Welcome to Your Achievement Ezine
Issue 356 - March 26, 2008
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"Character is a quality that embodies many important traits, such as integrity, courage, perseverance, confidence and wisdom. Unlike your fingerprints that you are born with and can't change, character is something that you create within yourself and must take responsibility for changing."
Today's issue includes:
1. Your Achievement Article - The 3 Secrets to Communication
Mastery by Tony Jeary
2. Your Achievement Quotes - Unleashing Your Genius, Values/Principles and
3. Your Achievement Tips - Conversations that Connect by Colette Carlson
4. Bulletproof Communication for the Unexpected...
5. More Information
1. Your Achievement Article
The 3 Secrets to Communication Mastery by Tony Jeary
Communication Mastery is a level few people operate at. Yet it's something that's actually quite easy to achieve. The difference is in the way the message is prepared and received, and it can be achieved by integrating three simple principles into your daily communications:
1. Get Clear on Your Objectives
Ordinary communicators whip off an email, leave a quick voicemail, or rush into a meeting with their minds on something else.
Communication Masters, on the other hand, imagine each and every communication event down the line to its ideal conclusion before they ever start typing, talking, or walking into a conference room. And they do it by asking - and answering - four questions:
What specific desired outcomes do I personally want from this communication?
What action do I want the recipient(s) to take as a result of my presentation?
What must the recipient(s) know, say, or do differently when my presentation is over?
When are these actions required?
Let's say, for example, that you're leaving someone a voice message. Do you want the recipient to call you back with a certain piece of information, write you a letter, tell his or her assistant to schedule a meeting, buy your product immediately, or simply get his or her mind turning in preparation for a follow-up presentation?
Articulate to yourself exactly what the goal of your presentation is, and exactly what the recipient has to do in order for that goal to be achieved.
You may even want to write down the objective in either a short sentence or short list of bullets and then keep that list handy and top of mind during the presentation.
2. Apply the Presentation Platinum Rule
We all know The Golden Rule: Do unto others as you'd have them do unto you.
This is good advice, but those who communicate effectively use the Platinum Rule: Do unto others as they want to be done unto. Communicate the way others want to receive your message - not the way you like to be communicated to!
Everyone receives and processes information differently. Once you realize this distinction about human nature, your power and communication effectiveness will be enhanced. Master Communicators are flexible. They rarely make the same presentation twice because they know each recipient is different. They learn the composition of the person or people they're presenting to before the presentation begins, then adjust accordingly.
The best way to determine how people want to receive your message is to take a look at how they communicate their own messages to you. The more your communications are able to mirror back to the recipients their own likes and preferences, the more likely they are to respond quickly and positively to your message. If they use email, you use email. If they always call you, use the phone. (See Match your Recipient's Communication Style.)
You can utilize the Platinum Rule even if you've never met the person you are making a presentation to. Imagine, for example, that your goal is to create a joint venture between your organization and XYZ Industries, and in order to do it, you need to get your proposal to the president-someone you've never met. What does XYZ Industries' website look like? Do they have a public persona, a "vibe" they want to convey? How does the president dress - conservatively, casually, or with an edge? Are there any articles about him or her or interviews that you can read? Does the corporate literature contain any letters-from-the-president - type content that might offer some insights into his or her personality, likes, and dislikes, or do you have any shared acquaintances who may be able to give you insight?
All of this information will enable you to shape your presentation in a way that will resonate with your prospect on a deep personal level. For example, if the president is young and the XYZ is a web company, you might send an audio postcard via email. If the company is a manufacturing company without a website, you might infer that a personal letter is best.
3. Address the 'So What?' Factor
The difference between communicators and Communication Masters is that masters constantly and continuously target the recipient(s) pains, needs, and objectives with every presentation opportunity. They can imagine their recipient saying, "So what?" to each and every idea, bullet point, or sentence. And they make sure that their presentation delivers the response to that "So what?"
Most people, excited about the opportunity to sell their idea, product, or service, spend so much time talking about what excites them about the opportunity and the need they think it solves for their prospect, they never take the time to truly dig into the recipient's pains or objectives. And, this is why most presentations fail. It has nothing to do with the opportunity; the failure is in the delivery because the "So what?" factor was never addressed, and the recipient never made the connection between the needs in his life and the opportunity presented.
Your first communication should be entirely exploratory, whether by email or in person. Ask leading questions. Take detailed notes. Resist the urge to offer solutions or answers. This is difficult at first, because you are naturally excited about the opportunity you have to offer. But, it is only an "opportunity" if the recipient recognizes it as an opportunity - if it satisfies their "So what?" Once you have identified the needs, weave those into every communication. Make sure that every presentation - every email, voicemail, or face-to-face meeting - recognizes those pains and addresses them. Make constant and continuous connection with your recipients, and you will have overcome the "So what?" factor.
Achieving Communication Mastery
You're already doing the work of communicating: You're having the conversations, writing the emails, making the phone calls, giving the speeches. Simply by integrating these three principles into all of those efforts, you will transform them from mere communications into presentations ... and in so doing, multiply their effectiveness exponentially. You will accomplish more through your communications than you ever knew you could, and you'll do it in less time and with less effort than you will believe.
Tony Jeary's Mr. Presentation™ - Communication Mastery, designed to Bulletproof Your Communication for the Unexpected... Communicating masterfully will become unconscious and automatic for you. It will simply be who you are - all the time, in every situation. Order today at
http://tonyjeary.yoursuccessstore.com or call 877-929-0439.
"I look to a day when people will not be
judged by the color of their skin, but by the content of their character."
Martin Luther King, Jr.
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"If it ever came to a choice between
compromising my moral principles and the performance of my duties, I know
I'd go with the moral principles." Ralph
2. Your Achievement Quotes
UNLEASHING YOUR GENIUS
"Buried deep within each of us is a spark of greatness, a spark than can be fanned into flames of passion and achievement. That spark is not outside of you it is born deep within you." -- James A. Ray
"There isn't a ruler, a yard stick or a measuring tape in the entire world long enough to compute the STRENGTH and capabilities inside you." -- Paul Meyer
"An attitude of calm, confident expectation activates your creativity and unlocks your mental powers." -- Brian Tracy
"Genius is there in all of us, just waiting for us to tap into it." --Robert R. Toth
"You are invariably attracted to, and most compatible with, people who have the same values, beliefs and convictions that you do." -- Brian Tracy
"Success is the prize for those who stand true to their ideas!" -- Josh Hinds
"The principles you live by create the world you live in; if you change the principles you live by, you will change your world." -- Blaine Lee
"I do not trouble my spirit to vindicate itself or be understood; I see that the elementary laws never apologize..." -- Walt Whitman
"When I dare to be powerful, to use my strength in the service of my vision, then it becomes less and less important whether I am afraid." -- Audre Lorde
"If you haven't attained clear true vision, this causes you to lapse into extremes, so that you lose contact with reality." -- Zen Master Yuawu
"The most pathetic person in the world is someone who has sight, but has no vision." -- Helen Keller
"The most elusive and desired quality of leadership is vision. Vision is the perfume of the mind." -- Harriet Rubin
"The depth and strength of a human character
are defined by its moral reserves. People reveal themselves completely only
when they are thrown out of the customary conditions of their life, for only
then do they have to fall back on their reserves." Leon Trotsky
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"Character is the impulse reined down into
steady continuance." Charles H. Parkhurst
3. Your Achievement Tips
Conversations that Connect by Colette Carlson
Conversing naturally is key to your success in the business world. Knowing when to initiate a conversation, keeping it interesting by asking effective questions, sharing your own stories and ending a conversation with kindness is an art.
Create connections by following these seven steps:
Step 1: Exude confidence. When you're comfortable in your own skin, you make others comfortable. If you take the attitude that you bring something to the table, you will see that attitude reflected in others. Remember: Enthusiasm is infectious.
Step 2: Show up with something to say. Always be on the lookout for material. Although it may sound contrived, I read the Wall Street Journal looking for interesting, timely information that I can share at my next get-together: a party, association meeting or business affair. Think about keeping a file that you can review before your next event.
Step 3: Begin with a question. Besides showing interest in someone, one simple question can start an entire conversation. Asking something a bit unusual sets you apart from the crowd. Rather than, "What do you do?" ask, "How do you enjoy spending your weekends?"
Step 4: Find common ground. The surest way to build rapport is to find something you have in common and build on that interest. Don't shy away from topics that have nothing to do with business. They often crate the perfect connection.
Step 5: Focus on others. Putting your energy and interest in another person marks you as a great conversationalist. Englishman Raymond Mortimer once described the art of conversation in the United States as "not tennis, in which you return the other fellow's serve, but gold, in which you go on hitting your own ball." Keep that back and forth volley going with conversation.
Step 6: Be inclusive. Excluding others in the group is a conversation killer. Make eye contact with everyone in the group, not just the person who asked you a direct question.
Step 7: Close a conversation with class. When a conversation naturally lulls, take advantage and say, "It's been my pleasure talking with you, I hope our paths cross again soon." Before leaving, be certain to thank the hosts.
Colette Carlson specializes in sales training & behavioral change and has over 15 years experience in the sales training industry. Colette is passionate about providing individuals with the tools necessary for positive, long lasting change in their professional and personal lives. Colette has an "action speaks louder than words" philosophy which motivates audiences to make behavioral changes necessary to ensure their success. Here are some of the things you'll discover in this DVD/CD set:
Are you pretending to be someone you're not just to make others happy?
Do you find yourself saying "yes" when you actually want to say "no"?
Find out how you can be more assertive and let others know your true self and your true desires... without worrying about offending others in the process.
Find out how the media affects virtually everyone negatively, and how you can overcome its powerful influence.
How to defeat self-doubt.
Why most women play the "sweet and kind" game and create a false sense of authenticity.
Why it's not a good idea to compare yourself with those who are at the top of their game, and what to do instead.
How to say "no" when you really want to (and not feel bad about it).
To learn more go to http://mfs.yoursuccessstore.com today or call 877-929-0439.
"Our character is basically a composite of
our habits. Because they are consistent, often unconscious patterns, they
constantly, daily, express our character..." Stephen Covey
4. Bulletproof Communication for the Unexpected...
Every day, in dozens of different ways, you're sending a message out to the world... a message that determines whether or not people are going to like you, help you, work with you, respect you, hire you, promote you, and more. Now, discover the simple secrets to making that message exactly the one you want to be sending - so that you can use it to achieve exactly the outcomes you're looking for: at home, at work and in every other area of your life.
Here is a special message from our friend, Tony Jeary, "Coach to the World's Top CEOs".
To learn more go to http://tonyjeary.yoursuccessstore.com
"Weakness of attitude becomes weakness of
5. More Information
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Your Achievement Ezine - Issue 356
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"Character cannot be developed in ease and quiet. Only through experience of trial and suffering can the soul be strengthened, vision cleared, ambition inspired and success achieved."
Make it a Great Week!