Welcome to Your Achievement Ezine
Issue 333 - October 17, 2007
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"Time is free, but it's priceless. You can't own
it, but you can use it. You can't keep it , but you can spend it. Once you've
lost it, you can never get it back." Harvey Mackay
Today's issue includes:
1. Your Achievement Article - How to Inspire Others to
Peak Performance by Nido Qubein
2. Your Achievement Quotes - Lifestyle, Listening and Love
3. Your Achievement Tips - Overcoming Self-Limiting Beliefs by Brian Tracy
4. The YSS Deluxe Training Package - 17 Products!
5. More Information
1. Your Achievement Article
How to Inspire Others to Peak Performance by Nido Qubein
It's probably true that most people who work with us will never care as deeply as we do about building our business and serving our clients. If they did, they'd probably be working for themselves.
Yet there's a great deal we can do to raise the level of their commitment and inspire them to peak performance. The operative word in the preceding sentence is inspire. You can demand that people who work for you be punctual, or that they perform at a certain level of output, or even that they do things reasonably well. Yet real commitment can only be inspired. And, inspiring people is what great leaders like John F. Kennedy and Lee Iaccoca did best.
How do great leaders such as these inspire others to commit themselves to their goals? It's not just that they have charismatic personalities, or that they give a lot of high-powered motivational talks. What they do is communicate their vision so forcefully that other people adopt it as their own vision.
For example, in the early sixties, President Kennedy set his sights on putting a man on the moon, and told the American people "We can do it!" He said it with such conviction that masses of people believed it, and committed themselves to making it happen. And, sure enough, in less than a decade, the first human being had walked on the moon.
Lee Iaccoca stepped into the ailing Chrysler Corporation and said "We're going to turn this company around!" With clear goals, a solid plan of action, and a strong conviction, he was able to inspire enough commitment from the U.S. Congress that he secured the largest loan ever made to a private company. Then he inspired enough commitment in thousands of Chrysler workers to enable the company to pay back the loan ahead of schedule.
That's the formula for any leader to inspire commitment -- clear goals, a solid plan of action, and a strong conviction. If you can communicate that to the people who work with you, you will have the kind of loyalty that makes them go the second mile. And the third and fourth miles if that´s what it takes to get the job done.
Of course, it takes more than inspiration to run a successful sales function. The people who work with you have to consistently perform at very high levels. And, to get that kind of performance, you have to gain their trust. They have to believe that you will always be fair in your dealings with them, and that you are concerned about their best interests.
One of the most helpful insights I ever learned about leading others is that people do things for their reasons, not for your reasons or for mine. So the goals, the plan of action, and the strong conviction have to be communicated in a way that directly answers the question: "What´s in it for me?"
When people honestly believe they will benefit directly from their efforts, and that the more they give the more they will benefit, they will perform at peak levels. So it's crucial that you show people how they will grow as they work individually and together to make the company grow, and then back up all your promises with solid actions.
People don't back good causes. They respond to clear opportunities for personal and professional growth. If I may paraphrase the Hallmark slogan, when people care enough, they'll give their very best!
But how can you move past the empty rhetoric and translate your vision into concrete actions your people can identify with and get excited about? Let me suggest ten proven techniques for building a solid team:
(1) Tie compensation, in every conceivable way, to the income people create. Profit sharing is one way you can do it, but that tends to reward everybody equally, regardless of how much effort they put into making the company profitable. A better way is to structure all or a part of everyone's pay, from the janitor to the president, around a mutually beneficial incentive plan. That way, the better job they do, the more money they'll make.
(2) Give constant public recognition for outstanding performance. The fact is that we all like to look good in the presence of our peers. So, if you can document that someone has done a job very well, give him or her a public pat on the back. If it's really good, throw in a tangible benefit. It will make everybody feel like giving more of themselves to the team effort.
(3) Constantly ask for input and ideas. People are usually much more enthusiastic about supporting decisions and plans they help to make. So it helps a great deal to get ideas and input from any staff person whose job will be affected by any upcoming decision. When your staff members quit talking about the company, and start talking about our company, you know you've got a team.
(4) Promote people on the basis of abilities, not just because they've performed well or have been around a long time. Make sure that anyone you promote has the skills and knowledge they need to do well in the new position.
(5) Assume that everyone needs to be trained for every new assignment. If you're lucky, you'll have one or two people who can plow into almost anything and do well at it. But most people need initial and on-going training.
(6) Constantly play the role of coach and mentor. Encourage people to keep growing and taking on new challenges. Guide their growth in ways that benefit your organization. Deal with mistakes and problems quickly, tactfully and forthrightly.
(7) Practice good human relations. Make people feel valued and important by treating them with dignity and respect.
(8) Provide plenty of opportunities for people to grow, both personally and professionally.
(9) Keep your personnel policies simple, clear and fair -- then firmly enforce them. It doesn't help to have policies that no one understands, and it's even worse to let people constantly get away with violating them.
(10) Weed out the prima donnas and poor performers before they spoil the whole team.
It takes a lot of patience and effort to build a solid team of people who will share and help you fulfill your vision, but the results will be well worth all you put into it.
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"Time has a way of getting away from
us, because we never have a grip on it during the day..." Doug Firebaugh
2. Your Achievement Quotes
LIFESTYLE
"Today I live in the quiet, joyous expectation of good." -- Ernest Holmen
"Most people are too busy living life to ever put life in their living..." – Doug Firebaugh
"Being rich isn't about money. Being rich is a state of mind. Some of us, no matter how much money we have, will never be free enough to take time to stop and eat the heart of the watermelon. And some of us will be rich without ever being more than a paycheck ahead of the game." -- Harvey B. Mackay
"Make your life a masterpiece; imagine no limitations on what you can be, have or do." -- Brian Tracy
LISTENING
"Most of us tend to suffer from 'agenda anxiety', the feeling that what we want to say to others is more important than what we think they might want to say to us." -- Nido Qubein
"Seek first to understand, then to be understood." -- Stephen Covey
"A professional knows when his or her most effective presentation is not to give one. Do you have clients who are having a bad day? Don't try to sell to them. Do try to listen to them and earn their trust." -- Tom Hopkins
"If you wish to appear agreeable in society, you must consent to be taught many things which you already know." -- Johann Caspar Lavater
LOVE
"When love and skill work together, expect a masterpiece." -- Charles Reade
"Those who love deeply never grow old; they may die of old age, but they die young." -- A.W. Pinero
"You must feel love within, before you can share it." -- Denis Waitley
"If you judge people, you have no time to love them." -- Mother Teresa
"Time is more valuable than money. You can get more money, but you cannot get more time." Jim Rohn
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"When you kill time, you kill your
opportunities for success." Denis Waitley
3. Your Achievement Tips
Overcoming Self-Limiting Beliefs by Brian Tracy
The worst beliefs you can have are "Self limiting beliefs." These exist whenever you believe yourself to be limited in some way. For example, you may think yourself to be less talented or capable than others. You may think that others are superior to you in some way. You may have fallen into the common trap of selling yourself short and settling for far less than you are truly capable of.
These self-limiting beliefs act like brakes on your potential. They hold you back. They generate the two greatest enemies of personal success - doubt and fear. They paralyze you and cause you to hesitate to take the intelligent risks that are necessary for you to fulfill your true potential.
For you to progress, to move onward and upward in your life and your business, you must continually challenge your self-limiting beliefs. You must reject any thought or suggestion that you are limited in any way. You must accept as a basic principle that you are a 'no-limit' person, and that what others have done, you can do as well.
When I was a young man, coming from a difficult upbringing, I fell into the mental trap of concluding that because other people were doing better than I was, they must be better or smarter than I was. I accidentally concluded that they were worth more than I was. I must therefore be worth less. This false belief held me back for years.
The fact is that no one is better than you are and no one is smarter than you are. If they are doing better, it is largely because they have developed their natural talents and abilities more than you have. They have learned the laws of cause and effect that apply to their lives and work before you have. And anything anyone else has done, within reason, you can probably do as well. You just need to learn how.
Brian Tracy
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"Time is a finite resource and we all place infinite demands on it. I view time as an opportunity, as a chance to make choices about how I spend that resource -- because it is our choice. And that's something people often forget." Maggie Wilderotter
4. The YSS Deluxe Training Package - 17 Products!
This week we have a great opportunity for you to treat yourself, your clients and your staff to gifts that will improve your relationships, your health, your finances and your life!
Choose from best-selling books, DVDs and CDs from Brian Tracy, Bob Proctor, Connie Podesta, Jim Rohn, Denis Waitley and much more (or get it all in one incredible package)!
To learn more or to order go to
http://deluxe.yoursuccessstore.com
"The quality of life is the quality of
your time management." Brian Tracy
5. More Information
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Your Achievement Ezine - Issue 333
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"Don't let the fear of the time it will take to accomplish something stand in the way of your doing it. The time will pass anyway; we might just as well put that passing time to the best possible use." Earl Nightingale
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