Leadership is not personality, title or endowment. Leadership is a price." Charlie "Tremendous" Jones
Garry Kinder and his wife, Janet, attended the memorial service for Charlie "Tremendous" Jones. This philosophy was given to every person in attendance. It is an excerpt from an article in the August/September 2008 issue of Success Magazine.
MY LEADERSHIP PHILOSOPHY by Charlie "Tremendous" Jones
Leadership is not personality, title or endowment. Leadership is a price. We all pay the price: either the price of leadership or the price of failure. No one ever leads in a crowd. Someone sets the pace or paves the way.
• THE ART OF DECISION MAKING Make it: Don't wait until you can make the right decision. Make a decision and then make it right. Make it yours: Get good counsel, but when the final decision is made, make it yours. Stick by it: Stick by your decisions, never quit. Great goals aren't reached in 30 days.
• LIFE'S THREE GREAT DECISIONS
1. Who will you live your life with?
A marriage is not successful because of compatibility. Integrity is the key. Integrity to make a decision, make it yours and die by it.
2. What will you live your life in?
A job is as sacred as a marriage. The person who doesn't love, honor and cherish their work will never receive the rewards that come to those who live their work.
3. What will you live it for?
Purpose and Motive. Purpose produces passion. If the motive isn't right, the results will be wrong. We can succeed for ourselves or for God.
• WEARINESS We grow through failure, we tolerate the critics and no one knows like the leader the wearisome process of transforming a thin skin and hard heart into a thick skin and soft heart.
• VISION Vision belongs to all who are willing to commit their lives to their goals. After commitment, the decisions are simple because vision is that quality that enables and empowers us to pay the price.
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #7
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #7 DESERVE CONFIDENCE
• All things being equal or not equal, people buy from salespeople they trust, respect, and like.
• Always be honest.
• Be sincere.
• Be prepared.
• Look your best.
If you do not sell someone the first time, leave a trail of trust behind. If you want others to have confidence in you and your recommendations, you must first deserve confidence.
Richaard Wong Best Practices, Training & Development AIA
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at: http://rebpo.blogspot.com/
Sunday, November 30, 2008
Sunday, November 23, 2008
Fix Action Plan -241108
"No life ever grows great until it is focused, dedicated and disciplined."
- Harry Emerson Fosdick
FIX ACTION PLAN
A reporter once asked Michael Jordan how he had maintained consistency throughout his career. Jordan's response is the most practical goal-achieving strategy we know anything about. Jordan said, "Years ago, I simplified things. Thirty- two points per game is only eight points a quarter. I figure I will find some way each quarter to get eight points."
This is a clear, simple approach for setting a high standard for yourself and then achieving it. Begin with the end in mind. Then break it down into easily achievable mini-goals, and focus on those numbers. We call this Goal Attainment Insurance, and it can make a big difference in your approach to goal setting in selling.
Goal setting defines chief aims. Goal setting puts order in your selling life. It sets priorities. It makes focus possible. Done properly, goal setting always leads to commitment -- and commitment makes everything you're up to worthwhile.
Goal setting is often a de-motivating practice unless it is broken down into doable components. This is where you focus.
The two keys are commitment and focus.
An individual with specific goals is an individual who will make a responsible commitment. This is the person who believes a commitment made is a debt unpaid.
Effectiveness and productivity are greatly multiplied when one has singleness of purpose. Tunnel vision is good when targets are clearly identified.
Goal setting is the initial cause of which success is the final effect.
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #6
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #6
THE ART OF LISTENING
• Look people straight in the eyes when they are talking.
• Give them your undivided attention. This communicates that you think what they have to say is important.
• Listen to what people are actually saying.
• When you really listen, it makes your use of questions more productive; you will uncover what they are not saying.
• When you uncover what they are not saying, you have helped them discover what they needed to say, but didn't know how.
This is the magic of listening in selling.
Richaard Wong Best Practices, Training & Development AIA
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at: http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
- Harry Emerson Fosdick
FIX ACTION PLAN
A reporter once asked Michael Jordan how he had maintained consistency throughout his career. Jordan's response is the most practical goal-achieving strategy we know anything about. Jordan said, "Years ago, I simplified things. Thirty- two points per game is only eight points a quarter. I figure I will find some way each quarter to get eight points."
This is a clear, simple approach for setting a high standard for yourself and then achieving it. Begin with the end in mind. Then break it down into easily achievable mini-goals, and focus on those numbers. We call this Goal Attainment Insurance, and it can make a big difference in your approach to goal setting in selling.
Goal setting defines chief aims. Goal setting puts order in your selling life. It sets priorities. It makes focus possible. Done properly, goal setting always leads to commitment -- and commitment makes everything you're up to worthwhile.
Goal setting is often a de-motivating practice unless it is broken down into doable components. This is where you focus.
The two keys are commitment and focus.
An individual with specific goals is an individual who will make a responsible commitment. This is the person who believes a commitment made is a debt unpaid.
Effectiveness and productivity are greatly multiplied when one has singleness of purpose. Tunnel vision is good when targets are clearly identified.
Goal setting is the initial cause of which success is the final effect.
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #6
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #6
THE ART OF LISTENING
• Look people straight in the eyes when they are talking.
• Give them your undivided attention. This communicates that you think what they have to say is important.
• Listen to what people are actually saying.
• When you really listen, it makes your use of questions more productive; you will uncover what they are not saying.
• When you uncover what they are not saying, you have helped them discover what they needed to say, but didn't know how.
This is the magic of listening in selling.
Richaard Wong Best Practices, Training & Development AIA
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at: http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
Sunday, November 16, 2008
Bcome A peak Peformer-Nov08
The first thing to do, if you have not done it, is to fall in love with your work. Hold yourself responsible for a higher standard than anybody else expects of you. Never excuse yourself. Never pity yourself. Be a hard taskmaster to yourself." Henry Ward Beecher
BECOME A PEAK PERFORMER
Peak performers are those sales professionals who manage to go to the top and stay there. Peak performers have these four common characteristics:
• Pay Attention - They don't just look, they see something. They don't just listen, they hear something. • Pay the Price - They have a passion to excel. No price is too great. Peak Performers focus. They consistently do the things their competitors will not or cannot do. • Are Promoters - They become known for what they know. They find ways to distinguish themselves from the competition. • Persist - They believe in the type of philosophy advanced by Cyrus Hall at Hallmark Cards, "When you reach the end of your rope, tie a knot and hang on."
Dexter Yager is respected throughout the sales world as one of its most influential Peak Performers. We read one time where Dexter attributed his excalibur peak performance to seven character builders. We've recommended these to our sales audiences and we strongly recommend them to you. These seven character-building tips are behavior changing.
• Avoid the crybaby mentality. Into each life some rain will fall. Expect it. Accept it. Forget it. • Fight fairness frustration. It's those who make the most of the cards they are dealt who become Peak Performers. • Stop being a brooder reactor. You wll never do well if you tend to dwell. • Don't get down on yourself. Compete but don't compare. Lean to the positive. • Don't depend on other people's approval. People-pleasing can paralyze you into indecision. • Overcome personal cowardice. Act courageously. • Let your career be ruled by God. As Carlyle said, "It's the spiritual that determines the material."
Embrace these Dexter Yager character-building philosophies. Develop the four common characteristics of Peak Performers: pay attention, pay the price, promote yourself and persist.
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #5
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #5
THE KEY ISSUE
• Find the basic need.
• Find the main point of interest.
• Find the most vulnerable spot.
• Use "Why?" • Use "In addition to that . . ."
When you identify the key issue -- stick to it!
Richaard Wong Best Practices, Training & Development AIA
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at: http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
BECOME A PEAK PERFORMER
Peak performers are those sales professionals who manage to go to the top and stay there. Peak performers have these four common characteristics:
• Pay Attention - They don't just look, they see something. They don't just listen, they hear something. • Pay the Price - They have a passion to excel. No price is too great. Peak Performers focus. They consistently do the things their competitors will not or cannot do. • Are Promoters - They become known for what they know. They find ways to distinguish themselves from the competition. • Persist - They believe in the type of philosophy advanced by Cyrus Hall at Hallmark Cards, "When you reach the end of your rope, tie a knot and hang on."
Dexter Yager is respected throughout the sales world as one of its most influential Peak Performers. We read one time where Dexter attributed his excalibur peak performance to seven character builders. We've recommended these to our sales audiences and we strongly recommend them to you. These seven character-building tips are behavior changing.
• Avoid the crybaby mentality. Into each life some rain will fall. Expect it. Accept it. Forget it. • Fight fairness frustration. It's those who make the most of the cards they are dealt who become Peak Performers. • Stop being a brooder reactor. You wll never do well if you tend to dwell. • Don't get down on yourself. Compete but don't compare. Lean to the positive. • Don't depend on other people's approval. People-pleasing can paralyze you into indecision. • Overcome personal cowardice. Act courageously. • Let your career be ruled by God. As Carlyle said, "It's the spiritual that determines the material."
Embrace these Dexter Yager character-building philosophies. Develop the four common characteristics of Peak Performers: pay attention, pay the price, promote yourself and persist.
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #5
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #5
THE KEY ISSUE
• Find the basic need.
• Find the main point of interest.
• Find the most vulnerable spot.
• Use "Why?" • Use "In addition to that . . ."
When you identify the key issue -- stick to it!
Richaard Wong Best Practices, Training & Development AIA
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at: http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
Sunday, November 9, 2008
Create your future- 101108
CREATE YOUR FUTURE
Success is almost always earned by the minority - the dedicated few who are willing to pay the price.
Success begins with thoughts. Thoughts control our actions. Actions all too soon become habits. Habits shape and mold livesOur colleague of years past, Earl Nightingale, labeled this discovery, "The Strangest Secret: You become what you think about most of the time." Actually, thousands of years earlier Solomon pointed out: "Be careful how you think; your life is shaped by your thoughts."
Change Your Thinking
Two men, both seriously ill, occupied the same hospital room. One man was allowed to sit up in his bed for an hour each afternoon to help drain the fluid from his lungsHis bed was next to the room's only window. The other man had to spend all his time flat on his back. The men talked for hours on end. They spoke of their wives and families, their homes, their jobs, their involvement in the military service, where they had been on vacation.Every afternoon, when the man in the bed by the window could sit up, he would pass the time by describing to his roommate all the things he could see outside the window.The man in the other bed began to live for those one hour periods where his world would be broadened and enlivened by all the activity and color of the world outside. The window overlooked a park with a lovely lake.
Ducks and swans played on the water while children sailed their model boats. Young lovers walked arm in arm amidst flowers of every color and a fine view of the city skyline could be seen in the distance. As the man by the window described all this in exquisite details, the man on the other side of the room would close his eyes and imagine this picturesque scene
One warm afternoon, the man by the window described a parade passing by.Although the other man could not hear the band - he could see it in his mind's eye as the gentleman by the window portrayed it with descriptive words.Days, weeks and months passed. One morning, the day nurse arrived to bring water for their baths only to find the lifeless body of the man by the window, who had died peacefully in his sleep.
She was saddened and called the hospital attendants to take the body awayAs soon as it seemed appropriate, the other man asked if he could be moved next to the window. The nurse was happy to make the switch, and after making sure he was comfortable, she left him alone.Slowly, painfully, he propped himself up on one elbow to take his first look at the real world outside.He strained to slowly turn to look out the window besides the bed. It faced a blank wall.The man asked the nurse what could have compelled his deceased roommate who had described such wonderful things outside this window.The nurse responded that the man was blind and could not even see the wall. She said, 'Perhaps he just wanted to encourage you.' Epilogue: There is tremendous happiness in making others happy, despite our own situations.Shared grief is half the sorrow, but happiness when shared, is doubled. If you want to feel rich, just count all the things you have that money can't buy.'Today is a gift, that is why it is called The Present.'
It is our belief that the best way to predict your future is to create it. We believe you create a future, characterized by high performance and fulfillment, by making a responsible commitment to form sound habits in these five areas:
• Thinking Right Professionals in selling display a blend of pro- active behaviors, enthusiasm and persistence. They make commitments to excellence in all they do. They resolve to make good on these commitments. Professionals know this requires maintaining a correct mental attitude, a good work ethic, sharpening persuasion skills, developing competence and living their lives in balance.
Being always comes before the doing.
If you desire to do something great, you must first become something great.
Don't just stand there -- MAKE IT HAPPEN
Success is almost always earned by the minority - the dedicated few who are willing to pay the price.
Success begins with thoughts. Thoughts control our actions. Actions all too soon become habits. Habits shape and mold livesOur colleague of years past, Earl Nightingale, labeled this discovery, "The Strangest Secret: You become what you think about most of the time." Actually, thousands of years earlier Solomon pointed out: "Be careful how you think; your life is shaped by your thoughts."
Change Your Thinking
Two men, both seriously ill, occupied the same hospital room. One man was allowed to sit up in his bed for an hour each afternoon to help drain the fluid from his lungsHis bed was next to the room's only window. The other man had to spend all his time flat on his back. The men talked for hours on end. They spoke of their wives and families, their homes, their jobs, their involvement in the military service, where they had been on vacation.Every afternoon, when the man in the bed by the window could sit up, he would pass the time by describing to his roommate all the things he could see outside the window.The man in the other bed began to live for those one hour periods where his world would be broadened and enlivened by all the activity and color of the world outside. The window overlooked a park with a lovely lake.
Ducks and swans played on the water while children sailed their model boats. Young lovers walked arm in arm amidst flowers of every color and a fine view of the city skyline could be seen in the distance. As the man by the window described all this in exquisite details, the man on the other side of the room would close his eyes and imagine this picturesque scene
One warm afternoon, the man by the window described a parade passing by.Although the other man could not hear the band - he could see it in his mind's eye as the gentleman by the window portrayed it with descriptive words.Days, weeks and months passed. One morning, the day nurse arrived to bring water for their baths only to find the lifeless body of the man by the window, who had died peacefully in his sleep.
She was saddened and called the hospital attendants to take the body awayAs soon as it seemed appropriate, the other man asked if he could be moved next to the window. The nurse was happy to make the switch, and after making sure he was comfortable, she left him alone.Slowly, painfully, he propped himself up on one elbow to take his first look at the real world outside.He strained to slowly turn to look out the window besides the bed. It faced a blank wall.The man asked the nurse what could have compelled his deceased roommate who had described such wonderful things outside this window.The nurse responded that the man was blind and could not even see the wall. She said, 'Perhaps he just wanted to encourage you.' Epilogue: There is tremendous happiness in making others happy, despite our own situations.Shared grief is half the sorrow, but happiness when shared, is doubled. If you want to feel rich, just count all the things you have that money can't buy.'Today is a gift, that is why it is called The Present.'
It is our belief that the best way to predict your future is to create it. We believe you create a future, characterized by high performance and fulfillment, by making a responsible commitment to form sound habits in these five areas:
• Thinking Right Professionals in selling display a blend of pro- active behaviors, enthusiasm and persistence. They make commitments to excellence in all they do. They resolve to make good on these commitments. Professionals know this requires maintaining a correct mental attitude, a good work ethic, sharpening persuasion skills, developing competence and living their lives in balance.
Being always comes before the doing.
If you desire to do something great, you must first become something great.
Don't just stand there -- MAKE IT HAPPEN
Sunday, November 2, 2008
Be a self starter - 031108
Perhaps the most valuable result of all education is the ability to make yourself do the thing you have to do, when it ought to be done, whether you like doing it or not." Thomas Huxley
BE A SELF-STARTER
Nicholas Murray Butler, former Chancellor of Columbia University, once said, "There are three kinds of people in the world today -- those who make things happen, those who watch things happen, and those who have no idea of what is happening.
As salesperson you can distinguish yourself by having the ability to make things happen.
You were attracted to sales because you demonstrated a willingness to accept the responsibility for making desired results happen. Being accountable for making things happen and producing those desired results is invigorating. It gives real meaning to your sales job.
Salespeople who enjoy the reputation of knowing how to get a job done tell us the secret lies in forcing yourself to take that first step toward achieving some kind of victory today. Goethe put this truth into words, which are sure to help you when you make them a part of your thinking. He said, "Are you in earnest? Seize this very minute. What you can do, or dream you can, begin it! Boldness has genius, power and magic in it. Only engage, and then the mind grows heated. Begin, and the task is half completed."
Don't wonder or ponder or contemplate too long. Don't wait until you feel like it.
Don't wait until conditions are just right. Instead, "begin it!"
Be a self-starter. You will grow and go on to greater and higher levels of production in selling.
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #4
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #4- ASK Questions
Six Things You Can Gain Using the Question Method
• Helps you avoid arguments. • Helps you avoid talking too much. • Enables you to help prospects recognize what they want. Then, you can help them decide how to get it. • Helps crystallize prospects' thinking. The idea becomes theirs. • Helps you find the most vulnerable point with which to close the sale - the key issue. • Gives people a feeling of importance. When you show that you respect their opinion, they are more likely to respect yours.
Sincere appreciation,
Richaard Wong
Best Practice, Training and Developement
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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
BE A SELF-STARTER
Nicholas Murray Butler, former Chancellor of Columbia University, once said, "There are three kinds of people in the world today -- those who make things happen, those who watch things happen, and those who have no idea of what is happening.
As salesperson you can distinguish yourself by having the ability to make things happen.
You were attracted to sales because you demonstrated a willingness to accept the responsibility for making desired results happen. Being accountable for making things happen and producing those desired results is invigorating. It gives real meaning to your sales job.
Salespeople who enjoy the reputation of knowing how to get a job done tell us the secret lies in forcing yourself to take that first step toward achieving some kind of victory today. Goethe put this truth into words, which are sure to help you when you make them a part of your thinking. He said, "Are you in earnest? Seize this very minute. What you can do, or dream you can, begin it! Boldness has genius, power and magic in it. Only engage, and then the mind grows heated. Begin, and the task is half completed."
Don't wonder or ponder or contemplate too long. Don't wait until you feel like it.
Don't wait until conditions are just right. Instead, "begin it!"
Be a self-starter. You will grow and go on to greater and higher levels of production in selling.
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #4
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #4- ASK Questions
Six Things You Can Gain Using the Question Method
• Helps you avoid arguments. • Helps you avoid talking too much. • Enables you to help prospects recognize what they want. Then, you can help them decide how to get it. • Helps crystallize prospects' thinking. The idea becomes theirs. • Helps you find the most vulnerable point with which to close the sale - the key issue. • Gives people a feeling of importance. When you show that you respect their opinion, they are more likely to respect yours.
Sincere appreciation,
Richaard Wong
Best Practice, Training and Developement
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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
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