Wealth Begins in Your Head

Fasten your seat belt friends. I am about to give you the most important key to unlocking unlimited wealth.  If you want to be amazingly rich, with more money, more power, and the awesome feeling of never having to worry about money again, the only way to get it is by creating it in your head first.  You must live, in your head, the life you want.  You must feel rich and powerful.  You must never worry about how the bills are going to get paid.  Rich is a state of mind before it is a reality.  The question is, how do you live a life of wealth when creditors are calling, the bank account is empty, and the one thing you totally lack is money?  Here are five simple steps for living rich even though you may very well be poor.

1. Affirmations: The life you live right now is a direct result of the thoughts you have.  If you worry about money constantly, the universe will oblige and give you something to worry about.  Here are some important affirmations for you to say yourself every day.  If you commit right now to two particular times in which you will repeat these affirmations daily, studies show you are more than 70% more likely to actually follow through with the commitment.  So, commit!  Will you do your affirmations when you take a shower in the morning and when you brush your teeth at night?  Pick and set the times now.  Then, start today.  Here are some affirmations to start with.  Repeat these five times in the morning, then again five times at night.

* I have more money than I know what to do with.  (Repeat 5 times)

* I have so much money I am obligated to use it to help others. (Repeat 5 times)

* I am so eternally grateful that money comes to me easily. (Repeat 5 times)

* I am good at saving for my family and never needlessly wasting the riches bestowed upon me. (Repeat 5 times)

* It feels good that I am paying my debt and saving for my future. (Repeat 5 times)

Within a month you will begin to feel a shift in how you feel about money and how easily it comes to you.

2. Give: I do not care how much money you have or don’t have, you need to dedicate your life to giving back.  If you have a dollar in your pocket and the universe brings a kid collecting for Unicef to your door or you run into a Salvation Army ringer at the mall, it’s your opportunity to give.  Give without ever expecting anything in return.  If you cannot be giving of your money, make up for it ten times over by being giving of your time.  There are millions of people that need you.  Don’t believe me?  Stop by your local nursing home and I can guarantee there are people who would be eternally grateful for your time.

3. Trick Yourself: One of the most successful land developers I know offered me a great tip many years ago.  He said that back when he had only $1000 to his name, he would carry it around in his pocket.  He said that the feeling of having $1000 in your pocket makes you want to work harder.  It makes you feel powerful.  It makes you feel rich.  Today, he is a millionaire many times over, so I’d guess this strategy worked.

4. Be Gracious: If the universe sees that you are ungrateful for what you have, why should it trust you with more?  As you operate throughout your day, be grateful for all you are blessed with.  I challenge you to be thankful 100 times a day.  Start with the air you breath, the sunshine, your work, the food on your table, and continue throughout your day seeking out the millions of blessings you are already graced with.  Only then will the universe know you can handle a little more.

5. Eliminate Worry: There is no emotion as useless as worry.  Eliminate it.  If you worry, the universe answers with more for you to worry about.  Worriers do not accumulate wealth.  The richest, most affluent, wealthy people in the world focus on possibilities not worry, and so shall you to achieve all the riches you desire.

Are you in?

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Recipe to Epic Sales & Great Cake

If I am not mistaken, you are the kind of person who enjoys knowing the small but powerful game changing secrets to success that can result in king sized changes to your business.  Lucky for you the secrets I’m about to share with you today are literally as easy as making a cake.  That’s right folks, if you can handle making a cake, you are totally equipped with the skills, knowledge, and ability to explode your sales business.  Here are the four simple secrets to great cake and epic sales results:

1. Ingredients (a.k.a. Value Proposition): You cannot make a cake unless you have ingredients and of course there are millions of possible variables when it comes to those ingredients, most of which will result in a scrumptious dessert.  In sales, your ingredients are your value propositions.  If you want to have sizable results in your business you need to know what your key value propositions are and how they offer your client the result he or she is looking for.  Here is a secret that you should know about making cakes;  If you have too few ingredients, your cake is easily duplicate-able.  This means anyone can make the cake and call it their own (i.e. Mamas Chocolatey Chocolate Volcano Recipe) .  The same is true with value proposition.  For example, let’s say that your one and only value proposition is that you have been in the business for a really long time.  If this is your sole value proposition, you have a big problem in that any competitor can come along and duplicate your success recipe.  You are at risk of losing business because you have too few ingredients in the value you offer meaning another sales person can come along and offer exactly what you are offering.  Instead, you want to have a handful of powerful value propositions that you present to your potential clients.  This makes it difficult for a competitor to match your recipe.  On the opposite end of the spectrum you can also dilute your recipe with too many ingredients.  If you have thirty ingredients and one of those ingredients is a dash of salt, does the salt even matter?  Probably not.  The same is true with your value proposition.  Don’t arm yourself with fifty value propositions that will confuse the client and dilute your strengths, instead concentrate on a handful that will differentiate you from all the other sales people.

2. A Mixer: The ingredients of your cake are useless by themselves.  They become special when they are mixed together.  In your business YOU are the mixer.  You must carefully stir your value proposition into your presentation so that the customer gets the benefit of fully appreciating all of the ingredients you have to offer.  How do you do this?  By letting the customer talk.  Ask lots of questions to encourage the client to let it all out.  Find out what your customer needs.  Then sprinkle in your value proposition when your value matches what they need.

3. Sweet: There is no such thing as cake without sugar or some other type of sweetener.  No, if your cake has nothing to sweeten it, it’s called bread.  Just like your cake needs to be sweet, so do you, when it comes to sales.  This means you must always be smiling, act happy, be enthusiastic, and be grateful.  These small, conscious acts of positive emotion will result in a more rewarding sales process as clients will generally like and appreciate the good vibes that you radiate.

4 Share: I doubt that anyone has ever baked a cake for themselves.  A cake is always made for the benefit of others, and so it is also true about your sales skills.  You have knowledge, experience, and expertise in your field that is unique to just you.  Share this with the world.   Share what you have to offer through your local BNI chapter, rotary club, blogging, or any other way you can find to get your message out to the world.  Holding in your value is useless because there’s not much you can do with it until you share it.  After all, sure you might have a few bites, or even an entire piece, but there’s nobody who would find enjoyment in eating an entire cake alone.

 

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Today Be Grateful

Today be grateful for being. Like a river, your existence has forever changed the landscape of the world.  A river never wakes up and realizes the awesome magnitude of the channels it has forever etched upon this earth, it just keeps moving and forging.  Our world is never the same once a river has carved out its passage, and so to it is forever changed by you.  Embrace the power of your being. Be grateful.

– Stacey Alcorn, Author of Tuned In: Eight Lessons to Sales Success a Great Salesman Did Not Know He Knew

 

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Don’t Let This Gift Sit on Your Shelf – My Prized Interview with John Chapin

 

Take any great race like The Boston Marathon or The Kentucky Derby and what you will find is that the difference between first place and second place is less than a second. The margin between winning and not is so razor thin that those committed to coming out ahead spend their time focusing on the minute details that will give them the competitive edge.  So it is with sales professionals.  To rise to the very top you cannot just depend on your ability to cull prospects.  Acquiring potential buyers for your product or service will only get you so far.  If you want breakthrough performance, you need to obtain the slight edge.  To say THANK YOU to my loyal fans, followers, and clients, I am sharing with you one of my most noteworthy interviews of all time with the esteemed author, speaker, and coach, John Chapin.  He literally wrote the book on sales, and here he will share with you some sales secrets that will add incalculable results to  your bottom line, if you use them.  Are you ready to cross the threshold to extreme success?  It’s time to live out loud.

CLICK HERE for the podcast version of this interview.

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Sick of Trying to Fix Your Life?

Why does the “Self Help” book industry always seem to be expanding?  If these books really work why do we keep needing more of them?  This is the premise upon which the opening of Shad Helmstetter’s book What You Say When You Talk To Your Self starts off.  Helmstetter explains that it is virtually impossible to simply read a book and then implement the principles immediately.  Why?  Because you are programmed with years and years worth of information and changing the way you do things and think about things takes re-programming, which does not happen overnight.  There are very few things you do in your life that have as much impact on your overall success in career, life, friendships, wealth, and family life as talking to yourself correctly.

“I never date the right guys.  They all end up being jerks.”

“I never seem to get clients that appreciate what I do.”

“I’m bad at remembering names.”

“I’m always running around like a chicken with my head cut off.”

“I always get passed up for promotions.”

“I’m too busy!”

Have you ever said any of these to yourself?  How about saying one or more of them to yourself over and over for several years?  When you talk to yourself throughout the day, you program your brain with your core beliefs, and those beliefs become reality.  That reality cannot be changed until you re-program your mind.  If this fascinates you even a tiny bit, then you should treat yourself to an early holiday gift, this book.  What You Say When You Talk To Your Self not only explains how to reprogram your mind but it also gives you the exact phrases to use under certain circumstances.  For example, repeating, “I am going to lose 30 pounds,” day in and day out is counter-productive because you are still negatively programming your mind that you are overweight and need to lose 30 pounds.  Instead,  a better programming phrase would be, “I feel so good as the weight just keeps flying off of me.  People look at me different.  I am happier. I am lighter.  I am lean but strong and it feels great.”  The phrases you say when talking to yourself should be worded as though you are already living in your new reality.  Program your mind to believe that you have already accomplished your goal, and you eventually will.

There are a handful of books that I tout regularly.  They are books that, when read, absorbed, and put into practice, are more valuable than a college education.  What to Say When You Talk To Your Self is easily one such book.  As an aside, not only will this book give you the tools to change you for the better, it will also give you the tools to be a better leader, coach, and parent.  You will now be armed with the knowledge of what it takes to help others accomplish their big goals and once you know that secret it will change the way you interact with others forever.

 

 

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Doubt & Fear

Doubt and fear are the guillotine to your dreams.

– Stacey Alcorn, Author of Tuned In: Eight Lessons to Sales Success a Great Salesman Did Not Know He Knew

 

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Good Morning World!

Good Morning!  If you were planning on being ordinary today please go back to bed.  The world has sold out of all the ordinary seating.  However, there are still plenty of  seats in the awesome, over the top, living out loud section!

– Stacey Alcorn, Author of Tuned In, Eight Lessons to Sales Success a Great Salesman did Not Know He Knew

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Dear Peanut Gallery – Zip It!

Don’t you love unsolicited advice from the peanut gallery?  The best is when you have people tell you that you CAN’T do something.  In fact, I’ve always found that when the peanut gallery is in a tizzy telling me why I can’t do something, that’s when it is my destiny, my duty if you will, to keep moving forward.

In 1992, on my 30th birthday I attended an open house at a local law school.  Becoming a lawyer had been on my bucket list for as long as I could remember. I enjoyed the open house so much that I immediately enrolled in their program.  There is no time like the present to knock something off your bucket list.   At this same time, I owned and operated several thriving businesses including a mortgage business and five real estate offices.  Well, when the peanut gallery found out that I had enrolled in law school, the yammering started.  It was like someone had turned the faucet on, full blast, with everyone throwing in their two cents about why I couldn’t, shouldn’t and wouldn’t be able to fit a strict regimen of law classes into my already over-committed schedule.  Thinking back on it now, I cannot remember even one person patting me on the back and saying YOU CAN DO IT.

Here’s the bottom line.  Not only did I sign up for law school, but I finished it and passed the Massachusetts Bar exam my first time taking it in 2007 and today my business portfolio includes a thriving law firm.  I think back on that time and I am grateful for the peanut gallery.  I am grateful because I didn’t listen to the naysayers ten years ago.

Who is the peanut gallery?  Why are they often so negative?  How do I get them to shut up?

The Who –  The term “peanut gallery” came from the days of Vaudeville.  Peanut gallery seats were considered the cheap seats way up high and to the back of the theater.  The tickets were the cheapest in the house, and often the patrons purchased the cheapest snack, peanuts.  Often times, these patrons were rowdy, and were known for heckling the performers.  Today the term gets used for people that offer unsolicited comments.  Often, it is the people closest to you that form the peanut gallery because they feel the most comfortable offering advice,  even when you have not asked. Your peanut gallery is made up of close family members, friends, acquaintances, and co-workers.  These are people that feel as though they know you enough that they perceive that they can judge your actions.

The Why – If these people are friends, family, acquaintances, and co-workers, shouldn’t they be more supportive?  Yes, and over time you should work to fill your peanut gallery with people who will support you 100% and encourage you in anything you decide to do.  A peanut gallery that supports you 100% of the time is rare, however.  There are a handful of reasons for this, but there is one that stands out.  When you commit to your greatest dreams and ambitions, you threaten the ecosystem of your current relationships.  Humans are very self serving, and when your peanut gallery hears that you are going after your big dreams, their first concern is them.  They wonder if there will still be room for them once you take on this new goal.  Pursuing your big dreams and ambitions will require that you spend less time with the old in favor of pursing more time with the new.  Relationships will suffer.  The peanut gallery knows it and so their number one defense mechanism is to talk you out of pursuing your idea, goal, or ambition.  Many in the peanut gallery also feel uncomfortable when you take a big leap forward in your dreams because it is a big reminder to them, that they are simply standing still.  When the peanut gallery starts chirping, remember this, it’s not about you…it’s about them.

The How – So how do you get the peanut gallery to zip it?  It is possible to quiet them down, but impossible to shut them up.  Therefore, the number one piece of advice I may impart is this, you should use the clamoring from your peanut gallery as fuel to propel you forward.  When the peanut gallery starts chirping, that’s your sign to move forward because you are about to embark on something awesome.  The truth is, over time, the peanut gallery does pipe down a little.  When they see over time that their relationship with you is not threatened by your accomplishments, they quiet down.  When they learn that you will repeatedly achieve your dreams regardless of their unsolicited words of caution, they tend to stop offering them.

I’ve said it before. I will say it again.  You can be, do, and have anything in the world that you want.  Don’t listen to the peanut gallery, but rather listen to your soul.  Stop listening to others, listen to you.  Your big dream is out there for the taking.  Be brave my friend, and go.

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Stop Losing The Battle of Your Time

Today in a small group coaching class we got into the discussion of, “How do you get it all done?”  In other words, everyone reading this blog has a busy schedule.  Our days are just jam packed with work and personal obligations.  Throw the holidays into the mix and sometimes you just feel like you could use a cocktail before you even leave the house each morning. I know how you feel.  I’ve been there.  We have all been there way too often.

So what is the secret to getting it all done?  Five years ago I read a book that offered me a simple secret for winning the day every day.  The book, Rhonda Byrne’s, The Secret.  The key to winning the battle of time: “You have more than enough time.”  Repeat this to yourself ten times every morning from the time that you wake up until the time that you leave the house.  As stress creeps up on you throughout the day, just repeat, “You have more than enough time to get it all done.”

Most people start their day with the exact opposite self talk.  Does this sound familiar, “OMG – How the heck am I ever going to get it all done today?”  How many times have you told yourself that there’s not enough time in the day?  Henry Ford once said, “Whether you think you can or you think you can’t, you’re right.”  The same is true with time.  If you believe there isn’t enough time in the day to get it all done, there isn’t.  When you start your day with an improper perception of time, it is like heading into war without your armor.  You will be defeated regardless of the armament you carry.

This technique is simple, yet life altering.  Take a stab at it.  If for some reason it doesn’t work for you, I have a full money back guarantee.  Change your mindset, change your life.  It has worked for me.

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

I Cannot Make Jello BUT I Can Build a Fort

 

If you are anything like me, you have several jobs that compete for your attention every day.  For me, I own several real estate brokerages, I coach and consult clients around the world, I am an active board member for my local Habitat for Humanity, and  I am a writer, blogger, and mom.  Until I collapse each evening into a sweet bliss of sleep, I am always on work duty for one of my jobs.  Does this sound familiar?  I thought so.  Sure, our jobs might vary a little but in today’s world most of us wear so many hats each day that it is difficult to keep up.  I remember when I was growing up, most of my friends had a stay at home parent raising them.  Such a dynamic is rare these days. Most households are dual income with a multitude of job descriptions, just like mine.

For me, I have a deep down hunger to be really good at everything I do.  I don’t want my kid to get the short end of the parent stick because both of her parents work.  At the other end of the spectrum, I also don’t want to give competitors in my industry an advantage just because they have less overall obligations than I do.  No, I simply want to be really good at all of it.  I want to be able to take on any task I commit to and be the best.

Here are four ways I to juggle it all without sacrificing excellence:

1.What standard are you measuring by?  In other words, how do you know that you are excellent?  Are you measuring based on sales targets, or by customer satisfaction, or some other mark? For example, excellence in my real estate brokerages is measured by the satisfaction of my agents which often results in continued growth of the business (ie. hitting growth targets).  For my role on the Habitat for Humanity board, I measure my excellence by hitting revenue raising goals. For blogging and writing I measure my excellence through readership growth.  As a mom, I measure my excellence as a product of the health and happiness of my daughter.  You cannot be exceptional unless you define what exceptional looks like for each of your jobs.

2. Exceptional results does not require perfection.  You don’t have to be great at all things to be extremely exceptional at a particular job.   You need to be so so so so unbelievably good at some parts of the job that your imperfection in other areas can easily be delegated away.  Here’s an example.  I do not do well in the kitchen.  I get so envious when I go to the park with my daughter and see moms who have Tupperware containers of cut up vegetables with peanut butter and cream dips, while my kid gets a little bag of Doritoes I grabbed at the gas station on the way.  Recently, I was so pumped up because I got a Jello mold that looked like a brain for Halloween.  I bought green Jello and could not wait to show my creation to my daughter.  Jello, for those who are not familiar, has two ingredients, Jello and water.  Somehow I screwed up the recipe and my Jello brain turned out into a blob of mush that oozed off the plate.  I cannot cook (although I do try when I have time) but I excel in other things.  For example, I am really good at building forts in our living room for my three year old.  She absolutely loves crawling through the dark maze of blankets and sheets strung around the room into tents.  In the eyes of the customer (my daughter) this elevates me right to the top of my field (being a mom), and the fact that I can’t make cool snacks, well who cares, if you have a mom that can make a fort!  This goes for all of the hats you wear.  You do not have to be perfect to be excellent!

3. Your many hats makes you awesome in every job.  None of the hats you wear is independent.  The hat you wear as a community philanthropist spills over to your executive sales job and vice-versa.  Every job you do gives you a unique perspective and a new way of dealing with situations.  Every job I do makes me a better writer because I am granted many perspectives.  I am a better coach, consultant, and broker because I am a mom and I am a better mom because I am a coach, consultant, and broker.  Nothing you do is exclusive of the other areas of your life.  Everything you do makes you stronger and smarter and that strength and knowledge spills over into all the jobs you do.

4. The nail in the coffin.  I have learned the hard way that the one thing that will bring you down and will erode your ability to be excellent at anything is comparing yourself to others.  You can’t possibly see the whole picture of what is going on in someone else’s world.  In other words there is room for excellence for me, the excellent fort maker, and the mom at the park that is the amazing snack maker.  You will never, NEVER, be the very best if you are comparing yourself to others because you will never be privy to their big picture.  Do you really want to “beat” that other person’s sales record if you know that the amazing sales record resulted in a divorce or lost custody of children.  You can’t ever see 100% into someone’s world, so keep it simple, stay in your own.

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.