Morning Motivator – Finding Success in Authenticity

"It takes courage to grow up and become who you really are."
- e.e. cummings

I enjoy when I am able to write about a step-by-step process or quick application for ENHANCING success.  Today is more of a lesson in AUTHENTICITY and its ability to enhance your overall success.

As a new resident of Lafayette, Louisiana, I must admit that the TRANSITION has been challenging.  To go from knowing lots of people in lots of areas and professions within the city of Nashville, to becoming a "lone soldier" in a new town has been eye opening.  I am RE-LEARNING (or at least being forced to reanalyze) the common factors that equate into success.

The one I am CONTINUALLY recognizing is BEING YOUR SELF.  It is EASY to feel like you SHOULD act a certain way, say particular things or carry yourself in one manner over another.  The REALITY is that if you are not AUTHENTIC to yourself, even the successes that you do find will be EMPTY and LESS MEANINGFUL.

2 DEGREE SUCCESS STEP:
Maybe you are like me – an OVERLY outgoing personality that is really seeking acceptance.  Maybe you are QUIET and confident, not feeling as though you need to always be seen or heard.  Maybe you are socially AWKWARD in general and your INTELLIGENCE in your best skill.

Frankly, whatever it is – USE IT!  Don't meet a new client and try to be what you think THEY want.  Do not meet new people and try to be MORE (or less) than what you really are.

You will find that people do business and socialize with people of a like-minded nature.  These people share VALUES, BELIEFES, CHARACTER TRAITS, ETC.  These are the clients, friends, associates, partners, and more that YOU want.

Sure, you can fake it for a while.  If you fake it TOO LONG, you may have trouble remembering who you really are.  Everyone LOVES you… just give them a fair chance to do it!

Cheers,

Zach

*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com

The Morning Motivator is a copyrighted publication The use of this article is open for print or publication with proper citations.

Morning Motivator – What is in a Title?

"That is what the title of artist means: one who perceives more than his fellows, and who records more than he has seen."
- Edward Gordon Craig

What is YOUR title?  What does it mean?  Not to you, rather to your clients and future clients!

Titles are traditionally MEANINGLESS in business.  They are more about INTERNAL hierarchy than execution of business practices.

How many people do you know that are an ACCOUNT EXECUTIVE, yet have no executive authority?  How many people are PRESIDENT of a small business, yet they take all the service calls, do all the sales, etc?  How many SECRETARIES/ADMINISTRATIVE ASSISTANTS do all the heavy lifting of reporting, relationship management or more?

Maybe it is time for you to have a MEANINGFUL title that explains what you DO and how you HELP your clients get things done.

2 DEGREE SUCCESS STEP:
One of my favorite titles is from my friend, Andy Bailey of NationLink Wireless.  His title is Chief Acceleration Officer.  He is the owner/president of the company, but his REAL job is ACCELERATING business action!

I liked Andy's title so much… I made my title Chief Accountability Officer.  Sure, I am the president of my company, but what my clients need to know is that my job is creating and maintaining ACCOUNTABILITY.  All I do is make sure what they asked to get done, gets done and if they have challenges, they get fixed – NO QUESTIONS ASKED!

So what is YOUR title?  Does it MATTER to you?  Your boss?  Your clients?  Frankly, the only person is SHOULD matter to is the client.  If it doesn't, is it really worth using anyways?

Cheers,

Zach

*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com

The Morning Motivator is a copyrighted publication The use of this article is open for print or publication with proper citations.

Morning Motivator – They Said No, Ask Again

"No usually means 'not now' as opposed to 'not interested.'"
- Zachary Barker

Do you REMEMBER being 5 years old?  If not, have you been around a 5 year old recently?  If you have not, go to the store and watch the GREATEST salesperson in the world do his or her magic (most often performed in the cereal aisle).

Do you know what makes children so EFFECTIVE at selling their desires?  Do you UNDERSTAND their tactics for getting what they want so consistently?

The GIFT that children gave, often lost sometime in our high school years is the lack of conscious relating to hearing "NO."  Frankly, children do not CARE if you tell them "no" as long as they want to hear yes.   They will ask over and over, changing approach and tone or even going to multiple people to finally get what they WANT!

2 DEGREE SUCCESS STEP:
Find SUCCESS through the mind of a child.  Subside your EGO.  Forget your "success conversion rates."  Just get down to ASKING again and again and again until you get what you want.

Realize that most people are going to tell you "NO," simply to reduce their commitments, confusion and distractions.  Instead of asking for a time commitment or a closed sale IMMEDIATELY – ask for permission to follow up.  Ask WHEN the best time to meet may be and then ask for a tentative scheduled visit.

Continue to ASK for opportunities… when the timing is right, the client WILL take favorable action.  Your job is to keep asking until you get there… just like a 5 year old that wants Fruity Pebbles (mmm hmmm!)

Cheers,

Zach

*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com

The Morning Motivator is a copyrighted publication The use of this article is open for print or publication with proper citations.

Morning Motivator – Get Ready to Rumble!

"If you think your competition sucks, say so."
- Jason Fried & David Heinemeier Hansson, founders of 37Signals

I LOVE this quote!  What a novel idea in a world that is so POLITICALLY CORRECT that I am unsure if I just offended myself by being a white male.

I AGREE that if your competition is weaker, lesser, inferior, etc – you should say so!  While I caution you against BLATANT attacks at people and "unfounded" suggestions, if you KNOW you or your company is just plain better than another offering – say it! 

My good friend, Philip Steen of Nashville Sports Leagues, runs an adult recreation sports leagues that DOMINATES city and church leagues alike.  Frankly, those leagues SUCK.  The refs are never there, the schedule is always messed up, there is no SOCIAL CULTURE to the leagues, thus, they suck.  Phil wins! (And while charging a premium price).

2 DEGREE SUCCESS STEP:
Again, I would be CAUTIOUS about calling out individuals and individual companies (it is still a crappy PC world where people sue left and right), however, to POINT OUT, blatantly, the ways your general competition is LESSER and you are GREATER is EXCELLENT!

If your competitors SUCK at follow up – showcase it in YOUR presentations.  If they are TERRIBLE at SIMPLE QUOTES (as in preventing multiple price changes) – HIGHLIGHT it!  If they have HIGH TURNOVER – call them out on it!

Pick a FIGHT – Start some TROUBLE – Be a MISFIT – Your business will APPRECIATE it… (even if the competition does not).

Cheers,

Zach

*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com

The Morning Motivator is a copyrighted publication The use of this article is open for print or publication with proper citations.

Morning Motivator – Interruptions are the Enemy of Productivity

"If you are constantly staying late and working weekends, it is not because there is too much work to be done.  It is because you are not getting enough done at work."
- Jason Fried & David Heinemeier Hansson, Founder of 37Signals

I have been PREACHING it for years and finally read it PLAINLY in a well-received business book.  I just last week had a discussion where I was criticized for my voice mail.  (If you don't know, I don't answer my phone except when totally undistracted and I only return voice mails at 11am and 4pm).

WHY??

Simple.  I need FOCUS time.  If you are FAILING to complete your work – at work, then it is LIKELY that INTERRUPTIONS are the root of your productivity evils.  Email, voice mail, phone calls, IMs, FaceBook, text messages, taps on the shoulder, water cooler talk, faxes and anything else that keeps you from "getting in the ZONE" to focus and produce.

2 DEGREE SUCCESS STEP:
You are going to love this one…

Want to do MORE?  Stop answering your phone.  Do NOT respond to emails.  Tell people they CANNOT come by and see you unless you have time scheduled. 

Will they think you are an a**hole?  Sure.  Will they ACCUSE your of being arrogant?  Probably.  Will you become a PRODUCTIVITY machine?  ABSOLUTELY!!

Everyone will get used to it.  The "push back" only lasts a few weeks.  Your boss will be the FIRST to get mad… and in a few weeks will implement YOUR idea across the board.  (of course it won't be your idea.)

Be GREEDY about your time.  Be PROTECTIVE of your success.  LIMIT interruptions and let those other sucker pull all nighters to do what you finish by lunch time!!

Cheers,

Zach

*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com

The Morning Motivator is a copyrighted publication The use of this article is open for print or publication with proper citations.