In the face of complaints, look that person in the eye and imagine what it might have been like to be raised to see only what is wrong.

In the face of selfishness, wonder what it might be like to walk the world with a feeling of lack, of depletion.

In the face of insults, consider where this person first learned that it’s okay to abuse others.

In the face of disconnection, think about what causes it, and ask if your response will widen the river between the two of you.

In the face of laziness, recognize the fear of living big dreams.

In the face of extremism or fundamentalism, see the clinging, as well as the terror-filled silence that would arise for that person if they risked letting go.

In the face of controlling behavior, understand the chaos that must have bred it.

In the face of “always needing to be right,” see how often this person was once made wrong.

In the face of arrogance or bravado, hold gently that still, small piece that says “I’m not enough.”

In the face of drama or attention-seeking, see the person who wishes so much to be seen.

In the face of accusation, imagine what it might be like to live life with suspicion.

In the face of judgement or comparisons, step into the opportunity the world has just provided you for practicing love and acceptance.

In the face of passive-aggressiveness, recognize the child that wasn’t taught a safe way to express their truth.

In the face of anger, see the pain of isolation from others.

Most importantly: In the face of ferocious hatred, believe in the possibility that there exists the potential for equally as big, intense, lovely and fiery ferocious love.

I said to Grace, ‘that would be a good thing to put on your wall..’
She said ‘you mean my Facebook wall or my bedroom wall?’

I meant ‘bedroom wall’ but there you go, this generation has both real and virtual walls.. real and virtual friends…. let’s hope I stay her real and not ‘virtual’ parent..

Hope this helps.

Have a good week.

She was reporting back on some dynamics going on in her company.

In short, the Sales Team were under the pump, getting heat from the Sales Manager to achieve Stretch Sales Targets.

They were not happy.

Instead of talking about it with the Sales Manager, they were going straight to the GM.

Sounds fair enough..

Where there’s a Crack in the Chain of Command…

Problem was, not only was the GM listening to them, she was taking sides with them and consciously or subconsciously leaking out her doubts, thoughts, concerns about the Sales Manager to the Sales Team instead of talking directly to the Sales Manager.

The Sales Team started second guessing and doubting their Sales Manager.

In other words, there was a breakdown in the Chain of Command.

In the Military, the Chain of Command must be followed.

If there is a breakdown in the integrity of that Chain of Command, when the pressure is on, people don’t do what they need to do..

‘Why follow the bosses orders? His boss reckons he’s a bit of a goose.. .Why should we listen to him when he says go over the top and put ourselves on the line? We’ll wait for an order we like before we move..’

As I said to the client, ‘Sales and Business Development Teams are a bit different than Admin or Accounts Teams (all due respect to you in Admin and Accounts but the world’s are a bit different).

In Sales you are asking people to get on the phone, speak to strangers, go out on appointments and face NO’s, rejections, stalls, lies, deceit and all types of weird, spirit battering situations.. ‘

‘In many ways it’s like asking soldiers to get out of their trenches, go over the top and run toward bullets coming back at them…’

‘Not everyone is welcoming Sales people, especially prospectors and business developers, with open arms.’

(Of course if your marketing is magnetic, powerful, compelling and strategic, you won’t have the same problems. The SMART Marketer is using powerful EMOTIONAL DIRECT RESPONSE POSITIONING. In reality, from my observations over 30 years, less than one in ten companies are doing that well.)

Anyway, the positives out of this company is that the GM and the Sales Manager have sorted this out and the GM has tightened up the Chain of Command, supporting her Sales Manager, re-communicated and got agreement with the Sales Team how the communication and what the expectations are.

Lesson

1. Make sure everyone knows what the Chain of Command is
2. Make sure they know who to communicate to and sort out problems with FIRST
3. Have a process for how problems and issues are sorted out
4. Train your Sales Team in how to prospect, how to meet clients and discover needs, how to present your product and service in the most compelling and powerful way
5. Regularly run Sales Breakthrough Mastermind sessions with your Sales Team where they learn from and share with each other

WHAT YOU CAN LEARN IN DOME COFFEE

PS: It reminds me of a chat I had in the Dome Coffee Cafe in Leederville with a young guy who did work experience with us a few years ago.

He is doing a PHD at the Uni in an area that could have great commercial value.

The problem is, in 8 years of University Education, not one day has been spent on how to take all his knowledge and actually market or make a living from it..

(I find it absolutely disgusting and reprehensible that someone can do 8 years of study and not be given any coaching, advice, teaching on how to convert that knowledge to revenue…I think it is completely negligent of those lecturers who make their money off these innocent students.

It’s like someone teaching you the theory of drinking water, the history of drinking water, the chemistry of water, but never showing you where the water is to go and drink…)

Anyway, he and I (in the coffee shop) real play-role played and brainstormed how he could take his fantastic knowledge and make great money (and help way more people) with it.

We real play-role played out how he should take interested prospects on a journey where they sell themselves on why they should engage him (not for one session but for 6 or more months).

I just loved seeing his eyes light up with new possibilities.

We had the same situation when I real play-role played out a major Recruiting bid with one of my Recruiting Clients last week too.

They rang me the day after to say they had won the bid (at a higher margin and fee than their competition).

Why?

Because they were able to articulate better and higher value (better and higher than their competition)

Yippee.. I got a huge kick out of that..

I suppose that’s why I’m still doing this work after almost 30 years.

Lesson:

1. Make sure you have the systems, strategies and skills to turn your knowledge and expertise into great revenue streams.

2. Real play-role play out the tough sales and business development scenarios regularly.

Anyway – time to go.

Hope this helps.

Happy Mothers Day to all Mothers.

Have a good week.

Hope this helps.

Have a good week.

He’s on the front page of every newspaper in Australia this morning..
But who is he?

The guy that won the Gold Logie last night..
Hamish… someone.. Hamish Blake?

I asked myself… ‘Who..? Never heard of him…’

But of course.. I had heard of Hamish from the radio/comedy duo Hamish and Andy…

We know him more for his brand… not his actual name..

Business Coaching Marketing Lesson One: Repetition Builds Reputation

Why… because REPETITION BUILDS REPUTATION..

And as we teach in our Best Business programmes.. R = F x Q   = the strength of the association and relationship is equal to the frequency times quality of the contact/experience.

Most people had only ever heard his first name, not his last name.
It wasn’t important.
The brand and the brand recall was most important.

Business Coaching Breakthrough Lesson Two: Outflank the Competition

But an even bigger lesson is that ‘Hamish Who?’ outflanked the bigger rivals like Karl Stefanovic of Channel Nine’s Today Show and Carrie Bickmore of Channel Ten’s The Project.

As the Herald Sun reports today “Blake won over short-priced favourite Carrie Bickmore, who had more money bet on her than all other nominees combined.’

Even though Karl and Channel Nine had been promoting and hussling for votes via the Today Show, Hamish and Andy had been using their radio show, Facebook and Twitter to market and campaign.

The Favorites were outflanked by clever use of Social Media..
In today’s marketplace, we all need to be looking for new ways to outflank our competition.

An Invitation for an Opportunity to Outflank Your Competition

If you have 20 Employees or More and a Payroll of over $750,000 and you’re serious about outflanking your competition.

If you really want business improvement, productivity improvement, efficiency improvement, revenue and performance improvement, I highly recommend you go to this page and download the FREE Executive Briefing Document.

http://leighfarnell.com/if-you-have-a-750k-payroll-and-want-net-zero-cost-business-improvement-read-on/

It’s 20 pages that will open your eyes to a little known opportunity that smart businesses are taking advantage of..
The other difference here is that we’re not just talking about a standard Training programme.

We’re talking about a powerful Business Improvement/ Performance Transformation Project – at Zero Net Cost to your business.
I’ve also created a 10 minute video to explain the plan if you can’t be bothered reading.

http://leighfarnell.com/if-you-have-a-750k-payroll-and-want-net-zero-cost-business-improvement-read-on

This is a real, proven strategy to take action on.

If you want an in house Executive Briefing on this, hit reply and write ’750K Brief Me’ in the subject line.

Whether you’re in Mining, Real Estate, Construction, Manufacturing or Professional Services, this strategy will work for you… (and to be frank, no one else in Australia can or do offer you what my partners and I can offer you in regard to this strategy…)
Harvey Norman, UPS and several other big players have already taken up this offer, and you can too..

•     Improve Performance
•     Improve Staff Motivation and Retention
•     Improve Engagement and Morale
•     Be an Employer of Choice
•     Implement the Strategies of a High Performing Workplace
•     All for Zero Net Cost to the Business….

Clients win, Clients of the Client Win’s and You Win More Business (with less Sales Resistance…)

It really is a Win – Win – Win strategy..
Click on this link NOW to find out more..

http://leighfarnell.com/if-you-have-a-750k-payroll-and-want-net-zero-cost-business-improvement-read-on

YOUR INVITATION

HOW TO IMPROVE BUSINESS RESULTS -

COACH AND TRAIN YOUR PEOPLE FOR ZERO NET COST -

PERTH SEMINAR – MONDAY APRIL 30TH – 6PM TO 7.30 PM

On Monday night April 30th in Subiaco at 6pm we will be running a Boardroom Briefing on the above strategy.

If you have 20 employees or more hit reply and write ‘book me’ or sms me on 0412 945 402 and write ‘book me’ and we’ll send you the details.

We will cover:

1.     How to have your people trained, coached, educated, motivated to improve productivity, performance, health and safety for zero net cost
2.     How to improve productivity, revenue and performance for zero net cost
3.     If you’re in Transport, Warehousing, Logistics, Mining we’ll show you how the RealCP programmes can make and save you a fortune
4.     If you’re in Sales, Financial Services, Real Estate, Professional Services, Media, Retail, we’ll show you how our unique strategies can make massive differences to revenue and sales performance for zero net cost to you and your team
5.     How to make sure you’re eligible
6.     How much money you are eligible to be exempted from – to have to use in your Training and Coaching
7.     What is so different about this strategy than anything else available in the Training, Coaching, Business Improvement Marketplace
8.     How it can be applied and customised to your business

WHEN – Monday April 30th 6 – 7.30pm

WHERE – Hay St, Subiaco

COST – ZERO ..

HOW TO REGISTER – You will need to register as it is a Boardroom Briefing so numbers are limited to 10… Get it Quick. Hit reply and write Book Me or sms 0412 945 402 and write ‘book me’ and we’ll send you the details

IF YOU CAN’T MAKE MONDAY 30TH BUT WANT TO KNOW MORE..

If you can’t make the Monday 30th Boardroom Briefing and you want to find out more hit reply and write ‘tell me more’ or sms or phone me direct on 0412 945 402 and we can discuss..and if it sounds right for you we can arrange an in house – in your Boardroom Executive Briefing Session…

It’s up to you..

IF YOU’RE IN MELBOURNE, SYDNEY, BRISBANE OR (NOT PERTH)

If you’re in Melbourne, Sydney, Brisbane or other parts of Australia or New Zealand and you have 20 or more employees and want to explore this strategy, contact me direct and I’ll get one of our team to contact you direct to arrange an in house board room briefing to discuss this strategy.

Onwards and Upwards. Put wings on your business.

Kind regards

Leigh

I was at water polo training this morning – at coffee afterwards actually, talking to one of the people who come every Saturday – and I had a Flash..

Lisbeth said to me, ‘The problem with so many people today is that they don’t DO.. they spend so much time sitting around watching TV and thinking instead of DOING..’

‘If you don’t do, you don’t achieve and if you don’t achieve you start to doubt yourself..’

‘So much of feeling good about yourself is DOING things, getting things done be it baking a cake, going for a run, writing a blog, making a phone call to make an appointment, making a sale, making a successful sales presentation or workshop presentation, having a successful meeting, depositing a cheque from a job… etc etc..’

‘There is a link between self esteem and Doing….The higher my self esteem the more likely I am to do.. and the more I am to do, the more success I have, so the more it builds and re-inforces my self esteem..’

‘The less I do, the less likely I am to succeed so the less likely I am to build my self confidence and self esteem to do..’

It is a vicious cycle.

Procrastination kills self esteem. Low self esteem feeds procrastination…

Lisbeth revealed a great secret…..‘The thing that has made all the difference in my life was making a…..’

Well.. I’ve put it into this short video lesson to help you…

I’ve called it THE PUZZLE OF PROGRESS… and this is HOW TO STOP PROCRASTINATION AND CRACK THE PUZZLE OF PROGRESS…

I hope this helps you take advantage of the Cycle… builds your self esteem and self confidence, and you get more of what you want in life done…

Want more coaching on reducing procrastination and improving your productivity click here

And then I came across this video — Talk about building confidence and self esteem by doing….

Here is an example of working a list to get way beyond where most people would even dream of going..

It all starts with THINKING YOU CAN…

Attitude determines Altitude..

Take the first step.