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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Peter got out of the boat and walked on water to meet Jesus.

True, he lost his confidence on the way and sank, but the point is, he got out of the boat.

 

We always hear about him losing his confidence and sinking, but what about the rest of the disciples?  Why didn’t they get out of the boat, why did they just sit there and watch?

 

What about you?

Are you getting out of the boat, or are you just sitting there and watching?

 

Remember; there  are three types of people.

Those that make it happen.

Those that watch what happens.

Those that wonder what happened.

 

To create great success in whatever you do, get out of the boat.

Take some action.

Lead the charge to make it happen.

 

Just like Peter, you might sink, but, at least, you got to try.

 

So, how do you get out of the boat and make it happen?

 

Here are three tips I would like to share with you today.

 

Comfort

“Nowhere has God promised anyone, even His children immunity from sorrow, suffering and pain.  He just promises to give us the strength to handle it.”

 

When you get comfortable, it is very difficult to move.  When you get comfortable where you are, you need to raise the bar, increase your expectations, and raise your goals.  Too often, we get comfortable and waste the talents and abilities we have or never take them to the level we could.

When you get comfortable, get out of the boat and try something new.  After all, you can swim so stop worrying about it.

 

Procrastination

“If you ignore it, it won’t go away, but will intensify.”

 

 In today’s world, we think stuff to death.  We analyze it until it is destroyed.  We keep searching for certainty, which does not exist.  You did not get to where you are by thinking about it.  You got there by getting out of the boat, by taking the risk, by making it happen.  When you find yourself in that procrastination mode, stop, and do something.  Action creates results.  When in doubt take some risks.

 

 

Hesitation

“Twenty years from now you will be more disappointed by the things you didn’t do than by the ones you did do.  So throw off the bowlines sail away from the safe harbor.  Catch the trade winds in your sails, Explore, Dream, Discover.”  Mark Twain

 

What is that old saying… he who hesitates is lost.  Not just lost, but left behind.  We hesitate so much today that the rest of the world is passing us by, and we are still trying to figure out why.  Hesitation can come from and in many forms.  Often, it is caused by a fear of failure.  Forget it, as failure is a part of success.  It is a price we many times have to pay to get to where we want to be.  Stop hesitating and get out of the boat, right now, today.

 

If you are not achieving the results you are looking for, then take a deep look and see if you are sitting back watching, instead of taking action.  Commit right now to get out of the boat and do it.

 

Coach Manny Nowak, helping you put the puzzle pieces of Sales and Marketing together into a strategic plan of action that doubles your sales.  To learn more about Doubling Your Sales Click here.

 

 

What are the right places? 

What are the right places for you?

I have to start by sharing a great networking experience I had the other night at an event hosted by my friend Todd.

 

This was a pro-basketball game pre-game networking event that lasted for 2 hours, followed by a ticket to the game.  Two hours of meeting people and building relationships. 

Wow!  I would have to classify this as a great event.

Why? 

Simply because in that 2 hours, I met 18 new people, 11 good connections, and 5 excellent potential customers. 

For me, this was the right place.

 

Are you networking at the wrong events?

 

Meeting few if any new people; spending too much time in small talk.

 

Not moving the people you meet any further in the sales cycle.

Wondering if networking is worth all the hype?

Asking how to find the right places.

 

How do you find the right places?  Let’s start with 3 simple things to look at.  These come from my new book.  The subject will be finding the right places to build relationships that generate revenue.  Keep watching, it’s due to be released later this year.

 

1/        Define what you are looking for – the profile of the contact you want to meet.

            What is the definition of the right connection for you to meet?

            Is it a sales person or a business owner?

            Are you looking for accountants, professionals, or trade people?

            Do you even know?

            Will this event have these types of people?

           

            You need to understand the what before you go out there.

 

2/        Define why you network.

            To make initial connections?

            To get people to come to an event?

            To find ways to get into certain organizations?

            Because you need people to buy yesterday?

 

            Why are you there?

            If you don’t understand this, how will you measure your success?

 

            Does this look like the right event to meet your needs?  

 

3/        Define the type of event you would find these people at?

            Would they be at chamber meetings?

            Do they go to tradeshows?  If so, which ones?

            Do they go to special events?

            Are they part of lead groups?

            Do they do networking in the morning, evening or at lunch?

 

This is just the start of the process. 

 

But if you just work these 3, you will be amazed at the difference it can make.

 

Looking to learn more and become that super networker?  Find the right places?  Do the right things to make 

networking work for you?  Come to the boot camp. 

 

CLick here to learn more!

 

Where is your focus?

Is it on the problem or the outcome? On what you can do, or what you can’t do?

On the bad economy or on how you can create great success because
of the economic situation?

Our children are actually the best people to help us. Have you ever seen how they look at things so much differently than we do? Take a few minutes and listen to their unique reactions.

What happens when they knock the ball through the kitchen window. Is
it the end of the world? What do they focus on? The child runs in and says,
“Well dad, this is going to be great, I am going to learn how to fix a
window. Let’s get the tools and you can show me how to do it.”

When the lawnmower will not start and you have to wait until tomorrow to
get the part to fix it. Your daughter comes over and says, “well mom, I’ll get
the gloves, it looks like we will have time to play catch after all. Isn’t this
great.”

When it is raining on Saturday morning and you all had planned on going for
a picnic at the park. In comes your son with the blanket. “Ok, let’s set
everything up in the living room and we can have our picnic right here instead.
This is going to be great! We get a picnic and TV at the same time.
I love it.”

You simply cannot argue with children. They have the focus. They find the
solution. They do not dwell on the problem, they simply move on. What if
we could do that too? Would life be much better?  Would we create greater results?

Why not try it today?  Change your focus and see what happens.

So where is your focus when you encounter a problem?
You see in all the above situations, the child simply found a solution.
He/she found a way to learn, a way to play, and a way to make it happen
despite the visible circumstances. What if you apply that process to your life and you start to focus on the solution and not the problem.

WHAT IF?

But we adults don’t think that way, do we?
If we broke the window all we would think about is, “now I am going to
have to fix this.”

Apply the same situation to your job. “The customer just called and she
is very mad. I entered a bunch of data into the software and now it seems
to have been deleted. Just what I wanted to deal with.”

WHAT IF?
What if you turn that around a bit using the above child theory. “Well this is a
problem, but now Jerry, who is our support superstar, is going to help me find the
fix and I am going to be even better at what I do. It is a great day because
I am going to learn something new.”

If we could not get the part for the lawnmower, we would be mad and it
would ruin our day?

Just like in our business, when the prospect says not until tomorrow, we
focus on all the reasons we are not going to get the business. Why they
are not going to call back. Why they might just cancel it all at the last minute.

WHAT IF?
What if instead we started to think positive. Think that the customer
might actually be looking at buying more or upgrading. Or buying new
instead of taking the temporary fix.

And finally, if it was raining on Saturday morning, I can already hear you
all saying, “look at this, it is raining, all week I planned this picnic and now we
can’t have it.”  You are focused on something you can do nothing about.  Instead, focus on what you can do something about.

When the customer orders and only takes ½ of what you had hoped for, your intitial reaction would be, “this really sucks.”

WHAT IF:
What if you now took it as a challenge. How are you going to sell them
the other ½ and maybe even some more? What if you stepped up and used this
to get even better at what you do? Do you think it might just make a
difference?

In order to move forward, we have to change our focus to the things we can control and forget the rest.

 

Here is a great quote from Og Mandino in his book, The Greatest Salesman
in the World, “Tomorrow lies buried with yesterday and I will think of it no
more. Concentrate 100% on what you have to deal with today.”

And deal with it very well.

Today, take the same child like look at the situation, laugh a bit and then see
a much better, clearer answer.

Focus on what you can do to fix the issue. Focus on what you can do to make it
better. Focus on the positive.

Are you excited about where you are going?  Are you on the path that will
take you to your life’s dream?  Are you still hesitating?  Are you doing great,
but know that you want to do even better? 

 

What are you doing about it?

Coaching can lead you to that result.  It really works.  It can be that edge
that you need.  Connect with me and let’s see what we can do to help you.

Why do we have so many broken machines unable to make decisions in a timely and effective manner?

What do we have to do in order to get today’s leaders to pull the trigger?
To stop hesitating, procrastinating and spending to much time keep thinking about it?

We are not talking about making quick, irrational decisions.
We are simply taking about making decisions that move you forward.

I was trained by one of the best and he had a simple formula.
“Make a decision will you please.”

He understood one of the great keys:
If you make the wrong decision – you can just make another one to correct it.
You will still be light years ahead of the rest of the people who are still thinking about it.

Beside, you have to understand that it is easier to ask forgiveness than for permission. Make the decision.

So if you fall into any of the above – make a decision today to start working on getting better at making decisions.

How many of you are hesitating right now on a decision?

concept-of-decision-making
Stop.
Make the decision.
Then read the rest of the article.

Sometimes we don’t have all the information we would like to have. We would love to wait, but we have to make the decision based on what we have right now. Yet too many times, leaders still wait and that causes other issues.

As a leader, you just have to pull the trigger sometimes based on what you know.

Let me share 3 quick tips related to the decision defining moment.

1/ Look beneath the superficial
Dig a little deeper, try to understand a bit more.
But always understand, you are never going to know it all.

Dig as deep as you can, but give yourself a time limit.
“I am going to spend the morning looking at some added facts and then I will make the decision on which way to go by noon.”

2/ Be willing to trade creature comforts for a higher purpose.
It is very uncomfortable making decisions at times.
It puts you in a tough spot.
People are looking to you to do it.
But that is why you are the leader.
If you don’t want to make the decision, then perhaps you are not the leader.
Leadership is uncomfortable.

Stop spending so much time making excuses for the decisions to everyone. Trying to justify them. You make the decision and then you move to your next process. You are the leader because people want you to make the decisions. Now make the decision and move on.

3/ Choose the right models.
As a stated, I learned from the best.
He gave me a model to follow.
Great leaders teach and train great leaders.
Decision-making is the number one skill you must demonstrate to be a great leader.
Find a leader to model and learn from them.
But remember, you still have to make the decision.

Find someone who you respect when it comes to making decisions. Learn from them. Don’t become them, be your own leader, but learn to make decisions from people who are doing it well.

 

You have to become an effective decision-making machine if you want to become a great leader.

We have enough broken machines.
Get out there and do it.

Why do you think we call our website: The Decision Institute?
We are here to help you be the best at making decisions.
In becoming a decision making machine.

Keys to getting your life back under control.

Are you frustrated?
Are you tired of spending 10, 12, 14 even 18 hours a day working?
Are you tired of not accomplishing the things you want?
Are you just plain tired?

Then guess what?
It is time you learned the following 3 simple techniques that will change your life and give you back the control you need.

Because if you can learn just these three simple things your life will change dramatically

1/ Get control of your schedule
You need to control your schedule, period.
Once you do this, you will get so much more done.

You need to learn to say no.
You need to say these are the days I am in the office and there are days I am on the road.

Stop scheduling stuff when you are not available.

This is when I can meet with you or anyone else, period.
You need to see someone else on that, they are better at it.

When my door is shut, leave me alone.
That is why I have a team – stop coming to me.

You need to say this is the way we are going to operate.
Once you say that, you will be amazed.

Will there be exceptions, there always are.
But they are the exception, not the rule.
You need to take control of your schedule and you need to control your day.
You will be amazed at how much more you get done.

2/ Do what you do best and give the rest to someone else.
I don’t care if you think you can’t do it.
If you think you can’t afford to do it.
If there just is no one else who can do it.
The bottom line is you are good at – selling – operations – administration – billable work.
Whatever it is, and the rest is wasting your time and talents and money.

Most people spend 80% of their time doing what results in 20% of the solution. Just imagine what happens when you spend 80% of your time doing what you do best – WOW!

Start today and get rid of everything you do that someone else can do better.
Then spend 80% of your time doing what you do great.

3/ Infect everyone with a passion that you exhibit day in and day out
Do you get that?
If you exhibit passion in everything you do all day long – because you are doing what you are great at – you will infect the organization.
If you are pumped up and rolling, the rest of the team will be pumped up and rolling.

Do you think people can work in my organizations and not get infected with this passion?
Watch the video and tell me that? http://youtu.be/ev1zj2zih3Q

Are you pumped up?
Do you realize that your people operate just like YOU?
If you are overworked, miserable, cranky, frustrated.
Then your team will be the same.
Yes, even weak workers can turn into super stars – when you add passion to the mix.

Three keys:
First, control your schedule, do it your way.
Second, do what you do best and delegate the rest – find a way to do it.
Third, get that passion out there and infect everyone.

The passion happens once you take control.
Do you think if that if you controlled your schedule and you did only what you do best you would have some passion? Of course, you would.

Now get out there and do it.
Yes you can.

Need help?
Pick up the phone and call me – I will pump you up 856 358 4021.

Are you taking risks in your life?

Are you going out on the limb?

Are you making decisions that might not be that popular or easy?

 

If you are not taking any risk and instead trying to always play it safe.

That might just be what is holding you back from the success you really want to achieve.

 

Here are some things to think about.

 

1/        It is a risk to ask.

When you ask, you definitely take the risk of rejection.

The person might say no.

The person might not like you any more.

The person might think you are bothering them.

 

But, then again, you might get exactly what you want.

 

I personally dealt with this risk for may years and let it stop me cold.

Until one day I finally realized that before I ask, I didn’t have what I wanted.

So if I didn’t have it after – I really didn’t lose anything did I?

 

You have all to gain.

Take the risk and ask.

 

 

2/        It is a risk to make a decision.

 

The risk of making the wrong decision keeps so many people from making any decision.

 

As one of my great mentors taught me many years ago:

If you make the wrong decision, all you have to do is make another one and move forward.

 

While everyone else is thinking about it, you have moved mountains.

 

You are searching for a client.

You come to a “T” in the road.

Your cell phone is dead.

You can go left.

You can go right.

You can just sit there and think about it.

You know the office 5 miles down the road, but you don’t know if it is left or right.

If you turn right, go five miles and don’t see it, all you have to do is turn around and know you know the office is 10 miles straight ahead.

But if you are still sitting at the stop sign, you are going nowhere.

 

I know that is so simple an example, but it is holding so many people back.

They cannot make a decision.

 

Take the risk and make the decision.

If you are wrong, life will go on.

 

 

3/        It is a risk when you disagree with everyone else.

 

When you say something that others might not like or agree with.

 

When you take the opposite view.

When every one wants to go left and you think you should go right.

 

But, this is the way mountains are moved.

Being different creates innovation.

 

If we all agree, most all the time, then we are actually moving backward.

 

This is why I surround myself with people who are great at what they do. 

Even if they don’t necessarily agree with me all the time.

Plus they are encouraged to think different.

Encouraged to disagree.

 

 

You want to be good, then forget taking risks.

And you will be good.

 

But if you want to be great, then you have to start taking the risks.

            Ask

            Make a decision

            Disagree

 

You will be amazed at what happens.

 

You want to go for the gold, or settle for the silver

The choice is yours.

Are you doing the right follow-up with your accounts?

How long do you stay in touch with a prospective buyer?

How long do they stay on your database?

How long do you keep trying to do business together?

One thing people can never accuse me of is giving up. They might wonder why I am still chasing a client (prospects are only clients not yet doing business with you), after years of never
getting any business from them, but I do not give up.

 

What is that right process for follow-up?

I learned follow-up by selling computer consulting services to large accounts. At that time I had a list of 100 key accounts that I knew could use what I sold but were not doing business with me.

The phone works great when you are needing to follow up!

The phone works great when you are needing to follow up!


 

I had a simple program; every month I called this list of clients.

I ask for the director of information systems.

Some times I got through and got a no.

Sometimes I didn’t get through and left a message. 

 

But, every month I called them.

After a while they knew who I was and would joke with me.

Step one in building a relationship.

 

This would go on for months and months and months.
Yet my persistent work did pay off.

One day they would say, “Manny, you just won’t give up until you get in here and we talk about working together”.
And they would give me an appointment.

Other times it would be, Manny, you called at just the right time, got a need, get in here and let’s talk.
This process sometimes took years. But I keep going, finally got the business.

Index cards?  Well better than nothing.  Follow up anyway that works for you!

Index cards? Well better than nothing. Follow up anyway that works for you!


The point is very simple and it really does work.
If you have a prospective buyer (one who can use your service and will pay for it) and you follow-up, build a relationship and persist in going after them.
You will win in the end.

It might take a while, but you will get the business.

Problem is, most people quit about 1 call short of success.

Same way most people stop 20 feet short of the top of the mountain when the fog gets to heavy to see.

Today I do coaching and speaking.
As many of my existing clients know, I do not give up.

I just stay connected, educate, inform and build a relationship until they do business with me.
I can remember selling an account after almost 5 years of working the client. Finally they saw a need for me.

If I had of gone away, they would never have called me?

Instead they would have called the last person they talked with.

But persistence again paid off for me.

 

What about you?

Are you doing the right follow-up?

Are you being persistent?

Are you continuing until you get the deal?

 

Or, are you stopping just short of the mountaintop.

Remember these?  WOW!  As I said - follow up is the key - whatever works for you!  Just do it!

Remember these? WOW! As I said – follow up is the key – whatever works for you! Just do it!

The great thing today is that you can do follow up so much easier, so much quicker and with so
much bigger of a group by simply using email.
This does not mean that the phone has gone away, it just creates a second method to do
follow up.

 

Yes, some people do get mad about emailing them, but they also are usually the ones that get even madder when you call them. So they might not be prospects at all?

I learned from some of the best that those who like what you have, even if they are not buyers
today, would never push you away. They might not read your email for months, but they will never
unsubscribe because you never know what the future will bring.

Today’s key thought is very simple.

 

Do you have a program of consistent follow-up on the people you meet and the prospects you find.

Is that program working for you?

If not, what are you doing to get a program together that works.

Follow-up is it really simple. Actually it is too simple for some because it just requires
staying connected in some small way. Most sales people would rather keep casing new business, it is
much more exiting.

But for those looking for great success.

Once you find the right prospects, just keep doing the follow-up and you will be amazed at how
much business you end up with.

Follow up is part of consistency.

Consistency is key to your success in the selling business.

If you are not doing it consistently, watch this video and learn.

 

Who controls your time?

He who controls his time, control his success.

She who controls her time, controls her life.

It is a plain and simple fact.

 

Time is Ticking away?  What are you doing right now that is productive?

Time is Ticking away? What are you doing right now that is productive?

If you are allowing others to control your time, you are not accomplishing anywhere near what you could.

 

Today you need to make a commitment to value your time.

Today start to believe time is the most valuable resource you have.

Today start living like time is your most valuable resource.

 

Let’s look at a few keys that can help you.

 

1/ Stop letting the trivial bombard you.

 

Is what you are doing right now the most important thing you can be doing?

If not, stop and change to something more important.

 

We don’t get to the important because we are stuck in the unimportant.

 

Today, make the commitment – I am going to start doing the most important.

 

Point: Get your priorities in line with your life.

 

 

2/ Get started – NOW!

“The greatest time wasted is the time getting started.”  Dawson Trotman

 

Stop thinking about it and just get started doing it.

 

An interesting test for your to try.  When you start doing something, write down how long you thought about doing it.  At the end of the week, total the number.  You might just be amazed.

 

Procrastination can stop an elephant dead in its tracks.

 

Make a commitment today to start doing.

 

If you want some help, check out my friend Tim’s great product

Click Here:

 

 

This is a tool that can help you with procrastination.

I have used it myself, it is amazing.  I thought I never procrastinated and I was getting so much done.  Surprise.  Ten minutes twice a day for two weeks, and now I am really fast and moving so much further.  

 

Point: Stop thinking about it and get moving.

 

 

3/ Get organized

 

Did you know that according to Guerrilla Selling, the average business person spends over 3 hours each week looking for misplaced information?

 

Three hours – what could you do in that amount of time

You could change the world.

 

Let’s be honest, we all fall into this.  How many times have you spent 15 minutes looking for a file on your computer, or in your office.

 

Organization does amazing things.

 

 

Point: Either get yourself organized or get someone to do it for you.  

 

 

 

So, let’s take just a moment and think about this.

I focus on the right things, I spend less and less time thinking about it and more and more time moving quicker, and I get organized.  

 

WOW!

 

Do you think perhaps success will come a whole bunch closer?

 

Start today.

Learn more and get the webinar on time management:

Click Here:

 

Stop thinking about it.

Do it.

Today!

Procrastination the thief of time.

Every time I speak with a group and ask the
simple question, “is procrastination a problem
for anyone in here?” I get almost ever hand
in the air. Why?

Do we have to much time on our hands?

Do our decisions have to little effect?

Are we just plain not ready to move forward
or what?

What is it that keeps us from moving?

Why do we procrastinate and think it is OK?

And further, how do we overcome this problem?

Do we believe that if we ignore it, it will go away?
How you doing with that one?

First a couple of quotes I want you to read and
think about:

“Procrastination is opportunity’s natural assassin.”
Victor Kiam

“Procrastination – the habit of putting off until
tomorrow that which should have been done
last year.” Napoleon Hill

Let’s take a look at some ways you can over
come this monster problem:

1/ Action
Do something, doing anything is better
than doing nothing.
Action creates results.
Action creates movement.
Action gets something done.
Stop procrastinating and do
something, now.

Start with this and see what what
happens to your life.
It really does work.

2/ FInish what is on your plate or dump it.
All those things you started and are
not done.
You need to either finish them.
Or you need to dump them.
Stop thinking about it.
Do you know how much time you are
wasting.
Do this today.
Either it stays and you work it.
Or it goes.

Do not start new stuff until you clean
up the mess that procrastination has built.

3/ Make a decision.
You know this ability holds most people
back – we have discussed it enough.
It is the key difference between success
and mediocrity.
The key difference between doing what
you want and just doing.

Stop!

Based on what you know – make the
decision.
You will start to move.
You will be amazed.
Things will start to change.
If not correct, then all you have to do is
make another decision.

Sounds easy right?
We have more of these.
Download the entire list

Ten Ways to Stop Procrastination

Download at:
http://thedecisioninstitute.com/?page_id=226

None of us is exempt from this problem.
Yes, that includes me.

However, I want to share a great tool that I
found that really works in helping you deal
with and move past procrastination.
Today, I get so much more done because of it.
And I did not even believe I had an issue.
(not that many of us do).
But a friend ask me to try a tool he was
developing to deal with procrastination.
So I did.
Wow!
This stuff really works.

Check out the tool at the link below.
I can give you my personal experience
as a testimony, it really does work.

However, one caution, you might drive
everyone a bit crazy with all you get done -
that is how good it works.

Tool is call “Get It Done.”

Check it out:
http://thedecisioninstitute.com/?page_id=121