Category Archives: Personal Success

Sep 07 2015
4 Comments
Personal Success

Opportunity Often Looks Like Work

This timely quote arrived in my email the other day.

We often miss opportunity because it’s dressed in overalls and looks like work.

Thomas A. Edison

Why is this timely?

First, it is Labor Day! A public holiday held in honor of working people.

Second, I’ve recently contacted a number of friends, family members and acquaintances who are general contractors, to potentially address some fairly significant projects at our church.

When I say general contractors, I don’t mean the kind that drive around in old, beat-up, rusted-out, trucks, with a ladder on the roof, a mess of construction debris in the back, and cigarette smoke billowing out the windows. I’m referring to professional general contractors who earn SIGNIFICANT (6-figure) incomes from their vocation. They live in large, well-kept homes and drive bright, shiny trucks that serve as rolling billboards for their successful businesses.

In my conversations with these gentlemen I’ve heard things like:

  • I am crazy busy. We are completely booked until the end of the year.
  • I’ve had to turn away over $250,000 of business this year. I just can’t find dependable workers needed to address the demand.
  • The younger generation is no longer entering the trades. And, the older generation is exiting the trades (retiring).
  • When I subcontract work to other general contractors the quality is too often not there or they don’t do what they said they would do. They simply are NOT professional.

Why am I writing about this?

It would seem there is a lack of quality labor which has left an open opportunity to earn a substantial income, for those who decide to pursue “work” and do so professionally.

I know, some will say: I don’t want to sling a hammer or perform manual labor for the rest of my life.

Let’s start with those who are in, or have recently exited, high school or college…

If you go to work for a highly-qualified, professional general contractor, you have the opportunity to learn the ropes of the trade.

Yes, you will get to dig ditches, carry a seemingly endless pile of lumber from point A to point B, lug buckets of mortar up a ladder, etc. In short, you will “get” to work – HARD!

For those “very few” who actually bust their butt doing so, and behave professionally, the general contractor will increasingly provide opportunities to oversee their team’s work, not just perform it. And finally, I know that one day these general contractors want to completely turn the day-to-day operations of their businesses over to someone they whole-heartedly trust.

You see, these general contractors are in “business.”

They are NOT into doing “all” the hammer slinging and manual labor themselves. These gentlemen are in their early to mid-50’s and generate enough revenue to pay a highly qualified person (in the trade) to run their businesses, allowing them the flexibility to pursue other endeavors (i.e., business opportunities, travel, adventure, etc.).

Once the opportunistic person has climbed the ladder of the trade, working for someone else, they can then consider buying-out the owner of the general contracting business, or start their own.

Seems pretty lucrative to me: a career path that can lead to the launch of one’s own business.

However, to start, one must behave professionally! What does this mean, as relates to the trades?

  • Arrive at work on-time (better yet, early), well-rested and…sober.
  • Take NO smoke breaks: ever!
  • Do NOT curse.
  • Be polite and courteous to coworkers and customers.
  • Wear reasonable attire: no t-shirts with obscene gestures or offensive remarks.
  • Don’t stop working to talk. You are being paid to WORK, NOT TALK!
  • Wait for the boss to ask if you need a break.
  • When you complete the assigned task IMMEDIATELY ask the boss: “What’s next?” Never sit down or stand around waiting for the next assignment.
  • Take the initiative to learn new things on and off the job. Ask the boss for guidance on this.
  • Do MORE than is asked!

Some may say: The above is pretty rigid. And, heck, it’s a free county: I can smoke, swear and wear any shirt I want.

Yes, you can: earn an average or low income.

But why would you want to settle for that?

You see, there really is VERY LITTLE COMPETITION TO ACHIEVING HIGH LEVELS OF INCOME. And, true professionals can do so in “the trades.”

In closing, if you’d like to earn a substantial income, realize…You MUST start at the bottom. You MUST work your tail off. And, you MUST always be professional.

If you are ready, and would like to consider an opportunity in general contracting, let me know. I “may” put you in touch with one of my friends 🙂

Happy LABOR Day!

Aug 07 2015
1 Comment
Inspirational, Personal Success, Successful Kids

Priorities

Becoming a parent was the most extreme, life-changing experience I’ve been through. And, it was ALL for the good. Actually, the GREAT!!!

I recall when learning that Cindy was pregnant with our first son I felt a little, well, overwhelmed. I had many questions like:

  • Am I ready to be a dad?
  • Is now the “right” time?
  • Will I be able to afford the added expenses including dealing with the reality that we decided to become a single-income family, so Cindy could be home with the kids?

We found a “little” comfort in acknowledging the fact that people have been having children for thousands of years. And, why are we so different? So, stop worrying and get to it!

Before we knew it, we had 4. And, we are SO glad that we got’er done – EARLY. More on that, soon…

Looking back, we can say that everything came together through a TON of teamwork! However, we certainly weren’t convinced of that early on 🙂

As you may have read, in a prior post, it was about this time that I enrolled myself in an ongoing personal development program, which I’ve called my Boot Camp Experience (read about it by clicking here). This, along with the numerous productivity disciplines I implemented to drive myself, were all for a purpose: my new, highest priority. To provide for my family.

A key concern was, however, maintaining a “balance.”

Providence ALWAYS moves…

Shortly thereafter I came across the following quote in a magazine.

PRIORITIES – A hundred years from now it will not matter what my bank account was, the sort of house I lived in, or the kind of car I drove…But the world may be different because I was important in the life of a child.

It was presented in the image below, which I cut from that magazine, put in a frame and placed on a bookshelf in my bedroom, so that I would see it EVERY single day.

Priorities

This brought a tear to my eye almost every time I viewed it because that little boy in the picture represented each of ours. And, I not only wanted to make sure I provided for their “material” needs, but also that I would be there for them – personally.

The ever-important balance…

So, why do I say that becoming a parent was the most extreme, life-changing experience for me? Before I answer that, I’ll say that I would imagine this was ALSO the most extreme, life-changing experience for MANY others who have had children.

You see, it served to fully jerk me into the world of ACCOUNTABILITY and RESPONSIBILITY. Because, I now had people (including a helpless little baby) fully dependent on me. No more screwing around. This is now serious.

Fast forward…

Over the last several years, as the boys have grown as tall, or taller than, me, this framed picture somehow slid to the back of my bookshelf.

Recently, Cindy and I were doing some “deep cleansing” of our house in anticipation of a large family gathering. It was at this time that we came across this framed picture. What a rush of memories, in terms of what it represented to me through-out the years and how important an image it was to keep in the forefront of my mind.

I took the faded picture out of the frame and scanned it for this post, to memorialize it. The cheap, dusty frame went to the trash.

In closing, use care to consciously set your life priorities (mine are outlined in an earlier post: Mind The Balance). If you do, and stick with them, you will, you MUST realize the outcome you desire.

What happens if you don’t set your life priorities? Well, quite honestly, someone else will. And, guess what they have planned for you? Not much…

All the best!

Aug 04 2015
1 Comment
Business Success, Personal Success

It Isn’t Selling. It’s Helping People!

There are so many misconceptions about selling. Justifiably so…

Most of us quickly conjure up an image of a used car salesman in plaid pants, pushing more vehicle than we can afford, as we wonder if he is pitching us a lemon.

We may also be reminded of the persistent telemarketer who gets us on the phone and will not take NO for an answer.

We have all been on the receiving end of these painful “selling” experiences. Many of us then come to the conclusion that we would NEVER “do” sales.

But, it just does not have to be this way.

You see, selling, when done right, is the highest paid profession (skill-set) on the planet. Selling simply connects a person’s need and/or want with a solution (product, service or idea).

Our 2 middle boys (Aaron and Ethan) are right in the thick of it 🙂

As previously mentioned, these guys are professionals in the personal training space. While their roles are based on effective “delivery” of personal training services, they are also commissioned to sell gym memberships and personal training contracts.

They were both working at the same gym in northern Mass – a GREAT market for these services. However, there simply wasn’t enough room for both of them at this particular gym 🙂

So, Ethan went to another gym, also in northern Mass.

They now both “pretty much” have free-reign at the respective gyms they operate from.

Ethan recently came home, excited as ever, to report that on the first day of the most recent 2-week sales period, he had achieved 92% of his sales quota. And, he has 13 days to bring in the remainder. All of which is only 50% of his personal goal. That is, he has set a goal to achieve TWICE what his actual sales quota is for the period 🙂

He mentioned that, upon first joining this new gym he thought it was too sales-focused. He has since realized that: It isn’t selling: It’s helping people!

You see, when people go to the gym, they do so to look and feel good – even great. Whether they are a visitor just trying out the facility for the first time (a candidate for membership) and/or are looking to take things to the next level (a potential personal training client) he has “services” that can help them achieve their goals. All he has to do is make conversation with them, learn their goals and present options and programs that are available to help them get there.

Did you hear that cha-ching? Another deal just closed 🙂

To augment his skill-set he completed a couple of marketing and advertising-related courses, over this summer. Hopefully, this will continue towards a 2nd degree in Marketing.

Then, there is Aaron.

In addition to his selling and personal training activities, he has had the opportunity to develop a number of marketing programs at his gym. This includes: designing a logo and t-shirts that are now sold at the gym (generates revenue and, more importantly, walking billboards). He also put together a 30-second commercial complete with video capturing highlights of a group training session, sweeps of the gym, with music and a professional voice-over. This commercial is now airing in local movie theaters, just prior to the feature presentation. And finally, he writes a blog promoting health and fitness. Bottom-line: The gym has seen new traffic from these and other marketing efforts he has spearheaded.

Separately, he placed his profile on a modeling agency’s website. This past weekend, he had his first “gig.” It involved pitching a new cologne for men, at a high-end retailer. By the end of the day this retailer had moved several hundred dollars worth of this brand new product!

In summary, they both are successfully building upon their foundational skills and education, to take things to the next level which is ONLY achievable via “selling.”

Why am I writing about this? Just to brag about my boys? Well, only partially 🙂

We all have foundational skills and capabilities – necessary to perform our assigned role. The question becomes: Are we limiting ourselves, in any way, by simply performing a narrowly focused job, when we could take things to the next level by truly embracing “sales”?

The result of taking things to the next level includes:

  • Feeling the inner satisfaction of helping someone achieve an important goal (personal, professional or otherwise).
  • Significantly increasing the amount of compensation (salary) we receive.

Embracing “sales” does not necessarily mean that we must become a salesperson (by title). It suggests that we develop and leverage the skill-set of selling: successfully connecting a person’s needs or wants with a solution (idea, product or service) that they adopt.

I recall many years ago, when I was VP of a large Customer Care organization…The SVP of Operations passed out the book: “Getting To Yes: Negotiating Agreement Without Giving In”, to all of his direct reports. Many thought the topic didn’t apply, as NONE of us were commissioned sales people.

However, we ALL were (like you are now) responsible for:

  • Working successfully with other people (peers, subordinates, superiors, customers and/or vendors).
  • Negotiating with others in such a way that we achieve go-forward agreement, with everyone feeling good about the outcome.
  • Over-coming objections, even misunderstandings in the process…

As such, all of the above really applies to EVERYONE. And these “sales” skills have a place in both our professional and personal life.

You see, we are “selling” when we are:

  • Trying to convince our children to do the right thing.
  • Recommending a new rock group, book, movie or great vacation spot to a friend.
  • Providing guidance to a peer or subordinate on how best to address a business challenge.
  • Suggesting to a client that they try a new service, or feature of an existing product, to better solve their “problem.”

However, we will NOT achieve the desired outcome of the other party accepting our “input” unless we have the finesse to “pitch” it to them in a desirable manner. Doing so is certainly not rocket science. Nor is this something that people are simply endowed with at birth. These are skills that we each can learn and hone throughout our lives.

Doing so enables us to realize that, quite literally, the sky is the limit!

Alternatively, we can live with an aversion to “sales” thus creating a glass ceiling for our career and related compensation.

In closing, impose no limits. And, change your attitude: It isn’t selling. It is helping people!

And, consider the recommended reading below, available at Amazon by clicking its image.

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All the best!

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