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The Holtman Group | District 25 | (720) 482-0072 » 2010 November

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Develop What it Takes

“It’s what we do regularly — every day, without fail — that determines what we gain or lose.” Coy Eklund DEVELOP WHAT IT TAKES “They’ve got what it takes!” How often have you heard successful performers described that way? How many times do you suppose...

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The Power of Thank You

Posted by admin | Posted in Agent Insights Blog | Posted on 29-11-2010

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THE POWER OF THANK YOU by Jon Gordon

I’d love to share with you the benefits and power of two simple words. THANK YOU.

They are two words that have the power to transform our health, happiness, athletic performance and success. Research shows that grateful people are happier and more likely to maintain good friendships. A state of gratitude, according to research by the Institute of HeartMath, also improves the heart’s rhythmic functioning, which helps us to reduce stress, think more clearly under pressure and heal physically. It’s actually physiologically impossible to be stressed and thankful at the same time. When you are grateful you flood your body and brain with emotions and endorphins that uplift and energize you rather than the stress hormones that drain you.

Gratitude and appreciation are also essential for a healthy work environment. In fact, the number one reason why people leave their jobs is because they don’t feel appreciated. A simple thank you and a show of appreciation can make all the difference.

Gratitude is like muscle. The more we do with it the stronger it gets. In this spirit here are 4 ways to practice Thanksgiving every day of the year.

1. Take a Daily Thank You Walk - I wrote about this in The Energy Bus. Take a simple 10-minute walk each day and say out loud what you are thankful for. This will set you up for a positive day.

2. Meal Time Thank You’s – On Thanksgiving, or just at dinner with your friends and family, go around the table and have each person, including the kids at the little table, say what they are thankful for.

3. Gratitude Visit - Martin Seligman, Ph.D., the father of positive psychology, suggests that we write a letter expressing our gratitude to someone. Then we visit this person and read them the letter. His research shows that people who do this are measurably happier and less depressed a month later.

4. Say Thank You at Work – Doug Conant, the CEO of Campbell Soup, has written over 16,000 thank you notes to his employees and energized the company in the process. Energize and engage your co-workers and team by letting them know you are grateful for them and their work. And don’t forget to say thank you to your clients and customers too.

Develop What it Takes

Posted by admin | Posted in Uncategorized | Posted on 29-11-2010

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“It’s what we do regularly — every day, without fail — that determines what we gain or lose.” Coy Eklund

DEVELOP WHAT IT TAKES
“They’ve got what it takes!”

How often have you heard successful performers described that way? How many times do you suppose that observation is being made by individuals who have not bothered to take the time to study “What It Takes” to be ranked as a star in selling?

Think of the exceptionally successful salespeople you know. You’ll discover, as we have, they possess most, if not all, of these seven characteristics:

• Intensely goal-oriented. Some call it vision. Others describe it as purpose, a definite chief aim or a mission statement. Regardless of what you call it, it’s important to have a thought-out dream reduced to writing. Building your dream carefully brings the future into the present so you can do something about it now.
• High level of energy. Most refer to this as the foundation of their competitive edge. They can start earlier and stay later than the competition.
• Mastery of sales lines. They are over-rehearsed. Consequently, they feel in control. The words they use are expressed as naturally as they breathe.
• Do not take “no” personally and allow it to make them feel inferior. They have high enough levels of confidence or self-esteem so that, although they may be disappointed, they are not devastated.
• Impeccably honest with self and customers. No matter what the temptation to short-cut might be, these people resisted and gained ongoing trust of customers.
• High levels of empathy. They have the ability to put themselves in their prospects’ shoes, imagine needs and respond appropriately. They make their recommendation their prospects’ idea.
• 100% accountable. Successful sales reps don’t blame the economy, the competition, or their company for dips in sales. Instead, the worse things become, the harder they work to turn things around.

How do you measure up? What should you be doing to develop what it takes? Go back and review the seven traits again. You’ll discover they are controllable. You can develop what it takes!


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