“Do you need a
discovered a chalk map drawn by some 4th grade girls on
a sidewalk. The map started at the garage of one house, zigzagged
down their driveway onto the sidewalk, and stretched down in front
of the house next door, ending with a trophy at the end to
designate their goal. This chalk road included curves and
straightaways, a river to cross, and a mountain to climb. Along the
way to the trophy, they had to jump, kick, skip, punch, and climb.
This map had a clear starting point, key goals along the way,
activities to be accomplished, plus the trophy for those who
completed the journey. It was amazing!
This simple map,
drawn in chalk on a sidewalk, triggered several questions about the
need for a roadmap. First, do you know exactly where you are
currently? Many leaders start out to achieve a goal, but cannot
identify their current situation (where they are). Secondly, do you
have a clear picture of where you want to go? Again, many leaders
cannot clearly see what their success looks like (where you want to
go). Every map has both a starting point, and an ending point. You
cannot chart a course of action (road map) unless both points are
clearly seen by all involved.
Armed with that
clear vision, you now need to decide what steps will be involved to
reach your goal. Like the girl’s chalk map, you need to determine
the smaller tasks to be completed in order to accomplish your goal.
Write them down, put them in order, and set a time for completion
of each task. Breaking your larger journey into smaller tasks not
only keeps your team on track, it provides them a with sense of
accomplishment at each milestone. These smaller wins create the
motivation to keep pushing toward the final goal.
the staffing, the training, the tools, and the processes that will
be required. A team without the necessary skills cannot do their
jobs. A trained team without the proper tools, cannot complete
their tasks. A trained team with the proper tools, cannot complete
their mission without processes designed to utilize their skills
and equipment. As the leader, you must organize your people, their
skills, their tools, and their processes to achieve success. Like
that sidewalk roadmap, your plan must have a beginning and an end
and be clear to everyone involved.
And, that is
today’s Morning Minute.
you impact today?”
One of the
primary reasons that individuals create content, using it to teach
clients, is to help others improve their lives. This feeling was
underscored for me by several recent events.
A subscriber from
California shared with me that she was impacted positively by our
recent post concerning the Serenity Prayer. She wrote: “I really
needed this right now…I am a big believer that God works in
subscriber who works with auto dealers shared this story. He was
asked to speak to a dealer group in another city for free. He paid
for his own plane ticket and lodging. After his enthusiastic
address, the owner shared with him some encouraging words. Then, he
was handed a nice check…that he was not expecting. Three years
later this dealer group has become his biggest client.
into a grocery store, I bumped into a long time client. We shared
information about our families. Then, totally unprompted, he told
me how much he and his wife appreciated the stories and ideas that
we provide through our Morning Minutes. He shared how important it
is for this information to get out to younger folks since it is not
being taught in schools.
stories, are not meant to create any illusion of how great I am.
They have been listed here to illustrate how each of us can create
better citizens and future leaders by helping others improve their
lives. This is true of parents and grandparents, workers and
managers, mentors and teachers, family members and team
members…everyone we interact with each day. We will probably never
know how many people we influence positively or
Now, take a
moment to think about all the others that you interact with each
day. This also includes chance encounters with people you do not
know and will probably never see again. You have the power to
brighten or darken their day. Plus, through your words and actions,
you have the responsibility to be an example of what they could or
First, a quote
from Malcolm Forbes. “The true measure of a man is how he treats
those who can do nothing for him.”
Second, a message
to me from Dave Anderson, who has been a mentor to me for many
years. As I wrote my book and started my coaching business, he told
me to go enjoy changing people’s lives.
And so, I ask
you: “Who will you impact today?”
(12/01/22) Morning Minute:
“Why don’t they remember me?”
Dwayne is a successful automobile salesperson. He sold Mr.
Ledbetter a new car 6 months ago. Mr. Ledbetter brought his
daughter in today to buy a car and didn’t ask for
Lucy is a successful real estate salesperson. She sold the Boyd’s a
house 6 months ago. The Boyd’s next door neighbor just listed their
house for sale with different realtor. The house sold in 3
Angela is a successful appliance salesperson. She sold Ben and
Marissa a new washer and dryer 6 months ago. They just came to the
same store and bought a new refrigerator and didn’t ask for
Dwayne and Angela were upset that the customers to whom they
provided great service when they bought 6 months ago, did not think
of them when they needed a new product. Lucy was upset that the
Boyd’s forgot about her when their neighbor sold their house. Each
asked,“Why don’t they remember me?” The real question is,
“Why don’t you remember them?”
True sale professionals recognize that the easiest sales made are
to repeat clients or referrals from clients. After all, they
trusted you enough to buy from you once. Then, you forgot about
them. Oh, you sent them a thank you letter, an email, and made one
follow up phone call. Then you lost them with no further contact.
Your clients were left feeling that all you wanted was make a sale.
Then you forgot them. So, they forgot you. And, it was your
Using the electronic tools available today, there are endless
opportunities to keep your name in front of your clients. Send a
once-a-month email to keep them abreast of upcoming sales,
maintenance requirements, or different products available to
enhance their ownership experience. Post a picture of your clients
getting their new products or new home on social media. Use text,
email, and social media like Facebook to help them remember you
when a friend, co-worker, or family member needs what you are
selling. Post pictures and videos of new products on social media.
Call them 3 times a year just to check up on them, wish them a
happy birthday, anniversary, or holiday. The ways to stay in
touch are endless.
A salesperson wants to make a sale.
A sales professional wants to create a relationship while making a
And, that is today’s Morning Minute.