Your Strengths, Your Passions, & Your Money Making Opportunities
Where these three areas overlap is where you’ll find your best success opportunities. Envision these three areas as concentric circles overlapping. You will find it is the overlap area that has compelling possibility. You can leverage this discovery to create optimal motivation, success, and possibility…
Some people struggle with right position related to what they desire to accomplish from a personal point of view. Sometimes, people are still trying to figure out what they want to be when they grow up… therefore, you might consider developing a personal vision statement in narrative form describing the issues that are a high priority in your life.
Developing a personal vision statement is a great way to begin clarifying what is important to you. When you know about what is important to you it’s easier to prioritize daily activities.
Everyone’s personal vision statement should be unique. This is not an exact science. Develop a draft statement quickly. Then read a statement and see if it sounds good to you. If it does, consider it a good first draft. Keep improving your vision statement, over time. Approach this task as if you’re making soup. Have fun and enjoy the benefits of a clear life vision.
“If you’re in this for the money, you are only about half paid…”
Bob Hammond (1921-2004)
My father, Bob Hammond, grew up in Iowa during the Great Depression. He was poor but received two years of college before being enlisted in the Army Air Corps during World War II.
He was an elite P-51 fighter pilot in the Asian Theater and was a decorated soldier.
He drank for 30+ years as he processed the experience. Consequently, our family grew up within the confines of alcoholism, divorce, and dysfunction. As I got older, and my father got sober, we forged a relationship for a lifetime. His support for me going to Humboldt State University, coupled with a mutual spiritual revival, made for a lifelong friendship until his death in 2004. My father always supported my educational goals and expressed confidence in me; he always believed in my choices and was available 24/7.
He was a people person and an expert salesman. He was relational in every way. People were his passion.
The lessons my father taught me had to do with relationships. People were priority.
For example, he came to work with me one day at the Tri City Weekly in Downtown Eureka to attend and contribute to a sales meeting. I was so proud and excited for my cohorts to hear the wisdom of this sage businessman and sales expert! He was my dad—coming to share his heart.
We gathered around, pen and paper in hand to hear from Bob Hammond, Salesman Extraordinaire. We were ready…
He sat down at our office at 6th and D St. and we expected at least 30-45 minute training about the secrets of great sales. No Dice. Not even close…
He leaned back in his chair, took a deep breath, and uttered words that were simple and profound and have taken me 15 years to really comprehend….He simply stated:
“IF YOU ARE IN SALES FOR THE MONEY, YOU ARE ONLY HALF PAID.”
That was it. No prelude, no commentary, no addenda—Just 13 words spoken with authenticity and belief.
I must admit, I was a bit annoyed and aghast he didn’t have a strong follow-up and more to add. He didn’t need to.
His point was just this: In business, as in life, people and relationships are key. They are the reason for why we do what we do in business and commerce and in life. The Free Market System is lacking, even meaningless, without good relationships, friendships, and the joy of living a life full of meaningful experiences with fellow human beings.
My dad was a people guy, a hugger who loved crossword puzzles, plants, music, people, and God most of all. His legacy of kindness, acceptance, thankfulness, gratitude, and forgiveness will always be with me. As an alcoholic, he always had a special place in his heart for those who struggled with alcoholism. He modeled non-judgment and kindness toward all. My father left an inherent sense of godliness, spiritual value, and a kindness that transcends most people you’ll ever meet. Although he was a warrior in World War II and killed many while flying a P51 Mustang, the rest of his life was spent building, not destroying.
He’ll always be remembered in our family as the “ice cream grandpa”, who always loved Humboldt County and insisted on multiple gallons of ice cream with each and every visit. Here’s to the legacy of a great guy, a great sales person… one of the Greatest Generation. May we approach our lives, careers, and business with a relational dimension and the kindness and care that all people want and need. Thanks, Dad, for modeling this respect and honor for people in your quiet, but profound lesson.
THE SALES MEETING: My dad Bob Hammond came to the Tri City Weekly Monday Sales meeting several years ago. I was really excited to see this expert address the craft of sales with my cohorts. He sat there and said these few words: “If you are in sales for the money, you are only half paid.” I was waiting for the next 59 minutes….Nothing! He was finished. He sat back and was finished with the Sales Training…I got annoyed until I realized what he had really said…
THE INTERPRETATION: What my dad taught was that business and sales are about relationships and people. The key to sales is to simply “Grow Relationships”. IF they know you, like you, trust you, they WILL buy from you. Relationship is king and People are paramount.
The NEW ECONOMY:
New Economy 2011 is not “Business as Usual.” I have been on the streets of Humboldt County for 30 years selling and it has NEVER been like this. Example: my informal survey of 200+ businesses has yielded only about 10 or so businesses that are doing “well.” I think 50% of those are exaggerating! Things are tough!
SALES IN A NEW ECONOMY
It has been said: “Nothing happens till there is a Sale”—it is the 2nd oldest profession! Capitalism and the Free Enterprise System are all based on sales and selling. Nothing happens till there is a sale. Sales IS foundation of our economy and the core of the free market system.
Old Practices and “business as usual” are NOT working. The “good old boy network” is not so good today! We must work harder AND smarter if we want to survive.
Things are really spooky and scary…What will we do going forward? How will YOU change and adapt to this “New Economy…?” Read on….
KNOW, LIKE, TRUST, and BUY YOU….HOW?
KNOW YOU— (know ability)
Who is the REAL YOU-Genuine, transparent, and human? In order for relationships to work people need to get to know you: Really know You- Not the adapted or “professional” you. Can you let down your guard and “keep it real?” Also, are you present in your customers world—Networking, BNI, Chamber, Rotary, Associations, Social Media, etc.
LIKE YOU— (likability)
How can you be a more LIKABLE you? Serve others! Serving, helping, loving others: Remember—“They don’t care how much you know- till they know how much you care.” Serving others helps them Like YOU! Helping others sets the stage for real likability.
TRUST YOU– (trustworthy)
My Dad Bob said “It takes money to buy whiskey.” What he meant is that actions promote credibility in all you do-Actions speak louder than words. True.
Trust simply takes time, consistency, availability, and starts with small steps of incremental credibility.
BUY YOU— (buy ability)
When it comes time to buy (if you have done the above), you are the trusted advisor. The natural outcome will be to use your services. You will be the #1. Choice when your customer goes shopping! You have won them with loyalty and good service–they may shop but will buy from YOU!
What will you work on to improve your sales, character, integrity, and love for others? This is the stuff of real sales, life, and relationships.
What are you known for? What will they say at your funeral? How will you be remembered in life, family, and business? Were you known? Liked? Trusted? And Bought?
It really is about people and relationships and that is what we leave behind in a positive legacy. Please remember the immortal words: “If you’re in it for the money you are only half paid.” Why settle for any less?