3 things I learned last week…7/28-8/2/15

I am trying to form a new habit here.  A weekly post of what I learned the week of or the week before.  I have it in my head, now I just have to type it here.

If you are interested I encourage you to read further.  This weekly (as soon as the habit is formed) comes from what my mentor told me years ago.  Experience is only a good teacher when you make the time to reflect on that experience.  That is what this weekly blog post will allow me to do.  Reflect on my experience and I will share it with you.

I had a great week last week.  I had the chance to do a little R&R on Thursday and Friday and had a great week leading up to that R&R.

1.  Don’t wait for permission:  My girlfriend and I went on a trip to Nashville, Tn.  This trip was planned for months.  Nashville is home to one of my mentors and someone who has impacted my life significantly; Dave Ramsey.  Dave Ramsey’s headquarters are located in Brentwood, TN, just a few miles outside of Nashville.  He allows people to come in and visit his studio and he also has a bookstore with a coffee shop there as well.  I wasn’t aware that you had to plan a visit in advance.  I just thought you had to plan a visit if you wanted to do a debt free scream (if you don’t know what that it is, google search it).

Nonetheless we leave out and start driving to Nashville and we get online and complete the request to visit.  Nobody emails us back.  So we get to Nashville and was kind of deciding not to attempt visiting.  We assumed we couldn’t.  Instead we said “to heck with it, let’s just drive over and see if we can.”  Sure enough we got to visit and even though Dave wasn’t recording a live show, it was by far one of the highlights of the trip.

So my advice is even when it seems like you need permission to do something, you don’t! What will it hurt to just try and see what you can do, what you can attempt, go the extra step until someone says No! don’t pursue that, No!, don’t call me anymore, etc.

2.  Don’t knock it until you try it:  How many times have you heard this?  How often do you still do it?  I have watched videos and read many articles on the exercise and health fitness concept of CrossFit. I have heard the reviews that people can get hurt.  It is too extreme.  Those people are like a cult.  I made a decision that it wasn’t for me.  It wasn’t that I was anti CrossFit, I just didn’t get excited about trying it based on what I heard I guess.

A friend of mine invited me to participate.  Well, he actually used reverse psychology and challenged me a little.  I took him up on that challenge. I attended a session of CrossFit with him and I thoroughly enjoyed it.  So much so, that I am going to join and start including some form of it in my weekly routine.

Don’t knock it until you try it. We all know this but we still do it.  My advice is try it, whatever it is.  Who knows it could change your life forever. 

3.  Remember that people want to help people: This past week I made a conscious decision to reach out to some people who I have not talked to in a while.  Some of these people I knew really well at one time and some are recent acquaintances.  After reaching out to them the response was overwhelming positive.

Come on!  How easy is it to ignore an email, or not call someone back?  It is really easy.  But each one of these people really wanted to help.  At the same time, I was reached out to by several people as well.  I did the same. I followed up with each one of them. Remember that no matter what, people really want to help people.

In this selfie taking, self-centered, check me out on Facebook world, it is easy to get disillusioned that people are more focused on themselves and their life than they are on others.  But the human being innately wants to help others. It is ingrained in each of us to help and serve others.  Who can you help this week? 

I hope you enjoyed the post.  Stay tuned to more in the future.

To your success and your future.

 

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Double D’s

It’s Thursday and I am sure for most of us the weekend is on our mind.  I can definitely say it is for me, because I am not officially going into the office today, instead I am heading to Nashville for the night to watch a concert of one of my favorite country singers.

However, even though I am thinking about this weekend, and technically starting the weekend a day and a half early.  I am still getting things accomplished that I know must be done.

Everyday we have two choices to make:

Decide:  We all must decide what we need to do to accomplish our personal and professional goals.  If you don’t know what those personal and professional goals are, then I would encourage you to reach out to me and let me see if I can assist you.  I am a certified professional trainer and coach and although my time is limited (just like yours) I would be willing to spend thirty minutes with you and see if we could get you going in the right direction and setting some goals that will get you where you want to be.

Back to decide:  Decide what is important to you.  Decide where you want to be in one week, three months, three years, and five years from now.  Make a decision, on what it is and what it looks like. Where is your career going?  Where do you want your health to be?  What do your finances look like?  All of these are vitally important to your overall quality of life and how you live it.

I have to warn you though deciding is the easy part.  I know many people who make decisions every single day.  I can decide to lose weight and save money today.  But the hard part in this equation is the doing part which is the second “D”.

Do it now:  You have decided on what it looks like and where you want to be, now you have to do it.  You have to manage the decision you made.  This is where most of us fall short.

I can decide to put in the extra hours of work to get the job done, but when five o’clock hits and I can either leave (if it is up to me) or stay put and put the hours in.  This is the doing part.  As I said above, I can decide to lose weight and save money, but tomorrow night (In this case, Friday) do I give myself the freedom to spend a little more because it is the weekend.  Do I eat the pizza, because it is the weekend?  This is the hard part, the doing, the managing of the decision I made.

What are you going to decide to do today? When are you going to start doing it?  When the desire is at its strongest is when you should start the doing.  Don’t wait. If you wait too long the desire loses its intensity.  You have to decide and do NOW.  Don’t wait!

To your success and your future.

 

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5 daily activities that will get you more sales

For me to be successful I must have an exact specific plan every single day.  I must know exactly what I plan to accomplish that day.  Many people have to do lists and notes on their iPad or iPhone.  However, a lot of to do lists are things that don’t necessarily move the ball forward in your personal development in a particular skill or profession.

Years ago one of my mentors shared with me their daily five list.  The daily five list are items/things that are done everyday to develop a skill.  Not some days, not every now and then, not only on the weekends, not only Monday through Friday.  Nope, these things are done every single day, or as I like to say, “on days that end in Y”.  It’s no different from a basketball player; they shoot free throws in practice every single day.  A golfer goes out to the driving range every day to hit golf balls.

To become a master sales person, someone who understands what it takes to be successful in sales and selling you must continue to develop the skill and perfect your craft of selling.

Here are my daily five:

1.  Lead me:  The biggest challenge we all have on any given day is leading ourselves.  That is why it is number 1.  Also, if you can’t lead yourself, you most likely wont be very effective in leading others either. In sales you are trying to influence someone else which is very similar to leading.

If we don’t lead ourselves well, we won’t do what is necessary to be more effective and efficient in our selling.  To be successful in anything we must start with daily disciplines and habits that over time develop a repeatable process that ensures we do what needs to be done.  Everyone knows what needs to be done, but our biggest challenges in life usually come from us not doing what we need to do.  In sales, you have to develop the habits and disciplines that will set you up to accomplish your goals. You must lead yourself well.

2.  Add value to people:  One of the major reasons we get into sales is we believe in our product. We believe so much in our product that we want to tell as many people as we possibly can about the benefits of purchasing our product.  We believe that our product adds value to the people who decide to use our product.  To add value to people we must tell as many people about our product as we can.  Take the approach of adding value to people not just selling to them.

3.  Study Selling:  Most people stopped studying when they graduated from the last grade they attended or took their last test to become certified in a specific field.  To be successful in selling and to make sales,  you have to continue to increase your knowledge in selling.  Unfortunately, we all forget things that we currently know, which is why it is important to continue to make a study of sales.  The only way to get better in sales is to continue to study sales and selling techniques. The more you learn the more you can earn.

4.  Practice Selling:  To become really great at selling you have to be sure you do it everyday.  You want to be engaged in a training program where you can practice skills and techniques and have a coach or mentor give you feedback on your approach and language. Refine and develop your skills in a learning environment, the key here is to practice.  Practice until you can’t get it wrong, and then when you are with a customer your chances of making the sale go up.

5.  Intentionally Grow:  Every single day we all wake up with great intentions to accomplish the things that we must accomplish.  The question is “What are those things” and do they assist us in moving the needle in areas of our life that make us better.  My mentor told me years ago that for things to change, I must change.  For me to change I must seek out ways to develop my skills to become a better _______.  In this case, a better sales person.  If you made a $100,000 dollars this year selling.  In what areas do you need to grow and develop so next year you can make $150,000 or $250,000.  Growth doesn’t happen by accident, you have to intentionally make time for it and do it regularly. That is why it is part of the daily five.

Do you have a daily five?  This is my daily five for selling.  When I do these things everyday, I sell more.  You can as well.

Regardless of what profession you are in you can use a daily five to develop and refine your skills in that area to become one of the best in your field or expertise.

To your success and your future.

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5 ways you avoid telling the truth

Do you ever find yourself responding to others the same way over and over.  Using the same responses to questions people ask you. I have before.  Instead of just admitting, I try to hide my excuse by coming up with a long response using one of the five ways below.  Truth doesn’t need to be embellished.  Truth can be short and sweet.  Truth is Truth, it is whatever it is.  So when we use some of the phrases below, we are just avoiding telling the truth.

Used to:  Have you ever met that person that says I “used to” do… input whatever you want here.  Things like workout, read books, work long hours, eat well, attend church, etc.  They say “used to” as if it was a recent thing that they just stopped doing.  Meanwhile, you are looking at them and saying “used to”, I have known you for three years and I have never known you to do whatever it is they said they used to do.  When you use the “used to”, in your mind you actually feel like you are still doing it, but it is obvious that you are not anymore. So stop using this phrase.  Instead say I need to do it, or I will do it.  Quit kidding yourself.

Something else came up: This probably is not you, but you know someone who is like this. “I was going to workout, but something else came up.”  “I was going to follow-up with my contacts in my database, but something else came up.” Some people look for other things to come up, so it keeps them from working on what they know they should be working on.  I am not saying that important things don’t come up, I am just saying that if you want to make a significant change in your life, you have to not allow things to jump ahead of  the important things on your list.  You must protect your time and your list of things to do, and don’t let things come up that can prevent you from achieving your goals.

I killed it yesterday, so today I don’t have to:  Come on, you know this system.  We all have used it before haven’t we?  “I only had 1200 calories yesterday, so today I can have 4,500.”  “I conducted 10 appointments last week, so this week, I can get away with only conducting two appointments.”  “I saved $300 dollars last month, so this month I can spend $350 and still be on track.”  You know the mentality I am discussing here.  You or someone you know uses it all of the time.  I do it as well.  When we use this, what we are really saying is we haven’t developed the disciplines yet to accomplish what we want to accomplish. Or we don’t care enough to accomplish it. So lets not kid ourselves.

When I:  “When I am rich, I will invest”, “When I am out of school or get the promotion, I will get back to the gym”, “When I land the big client, I will work the rest of my leads.” When I… When I… When I… input whatever you want to complete that sentence.  I have determined that whenever I say or use “When I”, I am actually saying that whatever it is, isn’t important enough for me to pursue, do, or accomplish right now. And there is a very high probability that it wont be important enough “When I” get to that point that I said I needed to be at to pursue it either.  Do it now, don’t wait.  The best time you have is “right now”, it is really all the time that you know you have.

I could never do:  “I could never get up that early…”, “I could never commit that much time…”, “I could never…” Lets be honest here.  Instead of saying “I could” never,  just be honest with ourselves and say “I would” never.  Meaning “I would” never do that because I don’t care enough.  “I would” never because I don’t really want to.  Whatever it is you are talking about,  it is “I would never”, not “I could never.”  Because you are a human being, which means you can do anything you want, as long as you want to do it.

Which of the ways above do you avoid telling the truth?  What are you going to do to change it?

To your success and your future.

 

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It’s really not that hard to…

Throughout life most of us have learned and been told that experience is the end all be all in our careers and in our life.  I agreed and adopted that thinking as well.  However, many years ago my mentor said that experience is nothing, what makes experience valuable is when you reflect on your experiences.  You must play back the tapes of the experience and say “What did I learn”, “What would I do if I am in this situation again”, “What did I do well”, etc.  You have to play back the tapes of the experience to learn from it and grow from it.

I have been doing this for years in my journal, this week I wanted to share with you my journal notes and some of the thoughts I put in my journal

1.  It’s really not that hard to… be nice.  I had a unique experience this week. I had a chance to be around 25 young adults varying in ages between 14-18.  These young adults didn’t know each other a week ago, they didn’t meet each other until last Monday.  As of yesterday evening, the 25 of them had become as close to each other as family almost. And it was all because they made a decision to respect each other and show each other appreciation.  They shared life together and in doing that they respected each other.  You don’t always get a chance to share life with another person, however, it is real easy to be nice to other people, so just do it.

2.  It’s really not that hard to… not judge others. Raise your hand if you have ever judged someone else because of what someone else said about an individual?  Even if that person who told you, had a direct interaction with the person you are now judging, which even gives it more credibility?  I raise both of my hands.  I learned this week AGAIN!  Capital letters AGAIN!  Because I know I should never judge another person, but I still do it.  You never know what a person is going through, based on their situation they are having to make certain decisions that we may just not know anything about.  Lets try not to judge another person ever, or at least until you know the entire story.

3.  It’s really not that hard to…increase your income by 75%.  When I say it isn’t hard to, I guess that is a little false.  It really is hard to do.  The work and effort to do this is hard.  The long hours, the extra work, the redistribution of your time, and the sacrifices made is hard at the time.  However, the commitment to make it happen isn’t hard.  Let me say that again, the commitment isn’t hard.  You just have to be willing to do it.  I witnessed an individual who has perfected a craft of developing people and being genuinely interested in the welfare of others, they now have the ability to make an impact on a group of people so large that it has the potential to change families forever.  Now, how do you increase your income by at least 75%, you give more than you take.  You serve others and when you do, you to can increase your income.

These are some simple observations from this week.  How was your week?  Have you played back the tapes for the week to see what you can learn?  If not I would encourage you to do so.

To your success and your future.

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5 things I learned at dinner with a best selling author

Last night, I had the fortunate opportunity to have dinner with a New York Times best-selling author.  This author also attended the same high school that I attended thirty years before I was there.  We had a somewhat similar background and upbringing, at least in the context of mindset and environment, so it was really neat to just talk about different areas and different things we were both familiar with.

I am not a person who gets excited about meeting famous people or celebrities.  What does famous really mean.  People that are famous are no different from any of us.  We are all the same.  However, my excitement when meeting with someone like this comes from the hope that I will have an opportunity to ask them questions and learn something from them.  I am not concerned with just being with them and hanging out, it is more of what can I learn from them in the time I get to spend with them.

This particular individual ranked very high as a person I would like to meet, they are a two-time New York Times best-selling author, they coach some of the highest executives in the biggest companies on this planet, and they are very smart.  These are all attributes of a person that I want to learn something from.

Unfortunately, with my questions planned out in specific detail on how I was going to ask them, I never got the chance to ask any of them.  Instead I learned something of more value. Sure, I could have asked him a lot of great questions very specific about business and I would have learned a lot, but I learned a lot more by just watching and listening to this person.

Here are a few of these things:

Be yourself:  As a best-selling author and a person who is called on by the most successful executives in the biggest companies in the world, he was just a normal guy.  They are who they are.  They don’t pretend to be something they are not.  I am sure this authenticity is what has made them so valuable in their line of work to all of these successful executives.

Learn about others by listening and involving everyone:  Instead of waiting for us to ask questions and create a conversation.  This person asked each one of us to tell him and the rest of the people in our party, our story.  He didn’t ask us anything about what we do and why we do it. He wanted to know where we were from and what got us to where we are today. He listened intently to our stories and asked questions along the way as we told our story.

Have fun: Don’t take life too seriously.  Sure, life is serious at times and we know when it is time to get to work and make things happen.  However, you must have fun while you are doing it.  We talked business and life lessons during dinner, but we also had a lot of fun doing it. Cracking jokes and not taking anything too serious.

Make life an experience:  Instead of just reading the menu and ordering, he suggested that we just all share different items.  To take it a step further he asked the Chef to just make up whatever they wanted.  “Bring us four courses and we will just share”, he told the Chef.  This made dinner a great experience between the conversations we had about life and the food that we shared.

Show appreciation in a unique and exciting way: Did I get a signed copy of one of his books? Absolutely I did.  Our host showed appreciation to each one of us with a nice note and an autographed copy of his book, but he also showed appreciation to the waiter, chef, and everyone else we ran across.

His form of appreciation was clapping.  Yep, clapping to show appreciation.  Sure thank you was in the conversation as well to show appreciation.  As he clapped for each person that waited on us, I said to myself, what better way to show appreciation than to actually clap out loud for an individual.  You are letting everyone else in the area know that you appreciated that person.

Four hours later, I didn’t get to ask hard questions to learn all I could about their business and how they did what they did.  I am sure they would have answered my questions, or maybe they are just bored with that kind of chatter, I don’t know.  However, by observing and listening, I learned a lot of things that most likely led to their success that I can use as well.

Be sure to listen and observe others, this is how you learn, whether it is a best-selling author or just someone you run across.

To your success and your future.

 

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Relentless; book summary

In Tim S. Grover’s book Relentless; From Good to Great to Unstoppable, he describes 13 things that make a person relentless. Tim is the personal/physical trainer to some of the most elite athletes. He was the personal trainer for Michael Jordan, Kobe Bryant, Dwayne Wade, and Charles Barkley to name a few. He now trains several athletes out of his gym in Chicago, Illinois.

Buy the book here: http://www.amazon.com/Relentless-From-Good-Great-Unstoppable/dp/1476714207

In Tim’s book he outlines 13 things that people who are extremely successful in their careers do. He describes their mindset and work ethic and how those two areas make them unstoppable.  Below I will outline what the differences are between the good, the great, and the unstoppable, or as the author would call it, Relentless people.  After describing this I will then give you the 13 ways Relentless people think and act.  These are the actions that make them relentless.

A cooler is careful, waits to be told what to do, watches to see what everyone else is doing, and then follows the leader. They are mediators, not decision makers, unless they are forced to make a decision. They handle a certain amount of pressure when things are going well, but when things get too intense, they kick the problem over to someone else. They can make plays, but they are not responsible for the outcome. They are setup people.

A closer can handle a lot of pressure and get the job done. Put in the right situation and tell them what to do and they will do it. They seek attention and credit, and they are aware of what everyone else is doing and what others think of them. They love the rewards and perks associated with their fame and would choose financial security over winning or success. The closer is the ultimate competitor, the guy/gal that you can always count on to finish out the game or make the deal when necessary. The closer does what they are supposed to do, gets the credit, and goes home a happy hero.

A Cleaner: Means never being satisfied. It means creating new goals every time you reach your personal best. If you’re good, it means you don’t stop until you’re great. If you’re great, it means you fight until you’re unstoppable.

  • Coolers wont offer to take on a role they’re not comfortable with
  • Closers will take the role if you ask them and they’ll do it well, if they have enough time to prepare for and study the situation.
  • Cleaners don’t wait to be asked, they just do it.
  • Coolers worry about the competition and how they measure up
  • Closers study the competition and plan their attack based on the opponent
  • Cleaners make the competition study them, they don’t care who they are facing, they know they can handle anyone.
  • Cleaners have amazing careers
  • Closers have an amazing season
  • Coolers can have an amazing game
  • Coolers avoid taking the winning shot
  • Closers take the shot if they know they have a good chance at hitting it.
  • Cleaners just trust their gut and shoot; they don’t have to think about it.
  • Coolers let others decide when they’re successful; they do the job and wait to see if you approve.
  • Closers feel successful when they get the job done.
  • Cleaners never feel as if they’ve achieved success because there is always more to do.
  • Coolers don’t want to carry the team, but they’re the first to slap you on the back when you do a good job.
  • Closers want the credit for getting the job done and love being congratulated for what they did.
  • Cleaners rarely congratulate you for doing your job, they just expect you to do it.
  • Coolers think they want the spotlight, but when they get it, the usually handle it badly.
  • Closers stand in front because they need to show who’s in charge.
  • Cleaners don’t have to show who’s in charge, everyone already knows.
  • Coolers will eat whatever you feed them.
  • Closers will order what they want and be satisfied with a great meal.
  • It doesn’t matter what cleaners eat, they’ll still be hungry again in an hour.
  • The closer can win the game if given the opportunity, but the cleaner creates the opportunity.
  • A cooler gets everyone cranked up and emotional before the game.
  • A cleaner never gets cranked up or emotional, they stay cool and calm and saves it for the game.
  • A cooler tries to fight his dark side and loses
  • A closer acknowledges their dark side, but isn’t able to control it.
  • A cleaner harnesses their dark side into raw, controlled power.
  • A cooler is never in a situation where they have to be clutch.
  • A closer is clutch in high-pressure situations.
  • A cleaner is always clutch.
  • A cooler waits for you to tell them the plan.
  • A closer works on the plan, studies it, memorizes it, and knows exactly what they are to do.
  • A cleaner doesn’t want a specific plan, they want all options available all of the time.
  • A cooler does a good job and waits for a pat on the back.
  • A closer does a good job and pats themselves on the back.
  • A cleaner just a does a good job, that’s their job.
  • A cooler wonders what’s going to happen.
  • A closer watches things happen.
  • A cleaner make things happen.
  • A cooler make you wish you paid them less.
  • A closer asks how much and then decides how hard they’ll work.
  • A cleaner doesn’t think about money, they just do the work and knows you’ll be grateful for the privilege of paying them.
  • A cooler keeps their opinion to their self.
  • A closer will say what they think, but only behind your back.
  • A cleaner will tell you straight to your face what they think, whether you like it or not.
  • A cooler is liked.
  • A closer is respected.
  • A cleaner is feared, and then respected for doing exactly what everyone feared they would do.
  • Coolers are afraid of the truth because they can’t deal with it.
  • Closers dig for the truth and get upset when it’s not in their favor.
  • Cleaners know when you’re lying and wait for the truth to show itself, they know whatever it is, they’ll handle it.
  • When a cooler speaks you have doubts.
  • When a closer speaks, you listen.
  • When a cleaner speaks, you believe.
  • A cooler accepts what they can’t do and gives up.
  • A closer recognizes what they can’t do but keeps working at it.
  • A cleaner knows what they can do and stays with it until they decide to do something else.
  • The cooler admits defeat
  • The closer works harder.
  • The cleaner strategizes for a different outcome.
  • A cooler is the first to arrive at the celebration and the last to leave.
  • A closer will make an appearance, then go out with his own crew.
  • A cleaner just wants to get back to work.

Cleaners do the following thirteen things to ensure they are relentless.

You keep pushing yourself harder when everyone else has had enough.

  • You can’t excel at anything until you first train your mind. You can’t commit to excellence until your mind is ready to take you there.
  • Teach the mind, train the body.
  • Physical dominance will make you great. Mental dominance is what makes you unstoppable.
  • Do the work. Do something you don’t want to do.
  • Be comfortable with being uncomfortable.
  • There is no off switch you are always on.

You get into a zone, you shut out everything else and control the uncontrollable.

  • When you’re in the zone, you don’t think you just act.
  • When you are in the zone, nothing around you exists. It is just you and you have laser focus on the target and the goal.
  • In the zone you know you must execute or fail, and failing is not an option.
  • You are detached from anything outside of what is going on right now.
  • Thinking is opposite of the zone, when you are in the zone you are acting and only acting on the task at hand.
  • Emotions make you weak. There are no emotions in the zone.
  • You are all instincts in the zone.

You know exactly who you are.

  • We were all born bad and taught to be good. Or in other words, born relentless, and taught to relent.
  • We are all born with natural instincts to survive. A baby knows if it cries it will get fed.
  • Can you remember a time when you weren’t being taught compliance and limitations. You weren’t scrutinizing what you were about to say. You weren’t worried what others thought? At some point you stopped doing what came naturally and started doing what you were told, or as I mentioned in the previous chapter, thinking too much.
  • Don’t take something simple and make it hard.
  • Everything you need is already inside you. You are completely wired with instincts and reflexes specifically designed so you can survive and succeed. You don’t have to think about them, they are always working.
  • The greats never stop learning.
  • Real learning is absorbing everything you can and then trusting yourself to use what you know instantaneously.
  • Stop waiting to be taught something you already know. How many millions of diet books and exercise books are there? We all know what’s in them. We just don’t do it. You know what it takes to lose weight.
  • Oprah Winfrey said: “Every right decision I made, I went with my gut. Almost every wrong decision I made, I listened to someone else.”
  • There is zero chance you will ever get anywhere if you allow yourself to become paralyzed by soft excuses and countless reasons why you’ll never get where you want to be.

You have a dark side that refuses to be taught to be good.

  • Jekyll and Hyde: Jekyll quietly lives by the rules. Hyde acts on impulse and instinct; he exists only in Jekyll’s zone. Hyde does whatever he wants and doesn’t care about consequences or whom he has to destroy in the process.
  • Jekyll lives in the light and Hyde lives in the dark.
  • It’s like Superman shedding mild mannered Clark Kent’s suit and glasses, the Incredible Hulk going green, Batman putting on the cape. Performing instinctively at the most extraordinary level. NO FEAR. NO Limitation. Just action and results.
  • Deep inside us all, there’s an undeniable force driving your actions. The part that refuses to be ordinary.
  • The dark side, you need it. Because if you haven’t figured it out by now, it’s the essential link to getting into the Zone and achieving what you want.
  • The dark side: No challenge is too great, too intimidating, too dangerous, because you have zero fear of failing.
  • The satisfaction doesn’t come from the risk, it comes from mastering it.
  • You don’t get to the best at anything without blistering confidence and an impenetrable shell. You get there by taking huge risks that others wont take, because you rely on your instincts to know which risks to take at all.
  • The dark side doesn’t have to be sick or evil or criminal, you can be a good person and still have this one part of you that remains untamed.
  • Spiderman, Batman, and Superman, lived dark lives, but fought for good.
  • Staying safe means being limited, and you can’t be limited if you’re going to be relentless.
  • Control your dark side, don’t let it control you.

You’re not intimidated by pressure, you thrive on it.

  • There is no clutch gene. Nope, it is called Preparation meeting opportunity.
  • True competitors always feel the pressure to attack and conquer, and thrive on it.
  • Relentless people feel pressure every moment and to them everything is always on the line.
  • Being relentless means constantly working for that result, not just when drama is on the line. Clutch is about last-minute. Relentless is about every minute.
  • Michael Jordan’s legendary trash talking wasn’t meant for the other guy; it was meant for him to heighten the pressure he put on himself, because once he told others how bad he was going to beat them, he had to deliver on that promise.
  • Stress keeps you sharp, it challenges you in ways you never imagined and forces you to solves issues and a manage situations that send weaker people for cover. Your level of success is determined by how well you embrace and manage stress.
  • Everyone wants to cut back on stress, because stress kills. Stress is what brings you to life. Let it motivate you, make you work harder. Use it, don’t run from it. When it makes you uncomfortable, so what? The payoff is worth it. Work through the discomfort, you’ll survive.
  • You have to be able to recognize the difference between stress that can bring great results, and stress you create that causes chaos. Showing up unprepared causes chaos.
  • When you deal with stress all of the time, it becomes second nature. It’s still not easy or effortless, but you handle things without panicking because you have experience in accepting the rigors of complex challenges.

When everyone else is hitting the “In case of Emergency” button, they’re all looking for you.

  • Confidence means recognizing something isn’t working and having the flexibility and knowledge to make adjustments; cockiness is the inability to admit when something isn’t working, and repeating the same mistakes over and over because you stubbornly can’t admit you’re wrong.
  • You don’t wing it or make it up as you go. You are so prepared with so many options, that you’re truly ready for anything.
  • Some people know without a doubt they’ll be okay no matter what happens. Others choke as soon as things go wrong.
  • The trademark of a dangerous competitor. They don’t know what’s coming, but they are prepared for whatever you show them, they’re ready. No fear of failure.
  • Building your reflexes so you know when your back is against the wall, you’ve got the right move.
  • How quickly can you make an adjustment if you take the wrong step? Can you recognize the mistake and snap it back? You have to be willing to fail if you’re going to trust yourself to act from the gut, and then adapt as you go. That’s the confidence or swagger that allows you to take risks and know that whatever happens, you’ll figure it out.
  • Being relentless means having the courage to say, “I’m going for this, and if I’m wrong, I’ll make a change and I’ll still be fine.” You can’t control or anticipate every obstacle. You can only control your response.
  • If you want to be the best, you never have the luxury of shrugging off a bad performance. You face it, fix it, and prepare to win the next time.
  • Two things you can’t allow anyone to take from you: Your reputation and your balls. That means accepting the responsibility for everything you do and say.
  • Maturity, experience, and practice…the more educated you become, the more you heighten your ability to adapt to situations because experience gives you a better understanding of nuances, the tiny details that no one else thinks are important.
  • The most successful people are those with the instincts to respond quickly to anything, without having to go back to the drawing board.

You don’t compete with anyone, you find your opponent’s weakness and attack.

  • Get on my level or get the hell out-of-the-way.
  • When you’re the person at the top, it’s on you to pull everyone else up there with you, or everything you’ve built comes crashing down.
  • A lot of gifted people will lower their skills to close the gap between themselves and those around them, so others can feel more confident, involved, and relatively, competitive. Not relentless people.
  • Michael Jordan went the other way, and came right out and said it. The rest of the team was his supporting cast. He was relentless. And didn’t apologize for it.
  • Everyone is given some ability at birth. Not everyone finds out what that ability is. Sometimes you find it own your own, or it has to be shown to you. Our challenge is life is to use the abilities we have, and to compensate for the abilities we don’t have.
  • Successful people compensate for what they don’t have; unsuccessful people makes excuses, blame everyone else, and never get past those deficiencies. A true leader can see past those deficiencies, identify the abilities, and get the most out of that individual.
  • The only way you can light other people on fire is to be lit yourself, from the inside.
  • A professional doesn’t let other people down just because of personal issues. If you need to show up, you show up.
  • That’s how you get others to come up to your level: show them where it is, and set the example that allows them to get there.

You make decisions, not suggestions; you know the answer while everyone else is still asking questions.

  • Every minute, every hour, every day that you sit around trying to figure out what to do, someone else is already doing it.
  • Make a choice, or a choice will be made for you.
  • Most people don’t want to make decisions. They make suggestions and wait to see what everyone else thinks.
  • Decide and then act.
  • Are you taking advice from people who know what they’re talking about, or those who don’t know anything?
  • Good things come to those who wait. NOPE! Good things come to those who work.
  • You can’t rely on others to jump up and make your dreams happen. They have their own dreams, they’re not worrying about yours.
  • People get paid a fortune for being an expert at one thing.
  • Figure out what you do, then do it. And do it better than anyone else.
  • Interesting how the guy with the most talent and success spends more time working than anyone else.

You don’t have to love the work, but you’re addicted to the results.

  • When you reduce your competition to whining that “you got lucky” you know you’re doing something right.
  • There are no shortcuts, and there is no luck.
  • There are facts and opportunities and realities, and how you respond determine whether you succeed or fail.
  • It doesn’t matter what you have been handed, it’s what you do after you receive it that affords you the privilege of saying, “I did this on my own.”
  • Only when you are truly relentless can you understand the determination to keep pursuing a target that never stops moving.
  • No question those who are more gifted get to the top faster. So what? Is that an excuse for not reaching as high? You must earn it everyday, prove it, and sacrifice to stay at the top.
  • You can’t claim you ran a marathon if you started at the 17th mile.
  • Most people are looking for an elevator instead of taking the stairs. People quit workouts and diets because they are too hard.
  • What are you willing to sacrifice?
  • Hardwork is not a skill, anyone can do it.
  • Anyone can start something but few can finish it.
  • Part of the commitment to hard work is knowing what you will have to give up to pursue the mission.
  • There is no offseason when you are serious about being a winner.

You’d rather be feared than liked.

  • Fear and respect: let them know you were there by your actions, not your words or emotions.
  • The loudest guy in the room is the one with the most to prove.
  • When people start announcing what they are going to do and how they are going to do it, you can be sure they are only trying to convince themselves.
  • Intimidate your opponent by not saying a word.
  • You earn respect by having excellence in everything you do.
  • When you’re at the top, you show others how to act, you don’t come down to their level.
  • When you’re completely focused on one thing, your craft, it’s hard to pay attention to other people.
  • Being feared doesn’t mean being a jerk. It is being respected by what you do and how you do it.
  • Be known for the excellence of your work.
  • When people say they like you. Chances are they like average. Be memorable.

You trust very few people, and those you trust better never let you down.

  • Being relentless means you trust yourself the most. You don’t sit in the passenger seat of a car, because you know there are a lot of bad drivers and you want to be in control.
  • The truth is simple. It requires no explanation, analysis, rationale, or excuse; it’s just a simple statement that leaves no doubt.
  • Explanations are another way of saying, “I wasn’t sure, but then I went through this whole, long, thought process until I came to a decision, and now I’m pretty sure.
  • Don’t explain, don’t make excuses. Truth takes one sentence.
  • Surround yourself with those who want to see you succeed.

You don’t recognize failure; you know there’s more than one way to get what you want.

  • When you are relentless, you are done when you say you are done, not when someone else tells you are.
  • I don’t understand the concept of failure.
  • Failure is what happens when you decide you have failed. Until then, you’re still always looking for ways to get where you want to be.
  • You go, and you go, always looking for the unexpected option that keeps the situation in your control.
  • When someone else says you have failed, what they really mean is “if that were me, I would feel like a failure.” Well that guys not you.
  • When everyone else says you have failed. You show up like a professional, remap your course, and get back to work. That’s the progression of good-great-unstoppable. No one starts at unstoppable.
  • I’ll try, is an open invitation to failure, just another way to say, “If I fail, it’s not my fault, I tried.”
  • Do or don’t do. There is no try.
  • If you aim at excellence you have to be willing to sacrifice. That is the price of success.
  • It’s not weak to recognize when its time to shift directions.
  • It’s weak to refuse to consider other options and fail at everything because you wouldn’t adapt.
  • To me success isn’t about money. Success is about doing things that no one else can do.
  • You can be good at playing it safe. You can’t be relentless unless you’re willing to take chances. Safe makes you good, chance make you great.

You don’t celebrate your achievements because you always want more.

  • There’s always more work to do. And more to prove. Always more to prove.
  • It’s that momentary feeling of “Enough” followed by a deep, hot urge of “More.”
  • That’s the relentless pursuit of excellence, always believing in your ability, demanding more of yourself than anyone else could ever ask of you.
  • The drive to close the gap between near perfect and perfect is the difference between great and unstoppable. You never shake the uneasy feeling that you can’t ever be satisfied with your results; you always believe that you could have done better, and you stop at nothing to prove it.
  • To me, never being satisfied means being prepared for any situation, ready to adapt seamlessly without panic or fluster.
  • The greatest battles you will ever fight are with your self, and you must always be your toughest opponent.

I hope you enjoyed this book summary.  Please share it with someone who you know could be more Relentless.

To your success and your future.

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Are you Good, Great, or UNSTOPPABLE?

In Tim S Grover’s book Relentless; From Good to Great to Unstoppable, he describes three kinds of people.  In his business he is talking about athletes, primarily NBA players.  But you can take his descriptions and apply them to all areas of life and business.

A cooler is Good; A Closer is Great; but a Cleaner is UNSTOPPABLE.  

In the book the author references Michael Jordan, Kobe Bryant, and Dwayne Wade as being cleaners.  Scottie Pippen and Lebron James as closers.

A cooler is careful, waits to be told what to do, watches to see what everyone else is doing, and then follows the leader. They are mediators, not decision makers, unless they are forced to make a decision. They handle a certain amount of pressure when things are going well, but when things get too intense, they kick the problem over to someone else. They can make plays, but they are not responsible for the outcome. They are setup people.

A closer can handle a lot of pressure and get the job done.  Put in the right situation and tell them what to do and they will do it.  They seek attention and credit, and they are aware of what everyone else is doing and what others think of them. They love the rewards and perks associated with their fame and would choose financial security over winning or success. The closer is the ultimate competitor, the guy/gal that you can always count on to finish out the game or make the deal when necessary. The closer does what they are supposed to do, gets the credit, and goes home a happy hero.

A Cleaner: Means never being satisfied. It means creating new goals every time you reach your personal best.  If you’re good, it means you don’t stop until you’re great.  If you’re great, it means you fight until you’re unstoppable. 

  • Cleaners have amazing careers
  • Closers have an amazing season
  • Coolers can have an amazing game
  • Coolers worry about the competition and how they measure up
  • Closers study the competition and plan their attack based on the opponent
  • Cleaners make the competition study them, they don’t care who they are facing, they know they can handle anyone.
  • Coolers avoid taking the winning shot
  • Closers take the shot if they know they have a good chance at hitting it.
  • Cleaners just trust their gut and shoot; they don’t have to think about it.
  • Coolers wont offer to take on a role they’re not comfortable with
  • Closers will take the role if you ask them and they’ll do it well, if they have enough time to prepare for and study the situation.
  • Cleaners don’t wait to be asked, they just do it.
  • Coolers let others decide when they’re successful; they do the job and wait to see if you approve.
  • Closers feel successful when they get the job done.
  • Cleaners never feel as if they’ve achieved success because there is always more to do.
  • Coolers don’t want to carry the team, but they’re the first to slap you on the back when you do a good job.
  • Closers want the credit for getting the job done and love being congratulated for what they did.
  • Cleaners rarely congratulate you for doing your job, they just expect you to do it.
  • Coolers think they want the spotlight, but when they get it, the usually handle it badly.
  • Closers stand in front because they need to show who’s in charge.
  • Cleaners don’t have to show who’s in charge, everyone already knows.
  • Coolers will eat whatever you feed them.
  • Closers will order what they want and be satisfied with a great meal.
  • It doesn’t matter what cleaners eat, they’ll still be hungry again in an hour.
  • The closer can win the game if given the opportunity, but the cleaner creates the opportunity.
  • A cooler gets everyone cranked up and emotional before the game.
  • A cleaner never gets cranked up or emotional, they stay cool and calm and saves it for the game.
  • A cooler tries to fight his dark side and loses
  • A closer acknowledges their dark side, but isn’t able to control it.
  • A cleaner harnesses their dark side into raw, controlled power.
  • A cooler is never in a situation where they have to be clutch.
  • A closer is clutch in high pressure situations.
  • A cleaner is always clutch.
  • A cooler waits for you to tell them the plan.
  • A closer works on the plan, studies it, memorizes it, and knows exactly what they are to do.
  • A cleaner doesn’t want a specific plan, they want all options available all of the time.
  • A cooler does a good job and waits for a pat on the back.
  • A closer does a good job and pats themselves on the back.
  • A cleaner just a does a good job, thats their job.
  • A cooler wonders whats going to happen.
  • A closer watches things happen.
  • A cleaner make things happen.
  • A cooler make you wish you paid them less.
  • A closer asks how much and then decides how hard they’ll work.
  • A cleaner doesn’t think about money, they just do the work and knows you’ll be grateful for the privilege of paying them.
  • A cooler keeps their opinion to their self.
  • A closer will say what they think, but only behind your back.
  • A cleaner will tell you straight to your face what they think, whether you like it or not.
  • A cooler is liked.
  • A closer is respected.
  • A cleaner is feared, and then respected for doing exactly what everyone feared they would do.
  • Coolers are afraid of the truth because they can’t deal with it.
  • Closers dig for the truth and get upset when it’s not in their favor.
  • Cleaners know when you’re lying and wait for the truth to show itself, they know whatever it is, they’ll handle it.
  • When a cooler speaks you have doubts.
  • When a closer speaks, you listen.
  • When a cleaner speaks, you believe.
  • A cooler accepts what they can’t do and gives up.
  • A closer recognizes what they can’t do but keeps working at it.
  • A cleaner knows what they can do and stays with it until they decide to do something else.
  • The cooler admits defeat
  • The closer works harder.
  • The cleaner strategizes for a different outcome.
  • A cooler is the first to arrive at the celebration and the last to leave.
  • A closer will make an appearance, then go out with his own crew.
  • A cleaner just wants to get back to work.

The above descriptions are at the beginning of each chapter.  They coincide with the 13 things Relentless people do.  If you would like to read what these 13 things are check out:

http://wp.me/p4eY1f-hU  How to be UNSTOPPABLE; part 1

http://wp.me/p4eY1f-hW  How to be UNSTOPPABLE; part 2

http://wp.me/p4eY1f-i4  How to be UNSTOPPABLE; part 3

I hope you enjoyed reading this book summary.  I would encourage you to go and buy the book.  It is a great read, and an even better audio book.  Buy it here: http://www.amazon.com/Relentless-Unstoppable-Tim-S-Grover/dp/1476714207/

To your success and your future.

 

 

 

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How to be UNSTOPPABLE; part 3

In this third series I wrap up the remaining actions that Relentless people do.  To see the first two posts of this three-part series click the following links.

http://wp.me/p4eY1f-hU

http://wp.me/p4eY1f-hW

You don’t compete with anyone, you find your opponent’s weakness and attack.

  • Get on my level or get the hell out-of-the-way.
  • When you’re the person at the top, it’s on you to pull everyone else up there with you, or everything you’ve built comes crashing down.
  • A lot of gifted people will lower their skills to close the gap between themselves and those around them, so others can feel more confident, involved, and relatively, competitive.  Not relentless people.
  • Michael Jordan went the other way, and came right out and said it.  The rest of the team was his supporting cast. He was relentless.  And didn’t apologize for it.
  • Everyone is given some ability at birth. Not everyone finds out what that ability is. Sometimes you find it own your own, or it has to be shown to you.  Our challenge is life is to use the abilities we have, and to compensate for the abilities we don’t have.
  • Succesful people compensate for what they don’t have; unsuccessful people makes excuses, blame everyone else, and never get past those deficiencies. A true leader can see past those deficiencies, identify the abilities, and get the most out of that individual.
  • The only way you can light other people on fire is to be lit yourself, from the inside.
  • A professional doesnt let other people down just because of personal issues.  If you need to show up, you show up.
  • That’s how you get others to come up to your level: show them where it is, and set the example that allows them to get there.

You make decisions, not suggestions; you know the answer while everyone else is still asking questions.

  • Every minute, every hour, every day that you sit around trying to figure out what to do, someone else is already doing it.
  • Make a choice, or a choice will be made for you.
  • Most people don’t want to make decisions.  They make suggestions and wait to see what everyone else thinks.
  • Decide and then act.
  • Are you taking advice from people who know what they’re talking about, or those who don’t know anything?
  • Good things come to those who wait.  NOPE!  Good things come to those who work.
  • You can’t rely on others to jump up and make your dreams happen.  They have their own dreams, they’re not worrying about yours.
  • People get paid a fortune for being an expert at one thing.
  • Figure out what you do, then do it.  And do it better than anyone else.
  • Interesting how the guy with the most talent and success spends more time working than anyone else.

You don’t have to love the work, but you’re addicted to the results.

  • When you reduce your competition to whining that “you got lucky” you know you’re doing something right.
  • There are no shortcuts, and there is no luck.
  • There are facts and opportunities and realities, and how you respond determine whether you succeed or fail.
  • It doesn’t matter what you have been handed, it’s what you do after you receive it that affords you the privilege of saying, “I did this on my own.”
  • Only when you are truly relentless can you understand the determination to keep pursuing a target that never stops moving.
  • No question those who are more gifted get to the top faster.  So what?  Is that an excuse for not reaching as high?  You must earn it everyday, prove it, and sacrifice to stay at the top.
  • You can’t claim you ran a marathon if you started at the 17th mile.
  • Most people are looking for an elevator instead of taking the stairs. People quit workouts and diets because they are too hard.
  • What are you willing to sacrifice?
  • Hardwork is not a skill, anyone can do it.
  • Anyone can start something but few can finish it.
  • Part of the commitment to hard work is knowing what you will have to give up to pursue the mission.
  • There is no offseason when you are serious about being a winner.

You’d rather be feared than liked.

  • Fear and respect: let them know you were there by your actions, not your words or emotions.
  • The loudest guy in the room is the one with the most to prove.
  • When people start announcing what they are going to do and how they are going to do it, you can be sure they are only trying to convince themselves.
  • Intimidate your opponent by not saying a word.
  • You earn respect by having excellence in everything you do.
  • When you’re at the top, you show others how to act, you don’t come down to their level.
  • When you’re completely focused on one thing, your craft, its hard to pay attention to other people.
  • Being feared doesn’t mean being a jerk. It is being respected by what you do and how you do it.
  • Be known for the excellence of your work.
  • When people say they like you.  Chances are they like average. Be memorable.

You trust very few people, and those you trust better never let you down.

  • Being relentless means you trust yourself the most.  You don’t sit in the passenger seat of a car, because you know there are a lot of bad drivers and you want to be in control.
  • The truth is simple. It requires no explanation, analysis, rationale, or excuse; it’s just a simple statement that leaves no doubt.
  • Explanations are another way of saying, “I wasn’t sure, but then I went through this whole, long, thought process until I came to a decision, and now I’m pretty sure.
  • Don’t explain, don’t make excuses. Truth takes one sentence.
  • Surround yourself with those who want to see you succeed.

You don’t recognize failure; you know there’s more than one way to get what you want.

  • When you are relentless, you are done when you say you are done, not when someone else tells you are.
  • I don’t understand the concept of failure.
  • Failure is what happens when you decide you have failed. Until then, you’re still always looking for ways to get where you want to be.
  • You go, and you go, always looking for the unexpected option that keeps the situation in your control.
  • When someone else says you have failed, what they really mean is “if that were me, I would feel like a failure.” Well that guys not you.
  • When everyone else says you have failed. You show up like a professional, remap your course, and get back to work.  Thats the progression of good-great-unstoppable. No one starts at unstoppable.
  • I’ll try, is an open invitation to failure, just another way to say, “If I fail, it’s not my fault, I tried.”
  • Do or don’t do.  There is no try.
  • If you aim at excellence you have to be willing to sacrifice.  That is the price of success.
  • It’s not weak to recognize when its time to shift directions.
  • It’s weak to refuse to consider other options and fail at everything because you wouldn’t adapt.
  • To me success isn’t about money.  Success is about doing things that no one else can do. 
  • You can be good at playing it safe.  You can’t be relentless unless you’re willing to take chances.  Safe makes you good, chance make you great. 

You don’t celebrate your achievements because you always want more.

  • Theres always more work to do.  And more to prove. Always more to prove.
  • It’s that momentary feeling of “Enough” followed by a deep, hot urge of “More.”
  • Thats the relentless pursuit of excellence, always believing in your ability, demanding more of yourself than anyone else could ever ask of you.
  • The drive to close the gap between near perfect and perfect is the difference between great and unstoppable.  You never shake the uneasy feeling that you can’t ever be satisfied with your results; you always believe that you could have done better, and you stop at nothing to prove it.
  • To me, never being satisfied means being prepared for any situation, ready to adapt seamlessly without panic or fluster.
  • The greatest battles you will ever fight are with your self, and you must always be your toughest opponent.

I hope you enjoyed this three part series of the thirteen things Relentless people do to pursue and achieve success.  These principles come from the book by the author Tim S. Grover, Relentless, From Good to Great to Unstoppable. Buy it here: http://www.amazon.com/Relentless-Unstoppable-Tim-S-Grover/dp/1476714207/

To your success and your future.

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I don’t hear you!

That seems like that may be hard to do… Are you sure you can do that… Why do you want to do that… Do you think that is possible…  What if this happens…  What will you do if this occurs… How will you handle… What makes you so confident… Are you sure that is the right move…   And I could go on and on.

Have you ever heard any of the above statements before?  If you have been on this earth for longer than five minutes I am sure you have.  The sad part is those words are usually from the people who are closest to you.  The people in your family, friends, relatives, colleagues, etc.  They aren’t doing it deliberately most of the time.  In some cases they don’t even realize they are saying it.  It is just in their DNA to challenge you.  Most of the time the reason they are challenging you, is because they don’t want you to get further ahead than they are. Unfortunately this is sad but true.  Or they really don’t know how to encourage you.

My advice today when you hear this is to put your fingers in your ears and smile and say “I don’t hear you”.  Or if you don’t really want to be that dramatic.  Just nod your head and say ok. And then slowly walk away and make whatever it is, happen.

This is what I am choosing to do today.  I am going to let my haters be my motivators.  I personally like a little doubt in my life.  It kind of fuels my desire even more.  I don’t have to have it, but it doesn’t hurt.  However, that is me.  If you have too much negative pull in the wrong direction, which is down, than I would encourage you to get around people who encourage you and push you to pursue whatever goals and dreams you have.

Today is the day to pursue that hard thing.  Today is the day to say yes to that opportunity. Today is the day to walk away from the crowd.  Today is the day to be so confident in your abilities, that it doesn’t matter what anyone says.

Listen to your gut today.  It is usually right. Maximize all that you have while your pursue all you want.

To your success and your future.

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