Staying Disciplined

A client called me today to explain why she can't cold call. She's a real estate agent for very high end homes in the Southern California market. She says she feels awkward using the scripts she received from her office.

The message to her prospects is this, "If you are selling your home or are planning to sell your home within the next 3 months, please call me." She can wrap other language around that - but that's the essence of the message.

Somebody she cold calls in the next 2 weeks is going to be delighted she called. Her call solved a problem for them.

That's Blackbelt Coaching. Because I'm probably not the best person to call to say you can't do something. Blackbelt Coaching has no time for "can't". Can't means won't. I want to hear CAN and WILL. I instructed my client to set a two week cold calling schedule. She is to spend 2 hours every day cold calling. My client will now be accountable to me on a daily basis for her cold calling time for the next two weeks.

I was a professional sales person at Xerox Corporation and I was good at it. I loved the competitive spirit of selling and really loved to win big deals. I was also at Xerox at a time when corporations were spending money training managers, sales people, customer service (seems like a long time ago, no?) and I benefited from that training.

I learned that if you are in sales - and we're all selling something - you MUST cold call. It takes discipline and guts and absolutely seperates the men from the boys, so to speak.

I also suggested she buy 100 small American flags, attach them to her card, and get out in the field.

Her call and/or card is a solution to someone's problem.

Giving Back

I've watched with interest the press conference yesterday with Warren Buffett and Bill and Melinda Gates in which Mr. Buffett gave over $37 billion to the Bill and Melinda Gates Foundation.

I must say that I was impressed with much of the language I heard. I really enjoyed Melinda Gates and her grasp on the universal axiom "to whom much is given, much is expected". I liked hearing from Bill and Melinda how they view their responsibility in managing this vast wealth they've been entrusted with to do good for the impoverished of the world.

The 6th Point in the 7 Point Dynamic Transitioning program is all about giving back. For me, teaching Competitive Marketing and Strategy at UCLA is one way in which I give back professionally. I have also served on charity boards here in Los Angeles. And I make private donations as appropriate. It is important to give back where you've received.

I recommend you find ways in which to Give Back and do it now. Whether you have great wealth, like the Gates', and need to establish a Foundation or Family trust; or have modest wealth and should be looking for community opportunities for giving back; or you feel you have "nothing" and you need to kick the circulation in your life by giving something, no matter how small, get busy. There's no time like the present to tackle this area of your professional, personal, and/or spiritual life. Don't wait another minute....seek ways to give back and you will have an intuitive knowing of what to do.

6. Giving Back
The power of GIVING. Nothing is more rewarding than giving back. Nothing hurries RECEIVING as rapidly as giving. The universal law is that what you give you get back tenfold. If you want a meaningful life you must do meaningful things. How to give back personally. How to give back professionally. What is your social responsibility? Get involved. Put the power of increase to work for you.

Who's on your personal advisory board?

Have you heard of this concept? Creating a "personal board of directors"? I like it and I've heard about it being implemented successfully.

Blackbelt Coaching approaches this differently. I help you create a personal advisory board. There has got to be a win-win created between you and your advisory board members and you'll figure out what that means in your situation. These are most likely very busy and important people and you must respect that from the beginning.

You'll know exactly what you need from your board. You will not waste anyone's time. You'll be focused, ready to listen, and ready to implement. You're then accountable to me for the implementation - your board is too busy. I'll keep you on track.

You will be amazed at how much gets accomplished.