Yelling is Not Worth the Energy

by Neil Phillips on April 2, 2012

YellingDid you know that if you yelled for 1 year, 7 months, 26 days, 20 hours, 26 minutes and 40 seconds that you would produce enough sound energy to heat a cup of coffee?  Hardly seems worth it, does it?  Yelling creates sound energy which creates a little heat. You can look it up.

Think about the times you normally might be yelling and most of them aren’t worth the energy.  We usually raise our voice in anger and it seldom accomplishes what we want.

Anger may allow us to force our will on others or a situation.  In the short term, it may count as a win.  In the long term, it is building walls not bridges.

Lashing out in loud anger gets us that “Yes, Sir!” type of response. And it also creates passive-aggressive responses to our leadership.

Yelling to get our way pushes others to yell back. It stops everything. Nobody gets their way and nobody will compromise.  It becomes a lose/lose situation. It stops everything. That’s why negotiations often end up with a cooling off period.

Yelling doesn’t make you look passionate.  Yelling makes you look like a bully.

Yelling happens when we are out of control. Think toddler. Think adult. Children yell because they don’t know enough social rules to work their way through.  So they yell and the adult fixes it.  How in control are you of yourself when you are in that much aroused anger.  Take a walk.  If you can’t control yourself, what chance do you have to control anything else?

Coffee should be hot and people should be cool.  Have you ever hear the colloquialism, “Hot heads prevailed?”  Probably not.  So put your coffee in the microwave and cool off your anger.  The coffee will taste much better.

What strategies work for you to calm down and not yell?  Please share.

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Eight Success Habits for Direct Sales Leaders

by Gloria Boyne on March 29, 2012

success habitsHave you ever thought “What is it about successful people?  What separates them from the rest?”

Here are some habits that I observed which stand out:

1. Have clarity in your goal and time frame. You can’t hit a vacillating target!  What specifically are you after?  When do you want it?

2.  Create visuals that support your thoughts and dreams. Craft things like a goal poster or a dream book.  Make it clear in your mind.

3.  Cite new affirmations.  Make them in first person, present tense, active and results oriented, e.g. I make 5 booking attempts daily; I select 3 women from each party to hear about the opportunity.

4.  Work from a weekly plan sheet and a “6 most important daily achievements” list.  If your business is only left over or when you have time, you will become a hobby entrepreneur (which is fine if that is your goal).  If you want to grow, you must plan the time that you will not compromise for working your business.  Create the 6 most important list before bed and prioritize it, taking items UN-done from the day and adding them to tomorrow.

5.  Track your activity on a sheet.  IPA’s (income producing activity) are the ones that always produces results; more activity means more results.  Tracking the activity forces you to take an honest look at where the rubber meets the road so you can make necessary adjustments to move forward.

6. Remain accountable to your coach, your mentor. You can quickly overcome your challenges if you are communicating with someone who will support you.

7. Feed your mind daily with training from successful people. The sound of their voices will charge you and excite you to become more exciting, more committed, more passionate.

8. Delegate tasks and activities that take you away from your goal. What can you “pass off” to a child, spouse, or part-time paid helper?  Constantly ask yourself, “Is this something that someone else could be doing?”  Is what I am about to do taking me closer to my goal?

Advancement is due to wise choices….So what success habit will you tackle this week and this month to be more?

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Direct Selling EtiquetteRecently I met with some amazing leaders, many who are new to the direct selling profession.  They were looking for practical advice on role modeling good behaviors.  I put together a list that may help you, and I would love to hear from you.  Please continue the discussion by commenting on the blog post.

When you model behavior, you begin to create a culture of leadership that is caught, not taught.  Here are some I learned by watching leaders in my company.

  1. Dress for success.  Your team looks to you to set the pace in your appearance as well as your business behavior.  I was once told, “You can never be overdressed in a group.  On the other hand, if your clients are better dressed than you, you not sending the right message.”
  2. Applaud freely.  You may be the first to applaud when a point is made, a presentation is complete, or someone is being recognized, but don’t worry.  Applause changes the energy in a room.
  3. Stand for dignitaries.  When your company leaders are introduced, give them a standing ovation.  It is a sign of respect as well as an indication to new people in the audience that these are important people in their business.
  4. Write notes to speakers.  This is something I learned early on.  When you hear a speaker who teaches you something, take time to write the speaker a note right then.  Speakers appreciate the immediate feedback.  Make the note short, sincere, and specific.
  5. Avoid controversy.  In general, keep your remarks about politics, religion, and any other controversial issues to yourself.
  6. Be early for meetings, calls, and webinars.  This is especially true if you are leading any of these events.  Even if you are not in charge, being early gives you the opportunity to praise others for a good week, set a positive tone for the event, and welcome new people.
  7. Inspire the group, correct individuals.  I can’t think of anyone who wants to be called out in front of others.  Make positive comments to a group and save constructive criticism for a private conversation.
  8. Seek to serve.  Even if you aren’t in charge, find out how you can help at any meeting.  You may be told no but the offer is always appreciated.
  9. Take the best and leave the rest.  You can always learn something in every setting, even if it is how you would not handle a situation.  Go into every meeting, call, and conference with an intentional learning objective.
  10. Turn your complaints into requests.  Think about how you can turn a complaint, “It’s hot in here,” into a request, “Is there a way to change the temperature of the room?”  People will see you as solution oriented instead of a complainer.

For many readers these are tried and true points of etiquette.  When we are conscious of them, apply them, and module them our teams often follow our lead.  You may have thought of others.  Please comment and add them to the list!

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Play your Game: Lessons from Bagger Vance

by Neil Phillips on March 26, 2012

I’m not much of a golfer. I often tell people that I go golfing so others can feel good about their game. One thing I do know is that the best golfers mentally work to create the perfect golf swing and their whole focus is on bringing it to life.

The Legend of Bagger Vance is a 2000 U.S. film directed by Robert Redford and starring Will Smith as Bagger Vance. It was one of those sports movies that wasn’t really about sports. The story is based on the book of the same name written by Steven Pressfield.

For most golfers, the perfect swing is about a golf swing. For Bagger Vance and Junah, it’s about the game of life. Bagger Vance is a mysterious caddy that appears out of the night to help Savannah golfer, Rannulph Junah, recover his life after the trauma he experienced in World War I. Bagger Vance uses the metaphor of the golf swing as a way of explaining the key aspects of getting through life. He says things like:

“Play your game. The one that only you can play. The one that brought you into the world.”

“The trick is to find your swing… Now it’s somewhere… in the harmony… of all that is… All that was… And all that will be.”

“Inside each and every one of us is one true authentic swing… Somethin’ we was born with… Somethin’ that’s ours and ours alone… Somethin’ that can’t be taught to ya or learned… Somethin’ that got to be remembered… Over time the world can, rob us of that swing… It get buried inside us under all our wouldas and couldas and shouldas… Some folk even forget what their swing was like…”

That’s what we can learn. We need to find our swing. The one that only we have.

As a coach, my goal is to support people looking for theirs. When they find it, they know. They can change it, adapt it, even forget it for a while. But once they know what their perfect swing is, they own for all times and just need to remember.

Junah rediscovered his by jumping into the game, pushing himself, and deeply committing to discovering what he used to have.

Are you playing full out?

Are you stopping once in a while to think about why you are doing what you are?

Have you thought about your perfect swing lately?

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Five Steps to Recruiting Success

by Janet Daniels on March 22, 2012

Recruiting direct sellersHave you ever heard that “Recruiting is the Answer”?  It’s true!  One thing I know for sure is… becoming a recruiting expert is the key to building the team of your dreams. Learning the basics and developing consistency will make it happen for you!  One of those basics to become the expert in is holding 5 recruiting conversations every week. It will change your business!

Here’s the steps you’ll want to take to add recruiting conversations to your schedule:

Be Prepared:  Each week, choose 2 days that you are going to recruit.  Write them in your planner in red because these are your “Red Hot Recruiting Days.”  Block out the amount of time you have on those days to make calls and have recruiting conversations. (Make plans for the kids…get a babysitter if needed.) Make up 10 recruiting packs to have in your car at all times.

Be Focused: Ask yourself every day, “Who is going to join my team today?” At a party, focus on your guests and look for those you’d love to have join your team.  Everyone there is a lead and deserves to hear about your opportunity.

Be Aware:  Look for success qualities in everyone. Are they friendly, outgoing, listening, humble, assertive, articulate, curious, having fun? Everyone has success qualities that would make them a good consultant. Look for them and you’ll find them.

Be Open: Talk to each guest when you are completing their orders. Pay a sincere compliment by saying something like “Jen, I loved having you at the party tonight. You are so friendly and I think you’d be great in (name your business). Have you ever thought about it?” (Listen and let them know you hear her.) Follow-up by saying something like “I’d love to set up a time to share more about it with you. I’m going to be out tomorrow and would love to meet with you.  I’ve got 10:00 or 1:00 open. Which is best for you?”

Be Nonjudgemental:  Want to build your team count FAST? Go on Recruiting Rampage! Talk to every single guest (without judgement) about setting up a recruiting conversation. You may not get to  ask all of them at the party, so follow-up the next morning by calling them. Use the same conversation that you used when completing the orders at the party.  Your goal is to get an appointment set.

Remember – Recruiting is a numbers game. The more recruiting conversations you have, the more new team members you’ll have joining your team.

And the best part about it is that you are making a difference and changing people’s lives with your opportunity!

Remember – Your opportunity is the greatest gift you can offer.

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Real Leadership: Five Tips to Good Decision Making

by Dana Phillips on March 20, 2012

Decision MakingAs a direct selling leader, you are called to make decisions every day.  You may be the type of person who makes decisions quickly. You may struggle to make a decision or avoid making a decision until it is urgent.

Once you establish an acceptable pattern for your decision making style, you will find peace of mind, consistency, and forward progress.

Here are five tips to support your decision making

  1. Decide what you want.  This sounds simple, but often we don’t make decisions based on what we want in the end.  Think about where you want to end up based on this decision.
  2. Consider the pros and cons.  There is a lot of clarity in simply writing down the possible positive and negative consequences of your choice.
  3. Use empathy.  Most of our decisions affect someone, so pause and put yourself in the shoes of the people this decision might affect.
  4. Weigh the impact.  See if you can picture the impact of your decision.  Are you setting a precedent?  Is it consistent with decisions you have made before?
  5. Check for alignment.  Think about your decision in light of your compass.  Is the decision in line with your values, goals, or do you have to justify your decision?

These quick tools are handy reminders to support you when you are faced with a decision.  Using these five touch points can give you clarity, consistency, and wisdom in your decision making.

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Virginia Satir on Becoming Human

by Neil Phillips on March 19, 2012

In my mind, one of the least known contributors to coaching is Virginia Satir. Her career as a therapist was principally during the 1960’s-70’s. Most of her work was done under the umbrella of “Becoming More Fully Human.” She was a psychotherapist in the same vein as Carl Rogers.

While her contributions are many, as leaders we should be familiar with three.

1. The Satir Change Process Model. Change is scary, whether you are approaching it as an individual or as a leader who has to take a team through changes.   This model was developed through clinical studies and is influential in most contemporary change models in organizations. Satir created a five step change model that reflects it.

2. The Satir Theory of Human Validation. By working on human validation within the family, her theory provides a strong grounding for self development models. Her study of language is unparalleled in human relations. We all recognize what happens when we say, “I love your work, but….” The “but” undermines anything positive we want to say.  Satir’s insightful studies point to the role of language in validation.

3. Satir’s Theory is one of the fundamental models for NLP theories. Christiane Turner recently wrote about NLP on the Ultimate Coach University blog.  It’s hard to talk about the relationships between neuro-linguistic processes and behavioral activities without making some reference to her work.

I like reading and listening to Satir because her insights are explained so clearly and are so aligned with common sense that they are easy to absorb. Give yourself five minutes and see what you think.

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Which insight do you appreciate the most?

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This is a review of a book about politics and political thought. It is not about direct sales and only barely about leadership. With that disclaimer, feel free to read on.

Occasionally I review books for Thomas Nelson publishing. In exchange for a free book, they ask that I publish a review on a blog and on a public site like Amazon. You can only have one book at a time. In 2010, I was looking for a book to review and loved the title of this one by R. Emmett Tyrrell, Jr., After the Hangover: The Conservatives’ Road to Recovery. I was in the mood for something different and took the book.

At the time, I really was not impressed.  Tyrrell is an intellectual conservative (or perhaps conservative intellectual) and I thought the book was generally his way of  bemoaning the Democratic landslide in 2008. I thought most of his specifics were straw man arguments (those arguments that misrepresent the other side in a way that allows easy refutation). The majority of the book was about liberal wrongs done to America. In the later chapters he writes about how the Republicans under George W. Bush have abandoned their conservative intellectual roots and that is one of the causes for the ascension of the democrats.

Given the politics of this past winter and into the early spring, I’ve come to reconsider part of his thesis. In the main, I think he is so anti-liberal that he doesn’t recognize the failures of his own arguments. On the other hand, I am increasingly in agreement that the Republicans have abandoned their intellectual roots.  Try to think of a cogent Republican agenda advanced in the last few months. It’s much easier to point to the ad hominem arguments, straw men, slippery slopes, Red Herrings, and other fallacies. (This is not to say that the Republicans are alone in this.  They are just more visible than the Democrats now).

I think Tyrrell’s real failure in this book is about not taking his perspective far enough. I’m not sure that the partisan politics of the past 10 years have done much to advance rational political discourse. And I don’t think the blame can be placed on a single party.  If his recent articles about the candidates are any indication, I think he is shifting his thinking as well.  (See, for example, the one on Newt Gingrich).

I will also say this: I am curious about his next book, The Death of Liberalism, due out in May.

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How Ralph Waldo Emerson Can Help You Find a Purpose

by Neil Phillips on March 13, 2012

Most of us got introduced to Ralph Waldo Emerson sometime in school.  After all, he was one of the leading intellectuals, writers and speakers during the 19th century.  I was reintroduced to him in graduate school in a course on American Speakers of the 19th Century (yes, one of those courses).  I studied his Harvard Divinity School address and my life has never been the same since.

Let me tell you a little about the address before I get to the effect.  The Harvard Divinity School graduating class (all seven of them) chose Emerson as their graduation speaker. The students, faculty, family, and friends gathered to hear the speech.  Emerson’s thoughts were so radical that he was not invited back to Harvard for several decades.  He spoke about the divinity of mankind; the intuitive soul within us that is pure and that we also fail to heed.  And he charged the audience to listen to that voice.

I thought that was an awesome speech.  After all, he had managed to offend academics in an academic setting so thoroughly that there were protests.

He did something else for himself.  Emerson had a purpose when he spoke.  He wanted to challenge, provoke, and stimulate thoughts in his audience.  In the Harvard address, he said this, “The moment our discourse rises above the ground line of familiar facts, and is inflamed with passion or exalted by thought, it clothes itself in images. … Hence, good writing and brilliant discourse are perpetual allegories. This imagery is spontaneous. It is the blending of experience with the present action of the mind. It is proper creation.”

One of Emerson’s biographers explained it this way, “Perhaps his greatest gift as a lecturer was his ability to make everyone “feel taller.” He so aspired for integrity and purity that his example gave strength to others. A washer woman who always attended his lectures in Boston was asked by a reporter if she understood Mr. Emerson. “Not a word,” she replied, “but I love to see him standing up there thinking everyone else is just as good as he is.”

Let me be a little too transparent for a moment.  I so loved his purpose that I took it as my own.  I’d like to say that as a teacher, trainer and coach that my goal is to always push or pull people into thinking about things differently; to recognize that they are capable of so much more than they let on.  I would rather reach too high than let my audiences settle too low.  And no matter what else is going on, I can remain pretty true to that purpose.  It really doesn’t interfere with any other goals that I might have in the moment.

You may be wondering about my point in this essay.  Here it is.  In sales, as in most pursuits, we have a choice of goals.  We can follow our passions, support our clients, and on, and on, and on.  What the one thing that you can always do, without exception, to make the people you encounter feel taller?

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Real Leadership: Eight Tips for Success

by Dana Phillips on March 12, 2012

Female Direct Selling LeaderYour success is up to you. You will achieve directly proportional to your effort. Here are eight tips as you lead in the direct selling arena.

  1. Five contacts a day to let people know what you offer hostesses.
  2. Five face to face interviews a week to grow your team. Every time you have a conversation you re-sell yourself on the opportunity.
  3. Book at least 3 parties each week. If you don’t want to hold them, you can always give them to a future leader, or it will give you another reason to recruit your hostess.
  4. Attend leader calls, company events, and sales meetings.
  5. Spend more time working on your datebook and your recruiting than spending time on “motivating” your team members.
  6. Work every week at your job. Work five days a week at your job.
  7. Plan your work schedule and then work your plan. Don’t just “think” about your business: set time and work at it.
  8. Make sure you have reliable day care. Start with 3 hours of uninterrupted time to work. You will fill that time with recruiting, booking, and seeing people.

What other tips will you share? Please comment and keep the conversation going!

 

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