Chronicles: Alan B. Rowley II - Success Warrior - ECoach - P90X

25% is about the product or service

Bud Bilanich wrote a blog post that fits in very nicely with this week's discussion.  In it he uses an acronym (R.A.T.E.) which describes four aspects of business success.  The "T" is for tangibles, the product or service that you are offering.  The rest of the acronym describes what we have been covering here and is worth repeating.

R - Responsiveness: How well do you meet the customer's needs?

A - Assurance: How much does the customer trust you?

E - Empathy: How much do you really care about the customer?

I've shortened up the descriptions substantially and encourage you to visit Bud's Common Sense blog for the expanded descriptions.

Except for the newest fad in products, business success is much more about who you are and how you treat people.  The Internet has opened up competition from the entire planet.  If you can't meet people's needs, if you come off as sleazy, or just don't seem to care, they'll go somewhere else.

The positive aspect for me in all of this is that we may be seeing a shift from consumer to customer.  With any luck, the days of the mindless consumer are coming to an end.  Maybe it's a sign that people are now looking for quality products and services from reputable businesses.  It's encouraging to me.

"I Got Rich in 4 Weeks . . ."

". . . While Being Lazy."

This was the headline to an ad I saw on the Internets today.  Playing on the "money for nothing" theme, it runs counter to yesterday's discussion.

All you have to do to see where the "money for nothing" mindset leads is look around.  The current economic mess was created in large part by people who found a way to get money without creating a real product or service.  It's all falling apart now that the value of the financial instruments is coming out (worthless).  A few people made some hella-money on the scam but I believe that most people would not trade their soul for money.

They might say they would and everyone would certainly enjoy the idea of having more money but if you asked them if they were willing to destroy the economy of the entire country to get rich, I think most would say no.

The current theme of this blog was brought about by my review of Magnetic Sponsoring and ensuing comments so I'll bring it back to that topic.

The title "Magnetic Sponsoring" might give the impression that you don't have to do anything.  People will just come to you for your business, magically.  If you're looking to get rich in 4 weeks while being lazy, Magnetic Sponsoring won't help you because one of the main premises behind the book is that you have to learn more than your competitors.  Learn about your niche in the market, learn about people, learn about marketing, and constantly invest in educating yourself. 

Customers aren't just going to give money to lazy people.

"He that is of the opinion money will do everything may well be suspected of doing everything for money."

- Benjamin Franklin

Money has become such the focus of our "consumer" society that people are going morally bankrupt.  This doesn't apply only to CEOs of corrupt banks and investment companies but to consumers that borrow more than they can repay knowing that they can always claim bankruptcy to get out of paying. 

I'd rather do business with the boy scout who is putting extra effort into his hiring practice than a "money for nothing" person.

A Commercial I Heard

Ricky T (the pop tart engineer) and I have been discussing the changing face of marketing in the comments section of my last product review post.

One of the main points that has been brought up is that products are not as important the reputation of the company or the sales person.  I would also like to throw in that price is also losing its importance.

Cheap stuff has gotten so cheap that it's worthless or worse, it's poisonous. 

I heard a commercial for a heating/cooling company out of Salt Lake recently that is a great example of what Rick and I have been talking about.  I'm sorry that I don't remember the company name but I do remember the point of their ad.

It had nothing to do with any super cool heating or cooling product.  I don't remember the ad talking about any kind of sale either.  The whole point of the ad was able the owner and the employees that he hires. 

He was a boy scout and there were some key fundamentals in scouts that he learned that he now uses in his business practice.  He didn't say it but he's obviously going for that whole trustworthy, loyal, courteous, kind, scout law kind of thing. 

On top of that, everyone he hires goes through a criminal background check and drug test and has to have the same values as the owner.  Does all of this cost him money?  Yep.  Does this cost get passed on to the customer?  You betcha.

The point that he explicitly makes is that these people are going to be in your house and you want someone that you can trust.  He says that you can pay less if you want but how much is the safety of your family and property worth to you?

In conversations with Rick (who is an Eagle Scout but doesn't use it for marketing purposes), he has mentioned several times that people really enjoy the fact that 1) sure he does a very good job but more importantly 2) they trust him in their homes.  They could pay less and probably get an adequate job done but knowing they will get first class service from someone that doesn't have to be watched is worth paying for.

Business from referrals is through the roof.  People aren't buying heating and cooling from the radio ad and they aren't paying for what Rick does.  People are buying honest, top notch, safe, service.  They are paying for the person behind the product or service.

Extra Post: Guest Blog Post

Bud Bilanich, the Common Sense Guy, asked me to write up something on how to clear your head when worry seems to have taken control of you thoughts.  I did so and he posted it today on his blog.  Check it out and give a shout out in the comments section.

Quiet the Worry Tornado

Exploit Your High Energy Time

"He that rises late must trot all day."

- Benjamin Franklin

That's exactly how I feel, except that instead of trotting, I feel like I have to run and that I'll never catch up.

My high energy time is early in the morning so if I miss it, I get the double whammy of starting behind and trying to catch up with less-than-optimal energy.

My super low energy point is in the early afternoon.  I have learned to not plan anything during that time that requires me to be at my best. 

I exercise early in the morning because of this and because it's easy for things to "come up" in the afternoon.  Exercise is high on my priority list so I deliberately plan it so that I'm doing it during my high energy time and definitely not planning it during my low energy time. 

It's easy to sabotage your best intentions by planning high priority items during low energy times.  You can always try to force it but you know how I feel about that tactic.  Way too much work.  You can also try to change your energy patterns.  That's possible for some people but for others, it's much better to accept that "I'm not a morning person" and plan accordingly. 

I have trained myself to be a morning person and I like it so I have kept it.  It has worked out for me in so many ways.  Aside from the higher energy and focus levels, there's the absolute peace.  No phone calls, no "Daddy", no honey-dos.  I get up at 4:30 because that times is all mine and I love.  I have a friend who is also up often at 4:30 but it's because he's still up.  He has a hard time getting his heart started before noon but is doing just great at 2 in the morning.  To me, that's crazy.  For him, it works perfectly.

What about you?  What's your high energy time?  Do you plan high priority tasks during this time?

Sword Point Sunday: New Stuff

Today, I have a new blog announcement, a favor to ask, and today's Sword Point question.

I've decided to go ahead with a political blog.  Posting will probably be irregular or very brief (or both), especially while the college semester is in progress.  The focus will be on asking questions and (shock) not in a sarcastic manner (at least, not *all* the time).

Today's post falls in the "brief" category because the main purpose was to give me something to work with so I could play around with the look of the blog.  I also wanted to bring some more attention to the video that is linked. 

Check it out and chime in: http://successwarrior.typepad.com/questionable_politics/

I have become a frequent visitor of FaceBook and have stopped in a few times a day now that more and more of my friends are joining up.  When I started it, I stopped in solely to play Risk (called "Attack" on FaceBook) with friends but over the last year, several friends around the world have become FaceBookers.

Then TypePad (my blog host) came out with this cool feature that posts a link to my blog in my FaceBook profile when I create a new blog post.  Sweet!  Except . . .

It appears that it only works if I immediately publish my blog posts.  If I set my blog to post at a certain time (say, at 8pm MST each day), those posts are not announced on FaceBook. 

FeedBurner has ever so kindly offered a solution to the problem.  People can click a link at the bottom of a post and submit my blog posts to FaceBook.  Very nice.

If you would all be so kind, I'd like to ask you to take a few seconds to click on the "Share on Facebook" link on posts from this blog that you enjoy.  Feel free to do the same on the new blog if you wish.

Today's Sword Point question is a two-parter:

1.  Tell us one of your favorite food or drink "vices".

2.  Tell us something interesting about that vice.  Why do you put it into the "vice" category?  Do you have a funny story related to it?  Do you have a favorite time or place where you take part?  Do you savor it or is it your archnemesis?  Give us insight.

One of mine is the blue Monster drinks, usually in the XXL size.

I consider it a vice just because you know these things can't be good for you. 

There are essentially two times when I drink these monsters.  One is while driving across the salt flat wasteland going to or from the city.  It's probably a habit I picked up from being tired and reading all the "Drowsy Driving Kills" signs UDOT has posted along the way.  Better safe than dead, I suppose.

The other time is when I'm going to be doing a fair bit of writing.  I enjoy sipping on one while I type.  I don't think it has any effect other than psychological but it has turned out to be one of my triggers for creativity (no, I'm not drinking one right now - just plain old water).

Last week, I drank one while driving across the wasteland going to my doctor appointment.  I considered making a different choice because I knew they would be taking my blood pressure and supposedly these things can throw off the reading.  Incidentally, I read an article yesterday that said that just the stress of going to the doctor's office can throw off the reading.  Anyway, I'm not concerned about my blog pressure or what the doctor thinks is my blood pressure so I drank one anyway.  110/70 was the reading.  Guess I'll never worry about that ever again.

Since I've answered most of the questions, I'll answer the last.  Savor.  Some people don't like these things but there is something about the blue one that I really like.  I don't drink them to get any kind of buzz.  I actually enjoy the flavor and tingling texture.

So, what's yours?

He makes the impossible look easy

I didn't even know this stuff was possible back when I was an avid bike rider.  Amazing.

Product Review - Magnetic Sponsoring

"Genius without education is like silver in the mine."

- Benjamin Franklin

I have studied sales off and on since my early days as a cop because it was my belief that we are all in sales in some fashion.  We might not make a living from sales but there will always be times in our life when we want our thoughts and our concerns to be considered by others.  Selling our ideas to someone else, you might say.

None of my day jobs have entailed selling but as I move toward starting my own business, it's something that has been on my mind.  Sales, in the traditional sense, is not for me.  It doesn't fit my style and I will not ever be able to change myself in order to force a fit. 

Even if I could force the fit, I wouldn't.  For me, my decisions need to be made with a sense of harmony of who I am and who I want to be.  I'm not going to "force" myself to do anything.  There's too much internal conflict that comes along with forcing myself to do things.  I want peace in my life, not stress, so anything that has to be forced isn't worth it.  Not to mention all the effort that it takes when I try to force something.  Eventually, I get tired of the fight and give up on forcing myself to change.  A lot of people have probably had similar experiences.

So, I was intrigued when I ran across an ebook that would supposedly teach you how to change things around so that people were seeking you out for information.  I love to share information, love to help people improve their lives, and hate to be pushy about any of it.  People are where they are and it's not my job to change that unless they ask.

The ebook is an easy read and the essential concept is actually very simple.  Mike Dillard wrote it in such a way that, for me at least, it really did bring about a paradigm shift.  The main idea is something that after reading about it, seems like a no-brainer and I know people who have adopted this mindset intuitively.  It would make me want to go "duh" but it runs counter to what so many other people say about sales.

I'm going to share two key points that really fit well with me.  Things where there will be absolutely no force involved in making a change.

Dillard emphasizes gaining knowledge.  Read everything you can on your subject.  Listen to audio.  Like the quote from Ben Franklin yesterday, "An investment in knowledge pays the best interest."  Too many people are looking for that ONE source of information that will have all the answers.  There is no such thing.  Read and listen to everything you can get your hands on.  Invest in yourself.  This is a topic I could devote a whole blog post to.

The other point that struck a responsive chord was to offer help to people with no immediate expectation of getting something in return.  If you're following through with investing in yourself, you're going to be acquiring a lot of knowledge.  Share it.  This may sound counter-intuitive in a sales book but it's something that I can do.  I believe in karma.  Help enough people and it will all come back to you, in one way or another.  Maybe financial, maybe not.  There's more to success than just money.

If you're looking for a new view of sales, I recommend reading Magnetic Sponsoring.  It has given me some ideas on how I'll present my fitness business to the world but more importantly, it changed how I look at the whole process of sales.

Ben on this Blog's New Direction

"Any fool can criticize, condemn and complain and most fools do."

- Benjamin Franklin

What I'm thinking about doing is starting up a separate blog for political discussion.  Not for me to complain because I think my good friend Ben has a valid point but to ask questions and create a dialog about ideas.  I don't know if that would work but I enjoyed the last Sword Point post and would try to use a similar format for every post of the new blog.  I'm still tossing the idea around and I would say that it will likely happen when I have time to create a first post for the dang thing.

Probably not today because:

"An investment in knowledge pays the best interest."

- My good buddy Ben Franklin yet again.

Once I have this post done, I'm going to go plant a new rose and lilac to replace dead or dying plants.  A rose in th front died for some reason.  It never really took off and seemed to be struggling from day one.  This year, not a single sign of life.

The lilac is to replace a lilac bush that was eaten by my dad's St. Bernard.  I thought the lilac bush would bounce back because they are resilient plants but such is not the case.  I haven't completely given up on it so I'm going to replant on the side of the house and let it keep trying to make a come back.

After that, it's on to Ben's quote where I'll be doing some reading for one of my classes.  A little over three weeks left in the semester.  Woo hoo. 

After that is a business call and then tee-ball practice with Trey.

After that, discussion time with Tia.  We have a new opportunity ahead of us and want to maximize it.  I absolutely love the fact that we are constantly working to stay on the same page.  I have a personal theory on work place affairs that I may share with you down the road some time, if I remember.

So, probably no new blog tonight.  I will post a link in this blog if I ever get around to creating the new one though and I'll be asking for your input.

Someone I Need to Study More

"All mankind is divided into three classes: those that are immovable, those that are movable, and those that move."

- Benjamin Franklin

Hang on!  We're going to tack hard to the starboard.

I copied that quote in this morning before Tia and I left for the city for dual doctor appointments.  Now that I'm back, whatever I was thinking this morning is completely gone and the doctor appointment went as expected.

My doctor was professional, tried to be a bit chatty, spoke English as his first language, had all the equipment he needed for the procedure, and everything went without a hitch (or a stitch, just a Bugs Bunny band-aid, which I'm totally cool with).

Tia went to a specialist where they prodded and poked and hmm'ed and umm'ed and said they were going to order up some tests because the PA and MD had absolutely no clue what was wrong with her.

After that, we did a short bit of shopping.  Some essentials from Wal-Mart (I'm slightly ashamed but when time is short, it can't be helped), some blinds for Trey's bedroom, a pair of capris for Tia, and a pair of shorts for me.

It seems that last year I completely wore out every single pair of shorts except one, all in the crotch.  This, I could claim as a bragging right but I won't.  It was to the point on my favorite pair that should I have chosen to go commando, stuff would have been, uh, turned loose.

Don't ask me how I start a blog post with an inspirational post from Ben Franklin and end up talking about setting my junk free.

I'm going to claim that it's the drugs from my doctor's appointment.

What I'm not going to tell you is that what they used was a minute dose of lidocaine injected in my left calf.  Potent stuff, that lidocaine.

Also don't tell the blogger that invited me today to write a guest post for his blog on how to defeat "worry".  I don't want him to know that I'm looped on lidocaine and that my new personal betterment blog has turned into a drug-addled meandering starting with Ben Franklin and ending in the crotch of my shorts.

Speaking of which, just this morning while Tia was getting ready for our trip, she (out of the blue) said that I'm crazy.

"Would you like to elaborate or throw out a couple of examples?" I asked.

"No."

She is studying to be a psychologist so I'm half inclined to believe her but I would really like to know what made the thought pop into her head while she was putting on mascara.  Just exactly how are the two connected? 

By the way, here's a bit of advice for you should you ever find yourself driving from Salt Lake City, Utah across the Bonneville Salt Flats to West Wendover, Nevada.  Do NOT slam two 20 ounce bottles of water and then a 20 ounce bottle of Diet Pepsi just prior to the trip.  There isn't a tree for 120 miles to hide behind. 

Of course, if you're wearing my old shorts, you might be able to pull a sneaky.  Point off over the salt so that people look where you are pointing instead of the stream.  Remember, don't eat the yellow salt.

Damn lidocaine.

Anyway, as you can tell, another boring day in the life of Success Warrior.  I'm home now, quickly did a poor job on my homework that was due tonight, sent an email to my instructor letting her know that the lidocaine is to blame if I did poorly but I'm a genius if I captured the essence of the assignment is so few words, and now I'm going to just relax for a minute and let the drugs wear off before going to bed.

Oh yeah, as Ben said, remember to move.  (See how I tied it all in.)