Image isn't important. It's everything.
I would like to start off by saying that I don't buy into the idea that you have to wear a Rolex, drive a BMW, and dine at the Country Club to be successful. I do believe that our customer/clients have an image of us and our work, and it is that image that is critical. Southwest Airlines is one of the companies that truly understands this. They have deliberately designed their image around fun and engagement. They dress more casually than other airlines and live into the image of fun. This image is obviously not for everyone. I have friends that cannot stand Southwest because they are not serious enough. Southwest's response to such folks is, "Enjoy flying elsewhere."
The image principle works in both directions. You, as a business owner, need to have a clear image of what your ideal client looks like. Our clients will also have an ideal image of us. There are three key components that are consistent in business image, regardless of industry or business type. They are...
1. You need to appear to know what you are talking about. People who go around telling people that they know everything, generally know very little. People should be able to tell that you know what you are doing and that you are an "expert" by your knowledge, behaviors, and outcomes.
2. You need to appear to care for your clients. I don't think you can fake this one. You will come across as uncaring without realizing it if you are not sincere. People who pretend to care are the ones who are really in business just for themselves. They will engage with you deeply until they find out that you can't give them what they want and then they will ignore you. You have to have the best interest of your clients at heart in everything that you do. Put them first, and you will win also. Put yourself first and eventually you will lose.
3. You need to appear to be eager to learn. People love people who are always growing and improving. We are fascinated with the scientist on a mission to discover something new. We are enthralled with the executive who is seeking new ways to make business better. We are impressed with people who are continuously growing and learning. Truth be told, I think we are jealous because we all, at some level, want to live into our fullest potential, and learning is the key to that.
You do not need the rolex, the bmw, and the country club to have the right image with your clients. You may need that for yourself, but not for the client. The image you need to pursue is one that has a deep desire for the client's success based on what you have to offer. By pursuing their success, the client will pursue yours. They will look for ways to give you referrals, to build you up, and the use you more. Just make sure you have the right focus, so that you end with the right image.
To your success!
Jody Holland
MuRF Systems
www.murfsystems.com
Friday, January 28, 2011
Friday, January 21, 2011
Success Principle 9 - Cut the Crap!
I grew up in Texas and heard a number of men say this when they were tired of things being included that should not have been there. The Texas Definition of Cut The Crap: To cut the crap is to stop doing frivolous or pointless activity, to return to only the essentials.
As I look at what businesses are doing on a daily basis, I see so many things that are in place that should not be there. They are there for one of the following reasons...
1. They have always done it that way.
2. It is easier or less stressful this way.
3. They have never evaluated what works and what doesn't work.
Let's go through these real quick. The "we've always done it this way" excuse is a horrible one. As we discussed in Success Principle 8, the world is changing and so should we. Just because something has been done a certain way for a while does not mean that it is done right. Many times, we make decisions based on the information we "had" at the time. When new information presents itself, we must be willing and able to adapt. Seth Godin in his book, Small Is The New Big, talks about the fact that being adaptable is the business advantage that is need to grow and thrive. Google even recognized this yesterday in announcing that the current CEO will be stepping down to allow one of the co-founders to come back in with more adaptability and entrepreneurship. The second one was that it is easier or less stressful. You learn through basic priority management that our tendency is to do what is easy before what is hard, what we like before what we don't like, etc. To be successful, you must be disciplined to do what is right, not what is comfortable. If we are unwilling to do what is necessary for our success, then success is sure to elude us. The third one is that a company has never evaluated what works and what doesn't work. This happens more often than we realize. We will often come up with a plan, execute on that plan, and hope it works out. When it isn't working, we just do more of it in hopes that it will. We can't throw money at a problem. We can't expect things that are never inspected to just work out. We must be willing, able, and ready evaluate and change whenever necessary.
Look at what is going on in your business. What are the things that are not useful? What are the things that are not producing results? What are the things that need to be cut out? I was on 4 volunteer boards at one time almost 10 years ago. When I began to evaluate whether or not this was helping me and my business, it was plain to see that it was not. I, therefore, decided to only be on the board that I actually was passionate about. By eliminating the stuff that was bad for me, and actually bad for the board as well, I was able to be more focused and productive.
We all have crap in our lives that is bad for us, that hurts our businesses, and holds us back. What is it that you need to "Cut The Crap" out of?
To Your Success!
Jody Holland
MuRF Systems
As I look at what businesses are doing on a daily basis, I see so many things that are in place that should not be there. They are there for one of the following reasons...
1. They have always done it that way.
2. It is easier or less stressful this way.
3. They have never evaluated what works and what doesn't work.
Let's go through these real quick. The "we've always done it this way" excuse is a horrible one. As we discussed in Success Principle 8, the world is changing and so should we. Just because something has been done a certain way for a while does not mean that it is done right. Many times, we make decisions based on the information we "had" at the time. When new information presents itself, we must be willing and able to adapt. Seth Godin in his book, Small Is The New Big, talks about the fact that being adaptable is the business advantage that is need to grow and thrive. Google even recognized this yesterday in announcing that the current CEO will be stepping down to allow one of the co-founders to come back in with more adaptability and entrepreneurship. The second one was that it is easier or less stressful. You learn through basic priority management that our tendency is to do what is easy before what is hard, what we like before what we don't like, etc. To be successful, you must be disciplined to do what is right, not what is comfortable. If we are unwilling to do what is necessary for our success, then success is sure to elude us. The third one is that a company has never evaluated what works and what doesn't work. This happens more often than we realize. We will often come up with a plan, execute on that plan, and hope it works out. When it isn't working, we just do more of it in hopes that it will. We can't throw money at a problem. We can't expect things that are never inspected to just work out. We must be willing, able, and ready evaluate and change whenever necessary.
Look at what is going on in your business. What are the things that are not useful? What are the things that are not producing results? What are the things that need to be cut out? I was on 4 volunteer boards at one time almost 10 years ago. When I began to evaluate whether or not this was helping me and my business, it was plain to see that it was not. I, therefore, decided to only be on the board that I actually was passionate about. By eliminating the stuff that was bad for me, and actually bad for the board as well, I was able to be more focused and productive.
We all have crap in our lives that is bad for us, that hurts our businesses, and holds us back. What is it that you need to "Cut The Crap" out of?
To Your Success!
Jody Holland
MuRF Systems
Thursday, January 20, 2011
Success Principle 8 - The Reinvention Principle
Don't you just love Service Merchandise as a National Retail Chain? Oh yeah, it's not in business any more. It went out of business with it's head held high believing that it shouldn't change. After all, it had been very successful for a number of years doing what it had done. K-Mart was the same way until it was purchased. Montgomery Wards, Eckerd's Pharmacy, and a whole host of other organizations refused to reinvent themselves. It does not ever end well for the folks that dig their heels in and demand that the world not change around them. Because whether we like or not, the world is going to change.
The key point of the reinvention principle is that your should hold to your core values and adapt your approach in order to continue helping others through your business. You may have to change up your products, their delivery, or the look and feel of the organization in order to stay ahead of or even at times "in" the game. How often have you seen an organization that was at one time the image of greatness, then refused to change, and became the image of stubborn failure? It happens all the time around us. Look at the start of a great company. They are generally great because they are unique, different, and innovative. They invented themselves.
Go three years down the road with that company. Now they are the same invention they were, but there are 1000 other companies that are just like them. They no longer stand out. If they had continued their innovation and creativity, instead of being stuck with their first idea, they would still be the leader. As a company, if you are not continuously reinventing yourself, you will not last.
So go out there and invent, reinvent, and reinvent. Never rest on your laurels! Look at the markets. Fill a need. Adapt to the changing needs or the aspects of that specific need. I believe that you can accomplish it!
To Your Success!
Jody Holland
MuRF Systems
www.murfsystems.com
jody@murfsystems.com
The key point of the reinvention principle is that your should hold to your core values and adapt your approach in order to continue helping others through your business. You may have to change up your products, their delivery, or the look and feel of the organization in order to stay ahead of or even at times "in" the game. How often have you seen an organization that was at one time the image of greatness, then refused to change, and became the image of stubborn failure? It happens all the time around us. Look at the start of a great company. They are generally great because they are unique, different, and innovative. They invented themselves.
Go three years down the road with that company. Now they are the same invention they were, but there are 1000 other companies that are just like them. They no longer stand out. If they had continued their innovation and creativity, instead of being stuck with their first idea, they would still be the leader. As a company, if you are not continuously reinventing yourself, you will not last.
So go out there and invent, reinvent, and reinvent. Never rest on your laurels! Look at the markets. Fill a need. Adapt to the changing needs or the aspects of that specific need. I believe that you can accomplish it!
To Your Success!
Jody Holland
MuRF Systems
www.murfsystems.com
jody@murfsystems.com
Thursday, January 13, 2011
Success Principle 7 - The Monopoly Principle
The winner of Monopoly, like the winner in life, plays to win. The loser just plays. --Jody Holland
Most people have played Monopoly at one time or another. It is a great game. It teaches you about the game of business. In Monopoly, you win by having more ways for people to pay you and avoiding having to pay too many things to others. Wow! That sounds just like winning in life. If you are going to be successful in life, you look for ways that you can maximize your residual and passive income streams.
The grind in Monopoly is to make it around the board and collect $200 for your ability to roll dice. The grind in life is to make it through each pay period and collect what you are due for your efforts. The winner in Monopoly owns properties, ideally all of any one kind (hence the name Monopoly), and then invests in that property. In business, you own your opportunities and you invest in them.
You see, life is a game. No, the winner is not the one with the most toys. The winner is the one who maximizes his or her resources and creates a way to earn increasing amounts of money with decreasing amounts of effort. There will always be people who stick to the grind. Grinding away without a plan for future freedom is not what is typically defined as success though. You have to work hard, make it around the board, invest whatever you have available in your opportunities, and after a few laps around life's game-board, you start to see the fruits of your labor. You start to see your residual income and/or passive income grow without your efforts growing in direct proportion.
So, what game are you playing? How are you playing the game? Are you playing the game to win or are you just working the grind? I would challenge you to find a way to maximize your own talents, put the to work, start a small business, or even a side business. Do something so that you will be on your way to your definition of freedom and success.
To your success!
Jody Holland
MuRF Systems
www.murfsystems.com
www.murfopportunity.com
Most people have played Monopoly at one time or another. It is a great game. It teaches you about the game of business. In Monopoly, you win by having more ways for people to pay you and avoiding having to pay too many things to others. Wow! That sounds just like winning in life. If you are going to be successful in life, you look for ways that you can maximize your residual and passive income streams.
The grind in Monopoly is to make it around the board and collect $200 for your ability to roll dice. The grind in life is to make it through each pay period and collect what you are due for your efforts. The winner in Monopoly owns properties, ideally all of any one kind (hence the name Monopoly), and then invests in that property. In business, you own your opportunities and you invest in them.
You see, life is a game. No, the winner is not the one with the most toys. The winner is the one who maximizes his or her resources and creates a way to earn increasing amounts of money with decreasing amounts of effort. There will always be people who stick to the grind. Grinding away without a plan for future freedom is not what is typically defined as success though. You have to work hard, make it around the board, invest whatever you have available in your opportunities, and after a few laps around life's game-board, you start to see the fruits of your labor. You start to see your residual income and/or passive income grow without your efforts growing in direct proportion.
So, what game are you playing? How are you playing the game? Are you playing the game to win or are you just working the grind? I would challenge you to find a way to maximize your own talents, put the to work, start a small business, or even a side business. Do something so that you will be on your way to your definition of freedom and success.
To your success!
Jody Holland
MuRF Systems
www.murfsystems.com
www.murfopportunity.com
Wednesday, January 12, 2011
Success Principle 6 - W.O.W.S.E.
Your success is not the responsibility of your childhood, your parents, your friends, even you company. --Jody Holland
The resolve that must be made in order to find success is that you will succeed With Or Without Someone Else (WOWSE). Wowse, that can be tough. Most people are looking for others who will "make" them successful. They want their marketing department to put together the perfect campaign that will draw people in and have them ready to buy. They are waiting for their manager to do something to make them successful. We spend so much of our time wanting other people to do something that will ensure our success. It may not happen. That was the message that I got early on in business. Even though I wanted referrals from the Chamber, it might not happen. Even though I wanted my friends who were managers to buy from me, it might not happen. Nothing is assured.
You are the only one that can do what it takes to be successful for you. If you don't have the marketing budget that you want/need, then get creative and figure out how to reach people. If you don't have the sales experience that you would like, then go get it. If you don't know how to do something, then go learn! You can achieve anything that you decide you want bad enough.
I think that the challenge is really that we want to have someone or something else as an excuse for our lack of success. We don't want to have to accept personal responsibility for not achieving what we know we are capable of achieving. It may be easier now to use outside things as excuses, but it is disheartening in the end. You will never truly be happy until you live into your fullest potential. Your potential has nothing to do with anyone but you. So what is it that you will do...
With Or Without Someone Else?
To Your Success!
Jody Holland
MuRF Systems
The resolve that must be made in order to find success is that you will succeed With Or Without Someone Else (WOWSE). Wowse, that can be tough. Most people are looking for others who will "make" them successful. They want their marketing department to put together the perfect campaign that will draw people in and have them ready to buy. They are waiting for their manager to do something to make them successful. We spend so much of our time wanting other people to do something that will ensure our success. It may not happen. That was the message that I got early on in business. Even though I wanted referrals from the Chamber, it might not happen. Even though I wanted my friends who were managers to buy from me, it might not happen. Nothing is assured.
You are the only one that can do what it takes to be successful for you. If you don't have the marketing budget that you want/need, then get creative and figure out how to reach people. If you don't have the sales experience that you would like, then go get it. If you don't know how to do something, then go learn! You can achieve anything that you decide you want bad enough.
I think that the challenge is really that we want to have someone or something else as an excuse for our lack of success. We don't want to have to accept personal responsibility for not achieving what we know we are capable of achieving. It may be easier now to use outside things as excuses, but it is disheartening in the end. You will never truly be happy until you live into your fullest potential. Your potential has nothing to do with anyone but you. So what is it that you will do...
With Or Without Someone Else?
To Your Success!
Jody Holland
MuRF Systems
Tuesday, January 11, 2011
Success Principle 5 - Goals
"It is not the mountain we conquer, but ourselves." --Edmund Hillary
I have the chance to speak with business owners on a regular basis. I will often ask them what their goals are for the next 12 months. I normally get answers like... I want to grow by 10% While growing by double digits is always a good idea, how you will accomplish that is critical to understand before the dream can become a reality. As George W. Bush would have said... "The man is using fuzzy math." We don't want or need goals that are really just hopes. We want and need a solid plan for how we will grow when that is what we want.
In order for a goal to be realized, the steps in the process must be broken down into their smallest trackable pieces. Let's say that your organization did $500,000 in business last year and you want to do $600,000 in business this year. You need to understand how you can get there. The following questions will help you to set attainable goals.
1. What is the total number of customers or clients that you served last year and the total amount of business? Divide the customers into the total business to get the average value of a customer to your organization. For easy math, let's say that each customer is worth $25,000 to your organization. This would mean that you had 20 customers for a total of $500,000 in business.
2. How many customers do you normally lose per year for any reason? Let's say that number is 5 in an average year. This would mean that you need to add nine (9) new customers in order to replace those you will lose and achieve the overall objective of $600,000 in business.
3. How many presentations does it normally take to get a new customer? Let's say you present five times in order to close one customer. That would mean that you need to make 45 presentations to close nine (9) new customers.
4. How many phone calls does it take to get one appointment to make a presentation? Let's say it takes you 3 phone calls to get 1 appointment. This would mean that you need to make 135 calls to get to your 45 presentations, to get to your 9 clients, to get to your $600,000 in business.
5. This would mean that you need to make 2.8 calls per week to get to your objective of 11.25 calls per week, to make 3.75 presentations per month... you get the picture.
The key is to break a goal down into its essential parts. If you know that you can make one call per day and achieve your goal of an increase in business by $100,000 over the previous year, then success is not that daunting. The problem is that most people don't discipline themselves to do the daily activity that gets them to the longterm success. They talk about how people aren't buying, or how the economy is down, or some other reason for not growing.
You can achieve anything you want to if you are willing to break down the goal into daily, trackable activity and perform the critical activities.
Are you willing to lay out the important pieces of your goals and then work your plan? I hope so! You will be happier and more prosperous if you live into your fullest potential.
To Your Success!
Jody Holland
I have the chance to speak with business owners on a regular basis. I will often ask them what their goals are for the next 12 months. I normally get answers like... I want to grow by 10% While growing by double digits is always a good idea, how you will accomplish that is critical to understand before the dream can become a reality. As George W. Bush would have said... "The man is using fuzzy math." We don't want or need goals that are really just hopes. We want and need a solid plan for how we will grow when that is what we want.
In order for a goal to be realized, the steps in the process must be broken down into their smallest trackable pieces. Let's say that your organization did $500,000 in business last year and you want to do $600,000 in business this year. You need to understand how you can get there. The following questions will help you to set attainable goals.
1. What is the total number of customers or clients that you served last year and the total amount of business? Divide the customers into the total business to get the average value of a customer to your organization. For easy math, let's say that each customer is worth $25,000 to your organization. This would mean that you had 20 customers for a total of $500,000 in business.
2. How many customers do you normally lose per year for any reason? Let's say that number is 5 in an average year. This would mean that you need to add nine (9) new customers in order to replace those you will lose and achieve the overall objective of $600,000 in business.
3. How many presentations does it normally take to get a new customer? Let's say you present five times in order to close one customer. That would mean that you need to make 45 presentations to close nine (9) new customers.
4. How many phone calls does it take to get one appointment to make a presentation? Let's say it takes you 3 phone calls to get 1 appointment. This would mean that you need to make 135 calls to get to your 45 presentations, to get to your 9 clients, to get to your $600,000 in business.
5. This would mean that you need to make 2.8 calls per week to get to your objective of 11.25 calls per week, to make 3.75 presentations per month... you get the picture.
The key is to break a goal down into its essential parts. If you know that you can make one call per day and achieve your goal of an increase in business by $100,000 over the previous year, then success is not that daunting. The problem is that most people don't discipline themselves to do the daily activity that gets them to the longterm success. They talk about how people aren't buying, or how the economy is down, or some other reason for not growing.
You can achieve anything you want to if you are willing to break down the goal into daily, trackable activity and perform the critical activities.
Are you willing to lay out the important pieces of your goals and then work your plan? I hope so! You will be happier and more prosperous if you live into your fullest potential.
To Your Success!
Jody Holland
Saturday, January 8, 2011
Success Principle 4 - The Value of You
“I bargained with Life for a penny,
And Life would pay no more,
However I begged at evening
When I counted my scanty store.
For Life is a just employer,
He gives you what you ask,
But once you have set the wages,
Why, you must bear the task.
I worked for a menial’s hire,
Only to learn, dismayed,
That any wage I had asked of Life,
Life would have willingly paid.”
-Jessie B. Rittenhouse
The principle of establishing your right value is one that is difficult for people to swallow. Why do some people make $200 per hour and others only $8? Why do you make the wage that you make in life? We make the amount of money we do because we have decided on three (3) things...
1. You are willing to give up "X" in order to get "Y." You have determined how much you are willing to give up in order to get what you want. It generally follows that there is a sacrifice that you must make in order to achieve a high level of success. When the price is too high in a person's mind, then they set their sights lower.
2. You can only bill what you can believe. You cannot bill people for your services more than you feel that they are actually worth. If you can't see the value in the price, others won't be able to either. You have to be able to truly get a picture of the value that you bring to the table for a client.
3. You did not ask. This one is the toughest to accept. You don't get 100% of what you don't ask for. People have to know that you want something before they will give it to you. If you are wanting to make $150,000 per year, then you need to establish that you are wanting that.
Your value is wherever you set it and are willing to prove. You cannot simply say that you are worth a million dollars, and poof, it shows up. That would be the law of delusion. You have to lay out your plan, prove yourself, be willing to sacrifice, and ask for what you want. I have not found a client yet that would pay me without me asking for the money. I expect that I won't either.
Go get what you are worth!
To Your Success!
Jody Holland
And Life would pay no more,
However I begged at evening
When I counted my scanty store.
For Life is a just employer,
He gives you what you ask,
But once you have set the wages,
Why, you must bear the task.
I worked for a menial’s hire,
Only to learn, dismayed,
That any wage I had asked of Life,
Life would have willingly paid.”
-Jessie B. Rittenhouse
The principle of establishing your right value is one that is difficult for people to swallow. Why do some people make $200 per hour and others only $8? Why do you make the wage that you make in life? We make the amount of money we do because we have decided on three (3) things...
1. You are willing to give up "X" in order to get "Y." You have determined how much you are willing to give up in order to get what you want. It generally follows that there is a sacrifice that you must make in order to achieve a high level of success. When the price is too high in a person's mind, then they set their sights lower.
2. You can only bill what you can believe. You cannot bill people for your services more than you feel that they are actually worth. If you can't see the value in the price, others won't be able to either. You have to be able to truly get a picture of the value that you bring to the table for a client.
3. You did not ask. This one is the toughest to accept. You don't get 100% of what you don't ask for. People have to know that you want something before they will give it to you. If you are wanting to make $150,000 per year, then you need to establish that you are wanting that.
Your value is wherever you set it and are willing to prove. You cannot simply say that you are worth a million dollars, and poof, it shows up. That would be the law of delusion. You have to lay out your plan, prove yourself, be willing to sacrifice, and ask for what you want. I have not found a client yet that would pay me without me asking for the money. I expect that I won't either.
Go get what you are worth!
To Your Success!
Jody Holland
Thursday, January 6, 2011
Success Principle 3 - Suck it up!
Success principle number 3 may sound slightly harsh, but it is the basis for almost all success that a person will have in their life. The principle of "sucking it up" is one of doing what needs to be done and must be done, even when you don't really want to do it. So many people in life fail because they simply won't do what they know will make them successful.
For example, you own a business and know you need to make 5 new presentations per week in order to succeed and you make 5 per quarter instead. Or, you know you are supposed to work for 2 hours per day on your writing and you don't feel inspired, so you don't. Waiting to feel inspired to do something is no way to win in life. Suck it up and take some action! The inspiration will follow. We spend an inordinate amount of time doing everything BUT what we know we need to do to win in life. Why?
From my observation, I think that people do that because they do not take responsibility for themselves and for their future. They are looking for someone or something else to blame when things don't work out. The economy is bad, or people were not there when I called, or whatever you would like to say. I have used some of those excuses myself. The truth is, you have the capacity to accomplish great things. You were intended to be a winner. You were meant to be great. You simply have to "suck it up" and grab the success that is waiting for you.
If you take action, and try, then try again, you have the greatest likelihood of winning. If everything has to be perfect for you to do something, then you won't. You don't have to know everything about a product or service. You don't have to have the perfect pitch. You don't have to get 5 opinions. You simply have to act.
Although the title may sound harsh, if you will tell yourself to "suck it up" and take action any time you start wanting to avoid the best behaviors, you will push yourself to win. Other people may not be able to talk to you that way, but you can get away with it.
Just like any 12 step program, sometimes we have to be harsh with ourselves and admit exactly where we are. Where are you right now? What things have you avoided doing that you know will make you more successful? Will you commit to do them and win this year? Will you "Suck It Up?!"
To Your Success!
Jody Holland
www.murfsystems.com
For example, you own a business and know you need to make 5 new presentations per week in order to succeed and you make 5 per quarter instead. Or, you know you are supposed to work for 2 hours per day on your writing and you don't feel inspired, so you don't. Waiting to feel inspired to do something is no way to win in life. Suck it up and take some action! The inspiration will follow. We spend an inordinate amount of time doing everything BUT what we know we need to do to win in life. Why?
From my observation, I think that people do that because they do not take responsibility for themselves and for their future. They are looking for someone or something else to blame when things don't work out. The economy is bad, or people were not there when I called, or whatever you would like to say. I have used some of those excuses myself. The truth is, you have the capacity to accomplish great things. You were intended to be a winner. You were meant to be great. You simply have to "suck it up" and grab the success that is waiting for you.
If you take action, and try, then try again, you have the greatest likelihood of winning. If everything has to be perfect for you to do something, then you won't. You don't have to know everything about a product or service. You don't have to have the perfect pitch. You don't have to get 5 opinions. You simply have to act.
Although the title may sound harsh, if you will tell yourself to "suck it up" and take action any time you start wanting to avoid the best behaviors, you will push yourself to win. Other people may not be able to talk to you that way, but you can get away with it.
Just like any 12 step program, sometimes we have to be harsh with ourselves and admit exactly where we are. Where are you right now? What things have you avoided doing that you know will make you more successful? Will you commit to do them and win this year? Will you "Suck It Up?!"
To Your Success!
Jody Holland
www.murfsystems.com
Wednesday, January 5, 2011
Success Principle 2 The A.R.F. Principle
The A.R.F. principle. Things only flow smoothly if you operate with Absolute Rigid Flexibility. Jody Holland
I began using this principle early on in business. I am not sure it was by choice as much as it was by necessity. I learned very quickly that if you try to control everything, then work will control you. The goal of being out one's own is almost always to create personal freedom AND financial success. I, like most entrepreneurs, wanted to find a way to live the dream that had been in my head for years. So, I began working with clients to build the skills of their people.
I found that clients don't always do "exactly" what you prescribe for them though. In learning this valuable, and painful lesson, I discovered that I must be adaptive to their needs and to their desires. They are not there to bend to my will. I am there to serve them. This could mean that during a training on communication, we really need to talk about culture and end up skipping a few slides in my "well thought out" plan. That's okay.
I have found that if I am prepared AND responsive, then we can accomplish what the client is looking for. The same is true, regardless of the industry one is in. If you are going in to buy a new cell phone and the sales/service rep just wants to talk about how cool the iPhone is or the Blackberry Torch, but all you want is a phone that makes and receives phone calls, you will get turned off to the company. If you go to a car lot to look at cars and the sales person "tells" you what you need to buy and then uses the "What kinds payments do we need to get to get you in this sucker today" line, you get turned off. Our clients, our customers, even our friends and family want us to be able to be adaptive.
If you are unwilling or unable to bend, then you will eventually break, or at least be broke. Practicing Absolute Rigid Flexibility, the ARF principle, is how you stay in tune with those that you serve.
I want to be clear that I am talking about being adaptive to needs, not bending your values. When you are adaptive, you are seen as a person who is listening and wants to find what is best for the other person. That builds relationships and creates lasting success.
To Your Success!
Jody Holland
I began using this principle early on in business. I am not sure it was by choice as much as it was by necessity. I learned very quickly that if you try to control everything, then work will control you. The goal of being out one's own is almost always to create personal freedom AND financial success. I, like most entrepreneurs, wanted to find a way to live the dream that had been in my head for years. So, I began working with clients to build the skills of their people.
I found that clients don't always do "exactly" what you prescribe for them though. In learning this valuable, and painful lesson, I discovered that I must be adaptive to their needs and to their desires. They are not there to bend to my will. I am there to serve them. This could mean that during a training on communication, we really need to talk about culture and end up skipping a few slides in my "well thought out" plan. That's okay.
I have found that if I am prepared AND responsive, then we can accomplish what the client is looking for. The same is true, regardless of the industry one is in. If you are going in to buy a new cell phone and the sales/service rep just wants to talk about how cool the iPhone is or the Blackberry Torch, but all you want is a phone that makes and receives phone calls, you will get turned off to the company. If you go to a car lot to look at cars and the sales person "tells" you what you need to buy and then uses the "What kinds payments do we need to get to get you in this sucker today" line, you get turned off. Our clients, our customers, even our friends and family want us to be able to be adaptive.
If you are unwilling or unable to bend, then you will eventually break, or at least be broke. Practicing Absolute Rigid Flexibility, the ARF principle, is how you stay in tune with those that you serve.
I want to be clear that I am talking about being adaptive to needs, not bending your values. When you are adaptive, you are seen as a person who is listening and wants to find what is best for the other person. That builds relationships and creates lasting success.
To Your Success!
Jody Holland
Tuesday, January 4, 2011
Success Principle 1 - The Rest Stop Principle
The road to success is full of tempting, yet unfruitful, rest stops. Jody Holland
One of the key challenges that I see people face in their quest for personal success is the challenge of when to focus and when to rest. Rest is an essential part of staying balanced. Too much rest, though, is cause for failure. I have seen people over and over again go into business and wait. They wait for people to come to them. They wait for a website to get built. They wait for all the knowledge of the company to soak into their brains. And while they are waiting, they get passed by the competition.
The reason it is called the road to success is because you are intended to keep moving. If you are in the rest stop, you are not making progress. Many sales people fail because they don't GO and see people. Many business owners fail because they don't GO and build their business. Action is the first, and perhaps most important, of the principles of success. Without focused action, there are no positive results.
As you move into this new year, strip away the excuses of waiting on things to happen for you. The American economy was made great by people who took action, not by people who waited to see what the economy would do, or waited to see where the market trended.
So hit the on-ramp for the road to success, put the accelerator to the floor, and MAKE things happen this year!
To Your Success!
Jody Holland
One of the key challenges that I see people face in their quest for personal success is the challenge of when to focus and when to rest. Rest is an essential part of staying balanced. Too much rest, though, is cause for failure. I have seen people over and over again go into business and wait. They wait for people to come to them. They wait for a website to get built. They wait for all the knowledge of the company to soak into their brains. And while they are waiting, they get passed by the competition.
The reason it is called the road to success is because you are intended to keep moving. If you are in the rest stop, you are not making progress. Many sales people fail because they don't GO and see people. Many business owners fail because they don't GO and build their business. Action is the first, and perhaps most important, of the principles of success. Without focused action, there are no positive results.
As you move into this new year, strip away the excuses of waiting on things to happen for you. The American economy was made great by people who took action, not by people who waited to see what the economy would do, or waited to see where the market trended.
So hit the on-ramp for the road to success, put the accelerator to the floor, and MAKE things happen this year!
To Your Success!
Jody Holland
Monday, January 3, 2011
Don't live your fears!
Each of us has the option to either live in our hopes or live in our fears. If you will take a few minutes to reflect back on 2010, you will see, like most, that many of your decisions were more predicated on what you were afraid of than what you hoped for.
As a entrepreneur, I think I have a much higher tolerance for risk than most. When I started my business, I had a 6 month old daughter, a new house, and a new car. I was leaving a good paying job. I had wanted to be in business for myself my whole life. I had started several micro-businesses as a young person. I had even been given the opportunity to buy a business at a great price as I was graduating from college. At that point, though, I was afraid of what "might" happen. I was afraid that I would fail. I was afraid that people would not respect me. I was afraid that I would not be good enough. Finally, 11 years ago, I decided that I did not want to be afraid of those things anymore. I wanted to pursue the hopes and dreams I had, instead of avoiding the fears that I had.
To this day, I struggle at times with being afraid of failing, getting hurt, or not being good enough. I hope and dream for a great future though. And, I resolve this year to live in my hopes, not in my fears!
I would challenge you to do the same. Live your life in a such a way that you don't have to look back at the end and "wish" you had tried something. Look back and know that you lived your life the way you intended to, in your hopes!
To Your Success,
Jody Holland
As a entrepreneur, I think I have a much higher tolerance for risk than most. When I started my business, I had a 6 month old daughter, a new house, and a new car. I was leaving a good paying job. I had wanted to be in business for myself my whole life. I had started several micro-businesses as a young person. I had even been given the opportunity to buy a business at a great price as I was graduating from college. At that point, though, I was afraid of what "might" happen. I was afraid that I would fail. I was afraid that people would not respect me. I was afraid that I would not be good enough. Finally, 11 years ago, I decided that I did not want to be afraid of those things anymore. I wanted to pursue the hopes and dreams I had, instead of avoiding the fears that I had.
To this day, I struggle at times with being afraid of failing, getting hurt, or not being good enough. I hope and dream for a great future though. And, I resolve this year to live in my hopes, not in my fears!
I would challenge you to do the same. Live your life in a such a way that you don't have to look back at the end and "wish" you had tried something. Look back and know that you lived your life the way you intended to, in your hopes!
To Your Success,
Jody Holland
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