Expandmenu Shrunk


  • Category Archives Self-Motivation
  • Building Confidence in You

    Guest Post By: Gary Michels

     

    The other day, someone asked me, “What makes a customer or prospect have confidence in the person selling to them?”

    Great question!!

    First of all, you must believe yourself, that you along with your product/service, are the absolute best choice for that particular person.  My self-talk goes something like this: “I am the best salesperson, working for the best company, with the best products and services, for this person, at this time.” Psyche yourself up with this kind of self-talk.  Once you do this, you’ll be well on your way to successful selling.

    confidence

    Besides self-talk, video record yourself giving your presentation.  Listen to it once with your back to the screen.  This way, you can hear exactly what you say as well as how you say it. The next time through, watch it with the sound turned down.  This will help illustrate how your body-language speaks to others.  Do you have any distracting habits like adjusting your glasses or twirling your hair?

    In addition to improving your self-talk and your confidence surrounding your ability to sell, there are a few other things you can do to establish confidence in you from the folks who are soon to be your customers.

    1)    Write an article or story about your company or yourself, what you are doing to help others, and what results/benefits those people received.

    2)    Get a prospect to help you in your presentation. Maybe they can pass out materials or ask for directions on how to get to the appointment.

    3)    Be as prepared as possible. Don’t be fumbling with papers, tripping over your verbiage, or moving with a tentative step.

    4)    Tell a story about you helped another client or maybe even film one of your happy clients with your phone sharing briefly about their success with you. Then show this video to your prospect.

    5)    Carry a printed list of people who have worked with you in the past and share where appropriate.

    6)    Have “Champion Letters” on hand. These are testimonials from some of your most loyal customers. Try to have one letter that addresses each one of the objections you may get during the sales process.

    7)    Get a referral and then ask the person who gave you the referral to personally introduce you or call ahead and put in a good word before you make the final contact.

    8)    Let your clients know you are not part of a “fly by night” company and that you make a point of having regular contact with your customers.

    9)    Lastly, make people feel that you truly care about them. There is no need for “commission breath”. You should come across as someone who really wants to help them achieve.

    If your prospects trust you, they will eventually buy from you. It is all about that confidence that they MUST have in you that will determine your success. Pick at least one of the items on the list above and put it into action today.  Continue using that idea and bit by bit it will become second nature to you.  The more you practice, the more you will be ready for your sales presentation.  Soon, without thinking about it, you will be instilling confidence into your prospects.

     

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.


  • How to Let Go of Feeling “Busy”

    Guest Post By: Rory Vaden

    fear-of-loss

    “I’m SO busy.”

    You hear it all the time.

    In fact, we hear it so much, we should all just assume that everyone is that way and we can all stop saying it.

    Because there is a maximum level of busy.

    There are only 168 hours in a week, and if every single hour is planned and occupied, then you’ve reached the maximum level of busy.

    However, there is no maximum capacity to your mental toughness.

    There is no maximum capacity to your peace of mind.

    There is no maximum capacity for your ability to handle stress.

    Which means that the mental capacity of what you can handle should far exceed the physical and finite time constraints of what you have available in your calendar.

    Multipliers seem to have figured out that carrying stress isn’t a necessary prerequisite of having success.

    Anxiety isn’t an automatic byproduct of achievement.

    And busy isn’t a mandatory requirement of building greatness.

    You don’t have to be stressed.

    You don’t have to feel anxiety.

    You don’t have to feel busy.

    Those are all choices that you allow yourself to make.

    Those are all emotions that you allow yourself to feel.

    But you are bigger than your problems.

    You are tougher than your challenges.

    And you are stronger than your challenges.

    So you can let those feelings die because they aren’t serving you.

    You can stop telling yourself that “you’re so busy” because it’s not new information to you that your calendar is full.

    And you can stop telling everyone how busy you are so that maybe we all can stop this invisible competition about who has the most going on.

    Instead, all of us can move on to getting things done powerfully, productively, and peacefully.

    All the while knowing that if we’re working as hard as we can, doing the best we know how to do with what we’ve been given, then no one – including ourselves – can ask us to do anything more.

    Self-Discipline Strategist Rory Vaden’s book Take the Stairs is a #1 Wall St Journal, #1 USA Today, and #2 New York Times bestseller. As an award-winning entrepreneur and business leader, Rory Co-Founded Southwestern Consulting™, a multi-million dollar global consulting practice that helps clients in more than 27 countries drive educated decisions with relevant data.  Additionally, as the founder of the Center for the Study of Self-Discipline (CSSD), his insights on improving self-discipline, overcoming procrastination and enhancing productivity have been featured on Fox and Friends, Oprah radio, CNN and in Fast Company, Forbes, Inc and Success Magazine. 


  • Don’t just work hard. Do the hard work.

    Guest Post By: Rory Vaden

    hardwork-1-560x294Working hard is not the key to success; it’s merely the price of admission. 

    Hard work alone isn’t enough to bring you everything you want. 

    Because if you’re working hard at the wrong things then they won’t take you to where you want to go. 

    You have to work hard at the right things if you want to achieve your desired destination. 

    Which introduces a second element to the equation. 

    Because not only do you have to work hard, you also have to work hard at the right things. 

    So what are the right things?

     Actually, it’s usually pretty simple to identify them. 

    Typically the right things, the best things, the most significant things you can do to achieve your goal are often the things you know need to be done but you most don’t want to do. 

    They are the things that nobody likes to do. 

    If you’re trying to build muscle, it means doing pull ups or leg day. 

    If you’re trying to lose weight, it means cutting your alcohol, carbs, or sugar intake. 

    If you’re in sales, it is prospecting. 

    If you’re trying to get out of debt, it’s making and following a budget.  

    In other words, it’s not enough to just work hard.  

    You have to do the hard work. 

    You have to do the things you don’t want to do. 

    You have to do the things that other people aren’t willing to do. 

    You have to do the things that you know are good for you, but they are hard. 

    You don’t do them because the goal is to make life as hard as possible. 

    Quite the contrary, you do them because they ultimately make life easier.

    But that path is predicated on the unpopular truth that the shortest most guaranteed path to a more productive life is to do the hardest parts of things as soon as possible!

    You don’t just work hard. You do the hard work. 

    And if you that… 

    If you work hard…

    And you also do the hard work…

    Then you will start to find that eventually, things get easier and easier. 

    Self-Discipline Strategist Rory Vaden’s book Take the Stairs is a #1 Wall St Journal, #1 USA Today, and #2 New York Times bestseller. As an award-winning entrepreneur and business leader, Rory Co-Founded Southwestern Consulting™, a multi-million dollar global consulting practice that helps clients in more than 27 countries drive educated decisions with relevant data.  Additionally, as the founder of the Center for the Study of Self-Discipline (CSSD), his insights on improving self-discipline, overcoming procrastination and enhancing productivity have been featured on Fox and Friends, Oprah radio, CNN and in Fast Company, Forbes, Inc and Success Magazine. 


  • The More I Train

    Guest Post By: Gary Michels

    In almost everything in life, if you are going to “Turn It Up a Notch” and strive to be above average, you are going to have to train to improve yourself. Some people call it practice, others call it drilling it into your head, and even others may call it rehearsing. To me, it all boils down to the same thing- you are in TRAINING.  You are working to improve yourself and reach the pinnacle of success you are looking for. I once read that in order for one to be a true expert at something, one must spend at least 10,000 hours learning, practicing, and training on that subject. I am not sure if that number and/or fact is true or not, it certainly is a huge feat to accomplish.

    In the game of business and sales, I always suggest that everyone spends a minimum of 30 minutes a day educating themselves.  This breaks down to spending approximately 15 minutes on motivation and 15 minutes on technique. Mathematically, this works out to be a minimum of 10 hours a month and 120 hours a year of bettering yourself.  That is something we all need to be working towards.

    When I want to excel at something, I “PDR” (Practice, Drill, Rehearse) like crazy. If you are driven to be at the top of your game, or just want to improve upon where you are, you must embrace the training concept.  You need to be willing to put up with the pain it takes to train. You must be willing to “PDR” until you have your presentation or information down cold.   Otherwise, you will experience the pain of regret when you do not reach the goals you set for yourself. Training breeds confidence and preparedness- the exact opposite of fear and mediocrity. The words below speak for themselves.

    The more I train…The quicker I get

    The quicker I get…The slower they seem

    The slower they seem…The easier the game

    The easier the game…The greater my threat

    The greater my threat…The more attention I draw

    The more attention I draw…The tighter they play me

    The tighter they play me…THE MORE I TRAIN!

     

    Be excited and enthusiastic about training. Don’t look at it as if it is a burden. The benefits derived from the time and energy you invest in training far outweigh the hassles. Training will make you successful.  You must stick with it and continue to try and better yourself.  Your results will speak for themselves. What type of training can you undertake this week to make you more productive and successful?

     

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.


  • Unconditional Confidence

    Guest Post By: Dustin Hillis

    Do you believe confidence is something you are born with or not? At Southwestern Consulting, we found that confidence can be developed and strengthened through awareness and training. There are 3 Types of Confidence. We all have experienced all 3 types in some form or fashion in various ways. Our goal is to progress through the 3 types of confidence quickly and end up with Unconditional Confidence in every area of our lives.

    confidence

    The 3 Types of Confidences: False Confidence, Conditional Confidence, and Unconditional Confidence.
    False Confidence is saying you can do something, but deep down inside you think there is no way you can actually do the task. It is fake self-talk. A good example is someone whose group of friends talks and acts as though they were superman or superwoman, but when put into an unfamiliar selling situation, they change from superman to super-scared. False confidence comes from F.E.A.R. which is False Evidence Appearing Real. Sometimes we all have false confidence and “fake it until we make it”. However, we all want to move out of false confidence as quickly as possible.
    Conditional Confidence is why a sales job can be frustrating and emotional. Why do you think that selling can be frustrating and emotional? It’s because we develop conditional confidence and attach our self-worth to results (aka whether or not we make a sale). Many people have made one, two, or three sales in a row and their confidence goes way up. Then they go a day, a week, or a month with no sales and their confidence bottoms out. Conditional Confidence hits peaks and valleys like a roller coaster. This confidence is conditional on the outcome or result.
    Unconditional Confidence is the most important type of confidence. It separates all top producers from average. Top Producers who strive for unconditional confidence have that something special—charisma, swagger, or mojo. How do you develop Unconditional Confidence? Unconditional confidence is based on your beliefs and habits. To develop unconditional confidence, you need to know that you do have innate skills and that your momentum comes from your work habits. Every day you can gain more confidence by focusing on the habits that are within your control.

    There are 3 key areas that anyone can control every day:

    Your attitude, self-talk, and energy level. No one can control your attitude besides you. Knowing and believing you are created for a purpose and having positive self-talk is the most important area of focus in anyone’s life. Your energy level is a choice. Your attitude is a choice.
    Your schedule and time management. You determine what time you go to sleep, when you wake up, what time you make your first prospecting call, what time you make your last prospecting call, if you’re going to work on the weekends, or not. You are in control of your time.
    Your activity. No one can force you to work. You have to decide to get as much done as possible with the time allowed. Break your day into goal periods and decide what you are going to do with your time every minute, every hour of every day. Elon Musk (CEO of Tesla, Space X, and Solar City) breaks his day down to 5-minute time blocks that are scheduled before he starts every day.
    The key to being unconditionally confident and having self-worth in business is to not attach your self-worth to how much you produce. Your gauge on whether or not you’re doing a good job is based on work habits – Activity, Attitude, and Schedule. That way at the end of the day, you look in the mirror and don’t ask yourself “did I sell anything today?” Instead, you will ask yourself, “Did I focus on controlling the controllable habits today and do my dead level best?” When you are growing and improving every day in your beliefs and habits, you are creating Unconditional Confidence.

    A good positive affirmation to use when forming unconditional confidence is saying to yourself every day when you look into the mirror:
    “I do not expect success all the time, but due to the belief in my gifts and God-given abilities in addition to my knowledge and acquired skills, I can be fearless in the moment. In reality, self-worth has nothing to do with the outcome. So when the pressure comes, I cannot hesitate. Knowing sometimes I will do well and sometimes I won’t, regardless, I know failure is temporary and success will happen with perseverance.”

     

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr. Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • 3 Steps to the Art of Growth

    Guest Post By: Dave Brown

    Screenshot 2017-01-31 09.33.16

    Let me fill you in on something that has been life changing. Most of you know my background with selling door-to-door with Southwestern, now hitting the phones with Southwestern Consulting. Well, at one point things got stagnate. I wasn’t sure what was going on, and I felt like nothing was moving forward. Have you ever been there? Are you at that point where some things are just falling apart?

    I have the solution for you. IDP.

    Identify.

    Duplicate.

    Perfect.

    You are in control of how great you become, and how great you get at prospecting… or anything.  This is a process, a simple system, that allows you to keep getting better and growing every single day.

    First step: Identify

    Each one on you has done great things and accomplished a lot in your life. Personal or professional, you have had some success. Let’s remember that time. Take yourself back there, and where you were mentally. Think back to when you had your best day ever. What did you do that day? How did you sound? What did you wear? What were you saying to yourself that day? Take yourself back to that place and think through those things when you were at the top of your game and make a list. Remember how people treated you and what they said to you. Write down how you were feeling, and just what was going on. This will be your first step.

    Second step: Duplicate

    Pretty simple. Every Sunday I have IDP time to recap the week and think about every great thing I did the week prior, so on Monday, I can duplicate those actions. I can repeat what it was about the week before that made a positive impact, and carry it on to the next week. Maybe you just start smiling at everyone. That is something you can repeat while helping yourself and others. Consciously be aware of the things that make you feel accomplished so you can continue doing those things. You will naturally start duplicating these things, which will lead you to the last step.

    Final step: Perfect

    Perfect what you know works. Perfect those processes and systems. You become amazing at calling people and prospecting. You grow and get better while you’re out serving others and changing people’s live through what you do. This is the perfection process.

    It starts with identifying, then you duplicate, then you perfect the great you that you are. Where I am at today, and the things that I have accomplished and keep doing, come from IDP. I continue to take these steps and great things unfold. You can do it too!

    Prospecting mastery is a habit and can be achieved by anyone dedicated to working a system better than anyone else ever has. Go out, get your habits and identify, duplicate, and perfect the best you! Go get it today!

    What is something you have done that you are so proud of, and continue to do? What have you perfected because you identified and duplicated it? Let me know! Tweet me @davebrown_swc or message me on LinkedIn. Let’s connect and grow together!  

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record-breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • Whether You Believe It or Not, It’s Probably True

    Guest Post By: Amanda Johns Vaden

     

    “Whether You Believe It or Not, It’s Probably True.” That’s actually one of my very favorite quotes because I actually do believe that.

    true

    What I have found in my own personal life is that when I believe I can do something, I typically find a way. If I don’t really believe that something can happen, I rationalize my way out of trying to make it work.

    Have you ever done the same thing?

    Here’s the biggest question for this week’s blog:

    What do you believe that is actually possible in your life?

    Now that’s a really big and somewhat vague question because it could be personal, professional, or about your fitness life. It could even be about your financial life, your career, or your relationships. But the question remains the same.

    What do you believe in your life that you actually think can come true?

    That’s what I want to pause and think about this week.

    It’s Sunday night and I’m actually driving to a study with some of my girlfriends. As I sit and think about that question to myself, one of the things I notice that happens quite often is I immediately go to the realistic.

    I immediately go to things that are already in motion. I already think, “What are things that already have a track to run on and what do I just need to finish?” I wonder about the things that seem possible.

    I rarely think about the things that seem impossible. What are the things that could happen with a little creativity and ingenuity? Who are the people in my life who could help me make impossible things possible?

    Regardless of where you are and what, you believe on this stance here’s one thing I know to be true:

    Mind really does overcome matter.  

    If you believe something, more than likely you can find a way to make that become a reality.

    I also believe the opposite. If you don’t believe something is possible, you’ll never give it enough attention, effort, or resources for it to even become a glimmer of hope in your imagination.

    As you read this blog this week, I hope it helps you challenge your thinking with one thing:

    What is potentially impossible that actually could be possible with a little creativity, a little willpower, and the right people coming together to help you?

     

     

    Amanda Johns Vaden is a founding partner, executive coach and senior consultant at Southwestern Consulting. She has worked with over 400 sales offices nationwide.  Amanda is the author of the upcoming books Unspoken: Redefining Expectations Between  Men and Women in the World of Work and 4-Dimensional Follow up: Increasing Client Retention and Customer Loyalty Through Follow-Up.

    To visit Amanda Johns Vaden’s website, click here.


  • 5 Practices that will Make You a More Grateful and Happy Person

    Guest Post By: Rory Vaden

    Living-a-happier-lifeWe think of gratefulness as a soft skill, but I am very convinced that it is as tangible, practical, and pragmatic as learning to balance a checkbook or lift a set of weights.

    In fact…

    What working out is to looking good…

    and

    What balancing your checkbook is to being rich…

    is exactly

    What being grateful is to feeling happy.

    Learning to do the disciplined work of counting your blessings is the necessary and required skill for you to feel happy.And when you are counting blessings you will be happy because you are thinking about all that has been given to you instead of all that you don’t have.

    Here are 5 daily practices that will help you strengthen your “gratitude muscle” which will lead to a happy heart:

    1.     Choose to say thank you first thing in the morning – If you aren’t consciously thinking about the good things in your life, then you will often unconsciously start thinking about the challenging things. And the battle for your mind starts the first second that alarm clock goes off. I challenge you to make the VERY FIRST THOUGHT in your mind the moment you hear the alarm start with “Thank you for_____.” And then keep repeating it as many times as you can filling in the blank with different things.

    2.     Have high expectations of giving and no expectations of receiving. – Unmet expectations are a great source of our dissatisfaction. So having high expectations of what you deserve, what you feel is owed to you, and what you’ve earned sets you up for disappointment and makes it hard to be grateful. On the contrary, when you don’t feel like you deserve anything, then everything that comes to you is a wonderful blessing. And there is something magical about how appreciating your blessings brings more abundance into your life. By the way “giving without expectation of receipt” is the definition of the word Grace.

    3.     Respond to negative situations by counting blessings – Every time you are tired, upset, discouraged, frustrated, angry, or sad immediately catch yourself and start listing off all of the things you are thankful for – just like how you started your day. This is very hard; but if you can develop the discipline to do this one thing, it will drastically change your life.

    4.     Notice and engage with people who have less than you. – The more you pay attention to, and spend time with people who have less than you, the more your eyes are opened to all of the amazing blessings you have in your life that you take for granted. This can be volunteering, donating, or just mentoring people. It also reminds you how far you’ve come and how lucky you are.

    5.     Say thank you and give credit to those around you. – When you take credit for things, when you say “I did”, and when you believe it was all you, you start to feel owed. When you give away credit you are constantly intentional about the work and help of everyone around you. You start to realize that even if you did 100% of the work, there was a whole army of people in your life who made choices that helped create the circumstance you are in that enables you to do anything and everything you do. If there’s one thing on this list I’ve done wrong, it’s this one. Trust me, it’s not a good way to live – and it’s the fastest way to push those people who are so important to your success far, far away.

    Do these 5 pragmatic things. Practice them often. They won’t be easy, but they are simple. Like everything else, it’s just a decision to “Take the Stairs.”

    Self-Discipline Strategist Rory Vaden’s book Take the Stairs is a #1 Wall St Journal, #1 USA Today, and #2 New York Times bestseller. As an award-winning entrepreneur and business leader, Rory Co-Founded Southwestern Consulting™, a multi-million dollar global consulting practice that helps clients in more than 27 countries drive educated decisions with relevant data.  Additionally, as the founder of the Center for the Study of Self-Discipline (CSSD), his insights on improving self-discipline, overcoming procrastination and enhancing productivity have been featured on Fox and Friends, Oprah radio, CNN and in Fast Company, Forbes, Inc and Success Magazine. 


  • Facing Fear

    Guest Post By: Jay Wang

    Fear is the root of many challenges we face in life. If we really dig down, at the core of things, like worry, doubt, anxiety, depression, etc. you will find fear. Even things like rage, selfishness or apathy can be traced back to fear.

    Fear…Recently a few close friends and I went downhill mountain biking at a local ski resort, in the summer time you can take the ski lift up with a downhill mountain bike and hit some intense descents. It was really scary and admittedly most trails there were several levels higher than my current skill set. For those of you not familiar with mountain biking, the difference between cross-country or trail riding and downhill riding is exponential! We are talking huge jumps and turning corners that you can get horizontal in!

    I had gotten advice that often in an ugly situation where you are about to crash or… say hit a tree, you actually need to let off the brakes so that you can gain control, get traction, steer around the obstacle and ride out the situation. Counter-intuitive to say the least. I experienced this first hand noticing that the more afraid I felt, the more I seemed to use my brakes. The more I used my brakes the less traction I had, especially when over breaking and the more out of control I felt! I had to really face my fear and constantly focus on using my body and going with the flow of the trail vs my default fear based reaction to slam on the brakes. It ended up being an epic adventure, a good time and a victory!

    Sales, business, and life work the exact same way. Look at our fear based reactions like call reluctance, procrastination or self-sabotaging our own success. They again can all be traced back to a core element of fear.

    Here are a few steps to help you face your fears!

    1. Know the Enemy!  What are you afraid of? Name it and write it down. Acknowledge it and you may start to see how insignificant or unlikely it is. Understanding fear helps us to better react to it in the right way. Many of us have heard the old acronym that F.E.A.R. is False Evidence Appearing Real. Though I agree entirely I would also like to submit that many times there is something very real we fear. Going back to my downhill mountain biking trip, I forgot to mention, that day we saw two broken collarbones and one guy got carried off in an ambulance. Believe me, the danger and risk was very real. HOWEVER, fear is a multiplier! It takes that risk and it exponentially multiplies that which we are afraid of! It snowballs in our creative imagination and becomes a monstrosity. So awareness is key!

    2. Do Battle with the EnemyFear is a cunning foe, you can not fight it by attacking it directly because whatever we resist persists. You can’t fight the fear of falling on a mountain bike by saying, don’t fall, don’t fall, don’t fall. Guess what your mind focuses on?!?  That’s right! Falling! And what usually ends up happening? You guessed it. Often times, fear causes us to do the things that will bring about exactly that which we do not want to have happen, like over breaking on a mountain bike. This applies to cornering on a motorcycle as well, FYI. So what do you do? Like a martial artist master, you must see the attack (in this case the fear), maneuver to allow the attack to pass right by you and make your move!  So what’s your move?

    a.     Focus on what you are doing and not on what it is you are afraid of.

    b.     Use Self-Talk or have a Mantra-  I got this! This is a walk in the park! This is fun! I’m crushing this!

    c.     Have a plan to focus on the right things!- do it step by step, break it down and slowly build momentum and confidence!

    0ea51a32ee08c7d88a1b27976aef638a

    Happy Halloween! Go out and Face your Fears!

    Jay Wang started selling with The Southwestern Company while in college. He was in the top 1% of sales producers and was able to sell, recruit and manage teams in order to pay his own way though school. After graduating with a degree in Business Management, he transitioned to managing multi-million dollar commercial real estate properties, achieving record-breaking occupancies. Since 2011, Jay has been traveling the country as a professional sales trainer and Partner with Southwestern Consulting.


  • Control What You Can: Attitude and Effort

    Guest Post By: Emmie Brown

    attitudeOften we get frustrated in life when we try to control things that we actually have no control over.

    We get frustrated when the traffic is bad and we are late to work.

    We get frustrated when somebody doesn’t buy from us, or they don’t show up for an appointment.

    We get frustrated all day long with little things that are happening, that we forget that we cannot actually control some of those things.

    What can we do to keep from feeling this way?

    There are only two things each day that you actually can control. Only two things!

    They are your attitude and your effort. That’s it!

    When something bad happens you control how you react to that something. You can control what attitude you choose to put on. Choose to put on a good one!

    You can also control how hard you work. How many hours you put in. You control how hard you work during those hours, how many phone calls you make, if you pick up the phone and dial again and again and again.

    There are things that you can influence, like how well you have a conversation. You can influence if somebody buys or not, but you can’t really control the outcome at all.

    You can control a lot of what you do in terms of how many appointments you set, etc. You can have a great amount of control over that. Two things we can work on controlling is how hard we work and our attitude.

    If you focus on controlling the “controllables,” controlling what you actually can control, and just surrender the rest, you will have a lot less frustration and a whole lot more peace!

    Emmie Brown is an executive level coach and an expert in the Psychology of Scripting. Emmie started her career with The Southwestern Company as a student intern at the University of North Carolina. She continued to work with Southwestern over the next 10 years as a top producing sales manager until joining Southwestern Consulting in 2009. Emmie has spent the last 4 years traveling the country as a professional sales trainer, executive coach and business consultant with Southwestern Consulting and the Success Starts Now! conference series. She is also the author of the audio series Talk Less, Sell More and a breakout presenter at the Success Starts Now! sales training conference.