Category Archives: Training

6 Must Knows Princples for Leaders in the Future

THINGS CHANGE

The leadership methods of the past are not enough.

Leader of the Future by Peter Drucker, made the Top 15 ……and with good reason.

The days of ‘Just Do It’ the way it is ‘laid out’ will not cut it as leadership anymore. ¬†The deals a dime a dozen out there today and more people looking and joining daily than ever before….. the ‘caveman’ approach to Leadership is about as effective as an umbrella in a hurricane.

KEY: New people buy the leader BEFORE they buy the vision.

What does that mean?

It means that as bad as they want to get their husband off the road…..or pay for the kids education……or get their wife at home with the kids………..they will believe in YOU before that dream makes the longest journey in the world….from the head to the heart……once the dream gets to the heart…..things are better…….but they do not get great until they learn to lead……which, ironically, they learn from you.

So you better be good for 2 reasons….

1. It is YOU that facilitates the movement of their dream from the head to the heart.

2. It is YOU that teaches them to lead by what you do and what you say.

It today’s competitive market place…..and that combativeness is compounded by the internet…..you better be the leader of the future now…..not later.

See, the beauty of all the Tom, Dick and Harry’s believing ‘systems’ will do all the work for them and they never have to talk to anyone, [did their Momma’s teach them anything ? ūüôā ], it is that personal attention gives you an edge…..had a guy yesterday tell me he was ‘stunned’ I called.

But……and this is important….the people enrolling today, who are serious and not ‘lottery-heads’ [believing they don’t have to do anything but point and click], are more discerning and, if you learn and practice these 6 tiny things…..they will not only gladly follow but become leaders, real leaders.

1. Encourage their passion.

Don’t let what you think is important – plan, product, company, making money, etc., close your ears….find out what they are passionate about, write it down and make sure you build it into every conversation. ¬†Most people go their whole life without someone asking them what is important to them…..find out and support that passion.

2. Enhance their ability

Find out what they can do well, teach them some skills to help them do better. ¬†Link what you are teaching to their passion…… e.g. “I am asking you to learn this skill so we can get your husband off the road and then we can help other families have more time with each other..”

Once you share a few skills with them in areas that they are comfortable with….work WITH them to enhance that skill set.

3. Value their time

Most people start part-time and have a full-time job.  Their time is limited.  Value it.

How?

Show up for appointments/3-ways early.

Be prepared.

Undivided attention.

Action focus.

4. Build their network

Don’t tell them what to do, do it with them.

Do you know how few people get this?

Then, do it with their people while they listen in.

Do you know even fewer people do this?

They learn what to do, hands on…..then you teach them how to teach others.

This 3-Deep Pattern is leadership, leadership of the future…..and for us, and new reps, the future is right now.

This so, so separates you from the ‘branded’ ..ahem, experts.

5. Support their dreams

This is different from their passion.

It is not some silly, ‘why’…..it is much deeper than that.

Find out, a week or two in, for them to paint a verbal picture of their life ……for you……once their credit card stuff is cleared up, hubby is now home…..and 15,000 a month or more is rolling in.

Find out what they would do if they owned their own life.

Once this happens, send [not email…..yuck], pictures of them in their dreams.

Commit to their dreams, know them inside out……get your upline involved with these ‘little things’ then DO THE WORK TO GET THEM>>>WITH THEM.

This is support, not lip service.

Get 3-4 people what they want and your business will be bigger than you can think.

1000s of MLMers……ask for a ‘why’ from an new rep but never look at it again.

I do…..I get the future and you can so separate yourself from the pack.

DO THE WORK WITH THEM and link the work you are doing together to their dream.

6. Expand their contribution

Networkers will work just as hard for recognition as money……I know what you are thinking….”I don’t care about that stuff, being on stage”

Well, that MAY be true….but it is not accurate.

It might be recognition from a spouse…..their Dad or Mom……no matter.

As they grow get the spotlight on them and make sure you are not their to take a bow with them.

Each success they have? ¬†Get it in your newletter…..get them on conference calls…..not ready to train…..great, recognize and ask them to share ‘how they are doing it’…..and BANG:::> you’ve expanded their contribution. ¬†Let other’s know what an important piece of the puzzle they are…..expand thier success into the group.

These simple and sound tips……all connected and so easy to do all 6 in the course of your day will …..make or break your ability to lead in the future.

And since you’ll be spending the rest of your life in the future…….isn’t it time to get to leading that way right now?

believe

mark januszewski

world’s laziest networker

9 Comments

Filed under Critical Thinking, Free Skills, Networking, Personal development, Training, Uncategorized

3 Simple Steps to Creating Synergy

ANNOYED

I can remember sitting in trainings, going events….and if I heard the word ‘synergy’ one more time I may have snapped.

It’s thrown around like the word love.

Do people really ‘love’ new floor wax?

Do they really ‘love’ their new phone, computer, car or MP3 player?

Of course not…..I get it just an expression…..but the value of ‘synergy’ is so profound that it is a shame it is used out of context.

Cooperating, being part of a team…..that is not synergy and without it, MLM is like pushing a ball up a hill with a rope. ¬†Hard. ¬†Way, way to hard.

Can people that cooperate do well?  Yup.

Will they attain the unattainable?

Nope.

What, exactly is synergy?

Synergy, in general, may be defined as two or more agents working together to produce a result not obtainable by any of the agents independently.

LEADERS ARE AS GUILTY AS OWNERS

Leaders blather about synergy as much as owners.  Sounds great.  Never happens because they do not teach people how to create it.

Talking about it, out of context and never explaining, ever, exactly what to do creates more harm than good.

Why?

Using the word over and over with no effect undermines our ability to lead, it weakens belief and eventually those ears go deaf and that yields to indifference.  Bye-bye.

WHAT IT IS AND LEADERS DROPPING THE BALL

Synergy, in general, may be defined as two or more agents working together to produce a result not obtainable by any of the agents independently.

Think about it…..obtaining a result that was NOT obtainable.

Think that would make a happy downline?

Make them lots of money?

Making money for others is the way to sustained success.

And no one ever told you what it actually meant or, more importantly, how to get it……me either. ¬†That is annoying…….and dumb.

Called 10 people, leaders, the last 2 days…..folks I know.

All confessed to using it …..and all of them, eventually admitted 2 other pretty big things.

1. They could not really define it….

2. They never looked it up…

HOW TO CREATE IT

Most people have a goal statement or mission statement they wrote when they started.

Time has come off the clock and they are not much closer but they are showing up for things…chipping away.

Get a meeting with them…..if the don’t have a mission statement, help them put it together.

Step 1

OK, back to the meeting……so you’re meeting with them…..here’s what you do….let’s call her Sally.

3 Simple Steps to Synergy.

“Sally, this looks good but in 10 hours a week kinda unobtainable without synergy. ¬†Do you know exactly what synergy is?”

The always say something like, ‘not exactly.’

Do NOT tell……show the definition.

Synergy, in general, may be defined as two or more agents working together to produce a result not obtainable by any of the agents independently.

“Sally, mine goals are a reach, a big reach too. ¬† I would like to create synergy with you and obtain our goals.”

Get agreement.

The biggest reason networkers do not get the job done is always the same…..recruiting and sponsoring.

In this case, as with all cases, Sally is simply inconsistent, like all of us when results are poor.

Step 2 [use this vocabulary, exactly]

“We need to improve and that means we need feedback from one another. ¬†So, would you agree to one simple ground rule: no one can make [his/her] point until they have restated the other persons point to his/her satisfaction. ¬†Agreed?”

You’ll get 100% agreement.

“Would you be willing to look at solutions to growing our group that is BETTER THAN what we are currently doing?”

Always, the answer is yes….without fail.

Ask what you could do better on her behalf; embrace feedback

Step 3

Map out a plan that puts Sally in a prospecting mode 80-90% of the time and execute it.

Commit to the 5 Accelerators and the most effective method used by someone in your company that you like, respect and is earning the kind of money you and Sally want.

Make sure to leverage the information and methods from The Influencer in the planning portion [Step 3]

In 20 years of blessing, I have never seen working the 5 Accelerators fail to produce this stunning effect…..synergy…….were 2 or more get in lock step and they know what to do, how to do it and what to do.

It is really amazing what synergy will do………in the hands of a leader can define, empower, plan and implement.

I mean, really…….doesn’t “two or more agents working together to produce a result not obtainable by any of the agents independently,sound pretty cool?

Wouldn’t you ¬†want to be a part of that?

THOUGHTS WHILE SHAVING

Chelsea Lynn arrives here on Kauai, December 7th. ¬†Dreams come true, the home will be multi-generational…….. and having my dog Tommy is just an additional bonus.

My daughter faced one setback after another but had declared if she couldn’t make it all happen by herself there was no point in coming. ¬†I get that.

I know the pride she is feeling, over coming a drop in tips of 20%, more money to move than she thought….a lot more to get her 2 dogs over here…..the list goes on BUT the list is not the point, is it?

She has a burning desire and an amazing idea for a business here.  Proud Papa moment?  You betcha.

See, that is really the bigger dream for all of us as parents……yes? ¬†That they will dream and do…..win some, get knocked down some but that they believe in themselves and want to accomplish something important for themselves is a win for parents.

P90X

Sore, some tendonitus…..but I keep on trucking. ¬†Just worked around the pain……down over 20 pounds, on target to hit April goal……will finish my ‘get ready’ run through on December 30th and will be in good enough shape to do P90X with them, stride for stride……I was not ready when I started and knew I needed to go through it once in 120 days…..to get in shape to ‘go for it’…..and ‘bring it’

Why am I writing about P90X?

I wanted to quit a couple times……the beginning was very hard…….just like new reps want to quit.

I did not like how far I had to go…..just like new reps….but I kept going

This list of paralells could go on and on……and, trust me, I am not bragging……this workout humbles everyone……just like networking……..

I am seeing, once again, the power of keeping a promise to myself, my family and my friends……has more to do with achievement than anything.

Maybe we should ask new reps to ‘make a promise’ instead of a goal statement? ūüôā

My point is….at a few breaking points over the last several weeks it was the promise that ended up being the tipping point.

Make promising part of your life and see what happens……once you decide to ‘keep’ them no matter what.

APROPOS OF NOTHING

1. Has anyone seen all these folks who sell courses about ‘how to make money online’ ever sell anything except ‘how to make money online’? ¬†2. Love Kauai but Christmas without harsh cold seems odd. ¬†Santa in shorts? 3. Does anyone trust banks anymore? ¬†4. Fast food places like Taco Bell now paying people on a debit card instead of a paycheck…..saves the money. ¬† Poor employees must pay ATM Fees to get their money out. ¬†Daughter made 4 taps on the card costing her, in ATM fees, about an hour’s wages. ¬†5. See point 4……and tell me you don’t have anyone to talk to.

5 UPDATES FROM MY MENTORS

1. A man is what he thinks about all day long. Emerson

We know it but we still think about crap, doom and failure……as long was we keep thinking we ‘don’t watch that much TV’ and we’re ‘not online that much’………shut that all off for a week and notice what it feels like…..and where your mind wanders…….then read this quote again. ¬†A 17 day juice fast with no TV, inter-webbie-thing or phone changed everything.

Everything?

2. An ounce of action is worth a ton of theory. Emerson

To comment on that would make Emerson’s point ūüôā

3.¬†Right before ‘The Bourne Identity’ came out, I hadn’t been offered a movie in a year. Matt Damon

A year.

Putting himself out there daily without a hit.

Most networkers, believe it or not, talk to 3 people and quit.


4. Things turn out best for the people who make the best of the way things turn out.
John Wooden

Very strange times we are in…….I cannot even begin to understand the microwave mentality of people ‘trying’……for a week or two……

Next stop are the ‘gurus’…..who have ‘systems’ …..and create ‘traffic’…….

Met a guy in 11 deals last week…..crazy…..all it takes to make it with any company is deciding it is going to turn out well.

5.¬†Nothing happens quite by chance. It’s a question of accretion of information and experience Jonas Salk [polio vaccine]

Knowledge will not apply itself and we get better when we learn and apply information and skills.  For some reason people believe a couple thousand bucks and a couple of clicks and it will be lottery time.

believe

mark januszewski

world’s laziest networker

11 Comments

Filed under Free Skills, Home based business training, Networking, Personal development, Self Improvement, Success, Training

6 Things We Must Know to Lead ~ Covey’s 8th habit

FOUND AND EXPRESSED

So, with Covey’s help, we’ve found our voice and we know how to express it……and some new folks came in.

Now what?

Covey’s book, The 8th Habit, did to leave me hanging…….and I won’t leave you hanging……

Everybody knows the work begins after getting them in…..your ‘voice’ and how to ‘express’ is ….is a lot but it isn’t enough.

We’ve got to be sensitive and knowledgeable about both the challenges new people face and what to do about them.

HITTING THE SWEET SPOT

In sports….golf, baseball, etc., there is an expression ~ “The Sweet Spot.” ¬†It’s when you hit the ball perfectly….just nail it. ¬†It’s a wonderful feeling…it travels far and when you hit it….it’s effortless and you’ve hit it so perfectly that you don’t feel any vibration…..none…..whoosh….superb.

The same is true about a group……once you hit the ‘sweet spot’ with your teams, it feels effortless and man-o-man does it travel far…..it duplicates.

To hit that spot with people is special. ¬†It affects lives. ¬†Is there anything better than people making changes and reaching greatness within their potential……and if it is done right, they stretch their potential becasue they want to……imagine a group that motivates you instead of you trying to motivate them?

WHY DID THEY JOIN?

It is ….the ‘why’…..important. ¬†But the reason they joined is bigger.

They want change.

Change is difficult because under stress, and anything new is stressful, people tend to fall back on what is familiar…..the very behaviors that got them into a position they wanted to change. ¬†You gotta love irony. ūüôā

We must know these 6 things are “there” and deal with them before they become issues. ¬†Most people who can sponsor people don’t know these 6 things….so they keep sponsoring new people thinking the ones they sponsored just did not want it bad enough…..a huge mistake that duplicates with other leaders…….so sad.

Remember Coach Wooden’s famous leadership statement…”We manage things, we work with people.”…..and my experience is most people who start to grow a group do exactly the oppostie……and it never really takes off.

Here are the 6 things you, as a leader, must help new people manage…..you help them manage these 6 things and your teams will hit the sweet spot.

6 THINGS

1. Clarity

They do not have a clue as to what your organizations goals are. ¬†We let them pick what they want, their ‘why’ but we never are clear about what we want from ourselves and the team. ¬†It has to be clear….so clear that they can communicate it. ¬†“We want to build an organization where everyone hits their personal goals and runs so effectively that not only do they have the money they want, they have the time to enjoy it. ¬†We want and need you to be a part of that.”

2. Committment

Organizations sputter because people don not buy into the goals of your team, your vision. ¬†Passion goes a long way but 3-ways to people that¬†you have bought in…..and making it a part of every meeting and branding the team adds significantly. ¬†The two things that pushed commitment over the top is other people talking to them about their goals once you’ve got them in writing AND the time you and other’s invest in them on point 3: Translation.

3. Translation

When people join they do not know what is expected of them, what to do or how to do it. ¬†Weve got….we must teach them some skills….and link the execution of those skills to the vision they have for themselves and the team.

4. Enabling

Not all enabling is bad…in this case, as Covey points out it is essential yet something very few organizations do. ¬†This is structure…..in networking I like to call it ‘structured flexibility.

What does that mean?

  • Never get off the phone with a rep without the next goal advancing or income producing activity scheduled. ¬†Schedule 2 things with them.
  • Teach them that we never get off the phone without scheduling the next activity.
  • Since you’ve scheduled 2, they will ALWAYS have 2. ¬†That is the structure part.
  • Let them pick the times that are good for them, that’s the flexibility part.

You’ve got to have a system and nothing is better than the 3 Deep Pattern so 3 competent people are working with them ….2x a week. ¬†Now you’ve got them doing income producing tasks with 3 people who know how to produce.

5. Synergy

Groups fail over tiny, petty things……always ego based. ¬†Stay out of politics and practice this easy method I learned years ago……you want the reputation this will give, guaranteed.

When someone wants to tell you about a problem with someone else……from important to petty…..stop them dead in their tracks.

“Stop right there John. ¬†Look, not everyone is going to get along all the time but I have a policy. ¬†I simply will not talk about other people who are not present. ¬†So we can 3 way them is and work this out. ¬†Here is what you can count on. ¬† I never talk about others. ¬†Glad to mediate and work things out……and you can count on me doing the same for you…..I do it for everyone.”

Word spreads quickly that you simply do not talk about others……it spreads.

KEY: Do not slip, even if the person they want to talk about is a jerk……keep your guard up……and everyone likes this so much, once they see you will not budge, that they emulate it. ¬†That creates synergy even with difficult folks.

6. Accountability

People don’t regularly hold themselves accountable. ¬†We’ll discuss this further in the next post……but let’s begin with you. ¬†I cannot tell you how many leaders I know who moan and whine about ‘no accountability’ but when I ask them….’so who are you accountable with everyday?’……there is always a whole lot of stuttering and stammering going on.

For some reason, earner never want to be held accountable……they just want to hold others accounatable…..

Do you have an accountability partner? A daily partner?

You focus on these 6 things for your group hitting the Sweet Spot is easy and fun.

believe

mark januszewski

world’s laziest networker

See you in a couple days with the last installment of The 8th Habit.

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Filed under Critical Thinking, Free Skills, Home based business training, Personal development, Training

Get New Reps Rolling in 1st 90 Days or They Die ~ 3 Point Strategy is A Must

WHAT HAPPENS IN REAL LIFE

We feel great when we sponsor a new person into our business…..and that creates a trap. ¬†Most people never see the trap, fall in and then, when they quit, we rationalize their leaving by saying, “They didn’t really wan it” ….or…”They were not coachable.”

BANG::::>The trap gets us.

Huh?

Wait, it get’s worse.

We sponsor someone else and when the same thing happens we pull out our trusty rationalization again, “They were not right for the business.”

And again…..and again…..leaving our success to luck.

See, what happens is we don’t realize that the work begins after we get them in. ¬†Sponsoring people is easy once you know what to say….it’s easy and fun….that is not the work. ¬†That is the starting point, not the finish line and that is the trap.

We send them to the company site, training sites, CDs, conference calls….all massive mistakes. ¬†Next thing that happens is they start looking around online, gurus, different teams sites….they are reading instead of building. ¬†Ut-oh.

Look, stuff about the plan, product and company is all good stuff but it is not work….it doesn’t produce anything and this is exactly what leads to the death of a new rep in our business. ¬†Reading stuff, watching videos and listening in on conference calls, most of which are just commercials…..simply will not produce results. ¬†And that is the business we are in.

Sponsoring people is like getting men on base in baseball…..what difference does it make how many times you load the bases if no one drives in any runs?

If winning isn’t important, why do they keep score. ¬†This is the reality we ignore and makes us easy prey for the trap; thinking our job is done when they enroll. ¬†It is a results business, just like baseball.

The first 30 days is most important and if we build a good or great 90 day story with them we probably have a long-term partner…..and a much higher income.

WIN-EXECUTE-TEAM

For years I did it backwards and reached levels of frustration that led me to another big mistake…..sponsor more people. ¬†This is why all those stupid gurus can continue to lie and get away with it…..sponsoring huge numbers of people keeps us in the trap and we end up with a revolving door…..

The team we are so proud of is what we sell them first…..and while crucial…..selling them ‘team’ first is a common mistake.

Teams and the value of a team is based on results, nothing more and nothing less.

Teams that win…get along great, everyone loves each other, they are family….blah, blah, blah….take that same team the next year and give them a losing record and all the love and family stuff is replaced with backbiting, arguments and whining.

WIN

The excitement with a rep is never higher than the first few days. ¬†And you’ve got to get some wins for them right away to maintain that excitement or they wither and die.

It’s really simple. ¬†Within 24 hours of enrolling build a list with them. ¬†Yeah, yeah….I know what the gurus and new school thinking is…..but they are lying. ¬†Warm list to warm list is money. ¬†Get on the phone with them, show them how to invite people to your meetings, webcasts etc.

EXECUTE

Get on the phone!

Call their list with them.

A new rep and his/her list is like coming up with the bases loaded …it’s up to you to drive in a few runs for them.

Trust me…they’ll forget you did all the work…..and that is good! ¬†They are learning what to do and what to say by listening to you.

Once they learn what is going through the head of a prospect and you execute the training they reviewed, they relax, add to the list and you are driving in runs….making money for them and for yourself and for your upline……3 very cool things.

TEAM

You can brag and boast all you want about the team…the upline and company support …..but the truth is they will not feel part of it when you do the team thing first. ¬†If your agenda is winning for them and you execute properly…..runs are scoring and they feel a part of the team…..not like the team is something separate from them.

The steps I take are simple and with purpose. ¬†As soon as I enroll a new rep for myself of someone else I tell them a few things while the ink is still drying on the application, so to speak….set an appointment for their first coaching session with 24 hours and send them a training that explains what we’ll be doing together in the future. ¬†At that ‘coaching’ session I build a list WITH them and schedule 3-4 sessions of 3-way calls.

The list puts me in a bases loaded situation ……and I am sure you’ve noticed what I do not do…..overwhelm them with pay plans, talk of the furture….company sites, etc.

This simple 3 point strategy has allowed us to sponsor fewer people and make more money is far less time.

You want duplication?

Drive in some runs for rookies in the first few days…..and stop doing ‘fake’ work by forwarding information.

You simply cannot eat a recipe……they don’t know what to do, you do.

WIN-EXECUTE-TEAM

Win first….and everything else will take care of itself.

believe

mark januszewski

world’s laziest networker

8 Comments

Filed under Critical Thinking, Free Skills, Home based business training, Networking, Prosperity, Self Improvement, Training, Uncategorized

Talent is Never Enough, Teamwork Makes The Dreamwork, 5 Musts

TALENT PLUS

In this last of 5 installments breaking down Dr. John C. Maxwell’s book, Talent is Never Enough, I want to pinpoint 2 major areas. ¬†Perseverance and Teamwork.

In the previous 4 posts we’ve learned talent is misunderstood and while it is a great thing to possess, it is overrated ……our job is not to look for talent but to draw it out of people, including, of course, ourselves.

Until we can draw it out of ourselves we’ll never be able to draw it out of others.

Training matters but not without an understanding that the purpose of training is not information but to help yourself and others become talent-plus people.

PERSERVANCE

Perseverance is not a time issue nor a talent issue.  Finishing is guaranteed by perseverance.  We all know a few people, very few, who finish what they start, every time.  And they are successful.  Could be a clue, yes?

1. Perservance means succeeding because you’re determined to, not destined to.

We see this in every walk of life.  Self entitlement is the language of quitters.

2. Life is not a long race. ¬†It’s a series of short ones strung together.

People with perseverance have a big picture mind but not during income producing hours. ¬†The tackle the main tasks of the day and get them done…..that is what I mean by short-strung-togehter races.

3. Perseverance releases life’s rewards.

While leisure is great, the fondest memories within each of us is when we did the work, the hard work, and emerged feeling a sense of achievement. ¬†Your memory bank’s greatest treasures are not a great vacation or a fine meal…..those are dwarfed by the times we did what we had to do whether we liked it or not.

4. Perseverance draws wonder and thrills out of adversity.

W. Clement Stone taught me in 1971 that every adversity has the seed for equal of greater achievement. ¬†We all take head-shots and body-blows from life and business. ¬†Most people give up…..when tough stuff happens. ¬†It is in this moment that the biggest reward of your business career is there for the taking and, in my case, my most thrilling breaks came within the adversity.

5. Perseverance has a compounding effect.

Maxwell points out: Everyday we do the thing we all know we need to do, especially when it’s not going well…..we get better and success compounds over time. ¬†Big time.

6. Perseverance does not stop when tired.

Fatigue and discouragement have the reverse effect on people with perseverance.  It is a signal to dig in, dig down and dig deep into their reserves.  Losers do it tomorrow, winners do it when it is supposed to be done.

7. Perseverance is life defining.

This is my addition……things happen…companies folds, lines defect, leaders do silly things that set us back. ¬†At this precise moment something interesting happens.

That moment defines you and your career or….You define that moment.

There is no middle ground.

Talent¬†is never enough…..you’ve got to be talent-plus and perseverance is a BIG….. BIG PLUS.

Got perseverance?

Great.

Let’s talk teams and their effect on talent.

TEAMWORK MULTIPLIES TALENT

Rocky….the movie….remember? ¬†“I got gaps, she’s got gaps….togehter we fill the gaps.”

Stunning definition of teamwork.

1. Teamwork divides the effort and multiplies the effect.

More brains, more energy, more people who can fill roles, more involvement…..maximizing indivdual talent with far less stress.

Don’t you want your best hitter up with the bases loaded?

2. Talent wins games, teamwork wins championships.

Patriots were 17 point underdogs to the Rams and far less talented…..won the Super Bowl anyway then won 2 more and have been in contention year in and year out.

Remember how they came out as a team at the beginning ….not as individuals?

BIG CLUE.

When someone does well on your team….get the hell out of the spotlight and tell him/her not to thank you but their team.

3. Teamwork is not about you.

My spin? The whole is greater than the sum of the parts.  Period.

4. Teams create community.

Folks don’t have much community at work and people are only willing to serve to the extent they feel a part of a community…..creating teams creates community. ¬†I believe looking up to those in your downline is crucial….don’t miss this point. ¬† I never use stage time or conference calls to talk about the company nor my upline……it’s your team that is feeding your kids…..letting them know and breaking from the traditional lines of thinking the company and your upline is how to build a community.

5. Adding value to the team adds value to everyone, including you.

Let me cut Maxwell’s 20 pages down to 1 sentence.

A rising tide lifts all ships.

I cannot recommend this book more highly….it’s had a profound effect on our extracting talent from ourselves and helping others extract more from themselves…..

THOUGHTS WHILE SHAVING

Ever wonder why people are obsessed with prospects instead of the real work?

The work begins after they enroll……

KAUAI UPDATE

Living the dream just got kicked up a notch. ¬†¬†The really cool thing is he’s arriving on December 7th, a special day here in Hawaii …..enter my dog, Tommy.

The Fabulous Davene’s Dad was a Pearl Harbor Survivor. ¬†Recently past to the next adventure. ¬†Funny how all these odd things are working out…..

Now this really is amazing for me and I am really excited but it did not come together in a way I planned.  The details, victories and setbacks all seem pale in comparison to the awareness and respect I now find with in for people who move on their dreams.  I understand, on a different level, what the difference is between a goal and living in fantasy land, as Coach Wooden so often preached.

It is worth it …..the whole thing…..including the setbacks. ¬†Action, consistent action is the difference between living and wishing. ¬†The defeat or victory does not matter in the end…..just understanding that has changed my life dramatically. ¬†While winning is great, there is no losing when we go for it 100%.

p90X UPDATE

Tony Horton is the trainer on this video workout insanity. ¬†He likes to say, “Bring It’ when he knows it’s getting tough.

Your business?  Bring it.

APROPOS OF NOTHING

1. Randy Moss, one of the most talented receivers in football history is with his 3rd team this year. ¬†Kinda makes Maxwell’s point about talent not being enough. ¬†He could have been the greatest in history. ¬†2. Can someone, anyone…..please just tell me ‘this is a good deal’ ….or ‘this is a very high quality supplement’ …..or …”This is a very lucrative payplan’…….I mean for goodness sake….why does everything have to be the biggest, most amazing, life-changing, game-changing , save the world and save the whales deal or product? ¬†3. Payplans are really explained in dumb ways by company’s. ¬†Distributors are even worse. ¬†I haven’t shown a marketing plan since 1998 – except 1 time. ¬†Seems to make us a lot more money in a lot less time. 4. Politicians used to be in service, now it’s a business. ¬†5. ¬†And they really suck at it. ¬† 6. ¬†As soon as the American Public understands they will never get between a politician and an income stream and gives that up…..we can get on with the only solution. ¬†Term Limits and no pensions. ¬†Let’s see how many want to serve then. ¬†7. ¬†If their ‘war chests’ they take when they left office all was funneled into education, we’d have all caught on sooner.

5 UPDATES FROM MY MENTORS

1. A man should look for what is, and not for what he thinks should be. Einstein

Dreaming is great, important…a requirement and we need to look at what is and do what is in front of us to move the dream down the field a little bit everyday.

2. Never mistake activity for achievement Coach Wooden

I think we might add….never mistake buying ‘secrets’ and ‘systems’ online with achievement. ¬†Good Gawd, what is wrong with people thinking they can buy success?

3. Talent is God given. Be humble. Fame is man-given. Be grateful. Conceit is self-given. Be careful Coach Wooden

Is there a single human being selling something on line that is not the be-all, end-all, world-wide-authority that all the other gurus go to?  Do they make so much money because they are good liars are have people become so lazy that they want to be lied to?

4.¬†Every day is a new opportunity. You can build on yesterday’s success or put its failures behind and start over again. That’s the way life is, with a new game every day, and that’s the way baseball is. Hall of Famer, Bob Feller

So it’s a new day. ¬†Celebrate! ¬†New Game, Clean Slate. ¬†We should take hacks at the opportunity in front of us with everything we got.

5. Fast is fine, but accuracy is everything. Wyatt Earp

I never worry about leads……I focus on what to say…..if I am right…..I don’t need more leads…..teaching people what to say to get a yes is far more important than getting more people to talk to.

believe

mark januszewski

world’s laziest networker

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Talent is Never Enough; Without these 2 things We’re Road Kill

FOCUS & PRACTICE

In the 3 previous blogs covering Maxwell’s indispensable leadership book, Talent is Never Enough, we’ve gone over the 3 things we must believe to lead and¬†how passion and initiative make one a talent-plus person.

Throughout this leadership masterpiece Maxwell keeps stressing talent alone won’t get it done…..it’s highly overrated and what the great leaders do is pull talent out of people, including themselves instead of lamenting over not being able to find ‘talented’ people.

I sure took this road in networking. ¬†I kept looking for ‘whales’ and ‘big-hitters’ and mega-talents…..and I was living in 2 basic moods, 24-7.

Then….the wonderful ‘Ah-ha’ moment came when I discovered this was a skill based business. ¬†The only difference between the big check cashers and the non-check cashers was not talent nor ability…..the check cashers simply learned what to say and what to do…..they had learned some simple skills, practiced and executed those skills at the appropriate time because they had focus.

The practice left them prepared so they could pay attention to prospects, always saying and doing the correct thing.

Not talent.

Skill.

What knocked them up to the next level and beyond was training.  They learned the skills and focused on training their people the skills.

FOCUS

So it was not a revelation that Maxwell’s next key segment was focus. ¬†I understood but I picked up a couple of tidbits in his section on focus that dramatically increased …..or should I say drew more talent out of me and helped me draw more out of leaders and new comers on my teams.

1. Be Intentional – make every action count.

Folks who are undecided tend to drift. ¬†No one produces dinner when chasing to rabbits…..and they’ll damn near stave if they can’t decide if they even want a rabbit.

Newer reps all have one thing in common. ¬†Fear. ¬†And if you are not….if I am not…..focused on calling prospects….they sure won’t be. ¬†I found by aiming at 18+ dials in an hour and starting on time, things started to happen but it is up to the leader……when you’ve got scheduled with a new rep at 8, get on at 7:55 and be dialing by 8…..and if they have a ‘quick question’ [it is a stalling tactic, unconscious but just as counterproductive], tell them, “let’s knock out 18 dials then cover that.”

2. Challenge your excuses.

No other way to say it….we all make excuses for not picking up the phone. ¬†Challenge your excuses…..and assume every ‘reason’ is an excuse.

3. Don’t let yesterday hijack your today.

WOW. What a bingo…..what is the point of re-hashing a conversation about a prospect that did not come in when they said they were going to go to the site to sign up. ¬†Notice how many conversations you have about people who did not get in……reps who did not show up at the big Saturday Seminar or on the Webcast. ¬†All that time…..energy and negative thought hijacks the present.

4. Focus on the present.

Not living in yesterday is one thing…..and focusing on the task at hand is something else and powerful.

5. Be an observer.

This is my addition. ¬†Look, when talking to a prospect…..you already know what you are going to say…..focus on what is really going on, like a third person watching the ‘dance.’ ¬† Don’t be ‘involved’ …..you’ll lose focus….what is the prospect really saying?…..are they really a prospect?…..have you lost them?….are they interested?……are you wasting your time?

As an observer you have to stay focused…..you and watch yourself and them……it will save you time…..and you’ll see areas of improvement.

Focus, is what separates the super-stars from the average producers. ¬†They can focus longer…..they never forget why they are meeting or talking to someone.

In a nutshell…..focus makes us talent-plus people because it directs talent.

PRACTICE

There is a myth about talented people…..a huge one.

“They were born that way.”

Tiger Woods hits 2000+ balls a day….and works out daily.

Kobe Bryant shoots 2 hours+ a day over 350 days a year ……and works out daily.

Baseball players like David Ortiz workout 4-5 times a week in the off-season and then take batting practice everyday from mid-February till September 30th or longer.

In Kauai, we call that a CLUE.

Marketers do not practice.

I know 4 that do, like myself, everyday.  All multiple 6 figure earners.

As Maxwell points out…..people are not born that way…..they paid the price to develop their talent.

If people won’t practice a couple of sentences….their goals are bogus, they cannot focus because they are not prepared.

Wooden says, when you see something extra-ordinary in a preformance……that, ‘most of it is practice, the rest of it is work.

Practice Sharpens talent.

1. A little extra effort.

I love practice because I know the pay-off. ¬†I hate it when people say, ‘you’re so good at this, I don’t think I could ever be that good.’ GAWD!! I hate that. ¬†I practiced and I still do…..every single day…..it is so, so little we need to learn…..it only takes an hour or two a couple of times and 15 minutes or less a day. ¬†Make the effort so you can be prepared and be the observer in conversations.

2. A little extra time

My gosh…..10 minutes a day…..in the shower, driving in the car…..10 lousy minutes!

3. A little extra help

Showing a willingness to practice will get you all the help you need.  Practice develops habits and skills.  Make sure you practice the right stuff.  What is that?  What to say so a prospect will look with an open mind.

4. A little extra change.

Look, practice …..actually practicing is a change from the way most people operate. ¬†Really, when was the last time you practiced anything? ¬†Embrace this as a different behavior. ¬†Love this little change and everything else will change.

What will change?

You’ll get sharp.

And when you practice and improve……so will your teammates……..is there anything more exciting than seeing people improve?

By improving via practice, you inspire other’s in a matrix of positive ways.

And…..you draw out your own talent and …most importantly…..the talents of others.

Isn’t that what everyone really wants?

believe

mark januszewski

world’s laziest networker

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Talent is Never Enough ~ 6 Things Passion Does That Leaders Know

TALENT IS NEVER ENOUGH

Yesterday we covered 3 things you gotta buy into to lead.

1. Believe in your potential.

2. Believe in yourself.

3. Believe in your mission.

In John C. Maxwell’s book “Talent is Never Enough” he makes it clear, and I’ve experienced this over and over, that talent is overrated and as a result most people miss the opportunities to draw talent out of people. ¬†Since we all know networking is just talking to people the trick is not to find talent but to draw talents out of people.

This takes observation and energy. ¬†Here’s a major breakthrough both myself and my wife, The Fabulous Davene, experienced. ¬†Once we picked a mission, getting parents home with their kids while making great money, we derived tons of energy through our passion.

Come to find out…….

PASSION ENERGIZES YOUR TALENT

Talent will not carry anyone to the top of any pay plan or the top of any business.   A stong case can be made that passion is ever more important than a plan.

Why?

Passion provides fuel, ignites fire and makes obstacles and setbacks inconveniences instead of roadblocks.

Here’s 6 reasons to find passion, the handmaiden to success.

1. Passion is the first step to achievement. The thrill of getting a single mom home with her kids, a working mom or dad home with the kids is what we love to do.  Dialing the phone, dealing with company challenges, personalities and Ego drove both of us crazy until we fell in love with what we do.  What we do is use network marketing so we can live in what we love doing.  Getting families together that no longer carry the burden of financial stress.

2. Passion increases willpower. We all don’t want to recruit all the time. ¬†I go through periods where not only do I not want to recruit, I go through periods where I want to hate it. ¬†Prior to inflaming myself with passion about a cause I would go through periods where I just wouldn’t pick up the phone. ¬†I had, at times, very little willpower and would watch TV and eat Ice Cream instead of recruiting. ¬†Passion increased my willpower against the distractions and eventually eliminated the need for willpower.

3. Passion produces energy. There’s no other way to say this: Building a large organization and achieving high pin levels is a long and difficult road. ¬†It’s takes energy and passion about the prize for others has tapped this endless reservoir for both of us

4. Passion is the foundation for excellence. We’ve both seen average people transform before our eyes once their passion takes over. ¬†The passionate are willing to practice, improve, take coaching and covet feedback. ¬†These are the 4 cornerstones to excellence.

5. Passion is the key to success. There are 2 types of people in the world. ¬†There’s the type of people who look at a challenge and say “Why?” and there’s the type of people who look at a challenge and say “Why Not?” ¬†The difference? ¬†One type has vision the other one does not. ¬†When you can see the invisible you can do the impossible. ¬†When you get right down to it people with passion have a vision, they believe it before others can see it. ¬†And all success gets down to this one thing: ¬†Vision.

6. Passion makes a person contagious. We’ve all been around enthusiastic people and felt our energy go up. ¬†But when the enthusiasm is a by-product of a person’s passion they become contagious. ¬†I mean, think about it, don’t all networkers want to be contagious? ¬†We want to spread like a virus and duplication in networking, after all the systems, diagrams and charts always seems to happen more often and more easily with the passionate.

Duplication is caught ……it’s not taught.

Are you contagious?

When, in Ancient Greece, someone died, the did not do a eulogy…….they simply asked on question.

Did he have passion?

believe,

Mark J

The World’s Laziest Networker


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