How to leave a voicemail that prospects will bend over backwards to return

Humans are really easy to understand if you think about what makes us tick, gets us excited, scared, angry, etc.  Yes we are emotional beings.  And we only care about ourselves.  I know, someone out there is saying to themselves right now.  I don’t only care about myself.  I put others before myself. Blah, Blah, Blah.  Maybe you do.  But what if I told you your were fired.  You wouldn’t be thinking about the money you spend each month on your charity of choice.  Nope. The first thing you would think about is how you are going to pay your mortgage, car, or put food on the table.

This week, I was reminded again, how selfish most humans really are.

As a sales manager, I not only sell but I also manage a sales team.  In my business, some sales reps stay for a while and there are some that stay for a season and move on.  Thats okay.  It happens, what we do is hard.

I get the resignation letter and we have a conversation. The employee tells me they are willing to work out the two weeks.  I really needed that person to do that so we could get things in place to make a smooth transition.  They weren’t going to a competitor, so I was good with it. We get three days into the two weeks they are to work, and the person goes awol.  They don’t return my phone calls. They are not sending emails or returning my texts.

Look I am a pragmatist.  I have been in business long enough that I understand that when people have made a decision to leave their position, in their minds they have already left the position. Most likely, they left the position weeks or months ago. But now it is just final, because they finally let their manager know.  So the fact they weren’t returning my calls. I understand.  No hard feelings.  We will both move on.  However, don’t expect to get a two-week paid vacation; in between jobs at my expense.

After the third day of no return calls, texts, or emails. I left a message for the sales rep.  It sounded something like this.

“I was just calling to let you know that this will be your last day on the payroll.  I appreciate your willingness to work out the two weeks, but it is evident that you have already moved on.  And that is okay.  But we will be ending your employment as of today.”

Again, I am not upset at this point. We both are moving on. That is life.

So after leaving voice mails for three days and not getting any response. I leave the above voicemail. And wouldn’t you know, I get a call back within one hour of leaving the message.

So we talk about what needs to happen and everything is ok. They were a good colleague and in the future we will most likely do business together.

But as I was talking with a colleague of mine about this situation, they reminded me of what a great illustration of how to leave a voicemail that the person receiving the message will actually care enough to return.

As my story illustrates very vividly.  When we leave a voicemail with someone we must communicate what we offer and how it could directly impact their bottom line, as it did in this case, it creates the urgency for them to take action.  I have no idea why they didn’t return my calls the three days prior, and it doesn’t matter.  However, when you do finally strike a nerve that impacts them directly, emotionally, and in this case financially, it will cause action to occur and they will return your phone call.

So today as I making phone calls to prospects I will be reminding myself constantly about this interaction. If I want to get my phone call returned, I must leave a message that states how the person can either benefit by calling me back or lose something if they don’t call me back.  We are all interested in anything that can help us.

To your success and your future.

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The conduit between I can and I will

Discipline is the one word that can be associated with the success and failures of most people.  Discipline is the willingness to commit to something and see it through. Most people are willing to stand up and say “I commit”.  However, it is a different story altogether when it comes time to implement the necessary disciplines to see the commitment through.

How important is discipline?  It is the most important thing. Again, there are lots of people voicing commitments all day, everyday. But, many of those people never implement the right disciplines to accomplish what it is that they say they are committed to.

Discipline is the conduit that bridges the GAP between “I Can” and “I Will”.  Most of us can make a change.  Most of us can do more than we get paid to do.  Most of us can show up earlier.  Most of us can stay later.  Most of us can eat less, and workout more. Most of us can spend less and invest more. However that GAP between “Can” and “Will” can be as big and as wide as the Grand Canyon.

Discipline is the difference between the sales person that makes five phone calls a day when they should have made 20. The first day that they make 5 instead of 20, isn’t a big deal.  However, if they do it repeatedly over a month or two months, this one little lack of discipline adds up to be a significant problem for them.  By month three, their pipeline of sales have dipped and now they start to see the lack of phone calls showing up in their pay check.

Discipline can also show up or not show with the person who is doing all of the right things when it comes to their health and fitness.  They have the commitment to eat healthier and are making their way into the gym or some kind of physical exercise pretty regularly. However, because they have implemented a few really good disciplines, they allow some slack in their commitment of cutting out certain foods and other activities that are negating the benefits of the other disciplines. So they find themselves in this constant cycle of not getting the results they want.

There are a few steps to discipline. The first step is the awareness that we need to have more discipline in our lives.  Unfortunately, most people never have this awakening to the truth.  They go their entire life living an undisciplined train wreck and then wonder why they can never get the results they desire.

The second step goes back to what was stated earlier in the text.  And that is most people “Can” but the question is “Will” they. Will they make the commitment to a new routine, a new strategy, to bridge the GAP between “I Can” and “I Will” and do what is necessary to achieve what it is that I want to achieve.

The third and final step is your commitment to see it through.  “I can”, “I will”, and I will make sure I see it through all the way to the end, by implementing new disciplines in my life to achieve my goals.

It is without a doubt that one discipline leads to another. Once you make a commitment to a new discipline, the results that come from that new discipline are so motivating that it pushes you to create other ones in your life.  A disciplined life changes your attitude. It is fuel for all of your desires once you start seeing momentum, all it takes is the decision to make the change and implement a new discipline.

Most people get so focused on the destination that they don’t think about a new direction.  Sure, we all seek to get to a new destination, but to get there it requires us first to see and go down a new path, a new direction.

So what can you do now.  The first step is become aware of what it is in your life that needs some additional attention.  Become aware of the person you are and the person you want to be.   Then decide. Make the decision that today “I can” and “I will”.  I will do whatever it takes to accomplish the person I want to be. I will bridge the gap, between “I can” and “I will” and become what it is I was destined to be. And then lastly, I will commit to see it all the way through until the new me is accomplished.

Discipline bridges all gaps, when you are first starting out you may not know where and how to get there, by creating disciplines to seek and take action it will eventually lead to that place you are seeking to go.

To your success and your future.

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Selling the Invisible notes and summary

There are times when I read a book that really changes the game. Either the information in the book does it, or the excitement I get from reading the book does it. In this case, it is both.

I have now read three books by Harry Beckwith. They are all very similar. The book Selling the Invisible which is a New York Times Business bestseller and rightfully so, is by far the best. I guess that is why it is a bestseller.

Like all of my quasi book summaries and notes. Below are my highlights from the book. My takeaways so to speak.

These notes are directly pulled from the book. Read the damn book though. If you want to change the game in sales and in marketing, read the book.

Almost three in four Americans work in service companies.

America is a service economy with a product marketing model. Services are not products, and service marketing is not product marketing.

When you buy a haircut you cannot see it before you buy it or try it out. It is a service.

Most prospects are shaking with worry. Your marketing must start; with a clear understanding of that worried soul.

Most doctors do not buy pacemakers; they buy that expert pacemaker salesperson who can go into the OR and advise on the device, procedure, and programming. Pacemaker buyers buy a service.

If you sell software, your core product is the software, but that critical part of your product is all the augmentations, the documentation, toll-free services, publications, upgrades, and support and other services. Your users are buying a service.

Faced with products just like their competitive products, today’s product marketers typically have two choices; reduce cost or add value.

This book is all for all those service marketers: the 80 percent of us who do not manufacture products and the other 20 percent who do.

In such a complex world there is nothing more powerful than simplicity.

This is a how to think book.

The core of service marketing is the service itself.

Get better reality.

Too often service, sucks.

Before you write an ad, rent a list, dash off a press release— FIX your service.

The Average American thinks he isn’t”, someone once said. Psychologists have proved it. We think we are better than we are. When researchers asked students to rate their ability to get along with others, 60 percent rated themselves in the top 10 percent. Ninety-four percent of university professors say they are doing a better job than their average colleague. Most men think they are good-looking.

Most companies think they offer great service. The chances are they are not.

Marketing is the brains of service marketing. If the brain fails, the heart soon will fail.

Stage 1 of business: meet acceptable standards

Stage 2 differentiation of your product because competitors have entered.

Stage 3 (few companies enter this stage) Go beyond what customers ever thought about. Disney. Apple. Lexus with heated seats and all of the other bells and whistles. Surprise the customer.

Create the possible service, don’t just create what the market needs and wants. Create what it could love.

People won’t tell you what you are doing wrong. Your prospects won’t tell you. Clients wont tell you, Your spouse won’t tell you. So how do you improve? ASK

Phone surveys produce more revealing information than in person surveys. On the phone people are willing to open up and give their real opinion and the information you need.

Don’t ask someone what they don’t like. People don’t want to answer because they won’t want to admit that they made a mistake.

Everyone in your company is responsible for marketing your company.

So much of what passes for brilliant insight in helping a company is reporting what everyone in that company could see, if only they could still see clearly. It’s hard to see the real scope of your business. Ask for help.

The walls in a business do more than keep the cold air out. They seem to block out clear vision of the world.

Every act is a marketing act. Make every employee a marketing person.

In planning your marketing, don’t just think of your business. Think of your skills.

People don’t buy hamburgers from McDonald’s, they are buying an experience.

Find out what clients are really buying.

Clients are experts at knowing if they feel valued

In most professional services, you are not really selling expertise, because expertise is assumed, and because your prospect cannot intelligently evaluate your expertise anyway. Instead you are selling a relationship. And in most cases this is where you need the most work. If you’re selling a service, you’re selling a relationship.

All people crave one thing, and this is appreciation. Before you try to satisfy the client, understand and satisfy the person.

With a few exceptions, companies are not battling to share that market. They are battling to create it: to get prospects to want to use their service instead of doing NOTHING or performing the service THEMSELVES.

If you implicitly criticize your competitors, you aggravate your worst problem: the prospects doubt that anyone in your industry can provide the service and value the prospects needs. Your real competitor is often sitting across the table.

Go where the competition ain’t. It isn’t only location it could be in a vertical.

Every service company should have a director of technology who studies and regularly tells management how new technologies can be used for competitive advantage.

Be second to none in all of your technologies.

Service businesses are about relationships. Relationships are about feelings. In good ones, the feelings are good, and in bad ones, they are bad.

Work performs a social function, most people want to be in office for the social interaction.

Even if you can identify and predict people’s attitudes, it’s not that helpful, because behaviors don’t always follow attitudes.

There are two tragedies in life: One is to not get your hearts desire. The other is to get it.

Accept the limitation of planning.

Second: don’t value planning for its result. The greatest value of the plan is the process, the thinking that went in to it.

Third: don’t plan your future. Plan your people. Develop people and skills.

Tactics drive strategy.

Todays good idea almost always beat tomorrows better one.

It appears that organizations actually are subject to the law that governs sharks: If a shark does not move, it cannot breathe. And it dies.

Think dumb.

Too often the path to perfection leads to procrastination. Don’t let perfect ruin good.

Any ideal might fail. If you’re doing anything worthwhile at all, you’ll suffer a dozen failures.

Most organizations work like groups of apes which we evolved. The alphas dictate what the group does and thinks. Alphas are not better at making decisions, they are better at taking control.

Appeal only to a prospects reason, and you may have no appeal at all.

People choose what seems most familiar. We tend to choose the one we hear the most about. even though the truth is that more people die from stomach cancer than car accidents.

This is because of human trait called attribute for getting. You have to make yourself familiar to your clients.

People don’t look to make the superiors choice, they want to avoid making a bad choice. Forget looking like the superior choice. Make yourself an excellent choice. Then eliminate anything that might make you a bad choice.

People remember the first and last impressions, but forget the middle. The rule of last impressions is reflected in dozens of ways. Consider apologies and forgiveness, for example. The last impression a person makes, by apologizing, often obscures the persons memory of the event that led to the apology.

Build quality into your service but make it less risky too.

The best thing you can do for a prospect is eliminate their fear. Offer a trial period or a test project.

Rather than hide your weakness, admit them. Tell the truth event if it hurts, it will help.

The more similar the services, the more important the differences.

You must position yourself in your prospects mind.
Your position should be singular: one simple message.
Your position must set you apart from your competitors.
You must sacrifice. You cannot be all things to all people, you must focus on one thing.
Stand for one distinctive thing that will give you a competitive advantage.

Rather than sacrificing opportunities, a narrow focus creates opportunities. To broaden your appeal, narrow your position.

In your service, whats the hardest task? Position yourself as the expert at this task; and you’ll have lesser logic in your corner.

We as people associate and judge. We assume prettier people are smarter and more put together. But it isn’t always true. That is why it is important to say one thing you are good at, because people will associate with many.

If people see differences in products such as catsups, flour, pickles, and sugar which are all identical, then people will definitely see differences in your services.

No company can position its self as anything. You can focus on one thing, but ultimately the market and the customers put you in your position. Dont fight it.

Avis knew they couldn’t be number one. So instead they said they were number 2. And said “We try Harder”. This allowed their business to grow.

Positioning Statement:

Who are you:
What business are you in?
Whom do you serve?
What need? What are the special needs of the people you serve?
Against whom: With whom are you competing?
Whats different: What make you different from those competitors?
SO: Whats the benefit: What unique benefit does a client derive from your service?
Example: Bloomingdale’s

Bloomingdale’s
Fashion focused department stores.
trend conscious, upper middle class shoppers.
looking for high-end products
Unlike other department stores
Bloomingdale’s provides unique merchandise in a theatrical setting
make shopping entertaining
Choose a position that will reposition your competitors, then move a step back toward the middle to clinch the sale.

You are what you are.

If no prospect can describe your position, you don’t have one.

If you think you can afford not to focus, think of Sears.

No matter how skilled you are, you must focus your skills.

Timberland was struggling in the early 1980’s. The company made a good boat type shoe and priced it below the leader, Topsiders. A great product for the price, but not a good business. Then Timberland did something fairly simple. It increased its price to be well above Topsiders. Sales boomed. Dont assume logical pricing is smart pricing. Maybe your price, which makes you look like a good value, actually makes you look second-rate.

If no one complains about your price, it’s too low.

If almost everyone complains, it’s too high.

Fifteen to 20 percent of people will complain about any price. Some want a deal. Others are mistrustful and assume every price is overstated. Still others want to get the price they had in their mind when they approached you, because it’s the price they hoped for an already have budgeted in their mind. So throw out the group that will object no matter what price. Then ask: In the remaining cases how often do I encounter resistance. Resistance in 10 percent of the remaining cases for a total of 20 percent is about right. When it starts to exceed 25 percent, scale back.

Setting your price is like setting a screw. A little resistance is a good sign.

If you are the high-priced provider, most people assume you offer the best quality. If you are the low-cost provider, most people assume you deliver an acceptable product at the lowest cost, also a desirable position. But if your price in the middle, what you are saying is “We’re not the best, and neither is our price, but both our service and price are pretty good.” Not a very compelling message.

Cutting costs require little imagination.

There is nothing unique about pricing. Be unique.

What is talent worth and why is some worth so much? What can you reasonable charge?

Dont charge by the hour. Charge by the years. Pablo Picasso.

If your primary selling position is good value, you have no position. Value is not a competitive position. Value is why every service company promises. In services, value is a given. And given are not viable competitive positions.

If good value is the first thing you communicate, you won’t be effective.

if good value is your best position, improve your service.

A name like Creative Design contradicts itself. The name after all, could not be less creative.

Never choose a name that describes something that everyone expects from the service. The name will be generic, forgettable, and meaningless.

If you need a name for your service, start with your own.

A brand is more than a symbol. In the publics eye, a brand is a warranty.

Customers will buy brands sight unseen, so brand names are less expensive to sell.

As time shrinks, the importance of brands increases. And time in America is shrinking; companies have down sized their staffs and upsized the workloads of all the survivors. This people need shortcuts every waking minute. They turn to service and brand products.

Your greatest competition is not your competition. It is indifference.

Saying many things usually communicates nothing.

Give me one good reason to buy. Not Ten. You can’t sell a confused person.

People are interested in other people, and their stories.

Stereotypes: Accountants are humorless. Lawyers are greedy. Collections agencies are bullies. Doctors keep you waiting. Attack your first weakness, the thing you are known for.

37 percent of people say doctors lack a genuine interest in their patients. But patient view the relationship side as so critical, there’s even a name for it, bedside manner, they think medicine is failing as a service.

How often are you looking for the best service? The best baby sitter, the best dry cleaners, the best tax adviser? Not often. How often do you know the best when you find it? Never. How long are you willing to look for the best? (not long) Nobody is looking for the best. You aren’t. So convey that you are good and people will buy.

People notice marketing communications that refuse to strain the truth because people notice the unusual, and understatement is unusual.

People hear what they see. Let them see greatness.

People trust their eyes before they will every trust your words.

The industry that best understands the importance of visualizing the invisible offers the least visible service of all. insurance. Prudential has its Rock Of Gibraltar. Travelers as its Umbrella. Allstates has its good hands. Transamerica has its tower. Each uses a visual metaphor. Make sure people see who you are.

Restaurants are not in the food business, they are in the entrainment business. People go there for the experience.

If you are selling something complex, simplify it with a metaphor.

Of course you are committed to excellence. People don’t listen to clichés. Get rid of them.

Get to your point or you will never get to a close.

Most presenters don’t know what their point is. Tell people one thing. Why they should buy from you instead of someone else.

There is no such thing as an uninteresting subject, only an uninteresting person.

Find out what they want.

Find out what they need.

Find out who they are.

Missions statements are for you. Keep them private.

Revlon founder said this: In the factories we make perfume. In the Stores we sell hope.

People are buying happiness or the hope for it.

Dont make a client think you can do more than you can actually do.

A customers expectation is the GAP between what the customer expects and what the customer gets.

There is no such thing as too often, too grateful, too warm, or too appreciative.

Say PM and deliver AM.

To fix sales people, fix your message. If they don’t believe, it is your fault that your marketing doesn’t make them believe.

Sales is risking yourself. Nobody likes to risk themselves, but that is what sales people do daily. Rejection.

Services are human. Their successes depend on the relationships of people. People are human, frustrating, unpredictable, temperamental, often irrational, and occasionally half mad. But you can spot patterns in people. The more you can see the patterns and better understand people, the more you will succeed.

REMINDER: BUY THE BOOK.

To your success and your future.

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A million dollar conversation

Yesterday, I had one of those aha moments. You know, one of this moments where you either see something more clearly, or you get some additional information you didn’t have before, or you get smacked across the face because you thought you were doing the right things, but you weren’t.

My aha moment falls into the smacked across the face moment.

I am a Real Estate investor. I have learned a lot of things in my last ten years of real estate. The normal stuff, what to do, what not to do. What I prefer to own for my investments and what I don’t like owning and messing with. The value of a property manager, and how I am really not good at finding people to rent my properties.

This week, I am attending a conference. In my group is a guy that is a real estate investor. He has purchased a lot of properties throughout his lifetime. He has purchased big apartment complexes all the way to single family homes. He also just happens to be a former NBA basketball player as well, so that is cool.

As we are talking, I asked him a few questions that I have asked a lot of people. How do I buy bigger properties? Not just a duplex, four-plex, or single family homes. I am talking about 16 unit places, 40 unit places, etc. Much bigger properties that I am used to buying.

His advice was simple. He said it isn’t hard to find the money to buy these places, what is hard to find is the right deal. You have to find the right deal when purchasing these places. And finding the right deal is the hardest part.

The million dollar advice: He said, I made it a point to go around town and find the properties that I would like to own. Once I identified those places, I reached out to the owners and asked them if they would be willing to sell. He said, in many cases the owners weren’t wanting to sell. He didn’t stop there though, he then made it a point to cultivate a relationship with those owners and stay in front of them.

He said in a lot of cases that some of these deals would take two years, but he would eventually get a call from an owner of a property that said they were interested in selling now, and that he had the first right of refusal.

Now if you have read this far, you are wondering why this advice is worth a million dollars?

A couple of reasons. I haven’t been doing this. I do it the traditional way. I call up my agent, tell them what I am looking for, and then they go and see if it exists. I need to be more intentional about it like he is.

Secondly: I have been asking the wrong people for advice. Sure I have asked people who own real estate how to make these purchases. But in many cases, the people I have asked are very similar buyers to me.

What is the point. The two lessons are extremely profound. By cultivating relationships with owners of properties I would like to own, will set me up in the future if they decide to sell. Real Estate can be emotional. It is the old saying “one mans garbage is another mans treasure.” After a while, owners get rid of properties for a variety of different reasons. By having a relationship with these owners, I may get first right of refusal to purchase their property.

The other reason is this. I have not been getting my advice from the right people. I must ask the people who are at, or have been to the places I want to go. Period. I can’t ask a person who has never been a millionaire, on how to become a millionaire. I can’t ask a person who has never successfully run their own business, how to successfully run and operate my own business. I have to become more strategic in picking who I seek advice from and who I look to for mentorship.

To your success and your future.

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50 Reasons on why I want to be Rich!

If I have heard it once, I have heard it a million times.

“Brian, you work too hard, slow down.”

“Brian, money isn’t everything.”

“Brian, your work shouldn’t be your identity.”

“Brian, be careful or you will burn out.”

The same people who say the above statements are also the same people, who probably don’t have any money, or think consumer debt is a good thing, or just don’t know what else to say.

Over the last couple of years I have become a writer, ( I can call myself that now).  I have told my readers that one of the main reasons I write is because it gives me clarity and ultimately holds me accountable to my words and my actions.

Here are 50 clarifying thoughts, things, and concepts that I am going to hold myself accountable to.

  1. I don’t want to be the opposite.
  2. I can use my time to do what I want to do.
  3. I can buy my soon to be wife whatever she wants.
  4. I can have flexibility in my day.
  5. I can become even more generous with my giving to others.
  6. I can give more of my time to people and things that I care about.
  7. I can protect myself from a major disaster wrecking my finances.
  8. I can buy the best that can be got.
  9. I can buy whatever I want.
  10. I can buy more time.
  11. I can tell a customer, I don’t need your business.
  12. I can provide opportunities to those less fortunate.
  13. I can travel wherever I want.
  14. I hate cooking, I want someone else to do it for me.
  15. I want to make more time to read the books I want to read.
  16. I want to leave a legacy.
  17. Lack of money causes stress, believe me I know. I want to eliminate that stress out of my life.
  18. The people with the money have the power, and some of those people are idiots.
  19. I want to give my friends and family nice stuff.
  20. I want to pay for my nephews college educations.
  21. If I get rich, I can help others get rich.
  22. I can write more.
  23. I can be wherever I want, whenever I want.
  24. Freedom is the number one objective of all human beings.
  25. I like nice stuff.
  26. I really like fine shoes.
  27. My soon to be wife likes nice stuff.
  28. Waterfront property costs more money.
  29. When I get there, I know I did it myself. (no head-starts here)
  30. My brother died way too early in his life. I owe it to him to live for the both of us.
  31. The last time I looked, they don’t just give those $5 dollar coffees away.
  32. I want to say how much, not how much do I have to put down.
  33. When my final day is here, I want to say I did all I can with what I had.
  34. Because I live in America, and we have the opportunity.
  35. My Lexus is a 2006.
  36. My mom.
  37. My dad.
  38. I buy a lot of running shoes.
  39. I actually waste a lot more money than I should.
  40. Because it is the right thing to do.
  41. I want to prove to myself that I can do it.
  42. Because I don’t want to rely on anybody but myself.
  43. I don’t want to have to do things I don’t want to do.
  44. I will pay more taxes.
  45. I like to have fun.
  46. On days that I am sad, I can buy myself something that makes me happy.
  47. I am tired of driving, I want a driver.
  48. You will always have a seat at the table.
  49. Investments take money.
  50. Organic and health foods are more expensive.

I am not sure my list included every reason, but it is a start and it is from my heart.

A goal properly set is 50% percent complete. Now I have to do the other 50%.

I just set 50 goals. I encourage you to do the same.

To your success and your future.

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5 Steps to Behavior Change

In the world of behavior change there are many models out the that show a way, a process, to make behavior changes.  My advice is pick one that works for you.  My goal is to share the information with you, and my hope is that it finds a way to help you in your growth and development.

In the 1980’s, alcoholism researchers James O. Prochaska and Carlo C. DiClemente developed and tested transtheoretical model (TTM), the one most widely applied and tested in health settings.  TTM presumes that at any given time, a person is in one of five stages of change: pre-contemplation, contemplation, preparation, action, or maintenance.

The idea is that people move from one stage to the next. Each stage is a preparation for the following one, so hurrying through or skipping stages is likely to result in setbacks.

Most of the evidence for this model comes from studies of alcohol, drug abuse, and smoking cessation, but it’s also been applied to various health behaviors, including exercise and dieting.  Anyone motivated to change can use it to assess their situation and formulate strategies.

Stage 1: Pre-contemplation: At this stage you are not aware that a change needs to be made and have no intentions of doing so. You may lack the necessary information or you may have failed in the past to make a change. To move past this stage you have to become aware of new information that points out that this behavior is preventing you from accomplishing what you want to accomplish.

Stage 2: Contemplation: In this stage you are aware of the behavior and know that you need to change it.  However, most people tend to stay in this stage for months at a time before actually doing something about it. You will actually start thinking about adverse effects of making a change.  For example:  If I start working out, then I won’t have time to work as much and I could lose my job, because I won’t get certain things done like a should.  I know this seems like an extreme example, but people do it.  Another example: If I stop smoking, I will gain weight.  So in our minds we think the current behavior is better than the negative effects of changing the behavior.

Stage 3: Preparation: At this stage, you know you must make a change and you also believe you can.  You start making plans to make the change quickly, maybe in the next week or so.  At this stage it is important to make measurable goals that you can hold yourself accountable to.  For example:  I will make sure I get up at 5:00 am at least 3 times this week.  I will work out at least 4 times this week for no less than 30 minutes.  It is critical that you create measurable goals that you can track.  Like the ones I give here.

Stage 4: Action: At this stage you have made the behavior change.  You have had some obstacles of making the change and worked through them.  You’ll need to continue to work through these obstacles because they will continue to challenge your new lifestyle and well-being. It is also important that you stay very clear about your motivation to change and constantly remind yourself of your reasons for the change.  This will keep you pushing through to make this change a permanent change.

Stage 5: Maintenance: At this point you have been practicing this new behavior, this change, for at least six months. Now you’re working to prevent yourself from falling back into the old way of you. It is critical to also continue to put in safeguards that protect you from yourself, I always say.  For example: I don’t buy sweet foods and put them in my house.  Items such as cookies, ice cream, snacks, etc.  I know on a late night, it is easy for me to eat those things, so I just protect myself from them by not buying them.

I have been studying people for most of my life, however, in the last 10 years I have had the front seat to watch people and their actions and reactions to life, leadership, personal growth, career advancement, and other facets of life. My conclusion is this. Change is hard and it is extremely hard if you don’t have a process and someone holding you accountable.

Applying the process above can get you headed down the road to make a change, but the chances are you will need a good coach or mentor that can help you identify the behaviors that need doc change and coach you through the changes.

Lastly: 

Here is the sad thing: Most people are good at making decisions.  I can make a decision to lose weight, eat healthier, not be an ass to my coworkers, budget better, be a better husband, spend more time with my kids.  Most of us can state this and make the decision to do one of these things.  Here is the challenge though, we typically aren’t very good at managing these decisions. A coach can help you manage these decisions.  Make a decision and then manage those decisions until the change is made. The easier part is making the decision and the hard part and the real work is managing the decision.

To your success and your future.

 

 

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How to live a mediocre life

After reading this scientific study, I now know why it is easy for any of us to live a mediocre or average life.

Researchers Michael Ross and Anne Wilson out of Waterloo Ontario, Canada, studied the links between, self assessment and autobiographical memory.

Self assessment is an assessment or evaluation of oneself or one’s actions and attitudes, in particular, of one’s performance at a job or learning task considered in relation to an objective standard.

Autobiographical memory contains knowledge of the self, used to provide information on what the self is, what the self was, and what the self can be. This information is categorized into three broad areas: lifetime periods, general events, and event-specific knowledge.

Ross and Wilson validated that people generally view themselves as improving over time, relative to their peers and colleagues. The research suggests that this sense of improvement is delusional.  This false sense of improvement is driven by, and motivated by, the desire for an individual to enhance themselves.

This sense of improvement comes from the subjective feeling of temporal distance.  Or also called Temporal Self appraisal theory.  Which states that uplifting events of individuals often seem quite recent in time. Therefore, individuals, tend to perceive these positive moments as more relevant or representative of their current life. While upsetting events seem further back in time.

Depending how close a situation is to the present, if the situation was a positive experience, the research shows that people tend to praise themselves accordingly. If a situation is negative, the research shows that the people will criticize themselves and believe that the event was further in the past. Depending on the implications of the situation on the current self.

Layman’s terms: 

The research confirms that we will do whatever we can to show that our current self is a better version than our past self.  Even when nothing quantifiable and verifiable has been done to improve our current self.

But Brian, we should always want to be positive and give ourselves credit that we are moving forward.

Hey, I agree! I want to be positive as well. But the problem with delusion is you start to believe it after a while.

In all of the research, participants evaluated themselves as being better than the past self and better against their peers, when they had done nothing to become better. Wilson and Ross suppose that by contrasting our present selves to a lesser earlier self enhances how the present self looks.

Application: 

Reading the above facts. And they are facts, based on research.  It is easy to see how we can go through life being average and never get ahead. So what are the implications and what can we do about it?

The implications: First, if we didn’t like ourselves before, the chances are we haven’t done anything quantifiable that says we have made any progress to get any better.  So we need to create some goals and measurements for ourselves that can prove that we are getting better in whatever it is we are engaged in.  Work, Health, Life, Money, friends, relationships, etc.  To ensure we aren’t delusional or comparing our current self to a past self that is marginally better or the same, clearly stated measurement and goals can verify your growth.

What can we do about it: Become a student of yourself.  Sounds kind of selfish, but it is true.  When you learn to study yourself: your actions, your tendencies, your commitments, your weaknesses, your strengths, etc. You become better in all areas of your life and you might stop comparing yourself to a past that is similar or worse than your present.

References:

http://www.weber.edu/wsuimages/psychology/Research/ResearchArticles/AutobiographicalMemory.pdf

To your success and your future.

For more resources and information on how to start changing your habits and behaviors to fulfill your true mission and live the life you have always wanted, contact me and let’s have a conversation.

 

 

 

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5 ways to crush every-day of your life

I don’t believe I am any different from most people.  I, like many other people, are looking for that one thing that can truly set us up for success in everything we do.  Come on, be honest with yourself, if you could find an easier way to have everything you have ever hoped for and wanted, you would take it. I know I would.

Throughout my search for this one thing, that can change everything. I have found something different instead.  I didn’t find one thing. What I actually found was many things. Am I crushing it like I want?  No.  But damn, this shit is hard.  If it were easy we would all be doing it and we would all be doing much better in every aspect of our life.

Instead of finding one thing that can change everything. I instead found a series of things that lead me to have what I want.  These are behaviors and actions I do on a daily basis.  Well, let me be honest here.  Let’s say 90% of the time I employ these behaviors.  One hundred percent is hard.

So what do I do:

  1. Get up before the sun is up: I can remember a time when I would wait until the last-minute before getting up and starting my day.  At the time, I can remember worrying about paying my bills and all of the other issues that came with waiting until the last-minute to do what needed to be done.  I am all for sleeping in when necessary, but like I said employ the 90/10 rule here.  Only sleep in 10% of the time.When I starting waking up before the sun came up.  I became smarter, I had more money, and I was less stressed.  Even now, if it is a day where I am working on that other 10%, I feel stressed and don’t accomplish as much as I want.
  2. Take in something positive: I became a reader at the same time as I became an early riser. Reading is the way I take in that positive injection everyday. I can hear the non-readers grumbling as you are reading this.  If you don’t want to read, watch a YouTube video or by some audio books.  Technology is an amazing thing.  You can take something positive in through a variety of different ways.  The key is, just do it.  I am not sure if it is only me, but the grind of life can be negative at times.  Responsibilities, kids, management decisions, bad traffic, life, you name it, we have to do something to counteract all of the negative that can creep into our lives.
  3. What did I learn: Several years ago I became a writer.  Hey, I can call myself that because you are reading this right now.  When I became a writer, I also became a journal carrier.  I started writing things down that I wanted to remember.  I am not a crazy person about it, but I journal about 3-4 times a week.  Hey, I am not a 100%, but any percentage of something, is better than nothing. Now most of my fellow colleagues would tell me to journal before going to bed, so it is fresh and you can remember what you learned or want to remember from that day.I on the other hand, do this differently.  If you look at #1 above, you can see I start my day really really early, so by the time the evening gets here, I don’t have much left in the gas tank.  I prefer to get up the next day and write in my journal about the previous days events.
  4. Exercise:  Again, I can hear your grumblings as you are reading this. You are saying to yourself, right now, “Another person recommending exercise”, “and doing it in the morning.”  Hey.  I get it.  I used to be the same way.  As I stated before, I used to think a morning exercise routine was crazy.  I take you back to #1 above, if you are getting up earlier, you can fit it in.  Sure you have the health benefits of the exercise itself, but what I enjoy most about the morning workout routine is that I can go through the rest of my day knowing that I don’t have to worry about working out after work.  And you can read study after study about the health benefits of starting your day with a workout or exercise routine.
  5. Remind yourself: There are some people I know that tell me they write their life goals down everyday and look at them.  I am not one of those people.  I do get up each day and remind myself what it is I need to do. Secondly, Why, I am doing it.  This constant reinforcement pushes me to do it.  Reminding yourself that your goals for the future are bigger than your current situation, is what pushes you to get things done.  I am not saying live your life in the future.  No.  What I am saying is you must have goals, wishes, and desires that you are striving for.  These desires and goals, are like magnets and will pull you towards them.  If you  are lacking motivation, it means you are lacking goals. Remind yourself everyday of what is you want, and why you want it.

As you look at the five ways to crush your day, remember what I said earlier. I am a 90/10 guy.  It is difficult to be 100%.  The key to any routine is first to create one.  Shocking I know.  But most people don’t have one.  They instead live their life by whatever comes at them.  By creating a daily routine, whether it is the one I follow or not, the purpose is the act of doing it will create success for you. One discipline leads to another discipline.

Crush it today!

To your success and your future.

 

 

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What Clients Love; book summary and notes

Whenever I read a book that is impactful to me, I like to write down my notes and highlights that I took from the book.  When I do this, it allows me to read the book again, because I have to go back to the book and basically read it again, and extract my highlights from the book.  You are lucky because I share these notes with you.

I recently read What Clients Love; A field guide to growing your business. This book was written by the bestselling author of Selling the Invisible Harry Beckwith.

Buy the book here: https://www.amazon.com/What-Clients-Love-Growing-Business/dp/0446556025/

Below, in bullet point format, are my quick notes I took from the book.  I hope you enjoy.  I also encourage you to find the book and read it as well, it is really that good.

  • Forget benchmarking. It only reveals what others do, which is rarely enough to satisfy, much less delight, todays clients.
  • What has made companies in our industry successful? Leads you to the old answers, which ends you to copy and refine rather than INNOVATE.
  • Next time you ponder strategy, ask:  If I ran a competing firm, how would I beat ours?
  • If you were starting business from scratch, what would do differently?  Now do that.
  • plan around what you can predict; what people love.
  • Listen more rests on a flawed assumption: It assumes people say what they think.  They do not.  People often say whatever will make them look good to the person asking the question.  Almost no one confesses to drinking too much fudging expense reports. Thousands of men who teared up watching The Remains of The Day insist it was a silly chick film. The second flaw: listen more is the assumption that people understands themselves well enough to reveal themselves accurately.
  • Of all life’s mysteries, we are most mysterious to ourselves.
  • Life happens at the level of events, not words, the noted psychologist Alfred Adler once said.  Trust Movement.  Nothing else.
  • We overvalue research, particularly when its conclusions are expressed in quantified form.
  • Overconfidence bias. Whenever you are certain of something, you are wrong 15 percent of the time.
  • Not moving inspires more not moving. Dynamic people require a dynamic environment.
  • The company that waits for guarantees is doomed.
  • Do something, if only because doing produces learning, and learning is perhaps a service business most valuable asset.
  • A mission statement is a PURPOSE statement.  Call it that.
  • A mission is your higher purpose. Visions by contrasts are selfish. Visions are your long-term aspirations for your business, not for those that you might serve. to be the best regarded, most profitable, or most reliable for example.
  • JFK’s vision was a man on the moon.  Peace was his mission.
  • Avoid being NICE too much.
  • Like concealed priests, anonymous interviewers get more truthful answers.
  • We want good products, on time, from people we trust.
  • The economy is new, but the people are old.
  • We still love things that we can see and feel.
  • AS NOBEL winning economist Herbert Simon said, a wealth of information creates a poverty of attention.
  • Speak visually, we often cannot hear words, but we notice images.
  • Our expectation changes our experience. Social Scientists call this expectancy theory. People experience what they expect to experience and see what they expect to see. Our challenge in marketing especially invisibles, is to shape those expectations.
  • Intrude in people’s lives and you risk losing them forever.
  • Publish anything and everything because you never know what could happen.
  • Only in writing do you discover what you know.  Anne Beattie author.
  • Nothing teaches like writing.
  • Americans tend to mistrust academic credentials and scholarly writing and presentations.  We disdain the person who speaks with too much authority. We cherish humility, even in people we suspect may be brilliant.
  • The clearer the communication, the more expert the communicator is looked at.
  • Clarity cuts through fog and conveys your value to a prospect. Clarity assures the prospect that you will not cloud the issue or confuse the sale.  Clarity moves the prospect from confusion, which aggravates every persons ear of the invisible to confidence. Clarity breaks down mistrust. Clarity wins.
  • Prospects often tell service providers “We will get back to you.” Sometimes this means they are not in position to decide.
  • Mark Twain’s rules on adjectives.  Leave them out.  Replace excellent with proof.
  • We always weaken whatever we exaggerate.
  • Using you also compels you to think about those prospects.  You start becoming more client focused because the word directs your focus toward them.
  • Specific words such as crystal bowl and strawberries paint clearer pictures–a key task in selling things people cannot see.
  • If you cannot describe what make you different or excellent in 25 word or less. Fix your company.
  • A theory is not complete until you can explain it to the first person you meet on the street.
  • Edit your message until everyone understands it.
  • Admit a weakness. People who reveal something negative about their service win more business. Psychologists insist this can be easily explained. We assume that people who reveal a weakness are inclined to tell the truth, even when the truth can hurt them. Which means we can trust.
  • How the best sales people sell in order: Themselves, Their Company, Their service or product. Price.
  • Stories help humans understand ideas. the oldest hardwired neural pathway in the human brain is for stories.
  • Your audience includes four people: The TOP dog and three associates.
  • Remember to always present your people well, before your product. Only use slides to present a point you cannot express well.
  • A legendary football coach said three things can happen when you pass a football. And two are bad.  The same principles applies for presentations.
  • Thirty Slides don’t show that you know more.  It shows that you don’t have command over the material you are trying to explain.
  • Three points, three words each.
  • FAMILIARITY breeds attraction.  The  more you hear something, the more you like it.
  • Remember what your brand is:  Gerber tried to do adult food.  People couldn’t buy it.  Because Gerber Adult food sounds awful.
  • It’s not what you say, it’s what people hear.
  • It is not what you communicate, it is what gets communicated.
  • You respond more strongly to seeing an American Flag than you do reading the following two words “American Flag”  The Nazi flag invokes more anger than the word Nazi.
  • A first principle of business and marketing: Everyone believes that their industry is unique. You must approach every client with this in mind. 
  • People prefer specialists over generalists.
  • To seem special sound it.
  • Your company name should name you, not describe you.  Example: Wells Fargo Bank.  Now it is just Well Fargo.  CNN removed television from its title.  It is just CNN.
  • Uncommon names stand out more than anything else.  SPANX
  • Whoosh appeals to your senses.  It sounds better than wind.
  • If you’re dressed for golf, be sure you are golfing.
  • Casual policies attract causal employees.
  • Thomas Edison wore ties even when he was cutting his grass.
  • If your professional clothes feel uncomfortable, change clothes.
  • Efficient means cheap, and compared to most forms of marketing, mass communicating looks cheap.
  • Cheap efforts produce cheap results or worse.
  • When you buy a product, you purchase something tangible. When you buy a service, however, you buy the people who perform it.
  • You buy products based on your feelings about the product, you choose your services based on your feelings toward the providers.
  • To connect with your clients, make connections for them.
  • Two Basic principles: A service always involves more than a the exchange of something tangible for money. You must build more into a service warmth, connection, friendship, rest, status, or community. People will pay extra for a feeling of a community.  Ask Starbucks.
  • Sociability: is necessary for human survival. Adults who isolate themselves from the world are more likely to die at comparatively young ages. We have a central dependence on others.
  • Whenever you try to satisfy a client, this feeling dominate the transaction, that persons need to feel important.
  • Efficient customer service tools tell them. My time matters more than you.
  • Relationships are the most powerful form of media today.
  • If a prospect is most interested in cost you will never be happy and always be vulnerable.
  • Whoever gossips to you will gossip about you.
  • One does what one is, one becomes what one does.  Robert Musil.
  • We do what we say,  and then we become what we do.
  • Your words will become your behavior. Your behavior will become your habit. And your new habit will reward you. At the end of the year, everything will be different: you, those you touch and your business.
  • Passion, inflamed by belief and purpose, wins.

Please share if you found this summary to be beneficial to you.

To your success and your future.

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3 Steps to rid yourself from rejection in sales

3 Steps to Ensure You Won’t Have to Deal with Rejection Again

Many individuals are of the opinion that dealing with rejection is part and parcel of the sales game. I’m here to tell you that it doesn’t need to be that way for you. As a struggling coach, I had to deal with rejection in sales at least 5 to 10 times more than I celebrated a victory and one day I just got fed up of being rejected when making sales and decided that something had to change. Immediately I found that, that ‘something’ was the way I looked at the sale. Through hundreds of mistakes, I finally found a ‘rejection free’ technique to sell in three simple steps.

1st Step to Avoid Having to Deal with Rejection

Before you start the sales conversation always gauge the commitment level of the client. If the prospect is just looking for information, you have to understand at that moment that a sale may not be possible and hence accept the fact that this an exercise in building your sales funnel for the future (which is as important as making a sale today). Therefore, begin the process by requiring the customer to rate their level of commitment to find a solution for their issue today, on a scale of one to ten (one being no commitment and 10 being committed), if the customer is at a 9 or a ten, there is a definite possibility of making a sale, as long as the following two steps are completed.

2nd Step to Avoid Having to Deal with Rejection

The #1 reason you are often rejected in sales is that they try to ‘tell’ prospects what they must do to find a solution to their challenge. This is the ‘old fashion’ method of doing things. The ‘new school’ method is to request them to tell you what they think they must do to get the results that they want, or avoid the pain that they are experiencing. Customers always know what they should do to get the results – and it’s better when they tell what they think the solution should be, rather than you telling them. 99% of the time, the answer they propose will match your solution to a great extent, so all you have to do is, commend them for identifying the solution and agree with them wholeheartedly (when you introduce your solution later on – they will not be able to say NO to it, because they suggested it themselves).

3rd Step to Avoid Having to Deal with Rejection

Now that they have told you what they believe is the right solution, it is your turn to move on to the next question, and that is to ask them – what it would mean to them to have such a solution? How much income will such a solution bring to them over the next six to twelve months? How much resource, cost and time savings will they be able to gain with such a solution? Now that they have put a monetary value to it ask them what they are losing by not having such a solution right now (this will help increase their awareness of the loss to them if they don’t take immediate action).

Now that the prospect described the solution and the cost of not having it right now, you tell him that you can provide him the exact solution that he described (cover all the main points he covered, when he described his ideal solution to you), Next tell him the results he can expect in terms of revenue, cost savings, etc. If you carried out the above steps appropriately – I can assure you that by the time you get to this point, the customers will be ready to snatch your offer right off of your hands.

Implement the three steps introduced above in your sales presentation, immediately and avoid having to deal with rejection in sales ever again.

To your success and your future.

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Handbook of Self-Determination Research; summary/notes

In my constant study of human behavior and what motivates us as humans and individuals, I ran across a book titled “Handbook of Self-Determination Research”.  This book takes all of the research and studies that have been conducted by the most recognized and highly influential scientists, researchers, psychologists to ever study human behaviors. The data is condensed in to a 500 page book that hits the highlights of what we know and can proven by data to show why humans behave and what motivates us.

The book was put together and edited by two of the most recognized in the study of human behavior and the Self-Determination research. Edward L. Deci and Richard. Ryan.

You can purchase the book here: https://www.amazon.com/Handbook-Self-Determination-Research-Edward-Deci/dp/1580461565/

In my typical summary and notes fashion.  I have provided here my notes from the book and what I am taking away from the book, and in this case, the study of Self Determination. This book was very academic and honestly over my head at times, but it was well laid out and an excellent read for anyone studying humans and why we do what they do.

Notes and paragraphs from the text: 

In the classical, Aristotelian, view of human development, people are assumed to possess an active tendency toward psychological growth and integration. Endowed with an innate striving to exercise and elaborate their interest, individuals tend to naturally seek challenges, to discover new perspectives, and to actively internalize and transform cultural practices. By stretching their capacities and expressing their talents and propensity, people actualize their human potentials.

Self determination Theory begins by embracing the assumption that all individuals have natural, innate, and constructive tendencies to develop an ever more elaborated and unified sense of self.

There are three basics needs of everyone: They are competence, relatedness, and autonomy.

Competence: refers to feeling effective in ongoing interactions with the social environment and experiencing opportunities to exercise and express ones capacities. The need for competence leads people to seek challenges that are optimal for their capacities through activity. Competence is not, then, an attained skill or capability, but rather is a felt sense of confidence and effectance in action.

Relatedness: refers to feeling connected to others, to caring for and being cared for by those others, to having a sense of belongingness both with other individuals and with ones community. Relatedness reflects the homonomous aspect of the integrative tendency of life, the tendency to connect with and be integral to and accepted by others. The need to feel oneself as being in relation to others is thus not concerned with the attainment of a certain outcome, but instead concerns the psychological sense of being with others in secure communion or unity.

Autonomy: refers to being the perceived origin or source of ones own behavior. Autonomy concerns acting from interest and integrated values. When autonomous, individuals experience their behavior as an expression of the self, such that, even when actions are influenced by outside sources, the actors concur with those influences, feeling both initiative and value with regard to them.

Autonomy is often confused with, or melded together with, the quite different concept of independence (which means not relying on external sources of influences), but the Self Determination Theory view considers there to be no necessary antagonism between autonomy and dependence. Indeed, one can quite autonomously enact values and behaviors that others have requested or forwarded, provided that one congruently endorses them. In short, independence versus dependence is a dimension that is seen Self Determination Theory.

Self Determination Theory conceives of humans as active, growth-oriented organisms, that innately seek and engage challenges in their environments, attempting to actualize their potentialities, capacities, and sensibilities.

Two Types of Motivation:

Intrinsically motivated behaviors are those whose motivation is based in the inherent satisfactions of the behaviors, rather than in contingencies or reinforcements that are operationally separable from those activities. Intrinsic motivation represents a prototype of self-determined activity, in that, when intrinsically motivated, people engage in activities freely, being sustained by the experience of interest an enjoyment.

Intrinsic Motivation implies engaging in an activity for the pleasure and satisfaction inherent in the activity.

  • To know: implies engaging in activities because of the pleasure and satisfaction derived from the learning, exploring, and understanding new things.
  • To accomplish: refers to engaging in activities because of the pleasure and satisfaction derived from trying to surpass oneself, creating or accomplishing something.
  • Experience stimulation: operates when one is engaged in an activity because of the stimulating sensations associated with it.

EX: Students doing their homework because they enjoy it and find that learning new things is interesting and satisfying.

Extrinsic motivation is focused toward and dependent on contingent outcomes that are separable from the action. A broad array of behaviors having in common the fact that activities are engaged in not for reasons inherent in them bit for instrumental reasons. They are undertaken to attain an end state that is separate from the actual behavior.

Three examples of extrinsic motivation/values: financial success, image, social recognition.

Intrinsic values/motivation: self-acceptance, affiliation, and community feeling.

The concept of intrinsic motivation refers to behaviors performed out of interest and enjoyment and extrinsic motivation is pertains to behaviors carried out to attain contingent outcomes.

A meta-analysis of 128 experiments confirmed that expected tangible rewards which require engaging in the target activity do indeed undermine intrinsic motivation for that activity, whereas verbal rewards tend to enhance intrinsic motivation.

Self Determination Theory from the authors is very simply: that humans have three basic types of needs or motives, for autonomy, competence, and relatedness.  That is humans are happiest and healthiest when environments, and their own inner processes, permit them to feel effective, choiceful, and connected in their ongoing experience.

Self-Handicapping, which is the tendency to erect impediments to ones own success in order to provide an excuse for failure..  Hence, self handicapping can be considered a defensive preparation to maintain self-esteem in case of later failure.

NEEDS and Motives: Needs differ from lives in that they are part of the individual inherent psychological makeup and therefore represent a psychological requirement, which means they must be attended to and satisfied for the individual to function in optimal fashion and experience well-being. In essence, a need may be seen as a motive that has innate roots. The need for competence is conceptualized herein as innate, multidimensional need, and is presumed to have a powerful widespread influence on personality functioning and wellbeing.

Motives rather than needs: examples include the need for closure, the need for dominance, self-presentation motive, and self verification motive. Such motive dispositions clearly have an important influence on everyday functioning, but we suspect that their influence is qualitatively different from that of a basic need such as the need for competence.

Goals may be distinguished from needs and motives in that the latter are dispositions that energize behavior and orient the individual in a general way., whereas the former are cognitive representations that serve as directional function for behavior by focusing the individual on more specific possibilities.

Goals are related to needs and motives in the self-regulatory process, in that individuals sometimes adopt goals that help save their dispositional desires by channeling them in a more concrete direction. Needs or motives can and often lead directly to behavior, but these general dispositional desires sometimes need to be strategically channelled in a specific direction to be satisfied in an effective and efficient manner. This the need for competence can influence behavior in two ways: it can impel competence based behavior directly, or it can lead to a competence based behavior indirectly prompting the adoption of competence goals that proximally regulate behavior.

Conclusion:

People are most motivated when they have a sense of autonomy. Where they are controlling their environment and how they do something.  We don’t have a problem with parameters, but we want to feel like we have the autonomy to do a job or to pursue something that we want to pursue.  Our self determination and motivation is higher when we have a certain level of competence as well. We want to understand whatever it is that we must do.  When we don’t understand something our motivation and determination is much lower.  And lastly, relatedness.  We want to have community and be in alignment with others that we are around.  We want to love and to be loved.  Love meaning connected with others who are in alike thinking as we are as well.

Leaders must create the right environment that includes the three factors of autonomy, competence, and relatedness for their team to perform at peak performance. Leaders must create an environment where team members have intrinsic motivation to do the work that they do.  You can hire people that are intrinsically motivated, but you have to create the right environment to sustain that motivation.

To your success and your future.

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