Sales Prospecting in Down Economies

Sales prospecting in down economies is no different than sales prospecting in up economies. It is still a behaviour, a discipline – doing what we have to do, even when we do not want to do it.

The only difference is that you may have to invest more time in sales prospecting in a down economy.

Sales prospecting can be time consuming in itself, but in a down economy, it is even more time consuming as sales prospects seem to be harder to find.

Therefore, more time invested in sales prospecting is required. If you did ten daily sales prospecting calls before, you may now have to do twenty to get the same results.

However, besides investing time, there is a better way to get the same or better results when it comes to sales prospecting. But first, you have to do your homework.

You need to know what our sales prospects should look like – you need to profile them so that you can take a targeted sales prospecting approach and not a shot gun approach.

It is the shot gun approach that is time consuming and does not get you the sales prospecting results you are looking for.

In a targeted sales strategy you need to define the criteria for three customer levels – A, B, and C.

The 80/20 rule states that 80% of your sales results come from 20% of your customers.

That 20% would be considered as your best customers. They are “A” or absolute customers, because they provide you with 80% of your revenues and without them, you would be out of business.

Answer this question: What criteria best describes you’re A customers? Is it profitability, loyalty, margin, volume, brand, relationship, etc.? Note your answers.

Then you need to proceed with the same question for the next level of sales prospecting – “B” beneficial customers. So, what is the sales criteria for your “B” level of customers ? How are they distinguished from A customers? Note your answers.

You can then proceed with what is the sales criteria for your next level of customers – “C” – convenient customers? How are they distinguished from B customers? Note your answers.

You may find that most of your prospecting activities are probably to “C” or convenient customers, as most sales people invest 80% of their sales prospecting time where they get 20% of the revenues.

So, let’s do the opposite and focus our sales prospecting activities on the A customers.

Once your sales criteria is defined for each level of customer, go to your sales data base and using the sales criteria identify your existing customers as A, B or C.

Separate the A customers and create their profile based on the information on hand. You will find that there is something different about them, compared to the B’s and C’s.

What is that difference? Now map that profile over to the market place for sales prospecting. Who are the A sales prospects out there that are not presently doing business with you?

Do the same with the B customers and identified the sales prospects for you B category in the marketplace. Also, look at your existing B customers who have potential to be come A’s.

Sales prospecting can be fun and most rewarding for sales results when you invest the time and plan your sales prospecting approach.

Twelve Self Motivation Tips – Part 2

These 12 motivation is a continuation from part 1. Click here to read part 1

Self Motivation Tip #7:

Get to know yourself. Question your self motivation. What are your values? What are your strengths and weaknesses? Is self motivation realized by focusing on your strengths? What motivates you? What de-motivates you? Self motivation questions your fears and limitations? How can you overcome them? What are your ineffective habits? What effective habits can replace them? Dig deep and answer these questions honestly as they relate to self motivation.

Self Motivation Tip #8:

Set aside some quiet time just for yourself everyday. Set a time to reflect on self motivation. I once took a day off work and gave myself 24 hours to write down everything I wanted to be, to do and to have. I decided nothing was impossible and there were no barriers. I imagined how my life would be affected if everything I wrote on that paper came true. Consequently, if I didn’t write in all down in 24 hours, nothing in my life would change. I would be closing the door on self motivation. Now it is 30 years later and I have accomplished most of my dreams and goals that I penned all those years ago. I exercise self motivation every day.

Self Motivation Tip #9:

Self motivation is knowing where you want to go and what you want to achieve. It is very unlikely you will enjoy success without self motivation. Success is the progressive realization of a goal and a dream. However, it is only a dream unless it is in print. Crystallization of a dream begins with writing it on paper. Write everything from the inside-out imagining nothing is impossible. Self motivation has no barriers, no limitations, and no fears. Group, categorize and prioritize all of your dreams and learn the secret to enhanced self motivation.

Self Motivation Tip #10:

Review your list of dreams often. Make it a daily habit. Dreams are the foundation to self motivation and must be written, planned, visualized and put into action. Prioritize your dreams and determine the price you are willing to pay to make your dreams a reality. The price could be effort, time, education, etc. If this form of self motivation does not appeal to you, revisit your priorities.

Self motivation Tip #11:

Part of self motivation is knowing what you want to do and creating an action plan for success. Keep each action point simple, so it can be accomplished. Large tasks usually get shelved, so minimize them. When your action plan is ready for implementation, commit to doing it by signing your name to it. Your signature should be the strongest commitment to yourself.

Self motivation Tip #12:

Take action. Self motivation is the actual doing. Thinking leads to procrastination, so stop thinking, just do it! The worst outcome is failure. You already know that you have to fail often to succeed once. Give yourself permission to have learning opportunities which usually transpire by doing and failing. You will need to employ all 12 self motivation tips if success is in your foreseeable future.

Turning Down Time Into Peak Performance Gold

Every Tahgwfstj has it’s highs – peak performance times, and lows – low performance time, it’s ups, and downs and it’s ins and outs.

To succeed in business, you need to know when it is peak performance time – the highs and the ups and when it is low performance time – the lows and the downs. Then, and only then, can you strategize to turn down time into peak performance gold.

Let’s Thecleanest with the highs, peak performance activities. Forummold most obvious high, or peak performance activity in my business, the speaking business, is regularly getting up in front of a group of people and speaking my passion, sharing my knowledge, growing people and being gratefully applauded.

There are other highs in this business, but as part of nature’s balance there are also some low’s, low performance activities.

The low performance activities that I am talking about is doing the stuff we don’t like to do, when I am not speaking, or when you are not doing what your passion is in your business.

Things we do not get paid for directly. Things like marketing and sales, networking, research, administration, data base management, program development or simply writing articles.

If you don’t like doing any of these things, or don’t hire someone to do it for you, you can remain in low performance, financially and spiritually.

Using your time wisely leads to peak performance. If you are not speaking, or doing what you most love to do in your business, what are you doing to grow your business into the future?

Have you taken the time to produce a business plan? What are your short term and long term objectives? What is your action plan? What are you doing about it? What are your daily disciplines to peak performance?

The more you do, the more positive the mind remains and the closer you get to peak performance. Everything comes in direct proportion to the effort excerpted. Do nothing and you worry and get depressed which leads to low performance. The more you do, the more you reach peak performance and gain financially and spiritually.

Like any business we also have our ups and downs. There are times of the year when business is up and other times when it is down. For most speakers December 15 to January 15 and for a good part of the summer months, business is down.

It is between these periods that business can be booming. When business is booming we are on a high – we can be at peak performance.

When it is down, we don’t have to be at low performance. It is when business is down, that we can produce peak performance gold, if we want to bad enough.

It is during these down times that we can rest, plan, write and do other activities. This is the time to be planting peak performance gold seeds, to harvest financially and spiritually during peak performance activity times.

It is during down times that you should be doing the things you don’t always enjoy doing. In my case I write.

Writing articles, booklets and/or books. Why? There are a couple of reasons. First the obvious. As an author, you gain credibility. With credibility comes respect and media attention. Media attention can help you build your speaking business and allows you to increase your peak performance and fees, if you are good. Of course there is also back of room sales revenue. This is the financial peak performance reason why speakers write.

The second reason I write during down times is for spiritual reasons. Writing reinforces the message within me and keeps the mind busy and focused. It is this focus of keeping the mind on desired outcomes, resulting in peak performance, and prevents down time negativity from entering.

Lack of focus and an idle mind invites negativity – low peak performance. Avoid low performance by keeping focused and busy – doing what you have to do, even when you don’t want to do it – that is the definition of discipline.

The Bottom Line: As a speaker, entrepreneur or employee, you must know your vision and walk your talk, even during down times, to maintain peak performance.

Bob Urichuck is an International Speaker, Trainer and Best-Selling Author. Learn personally from Delaware Lemon Laws in the areas of Sales, Motivation, Leadership and Team Skills. Bob presents a series of great ideas and strategies with combination of facts, humor, and practical concept in a high-energy and self-discovery process that you can apply right away to achieve results. Subscribe to Bob’s Free Newsletter, worth $297, visit http://www.bobu.com Now!

Twelve Self Motivation Tips – Part 1

Self motivation Tip #1:

Wake up in the morning with an attitude of appreciation. Why? Simply because you woke up. When asked,”how are you today?” your answer should be, “fantastic, excellent or great”.

G.R.E.A.T. stands for Getting Really Excited About Today. You are excited because you woke up, you can see, hear, walk, talk, etc.; however, today could be your last day. Why not make it the greatest day of your life? This is a great self motivation tip to live by.

Self motivation Tip #2:

Self motivation should begin the moment you wake up. What can you do for you? After all, you are the most important person in the world. If you are unable to grasp self motivation and do something special for yourself, you certainly won’t be able to do anything helpful or productive for anyone else. A self motivation tip is to do something for you first.

Self motivation Tip #3:

Self motivation is just beginning. Once you have done something special for yourself, recognize and reward yourself with a glass of juice, a cup of coffee or breakfast. It’s a small treat, however any behaviour that is recognized and rewarded, gets repeated. Self motivation needs recognition and only you can provide it.

Self Motivation Tip #4:

Understand that no one provides self motivation, only you can motivate yourself. Self motivation can hail from external influences which are never lasting or better yet, self motivation can be internal and ever lasting. Live your life from the inside out not the outside in and embrace undeviating self motivation.

Self Motivation Tip #5:

Make a decision. Choose self motivation and live the life of your dreams. Do you really want to live someone else’s dream, a combination of your dream and theirs or do you want to leave life to chance and circumstance? In the realm of self motivation, it doesn’t matter what you decide. You are the decision maker and by utilizing self motivation you will make that decision work. Go ahead, make a decision now and enhance your self motivation.

Self Motivation Tip #6:

Self motivation is taking control of your life. You cannot control the weather, the traffic and even what other people say. Therefore, if you cannot control it, let it be. Alternatively, there are things in life you can control. Learning to control your thoughts, your ego, your reactions and most importantly, your attitude is all part of self motivation. Knowing you have gained control of your outlook and approach to daily life, will increase your self motivation.

BOB HITS BULL’S EYE, UPS BOTTOM LINES

Ever felt that the lack of passion and drive are slowly leading to declining profit margins and motivations in your organisation? Then some motivational therapy – in life and at work – seems the right answer!

Dubai is all set for an inspirational sitting, when visiting motivational guru, Bob Urichuck, regales sales and marketing professionals in the city next week, with his ABC, 123 Sales Results System, at a workshop at Renaissance Dubai Hotel on June 16.

Bob Urichuck, an international professional speaker, trainer and consultant, who has worked with individuals and organisations across Canada, the US, Europe, Middle East and Asia, is also the best-selling author of Up Your Bottom Line, which was dubbed a runaway success when it was first published. During his current visit to Dubai, this book is being launched in Arabic, co-authored and translated by Dina Faidi. Dina is a certified Master Trainer and Consultant and Founder of “Creativity & Beyond”. The book launch is scheduled for June 15 at the Emarat Auditorium on Shaikh Zayed Road, at 5.30 pm, organised by the Dubai Quality Group. Like with the English version, it will be divided into three sections: (a) The Bull’s Eye Attitude: Selling from the Inside Out; (b) The Bull’s Eye Behaviour: Targeting Your Sales Effort and (c) Bull’s Eye Competencies: Hitting, Penetrating and Staying on Target, although it is has been modified to fit the Middle Eastern market.

City Times caught up with Bob Urichuck to quiz him on what makes him tick, and what staying motivated was all about.

Tell us some of the things you have gained through your experience as a motivational guru over the years? (Apart from the money and fame of course!)

Well first of all I did not get into this business for the money or fame, but to live a dream and make a difference in the world. I was in my late teens when I decided to pursue this path, but didn’t really do anything about it until I was 30. I then planned for it and made it happen – it is my passion.

There are many things that I have gained from the travel, cultures, life in general, friends, business and from the professional side. I always wanted to build a business that was global in nature and see the world, so I made it happen and the experience there goes without saying what a great thing travel is. I have visited and toured many countries and have gained a wealth of travel experience, while learning more about the diverse cultures of the world, and making a lot of friends. Overall, I gained a greater appreciation of life – health, family time, relationships, balance, etc. and conclude that life is what you make it.

On the professional side, I have learnt how much the world really needs the messages that motivational speakers like me have to share. So many people get caught up in the outside world that they forget about their inside world where true success, happiness and true wealth lies. They have lost control of their lives and many are wondering around aimlessly. Most people have not taken the time to determine where they want to be in five, 10 or 15 years. They will invest more time in planning their two-week vacation than investing time in their short and long-term destiny. People need to take control of the things under their control and to not only plan, but to take action!

Identify some of the most common problems or situations that people come to you with for solutions at a management level?

Well, mostly issues that deal with sales results, team building, staff motivation and leadership.

Do you find, since you travel extensively to the US, Europe, the Middle East that there are different problems in each place, or do they often keep to a set format?

Each organisation has different problems and issues, no matter where they are located in the world. That is why we take the time to understand and customise all of our programmes based on management objectives, participant needs, time allocated and budget. Otherwise we would not be delivering solutions effectively.

Having succeeded in conducting seminars and workshops on motivational behaviour, improving public relations skills and writing books on the subject, what are some of the things you would like to achieve at a personal level?

To be honest with you I have achieved everything I wanted at a personal level as I am a simple person. I have good health, a great wife, two fantastic sons, a beautiful waterfront home, investments, a good business, lots of friends and I get to travel as often as I would like to, with a member of my family in most cases.

From a business point of view, I would like to develop some new markets, like India, China and Australia. I would also like to develop more certified associates around the world in different languages, like Dina Faidi in Dubai, who has translated my books into Arabic and is certified to conduct my programmes in Arabic and English.

Can you elaborate on your schedule in Dubai for the upcoming tour, whom will you be meeting on an official level, have you been asked to conduct any corporate workshops, if so for what types of organisations?

As to who and what I will be doing on my upcoming visit to Dubai, I usually leave that to my agents, Right Selection, to fill my schedule for me. We usually meet with senior executives in a variety of industries – banks, transportation, high-tech, retail groups, etc. to better understand their needs in order to prepare for upcoming in-house sessions.

This trip is primarily to conduct a public event on June 16, and meet with some prospective clients in Dubai. In addition, we will be developing the market in Oman in order to hold future public sessions there. This will be my third trip to Dubai this year. The previous trips were to conduct in-house workshops for clients in the High Tech and Retail sectors on team building and sales.

Today there are a plethora of motivational speakers, self-development experts and literature on the subject is also extensive. What, in your opinion, differentiates your programmes and books? What would you say is the indelible stamp of Bob Urichuck?

I would say my passion – a true understanding of the client’s objectives, participant needs, time frame and the adult learning methodologies used to make learning stick while creating long-term behavioural change leading to bottom line improvements – hence, Up Your Bottom Line!

Helping discover one’s potential

Bob Urichuck – consultant, speaker and trainer – wants to make a difference in people’s lives

He describes himself as a cultivator of human potential. Bob Urichuck is a professional speaker, trainer and consultant, who travels all over the world conducting seminars on motivation, leadership, sales enhancement and building of team skills. He is also the author of two books titled Online for Life – The Twelve Disciplines for Living your Dreams and Up Your Bottom Line.

“My goal is to make a difference in the lives of people. My books and training programmes are designed to help people discover their own needs and desires, to teach them how to set measurable goals for themselves and to motivate them to take necessary action to achieve those goals,” said Urichuck, during a recent visit to Dubai.

Urichuck is a good speaker with a friendly manner and uses humour and his bright smile to great advantage during his training sessions. He uses quotes from Norman Vincent Peale, Henry Ford, Jonas Salk and Mark Twain to illustrate various principles, but the advice he gives is practical. He gets participants to do several exercises that lead to self-discovery and clarification of goals.

In a seminar I attended he spoke to employees of Le Meridien Dubai about maintaining control over the sales process by having control over your attitude towards yourself, your organisation and the market and setting clear personal and business goals.

He speaks with passion and conviction because what he talks about are lessons he has learnt from life and Urichuck is actually living his own dream.

“I set a goal for myself to be a professional speaker and trainer by the time I was 45. I wanted to make a difference in the lives of people. I also wanted to live in my dream house, see the world ‘first class with all expenses paid’ and never ever be in debt. I had to go through many hardships and failures, but I stayed focused on that dream, took determined steps to achieve it and succeeded. The biggest lesson I have learnt from life, one that is part of the 12 disciplines I teach, is to be thankful for what you have, be it health, money or the love of your family,” he said.

Sales training began in childhood for Urichuck, because he had to help with the family business. After graduating in business administration, he got a marketing job.

“Network marketing taught me the power of the mind. I got so intrigued by the concepts of motivation, self-development and trying to understand what makes people succeed that all my reading was focused in that area,” he said.

But despite this preparation, early success in his sales career was followed by a series of misfortunes that led to him being jobless and deep in debt at the age of 30.

Urichuck was then forced to accept a job with a large government organisation in his native Canada. “Although I did not like the job, I saw the opportunity to learn many new skills that would help me to achieve my goal,” he said.

He seized the chance to attend as many training programmes as he could. He distilled the best from each programme, added what he had learnt from his own experiences and devised his own programme, which he tested within the company.

“My first book Online for Life came out of a project I did for my diploma in an adult learning course,” said Urichuck. “I also obtained credentials to be a trainer and honed my training skills by conducting training programmes within the comnpany.

To improve my speaking skills I joined Toastmasters International and later founded the Canadian Toastmasters Club. This is exactly what I teach in my courses. Know where you want to go and take positive steps towards that goal,” he emphasised.

When he finally decided to branch out on his own, he started by doing free programmes for companies, which then led to more work. To gain a foothold in the international market, he wrote to the best hotels in various cities, offering to do free training for their employees in return for a room. The strategy worked and today Urichuck conducts several programmes every year in Singapore, Malaysia and Dubai besides Canada.

He is popular not just for his practical and effective training but also because he develops customised programmes for each company. “Before I conduct the training I try to understand the needs of the client. I study the objectives of the management and also do a confidential survey of the participants to find out what specific problems they would like to deal with. If the industry is new to me, I also take the time to go out with the sales people to understand the business properly,” he said.

Urichuck believes that he can make a lasting difference only if the programme is ongoing. “I have been coming to Dubai for five years and now with the help of Right Selection, who are my agents here, I want to introduce a partnering programme. This way I can work with companies on a regular basis, which will definitely result in attitudinal and hence behavioural changes resulting in a measurable increase in sales,” he said. Urichuck is also keen to train a UAE national to conduct the programmes in Arabic.

“I love Dubai and I believe that there is scope for my work here because the people are very responsive and forward looking,” he said.

Urichuck agreed that many professional speakers and trainers are in this business only for the money. “For me this job is a passion. People come to me because they want to increase their self esteem, self confidence and get more out of life and I want to help them do it. I offer free e-mail coaching because I want to help as many people as I can,” he said.

“My message to people is to live your dreams by having self-discipline, clear goals, doing something daily to achieve those goals and rewarding yourself for every right step you take.”

BoB Urichuck Arabian Man

USE

career file

live your dreams

FULFILLING YOUR CAREER GOALS WILL GUARANTEE PERPETUAL BLISS.

ob asked me, “Who are you?” I repeated the question “Who am I?” as much to myself as to him. He said yes that’s precisely what I asked. After a moment’s deliberation I replied “I’m a journalist.”

Bob Urichuck, the author of ‘Online for Life: The 12 Disciplines for living your dreams’ and ‘Up your Bottom Line’ replied, but your answer is the description of your ‘role’ not your ‘identity.’ He continued, but majority of the people give similar responses to this question, which means that all or at least most of us identify ourselves in the roles we play. Incidentally, we also rate ourselves on the same criteria- we consider ourselves a success or failure depending on how we are faring in our roles. If we are doing well in our jobs, we feel we are successful and as result we are happier.

So, achieving our career objectives and being successful in our jobs have much more implications than we care to acknowledge. Bob says, “work is the stepping stone to go wherever you wish to go in your life, it’s the step to achieve all your dreams.” If you were to categorise all your dreams under different groups such as family, personal, travel, business etc. you’ll realise all of these dreams can be made a reality if you have managed to achieve your career ambition. You’ll find that your success in your business or your jobs will trickle down to all other spheres of your life.

HOW TO ACHIEVE YOUR CAREER GOAL

KNOWING YOURSELF

Realising your career goals starts with understanding your true self. Although we identify ourselves in our career roles, we can forge ahead on the career pedestal only if we carve out an identity exclusive of our role. Our identity is the person who we are minus our role- our compassions, our passions, and our vileness all that which adds to our personality.

However, as adults you should be able to look inside yourselves and weed out the negative influences and baggage that sets limitations for yourselves. You should take time to know ourselves and live life “inside out.” By that we mean you should be able to control your thoughts, be self motivating and encouraging. But most often we do just the opposite, we live “outside in” letting the society dictate the norms for us, to decide for us even our dreams and desires.

But, if you build a positive identity, with positive qualities outweighing negatives then a slump in our roles will not lead us to lose our self esteem and happiness. So it’s essential that you have the right perspective of yourselves, the right attitudes and belief system that result in a positive identity.

KNOWING WHAT YOU WANT

You’ll be able to identify your goal based on your priorities. Should monetary considerations outweigh job title and power? These are questions you should address yourselves to recognise your goals. You should also identify your abilities, aptitudes, interests, skills, strengths and weaknesses by taking profiling tests, taking time to think for yourself about what motivates you, what you enjoy doing and identifying your aptitude for doing the same by taking aptitude tests. Self-knowledge will allow you to take the first step to drive your career in the right direction.

After you’ve realised what is that you want in life and out of your jobs, it’s time you take a step further, plan your career graph, set time stimulations to get there. It’s time to put the plan into action!

SELF CONFIDENCE AND DISCIPLINE

“Self confidence combined with self respect and self esteem adds to your self worth which in turn adds up to your net worth as individual directly reflecting on your performance,” says Bob. It’s therefore essential that you build your self confidence and self worth. And this begins with accepting ‘self.’ As individuals you should know your limitations, it’s easier to try and take control of things that’s within your control such as your attitudes, self talk, the way we react to people and our thoughts.

● Develop the right attitude: This can be done by focusing on your strengths rather than your weakness, by being more pro-active than reactive. Also you should ingrain into self the “attitude of gratitude.” You should get into the habit of appreciating yourself and others around you. If you’re the employer you should recognise the appropriate behaviours and actions than pointing out the inappropriate ones. “Remember recognition leads to repetition!”

An interesting thing you should keep in mind here is that the numerical value of the word ‘attitude’ translates to 100 (a=1 + 3* t=20 + i=9 + u=21 + d=4 + e=5) meaning if you got the right attitude 100 percent of your task has been achieved.

● Self talk: Find and develop your own set of affirmations that you can use and repeat to yourself particularly when you’re feeling low. Repeating positive phrases, getting into the habit of seemingly silly behaviours like standing infront of the mirror and telling yourselves ‘that was a great job’ or patting your shoulders will go a long way in building your self confidence.

● Control over thoughts and actions: If at anytime you find a negative thought creeping in to your mind, and let’s face it, it will happen. Deliberately and consciously let go of that such thoughts and focus on brighter more positive things. It’ll make things easier for you if you have a positive environment surrounding you. Hanging out with perpetually pessimistic people, and grimy circumstances will make things tougher for you, so avoid such people and situations.

If you’re serious about accomplishing your set goals then disciplining yourself will assure your success. Discipline is the commitment to do even those things that you don’t want to do or are reluctant to do. The reasons maybe many from laziness to sheer exhaustion but having the will and determination to accomplish all that you have set out to do is what will set you apart at your work place and in your lives. “Pledge yourself to your work and take on the complete responsibility to make it happen,” says Bob. Delete phrase like “I hope” from your dictionary and be confident that when you take on a responsibility that it’s as good as it’s done.

AVOID PROCRASTINATION

Bob cautions “Avoid procrastination.” The process of habitually putting things off is procrastination. It will cause you to miss deadlines, leading to lost opportunities and income, lower productivity and wasted time. On most occasions as much as we dislike a particular task it’s best to first tackle your most unpleasant and difficult tasks so that you for one you can relax that it’s out of the way and second you’ll be able to complete your other tasks more quickly and precisely. “A do-it-now attitude will make you a self starter, a person who can recognize a need and take appropriate action without waiting to be told to.” Don’t expect to find time to achieve your goals instead make the time.

However, dedicate your most productive time to yourself it’ll keep you motivated and avoid burn out. With an action oriented, do-it-now attitude you get more out of your day and when inculcated as a habit, this nature can translate days into a successful lifetime.

You can start working towards achieving that ‘life dream’ by monitoring and measure your daily progress. Are you doing what you set out to do? Are you rewarding yourself? Keeping tab of your progress will motivate you to keep going. The monthly monitor chart provided below is great way to keep your behaviour and activity under check. Look first at ‘Activities.’Across the top of chart is the list of daily activities. Check your daily progress for each activity for each goal. Place a check mark next to each activity that you carried out on a daily basis. (inset table)

All said, now you know what are some of the most important qualities of getting your life on the fast track to success- knowing yourself, knowing what you want out of life, positive attitude, self appreciation and recognition, discipline and action oriented nature. But, ultimately all boils down to one simple factor for success and this, the most important is DESIRE. You can get where you want but only if you wish for it. Your desire will be your motivator. It’s in wanting to know yourself and what you want for yourself and your family that will inspire you to take the recommended steps for self discovery and self training. Bob rightly put it “no desire no results.” So just remember nothing is as difficult as it seems, if you have the desire to make a change for good you’ll search for ways and means to get there. And we at the AM believe that everyone desires for the best out of life and deserve it too. So, go on just tell yourself ‘am going to do all that I have to reach my goal.”

66

arabian man

69

“If you were to categorise all your dreams under different groups such as family, personal, travel, business etc. you’ll realise all of these dreams can be made a reality if you have managed to achieve your career ambition. You’ll find that your success in your business or your jobs will trickle down to all other spheres of your life

”

MONITOR AND MEASURE YOUR PROGRESS

BOB URICHUCK IN HIS BOOK ‘ONLINE FOR LIFE: THE 12 DISCIPLINES FOR LIVING YOUR DREAMS’ HAS IDENTIFIED THE FOLLOWING PRINCIPLES TO MASTER SELF-MOTIVATION AND PERSONAL LEADERSHIP.

1. KNOW YOUR RIGHTS because you have the right to your dreams, desires and expectations — to have what you want, to like yourself as you are, to change, to fail, to be imperfect, to choose, to ask, to decide how you will use your time and energy and your right to lunch — when you pay for it.

2. MAKE A DECISION to do something about your life and live the life of your dreams, or to accept life as it comes. The first step in self-motivation is to make the decisions.

3. TAKE CONTROL OF Your Life by controlling your thoughts and states of mind. Discipline yourself – do what you have to do even when you don’t want to do it, and then reward yourself.

4. KNOW YOURSELF OR your journey into the future will be uncertain. Defining your identity will keep you focused as you later set priorities, organize tasks, deal with emergencies and accomplish challenges in your personal and business lives.

5. KNOW WHAT YOU Want out of Life by listing all of your dreams, desires and expectations as if nothing was impossible.

6. GROUP, CATEGORIZE AND Prioritize your dreams into time periods. Compare your dreams with the exercises you completed in the first five disciplines.

7. IDENTIFY WHAT YOU Are Prepared To Give in exchange for your dreams and desires. Expect to make changes in your life: in the way you spend your time, effort and money, and in your relationships, habits, education and career.

8. CREATE A GOAL Logbook. Keeping in mind that a goal is an end, a result, not just a task to be performed. It describes the condition we want to achieve. Goals are an extension of your values.

9. COMMIT TO YOUR Action Plan, taking on the complete responsibility to “make it happen.”

10. BE ACTION-ORIENTED AND “Do It Now!” Don’t expect to find time to achieve your goals, make the time.

11. MONITOR AND MEASURE your Progress to stay informed on how you’re doing. It will motivate you to keep going and to make the necessary adjustments along the way.

12. BE THANKFUL. Before you can have more out of life, take inventory of your blessings.

Bob Urichuck – Motivation Is The Key To Action

Motivation is defined as a motive to act. If there is a motive, there is action. No motive, no action.
What motives do you use in the workplace to motivate your employees? Is it money?

Most people think that money is the biggest motivator of all, but it is not. Everyone loves money and money is the first answer you will get when you even ask the question, why do you go to work. Most people think work and motivation is all about money.

However, money falls into the category of external motivation. External motivators are temporary – they don’t last long. They are never lasting. The worst part about them, is that no matter what amount you give, the more they are going to want the next time round. And if it is not more it will not be motivating, but de-motivating.

The same applies to all external motivators – motivational speakers, gifts, incentives, etc. Once they experience one, they want a better one next time round.

The only true form of motivation is internal motivation. Internal motivation is everlasting.

The top three ranking factors contributing to employee motivation are:
1, Praise and recognition in the workplace.
2. The feeling of being in on things
3. Help on personal problems.

The funny thing about these three factors is that they relate to internal employee motivation, although they come from an external source.

Each of these motivating factors affect people internally. No praise and recognition let’s their self talk tell them they are not doing their job properly. Add criticism to it and you’ve got a de-motivated employee.

Turn that around to sincere recognition and praise, and you will have motivated employees, because you are building their self-esteem and self confidence. That is what people are looking for. Everyone wants to feel better and that is why praise and recognition are ranked as the number 1 motivating factor in the workplace.

Have a meeting and exclude a couple of people. What do you think you are telling them. They are not able to contribute. Maybe you think they can, but you did not invite them. In their minds, they feel they are not worthy of contributing. This kind of behaviour leads to de-motivation.

Everyone in the organization wants to contribute to the success of the organization. Exclude them, and they will feel unworthy, and go against everything you do. Include them to motivate them.

Finally help on personal problems requires only an empathetic ear. Do you have one, or are your quick to give solutions. No body cares how much you know, until they know who much you care. Ask questions and listen. Show you care.

The Bottom Line: Make motivation in the workplace internal for lasting results. Use praise and recognition as a tool, as well as inclusion and listening. Combined they will motivate your employees beyond your expectations.

Bob Urichuck

Bob Urichuck Management