A True Warrior’s Motivation

My brother-in-law set aside his life as a successful entrepreneur to serve the people and the country he loves. Make sure that whatever you are fighting for is inspired by love. It is the only drive that is inexhaustible and results in a truly fulfilling life.

Anger, resentment and revenge are motivators that burn hot. But they also burn out fast and take you with them. But when love is acted on, it is refueled by the responses of others and your own internal response. As far as motivators go, it is the only renewable resource.

Jordan Meme

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Transform Your Sales Career by Casting a Vision

I have been a salesman, and I never enjoyed it. What I really love to do is bless others and improve their lives. But recently, as I was reflecting on many of the things I am currently doing, I realized that in every endeavor, goods, services or money was changing hands.

“Wait a minute,” I thought. “I am a salesman. It just doesn’t feel like it. What’s going on

Typical Salesman
If you see this salesman and you think, “Hey! That guy looks like me!” you might want to hire an image consultant.

here?” For the next few weeks, I let my mind explore this scenario. What I saw in each context, whether it was one of our businesses, ministry I was doing, or a combination of both, was this: I have a compelling vision for what I want to accomplish; it is something I am very passionate about; and I share that vision with other people. Voila!

If you have gone through the Dale Carnegie professional development course (I highly recommend it for anyone who wants to grow) you learn something very important about enthusiasm. It’s awfully contagious! When I explain my vision, I am very enthusiastic, because it’s something I am very passionate about. People I talk to like the vision, the enthusiasm would be “caught”, and often without even asking, they want to “come along”, which meant I would get a “sale” or “partner”.

This was fascinating, but when it really got exciting was the day I realized I could transfer these principles to other people in different industries. Here is how this came about:

VIsion Casting
You need a very clear idea of your vision before anyone else can get excited about it.

One of my best friends is in wealth management. He loves the industry, but he was hitting a wall when it came to getting new clients. I then realized that he was having the exact same issue I did when I was a salesman about 15 years ago. I know his life story quite well, so I decided to try to craft a “vision” based on his life and what I knew he could accomplish in other people’s lives. I did this early one morning and was so excited that I had to tell him before he went to work.

Rather than just try to “sell his services”, I asked what he thought about taking a different approach, using actual events from his life.

“I know what it is like to grow up poor. I wore second-hand clothes from the thrift store Inspire Memeto school, had worn out shoes, and every month my family struggled to pay the bills. It was not fun, and I missed out on a lot of opportunities because of it. Most people have gotten financial help from their parents, but I have had to help mine out over the years. I have spent the past few years learning the world of investing from some of the best in the industry. Becoming a millionaire, something I used to think was almost impossible, is quite an attainable goal for most. It is my personal mission to help as many people as possible avoid the hardships that I faced, and in the next two years, I want to put 100 people on the path to becoming millionaires.”

That, my friends, makes me want to become a financial adviser! Helping 100 people become millionaires is something that would get almost anybody excited and if someone is not currently on that path, I bet you they want to get onto it as quickly as possible.

Here are the steps to help you create your own, unique vision to change the lives of others.

1.  Be “other-centered”, rather than self-centered
The story above was largely about my friend, but his mission was completely about Focus on othershelping other people. Will he benefit from helping them? Absolutely! But it is the by-product, and not the focus, of his mission.

2.  Craft a story and vision that gets YOU excited!
Whatever product or service you offer meets a need. How can it have a dramatic impact on others? If you can accomplish anything you want using what you offer to help others, what would that be?

Big dreams inspire others, so don’t hold back! You will know you are onto something when an idea makes your heart start beating faster. Follow that thread, and the excitement will start to grow. As soon as you have something you really like, you will have trouble keeping it to yourself.

3.  Make your vision better
Write your vision and story down and refine it. Once you have it where you want it, tell it to some of your close friends and family and allow them to tell you how it affects them. Listen to their feedback and make more improvements

4. Say “good bye” to the awkward world of traditional sales

Paper Trash
Don’t memorize a dry sales script. Listen with empathy, refine your story and speak from the heart.

You can now throw your dry “sales pitches” in the trash, because you are now casting a vision for a better future! You are showing other people how their lives can be improved and equipping them with a message that is memorable and easy to pass on. When people truly catch your vision and hear your enthusiasm, they will be excited to join you on the journey!

Let me know how you apply this approach and the effects it has on your business. If you need help crafting your own vision, I am here to help. And if you are not currently on the path to becoming a millionaire, and you want to be, I can absolutely connect you to the man who can lead you there!

(Like learning about business, personal development, and how to use your life to make a difference? Enter your email in the “Subscribe” field on the right and you’ll get my concise, helpful and very entertaining posts in your email as soon as I write a new one! 🙂  )

The Lemonade Stand

Have you ever heard of a child that was afraid to set up a lemonade stand because she might not sell enough lemonade? Me neither.

But as adults, probably the number one reason that men and women don’t start businesses and become entrepreneurs is fear.

“…for most people, entrepreneurship ends in childhood. Why? Because as we get older, it

Lemonade Stand Book
This book is short, fun and insanely practical! Every aspiring entrepreneur should read it.

gets riskier.”  Ara Bagdasarian and Nick Gustavsson write in The Lemonade Stand: What Every Entrepreneur Should Know to Succeed in Starting and Running Any Business.

For a child, setting up a lemonade stand is fun! We enjoy the possibility of making some extra money, offering something refreshing to people on a hot day, and engaging with people when they stop by. It is an adventure with untold possibilities. I believe that entrepreneurship for an adult is even more exciting, and the fear most people have of it is largely due to misconceptions.

Here are some common misconceptions related to starting your own business along with my thoughts on how to correct them:

1. I have to take out a second mortgage on my home, or find millions in venture capital

CORRECTION: “Entrepreneurship” should be seen as a synonym for “problem solving”. If you see a problem that has not been solved, that is a potential opportunity for you to step in and solve it. And now with things like 3-D printing, the days of spending $30,000 to create a prototype are largely gone.

Lemonade-StandI am currently working on “solving a problem” and have a local 18 year old who knows CAD, owns a 3-D printer and is charging me $15 an hour to create my prototype! Once I have my prototype, I will take that to the company I want to distribute it and I will sell the item from the prototype, then have it produced. The whole process will cost me next to nothing.

2. I have to quit my day job, and then what happens if my idea doesn’t work?!

CORRECTION: There’s a reason “Don’t quit your day job.” is so common that it has become a saying. That’s because it’s very clear that it’s a dumb idea! Almost all ideas can be worked on late in the evening, early in the morning and on the weekends. As your idea gains momentum and starts producing revenue, maybe you can negotiate one day off a week from your normal job.

Once it consistently generates the same amount of income as you get from your “day job”, feel free to quit! But don’t do it too soon. Many jump ship prematurely, and endure  hardships unnecessarily. It is much better to build a business gradually in your spare time and never risk your family’s financial future, than to put yourself in a position where if it doesn’t pan out quickly you’re ruined.

3. I can’t possibly compete with WalMart! 

CORRECTION: You’re right! You would have a very hard time assembling that many people in one place who know basically nothing about what they are doing.

WalMart sells lots of basic stuff at a low price. You’re not going to do that. You’re going to solve a problem that has not yet been solved. The second you do that (and do that exceptionally well) you have differentiated yourself from EVERY business out there. If you don’t stop there, but keep iterating (creating newer, better versions of your product or service) even if someone does try to compete with you, they won’t be able to keep up.

There are risks associated with starting your own business. But if you’re wise about it, those risks can be minimized. Setting up a lemonade stand as a child was a blast, and opening a business and solving problems as an adult is even more fun. You are no longer just quenching someone’s thirst, you are making people’s lives better! Now get out there and solve some problems!

(Like learning about business, personal development, and how to use your life to make a difference? Enter your email in the “Subscribe” field on the right and you’ll get my concise, helpful and very entertaining posts in your email Monday thru Friday when I write a new one! 🙂  )

The Power of Routine

Your daily routine will ultimately determine your destination. W.H. Auden, the playwright, poet and author said, “Routine, in an intelligent man (or woman, of course) is a sign of ambition..”

Most of your major achievements in life will not be made in giant leaps. Rather, they will be accomplished little by little as you make tiny steps in the right direction. You do not get in good shape by going out and impulsively running a marathon, and you do not become an expert by spending all day reading a single book on a topic. Routine Collage

The more positive aspects you include in your regular routine will allow you to make consistent progress in the areas you prioritize. I am, unfortunately, a rather slow reader. But I do not let this stop me. I always have a book with me and I read very regularly, typically in the morning and evening, but also when I get stuck in a waiting room or in line. As a result, since I have been keeping track, I have now read over 600 books on all different topics, from cover to cover.

To harness the power of routine, take a little time each day to begin with something inspiring, regularly exercise, and crack open a book on a topic of interest or related to your work. Keep at it for a while, and before you know it you will get in better shape, people will start asking you what you think on various topics, and you will in general become a better person. Such small but very consistent steps are how legends are made.

A Life Lesson from Zorro….?

If you saw him performing with his lifelong friend Lenny Kravitz, you would assume he Zoro and Lennywas just like any other world class rock star….and boy would you be wrong!

Zoro the Drummer is an anomaly, an outlier, an exception. You get the point. And his story is nothing short of phenomenal! Growing up in abject poverty to a single Christian mother, he discovered his passion for drumming at the age of 6. He then spent his life pursuing his passion relentlessly, while never leaving his Christian roots behind.

Zoro“Your days are limited, but your good deeds are not,” Zoro said in an interview with Ken Coleman, the host of the Entreleadership podcast. He not only knows that truth, but he lives it everywhere he goes. Zoro orders inspirational books by the thousands and gives them away, along with extra autographed drumsticks he keeps on hand, to fans everywhere he goes. He is also an author, (his most recent book Soar: 9 Proven Keys for Unlocking Your Limitless Potential will soon be in my library) speaker, fearless evangelist and has his own ministry (http://www.zoroministries.org/).

“What is your point?!” you ask.

It is simply this (and I think Zoro would agree). Whatever gifts or talents you possess were not given to you for your enjoyment. They were given to you to provide a platform unique only to you, so that you can use them to bless and encourage others.

For years, I have been an entrepreneur, starting many different kinds of businesses. But

Worthshop Gang
This is a crew of workers at a recycling facility I helped start to provide jobs for the homeless.

making money never has been enough for me. It is only in the last few years that I have pinpointed my sweet spot, that place where I love what I am doing and have the greatest impact. I use the business gifts God has given me and I have worked to develop to help non-profits and ministries to develop entrepreneurial ventures to fund themselves and provide jobs, especially for the homeless. I also love teaching what I learn to others, which is why I started writing consistently.

Where you are and what you can do are not incidental. They are both a part of God’s plan for your life, and as soon as you recognize that and start looking for opportunities to bless others, your work and your life will take on a new level of meaning and fulfillment!

*You can meet Zoro and hear his amazing story here: https://www.entreleadership.com/podcasts/207-zoro-the-drummerwhy-the-world-nee

Render Your Customers Speechless, and They Won’t Stop Talking About You!

Surprised girl

I like to be organized….very organized, in fact. I also like to help others do the same. I have undertaken multi-month long organizational projects for clients that would make most people’s head explode. From storage areas in massive mansions to piles and piles of architectural prints at a lavish estate, to me it is actually fun.

This desire to be organized has led me to the study of the best minds in personal productivity and goal setting. From the classic Brian Tracy, to the amazing book “Getting Things Done” by David Allen and the person who received the award as “The Most Organized Man in America”, Dr. Alex Lackey. In fact, it was a line by Dr. Lackey saying that you need “one list, one planner, one place” that led me to search for the perfect planner.

I researched, read reviews, read comparisons, and finally…oh yes finally…I found it. And it has changed my life. I would not be writing this if I hadn’t purchased it, literally. It’s called “The Simple Elephant” and it contains everything I was wanting in a planner, and yet it is still “simple”. It doesn’t take me much time to examine and set goals, plan and prioritize my day, be encouraged by my progress, and pray for my “business challenger’s” own goals. (Charles, our phone meetings are golden!)

Since that little blue book is now such a beloved part of my daily routine, I want it to stay

Simple Elephant
The Simple Elephant is available at Amazon as well, where it is the #1 best selling planner! It might just be the best $20 you ever spend. Here it is: goo.gl/wDgkcY

in pristine condition, so I wanted a slip case. I went to their website, but didn’t see one. So I decided to contact the company. If I wanted one, surely I am not alone.

I sent a message through their website (https://papercode.me/) describing how their product has helped me tremendously, how much I enjoy it, and asking if they offered a slipcase for The Simple Elephant planner.

This is the part of my story that brings me to the first point in how to blow your customer’s minds and turn them into raving fans. It is this:

1. Do Something Completely Unexpected

Frankly what I expected was to be mildly disappointed. But the response I received blew my mind! Allow me to share an excerpt:

…the slip case is such a great suggestion.  I’ll definitely keep it in mind for future developments.

Since I absolutely ADORE my customers, especially the ones who reach out to me – I would like to purchase you a slip case.  Any slip case you can find that works for you, just send me the link and consider it my gift to you.
Hope to hear back from you!
At your service,
Jen
Owner, Papercode
I honestly couldn’t believe it! I was the first person up in the house and couldn’t wait for Nicole to get out of bed so I could tell her about it. It had such an impact on me that I am spending some of my very precious R&R time on a Sunday afternoon writing about it, when I could be outside riding horses, swimming, or continuing work on the kids’ “tree mansion” as Nicole calls it.
When you do business, take some time to think about something your client would never see coming that would bless his or her socks off!
2. Turn a Negative into a Positive
Nice Bill
THIS is a bill with Nicole’s magic touch applied to it!

Nobody likes getting a bill in the mail….right?! Wrong. Most people don’t, granted. But when you do business with Nicole and me, you might just change your tune. My wife possesses a certain skill set that allows her to turn an annoying bill into a jaw-dropping work of art.

Your script may look like you wrote it with your toes, as mine does. But you can still do something unique, using your imagination.
One of Nicole’s Tootlepip aprons got shipped to China, when it was supposed to go to Canada. Oops! We didn’t give it a second thought. We shipped another one immediately. Weeks later, we got the original back, and the customer was so thrilled with our handling of the situation that he purchased more aprons! (See how this works!)

3. Transform the Mundane into Magnificent

Apron
This Valentine’s Day present would have definitely been missed!
Typically when a package arrives, it has a packing slip. If the company is more thoughtful, you might get a note thanking you for your purchase. But in the Phillips companies, we LOVE people and therefore LOVE and greatly appreciate our customers. But more importantly, we want them to FEEL loved and appreciated.
I will let a recent customer tell you about it.
“Nicole, I received the pen and I couldn’t not write you to say this, that the card you sent me is so beautiful and well made, it is the nicest card I have ever received in the whole of my life.”
She even took multiple pictures of it and included them with the message. I can guarantee you she has shown others that card. And you know what? She can’t do that without telling others about our business. Pretty sweet, huh. It’s also a lot of fun!
Thank You Card
I just asked, and Nicole said it took her about 3 minutes to create this personalized card. Well worth it!

Apply this principle in your own way and in your own industry and see what it does to your business. Send out birthday cards to your customers, or a gift card to her favorite restaurant. How about a book? I love sending people books! Your customers will turn into a new team of marketers on your behalf.

Making money is definitely an essential part of business, but I believe that business can and should be so much more. It is about one human being serving another human being well and improving their lives. Applying these principles will not only blow your customers’ minds, but it will also fill you with joy and energy, allowing you to do business far more passionately. And passion, my friends, is very contagious!

(Have you ever blown your customers’ minds? If so, how?! We’d love to hear it!)

Circuit Boards and Tropical Storms

Last Monday I would have chain-smoked all day long…if I were a smoker. It was so intense and I was so distracted that I kept doing stupid stuff, like walking out of my gym (which requires a key card to get in) without my keys. I had to bang on the door until someone heard it and let me back in. My wife, Nicole, had a very similar day. Hers probably got downright dangerous, because being an artist, she’s typically pretty scatterbrained. (Don’t you dare tell her I said that!)

All we could do is think and pray for my family in Houston, as hour by hour, the water

Flooded Street
Water in their street (which does not normally flood) was waste deep.

crept closer to their house. That morning we had offered to rush down with the truck and our largest enclosed trailer, but within a couple of hours they were completely inaccessible and we would have probably ended up being one more stranded vehicle on a flooded highway. So, from 9 and a half hours away, we waited, worried and prayed.

As I was leaving the house that evening for Cub Scouts with our son, Thatcher, Nicole showed me a picture taken from my parent’s front porch of a rescue boat driving down their street to take a pregnant lady to safety. Looking down at the ground, I could clearly see the water line. It was six feet from their front door. And the rain just kept falling.

I can’t remember a day when I prayed that much, but I’m pretty ashamed of myself. Why? Because I allowed my prayers to be limited by what I thought was possible. “Lord, please keep the water out of their house and keep them safe.”

“Oh, ye of little faith.” Yep, that was me.

The next morning, as soon as I woke up I texted my mom.

“Mom, what is the water level?!” My heart was racing as I waited for her response, fearing the worst.

“All of the water is gone!” she said.

Dry Street
Even though it rained off and on all night, by morning it was all gone. When I asked my mom how that happened, she said, “I have no idea! To me it was a miracle.”

“All of the water is gone!” I hollered upstairs to Nicole and the kids as my eyes teared up. She sent me a picture, and the same street that had a boat in it last night did not even have a puddle.

“Thank you so much, Lord.” I thought to myself repeatedly. I sure wish I had prayed for all of the water to miraculously disappear. But I just didn’t think it was possible. In retrospect, this reminded me of a powerful principle I live by….typically. Here it is:

In any given situation or pursuit, first decide what is ideal with a deliberate disregard for what is or is not possible. Once you decide what that is, go for it! If you are doggedly persistent, you will watch as paths form around obstacles that before seemed completely insurmountable.

The first meeting I had when pursuing the idea of a recycling facility for Watered Gardens Gospel Rescue Mission (which would provide work for the homeless and funding for the ministry) was with a lady who had worked for the government in the recycling industry for almost 20 years. She has been an invaluable resource along the way. My initial objective was to focus on electronics recycling, but as she listed government regulation after government regulation related to that industry, my heart fell. It would cost a fortune and take ages!

I left the meeting despondent, but as in similar circumstances with other businesses I have started, I don’t give up. I simply re-route. In my mind, I have a set of shelves (I literally see them when I do this) and I took electronics recycling in my hand as if it was an object, and set it on the shelf. If something gets put on the shelf, it means that it is a good idea, but the timing is not right.

We did get the recycling facility going via a far less complicated and expensive

Worthshop Gang
This is just some of the people who are put to work on a daily basis in the recycling facility.

road. I then decided to take electronics recycling off the shelf and see if its time had come.

I made a call to my local recycling expert to find the most reputable electronics recycling company in our region.

“That would be ESCO,” Mary Anne said. “They are based out of Rogers, Arkansas. The owner is really nice and honest and I bet they would be willing to answer your questions.”

The day after I talked to the receptionist at ESCO, a great guy named Adam gave me a call. I told him what we were doing and said I was wanting to learn more about the world of electronics recycling.

Adam
This is Adam from ESCO, giving Gregg and me a lesson in the sorting process of e-recycling.

He volunteered to come to Joplin and while here, gave us some basic instructions, then extended an invitation for  my good friend Gregg (who runs the Worth Shop where this takes place, and my fellow co-conspirator throughout this process) and me to tour their facility.

I was pretty excited about the tour, but more excited about the possibilities. When I was alone, I would think and allow my mind to dwell on the ideal. I didn’t waste a thought on what was likely, what obstacles there were, or what was possible. To put it another way, I allowed myself to DREAM.

When we arrived at their facility, it was enormous! We had to sign an NDA (non-disclosure agreement) to tour their 275,000 square foot facility. I’d love to tell you all about it, but, well…the NDA had me give them a picture of Nicole, so I’m pretty sure she would go missing if I did. 😉

At the end of the tour, he took us into the conference room and the three of us sat down. It was obvious he had something on his mind.

“We do not deal with individuals,” Adam said. “When we receive and send shipments, it is by the semi-load. Our biggest client is WalMart, and we do not have time for small accounts.”

I was not sure where he was going with this, but it wasn’t looking good.

“But I have been talking with the owner, and we LOVE what you guys are doing at Watered Gardens! What can we do to help you succeed?”

This is exactly the possibility I had considered. No, this was the exact possibility that I had allowed myself to dream. And I knew EXACTLY what to ask for.

“If there is any way that we can be legally placed under your umbrella of legitimacy, along with all of your certifications, accreditation, etc., that would be ideal. That would allow us to confidently approach businesses and the community, so they will know that their computers and electronics will be properly handled,” I explained.

“We will draw up the legal paperwork and send it to you,” Adam responded, as if it wasn’t a big deal at all. But to us, it was HUGE!

Printer
This sweet young lady is breaking down a printer received from The City of Diamond, MO. Even though she ended up covered in ink, she kept on going because she was having a blast!

Two weeks later, the paperwork arrived, and with the time it took to write one’s name, every single obstacle that made opening a legitimate electronics recycling facility impossible was decimated.

Since then, we have picked up computers from a Fortune 500 company, small businesses, and even, get this…government agencies.

Don’t waste your time, my friend, worrying about what is possible. Let your mind go to that place where your heart comes alive; where there is no limit to what you can accomplish. Let yourself DREAM! And then pursue that dream with everything you have.