"The key to successful leadership today is influence, not authority." Ken Blanchard
THE DEBT OF LEADERSHIP
From the September 30, 2008 Blog post: "Learning Leadership" by Jan Loy, Copyright 2007 - www.sharingencouragement.wordpress.com
John Maxwell says, "Leadership is influence. That's it. Nothing more; nothing less."
So, according to his definition, we are all leaders on some level. Whether you are leading a family, an organization, a little league sports team, a committee, a business, or a multi-million dollar enterprise - you influence others.
Leadership certainly has its rewards and challenges, but I believe there is another aspect that deserves some careful thought and action. It is what I call the "Debt of Leadership" - the things I "owe" to those I influence.
Consider these things:
• I owe excellence. I should be the very best I can be as a person and as a leader. That means I must continue to grow. • I owe decisiveness. I must be able to make good, informed decisions even in difficult circumstances. That means I must gather information and learn to apply wisdom. • I owe what I know. I must be willing to share insights and constructive criticism in a helpful way. That means I must learn from my victories as well as my mistakes. • I owe right relationships. In as much as possible, I should be at peace with others. This means I must practice forgiveness and reconciliation. I must take time to notice the positive in others. This means I will give credit to others for their accomplishments. • I owe gratitude. I must practice a thankful attitude in the situations I face. This means I will express gratitude for the blessings, the opportunities, the resources and the people who walk alongside me.
The "Debt of Leadership" must be paid each day. As it is paid, you will find that what you have invested will begin to multiply and return to you. Your diligence in leadership will not only "pay off" for you, but for those you influence as well.
Thank you, Jan, for allowing us to share this insight with our valued clients. In our business, we certainly have a "Debt of Leadership." Our clients depend on us for sound advice. More than ever, in the current economic climate, we need to practice these "Debt of Leadership" principles - strive for excellence in everything, help clients make wise, informed decisions, share what you have learned, be a relationship builder - and last, but not least - practice gratitude.
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #3
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #3
THINK IN TERMS OF OTHERS' INTERESTS
• Find out what people want, and help them get it. • When you know what they want, "hit the bull's-eye." • When you show people what they want, they will move heaven and earth to get it. • Take your mind off what you will get out of a sale and put it on what others will get out of it!
==========================================================================
Sincere Appreciation,
Richaard Wong
Training and Development
American International Assurance Co, Ltd
20/F AIA building, 1 Stubbs Road
Hong Kong
Tel (852) 2832 6762
Fax (852) 2572 1792
“Things which matters most must never be at the mercy of things which matters least” - Goethe -
Check out previous articles at: http://rebpo.blogspot.com/
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Sunday, October 26, 2008
Sunday, October 19, 2008
Finish strong - Build to succeed
I have pretty hefty goals this year." Michael Phelps, Olympic Champion
FINISH STRONG; Built to Succeed
Excerpts from 8/17/08 article by Alan Abrahamson, NBCOlympics.com
The board beside the pool where Michael Phelps and his teammates trained bore this message, “In business, words are words, explanations are explanations, promises are promises, but only performance is reality."
Michael Phelps combines his physical gifts, mental toughness and a passion for his sport -- tough to beat.
Key Factors in Performance
• Natural Gifts - honed to near perfection. • Love of swimming - Phelps exuberantly loves to swim. • Inordinate appetite for incredibly hard work. • Ruthlessly competitive.
Phelps said, "When I'm focused, there is not one single thing, person, anything that can stand in my way of doing something."
As we now know, the key to Phelps' focus is setting goals! Every year, he shares his goals with his coach, Bob Bowman -- written down, race by race, including the time he wants to achieve in each. Bowman said, "He hands it to me and I read it. He is right on the money about where he ends up, almost always."
Traditionally, Phelps has never said a word about what's on the paper. His performance at the Olympics revealed the goals he gave to Bowman.
Bowman, who is something of a student of success literature, said a recurring theme of his coaching and direction is that, "successful people make a habit of doing things that unsuccessful people don't like to do. That's it. They make a habit of doing things other people aren't willing to do."
Translate this to our professional sales career. Combine your natural gifts with your passion for selling and appetite to work hard, insert focus, which we know to be goal setting, and watch your goals become reality.
Finish strong to start strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #2
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #2
ORDER: SELF-ORGANIZATION
• Designate a set period of time each week for self-organization, planning your week, getting things in order. • Get up one hour earlier each day. Use this time to read and study. • Be ruthless with your time. • Commit to bringing more order to your work and your personal life.
The secret of freedom from anxiety over not having enough time lies not in working more hours,
but in the proper planning of those hours.
FINISH STRONG; Built to Succeed
Excerpts from 8/17/08 article by Alan Abrahamson, NBCOlympics.com
The board beside the pool where Michael Phelps and his teammates trained bore this message, “In business, words are words, explanations are explanations, promises are promises, but only performance is reality."
Michael Phelps combines his physical gifts, mental toughness and a passion for his sport -- tough to beat.
Key Factors in Performance
• Natural Gifts - honed to near perfection. • Love of swimming - Phelps exuberantly loves to swim. • Inordinate appetite for incredibly hard work. • Ruthlessly competitive.
Phelps said, "When I'm focused, there is not one single thing, person, anything that can stand in my way of doing something."
As we now know, the key to Phelps' focus is setting goals! Every year, he shares his goals with his coach, Bob Bowman -- written down, race by race, including the time he wants to achieve in each. Bowman said, "He hands it to me and I read it. He is right on the money about where he ends up, almost always."
Traditionally, Phelps has never said a word about what's on the paper. His performance at the Olympics revealed the goals he gave to Bowman.
Bowman, who is something of a student of success literature, said a recurring theme of his coaching and direction is that, "successful people make a habit of doing things that unsuccessful people don't like to do. That's it. They make a habit of doing things other people aren't willing to do."
Translate this to our professional sales career. Combine your natural gifts with your passion for selling and appetite to work hard, insert focus, which we know to be goal setting, and watch your goals become reality.
Finish strong to start strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #2
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #2
ORDER: SELF-ORGANIZATION
• Designate a set period of time each week for self-organization, planning your week, getting things in order. • Get up one hour earlier each day. Use this time to read and study. • Be ruthless with your time. • Commit to bringing more order to your work and your personal life.
The secret of freedom from anxiety over not having enough time lies not in working more hours,
but in the proper planning of those hours.
Wednesday, October 15, 2008
10 ways to Finish Strong
Diamonds are only lumps of coal that stuck to their jobs." B.C. Forbes
FINISH STRONG
Ten Ways to Finish the Year Strong
1. Call on aging
2. Grandchildren insurance
3. Non-qualified annuities
4. Rollover of IRAs
5. Term insurance conversion
6. Age change program
7. Order alternate policy
8. Review all rated policies
9. Get 15 referred leads per week
10. Make 1 more call
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #1
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #1
ENTHUSIASM
• Force yourself to act enthusiastic, and you'll become enthusiastic. • Enthusiasm puts your fear to work for you. • Enthusiasm is contagious. • Enthusiasm sustains you in the difficult times. • Commit to double the amount of enthusiasm that you have been putting into your work and into your life.
FINISH STRONG
Ten Ways to Finish the Year Strong
1. Call on aging
2. Grandchildren insurance
3. Non-qualified annuities
4. Rollover of IRAs
5. Term insurance conversion
6. Age change program
7. Order alternate policy
8. Review all rated policies
9. Get 15 referred leads per week
10. Make 1 more call
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #1
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #1
ENTHUSIASM
• Force yourself to act enthusiastic, and you'll become enthusiastic. • Enthusiasm puts your fear to work for you. • Enthusiasm is contagious. • Enthusiasm sustains you in the difficult times. • Commit to double the amount of enthusiasm that you have been putting into your work and into your life.
Tuesday, October 7, 2008
"There is very little difference in people, but that little difference makes a big difference." W. Clement Stone
TALENT + MOTIVATION + OPTIMISM = SUCCESS
Optimism is the constant companion of high-performing salespeople. It's their trademark, their way of life.
Optimism is the difference that makes a big difference.
The traditional formula for success has looked something like this: Talent + Motivation = Success.
Psychologist Martin Seligman suggested some new formulas:
Talent + Motivation + Optimism = Success Talent + Motivation + Pessimism = Failure
The idea is that you can have both talent and motivation and still fail if you don't have optimism.
The critical ingredient in the success formula is optimism.
Talent has been shown to be largely inherent. It's not something you learn. You can sharpen it.
You can focus it, but it is depressingly hard to increase.
Motivation can be boosted rather easily. In a 30-second bite, clever advertising can motivate you to buy.
Motivational speakers and seminars pump up participants to exuberance.
The trouble is more pumping is needed in a week or a month.
Research has revealed a measure of optimism is a more effective predictor of a salesperson's survival and
success than career assessment profiles. Salespeople with the highest optimism scores tend to produce
the highest dollar volume. These are the salespeople who make the second and third call, and the fourth
and fifth call. And they make each, optimistically.
Optimists believe good events are going to continue; bad events are transitory.
In school, Thomas A. Edison was classified as "confused & not teachable" by his teachers.
He was totally deaf in his left ear and impaired in his other ear.
Edison experimented many thousands of times before he invented an acceptable incandescent lamp in 1879,
and perfected it in 1880. Edison once said, "I have not failed 700 times. I have not failed once.
I have succeeded in proving that those 700 ways will not work.
When I have eliminated the ways that will not work, I will find the way that will work." And,
"Discontent is the first necessity of progress."
The good news is, you can learn to think optimistically. The result is energy.
The result is eagerness to make the next call. The result is enthusiasm on that interview.
The result is success!
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #13
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #13
CLOSING THE SALE
• Your confidence, born of preparation, is the key. • The sale must be closed; it seldom closes itself. • Step 1 - Owner Benefits • Step 2 - Final Look • Step 3 - Strategic Move • Step 4 - Prospect's Idea • Step 5 - App with Check
Master your closing strategy.
================================================================================================
TALENT + MOTIVATION + OPTIMISM = SUCCESS
Optimism is the constant companion of high-performing salespeople. It's their trademark, their way of life.
Optimism is the difference that makes a big difference.
The traditional formula for success has looked something like this: Talent + Motivation = Success.
Psychologist Martin Seligman suggested some new formulas:
Talent + Motivation + Optimism = Success Talent + Motivation + Pessimism = Failure
The idea is that you can have both talent and motivation and still fail if you don't have optimism.
The critical ingredient in the success formula is optimism.
Talent has been shown to be largely inherent. It's not something you learn. You can sharpen it.
You can focus it, but it is depressingly hard to increase.
Motivation can be boosted rather easily. In a 30-second bite, clever advertising can motivate you to buy.
Motivational speakers and seminars pump up participants to exuberance.
The trouble is more pumping is needed in a week or a month.
Research has revealed a measure of optimism is a more effective predictor of a salesperson's survival and
success than career assessment profiles. Salespeople with the highest optimism scores tend to produce
the highest dollar volume. These are the salespeople who make the second and third call, and the fourth
and fifth call. And they make each, optimistically.
Optimists believe good events are going to continue; bad events are transitory.
In school, Thomas A. Edison was classified as "confused & not teachable" by his teachers.
He was totally deaf in his left ear and impaired in his other ear.
Edison experimented many thousands of times before he invented an acceptable incandescent lamp in 1879,
and perfected it in 1880. Edison once said, "I have not failed 700 times. I have not failed once.
I have succeeded in proving that those 700 ways will not work.
When I have eliminated the ways that will not work, I will find the way that will work." And,
"Discontent is the first necessity of progress."
The good news is, you can learn to think optimistically. The result is energy.
The result is eagerness to make the next call. The result is enthusiasm on that interview.
The result is success!
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #13
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #13
CLOSING THE SALE
• Your confidence, born of preparation, is the key. • The sale must be closed; it seldom closes itself. • Step 1 - Owner Benefits • Step 2 - Final Look • Step 3 - Strategic Move • Step 4 - Prospect's Idea • Step 5 - App with Check
Master your closing strategy.
================================================================================================
Form the habit of paying attention- 290908
"Hundreds of people can talk for one who can think; but thousands can think for one who can see."
FORM THE HABIT OF PAYING ATTENTION
The single best source of prospects is personal observation -- those you develop through personal contact.
Be socially mobile. Think in terms of people everywhere you go.
Your present contacts can literally be a goldmine.
Develop an awareness of people who are in a transition period in their lives.
Prospects facing a new situation often realize that it will affect their financial position.
Frequently, this will provide an impetus for action.
Once you become prospect minded, you'll develop a nose for business as keen as the reporter's nose for news.
It's another way of saying that you've formed the habit of paying attention.
Most salespeople don't see things; they merely look at them. They listen but do not hear.
The power of keen observation is indicative of a superior mentality.
"Paying attention" is a powerful mental process. It is a key to increasing your productivity.
It makes it possible for you to evaluate carefully your prospects' problems
and to decide upon the best solutions to help them.
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #12
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #12
SERVICE AND PROSPECTING
• Serve what you sell.
• Pay attention.
• Maintain an up-to-date "reservoir-building" file.
FORM THE HABIT OF PAYING ATTENTION
The single best source of prospects is personal observation -- those you develop through personal contact.
Be socially mobile. Think in terms of people everywhere you go.
Your present contacts can literally be a goldmine.
Develop an awareness of people who are in a transition period in their lives.
Prospects facing a new situation often realize that it will affect their financial position.
Frequently, this will provide an impetus for action.
Once you become prospect minded, you'll develop a nose for business as keen as the reporter's nose for news.
It's another way of saying that you've formed the habit of paying attention.
Most salespeople don't see things; they merely look at them. They listen but do not hear.
The power of keen observation is indicative of a superior mentality.
"Paying attention" is a powerful mental process. It is a key to increasing your productivity.
It makes it possible for you to evaluate carefully your prospects' problems
and to decide upon the best solutions to help them.
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #12
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #12
SERVICE AND PROSPECTING
• Serve what you sell.
• Pay attention.
• Maintain an up-to-date "reservoir-building" file.
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