Only by growing and becoming more advanced personally can we ever really influence the world around us…not by force, but simply by being a much more effective version of…us. My good friend Mike Pickard for instance reads from 50-60 books a year  to be of even greater service and value to those he serves. So, change others? Naw. Instead, let’s take the advice of another very wise man:

“Be the change you want to see in the world.”
~ Gandhi

Bob Burg had the above in a recent posting online and got me thinking of what to blog about. I even shamelessly borrowed (no plagiarized his title) Bob is a man in conjunction with co-author John David Mann have been prolifically writing many outstanding books speaking to what it means to be a Go-Giver and a man of integrity.

For those that know me well, trying to live a life of integrity is what I strive for. Do I commit sins of omission or commission? Indeed but I try to make things right the moment I realize that a defect of character has once again raised to the surface. It boils down to keeping my side of the street clean and always taking the high road and doing whats right for those I serve. It’s about developing character. Not creating a corporate vision or mission statement and then never walking the talk…

In a business scenario, the focus is about the client’s needs first and foremost - not about calculating commissionable earnings prior to looking at customer solutions based on profit.  I firmly contend and ask you to consider that once one strays off center it becomes easier to start straying down a self serving path that eventually can come back to bite you. Go long and ask yourself how do I wish to be remembered? What will people talk about at my funeral service?  Personally how are you being measured by others?

It’s not about perfection but seeking continuous improvement. By doing ones best for those we serve, (“always”) soon people begin to refer you to those they care about. Good long term loyal clients ensure that a solid business foundation is not only built but great growth will occur. Client retention and solid referrals will have a tremendous impact on growth and personal earnings when integrity is applied.

Some industries have compliance and regulations in place to protect consumers but if you read the papers or watch the news, more and more you hear about far too many bending rules or downright breaking them for personal financial  gain.  What constitutes right and wrong for many isn’t what it used to be even 10-15 years ago. WII-FM is the only FM station many listen to (What’s In It For Me).

In upcoming Blogs I will be featuring businesses and their owner’s who I know personally to be of high integrity. They unfortunately are becoming the exception to the rule and not the standard they once were. Further to this books and authors  that walk the walk and are people of integrity.

“The soul is dyed the color of its thoughts. Think only on those things that are in line with your principles and can bear the light of day. The content of your character is your choice. Day by day, what you do is who you become. Your integrity is your destiny – it is the light that guides your way.”

~Heraclitus, 535-475 BC, Greek Philosopher 

If you know some of these real modern day heroes that are doing it right please let me know how they are so that we might in some small way promote them. As Bob Burg and Bill Smalley are trying to broadcast, “Its not about but all about you” is the success formula on so many levels.

Live every day like it was your last – what value did I provide today!

“Nuf said.

Once again I draw inspiration from the one and only Harvey Mackay. It was he, well over 20 years ago that  got the ball truly moving in the right direction for me. Having landed my first outside sales position, a manufacturer’s representative provided me  two cassettes which  I have played over and over. I became an immediate fan of the Go-Giver from Minnesota of all places. I started putting his ideas to work and the little successes started to grow almost immediately into far bigger successes…

However you measure it,  success is sweet but is doesn’t happen overnight! Many times I liken the career path of a professional sales rep to an adventurer taking the road less travelled.  It’s a journey or a process and not a destination. Are there bumps in the road? Absolutely plenty of them which can derail a successful career and lead you down a path of negativity. Discouragement, disappointments, even occasional failures… It’s all in how we either dwell on them or use them as a learning experience. I believe it was Dennis Waitley in the early “80′s that used to tell all that would listen to call them temporary setbacks or learning experiences  – reframe it.

Look back on past successes and achievements. Don’t forget to include what you feel in your heart of hearts what your yet untapped potential is! Goal setting is huge. You here it time and time again but so few undergo the actual process of committing  these goals to paper. Once done what is your plan with a proposed timeline to achieve them? Be specific as possible – not vague. If you aim high you may miss your mark however aim low and you hit the target every time!

Instead of being overwhelmed by failure, be inspired by success! Hang out with positive sales leaders either in your firm or industry where possible. Seek out those rare leaders that take the high road and use integrity as their moral compass. Remember too that is all about ensuring you give service and value to the clients you serve. If the primary motivator is only about commissionable earnings the successes obtained in most cases will not be sustained over the long haul. I’m not saying that profit is a bad thing – anything but! At the end of the day if you’re not making a profit you are simply practicing working (a famous Kit Grant line). It is a by-product that should happen naturally as a result of delivering value (products or services). In my particular case it’s about being passionate about assisting clients live their lives in financial comfort. Having a firm belief, no,  a strong conviction in what I do is not just important but of paramount importance. For me it’s all about of being of true service to those I serve.  By doing the right things and at the right time, the law of reciprocity kicks in – that simple.

Rethink your strategy (hopefully you have one) if necessary. Surround yourself with positive people who will provide the encouragement that will help you realize what is possible. We all have friends like this close at hand. In my particular case people like  Stuart, Bob, Chad, Jordan, Jass, Mike, Kirk…very cool.

Re-evaluate your goals (what are they – are they written down and read daily). Are these goals realistic, achievable, specific and measurable? All these components are necessary in the measurement of your success. How else will you know if you have succeeded?

Focus on improvement not perfection. You can always do more, achieve more, get more. Track your progress so you can see how much closer you have come to reaching your goals and ultimate success.

Be proactive. Create your own opportunities by working on what you can control instead of what is beyond your reach. We crawl before we walk, walk before we run…

Don’t be afraid to make mistakes. Put your ideas out there and give them a chance to succeed and learn from the mistakes made. Think and Grow Rich (a classic must read) by Napoleon Hill is full of stories of how splendid successes resulted from colossal failure in business history. Make history repeat itself!

Instead of being overwhelmed by failure, be inspired by success. 2012 is around the corner have an outstanding year.

Regardless of the industry or market segment, there are true inspirational people that quietly go about their chosen work providing untold value to those they serve. One such individual recently celebrated a 25 year milestone in the financial services industry and was the inspiration for this particular blog post. Although he is not an official mentor to me , personally I draw inspiration from him because he is so humble and free of hubris or the big ego sometimes prevalent with so many top performers…

My friend Bob Burg along with co-author John David Mann have published a highly acclaimed series of books (3 at this point) using the term Go-Giver (highly recommended reads). Quite simply put ,you give more in value than you take in payment; you touch many lives with that value; you put other people’s interests first; you operate from a foundation of authenticity; and you allow yourself to receive.

Of course, while a Go-Giver doesn’t “give to get” but “gives to give,” they also know that doing this creates a benevolent context for success; the powerful seeds of goodwill they’ve cultivated will come back to them many times over, in the form of direct business and referrals.

 There are people  around us like Ray Simundson (a veritable Go-Giver) that are genuine however not as common today – old school values.  They give for the sake of giving, and are selfless. They approach people with compassion, and listen with real curiosity – a veritable breath of fresh air where so many are caught up listening to but one FM station – WIIFM (Whats In It For Me).

There are many paths one can take in building a professional services practise. Ray follows a path less often travelled. Men of real passion and unshakeable integrity are the humble heroes  I want to emulate. Humble, brilliant and focused on providing tremendous value to those they serve. In doing so, reciprocity just happens naturally!

A true friend sticks with you through the good times and the bad, A true friend will say what you might not want to hear, but a true friend won’t stay mad…

A true friend looks from the inside out and doesn’t judge by a glance A true friend will stick by you even when you take a stance…

A true friend loves you for who you are not what you could be… A true friend should be cherished cause’ few exist…

Many times the same is not true about relationships in the workplace . I have found that far too often many are tuned to one FM station, WII-FM “what’s in it for me”. As the direction of the wind changes or your short term usefulness or profitability…

Had the opportunity to spend some time yesterday with a real friend and it got my mind thinking about the difference between the two. The dictionary talks about how a friend is someone you know,  like and trust but when you get disappointed or hurt by acts of either omission or commission…what then? Does the status change to being be friended like on Facebook…hmmmm This is where true friendship comes to the top. A very good friend and mentor of mind once told me, “to have a friend you must first be one”.

In the infantry, where true teamwork has no equal, they will   take a bullet if need be for their fellow comrade in arms and they would  reciprocate in turn. That’s commitment you don’t get in professional sports or in business.

This leads me to what is real commitment to an individual or goal? It’s about taking the time to develop a well thought out strategic plan, taking ownership of same by committing to it and then executing that plan until completed. Having the faith, vision and seeing it through. Daring to plan big!

Dare to dream, have big goals, commit them to paper, develop a strategic plan, create a like-minded team …win and share in the victories en=ven the small ones…

Amazing what hits the page after a limited night of sleep!

 Leadership is the key to success in military operations in peace and in war, as it always has been through the centuries. Yet it is a subject that doesn’t get the attention it deserves today particularly in business. The basic principles of leadership and man management are both timeless and universal.

What I would  like to do is speak to a few very straightforward rules that have helped me immensely. I don’t lay claim to any originality here as many points were demonstrated through example by many talented NCO’s and officers that I served under in my first career as a career soldier back in the early ’70′s.

Definition  “LEADERSHIP is the art of influencing others to do willingly what is required in order to achieve an aim or goal.”

Many of the problems faced by managers today, at all levels, stem from the fact that the art of leadership seems to be dying. Is is being (or has been) replaced by mechanical processes of control that seem to make little distinction between the men and the machines that make up the system. Modern managerial techniques introduced in the name of efficiency and economy, often tend to dehumanize the organization and its individuals.

 Because computers and machines obey instructions consistently and without complaint, modern managers are inclined to assume that people should respond in the same way. They don’t of course. They have capacities, strengths and breaking points that differ from individual to individual as well as from situation to situation. Unlike machines many people work best under stress. Unlike computers , their performance is influenced for better or worse by a wide range of human emotions which reflect, in large measure the quality of leadership that is being exercised.

Two primary qualities that are not as prominent with administrators as opposed to good leaders are integrity and courage.

Integrity means the refusal to deceive others in any way no matter what the circumstances. Leaders must make decisions and accept their results. (personal accountability) You must admit mistakes at least to yourself. Never try to bluff your way through or shake off your responsibility off on to others. This will do nothing but undermine your effectiveness as a leader. It doesn’t work!

Courage is to face danger in the knowledge that it exists. Courage is a quality of the mind which makes one refuse to be swayed from his aim by danger or difficulty. It is a quality that enables a man to marshal all his abilities and powers to overcome the hardships standing in his path. Perseverance then is the heart of courage.   A courageous man is the one who has succeeded in mastering his emotions and weaknesses.

It really boils down to not being afraid to make a decision or ask the  tough questions that sometimes should be asked … 

It’s Not ABout You! A little story about what should matter most in business!

Yes I have been called a disciple of Bob Burg and  co-author John David Mann ever since my friend Stuart Crawford first introduced me to Go-Givers Sell more. Just when we think they have co-authored an unbeatable (or non-repeatable success…) they come back and build upon the last with yet an another masterpiece forcing me yet again to be introspective.

Their writings have and keep me ever vigilant in regards to humility and so much more… in my last blog I spoke about my dear friend Ed Shayler who recently passed away in his 90′s and was the most humble man I know and was a real inspiration in spite of the injustices he suffered. He was like an Emmett Fox – he walked the walk every day.Even having spent over 4 years in the Japanese work camps as a POW here was a spiritual giant of character and integrity. His words to me years ago were that a humble man can never be humiliated. In this book the authors capture that essence of how humility is so often mis-perceived as a weakness when it is indeed a veritable strength.

The title of this blog is a phrase I have heard uttered for years by my good friend William (Bill) Smalley of Route Five International. When I first saw the tittle I wondered if perhaps some collaboration had taken place amongst the authors and Bill. No but so good to know that there are a few good men of  character with a similar powerful messaging screaming quietly that it isn’t what you say but really what you do when no one is watching. Bob and John you articulated this so very well – thank you.

My grand father back in the 60′s on the dock at our cottage on Lake Temagami taught me a couple of life’s best lessons. I must admit I forgot about them until years later. The first was,”the more I learn the less I know”. The second was about being a man of real character – a lesson I’m always reminded of thanks to another good friend in Scott Erb. He and Bob Fedirchuk are always talking about faith, taking the high road and always remaining grounded.

Wealth my grandfather used to say should really be measured by how well you serve others because reciprocity will kick in without having to be pushed! I always remember his telling me how it was easier pull a rope rather than push…I had forgotten about this until reading the book. Thanks for the reminder Bob and John.

So it really it isn’t about me “but” it’s all about you! In 1974 The Chief of Defense Staff of the Canadian Armed Forces wrote a paper on the importance of true leadership and how that looks as opposed to growing an organization of administrators. He saw then the shift taking place in business… Big difference indeed. True leaders in business today are far from the norm.

So – “It’s Not ABout You” (by Bob Burg and John David Mann) is now Frank’s top book of the year. Granted I only read 2 books a month “but”…

“Nuf said

The whole world remembers with sadness the recent passing of Steve Jobs. Very few would even know the name Ed Shayler whose funeral was held this past Sunday in Calgary.Unfortunate as he was a real unsung hero.

He was born in rural Saskatchewan in 1918 and was one of the very first to sign up for the 2nd World War in Winnipeg. He was one of the youngest men ever promoted to the rank of Sergeant and was sent over to Hong Kong. If you have never heard about this tragic part of Canadian history during the 2nd World War it is worth the effort to research it…

These poor veterans spent over 4 years as Japanese prisoners of war in the most deplora

Let me point out that the world is not divided into leaders and followers, but between people who understand leadership and those who don’t. CTECH under the leadership of Carl Fransen, who always takes a leadership position by offering real cost effective benefits to your business.

If I want a competitive  edge in business all my systems and processes should be examined and evaluated. When it comes to Calgary IT support or Calgary IT consulting why wouldn’t I as a business owner or manager want to employ IT services in Calgary that are industry leaders? How do can you turn your IT needs from being a cost centre into a profitable business investment?

Easy! Seek out real leaders whom adopt a customercentic focus  to provide solutions that make sense for your business needs - not some cookie cutter “me too” approach which is the norm. More importantly people don’t know how much you know until they know how much you care! Carl and his team don’t work with just anyone – if you are not committed to the success of your business they’re not a fit. WOW!

There is a difference between leadership and management.   Leadership is of the spirit, compounded of personality and vision-its practice is an art. Management is of the mind, more a matter of accurate calculation, statistics, methods, timetables, and routine’s –  practices of science…

After having met with Carl initially at a networking function for the Calgary Business Professionals Group, I asked him what made CTECH different?

Here is what he articulated to me:

Predictable Costs: No matter how many times you call CTECH for Calgary IT support – your costs never go up

Total Support: Call us at any time of the day, any day of the week; and our support strive to answer your call within 90 seconds

Business Solutions: CTECH solutions are designed to allow your workforce to increase their productivity and efficiency. We want our solutions to pay for themselves.

Dedicated Team: Our advisor’s goal is to improve the way you do business through technology. Following our philosophy, if you are successful, we are successful.

What an awesome business resource to partner up with without doubt one of the best values around – they get it!

Plain english solutions available 24/7 – that speak in simple enough terms that  a non-technical person can understand!

Give CTECH a serious look for your Calgary IT support or IT services in Calgary – but only if  your serious about higher standards and true measurable success! You get what you pay for and so much more if you have the right trusted advisors on your team. Leaders not followers…    www.ctechgroup.net

‘Nuff Said!

Are you currently employing strategic approach to business development?

Many years ago I had the opportunity to meet one of the finest sales trainers in William Smalley currently in the game today. God knows there are a host of self-proclaimed gurus, marketing /sales experts or even life coaches… One really has to perform due diligence to ascertain what real value they offer.

He and his team at Route Five International know firsthand of what they speak! In other words, they have the StreetSmarts because they have been top producers in both the marketing and professional sales arenas. Far too many supposed experts  of late have read a white paper or taken a course with particular author and in many cases paid large sums of money to become quote sales experts and trainers without ever having been in the trenches themselves.

One of the courses they offer, is “The Art of Business Development” and in my mind, is a game changer for any sales professional. In a recent survey, several hundred North American companies reported that, on average, well over 20% of their annual growth in the 1990′s came from business development work more than double the ratio that in the 80′s. The truth is, there is no such thing as a static state and business (or life) – you are either growing or dying.

Let’s look at some statistics: 80% of all new business orders are signed after the 5th NO and 92% of sales people quit by the 4th NO!

67% of all salespeople making new business presentations fail to ask for a customer commitment!

 8% of all salespeople get 60% of all new business!

Most salespeople are expected to do business development but are not properly trained and business development strategies or techniques. As such if you are looking at up in your bottom line. This is one seminar. I can’t recommend highly enough.

Route Five  International and Bill Smalley’s contact information can be found on Google – if you are truly committed to your own personal success and you are in a sales capacity (by the way we all are) fire up your browser of choice and make a decision. Do I want to grow my business or languishing mediocrity with results to match or watch  sales  numbers die.

Bill, thank you for introducing me to value creation concepts  – how that looks  but most importantly how effectively they work.

‘Nuff Said!

One of the most agonizing process for many is cold calling. The ratios from contact to obtaining an appointment are low and lots of time must be committed to this process.

There are a few excellent programs available to aid both novices and seasoned veterans alike, yet many struggle using many cold calling techniques. Might I recommend a few top drawer sources highly resources that you might want to check out. 

1) Bob Burg  – Endless Referrals, The Go-Giver, Go-Givers Sell More…all must reads.

2) Route Five International  www.routefiveinc.com - Intelligent Selling, The Art of Business Development…they offer bar none the absolutely best training on creating a USP (unique selling or now called unique value proposition) that I have ever experienced. William (Bill) Smalley also has a bolt on module that takes Cold  out of Cold Calling with a very simple approach that he has coached sales professionals with which has recently increased one organizations documented success rate to 26% (Awesome for cold calling!)  He is also a no-none sense coach that has real world experience and knows of what he speaks

3) Referral Coach International – Bill Cates  www.referralcoach.com / They offer one course in particular that is a game changer if you only execute a few of the strategies you will experience huge results and avoid cold calling altogether! “The Referral Advantage” is a training jam-packed with procedural steps… strategies that are absolutely outstanding.

4) Ulistic – Stuart Crawford www.ulistic.com - If you are a computer IT or support firm, look no further to get stratospheric results and dramatic bottom line growth. He and his team are one of the best values for all online marketing strategies for your business.