Ron White's Ezine
June 11, 2008
Issue 70
Welcome!
I talk to sales people every day and I love it! I enjoy being around those who are commissioned-based because they are in charge of their income, and I love talking about sales (almost as much as talking baseball). The one thing that so many sales professionals are overlooking is the value of referrals.
Let's pretend you are a member of the FBI and you are monitoring a mafia big shot. Do you arrest him the first chance you get or do you watch him a while? Answer: You watch him a while because, if you do, he will show you who his friends are and then you get 10 instead of 1. This law of multiplication is true in sales as well. Find a way to have your customers show you who their friends are and make 10 sales instead of just 1. It doesn't take that much extra work but it is the difference between making a living and making a fortune in sales.
If you ask, 'Who do you know who might be interested?', their mind will be overwhelmed and you get no referrals. Instead, narrow it down and think for the customer by asking, 'Who do you know at your PTA meeting? Who do you know at your church? Which of your neighbors?' When asking this way, you are thinking for the prospect and multiplying your efforts.
If it works for the FBI... it will work for you!
Go for More this Week!
Ron White
PS - Today's issue is going out to more than 85,470 weekly subscribers. If you enjoy this week's edition and find it to be valuable, then if you would do me the favor of forwarding it to your friends, family and associates, it would be very much appreciated. If they would like to subscribe, have them send an email to: ronwhite@yoursuccessstore.com
In This Issue.....
1. The Geography of Success by Ron White
2. Quotes of the Week
3. In Pursuit of Potential by Dr. John C. Maxwell
4. Watch highlights from the SUCCESS Symposium
5. More Information
1. The Geography of Success by Ron White
I will suggest to you that success has a lot to do with geography, although, perhaps not in the way you might think. I am not implying that success is a result of being in the right place at the right time. Rather it is about the geography of who you surround yourself with. To illustrate my point, take a moment to reflect on the history of The United States of America. While I believe that it is not up for debate that today the United States is the world's only super power. However, how it achieved that status is obvious and yet often overlooked.
Geography has played a large part in the success of The United States. To the east and west are large oceans of protection. This cannot be overlooked as a major factor in the success of my country. What did Britain have to do in order to fight the colonists for control of the new world? They had to sail from England across the Atlantic! What did the Japanese have to do in order to attack Pearl Harbor? They had to bridge the distance of the Pacific, and if the Naval Fleet was docked on the west coast of the mainland would the attack have been possible?
There is no doubt about it – two mighty oceans of protection have served as barriers to forces hostile to the United States and acted as a buffer for the nation to grow and prosper unimpeded. To our north is Canada and to the south is Mexico. When The United States was in its infancy Mexico was not considered an ally – yet today it definitely is. Therefore, the United States of America has walls of protection to its east and west in the form of massive bodies of water, and friendly neighbors to its north and south.
What do our neighbors to the north and south want for The United States? They want us to be militarily strong, economically prosperous and a symbol of strength in the world. Why do our neighbors want this for us? Make no mistake, it is not simply to see a friend prosper – these nations are very aware that the stronger we are, because of their proximity to us, the stronger they will be. In turn, it is
in the national interest of The United States that Mexico and Canada are strong countries. Therefore, we will go out of our way to see that they are
prosperous nations and safe from foreign attack.
Now, you see a couple of the reasons why The United States has prospered. We have surrounded ourselves with friendly neighbors and the safety of water. After you have examined the success of The United States, the next step is to look at the lives of those you know who are personally successful. I believe you will find the same marks of geography in their success.
What kind of people do you find around successful people? What kinds of people are surrounding you? Do they desire for you to succeed or fail?
Where do you spend your free time? This is a geography question again. The geography of oceans has helped enable success for The United States. The geography of where you place yourself in your free time will also enable or disable your success. You must ensure that at least a portion of your geography is in an environment that enables learning. This can be done in a place to read or study.
You must ensure that at least a portion of your geography is in an environment that enables rest. This is any quiet and calm place where you can relax with your thoughts and recover for the work yet to come. A massage or a trip to the country are great examples of this type of geographical resting.
You must ensure that at least a portion of your geography is in an environment that enables health, strength and physical stamina. This could be accomplished at the gym, local track or simply jogging around your block. For your body to hold up to the test of success it must be in top shape.
Make no mistake, a nation that is surrounded by hostile neighbors constantly attacking or plotting its harm is going to be a nation that is constantly on the defensive and fighting simply to maintain the status quo. The nation that is surrounded by friendly geography has the potential to prosper beyond the wildest imagination of its founders. You are no different than that nation. To ensure your success, constantly monitor your personal geography.
Ron White
In February I had the good fortune again to share the stage with some of
the great trainers and speakers in the marketplace, at this event (part of My
Geography of Success)
If you missed John Maxwell, Robert Kiyosaki, Denis Waitley and others (including myself) at the February SUCCESS Symposium, you can now view highlights just posted online.
Also take advantage of the special offer available for the next few days on the upcoming July 12 SUCCESS Symposium (over 70% sold out)! Plus 2 free bonuses!
Go to http://www.YourSuccessStore.com/Symposium
2. Quotes of The Week
SUCCESS
"Four short words sum up what has lifted most successful individuals above the crowd: a little bit more. They did all that was expected of them and a little bit more." -- A. Lou Vickery
"The first requisite of success is the ability to apply your physical and mental energies to one problem without growing weary." -- Thomas Edison
"Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.´ Not only will you succeed in sales, you will succeed in life." -- Mary Kay Ash
"Success always has a price; success, with integrity, is the real bottom line." -- Denis Waitley
"The most important single ingredient in the formula of success is knowing how to get along with people." -- Theodore Roosevelt
"Success is not a native of any nation neither is it related to any family, so you don´t have an excuse not to leave the imprint of impact of the sand of time before your time is over on this planet." -- Akin A. Awolaja
"Success is creating a state of mind that allows you to obtain anything you really desire." -- Mark Victor Hansen
"The first qualification for success in my view is a strong work ethic." -- Henry Ford II
"Successful people begin where failures leave off. Never settle for ‘just getting the job done.´ Excel! -- Tom Hopkins
"The sages do not consider that making no mistakes is a blessing. They believe, rather, that the great virtue of man lies in his ability to correct his mistakes and continually make a new man of himself." -- Wang Yang-Ming
Three rules for success.
Number 1. Do what's right. Be on time, be polite, and be honest; remain free from drugs; and if you have any questions, get out your Bible.
Number 2. Do your best. Mediocrity is unacceptable when you are capable of doing better.
Number 3. Treat others as you want to be treated. Practice love and understanding.
-- Lou Holtz
"Show class, have pride, and display character. If you do, winning takes care of itself." -- Coach Paul "Bear" Bryant
Success is neither magical nor mysterious. Success is the natural consequence of consistently applying basic fundamentals. -- Jim Rohn
Hard work often leads to success. No work seldom does. -- Harvey Mackay
The path to success is to take massive, determined action. --Anthony Robbins
You don't pay the price for success. You enjoy the price for success. -- Zig Ziglar
To laugh often and much; to win the respect of intelligent people and the affection of children; to earn the appreciation of honest critics and endure the betrayal of false friends; to appreciate beauty, to find the best in others; to leave the world a little better; whether by a healthy child, a garden patch or a redeemed social condition; to know even one life has breathed easier because you have lived. This is the meaning of success. -- Ralph Waldo Emerson
3. In Pursuit of Potential by Dr. John C. Maxwell
The enemy of great is good. The primary reason so few leaders or organizations ever become great is because they get good and then stop. They stop growing, learning, risking, and changing. They use their track record or prior successes as evidence that they've arrived. Believing their own headlines, the leaders in these successful organizations are ready to write it down, build the manual, and document the formula. This mentality shifts their business from a growth to a maintenance mindset.
Neither you nor your business ever "arrives." We never get to the place where there's nothing more to be done and nothing more to be said. In the words of my friend Dave Anderson, "Yesterday's peacock is tomorrow's feather duster." What you strutted yesterday; the next day is just cleaning dust off of shelves.
I like to distinguish between a "goal mindset" and a "growth mindset." A person with a "goal mindset" has very tangible, numerical goals to achieve over a specific period of time. Nothing is wrong with clearly defined goals, but there's a better way of thinking that I call a "growth mindset." A growth mindset recognizes goals on the journey, but only as part of a process—not as the end results.
When goal-oriented people hit a milestone, they have tendency to settle very quickly, but when growth-minded individuals hit a goal, they blow right on by because they're constantly learning and growing.
Success has a brutal side: It can make you arrogant, it can make you complacent, and it can close your mind. To survive the temptations of triumph, we must realize that success is not the point and should never be the ultimate objective of an enterprise. The goal of business is to strive to reach full potential. I define full potential as focusing on seeing how far you can go, how good you can get, and how many people you can bring with you. Reality dictates that you will most likely never reach your full potential, but the journey keeps you humble, hungry, and focused. What you become in the process helps you and your organization make the leap from good to great. Use your success as a stepping stone, not a pedestal.
Leaders of successful organizations are tempted to stop working on themselves. They continue to work hard on their job, but they have a tendency to neglect personal growth. They use their experience and track record as a license never to read another book and an excuse never to attend another developmental course in their field. They point to their acclaim and accomplishments and decide to rely on the skills they have learned in the past to run the rest of their career. They develop an arrogance of intelligence that creates a disabling ignorance. This ignorance disables them, their people, and, as a result, their business.
Growing people grow people. But when you don't grow, you plateau. It's just a matter of time. Once this happens, you plateau everyone working for you. When I as a leader go flat, my influence with everybody in my organization fizzles and fades. When the leader doesn't grow, the people don't grow. It's the Law of the Lid; a stagnant leader stunts the growth of the organization.
Let me give you four benefits of pursuing your potential, even during seasons of success.
• We have higher self-esteem. People that are constantly learning and growing have a good self-image.
• We are willing to change and risk. One of the obvious evidences of growing people is that they are constantly changing and risking. Show me a person that doesn't change, that doesn't risk, and I'll show you a person that's not growing.
• Our passion increases. When we begin to grow personally, our passion for life and learning begins to increase proportionately.
• We lift the lid for others. What a leader does determines what everybody else is going to do. The people don't pass the leader. An organization's growth doesn't outpace the leader's progress. As I lift the lid for myself, I lift the lid for others.
One of the most amazing things to me is how much room there is at the top. On the other hand, it's jam-packed and crowded at the bottom. On the streets of average, there's traffic and congestion, but success has so few people on the roads. It's amazing how the higher you go, the less people there are. Three percent of the people in the United States have a library card. Six percent of Americans believe Elvis is still alive. Trust me, there's a lot of room at the top.
As a leader you should learn like you'll live forever and live like you'll die tomorrow. Either way, you're covered.
-- John C. Maxwell
If you missed John Maxwell, Robert Kiyosaki, Denis Waitley and others (including myself) at the February SUCCESS Symposium, you can now view highlights just posted online. Also take advantage of the special offer available for the next few days on the upcoming July 12 SUCCESS Symposium (over 70% sold out)! Plus 2 free bonuses!
Go to http://www.YourSuccessStore.com/Symposium
4. Watch highlights from the SUCCESS Symposium
If you missed John Maxwell, Robert Kiyosaki, Denis Waitley and others (including myself) at the February SUCCESS Symposium, you can now view highlights just posted online.
Also take advantage of the special offer available for the next few days on the upcoming July 12 SUCCESS Symposium (over 70% sold out)! Plus 2 free bonuses!
I have the good fortune again to be sharing the stage with some of the great trainers and speakers in the marketplace, at this event.
Go to http://www.YourSuccessStore.com/Symposium
Can't wait to see you there!
Plus... My June, July and August calendar is filling up FAST! To have me come and speak on Having Your Best Year Ever, Memory in a Month or Increasing Your Sales Results - contact my office ASAP at
mailto:speaker@yoursuccessstore.com or call 877-929-0439 to check for fee and availability. I guarantee you will get RESULTS!
5. More Information
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