Zig On…Raising Positive Kids

By Zig Ziglar

Today I’d like to talk about a remarkable family from inner-city New Orleans, the Lundy-Smiths.  Susie Mae Lundy and husband, Willie J. Smith, a Baptist pastor, raised nine successful children.  According to Fortune magazine, the parents set an entrepreneurial example built around commitment, faith and hard work.  Each child grew up with assigned responsibilities.  By age five the six boys were expected to hose down and sweep the driveway of the family’s Exxon gas station and auto repair shop.  Larry Lundy, owner of 31 Pizza Hut outlets, says they knew that what the family ate at the end of the day was contingent upon what they did during the day.  That kind of motivation is pretty easy to understand – and can be very effective.

 Today, Michael is a Mobil Oil executive in Houston; Harold is president of Louisiana’s Grambling State University; Mark and Wilton are psychiatric counselors in Houston; Nell is an elementary school teacher in Houston; Lloyd is a Vice President at Goodwill Industries in Beaumont, Texas; Jackie is an emergency room nurse and Yolanda is an accountant, both in New Orleans.  All of them are hard-working, productive citizens and they started early.  Back in 1978 all the kids led a fund-raising drive that raised about $65,000 to build the church their father now leads.  These “kids” have also presented their parents with fourteen grandchildren and three great-grandchildren.

Yes, it looks like the American Dream is still alive for those who are willing to work hard and dream that American Dream, particularly if they have parents who guide and direct them early on.  Think about it and I’ll SEE YOU AT THE TOP! 

Zig Ziglar is known as America’s motivator.  He is the author of 29 books and numerous audio and video recordings.  He brings his message of hope to thousands on the stages at the Get Motivated Seminars.  See him in action!

Quote

Ambition, fueled by compassion, wisdom and integrity, is a powerful force for good that will turn the wheels of industry and open the doors of opportunity for you and countless others.                       ~ Zig Ziglar

 

No Complaint Policy

By Dr. Lee Colan

To be clear up front, the title of this article is not referring to a customer service policy. It is, however, referring to a human service policy. Although complaining can feel cathartic in the short term, consider how it can shift our focus in the wrong direction:
• Complaining focuses on the past vs. the future. Remember, a car’s windshield is much bigger than the rear view mirror for a reason – we are supposed to look forward more than we look back.
• Complaining focuses on us vs. others. It plants seeds of negativity on the walls of our minds that reinforce our situation. Our complaining words describe our situation instead of changing it. If you complain, you will remain.

Okay, virtual classroom here. Please raise your hand if you thoroughly enjoy listening to someone complain. Just guessing, but I am not seeing a lot of hands going up.

Consider boldly adopting a “No Complaint” policy. If you have kids, you won’t have to worry about breaking the policy because they will tell you as soon as you do!

Even in the worst of circumstances, we can always find more to be thankful for than to complain about. We witness this every day when we see victims of natural disaster who focus on the truly important things they still have and can never really be taken away. Or the friend who is fighting cancer and manages to always see the bright side and inspires others when it would be so easy and understandable to complain.

In the words of John Wooden, basketball coaching legend at UCLA, and a man who turned good players into great people, “Things turn out best for the people who make the best of the way things turn out.”

If you need a boost with your No Complaint Policy, check out the rapid-read book (just 64 pgs.) titled Orchestrating Attitude. You can also take the FREE Attitude Tune-up and get a real-time feedback report. As Zig Ziglar would say, “It’s a check up from the neck up to get rid of that stinkin’ thinkin’.”

Lee Colan is President of The L Group, a Texas-based consulting firm.  He is a high-energy leadership advisor, author and leadership expert.  He has built a track record of successfully managing the challenges of rapid organizational change.  Lee possesses an in-depth understanding of business, people, and organizations. For more about Lee visit his website.

 

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April 1, 2010
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Word of the Week

Effulgence
“i fooljənss”
noun

1. The state of being bright and radiant; splendor; brilliance

Zig’s integrity in his private life gives effulgence to his public actions.

 

Zingers

You can tell Americans trust in God by the way they drive.
 
Law gives the pedestrian the right of way but makes no provision for flowers.
 
A motorist is a man who after seeing an accident drives carefully for several blocks.
 
One of the best automobile insurance policies is a Sunday afternoon nap.
 
For that tired, run-down feeling, try jaywalking.

 

This newsletter is published by Ziglar, Inc.  Ziglar.com

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Looking For Mutually Beneficial Solutions

By Zig Ziglar

Every problem has a solution, but the best solutions are always mutually beneficial.  Howard Putnam in his book, The Winds of Turbulence, tells this story.  Baylor Hospital in Dallas had a major problem.  They could not get enough nurses who were willing to work over week-ends because they wanted to be with their families.  But the leadership recognized that there were also a number of nurses, particularly those who had young children, who wanted to be with their children during the week so they could spend as much time with them as possible.  In most cases, married nurses had husbands who worked a Monday-through-Friday schedule.  Single mothers had an even greater need to be with their children as much as possible, so the thinking was very simple: Can we meet the needs of all these nurses?

Leadership then asked the question, How can we help these mothers get what they want?  How can we help the full-time nurses get what they want?  The solution, as Mr. Putnam points out, was so obvious; one wonders why it took them so long to come up with the answer.  Here’s what they did: Since week-end work is generally considered overtime, they decided to make Saturday and Sunday twelve-hour shifts for a total of 24 hours of duty.  They paid these nurses for a full 40-hour week, so those nurses were elated to be able to get that kind of duty.  On the other hand, the nurses who simply did not want to work overtime or week-ends were elated that they could maintain their normal schedule.  This truly was a win/win situation.  The week-end nurses won, the full-time nurses won, but the hospital and patients were also big winners. 

That’s leadership at its best.  The message is clear: Examine your alternatives; explore what the problem might be and ask yourself the question, is the solution in the problem?  In many cases it is.  Think about it.  Take that creative step and I’ll SEE YOU AT THE TOP! 

Zig Ziglar is known as America’s motivator.  He is the author of 29 books and numerous audio and video recordings.  He brings his message of hope to thousands on the stages at the Get Motivated Seminars.  See him in action!

 

Quote

Lack of direction, not lack of time, is the problem. 

We all have twenty-four-hour days.                     

                                                  ~Zig Ziglar

 

Look Behind the Milk!

By Bryan Flanagan

Cyndi and I recently celebrated our 39 year wedding anniversary – it’s been the best twenty-nine years of her life!  After all these years, Cyndi knows me very well.  She knows that I can’t find a thing in our house.  She may not know where some items are either, but she looks until she locates them.  I take the easy way out by asking her to find them for me.  But she’s smarter than that.  For example, when I open the refrigerator, she knows that I am going to ask her, “Where are the pickles?” or “Where’d you put the grape jelly?”  I know these things are somewhere in there.  Each time I ask she has an automatic response: “Bryan, it’s not going to find you.  Just look behind the milk!”  And each time I move the milk and look behind it, I find the item I’m searching for.  I just hate it when that happens!

Isn’t this a lot like prospecting for new customers?  Our future customers are out there – we just have to “look behind the milk.”  We can’t wait for the prospects to find us!  Oh, we can make sales when the customers find us, but that doesn’t happen enough to make a livelihood!  Therefore, we must move the milk, or pick up the phone, or knock on a few doors, or join a networking group in order to find our prospects. 

How are you identifying your future customers?  Are you making a set number of prospecting calls each day?  Are you telling your barber, the owner of your dry cleaner, or your fellow Little League parents to recommend you to their contacts?  Have you asked your current clients for referrals?

Your customers aren’t always going to find you.  You may have to “move the milk” in order to find them.

Now, go sell somebody something!

Are you in sales?  Know someone who is?  Then we have exciting news for you!  Ziglar has a newsletter that is specifically for salespeople!  Click here to register and begin getting the twice-monthly Ziglar Sales and Motivation Newsletter.

Bryan Flanagan is the Sales Ambassador and the premiere sales trainer for Ziglar. With over 40 years’ sales experience, Bryan has just about sold it all, seen it all, and done it all!  He shares his wit and wisdom in books and audios.   See him in action!
 

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Word of the Week

Susurrus
“sə surrəss”
Noun
1.  A whispering or rustling sound; a murmur.
She heard the melancholy susurrus of the dry leaves as she ambled through the park.

 

Zingers

It’s better to step on the brake and be laughed at than to push the gas and be cried over.
 
A good driver isn’t only able to obey the traffic rules but to dodge those who don’t.
 
The driver who burns up the road often lands in the cooler.
 
What this country needs is a car that will go no faster than its driver can think.
 
Radar spelled backwards is radar—they get you going and coming.

This newsletter is published by Ziglar, Inc.  Ziglar.com

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Zig On…Hugging is the Answer

By Zig Ziglar

Perhaps I feel this way because my wife is affectionately known as “The Happy Hugger.”  If it’s moving she’ll stop it and hug it, and if it’s not moving she’ll dust it off and sell it!  However, there’s another reason I believe hugging is the answer.  According to Greg Risberg of the Northwestern University Medical School in Chicago, the physiological benefit of hugging includes a reduction of blood pressure and increased oxygen in the blood.  He says that we all have a “skin hunger,” and we are missing out on a vital part of our health if we’re not getting in on some serious hugging.  He maintains that four hugs a day are the minimum required to meet that skin hunger.  From my perspective, I need lots more than four.  Stanley Simon of the University of Massachusetts says that “hugging does more than demonstrate affection.  It actually seems to keep people healthy.  The skin is the body’s largest sensory organ.  If it’s under-stimulated, many people actually develop an aching sensation.  These are the people who will find it harder to get well and to stay well.”

For the benefit of you husbands, let me tell you something about your wives.  They love hugs but resent it when you ignore them all day and then give them your undivided attention when the lights go out at night.  They want a hug when a hug is all you have on your mind.  They don’t necessarily want them to be long, and in most cases, they do not want them to be suggestive or sensual.  The hug really says, “I love you, I enjoy being around you, you’re important to me, I look forward to spending more time with you.”  There’s an old saying that actions speak louder than words, and to take a few seconds a number of times during the day to get and give those non-suggestive hugs really speaks volumes.  Give it a try and I’ll SEE YOU – and your marriage -AT THE TOP!

Zig Ziglar is known as America’s motivator.  He is the author of 29 books and numerous audio and video recordings.  He brings his message of hope to thousands on the stages at the Get Motivated Seminars. 

 

Quote

 

Many marriages would be better if the husband and wife clearly understood that they’re on the same side.                  ~Zig Ziglar

 

Proceed and Succeed

By Billy Cox

We all face disappointments and setbacks. Everyone has times in their life where they ask themselves such questions as “is it all worthwhile,” “am I really on the right path” and “if so, why is it so hard?”

These are not ordinary moments … these are your destiny-defining moments. These are moments where the decisions you make determine the path you take which will lead you to your ultimate destination. So when you find yourself at one of life’s crossroads, ask yourself these three questions:

 
1. Do I love what I do? An old cliché goes, “If you love what you do you’ll never work a day in your life.” No one loves everything about what they do. However, you must love the core cause, the mission behind what you do, if you expect any lasting success.

 
2. Do I have the talents to succeed at it? This is a good question because you may love what you’re doing but have no chance at ever being successful at it. If you don’t believe me, just watch American Idol. You must be brutally honest with yourself when you ask this question. You must also solicit the opinions of people you trust who will be brutally honest with you.

 
3.  Does what I’m doing offer me the potential to achieve my social and economic goals? You may love what you do and have the talent to do it, but there’s no potential in it. An example is Will Smith trying to sell high-powered X-ray machines in The Pursuit of Happyness. That would almost be like trying to sell high-powered fax machines or starting a new automobile company today. What you’re doing must have opportunity and potential.

 
If you answered “NO” to any of these questions you need to do as we say in Texas:  “Dismount a Dead Horse.” Change directions as quickly as possible. Find something you love to do that has potential and that brings your talents to light.

If you answered “YES” to all three questions, chances are you’re just in a lull. Or, as Seth Godin says, you’re in  “The Dip.”  These life-altering moments are when you must proceed and succeed. Remember that most of life’s greatest victories are just inches away from life’s biggest setbacks, and there’s always a way if you’re committed.

This is the time to keep your eye on the target, turn up the heat and keep pressing onward toward the prize.

If you’ve experienced setbacks, you may have to analyze the situation and try a different strategy. You may have to get creative and think out of the box. Where there’s talent, passion and potential, you can proceed confidently, knowing that you will succeed because you are on the right path and victory is near.

Billy Cox is a straightforward communicator, a compelling motivator and energetic leader who uniquely connects with today’s achievers through compelling and creative teaching methods.  Come hear Billy live on March 23rd – it’s FREE.  Register here.

 

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What’s New at Ziglar

Technology can be overwhelming, but it can also be extremely beneficial to your professional life.  So how do you avoid spending meaningless hours Twittering?  What’s the best way to organize your Outlook files?  How do you make the most out of the time you devote to your career?  With hundreds of opinions, thoughts, and ideas toward the subject it’s hard to know who to trust.  That’s why Ziglar wants you to go with the name you trust.  For over 30 years Ziglar has been educating the business world on how to be better in all areas.   Learning to manage technology is no different.

Come to the May 12, 2010, Tactical Tips for Managing Technology and Time class.  Learn how to not only manage your time but to manage your technology.

Call 1-800-527-0306 and ask for Margaret Garrett or Michael McGowan or leave your contact information at info@ziglar.com and someone will contact you with more information.

 

Word of the Week

Philomath
Noun
“Fil uh math”
1. A lover of learning, a scholar
He is a Philomath, devouring any book he can get his hands on. 

 

Zingers

One way to make people slow down in their driving is to call it work.
 
It is safer to limit your speed than to speed your limit.
 
Drive carefully around the children—we value our tax deduction.
 
Whether it’s on the road or in an argument, when you see red, stop.
 
Drive so that your driver’s license will expire before you do.

This newsletter is published by Ziglar, Inc.  Ziglar.com

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Zig On…Raising Leaders

By Zig Ziglar

It has often been said that you don’t develop leaders or champions on feather beds.  The “eagle approach” works best.  Eagles build their nests high on mountains, exposed to the first rain, the first snow, the strongest winds. 

When the mother eagle builds the huge nest, she starts with limbs and rough pieces of bark.  Inside of that, she puts glass, stones, branches, etc.  Next she picks up leaves, cloth and similar objects.  Finally, she puts feathers – some from her own body – on top, and it is in this nest that she lays the eggs.  When the little eaglets make their appearance, the eagle parents nurture their babies with food they have eaten and regurgitated.  As the eaglets grow, the mother eagle removes the soft down from the nest, reducing the comfort level of the eaglets.  Still later she removes the leaves, soft branches and cloth, further discomforting the eaglets. 

By now the young birds are beginning to climb up the sides of the huge nest; their comfort level is minimal.  Finally, the mother eagle removes the smaller sticks and everything else so the eaglets are exposed to the glass, cans, rocks and other uncomfortable bedding.  Now the eaglets are staying on the sides of the nest.  And here is where tough love really begins to show.  Once the eaglets reach the top of the nest, the mother eagle nudges them over the side and they go hurtling to apparently certain death on the rocks below.  At what appears to be the last instant, Mother Eagle swoops underneath and catches the eaglet on her own back.  The process is repeated until the eaglets are flying on their own.  Mother Eagle’s job has been done – she has worked herself out of a job.  That’s what parenting is about – working yourself out of a job, and, in the process, developing our leaders for the future.  Think about it, give your kids a chance to soar like the eagles by not making their lives too comfortable and I’ll SEE YOU AT THE TOP! 

Zig Ziglar is known as America’s motivator.  He is the author of 29 books and numerous audio and video recordings.  He brings his message of hope to thousands on the stages at the Get Motivated Seminars. 

 

Quote

Building a better you is the first step to building a better America.                   ~Zig Ziglar

 

Walking the tightrope of change

By Larry Galler

I often write about “change.” I usually write that change is a positive activity. After all, the world is changing constantly for better or worse, and, at a seemingly increasing rate. The economy changes, the political forces change locally and globally, the tastes and desires of customers change, styles change, laws change requiring that businesses institute change to comply, the prices you pay for products and supplies change and the prices you charge for the products and services you sell change. Let’s face it, everything changes. Even if we don’t want it to.
 
Businesses, if they are going to remain viable concerns, must change constantly in order to meet  these challenges. But there are risks. Too much change too fast and loyal customers who like things as they are might be alienated and leave to seek the more familiar somewhere else. Too little change too slow might be viewed as “too little too late” or, worse yet, not noticed at all. The difficulty is finding that sweet spot of being able to walk the tightrope of change between the two extremes without falling off.
 
How does a company retain its loyal following and, at the same time, create interest from new prospects? Perhaps the best approach is to develop a two-tier strategy where the message is based upon retaining the legacy, yet cautiously and gradually introducing the new. Something like, “You know us for xyz. We still have it and honor it…but look – we also have something new!” That way the best of the familiar is acknowledged and retained while a spotlight is shining on the changes that are being made.
 
If done well, the new should also be promoted to the loyal customer base in order to get them to try something different to help them transition into the future, to spend just a little on the cutting edge. It might be surprising, if done in a gradual, gentle manner, how many will embrace change without even feeling that they are being led on to the tightrope until they have made it safely to the future.

Larry Galler works with professionals, small-business owners, contractors, and entrepreneurs to increase sales and profits through better, more creative marketing and effective administration systems. 

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What’s New at Ziglar

Salespeople – this is for you!  Learn a client-centered process that will enable you to make the calls, obtain the appointments, and close the sales. Ziglar Sales System is a two-day course that will quickly ramp up the skills of the novice salesperson, or arm the experienced salesperson with new ideas, tips and tools. Anyone taking this course will increase their skill level and knowledge of what it takes to be a professional salesperson. 

For more information on the next class, May 13-14, 2010, call Michael McGowan and Margaret Garrett at 1.800-527-0306.  Prefer they call you?  Click info@ziglar.com and leave your contact information. 

 

Word of the Week

Foment
Verb
“foh ment”
1. To cause or stir up trouble or rebellion
She may even foment conflicts among her coworkers to advance her own agenda.

 

Zingers

To speed is human—to get caught is a fine.
 
Pedestrians should be seen and not hurt.
 
The car was invented as a convenient place to sit out a traffic jam.
 
What happens to the people who fail their driving tests?  They become parking lot attendants.
 
The way people drive, it’s just an accident if you can get anywhere without an accident.

This newsletter is published by Ziglar, Inc.  Ziglar.com

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Zig On…Improbable, Impossible and Can’t Happen

By Zig Ziglar
(Part Two of a Two-Part Series)

What’s next for Robert Landers?  In last week’s newsletter, I discussed Robert Landers, the surprising member of the Seniors Golf Tour.  While Robert’s future is unpredictable, what he has already accomplished is amazing.  This homespun phoenix sprang from the ashes of a back injury, poor equipment, and no training and cow-pasture golf courses to astonish golfers around the world by qualifying for the Seniors Golf Tour.  His feat is even more remarkable when you understand that it takes approximately 350,000 amateur golfers to produce one who makes the regular PGA tour.  Almost without exception, these golfers have taken many lessons; have state-of-the-art equipment and excellent practice facilities.  Most have been groomed from childhood by outstanding pros and have had years of competitive experience. 

Outside of an intriguing story, is there a lesson or lessons we can all learn from Robert Landers’ experience?  I believe there are several.  First, this is still America where dreams can and do come true.  He was faced with a choice: Do something with his life or do nothing.  He decided that if he practiced where he was, with what he had, he could develop a game that would be competitive.  He went for his dream.  Third, he was an awfully hard worker.  At the end of each day, almost regardless of how he felt and how tired he might have been, he took his shag balls and went out and hit from a hundred and fifty to three hundred golf balls every day.  As a golfer, I can tell you that’s a lot of golf balls.  Fourth, he decided not to be discouraged by others.  He marched to the beat of his own drum.

It’s really neat to have a genuine American folk hero.  I can’t wait to hear about you and what you accomplished from taking the lessons we learned from Robert and applying them in your life.  When you do I know we’ll SEE YOU AT THE TOP!

Zig Ziglar is known as America’s motivator.  He is the author of 29 books and numerous audio and video recordings.  He brings his message of hope to thousands on the stages at the Get Motivated Seminars. 

 

Quote

You were born to win, but to be a winner you must plan to win, prepare to win, and expect to win.                            ~Zig Ziglar

 

 

The Moses Questioning Strategy

By Michael Q. Pink

Selling is based on what the client says, not on what you say, yet most salespeople think that if they just had a better presentation or gave a better “sales pitch,” they would make more sales. Certainly, you may have better results with a better presentation, but the real increase comes from understanding the client’s real needs. According to one survey, sales reps asking five or more questions closed 72% more business than a person asking only two questions. 

Your questions should have purpose, be strategic in nature, and flow in a logical sequence. You’re there to extend the market share of your company in a manner that best serves the client. You want to take new territory and establish a permanent position within that company. You will be met with resistance, both from the skeptical buyer and the aggressive competitor who will not leave without a fight.

Now consider Moses, who was strategizing the conquest of Canaan. The Israelites were going to take new territory and establish a permanent presence; they fully expected resistance. Moses sent in twelve spies to check out the land. They weren’t going in to make a presentation or do a slide show. Moses wanted one thing: answers. He sent the spies in to find out the answers to seven questions, because he knew that the battle is won based on what you discover, not on what you disclose. 

The first thing Moses wanted them to find out was the lay of the land. He wanted an understanding of the terrain they would be fighting on. In business, I call this “circumstantial questioning.”  These questions are good ice breakers and help demonstrate a genuine interest in who the prospect is and what they’re all about.

The second and third questions Moses wanted answers for were whether the people who dwelt in that land were strong or weak, few or many. It was imperative for Moses to know what they would be up against. History records that, based on the answers to his seven questions, Israel executed what is now commonly referred to as the “divide and conquer” strategy, which is taught in military colleges to this day. 

The final four steps of the strategy are:

4. Moses also wanted to discover whether the land was good or bad. In sales, it is important to qualify a prospect before presenting the benefits of doing business with your firm. You can ask some basic questions that will automatically rule the prospect in or out as a potential client. 

5. Moses also wanted to know if the land was fertile or barren. What we really want to find out here is whether their current way of doing things is productive relative to the potential.

6. Moses asked whether the cities they inhabited were like tents or strongholds. The implications here are far-reaching. Is your competition deeply entrenched and committed to staying, or are they likely to leave with little resistance? Are they thinking short-term or long-term? 

7. The seventh question Moses had was, “Is there any wood?” One of the main aspects of the wood is its use for building. So, ask your prospect about their goals, their vision, and their dreams. Most salespeople never take the time to find out the prospect’s vision for the future and how their product or service can help them get to where they want to go.

After getting all these questions answered, Moses insisted on one last thing. He wanted his spies to “bring back some of the fruit of the land.” All too often, salespeople leave a prospect’s office with no clearly defined next step. Sometimes that’s a purchase order and delivery schedule. Sometimes it’s a down payment. Other times it’s an agreed upon call back or phone appointment.

If you apply this questioning sequence as part of an overall planned sales process, your presentations will be far more effective — resulting in much higher closing ratios.

Michael Q. Pink is a bestselling author, speaker and creator of Selling Among Wolves – Without Joining the Pack! training programs, providing Biblical solutions for maximizing the impact of sales and marketing strategies. Come hear Michael on Wednesday, March 3, 2010, in the afternoon at a free Ziglar webcast.  Click here for more details. 

 

FREE Webcast

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How to Sell Among Wolves – Without Joining the Pack

Faith-based sales skills
Presented by Michael Pink
March 3, 2010
3:00 pm CST
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What’s New at Ziglar

Are your communication skills holding you back?  Learn how to present yourself with confidence and ease.  Break down presentation skills to building blocks that you can quickly learn and then immediately put into practice. This class is perfect for salespeople, managers, teachers, trainers and those wanting to build a public speaking business.

We are currently taking registrations for the May 10-11, 2010, Essential Presentation Skills class.  Hurry – class size is limited so you receive individual coaching. 

Call 1-800-527-0306 and ask for Margaret Garrett or Michael McGowan, or leave your contact information here info@ziglar.com and someone will contact you with more information.

 

Word of the Week

Legerdemain
Noun
“lej-er-duh-meyn”
1. sleight of hand
2. show of skill, trickery or artful deception
In a dazzling display of political legerdemain, the mayor won a second term.

 

Zingers
by Croft M. Pentz

A careful driver is one who just saw the driver ahead of him get a traffic ticket.
 
Freeway drinking is like a shower or bath—one wrong turn and you are in hot water.
 
It seems that our road manners become more crude as our gasoline becomes more refined.
 
If your wife wants to drive, don’t stand in the way.
 
Some people learn the traffic rules by accident.

This newsletter is published by Ziglar, Inc.  Ziglar.com

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