My Interview with Hal Elrod – Author of The Miracle Morning

Hal’s newest book, “The Miracle Morning: The Not-So-Obvious Secret Guaranteed To Transform Your Life… (Before 8AM)” is a #1 Bestseller, and his first book, “Taking Life Head On! How To Love the Life You Have While You Create the Life of Your Dreams” is also a best-seller, both with a combined 100+ Five-Star Reviews.

Join me for this 40 minute program where we talk to Hal about how anyone has the ability to make drastic, colossal, and over the top changes in their life with his simple Miracle Morning system.

During this program we will learn:

- How to create your best life - with levels of success, happiness, and freedom greater than you've ever experienced!

- How to have focused, productive, and successful mornings.

- How to overcome mediocrity and live to your full potential.

- How to spot when we have Rearview Mirror Syndrome so we can eliminate it from our lives.

- The 5 Step Snooze Proof Wake Up Strategy.

- 6 Practices that save you from a life of unfulfilled potential.

Hal Elrod is a #1 bestselling author, international Keynote Speaker, hall of fame business achiever, one of America’s top Success Coaches, national champion Sales Manager, record-breaking Sales Rep, ultra-marathon runner, grateful husband & proud father.

Known as “Yo Pal Hal” since hosting his first radio show at age 15, his greatest triumph came at age 20 after he was hit head on by a drunk driver and found dead at the scene…

Despite being clinically dead for six minutes, in a coma for six days, breaking 11 bones and being told he may never walk again, Hal defied the logic of doctors and the temptations to be a victim, and he bounced back to prove that ALL of us are capable of overcoming extraordinary adversity to create extraordinary results in our personal and professional lives.

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.

Fear, Doubt, and Sugar

Recently I began a new challenge for myself, to eliminate sugar from my diet.  I’ve always struggled with having a bit of a gut that drives me crazy, especially because it never goes away despite running four miles a day and adhering to a gluten free and vegetarian diet.  Upon researching metabolism and diets, I learned a ton about sugar and insulin.  I came to realize that I had been a forty year addict of sugar.  Sugar produces insulin, and insulin stores fat, and hence the gut that drove me crazy.  So, I’ve been withdrawing from sugar these past five days and I realize that there have been other addictions that have been damaging to my life as well, namely fear and doubt.

Recently I began reading Napoleon Hill’s Think and Grow Rich.  It is the one book that I read over and over again.  What’s interesting is that the secret of getting rich (and yes he acknowledges that every human being has their own idea of what rich is) is never clearly defined within Hill’s book.  He says that it will jump out at you if you are meant to know it.  My biggest take-away out the hundreds I always furrow out of his book is that fear and doubt are also addictions, and they are so over the top harmful to your life, that they make sugar look healthy.

People that achieve their dreams have no doubt about their purpose.  There is no try, there is only do. If you are the type of person that has always hoped for the best, but prepared yourself for the worst, be aware that you are killing your dreams.  High achievers create no back-up plan, they don’t need one.  The richest of the rich are so over the top confidant in their decision or idea that they plan only how to execute on it.  The existence of a back up plan is your acknowledgment of your own doubt….your fear that this idea you have may not work out.  This line of thinking is the nail in the coffin of your dreams.  Let it go.  Be at peace with the fact that your dream and vision are so clear, that you are unstoppable. If you have had a pesky dream that you want to achieve more than anything, you’ll need to let go of the fear and doubt all together.  Go cold turkey.  Let them go.  Only then can you achieve all that you were meant to be.

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.

This Is Why You Won’t Get Hired – Part II

As a follow up to my popular article, This is Why You Won’t Get Hired – Part I, today I offer five more tips to getting the job you want. In today’s employment climate you must must have a strategy to rise to the top of employment candidates.  This article shall serve as that strategy.

Here are five additional tips to getting the job you want:

1. Take an Interest – What do you know about the person who is hiring you?  Have you, at a minimum, Google searched the name of the person in charge of your destiny?  Do they have kids?  Do they volunteer their time?  Do they love to golf?  People like people who are like them.  You want to go into the hiring process highlighting the similarities you have to the person that is hiring you.  If your kids are both All-Star basketball players you have just increased your likelihood of getting the job.  If you think this kind of background stuff doesn’t matter, you are totally wrong.  You must figure out your commonalities because often times it is your kinship with the hiring manager that will matter more than your resume.  By the way, what if you don’t know who the hiring manager is? Figure it out!  You probably at least know the name of the company you are applying for a position with.  Do a little bit of research to find out who is in charge of hiring and then start linking up everything you have in common.

2. Take an Interest Part II – What do you know about the company you are applying for a position with?  Were they recently awarded a big government contract?  What’s the company’s mission statement?  Has the company been featured in any press articles?  Does the company have a blog that shares what’s happening at the firm?  Make it your job to know everything you can about the company.  In the Google world we live in, this does not take a significant amount of time.  However, this legwork can make the difference between getting the job and not. I would estimate that 99% of the candidates for the job will know little to nothing about the company they are applying for the job with.  This lack of knowledge speaks volumes about the candidate.  What it says to the hiring manager is that the candidate is applying for several jobs and this is just another interview.  The candidate who demonstrate clear knowledge about the company says, “I care enough about this job to know everything there is to know.”  Who wouldn’t want to hire someone like that?

3. Who Do You Know At That Company – If you know someone that already works at the company you are applying with, you are CRAZY if you do not reach out to that person and ask for an endorsement.  Someone cheering you on from the inside can make all the difference in the world when it comes to getting hired.  This is why I am a huge fan of LinkedIn.  LinkedIn makes it really easy to figure out if you have any connections to the company you are applying with. Even if you don’t personally know someone working at the company, there may be a chance that you know someone who knows someone who works there.  Reach out and ask the person you know to put in a good word for you with their contacts at the company.   My good friend recently applied for a job at a large company in our area.  I had three connections to people that already work in that firm, one in the human resource department, one in high level executive position, and one in engineering.  I reached out to all three because she asked me to.  She ended up getting the job!  Was it because I knew three people there?  Who knows!  It certainly didn’t hurt her chances to have those endorsements

4. What Qualities Are Required of the Position? – I’ve hired hundreds of employees for my businesses and there are some things that I never put into a job advertisement.  Let me give you an example.  I was recently in the process of hiring someone as a recruiter.  A recruiter is someone that must be aggressive.  They must never take no for an answer.  They must be willing to pick up the phone and make difficult calls.  Now, the advertisement I placed specifically asked the applicants to submit their resumes by email.  However, my contact information was shared on the site.  I can tell you that the last thing I wanted was someone who was going to submit their resume by email.  In fact, anyone that just followed the rules I laid out had automatically disqualified themselves from the job.  For that position, I wanted someone to break the rules, to pick up the phone, and call me.  So, what kind of qualities do you believe the hiring manager is looking for?  Often times the job posting is merely a rouse to disqualify potential applicants.

5. Volunteer – It is not unusual for hiring managers to have to field through hundreds of resumes to fill just one position.  This means that your resume will get a very quick glance before it goes into the trash or into a pile of potential candidates.  If there’s one thing that can get you quickly put into the “potential” list it is volunteer work.  I mention this because this is one thing which many choose to omit from their resume all together.  If you volunteer for your church, community, or charitable organization you should say so.  It gets you one step closer to the job you want and it will certainly never hinder your chances.

Reach out and share your stories.  What did you do to get the job of your dreams?  Inquiring minds want to know!

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.

This is Why You Won’t Get Hired – Part I

Myth: The best job candidate will always get the job.

Fact: Millions of awesome job candidates can’t find work.  Why?  Just because you’d excel at the job, doesn’t mean that you will excel at getting it.  What’s more important?  Getting the job or doing it well?  The answer – getting the job.  Since I’m sick and tired of watching awesome employees lose out on amazing job opportunities, I’m about to share with you an insiders guide to getting hired.

Hiring good employees is like putting your chips on 9 Red on the Roulette table in Vegas.  The process of hiring a new employee is daunting.  The goal is to hire someone that will fit perfectly within the position, will excel at the job, and will get along with other employees and sales team members. After twenty years of hiring employees, I now realize that, just like Roulette, there are ways to insure your risk.   Having just completed a new round of hiring for a position as my personal business manager, I am once again totally shocked, dismayed, and flabbergasted by the quality of applications/resumes received.  This article shall serve to become a manifesto to getting the job you want, or not.  Knowing that business owners and hiring managers are insuring their risk is your key to getting the job.  Are you ready?

Before I start, I want to let you in on a little secret that you may not have realized if you haven’t sat on the other side of the hiring table: There are hundreds of people applying for the same job as you.  Yup.  Unemployment rates are high and there are millions of people looking for jobs.  Therefore, the hiring manager has the job of sifting through hundreds of resumes to figure out which ones should get the opportunity to meet for an interview.  That being said, there are likely tons of candidates who are totally qualified for the job, but they completely disqualify themselves from getting an interview because the resume they submit says more than they realize.

5 Ways to Get the Job You Want

1. Spell Check – Simple right?  You would think so.  I would say that roughly 10% of the resumes I receive have spelling errors.  Twenty years ago you might have gotten away with a spelling mistake because back then, you mailed your resume to the company.  Today you are submitting resumes online.  This means that when the hiring manager opens the resume, the program within which it is opened (ie Microsoft Word, Pages, or the like) highlights the spelling errors.  My thought process when hiring is that if this person didn’t take the time to spell check their own work, they certainly are not going to do so when they are doing mine.

2. Job History – I can’t tell you the number of times that candidates apply for a job for which they have no experience and even worse, they don’t address it.  What I’m talking about here is if you are applying for a job as an office manager or executive assistant, but for the past ten years you have been working as nurse, you need to address it.  Perhaps there are tons of great reasons why your nursing background would totally qualify you for the office job, but it’s not the hiring manager’s job to connect the dots.  You need to do that and you need to do it in your resume or in the email to the hiring manager so he or she doesn’t think you accidentally applied for the wrong job.

3. Personal Development – What books have you read that would make you an awesome job candidate?  What classes have you taken to show that you are interested in developing yourself personally?  I’m not talking about college education here.  What I am talking about is that if you took sales classes at a local Dale Carnegie school, you should list them.  If you regularly attend Chamber of Commerce events, Women’s Conferences, or skill building seminars, your resume will move to the top of the pile.  One of the greatest qualities of any employee is his or her desire to learn.  If this sounds like you, make sure your resume reflects this.

4. Stand Out – There are lots of ways to make sure your resume stands out from the rest.  For example, if you are applying through an online program where the resume will get emailed, like Craigslist, make sure you have a subject line that will ensure the email will get opened.  For example, I recently opened an email from a job applicant that wrote, “You Found Me!” in the subject line.  Try a subject line like “Your search is over,” or “Will work for free.”  Of course, nobody expects that you would work for free, but why not make the offer to come in and give the employer a sample of how you work.  This aggressive offer proves that you believe you are so good that you are willing to come in and work for free to prove it.

5. Social Media – Facebook is your resume.  Before I meet with any potential candidate, I Google them.  I do this search so that I can find out what their resume isn’t telling me.  If you have recent Facebook photos of yourself dancing on a bar, you will be challenged in getting a job.  If your Facebook posts are constantly negative, good luck to you.  Do you think that this information is none of your potential employer’s business?  Maybe.  As your potential employer I would argue that anything that is publicly circulated about you online is totally my business because as my employee you represent me….you represent my brand. If you don’t like it, there are security settings so you can block others from reading your stuff.  If you don’t block it, don’t be surprised if your potential employer is using it to decide if you are worthy of a meeting.  And yes, as for me, I check Google, Facebook, Twitter, and LinkedIn.

This is just part one. Stay tuned for five more tips to getting the job you want.

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.

Millionaire Secrets to Keeping Your Money

It is with great pleasure that I have had the opportunity to interview hundreds of multi-millionaires over the past twelve months as I have been preparing a blueprint to colossal success for those who have yet to achieve absolute financial well being in their personal or business lives. Becoming a multi-millionaire is a two step process which involves (1) making millions of dollars and (2) keeping millions of dollars. Today’s post focuses specifically on Step 2. Why? I have helped many business owners, C-Suite executives, and sales people achieve Step 1 – making millions. What has shocked me in my quest to help businesses achieve colossal success is that after years of sacrifice, ambition, and drive, most will eventually achieve their longtime dream of making millions of dollars. Unfortunately, most do not know how to keep it. Their absolute focus for years has been making money and the one skill they forgot to learn was how to keep it. Here are four simple steps to keeping the millions that you make.

1. Limited Access – Have you ever wasted money on something stupid? Of course you have. We’ve all done it. Do you spend $2500 a year on buying coffee at the coffee shop rather than grabbing a cup at home? Do you have enough clothes and shoes to last you a lifetime, but you keep buying more? Do you spend money haphazardly simply because you have it? The number one reason why most people aren’t millionaires is that they waste money. Most of the millionaires I have interviewed have a plan in place for keeping their money. For example, one millionaire I talked to said his secret is that he doesn’t carry an ATM card. He takes out $200 cash every week as spending money. When it’s gone, it’s gone. He said it’s too much of a pain to go into the bank to withdraw money, so he simply doesn’t. Many of the millionaires I spoke to have other ways in which they limit their access to their own money. For example, they have a set budget of money withdrawn from their checking account monthly which goes into a stock investment account which is more difficult to access. This is something I do in my own life ever since I read the book The Automatic Millionaire which teaches the value of limiting access to your money.

2. Future Value – If you were to invest $5 per day at 5% interest for 20 years, you’d have a nest egg worth over $45,000 in 20 years. Millionaires look at money differently than most people. They see that by avoiding their $5 a day coffee habit, they create that $45K nest egg. To them, by ordering their mocha choca latte tall, it’s not costing $5. It’s costing them a wheelbarrow full of future money to buy that coffee.

3. Seeds – Life must be pretty boring for millionaires, right? They make all that money and they can’t spend it! They limit their personal access to their own money. They can’t splurge on little pleasures because they calculate the future value of what they are spending today. How do millionaires have fun? While the average person is spending money on clothing, coffee, eating out, and other non-necessities, millionaires are shopping for ways to plant their money so that it keeps on growing. Instead of buying consumables, they are buying investments like real estate, new businesses, stock, etc. This is where millionaires become multi-millionaires or even billionaires. Instead of allowing money to fly out the window into the hands of others through the purchase of consumables, they plant their money in opportunities that create future snowballs of income.

4. Team – In the hundreds of interviews I’ve done with millionaires, the one piece that is totally apparent; the more money they have, the bigger the team they have to manage it. Millionaires rarely go it alone when it comes to managing their money. They have tax advisers, stock brokers, insurance consultants, real estate professionals, money managers, and other key team players to direct them in their investments. Most millionaires are not in the business of managing money, they are running their primary income producing business. This is why a money team is absolutely crucial for making sure that their nest egg keeps growing, and growing, and growing. That team never makes the final decision on what happens with the money, but rather offers sound advice to the millionaire on where the emerging opportunities may be for growing their seeds in perpetuity.

You are likely doing all the right steps to grow a business or career that will make you millions. This is only half the battle. Equally important to bringing home the bacon is making sure the fat never dries up.

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 Choose

Today I was extremely hurt when a sales professional that I used to work with, that I used to call a friend, wrote something negative on Facebook about my business. When I read it, tears welled up in my eyes, because it was hurtful. My businesses are my heart and soul. The people that work within them are my lifeblood. I care about people deeply, even the ones that choose to no longer work with me. So, for someone to say something negative about me or one of my businesses, on a social media wall none-the-less, is enough to make me want to stay in bed for the day.

Having spent the evening thinking about the post I decided that there was only one thing I could do, become a better person, and build a better business. Here are five ways to turn negative into positive and to make lemonade out of lemons.

1. Negativity As Gas – When someone says something bad about you or your business you have a choice. You may allow the pain to slow you down as if it were breaks in your car, grinding you to a halt, or at least giving you pause. On the other hand, it is equally possible to allow that hurt to propel you to bigger and better things. I choose to allow the hurt and pain to become gasoline in my engine, to turbo charge me to work harder, smarter, and more thoughtfully as I build my businesses to a whole new level even beyond what I originally thought possible.

2. Focus on the Before – I had spent the evening with my daughter and had been so excited about finding a spot for my daughter’s Elf on the Shelf, Inky. When I read the negative post on Facebook I was floored, sad mostly. It’s easy to let pain consume us in life, but in reality nothing had changed in my life from the point of time before I read the post to the point in time after I read the post. Life was the same. Why should I allow the negativity to bring me down? Not only would it affect me, it would affect my family and my business. I am not suggesting to always wear rose colored glasses, but I am suggesting that only YOU can control how you feel inside and if someone says something negative about you, you are the one responsible for how you feel, not them.

3. Interpretation – The down side to email, social media, and technology is that they all lack inflection. Perhaps I had misinterpreted what this person had said. Perhaps she hadn’t meant to be negative. I choose not to feel pain and tears from someone who doesn’t have a conversation with me. If they can’t pick up the phone and talk to me, certainly they don’t deserve my tears. Heartache and pain just like love, respect, and admiration should be saved for those who are close enough to talk out their feelings and emotions.

4. Mirror – I believe that we project into the world that which we feel inside. If we are happy and content in life, we tend to project that out into the world. If there are issues in life that are bringing us down, then we project that out into the world as well. I believe that when someone releases negativity into the world it is less of a reflection of the person that they are speaking about as it is a reflection of their own inner being. It’s easy for the receiver to take the words personal because they perceive that the negativity is about them, when it really has nothing to do with them at all. I also believe that how we feel inside changes every single day and that one incident and one act of poor judgment is not a reflection of who we are always.

5. REACH! – Last but not least, in the new world of social media, it’s easy to hurt others in a public forum, but it’s the worst thing you could do for your own REACH!. You never know when and if you will have to dig into your network and tap into a relationship from the past for help, guidance, instruction, or advice. Each and every one of us is a product of our network and not only that….we are the product of our network’s network. This means that when you burn your bridge with one person, you potentially burn your bridge with hundreds of others in their network too. Promoting REACH! is about building great relationships and networks, not pulling down those bridges.

There’s enough pain, hurt, and unhappiness in the world. Today I choose to forgive those that try to hurt others. I choose to turn the pain into gas that will power my engine to new and greater heights. I choose to see the sun shining even when there are clouds in the sky. I choose to let my happiness, appreciation, and love shine. I choose to build a better business and reach for awesomeness. Thank you for your support…whether it be positive or negative, you have changed my life for the better.

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.

Are You Marketable (& Does Your Company Know It)

My friend Ann recently lost her job as an inside sales coordinator at a large Boston start-up company.  Her entire department was eliminated and her job went along with it.  A friend of ours, Joe, remarked about the situation, “No worries.  She will be fine.  She’s highly marketable!”  I never thought of anyone as being marketable and I market lots of things….my business, my value proposition, but not people.  So, I pondered this remark and I came to the conclusion, he was right.  She’s totally marketable!  She would have no problem finding another job.  But, the more I pondered her marketability, I concluded that most people are below average when it comes to marketing themselves AND I wondered why her current company didn’t realize how marketable she is, thereby finding another position in their firm for her.

First, let’s discuss marketability.  There’s a good chance that the things that make you marketable never show up on your resume or on a job interview.  Here are some things that make my friend marketable:

1. Network – she has a huge network of contacts which makes her a great resource for any organization looking to expand.  She has potential new clients and/or business resources that would drop anything to help her excel.

2. Business Owner – She owns a business of her own.  She appreciates what it takes to run a business and to be responsible for all the bills.  This makes her highly conscious of ways to save money for any organization she works for and because she’s a boss herself, she understands what it takes to be an awesome employee.

3. Highly Social – My friend has run a successful real estate sales business, at one time closing more than 100 transactions in a year.  How?  Connections!  Also, she’s not afraid to talk to people and to insert herself to let them know what business she’s in and how she can help them.  She’s the type of woman that can go into a room of strangers and one hour later have an army of advocates, friends, and associates.  She’s not just highly social, she’s a master networker.

4. Teacher -Ann is a co-author in a self-help book on how to build a successful life and business.  She is the first to raise her hand to help others learn new ways to excel in business and in life.

5. Fashionable – Some would argue that looking good is not a predictor of success in business.  I would disagree.  I know of no highly successful business owner or C-level executive who does not dress for success.  In fact, when interviewing people for my own businesses, fashion matters!  I know that if you care about the way you look, you will also take great pride in my business.

I am sure I am missing some of the reasons that my friend is highly marketable for a position, but what’s important to note is that NONE of the items I have mentioned would ever show up in a job interview or on a resume. Perhaps she could share the business she owns on a resume, but many wouldn’t for the fact that it could be seen as a detriment…what if she’s working on her business instead of concentrating on mine!  In reality, this is a huge value proposition as she markets herself for a new job.

So, how do we market ourselves if we aren’t doing it in our resume or on a job interview?  You can’t!

If you are looking for a job today, you must take stock in your value proposition.  Tally up your value proposition- figure out what makes you marketable.  What makes you better than most other job candidates, and why?  Then create a resume and/or cover letter that properly shares your assets with the potential firm.  Your resume won’t look like most others – but who cares!  Great hiring managers are looking for resumes that scream out to them somehow and yours WILL if you are properly sharing your value proposition.  A resume normally just lists off all of your old jobs.  Does that help you?  Maybe.  If it does, then by all means list away.  If not, eliminate that malarkey and build a case as to why someone should hire you.

Let’s now talk about the job interview.  I’m a big believer in having a presentation ready, a powerpoint which you present via ipad is best.  Create a short presentation that explains your value proposition.  Present that to the hiring manager.  Not only will you be demonstrating that you are an amazing value package for the company but also that you are an amazingly creative salesperson!  Who wouldn’t want you?

Last, but not least, it is absolutely essential that, even if you aren’t looking for a job, you must make sure your current organization fully understands the value you bring to the table.  I was shocked when she was laid off.  Really?  Out of the hundreds of employees that this company has, how many have written a book?  How many have a network like you have?  How many own their own businesses?  Her answer to this…..Oh, they didn’t know.

Unfortunately this Boston start-up firm had a huge asset sitting under their roof that they didn’t even know they had.  Is that true for your company too?  Make sure that your value proposition, your marketability if you will, is communicated throughout the hiring process and throughout your entire tenure at the firm.  Joe was right.  Ann is totally marketable…her company just didn’t know it.  If they did, they never would have let her 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.

Totally Crossing the Line – Deal With It

 

Today I was having lunch with a fellow salesperson.  He and I are both in the business of recruiting talent to our firms and we both do a better than average job of growing our companies.  Therefore, I was curious to find out from his point of view, what it takes to be good at sales and recruiting.  His answer pleasantly surprised me because, in my opinion, he hit the nail on the head.  This is how he explained it to me:

To be good at sales, you have to be good at stepping over the line.  It requires that you push a little in order to get appointments with people who do not yet perceive your value.  This means that you must be willing to call people who don’t want to hear from you right now, text people who wish they could ignore you, and politely share your value proposition with those who may not know how much they need it.

I asked, “So how do I know if I’ve crossed way over the line?”

My friend went on to explain that the great thing about sales and recruiting is that we never know where the line is in relation to the individual client.  Therefore, we can’t know if we’ve stepped over it unless we’ve done so and the other party lets us know.  The financially successful salespeople are the ones who keep stepping forward – making the calls, texting, emailing, and reaching out to the client in all different ways.  These sales pros are the ones that are testing that line every single day.  Do they occasionally step over it and maybe even offend someone, probably.  However, these are the same sales professionals that make huge steps forward in their businesses, building relationships with one-time strangers, and sharing their value proposition with the world.

The difference between colossal success and average results is in moving forward.  Stop wondering if you are crossing the line and just keep pushing forward.  You will gain far greater results than those who simply stand still for fear of violating an imaginary line in the sand.

You are so right, Ed.  “The sales business favors the bold.”  Today I will keep crossing the line and those who don’t like it will just have to deal with it.

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.

Owning Your Business vs. Owning Your Job

Seattle Fish Market – a great place to witness awesome employees who own their job.

People who are amazing business owners own both their business and their job.  When you own your job, you understand that you, and only  you, are responsible for the output.  There are business owners that don’t own their job.  That is, there are owners that technically own the business but they do not perceive that they are 100% responsible for the output.  Typically, these business owners struggle because if the business owner does not feel 100% responsible for the consistent delivery of their product or service than neither will the employees of that business.  This leads me to the next point which is that there are tons of amazing employees who own their job without owning the actual business. These employees are the ones that act like they own the business in that they are compulsive about delivery of the product or service, because they personally feel 100% responsible for the end result.

The businesses that create big names for themselves are the ones that deliver their product or service consistently on time (or faster than expected), at price (or for less than the client expected), and with such high quality that the customer keeps coming back, while bringing friends with them.  For a business to deliver this type  of high quality service over and over, it must be a firm where both owners and employees own the job.  When every member of the firm is committed to the end result, where everyone owns their job, the customer is guaranteed a great experience, and the business is guaranteed longevity.

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.

UN-Business Plan Presentation – Ottawa

I just came back from the RE/MAX International Broker Owner Conference in Ottawa, Canada where I was asked to speak to a packed house of brokerage owners about creating and implementing a business plan. Having built a brokerage myself, going from 11 agents to 290 agents in a thirteen year span, I explained to the group my anti-business-plan approach to building a business.

Work to a Strategy, Not a Written Plan – Let’s be clear, I do not have a written business plan which documents where I am going and how I am going to get there, BUT I do have a strategy for success. I am against business plans because business plan writing is time consuming, often based on inaccuracies, limiting, and too results focused.  Here are four reasons why you should think twice before diving into a business plan for your business:

Time Consuming: I can’t tell you the number of times I have seen business owners labor for weeks or months over creating a written plan for their business. Do you know what they are NOT doing while laboring over this piece of paper? They are not building their business. Ditch the written plan and start working!

Inaccurate Variables: Business planning is also usually inaccurate. There are two many variables that could change, making your business plan null and void. For one, you are basing your plan on the economic climate, something which is totally out of your control. You could labor three months over this plan and find out that by the time it’s done, the economy has changed, sending you back to the drawing board.

Limiting: This is my biggest pet peeve when it comes to business planning. It puts a concrete goal in writing. Often times business owners are conservative in their business planning because they want to hit their goals. Perhaps your business planning goals are totally not self-serving. You write down that you plan on selling 120 widgets in 12 months – just 10 a month. This is totally within your reach. Great, right? NO. God NO!!! Throw caution to the wind. You are capable of so so so much more. Maybe you have it in you to sell 1.2 million widgets in the next twelve months. Please, please, stop limiting yourself by some obscure little goal you have memorialized onto a piece of worthless paper.

Results Oriented: This is the point of a business plan, right? We need to track our results, do we not? Here’s my own little secret to success – Do NOT track results. Track your daily actions which are designed to lead to success down the road. Since I was speaking to a room of brokerage owners, this is how I explained it: One of the most important parts of running a brokerage is recruiting talented agents. There are certain prospecting actions which, if done every single day, will eventually lead to new agents joining your firm. The catch is that you must do these tasks every single day even though it is very possible that you will see NO results week after week. Your actions today will rarely create results tomorrow. Therefore, if you were tracking your results regularly, as is encouraged with traditional business planning, you may very well give up on your daily prospecting actions when you are literally three feet from gold. Focus NOT on the results, but rather the daily actions, and you will create a winning strategy for success.

A strategy is essential, a business plan is a waste of time. I have no written business plan to grow my brokerages from 290 agents to 1000, 10,000 or more, but I unequivocally have a strategy for succeeding. Ditch the business plan, create and keep improving your strategy for success, and win.

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.