3 Devastating Beliefs You Probably Have

I’ve found some pretty incredible nuggets lately while attending services at Palm Valley Church here in Goodyear, Arizona.  The latest series has been covering issues that tend to hang us up in life.  The topics have varied from financial to addiction and many others over the last few weeks.Lies that control us

One that was particularly striking to me was on the topic of insecurity.  I find it interesting that insecurity is a common thread that runs through most of our lives, sometimes exerting a tremendous amount of control over our actions and drastically limiting the quality of life that we allow ourselves to experience.

During this talk on insecurities, three specific lies were covered that I think were valuable to pass on:

Lie #1  My past defines me.

So here we go.  How many times have you sat around thinking about the poor choices that you’ve made in the past?  If you’re like me, you probably have these moments creeping in at least once a day.  Now, don’t get me wrong, I appreciate the path I’ve taken with all it’s ups and downs.  I’ve learned a lot along the way and I’m grateful for that.  But it’s when thought of the things I’ve done in the past start to whither away my self-confidence that the problem sets in.  Believe me, you have no harsher critic about you than yourself.  If you give in to that critic, you’re going to have a long and painful existence.

Just because I’ve made mistakes in the past doesn’t dictate what I can do in the future.  It’s true for me, and it’s true for you too!

Here’s the truth….You can decide to make changes in your life at any time.  It’s your choice.  And just because you might have made a mistake or two (…or twenty!) along the way, you can still choose to create a totally different reality for yourself starting from today forward.  There are plenty of examples of people who have pulled themselves from a life that most would judge so far gone that they would do no better than die in the gutter.  And yet, at the lowest point of their suffering, they made a decision to reinvent themselves into a completely different person.  Best of all, the people surrounding them now cheer them on for the courage that it took to overcome this devastating lie.

In some ways, the most glaring examples of change can unhelpful.  Although inspirational, they tend to allow most of us to compare what our self-judging thoughts are to that amazing story and we tell ourselves that this problem doesn’t really affect us.

Well, I beg to differ.  See, you were born for greatness.  You were created in order to do great things in the world and in some way affect people in a positive way.  That’s in the DNA of humanity.  Our ability to be of service to others is what sets us apart and makes us unique in the world.  And you know what I mean if you’ve ever had an idea come to mind that would be absolutely amazing but then thought “but I can’t do it because I’m (insert past life event here)”.  In fact, most people I know fit right into that box.  Nearly every person on the planet lets their past decisions and actions dictate what they allow themselves to do in the future.  And to be honest, that’s a crying shame.

So the challenge for all of us is to ask the questions of ourselves; “What is it that I really want to do in life?”  or “What is it that stirs my passion and brings my best qualities to the world?”  And pay attention to the answers.  Write down your thoughts and ideas and let your mind run free.  When doubt creeps in, or you begin to censor your thoughts based on your past experiences, take note of these doubts.  Accept your experiences as opportunities for learning and knowing how to live life better, but make the commitment that those limiting beliefs will not stand in the way of your ultimate success.

Just know this one truth.  Every wonderful thing in the world started as an idea in a person’s mind who then accepted the challenge and made the choice to move forward toward the accomplishment of that idea.  If an idea or a thought has been placed in your mind, then you have all of the tools and resources at your disposal to accomplish it.  Creativity and ingenuity and consistency and persistence will be required to achieve your vision, but your past experience is the one thing that has no bearing at all on the likelihood of your success.

Stay tuned for Lies 2 and 3……

Trashy Attitudes Crash Kids….And Maybe You Too!

My good friend and business partner, Ray Higdon, posted this video on his blog today.   The message on this video is one of the most important concepts you can put to work in your life to make incredible change happen.

Our success is almost 100% driven by the attitude that we project to others.  Getting people to buy from you or join you in a business venture starts from getting them to like you and believe that you have their best interest in mind, and in your heart.

Like it or not, your children are the ones that are either buying into you and the positive energy that you are projecting out into the world, or they are pushed away from you by your negative world view and hopelessness.  As a parent I am acutely aware that my kids are the litmus test of how I am perceived by others in my life.

The good stuff starts at 1:50. This is one of the most important lessons to grow ANY business!




Making a positive change starts with you.  Look in the mirror and ask yourself:

“Am I being the person that others would WANT to be around?”

“Are the people around me lifted up because of their association with me?”

“Am I leaving a legacy of positive energy in my wake as I move through my life?”

If the answers are yes, then congratulations and keep up the good work.  If not, you have the power to change the answers starting right at this instant.  Make a commitment to become aware of your interactions with others and win the positive energy battle one person at a time.  I guarantee you will see incredible results!

Six Inches Makes All the Difference in Your Success!

Click Here To See John Assaraf’s
Groundbreaking Success Video!

Success Through Positive Affirmations

The longest distance between where you are now and the success you want in life is six inches.  Six inches is all you have to conquer in order to have every dream, goal and aspiration that you can imagine in your mind.   Half the distance of that little wooden ruler that you used all the way through grade school, while you weren’t slapping your friends on the hand with it, is the total distance that must be covered on your journey to success and the fortunes of your dreams.

Isn’t it interesting that people travel thousands of miles.  They literally travel all around the world in search of the “one thing” that will lead them to their own highest achievement. Some people risk life and limb to climb the highest mountains in the world to prove to themselves that they can do it.  Some prefer meditation with religious and spiritual thought leaders in the Far East to bring them enlightenment.  Some people just turn away in frustration and lose themselves in the day to day struggle and never become what they were uniquely created to be.Henry Ford Quote

Well, the interesting news of the day is that the six inches that is so important to yours, mine, and everyone’s success is the six inches resting between their ears.  That bundle of gray matter laced with neurons and dendrites and pyramidal cells and synapses is literally the pathway to success.  It’s all tied up in the dopamine and norepinephrine and acetylcholine and endorphins which are continuously batting around and bouncing into each other that determine how high you go and how fast you get there.

How Can I Gain Success Using Positive Self Talk?

So how can you navigate that six inch trek which 95% of all people fail to tame and settle for mediocrity in their lives?  Well it all comes down to brain re-training.  You have the capacity to teach your brain to believe anything you want it to believe.  You can choose to make your brain lead you to your own personal success like an electromagnet can lift tons of metal once the electricity is turned on.  It’s all about what you feed your mind and how you condition is to feed information back to you in your life.

Henry Ford made the point this way:

“If you think you can do a thing or think you can’t do a thing, you’re right.”

So what are a few steps that you can take to get your brain on board with where you want to be?

1.  Determine a very clear picture of the goals that you want to achieve.  You must be specific.  This is one of the most critical elements of getting to what you want.  Studies have shown that the average person puts more time and attention into planning their annual vacation than they put into a concrete plan for the results of their one opportunity at creating a fantastic life.

2.  Write personal affirmations that state the achievement of these goals in the present tense.  In other words, if you want to earn $100,000 per year and you are not there yet, you would not say “I want to earn $100,000 per year.”  You would say “I’m so thankful that I’m earning $100,000 per year and am able to have the time freedom and stress-free life that comes with this income level.”  It’s also important to write affirmations for the different areas of your life.  It’s not all about money, but let’s face it, I’ve had it both ways and it’s easier having money than not.

3. Dedicate yourself to reciting these affirmations on a daily basis every morning and every night.  You may think it gets repetitive and boring, but your brain doesn’t know the difference.  The reason most people fail is that they let outside influences program their brain for failure.  Most of the outside information that you are fed on a daily basis is negative in nature and shows you why other people succeed and why you can’t.  You must overpower those voices that are speaking directly to your one great brain with the positive statements of achievement that will dictate your life’s success.

3 Simple Habits to Keep You From Going Broke!

Success in selling really revolves around doing simple activities consistently over time.

Many people get caught up in the time consuming, success draining world of invention.  They try to figure out better ways to get their product or service message across to potential customers and they forget about the simple actions that they must engage in on a daily basis to achieve the success that they are striving for.

Darren Hardy, publisher of Success Magazine, recently released a great book on this very subject.  The CompoundThe Compound Effect

Effect talks about little actions done day after day result in big wins over time.  He tells the story about the Tortoise and the Hare, which my kids and other children all over the world love, but shares this tale in a completely different level of understanding that applies to your success journey.  You see, Darren shares that just in the way that the tortoise plods along daily toward his goal of winning the race, your daily completion of simple, but profitable, tasks virtually guarantee that you will get to your goal.  In fact, the Hare, with all of his boasting and starting and stopping, actually loses the race in the end.  Apparently, according to Darren Hardy and proven through this fable, the slow, steady march of simple, repeatable, profitable processes are what lead to winning in the end.

Tip #1 Continually Educate Yourself

I read a lot of books.  In fact, my library of books is somewhere between 800 and 1,000 and the vast majority of that library deals with personal growth, leadership and success.  I like to reflect on the concepts in these books, most of which remind me of the same truths written in different ways.  The last three books that I’ve read are Crush It!: Why Now is the Time to Cash in on Your Passion by Gary Vaynerchuk, The Tipping Point by Malcolm Gladwell and Sway: The Irresistible Pull of Irrational Behavior by Ori and Rom Brafman.  All three are great reads and I’ve written short reviews of each one on my blog.

Tip #2  Surround Yourself With Positive People

You’ve heard the saying “Birds of a feather flock together”, right?  Well, in terms of you getting to the most important goals in your life, this saying could not be more true.  If you have dreams and aspirations that you want to accomplish, you’ll have to check the people and information sources that you are spending your time around to make sure that they are people who are also looking to go in the same direction that you are.  Unfortunately your friends and family might not be very motivated to achieve more in their lives.  They might be happy right where they are.  Worse, they might not want you to move to far ahead of them and will subconsciously pull you back by distracting you from your worthwhile goals and dreams.

Now I’m not suggesting that you should end all of your relationships with people who aren’t the strivers in life.  In fact, some of my best friends have no interest in the type of business building activities that I involve myself in.  That’s ok.  Differences are what make our lives and our culture richer.  However, if I am interacting with a person who takes away from my self-confidence by ridiculing my business activities or intentions, then I must remove that type of person from interacting with me in order to stay focused and committed to my goals.

A few ways to surround yourself with like-minded people are to look for group associations locally that you can start to attend and develop new friendships and relationships around what you are interested in.  One of the new and growing tools that I like is MeetUp.com.  This is a service that allows people to post local, in-person groups that are based on interest categories.  If you’re interested in internet marketing, look for a group that is focused on that and join it.  Attend the meetings and get to know others in the group.  These associations will push you forward in your quest for success.

Another way to surround yourself with positive and uplifting people is to attend industry or company events.  If you’re involved in a network marketing company or a real estate or mortgage company, there are numerous company-sponsored and industry related events.  When I was actively building my mortgage business, I attended a Keller Williams event because Gary Keller was speaking. I didn’t work for Keller Williams, and I wasn’t a real estate agent, but I took the opportunity to learn from Mr. Keller’s success and surround myself with the other people in the local area who were looking to grow their business and their life in a positive direction.

Take Imperfect Action

This is really where the rubber meets the road.  Too many people try to get everything lined up just perfectly before they go out and get busy.  Many times that effort and energy that is put into planning and perfecting your business is wasted because of a fatal flaw in your business plan that wasn’t apparent before you started talking with clients and getting proof of your concept out in the market.

A popular saying by entrepreneurial experts is “Ready, FIRE, Aim!”  That simple saying reminds us to move forward on our goals with urgency.  Once you get your ideas out in front of people, they will give you feedback which can help to make minor adjustments along the way.  Those minor course corrections are what will lead you to the realization of your dreams and goals.  It’s never perfect and you’ll never make everyone happy.  You will, however, make many people happy when you bless them with your ideas, products, and solutions that will improve their lives.

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How to Close Ten Times More Sales With One Simple Change

I was reading the “What I’ve Learned” section of my Esquire magazine the other day and enjoying what Larry King had Larry King Be Professionalto say.  His answers were based on what he’d learned over his career interviewing the most interesting and successful people in the world on his show, Larry King Live.

There is one item that stuck out to me and is so simple to implement that it is most often overlooked.  This single thing is quite likely responsible for more failures in sales and general business than any other thing in history.  The first few words that were given to Larry were “I never learned…..”.  Larry King finished that sentence by saying “I never learned anything while I was talking.”

Wow.  Simple and profound.  How often have we seen a glimmer of interest in our prospect or customer and proceeded to launch right in to an in depth explanation of the details?

We’ve all heard it before.  “God gave you two ears and one mouth for a reason.”  Listen twice as much and talk half a much.  If I think back to my own sales experience, I laugh.  There are so many times that I know I talked my customer right out of the sale.  I gave them too many things to think about.  I brought up objections for them that they may never had brought up on their own.  I learned over time to clarify through asking questions and listening closely for clues as to whether they were ready to buy.

As I’ve spent countless hours in sales presentations training other sales professionals on the art of closing the sale, I’ve noticed this tendency to be the single most important and glaring deficiency of all.  It becomes almost painful watching a presentation go awry due to an overzealous presenter who wants to show all of the whosits and whatsits of whatever it is that they are selling.  When we leave the presentation and go over the details, I constantly reiterate the same thing.

Here’s the answer to the $64,000 question that I posed in the title of this article:

If the customer shows interest in your product or service, ask them what they like best about it and sit and listen to them.  Let them talk themselves into the sale.  Most motivated buyers of a product or service wouldn’t be out looking for it in the marketplace if they didn’t have an intention to buy.  If you have a quality product or service that matches what they are looking for, they’ll likely buy from you…..unless they feel like they’re getting “sold”.   You avoid them feeling that way and achieve the same end result by finding out their interest and then letting them expand on those interests until they have obviously convinced themselves that they should buy and buy right now!

Do You REALLY Love What You Do?

Being a professional in any industry starts with your passion for your work.  If you love what you do, that energy shines through to all of the people that surround you.  Most importantly, your clients automatically pick up on the positive aura that surrounds you like a glowing ring of goodness.  Believe me, that is half the battle in establishing trust and rapport which lead to greater sales success.

I remember one of the greatest experiences that I had with a professional who lived by this paradigm.  My geology professor at Southwestern Oregon Community College was the great Don Stensland.  Don’s claim to fame was that he was the single scientist who most closely predicted the eruption of Mount St. Helens just north of the Columbia River in Washington.  He would tell us again and again how he had the only key given to a civilian to access the blast zone after the eruption.

This guy oozed excitement.  He LOVED rocks!  It was a pleasure to go to class every day just to watch him get lost in his work.  There was nothing that he enjoyed more than bringing the power of geology and what that science meant to his young college students.  He was a treasure and is missed by students who have spread all over the globe.  In fact, you could say that he left a legacy of enthusiasm with anyone who came into his realm. He even has a hall at the college named in his honor.

Please understand this very important point.  Don Stensland did not go without ridicule.  He was so focused within the geologic world, and became so immersed in what he loved, that other people sometimes snickered and sometimes pointed fingers at him as he didn’t “fit in” in various ways with the daily culture of college life.  Being passionate about something doesn’t always mean life is easy.  Sometimes you have to deal with the detractors while you are sharing your passion with the world.  If more people were like Don Stensland the world would be a more joyful place.

I saw this video as I was doing some research for a logo and it was awesome.  It shows the idea of passion perfectly.  Believe me….this guy is in his own world and doesn’t care what anyone thinks of him.  My wish for you is that you find that one thing that you can get lost in and enjoy every minute of it!

Enjoy……

Top 5 Tips For Real Estate and Mortgage Sales Success – Tip 1

Real Estate sales and mortgage loan origination is a unique business which requires trust and confidence by the Real Estate Mortgage Client Trustpotential client early on in the relationship.  In fact, the first two minutes of the initial meeting are critical to establishing the tone of the entire mortgage transaction and future client relationship. These same principles apply to Real Estate customers as well.  I’ve put together five tips to help you manage that initial introduction successfully and turn your customers into commission producing raving fans.

Tip One –  Be Yourself.

The key to a positive first impression is the feeling of trust between you and your potential customer.  Too many times we try to make our professional persona something different than our true self.  This can be dangerous when dealing with clients.  If  the customer feels that we are hiding something or being “fake” they may, even subconsciously doubt our trustworthiness.

Interestingly, we are trained from childhood on in ways that help us instantaneously develop trust with people we come into contact with or to avoid interaction with them.  In Malcolm Gladwell’s book, Blink: The Power of Thinking Without Thinking , he illustrates the point well using the term “thin slicing”.  Gladwell explains that we instantly judge new people and situations “because we have to, and we come to rely on that ability because there are lots of hidden fists out there, lots of situations where careful attention to the details of a very thin slice, even for no more than a second or two, can tell us an awful lot.”

Here’s a question.  Have you ever been in a situation where the hair stood up on the back of your neck? When that happened were you in an uncomfortable or nervous state?

That reaction is caused by the sympathetic nervous system and is part of every person’s natural “fight or flight” response.  It is an example of your bodies’ unconscious response to the feeling of distress.  The snap judgments that you make about a new person or situation is automatically interpreted by your brain and sends messages throughout your body in order to protect you from your environment.  Clearly this is a response that we do not want to trigger in our prospective customer within that crucial two minute introduction.

By being comfortable with yourself and willing to expose your true self to your prospects, they will be more at ease and feel like they can trust you right away.  In fact, in the best of cases, your customer will feel privileged to have made a new friend and will want to tell others about you.

One of the most consistent pieces of feedback that I have received from my clients over the last 15 years of successful referral based marketing in the mortgage industry has been “Mikel, I don’t know why but I just feel like I can trust you.  I’m going to go ahead and do what you suggest.”  My response, developed over the initial years as I started to see this pattern became; “Well thank you for that compliment.  I have to tell you that your trust is well placed.  I really do care about getting you the best deal for your situation and I’d do the same for anyone who you might refer to me in the future.”

Feel free to use that script.  It works.

This is just the first of five tips that I’ll be posting.

The most exhausting thing in life is being insincere.  ~Anne Morrow Lindbergh

By the way, you can subscribe to all 5 tips delivered right to your email including step-by-step worksheets that are guaranteed to boost your sales pipeline immediately at http://www.ultimatehomejournal.com .

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Little Girl Lessons for Positive Personal Development!

Check this little girl out!

We can all learn from this video about positive self-talk and affirmations.

I remember a long time ago reading a book by Shad Helmstetter called “What To Say When You Talk To Yourself”.  I was mesmerized by the idea that one of the most important stumbling blocks to my success in any endeavor was based in the words that bounced around on a minute-by-minute basis in the 6 inches between my ears.

As Mr. Helmstetter points out, we are inadvertently programmed from our first days in the negative.  In fact, if we grow up in a fairly average, reasonably positive household, we are told no, you can’t do that, or some version of the same over 148,000 times by the time we reach adulthood!

When one looks back on their own childhood and compares that with the number of times that they were told positive affirmations, or what they could achieve in life, the number are drastically smaller.  Maybe 100, or 1,000?

And it’s not your parents fault.  Most of the negative messages come from people who are trying to protect us from what they see as potential physical or emotional harm.  Telling Johnny “No!” as he’s about to put his hands against the hot stove is anything but the wrong response for a caring parent.  It’s just that we continually get these course corrections from caring parents, siblings, teachers, friends, and the 6 o’clock evening news.  The negative pressure just continues to mount up.

The result is our second-guessing our own actions, questioning whether people will like us because of our looks or our interests, and our often irrational fear of rejection if we step out of line with what the “average” people around us do.  It’s a battle royale in the gray matter inside our skulls.

The solution is knowing how to control these naturally occurring success torpedoes by overcoming them with positive messages.  Writing positive affirmations about yourself and reciting them might feel weird, but it really does work.  Once you tell yourself the positive aspects about yourself enough, and recite the goals and dreams that you have in the past tense as if you have already achieved them, you will start to unconsciously  believe them and the keys to the castle will be handed down to you.

We’re all looking for the secret.  If we could just find that silver bullet that would deliver our greatest accomplishment.  If we just knew the one thing that set all of those over-achievers to their goals and dreams, we’d be on our way.  Well, you have the single most important secret that is shared by every winner in every industry or sport.

Belief in yourself and what you CAN accomplish trumps all.

What are you doing to overcome the negative feedback in your life and change your life for the better?

How has your life changed since you learned the power of controlling your own thoughts and giving yourself permission to win?

A DREAMER AND HIS DREAM

Let me tell you, Jesse hated this job. And you would too, I imagine, if you had to do it. Jesse was a chicken plucker. That’s right. He stood on a line in a chicken factory and plucked chickens so the rest of us wouldn’t have to. It wasn’t much of a job.

But at the time, Jesse didn’t think he was much of a person. His father was a brute of a man. His dad was actually thought to be mentally ill and treated Jesse rough all of his life.

Jesse’s older brother wasn’t much better. He was always picking on Jesse and beating him up. Yes, Jesse grew up in a very rough home in West Virginia . Life was anything but easy. And he thought life didn’t hold much hope for him. That’s why he was standing in this chicken line, doing a job that darn few people wanted.

In addition to all the rough treatment at home, it seems that Jesse was always sick. Sometimes it was real physical illness, but way too often it was all in his head. He was a small child, skinny and meek. That sure didn’t help the situation any.

When he started to school, he was the object of every bully on the playground.

He was a hypochondriac of the first order. For Jesse, tomorrow was not always something to be looked forward to. But, he had dreams. He wanted to be a ventriloquist. He found books on ventriloquism. He practiced with sock puppets and saved his hard earned dollars until he could get a real ventriloquist dummy.

When he got old enough, he joined the military. And even though many of his hypochondriac symptoms persisted, the military did recognize his talents and put him in the entertainment corp. That was when his world changed. He gained confidence. He found that he had a talent for making people laugh, and laugh so hard they often had tears in their eyes. Yes, little Jesse had found himself.

You know, folks, the history books are full of people who overcame a handicap to go on and make a success of themselves, but Jesse is one of the few I know of who didn’t overcome it. Instead he used his paranoia to make a million dollars, and become one of the best-loved characters of all time in doing it!

Yes, that little paranoid hypochondriac, who transferred his nervousness into a successful career, still holds the record for the most Emmys given in a single category.

The wonderful, gifted, talented, and nervous comedian who brought us

Barney Fife was Jesse Don Knotts.

NOW YOU KNOW, “THE REST OF THE STORY”

Don Knotts as Barney Fife