics to crash further and send morale levels deeper into the gutter.

In a downfall when salespeople aren’t closing deals, getting contracts signed, and getting new business into the pipeline, increased pressure to perform places larger burden on ineffective closers. This often leads to infighting between the marketing and sales departments as well as all of the other departments that depend on the sales department getting products or services out and into the hands of consumers. This pressure often leads to price discounts and similar practices that yield less than optimal profit margins which further place salespeople at a disadvantage in their attempt to produce numbers that satisfy.

When sales lag and non-production occurs, it is important to address the exact factors that led, or are leading, to the problem so they can be immediately handled and corrected. Steering efforts into a positive direction as soon as possible should be management’s number one priority. Cracking the whip, however, on the salesforce or the marketing division and demanding they “sell more widgets” does not aid in further production; it only causes further non-production. And the longer this cycle of non-production persists, the longer and more difficult it is to regroup and gather the staff to a productive state.

People are happy only when production occurs. This applies not only to those in business, but to all who engage in the game of life. Look at any company, country, or individual and you can tell immediately if they are producing or not; you can read it on their faces and you can see it in their posture. You can see it in the batter who has struck out his last six at-bats just as you can see it in the child that has thoroughly prepared for an examination at school and passed with flying colors. Producers, by their very nature and achievements, contribute a great amount to the world and society should roll out the red carpet and let the producers walk the aisle.

The following list highlights the most common factors that lead to non-production in your company, your city, and even your household.

Lack of a defining common goal or purpose. After review and tabulation of numerous surveys of under-performing salespeople, it was discovered that a very high percentage of those surveyed had no idea of what their actual product was nor did they have a common goal or sense of purpose. They revealed that they come and go without any larger purpose than to acquire a paycheck. This alarming discovery sheds light on the fact that one cannot get somewhere if he or she doesn’t know where it is they are going or why they are doing something. Just the same, a company that has no clear purpose is no different that an individual who has no purpose; no direction leads to no production. When your “why” is not bigger than the task at hand, you’ll be left wandering hopelessly among the masses only to serve those who are focused on a much larger, more significant purpose.

Lack of accountability. When people are left to roam with no authoritative figure to answer to, non-production is the result. The actions or inactions of a person must be recorded and monitored via statistics so they may be rewarded or immediately corrected. People, especially salespeople, are often the initial contact the public has with a business so it is imperative that they are held accountable for their conduct. Life tends to discipline those who fail to correct themselves just as a company cannot afford to let people do as they please without being accountable for their production or lack thereof. Accountability is the element that spurs production and provides the extra “push” that helps guide individuals towards higher standards.

Low standards of living among personnel. The basic human instinct is that of survival. It is this instinct that keeps salespeople under-performing and settling for only what it takes to get by. Most people do not have the drive to excel to the highest standards possible just as most are comfortable at moderate levels of production and could care less about reaching their true potential. Many business owners that employ sales teams will notice that the same individuals are always at the top of the production board while the majority of the staff struggle month after month. The non-producers are comfortable with their mediocre lives while producers constantly strive for more. Unfortunately, true producers are few and far in between. Just as one man’s Mazda is another’s Mercedes, salespeople that have higher standards tend to be more effective because of their higher self-image and ability to bypass the excuses of those less aware of the truth.

Lack of continuous exposure to positive influences. Whether lack of sales training, personal development, or “product” training, deficiency in any of these areas leads to low production. It comes as no surprise that when someone is continually exposed to certain stimuli they bear likeness to that stimuli. It would make sense, therefore, to continually expose your personnel to things that inspire, motivate, and compel them to achieve more on a daily basis. Not just once in a while, but every day. Likewise, many sales are not closed simply due to a salesperson’s limited belief in themselves; not just the product or service they sell. Read that again; the salesperson’s limited belief in themselves. Defeated salespeople begin to buy into all the negativity they are exposed to and this can only be corrected by continual exposure to the truth. Often times, companies will go to extremes in advertising or the like only to leave the traffic they do generate in the hands of lethargic, beaten, and under-trained staff which is certainly the kiss of death. One cannot maintain a sun tan without continuous exposure to the sun.

Rewarding non-production at the expense of production. Everyone has seen the son-in-law promoted to executive status or the secretary who spends more time under the desk than behind the desk being promoted or given special treatment. Rewarding non-production while scoffing at production is probably one of the most overlooked factors that lead to the demise of businesses and entire countries. The only way to level the playing field within the walls of an organization is to advance and compensate only by statistics. Stats do not lie. When non-producers are rewarded just because they know the boss for example, it penalizes and demoralizes the very people who actually get things done. A coach placing his son at starting quarterback when there are others more well suited for the job has killed many a dream and has often led to below average results for the team as a whole. The same may be said for those who continually extend their hand for government assistance; they do so at the expense of those who are already heavily taxed and we, as a nation, continue to wonder why morale suffers and social decay is commonplace.

By examining these factors and realizing the presence of any of these problems, leaders will be relieved to know that something can be done to correct these production killers. Morale will be increased by taking immediate action to correct any stall or hinderance to rising statistics in any organization. Inability to do so simply reflects that management is not willing to look and act; which, unfortunately, is the topic of another completely different article.

This post is copyrighted material from Michael Malone's forthcoming book entitled "Mindspeak"

For more information on improving production, visit www.innovativeperformancegroup.com

Ethics and Salesmanship

2010-11-27T07:33:00.000-08:00

During a typical sales process, a salesperson relays loads of information to a prospective client. Benefits, solutions, and all the great things your product or service can do for the client are brought to the table in an attempt to guide your prospect to a closed transaction. But what about the role of ethics in your sales process? Where does that fit in?

For any sales process to be effective, there has to be an element of personal ethics in place so that the salesperson can overcome objections with confidence and certainty. Every salesperson has been in a situation before where they had to decide which route they are going to take. An example outside of a sales situation would be something as simple as sneaking cookies out of the cookie jar when you were a kid. Your mother told you not to have any cookies before dinner but your desire to have them now was stronger than your mother’s warnings. Then, in your gluttonous stupor, you realize that the cookies don’t taste as good when you are untruthful and unethical.

This same scenario is eliminated in the six step Malone Suggested Retail Process because in the “Deliver” step, the salesperson is always required to ask his or her customer two key questions at delivery of the product or service exchanged;

#1) Why did you buy from me?

#2) Would you be able to refer others to me?

These two questions force a salesperson to enforce ethics on themselves because they know that these questions are forthcoming and there is no possible way to avoid them. The only way to avoid them is to not ask them. And if you cannot ask your customer these two questions there is a reason for that which is often due to the fact the earlier in the sales process you were not 100% truthful regarding something in your communication with your prospect.

This heightened level of self-accountability is a miracle-working component due to the fact that you know these questions are something you must ask your sold customer. Your entire sales process becomes one centered around honesty and integrity which will yield the same feeling as having cookies after dinner instead of before. Yes, they are the same cookies, but the ones gained by being honest and ethical taste so much better.

The curse of the employee mindset

2010-11-11T19:43:00.000-08:00

Why is it that people who stretch themselves and refuse the status quo eventually rise above mediocrity and live a lifestyle that exudes freedom and gives one the ability to express self and live life on their own terms instead of only using a small portion of what they were given by their Creator? Awareness of the fact that you can be more than average is what separates the powerful from those who choose to live a meager, lifeless existence.

Ask the guy or gal that delivers your mail if he or she thinks it is possible to earn 25, 30, or $50,000 per month and their response will be something along the lines of “Yeah right! There’s not enough time in a day for that! What are you smoking by the way?” People don’t even realize that it is possible for them to earn “CEO” income; therefore, they go merrily on their way continuing to serve somebody else who exercises their right to earn from the production value of others time and energy.

By looking around society and our current culture, it’s obvious to see the widening gap between big business and the ever-dependent middle class. The reason this gap is growing larger is the fact that the “system” conditions people to become employees who grow dependent upon the “system” for their survival and livelihood which, in turn, creates followers who are afraid to be and are only focused on what they are told to do. This “conditioning” creates dull, listless, zombies who have to walk on eggshells and always have to worry about being pink-slipped and sent out into the streets begging, yet again, for another man to give them permission to earn a paycheck.

The whole purpose of the “system” of the rich is to create doubt and fear by instilling a sense that their J-O-B is their life and this dependency enslaves those who blindly follow this type of mental control. Notice how any time you accept a new J-O-B that you are handed a nice thick “employee handbook” that lays out dozens of things you can and can’t do? Park here. Punch in there. File this. Sign that. Give up your dreams here. Wear this noose (oh sorry, I meant ID badge) around your neck. Go on vacation once a year for five days there. Control. Control. Control. On the other hand, when you decide to become an entrepreneur, there is no such handbook that you are forced to follow. You are free to be and do as you please and that is the beauty of being brave enough to follow your heart and live the life you were born to live.

Possessing the employee mindset often creates laziness, addictions, and often times competition among co-workers who develop unhealthy relationships that are based on “getting ahead” with the boss and it’s often marred by a “who cares who gets in my way” mentality. This is never good and often leads to back-stabbing, greed, and troubled work environments that only continue to serve the machine that disperses paychecks on Friday.

Society, as a whole, conditions people to become employees and this process often starts in elementary school well before the kids reach the age of ten years old. Children are taught from an early age to start thinking about what they are going to “do” when they grow up. When they reach high school, they are steered like lemmings towards a
“guidance counselor” who pulls in a whopping $35,000 a year and spews out advice to kids on how to spend the rest of their lives. Their role is to “help” a confused teen determine what he or she is “good” at and this often places undue pressure upon a young person who is unsure of his or her calling. Then, the impressionable teens are forced to choose a course of study that will shape the rest of their lives, while at the same time, proud parents have to come to the rescue once again by financing four years of “employee preparation”. This four year stint is commonly known as “college”.

This is where massive debt obligates a bewildered young person to “BE” something they aren’t because at $30 grand per year, it’s hard to “let the parents down” after they invested so much money into their pride and joy’s new J-O-B! This is also the time period where loads of MasterCard, VISA, and American Express credit cards “mysteriously” show up at the doorstep of millions of gullible and unprepared young adults. Here is where the downward spiral of dependency shows up and is plainly evident as the “system” places another victim on the “highway to hell”; otherwise known as a commute to a corporate cubicle to slave away for an entity that has no feelings, no personality, and no regard for its prisoners. Is it any wonder that a good portion of the wealthiest people in the last century have had little to no “formal” education and decided to forego the “conventional” ways of the masses and chose to cement their own path into the history books?

Most people who have had the “employee” stamp tattooed upon them have been further conditioned that “it takes money to make money” or “most small businesses fail”. (Look up who publishes that statistic!) Is it any wonder that these same people cannot even fathom earning income based on who they are or that one idea could earn them millions of dollars? Is it any wonder that the average employee continues to earn the same level of income for the majority of his or her working years only to “retire” on below poverty wages? This happens for a reason and the reason is obvious; it is because the employee, by becoming an employee, unconsciously forfeited his or her right to earn like those who have risen above the masses and are guided to a life of struggle under the guillotine of debt and financial burden. The curse of the “employee” has kept too many good people down and out but with proper education and faith, the employee mindset can be conquered and overcome. Most often, a person becomes so conditioned to living an average existence that he or she no longer believes they are worthy of their own freedom and are, in a sense, their own jailors.

Once the “employee” mindset is fully ingrained into a person, it is often very hard for that person to venture off into a business of their own because they often cling to the narrow views of an employee who has to be paid on Friday, wants things for free, and never really understands what being an entrepreneur is all about. The process of instilling the entrepreneurial spirit into a person who has been an employee his or her whole life can take some time but it is possible. It takes effort to accomplish this metamorphosis and the first step is stripping away the false beliefs that have been burned into the subconscious of the affected individual. And with shear determination compiled with the will to achieve, anyone can reach any goal they set to conquer.

Rehabilitating a person that has succumbed to the rat-race can be initiated by increasing an individual’s awareness of the potentialities that we all have available before us. Awareness of the fact that there are people out there with little formal education (and certainly no more God-given talent than an average human) making a name for themselves while enjoying all that life can give is the first clue that success can be had by anybody willing to work for it. Most people unconsciously believe that they are unworthy of earning CEO level income and this lack of self-esteem is the first roadblock that needs to be addressed and overcome to climb the mountain that leads to the land of Prosperity. A higher view of self is necessary to believe that something can be done or accomplished and it is the person who asks, looks, and takes action towards opportunity is the person who ultimately finds it. This concept is clearly laid out in the Good Book on several occasions;

“For every one that asketh receiveth; and he that seeketh findeth; and to him that knocketh it shall be opened.”

This does not show up in the Bible to merely take up space; it reflects the fact that by reaching to higher heights, doors will open for you and you do not have to settle for less than you are capable. When you align with the Universe, you ultimately take on wings and can do things that seemed impossible before. Your whole world expands and new possibilities become reachable and come into view when you give yourself permission to BE, DO, and HAVE all that it is you seek. Living a lifestyle that does not reflect your abilities is denying glory to God. You owe it to yourself and your Creator to use all of the tools that were given to you so He can celebrate your life with you. And when you share your gifts with others they will naturally be moved along too, and that creates a win-win situation for everybody in your sphere of influence.

When you stretch yourself as an entrepreneur or someone who can see past the trap, you can pour energy into what you love and you’ll notice you seem to have more energy and a clearer vision of what you want and where you want to go. And by doing as such, you give others direction and permission to live to their potential as well. It is as if you are freeing slaves from their self-imposed bondage and allowing them to be who they truly are by giving back to them an awareness of what is possible. Always remember it’s not about you or how large your bank account is; it’s about the number of people you can ultimately touch that proves your worth to humanity and God. Having talent, millions of dollars, and abilities that you keep to yourself does nothing but waste life and energy. By sharing your gifts and living fully, you not only benefit humanity, you’ll inevitably inspire future generations and the world will stand back, applaud, and make room for you.

Mike Malone

This copyrighted material is from my upcoming book "Mindspeak"; set to be released early 2011

Serve and Prosper

2010-11-09T06:53:00.000-08:00

Technology is advancing in today's marketplace faster than it ever has. New gadgets are brought to the market every day that are one step beyond while having more and better features than their predecessors. With the endless amount of choices in the market, consumers can also literally find products and services that so closely resemble one another that differences are hardly discernible. From automobiles to video games, competing companies have amassed products that bear such a resemblance to one another that choosing from the pack can be a daunting task. This factor also implies that just having a great product is not a guarantee of success because there are multiple products that are as good or better in today's competitive environment.

There is one factor, in the business world today, that cannot be overlooked and is the main difference between success and failure; that factor is customer service. In today's dog-eat-dog world, customer service is the main component that can sway a prospective buyer in your direction just as a lack of it can send would-be customers running in a different direction. However, most people possess an outdated viewpoint on the true meaning of what customer service is. Customer service extends beyond holding a door open for guests or refunding money for an item that didn't live up to expectations; it's about providing a level of service in such that your customers receive full benefit from the products and services you offer while producing a FEELING that cannot be had anywhere else. That's right a FEELING.

As an example, Starbuck's rise in the world of coffee had far more to do with the feeling you would get from hanging out at a Starbuck's than from the coffee itself. Sure, the java rocks and the frappachinos are delightful, but the fact is that people love to hang out at Starbuck's for the feeling they got when they just plain hung out there. Exceptional customer service moves products more than the product moves itself. Can't imagine anybody in their right mind paying four bucks for a cup of Joe at the PTA meeting at the local elementary school but stuff those same people into a trendy Starbuck's on Melrose Ave and you've got a winner. (Mr. Schultz must have seen that coming from miles away.)

Now let's shed some light on an example where even a superior product does not overcome a consumer's PERCEPTION of poor customer service. I have used Verizon as my cell phone carrier for several years. But as soon as the latest version of the Iphone was introduced, I have to admit, I have been jonesing for one of Apple's little wonders. However, no matter how highly I regard the quality of the Iphone, I cannot justify leaving Verizon and my eight year old dinosaur phone for what I have been led to believe is less than perfect customer service with AT&T. Even though I have never dealt directly with AT&T, I can only base my view of them from my experience with them compared to Verizon to whom I fork over my money every month. (Smart folks they are) I FEEL Verizon has better customer service so that who gets my money. Again, they get my vote for the customer service; not the phones.

So the moral of the story lies in the fact that people will pay more for the service rendered and the feeling they get from that service than for the value of the actual product they are buying. Customer service extends way beyond the tangibles and deep into the vast depths of the intangibles. Keep in mind, when you're confident about the quality of your products or services, customer service also implies or makes certain that you insist that your customer immediately starts benefitting from your products or services. That's right, as a service to your customers, you FEEL that your prospects are far better off WITH than WITHOUT your products or services. That's caring for your clients and that's what I call customer service. And you can take that to the bank.

Selling to get what you want

2010-10-27T06:31:00.000-07:00

To attain something new or something that is desired, an individual must first decide what it is he or she wants. In sales, the exact same is true which proves that the same skills required in selling are essentially the same skills required in getting most anything.

In my book Six Simple Steps Simple Six Figures, I illustrate that when I BEGIN any sales encounter I know that I am seeking "a satisfied customer who has paid for and received goods or services and will refer future prospects." This end goal could also be something like getting the kids to bed on time or even planning a wedding.

Once you decide what it is you want to attain, you put in motion an endless flow of power that helps you receive the object of your desire. This could also apply to attracting a new mate, securing a new job, opening a new business, and even making a sale. Your intention to attain something whether tangible or intangible, is directly proportional to the results you receive. For example, let's say you see a really beautiful car stopped at a stop light right next to you and you think," I really would like that car". Of course you would; but in reality, you know deep inside that you do not have the tools or resources to get that car. Automatically your true level of intention becomes lowered and the vision of that car in your garage become weaker with time until the thought simply fades away.

On the other hand, let's say you greet a new prospect at your place of business and you immediately decide you are going to sell that person the latest computer for example. Again, you are flowing an endless amount of power to yourself and your prospect so that your end goal is clear and your intention becomes reality. So when you guide your prospect through the proper steps of a selling cycle, you can confidently get what you want while also helping your prospect solve their problems with the purchase of their new computer.

Likewise, you can always read the level of a person's intention; they carry it like a stamp on their forehead. People that excel in life, or in sales, have that winning attitude and have clear cut goals in their sight 24/7. People that tend to fail in life, and in sales, are often shaped by poor results, rejection, and hearing the word "NO!". These same people lack the intention to get the results they say they desire because deep down, they don't really want what they say they do. They just momentarily think these things to appease themselves.

Getting what you want out of life boils down to the depth of your intention and knowing what to do in any given situation. By keeping what it is you want in clear view, you will always reach whatever goal you chose to attain assuming you have the follow-through to do so. By acquiring proper training and developing your inherent talents, you will bring the things you want into reality.

Mike Malone

You can get your copy of Six Simple Steps Simple Six Figures at Amazon.com or www.innovativeperformancegroup.com

Lookin' in from the outside

2010-10-21T14:53:00.000-07:00

The brave souls who trudge down the Freeway of No Return in their nine-to-five chariots are some tough hombres. Forever driven by getting a bigger house, a faster car, and the latest cell phone, these people slave away trying to find the best new job, the latest stock that will yield the honey pot, or the lottery ticket that will surely save them.

Lo and behold, the heavens never seem to bring them the riches they hoped for. A sad story it certainly is. However, there is a fix, and is it is easy as looking INWARD instead of OUTWARD. Most people who dwell in mediocrity try to find an outside source to fuel their lives but the real source of power is within each and every one of us. We are all connected through the Universal Mind that created us; and knowing that the Creator made us, it is therefore logical and true that we bear likeness to our Creator. So instead of trying to find the keys to that new 911, try finding the keys to finding a new YOU and the 911 will show up.

Mike Malone
http://www.innovativeperformancegroup.com

Are they not buying or are you not selling?

2010-02-02T07:03:00.000-08:00

Salespeople who choose to blindly, and even unknowingly, follow pundits, skeptics, and naysayers may find themselves believing that in a “down” economic environment that people just aren’t spending and money is tight.

These followers are the ones who then look to conserve and economize when they should, in fact, be working harder to promote their wares because people do actually have money to spend; they are just more careful of what they actually spend it on. That means, as a salesperson, you need to go the extra mile making sure your attitude is spot-on and that each and every prospect gets served in a manner that represents your products to the best of your ability. Remember that people are buying you as much (or even more so) as they are buying a specific product or service.

Similarly, you can be sure that this weekends Super Bowl will be completely sold out and there will not be an empty seat in the house even though the market value of tickets is approximately ten times more than the already inflated face value. This proves that people will exchange their hard earned money for something they want and/or something they think they need. So if you’ve been duped into believing that people aren’t spending money, look around and open your eyes to see where and how they are spending and you will see that trillions of dollars are still circling the globe every day. The most important question is; have people stopped buying or have you stopped selling?

Mike Malone
www.innovativeperformancegroup.com

Feeding the EGO starves the SOUL

2009-11-10T07:06:00.000-08:00

People often say they want to achieve or have

certain things,yet often times, the opposite of what

they are seeking shows up.

It's because the Universe has made sure that you have

everything you have asked for.

You may say "But I don't have everything I have asked for!"

Oh yes you do my friend.

It's just that some of the things YOU have asked for are there

courtesy of your EGO.

Look around your world right now;

EVERYTHING you have asked for fills your world to a tee.

In fact, all the stuff you pile up around the OUTSIDE of you

was brought to you by your EGO.

The $600 purse you THINK you wanted only serves your EGO.

The 5500 square foot pleasure palace you live in is all about

catering to your EGO.

Another fact; if you're living in conditions that are not optimal,

they are there because of your EGO.

That's right, your EGO!

The ego is a prankster of deceit and trickery.

It fools you into believing you want or even need certain things but

those things are only there to make you appear a certain way.

These are OUTSIDE "band aids" to fool others to SEE you in a

certain light and only hide the REAL YOU from true expression.

Your SOUL longs for AUTHENTICITY.

That's why after you get that new thing you THOUGHT you wanted,

you still feel empty INSIDE.

It is only when your SOUL (heart) is satisfied that you'll GROW

and see yourself as God sees you.

Piling up things around you only blocks and impedes the REAL YOU

from true expression.

Have you ever noticed, for example, that certain relationships that

are based on say, an expensive engagement ring or other transitory

material things never work?

We have all seen a woman strut around and show off her 4 karat diamond

ring to all of her girlfriends but when they ask about her new man, she

is not as excited....

That is feeding the EGO at the expense of the soul.

The EGO wants you to think you need certain things in your life but

when you really step back and look at your life, none of those things

really matter.

If your EGO dictates your happiness, your SOUL will remain unfulfilled.

That's why I mentioned earlier you have everything you want in your life

right now.

What are you really asking for?

What is showing up in your life is EXACTLY what you're asking for!

The Universe was designed to give you exactly what you ask of it.

Low bank account?

You asked for it!

Bad relationship?

You asked for it!

Credit card debt?

You know it.

You asked for it!

You HAD to buy that 73" big screen TV with your VISA card didn't you?

"but the guys were coming over for the Super bowl" whispered your ego...

If things are appearing in your life that are not exactly what you

want, it's because there is something you are doing, knowingly or

unknowingly, that brings them to you.

YOU are attracting certain things because of what's INSIDE of you.

Your EGO wants you to believe you need certain things

but only your SOUL will let you realize truth.

Get clear on what it is you REALLY want and DEMAND you get it.

You may even be very suprised that by giving what you want will

allow you to RECEIVE what you are looking for.

The EGO seeks to GET while the SOUL seeks to GIVE.

Very interesting concept.

EGO>>>>GET

SOUL>>>GIVE

By giving, you are actually receiving.

They are one and the same.

By giving what is INSIDE of you, you will manifest all that will

ever satisfy you.

By sharing the gifts God gave you with others, the Universe will

respond in ways that you cannot even predict.

Lose the EGO and find what satisfies your SOUL.

Be OPEN to receiving things that are brought to you.

Don't allow your EGO to hinder what you are REALLY asking for.

You are reading this for a reason wouldn't you agree?

Deep down INSIDE, you are looking for something that will satisfy

your soul.

Set the EGO aside and give to the world the best of YOU and

prepare to RECEIVE.

You are worthy of HAVING what you really want;

just be sure that you are asking for the right things!

You may say you want "to make more money" but WHY is that?

If you actually did "make more money" what would you do with it?

Buy things that only FEED the EGO?

You may say you want to start up a business but why is that?

To serve the EGO or serve others?

You may say you're going to DO something but then you don't do it.

Why is that?

It's because you don't really want it.

How many times have you thought you wanted something and then got it,

then only moments or days later you were disappointed because that thing

didn't provide the satisfaction you thought it would?

Look INSIDE and find out what you really want.

Only then will you ever be satisfied.

Strive for the things that will satify your heart and you will

see the world bow to your demands.

Seek to give first and you set the stage for receiving all the things

that nourish your soul.

And when your soul is satisfied, you will notice that all of the

other material

things such as fancy cars and big houses appear almost magically...

Are you a SLAVE in a FREE country?

2009-02-18T06:38:00.000-08:00

They say they want FREEDOM

Yet they pay 18% interest on their VISA card

They say they want FREEDOM

Yet they scramble to pay the bills each month

They say they want FREEDOM

Yet they are told when to report to their cubicles

They say they want FREEDOM

Yet they drive twenty hours a week chasing a paycheck

They say they want FREEDOM

Yet they work with their hands

They say they want FREEDOM

Yet they over spend and under earn

They say they want FREEDOM

Yet they punch a time clock

They say they want FREEDOM

Yet they do no more than talk

They say they want FREEDOM

Yet they're glued to the TV

They say they want FREEDOM

Yet they only earn income on a 55 hour work week

They say they want FREEDOM

Yet they cringe before they open their mailboxes

They say they want FREEDOM

Yet they are “too busy” to burn the midnight oil

They say they want FREEDOM

Yet they never seem to get enough sleep

They say they want FREEDOM

Yet they don’t value their time

They say they want FREEDOM

Yet they abuse drugs and alcohol to hide

They say they want FREEDOM

Yet they only see from blurred glasses

They say they want FREEDOM

Yet they “don’t have time” for learning new skills

They say they want FREEDOM

Yet they’re afraid to BE authentic and true

They say they want FREEDOM

Yet they think they “can’t have that”

They say they want FREEDOM

Yet they buy lottery tickets religiously

They say they want FREEDOM

Yet they ask “how’s the pay plan there?”

They say they want FREEDOM

Yet they look outward instead of inward

They say they want FREEDOM

Yet they don’t use what He gave

They say they want FREEDOM

Yet they continually stand on the wrong side of the cash register

They say they want FREEDOM

Yet they work where they are “disposable”

They say they want FREEDOM

Yet they, at some point, agreed to BE small

They say they want FREEDOM

Yet they disregard their true life assignment

They say they want FREEDOM

Yet they don’t want to improve

They say they want FREEDOM

Yet they lack awareness

They say they want FREEDOM

Yet they get paid to pull levers and do mundane tasks

Who are “they” you ask?

They are 97% of our population

They are good people

Yet they remain FREEDOM SLAVES

Mike Malone

What school was afraid to teach you..................

2009-01-19T09:55:00.000-08:00

Universal law states that no two things can
be in the same place at the exact same time.

Seems logical to me.

Red car is parked in space "A". Blue car physically
cannot be in space "A" until red car moves.

Easy analogy.

Where HATE resides, LOVE cannot exist.

Ever notice how those "LOVE-HATE" relationships never work?

Been there, done that!

No fun.

Ever notice when people have POVERTY consciousness that MONEY eludes them?

If you cannot SEE yourself earning 25k this month do you think it will ever come about?

Here is the kicker to open your eyes ALL THE WAY.

Remember, no 2 things can be in the same place at the same time........

Where TRUTH is evident, no LIES can exist.

Profund stuff.

You ask, "why didn't I learn this in school?"

I will touch on that later my friend.

Where TRUTH is evident, no LIES can exist.

TRUTH is we were all born "RICH"

This is because we all have the ability to think.

Therefore we have the abillity to form thoughts which, in turn, create conditions

Simply the LAW of CAUSE and EFFECT.

TRUTH is we all think ourselves into what we have, what we possess, where we work, etc.

"Rich" thoughts form "rich" surroundings.

Saying you want wealth but doing poor is a LIE.

Goes back to the 2 things in the same place rule.

You cannot fake yourself into being healthy, wealthy, or happy.

When TRUTH is evident, no LIES can exist.

If you consistently only ask to make "bill money" how would you expect to earn more?

If you hate your job, how would you expect to become wealthy?

If you SPEAK negatively, how can you expect "Success"?

Until you see what your GOD sees in you, the only
thing you will see is defeat through the eyes of someone
who was afraid to live the life they should be living.

When you are TRUE to SELF, the REAL you exists.

Lie to SELF = Unfulfilled LIFE.

Example- Going to college to be a "Clinical Researcher" when you really want to be a writer.

That's living a lie.

Example- Going to "work" as a secretary when you really want to run your own clothing store.

That again, is living a lie.

Goes back again to two things cannot be in the same place at the same time.

The "secretary" mentality is far different from the clothing store entrepreneur.

One is a LIE and the other TRUTH.

Can you imagine Brad Pitt applying for a job at McDonald's?

That would be a LIE.

Elvis saw TRUTH in rock and roll.

MLK saw TRUTH in equality and freedom.

Abe Lincoln saw an untruth in slavery.

Notice that the these people DIED for what they believed in?

They risked being ridiculed, laughed at, and worse.

They saw TRUTH and LOVED what they did.

When you SEE truth for YOU and MOVE to that PLACE you will find;

HAPPINESS

HEALTH

WEALTH

Learn to make your thoughts of LOVE and hate disappears.

Learn to find TRUTH and all lies disappear.

Learn to think WEALTHY and poverty vanishess.

Oh, and the reason you never learned this in school...........

I am going to let you think on that one.

Because when you originate your thought it is TRUTH for you.

So WHY do you think "they" never taught you stuff like this in school?

Have fun with it.

The Universe rewards those who SEE themselves in the light of God.

Ask for more and the Law of Supply and Demand will reward you.

THINK BIG my friend.

I believe in you.

Mike Malone

The Tale of Two Brothers

2009-01-02T19:49:00.000-08:00

Robert and Richard were brothers that had the type of competitiveness between them that is common among siblings. Both had strong desire to succeed, but as you will read, they had different approaches to get to their end result.

Robert had a fairly common view of how to be successful; his plan was to go to college and hire on at the largest construction company in Chicago. He knew the top project managers in the company pulled down nearly $250,000 annually and he figured he would be happy doing that.

Richard, on the other hand, was the kind of brother that was a polar opposite. He was never the one to get “good grades” in school. He spent his time reading books about historic leaders and other “off the wall” subjects such as psychology and success.

The parents of Robert and Richard had different views of the boys as well. Robert was put on a pedestal by his parents because they just knew how successful he would be once he got his job in the large corporation, whereas with Richard, they had no hope for him because of their perception of his “laziness”.

Our story picks up five years later. Robert forged his way through school with top honors and his parents were standing in the front row at his graduation and couldn’t have been any happier. After the graduation ceremony, Robert and his parents went to a special dinner where Robert surprised his parents with a job offer from the exact company that he talked about before attending college. Robert had indeed planned his work and worked his plan to a “T” and could not have been happier with the result. He got exactly what he wanted and his future looked very bright. He was hired on with an impressive salary of $120,000 and couldn’t wait to tell his brother Richard of his success; if not to rub it in just a bit.

Richard was nowhere to be found. Robert’s calls to his brother went unanswered. This frustrated Robert because he wanted to let his “lazy” brother know of his recent success. After the special dinner, Robert picked up the tab for his dinner party and said goodbye to his parents who had to catch a plane back home to Florida. A few months later Robert had settled in to his cushy job as a project manager. One of his first tasks was to oversee the development of a retail shopping center that was to be the largest and most extravagant shopping malls in the Chicagoland area. Robert was very proud to be assigned to such an important project and knew that this was only the beginning for him. Visions of getting promoted and getting nearer to the salary and status of Senior Project Manager kept Robert motivated and excited about the possibilities.

About six months later, Robert received a text message from his brother Richard. The “lost” brother said he wanted to meet up with him to “catch up” on things and that he was sorry he could not attend his graduation ceremony from school. Robert returned the message and made arrangements out of his busy schedule to meet up with his brother, the “dreamer”. Robert suggested to his brother they meet at the site of the development project he was working on so he could show him how much power and influence he had amassed as a project manager. Robert really wanted to strut his stuff in front of his brother to show him the benefits of his hard work and dedication. They agreed to get together the following Friday afternoon for lunch at a restaurant that overlooked the site which Robert thought would be a perfect place to impress his younger sibling.

At the restaurant, which sat atop a twenty two story banking building, where the brothers had planned to meet, Robert arrived early because he wanted to make sure they got a seat near the windows that overlooked the shopping center that was starting to take shape. When he met with the host of the establishment, he was informed that Mr. Richard Sullivan already had a table and that no reservations were necessary. This puzzled Robert but he went along with it just the same. As the host escorted Robert to the busy restaurant, Robert noticed that this particular restaurant entertained the “who’s who” from Chicago. You could sense it was a “money” atmosphere as soon as you walked in the place. As the host and Robert neared the window where most of the “high rollers” dined on a daily basis, the host kept going as Robert was wondering were he was leading. “Where are we headed?” asked Robert. “We are going to the owner’s private suite.” was the reply from the host.

Now extremely puzzled, Robert followed the host to a special section of the restaurant where the host led to an elevator that they both entered. The look on Robert’s faced expressed his concern. He wanted to know where they were going and what the host was up to. As the elevator came to a stop, the host pulled out a key and inserted in into the control panel of the elevator. “What is that for?” asked Robert with a voice laced with disbelief. “I told you we are going to the owner’s private suite.” smiled the host. “We are here now, follow me.” stated the host as he exited the elevator. Robert walked out of the elevator and could not believe his eyes; the space he walked into was purely exhilarating. The view captured downtown Chicago off in the distance, Lake Michigan in the other direction, and the shopping center he was erecting was directly below. He gazed out the window taking in the view for a few moments. He began to wonder what was going on and how did Richard play a part in all of this? The answer to his question was soon answered.

After a couple of minutes, the host suggested that Robert follow him to the “entertainment” room of the penthouse. As Robert gathered himself, he followed the host into the next room where his parents were sitting enjoying the same view. “Mom, Dad!” shouted Robert. “What are you guys doing here?” “We were invited by Richard!” they said with a tone of excitement in their voice. They hugged and exchanged pleasantries and wondered what was going on. Robert then called the host over to ask where Richard was. The answer from the host floored the three that Richard had gathered; “Mr. Sullivan’s helicopter is scheduled to land in fifteen minutes. May I get you a cocktail in the meantime before lunch?”

“Helicopter?” questioned the boy’s mother. “Oh yes.” The host responded in a definitive voice. “Mr. Sullivan prefers to travel locally by helicopter.” Robert immediately requested a Bloody Mary because he felt he was about to be floored. The three started to pace throughout the penthouse eagerly awaiting the arrival of “Mr. Sullivan”.

Moments later, a private helicopter landed on the roof of the building and Richard emerged from the same elevator his brother and parents did minutes earlier. The trio greeted Richard warmly and could not wait to hear what was sure to be an explanation of great magnitude. The host handed Richard his usual bottled water and Richard welcomed his family to his life. He stated; “I want to welcome you to my office, sorry for my late arrival but we got held up a bit from an earlier engagement.” Absolutely astounded, Robert asked Richard what was going on and wanted to know why Richard was flying in a helicopter and why were they meeting in the “Owners’ Suite”. Richard promised to explain everything and suggested they all have a seat on the outdoor balcony overlooking the new shopping center. Robert and his parents sat on the balcony as Richard prepared to enlighten the three to exactly “what was going on”. Richard stood as he addressed his family;

“You are all probably wondering what is going on here and I am very happy to explain. You see, while Robert was busy learning how to get a job, I was busy learning how to provide jobs. While others planned to fit in, I planned to create my own universe. I was never a follower growing up as you know and I just needed to find the real me. Today, I am proud to say to you that I did exactly that and have been blessed with a life of success, freedom, and prosperity. I own this entire building and the restaurant that you entered when you came into the building. This suite is where I entertain clients from all over the globe. Robert, my dear brother, you are gainfully employed by the company I own and I must say, you are doing a masterful job of building my dreams every day. You see, I wanted more for myself. I was and still am never satisfied with the status quo. I knew if I was patient and took the time to figure out what it is I truly wanted and desired I would find it. As you can see, I did. I now specialize in property development and I have several “side businesses” that support my operations. While I am off playing golf or visiting places around the world, thousands of others are working for me building my empire. The property that the new shopping center sits upon was purchased by me five years ago right about the time you entered college. I just sold that property last month to the corporation that owns the actual shopping center, both which I am chairman and CEO. All of the tenants who will occupy that shopping mall will be working for me every time they pay their rent. Their success is my success. The building materials that the company purchases to build the shopping center are purchased from a company owned by me as well . As you can see, I profit from many different sources. In fact, all of the construction equipment that is used down there is leased to my company from a partnership I have with some of the most influential people in Chicago.

I am fully optimized in all of my operations. That means I earn income in many ways and each income stream produces another. In simple terms, it’s like a chain reaction. And the best part about it is I do not have to be there physically to earn money. I work on my businesses, not in them. I am happy, free and can come and go as I please. I answer to nobody but myself. I now live the life I envisioned many years ago. I endured torment and ridicule but I persevered and came out ahead of the many who were non-believers. I can now be the real me and do not have to live behind the façade of false beingness that so many do. I am happy that each of you could attend this luncheon and hope you can benefit from my example. Shall we begin with appetizers while my chef prepares lunch?”

“That would be great Richard.” said the boys’ mother. “I want to know details of how you did all of this in five short years.” demanded Robert. After appetizers and some idle chat Richard spoke once again;

“Early on, I had a vision of exactly what I wanted out of life and every day I poured energy into the attainment of my dream. I learned that my mind controls everything I do so I studied successful people, prominent leaders, and myself to discover the essential elements that they all had in common. I learned how my conscious and subconscious mind work and how I create everything I have by my thoughts.” “But how did you get the money to get going?” asked Robert with a bewildered look on his face. “I delayed some gratification. Instead of buying what I could not afford like most Americans do, I went without many things in order to purchase my first property. Again, I learned the basics of how the human mind works which gave me a firm grasp on how to market to people and when they did show up, I knew exactly how to sell them on a product or idea. I learned that service and contribution would return ten times what I put into it. I gave freely of myself and I learned to love people first and the money would follow; which is opposite of the way most people think. You cannot love something that cannot love you back.”

“Amazing son.” said Richard’s father. “Please go on, tell us more.”

“After I purchased my first property and had the desire to succeed and a plan, things began to fall into place for me quite easily. I always kept goals in front of me that were mine and nobody elses. I remained focused on them no matter what apparent obstacles showed up along the way. I always had and still have a strong support group around me that built me up under all circumstances. That was huge in my development. I then built my companies and formulated exact processes for marketing and sales that any person could follow because once you know what to look for in any transaction, you will know how to handle and control the transaction. But the bottom line is this; I have strong conviction for what I do and live an ethical and stress-free life. I treat others as I would want to be treated and I realize that every transaction or relationship I enter into I must give more than I receive. That alone is one concept that has allowed me to expand my original company into the six that I operate today.”

“How much are you worth today Richard?” asked Robert with a new-found interest in his brother.

“Money isn’t my focus, Robert. My focus is to remain true to myself and those around me. I attract people because of my leadership qualities and I know my people will learn from my example so I create my future leaders in-house. I have more than enough money to do whatever I want and my life is filled with happiness and love. I cannot explain in words how amazing it is to wake up every morning being me and I want to thank all three of you for helping me become who I am today.”

Richard’s parents and Robert stood there with the feeling that they just learned a lifetime worth of material in just a few short minutes. The fact was, they had done just that. They could not believe that this boy who was labeled as “different” and a “dreamer” had turned into one of the richest and most respected individuals of the Chicagoland area. Richard smiled as he turned to his guests and asked; “Who is up for a helicopter ride?”

This copyrighted article is from Michael Malone's "MSRP Action! Package Home Study Course"

The day the circus came to town

2008-09-09T13:36:00.000-07:00

A group of “hunters” were hired by a circus owner to capture a huge elephant from Africa and bring him back to the New York City to perform in a circus. These hunters knew of the great powers of the huge beasts that roam the jungles of Africa. One hunter, in particular, was especially sought after because he had proved himself time and time again as the person who could bring the large beasts to captivity unharmed (at least physically).

Full of confidence, our hunter collected his pay from the circus owner before he set out on his two week journey to Africa. The circus owner asked the hunter how many helpers he needed for a successful trip and he replied, “None.” The boss man looked at the hunter with a puzzled look on his face, almost in disbelief from what he just heard. “How can you bring back such a large animal with no help?” asked the circus owner. With a grin, the boastful hunter replied, “Because I can.”

Two weeks had passed and the circus owner was frantically awaiting word that the hunter had secured his prize from Africa. Later that day, he received a phone call from the hunter who ensured the circus owner that he had, in fact, captured a massive elephant. Still in disbelief, the circus owner asked what took so long to get the phone call that confirmed the job had been completed. The hunter laughed and said it took so long to call because he was enjoying his vacation in Africa and did not have time to call. He added that he had secured the prized elephant before the sun went down his first day in Africa and that he had been enjoying a well deserved vacation with his family the rest of the time.

“I want that elephant here now!” shouted the circus owner as he pounded his fist into his 10 foot wide mahogany desk. “I will have your animal on the next flight back to NYC so you can see him for yourself.” said the hunter with a cockiness that upset the owner. “I will believe it when I see it!” yelled the owner and he slammed down his phone in disgust. Two days later the circus owner’s secretary informed the circus owner that the hunter called and said he would be arriving in one hour with the elephant. She suggested to the circus owner that he gather all the employees of the circus in case the hunter needed “help” getting the large animal out of the transporter into the “Big Top” tent. This news immediately put a smile on the face of the owner. “Call in all the workers!” demanded the circus owner. Soon after, the “Big Top” tent was full of over 100 circus workers all set and ready to contain the powerful beast.

Exactly as promised, one hour later, a huge tractor-trailer pulled up to the complex and the hunter climbed out of the passenger side of the huge truck. The circus owner ran out to greet the hunter and quickly gathered everyone around to be ready to assist the hunter but the hunter told him that no help would be necessary. The circus owner stared at the hunter in disbelieve once again and asked how one man was going to bring such a large, wild animal to the center ring with no help. The answer the hunter was about to deliver would absolutely floor all in attendance.

The hunter opened the side door of the hauler and pulled out a piece of rope and disappeared into the back of the hauler where the elephant was contained. He emerged minutes later with the huge beast walking next to him with only a piece of twine wrapped around his ankle. The hunter walked to the podium calmly and drove a tiny spike into the ground and secured the elephant with nothing more than a lightweight piece of rope. The elephant stood there calm as could be while the hunter climbed to the podium to begin what would be an amazing speech. The circus owner demanded that he tell everybody in attendance exactly how he captured the strongest, most powerful beast in the jungle and how he got the beast to remain standing lifeless next to him. The hunter assured the circus owner that he would reveal the secret to his success and smugly took the microphone from the bewildered circus owner. With microphone in hand, the hunter began to speak from the four foot podium and the entire crowd gathered to hear what they knew would be words of wisdom.

“Ladies and gentleman, I am sure you are wondering exactly how this huge animal stands before you so serenely. This beast was defeated very easily, just like you were.” The attendees looked among each other and were wondering what this speaker had just implied. “I defeated this beast as follows. I tracked him down only hours after I arrived in Africa and since my pay was for two weeks, I knew that I would have plenty of free time with my family to do as I saw fit. On the flight down to Africa, I devised a plan to capture this beast with no physical effort and deliver him here without any struggle. He stands here before you because my plan worked just as your boss got you here slaving away for peanuts. He, as well as I, defeated the mind of our prisoners. That is all.”

The crowd began the whisper between themselves and the hunter started to explain his capture of the huge now docile elephant. “As soon as I spotted the elephant I simply loaded my dart rifle with a sedative dart that would act very quickly upon hitting the beast. As soon as the elephant fell to the ground, I wrapped a very thick chain around one of his legs and secured the other end to a giant tree. I hid out of sight as I knew the sedative only lasted about half an hour and then the monster would awake. And awake he did! He thrashed and thrashed in an attempt to break free from the chain that held him down. He bloodied his leg as he tried to pull the tree from the ground but the chain and tree proved to be too strong. After a fifteen minute struggle, the battle was over. The weary elephant crashed to the ground and was never the same again; he had been defeated. As soon as I saw the fight within him was gone, I knew he was putty in my hand. I walked up to the animal, removed the large chain that secured him, and slipped this little rope around his ankle and led him inside my carrier headed here to New York City. He stands here now for all of you to see. My job is done.”

A little boy who had just started his employment with the circus was standing in the front row. He shouted to the hunter before he could exit the podium. ”What do you mean by saying our mind was defeated?” The answer from the hunter sent the crowd into frenzy. “This animal, considered the most powerful of Africa, was defeated simply because I defeated his MIND. That is all I did.” The young boy wanted more so the hunter went on; “The elephant decided he could no longer continue; he lost his drive and gave up his beliefs of who he is and what he could become just like those of you who continue to work with your hands for such a nominal wage.. My purpose for being in front of you right now is so that I can show you how powerful your mind is and how your mind determines everything you have and everything you will ever become. I want you to break free from the chains that bind you so you can find and exercise the real you.”

The hunter stepped down from the podium and left the circus grounds with all 100 circus workers in tow. The best part of the story is that the little boy from the front row left with his new friend; one very large elephant without a rope or chain attached. The rope, however, had a new use; the former circus workers used it to tie the circus owner securely to the main pole that held up the circus tent.

The Fleecing of Mr. Right Part Two

2008-05-07T11:06:00.000-07:00

Our story left off with our poster boy, John, dealing with the struggle of how to overcome his unhappy and self-created mess. On one hand, John was living the life he was taught to live and on the other, he knew deep inside there was a better way. On this day, however, due to John’s inner fears, he threw the newspaper that pulled him to the article entitled “Change your life in Six Simple Steps” into the trash as he drove up to his average home in Suburbia, USA.

Disgusted with himself for even thinking he could actually change his life, John was informed by his wife that they received an overdue property tax bill that needed to be paid before they got their next paychecks. Not knowing where to turn, the couple paid the tax bill with the remaining balance on their credit card so they could get some relief even though only temporarily. John sat on the back patio of his home with his face buried in his hands. Overcome with feelings of despair, John reflected on how he got himself, and another generation of his family, into such a predicament.

Still curious as to how the “other half’ lived, John went back to the trash can and pulled the crumpled up newspaper he had just discarded and smoothed it so it was legible. He immediately was mesmerized by the columnist’s review of a book called “Six Simple Steps Simple Six Figures”. This journalist was obviously different from others because he spoke positively about something unlike the others in the media who are paid to spew visions of lack, destruction, and a failing economy. At that moment John decided to order this little 100 page book to see what is was about because at this point he figured he had little to lose. John trudged through another week of work before his package came in the mail. John dove into the pages like a kid opening presents at Christmas.

Not even through the first few chapters of the book, John’s mind started to expand. He saw visions of grandeur and possibility. He discovered how successful people and companies think and act and he determined that he could do the same. Feeling fortunate that he didn’t have to report back to work until Monday, John read the entire book cover to cover and then went back through it twice with a yellow marker, highlighting all the concepts that made an impression on him. As John scanned through the now yellow pages of his new book, he started to develop a plan on how he too, could earn income not only based on an hourly wage, but of his personal production. He decided, on the spot, that he was worth far more than his meager paycheck reflected. His mind was now filled with a new sense of desire and promise. John carried his book with him and he read it over and over the following couple of weeks during his lunch break at work and any other time he could. John could feel a change coming and he knew he would realize it.

Being naturally very gifted in his ability to talk to others, John soon embarked on a career in real estate sales that saw him earn top honors in his district after only eighteen months in the business. His new career saw him earn four times what his father made and as much as he loved his dad, he now knew his dad just didn’t know of any other way to work than with his hands. John knew now that there was far more to success and happiness than laying the most bricks. John discovered he now had the ability to give freely to others as he always had plenty of money left over at the end of the month. He slept like a newborn baby because he knew his skills were always in demand and he could create his income at will. Now John had a taste of the good life. However he had an incurable itch for the entrepreneurial side of business because he knew he could create his own economy; his own empire that paid him while he was off playing with his two young children.

John found himself devouring all he could about the mindset of all great and successful people. He not only discovered these people all understood and conquered the working of their mind, but they were all excellent marketers and self-promoters, and of course they, and their companies, could sell ideas, thoughts, and tangible items to others. John now knew the recipe for success. John sat looking out at the beautiful mountains from his custom-built back patio reflecting on how all of this good fortune came to him. He laughed to himself as he remembered the newspaper he purchased initially to look for another job. He smiled when he remembered the title of the article that caught his eye because it did exactly what it said it would; “Change your life in Six Simple Steps."

The fleecing of Mr. Right

2008-05-01T19:38:00.000-07:00

This is the story of a young man we will call John. He was your typical blonde haired youngster raised by a cookie-cutter family. John was bright, ambitious, and very clever. His parents grew up through tough times after the war and they worked very hard to provide what they could for John and his three brothers and sisters. John was no different; he learned the value of being hard-working and responsible from his parents. He deeply respected his parents’ wishes to be the first in the family to attend college and graduate. He felt somewhat obligated to do so if only out of respect.

Soon after graduating high school with above average grades, he spent the next two years working two jobs to save enough money to pay for his first semester away at college. He settled for his second college of choice as he determined, with the help of his parents, that he could not afford the school he really wanted to attend. John spent the next five years grinding his way through college racking up debt to make ends meet. John graduated with a 3.4 GPA and a Bachelors of Science degree in Engineering and signed on with a national corporation so he could put all of his schooling to good use.

His entry level position paid him a modest salary which was just enough to pay for a small apartment, payments on a small economy car, and the necessities of life. He got married after his first year with the company and soon after had a new baby girl who brought tears of joy to his eyes. John and his wife now sought out to live the American dream by joining the ranks of homeowners. After John waited patiently for two years to receive his first pay raise, he and his wife did finally gather a small down payment to purchase a starter home in the suburbs of the neighborhood where they grew up.

Piling on more responsibility and debt by the day, John grew seemingly more frustrated and was reaching high levels of anxiety and stress. On the way home from work one day, John was sitting in bumper to bumper traffic reflecting on how he got himself into this position. He felt like he did everything right but on the inside he felt like a prisoner trapped in a never ending mess of confusion. His thoughts were racing inside his mind; he went to college, contributed to the company 401k, always avoided trouble, and worked hard. John knew he had been lured into a trap and he was not happy. The 60 hour work weeks with little time off to enjoy his family were taking a toll on him. And if he actually did take time off, he was constantly wondering if he would be the victim of corporate downsizing, the economy, or the threat of a layoff.

John looked back at his life and he determined he really wasn’t living for himself; he was living amidst the system of people who support others dreams. At that point John lost his drive to keep going to work for the man. Once excited to go to his job, mainly due to being young and naïve, John felt dead inside. His days were dull and monotonous after he realized what was happening to him. However, there was a small part of him that knew there was more to life than this. There had to be a better way. In fact, his life did change that day. Still stuck in traffic, John picked up a section of the newspaper that he grabbed at the Mini-Mart on the way to work that day. He was looking through the business section and ran across a small book review titled “Change your life in Six Simple Steps."
Needless to say, John’s life changed from that point on…….

The $20,000 cup of coffee

2008-04-12T08:15:00.000-07:00

Have you ever experienced one of those times when you were rolling along in life where everything was great then, all of a sudden, you hit the brakes for no apparent reason? Do you know what happened? Most people are unaware of the causes of this phenomenon and blindly try to move forward. Let it be known that there are certain types of people out there whose only mission in life is to halt the progress of others. They only want to drag people down. They only want to see others fail because of their own weakness. They figure if you miss a deal, don’t get that promotion, or they just simply put doubt in your mind, they will be bigger and more powerful. You need to be fully aware of these back-stabbers as they do exist right now. They are in your company, on your team, in your environment, possibly even in your family! They are internally motivated by your failure. There is, however, an effective handling to this situation and the first step is to be able to spot these situations first, know and understand they are present. Then, keep focused on your goals and keep headed towards them at full throttle.

I do not want to give you the impression that you must walk around like the sky is falling and that everyone is out to get you. In fact, just about the opposite. I do, however, want you to be aware how important it is not to let these low-lives creep into your world unnoticed. And when I say creep I mean that literally. These cowards have nothing but evil intentions and are out to get you. There are a percentage of people out there who want to see you fail and in their sick minds feel they are better off that way. And it only takes one to ruin your life. The best way to deal with these people is, again, to A) Know they are present B) Know how to handle the situation. It is as easy as that.

It can simply start like this; let’s say you are on a sales force of 12. Your month is going great. You’re leading the production board and life is just great. You already know how you’re going to spend your bonus money, and the vacation you and your spouse have been dreaming of is getting closer. Then, all of a sudden, out of the darkness, as you are getting a cup of coffee to start your day, a co-worker comes up to you as says “Well, well, I just looked at the production numbers from last year and it sure looks like it’s going to be slow these next two weeks, you should reconsider taking that vacation of yours. Gotta run. Have a nice day.” That’s all he says and walks away.

To those unaware individuals that was a blatant attempt to rock Mr. Producer’s world. A simple attack like that can make that cup of coffee a $20,000 cup of coffee if you allow it to! That little jab can side-track your month, your year, and possibly your life! Let’s say this little back stabbers comment goes to heart and you go into agreement with this guy. You could start actually thinking business will be slow and you can immediately spiral downwards falling off the pace you have set for your month. Then, if you simply reconsider your upcoming vacation, that signals he got to you. Furthermore, when you actually do go on vacation you will be thinking that you should have stayed home and from that point your vacation isn’t really a vacation. To reemphasize, as soon as you think of going into agreement with this guy it means he got to you. If you simply doubt yourself for a moment he accomplished what he set out to do. And it can happen as easily and undetected as that Listed below are some other comments from these cellar dwellers designed to start your downfall if you don’t notice it.

“You look tired, you should get some rest. Why don’t you go home early?”
“Man, business is terrible, let’s go home.”
“People just aren’t buying today, it must be the economy.”
“We are never going to get that raise”
“Everybody thinks you make too much money”
“I saw on the news last night they predict the housing slump will continue through next summer.”
“Do you know how many people are trying out for that part? Your chances are slim.”

As soon as you buy into this nonsense, you have become the victim of this twisted individual. Take a really good look at what was said and be able to recognize this as an attempt to throw you off. You have to immediately realize that is not your universe and must keep doing exactly what you’ve been doing in all areas of your life. As soon as you start doubting yourself, look back just before it happened and find out who was around and what was said. Find the boogey man and move away or address him immediately. Let him know that you won’t have anything to do with such negativity. The old saying “Misery loves company” certainly applies here. Living in apathy over a bad day or situation is not going to make anything better so quit agreeing with the garbage. The best way to handle these situations is address this person directly and let him know that you won’t be playing his little game or you can simply avoid the person altogether. This scenario can easily be applied to an aspiring athlete, an up-and-coming artist, and in fact, anybody.

Similar occurrences take place in the corporate business world every day. Do you ever wonder why certain people have a certain status or a high position in their respective companies? We have all seen numerous examples of the son-in-law promoted to VP when he can’t even tie his shoes. The friend hired into a certain position when it’s obvious he or she isn’t qualified. This is always a bad situation and you need to move on. This is just another way to hold the true talent back and keep you small. It is very important to keep your eyes open to this garbage 24/7. Always keep reinforcing your perfect life, your goals, and your dreams and don’t let these small thinking people in your world. What is there to lose by staying away from the trash? So what if somebody is supposedly “your friend”. You are far better off without them as a “friend”. They only want to crush you down and stomp on your dreams. Remember exactly why you went to work that day. Refocus on your dreams any time someone tries to throw you off. Restate your goals to yourself. Immediately reflect back to your purpose and what your end results will look like. Stay focused on the positive.

You can also fall prey to this type of sabotage by watching TV, listening to the radio, or reading the “newspaper”. Simply watching a typical 30 minute TV show will pull you down and you probably won’t even notice it. First off, you just wasted a half hour of your life in front of a box and you usually wind up feeling lethargic and I can guarantee you did not get anything positive accomplished. Then, when the junk food commercials turn you into a zombie, you go to the cabinet to get a dozen cookies and wash it down with some chocolate ice cream for good measure. Wonderful! In addition to that, reading the newspaper can give you the impression the sky is falling. The media gets paid to keep people in check and on edge. Horror, tragedy, and shock sell newspapers. Stay away from the fire and you won’t get burned. An easy way to brighten up is to avoid all media for a couple of weeks and see for yourself how your outlook changes. Always look forward and do not dwell on the past. What is done is done! You can create the future and you cannot change the past! Reading the newspaper is like taking a bath; you end up sitting in dirty water! Take a shower and let the dirt run down the drain people!

Another problematic area you can get involved in is a relationship with the wrong person. The sad thing is that you most likely won’t even notice the effects as they come about slowly and are sometimes very hard to notice. You can become trapped by this “partner” who only seeks to cling to you and suck the life out of you. This one association alone can stop you in your tracks and crush your dreams. As you can plainly see, whomever you hang with, or associate with, should be a very important decision and not something you should take lightly. Even a simple conversation can change your day. A spouse telling you to stay home from work can throw you off if you let it. Then the first difficult situation you get into at work that day will make you wonder if you should have stayed home. You’re done at that point. Befriend those who keep you up and motivate you. Seek out role models who have the attributes that you really are seeking. Their influence is immeasurable to your future success. Learn from them and take notes. There is a vast difference in the guy who is working just to get by in life and the guy striving to build a solid foundation for success in his life. Make the smart decision.

One of the last areas to address here is also at the workplace. It can wreck your life and shatter your dreams just like that. Keep an eye out for the “manager” or “boss” who constantly tries to hold you back from promotion, seeks to transfer you, or simply will not train you. They are afraid if you got bigger they would be passed up or demoted. This is the manager who cuts your pay when you “make too much” or rewards people who are loafers in spite of your stellar performance. Their main goal is to sidetrack you and make you feel weak and subservient to them. Look up the word “subservient” in the dictionary and it will really hit home. They are hoping you stay small and a slave. Be extremely careful. These people are out there and they can sneak up and slit your throat while you sleep. The most important action here is to keep your eyes open. Look at what goes on. See things that happen and take notes. Study how you are doing statistically and keep an eye out for down stats as that will tell you something negative has crept into your life under the radar. Find it and smash it! Don’t let it happen to you. The key to make them run and hide by producing. Increase your production like crazy and watch them react in disgust! When you make some money, do everything you can to make some more! Go out and waste some and let them know you won’t be a slave to anyone but yourself!

Now take this information and use it. Keep your eyes open. Repeat to yourself over and over what your purpose for going to work is. The key is to know what is happening in your work environment and your life. Be able to identify the good from the evil. Stay focused on your goals and never let anyone stop you from getting there. Have all you want out of life as it is there to be had. Reach for your dreams and create your life to make them happen. Look into the future and make the best out of your day and remember, keep the cost of the coffee under 5 bucks!

Success in sales and life; pushing through negativity

2008-03-27T11:40:00.000-07:00

If you have been involved in sales for more than a few days, I am sure you've been subjected to all of the negativity in the world. Likewise, if you have been pursuing a dream in life, negativity can bring you to a stop if you let it.

So how do you know when to keep pushing forward towards closing a deal or taking advantage of an opportunity? The answer is simple; when you believe in something and it feels right, it is!

This statement may sound overly simplistic to you but if you look into it a bit further, you will realize the validity of the statement. Let use this simple sales scenario as an example to illustrate the point. Let's say a life insurance salesman is trying to close a prospect. The prospect, however, is avoiding signing the dotted line and giving excuse after excuse not to sign up. Listen closely here. The difference between success and failure in life and sales is when you know that your product or service is ideal for the prospect and you believe in it, you can push through ANY stall, objection, or excuse because you know the prospect will benefit from your goods and /or services. That's right; PUSHING through stops, PUSHING through excuses, PUSHING past the garbage.

In life, the correct action when you believe in something is to PUSH through all things that say you can't, you shouldn't, or any thing of the sort. When you believe in something so strongly that you can feel it is right, you can plow through others weakness because you know you have conviction and purpose behind whatever you're doing or selling.

The door to door salesman knows his vacuum cleaner is superior to any on the market so he goes DOOR to DOOR because he is confident his vacuum will do the job and make his customer's life easier. Some call it hard sell. I call it being successful.

All the best,

Mike Malone
Creator of the Malone Suggested Retail Process (MSRP)

For more information regarding Michael Malone's MSRP selling techniques, visit www.InnovativePerformanceGroup.com

The recipe for success

2008-03-22T08:44:00.000-07:00

Everybody has it in them. You do. I do. The bum in the street has it. The guy rolling in the S class Benzo has it. What is it you ask? It is the recipe for success.

And the recipe is easy because it only has one ingredient; do what you best and do it over and over and over. Look at the majority of successful people in our world and you will notice they do ONE thing better than most and they repeat it over and over. Here is a short list of people as examples;

Warren Buffett invests in the market.
Tiger Woods hits a stationary little white ball into a hole in the ground.
Mel Gibson follows a script.
Kobe Bryant places a ball in a hoop.
Elvis Presley entertained.
Wolfgang Puck prepares food.

You get the idea. One thing. That's all. Granted, these individuals are very good at what they do, but you break it down to their core talent, that's all they do. ONE thing. Full of passion. 100%. Focused.

What do you do well that you're passionate about? What do you enjoy? Is there something that makes you feel more alive than other things? I know there is and it's there for you to find. The key is to find it.. Believe in yourself and make your move to find the one thing. Finding that one thing is the difference between living a life of mediocrity and a life full of everything life has to offer.

Dare to be different.

Peace.

Happiness

2008-02-28T13:11:00.001-08:00

Have you ever reflected upon what really makes you happy? If you don't know, take some time to discover what really make you happy and repeat as often as necessary. It sounds simple because it is! Stop being so bogged down by all the negativity in today's world and focus on positive things and you will notice positive things will start to happen for you.

Realize that your own happiness starts and stops with you and the decisions you make. Decide to be happy and you will do just that! Maybe something as simple as taking five minutes out of your day to listen to some music or reading an inspirational or motivating article can brighten your day. Find what works best for you and commit to doing that more often and you will notice your world becoming brighter and a better place.

Below is a short list of things that can make your day or someone elses;

1. Call someone you haven't talked to in ages.
2. Listen to some uplifting music.
3. Exercise.
4. Plan a vacation.
5. Set some short term and long term goals.
6. Smile for no reason.
7. Tell a loved one you love them.
8. Splurge on something you've been after.
9. Go the extra mile for someone else.

The choice is yours. Happiness isn't as elusive as you may think it is. Have a great day!