Summer is finally here and with it come unconscionably high temperatures, kids playing in backyards, and parents rushing to get home on the trolley to sit at home under all of that bought air. I feel season one of the Be Heard Show is a love letter to the city of my birth. Though it really is for everyone and the concepts are universal, this show is Philly-inspired 100 percent. Now we’ve got high impact moments of silence, two powerful tools to close sales, and a review of one of the best books I’ve ever read called Jesus CEO all on today’s episode of the Be Heard Show. Let’s do this. Summertime!
Mindset Minute: Be Still Your Heart
Sometimes the best thing to do is to be still. When you’re having a challenging time and nothing seems to be working, sit on your hands and relax. It is one of the toughest things for type-A people to do, I know. We’re looked at as hard-charging, unfeeling people. Hard-charging? Yes. Unfeeling? Absolutely not.
We’re trained as entrepreneurs be believe we create our own destinies and make what we want instead of waiting until it is given to us. That’s why it’s especially difficult when outside forces don’t align in the way we would like to help us achieve our goals. In these moments it’s important to step back. One of the worst things to do is to force anything. Square pegs and holes and such.
Instead, when you’re in the moment of greatest frustration, take a moment and do absolutely nothing. It is a cleansing experience and one I highly recommend whenever things just aren’t going the way we’ve planned. Sometimes it’s a hiccup. Sometimes the holdup is divine intervention where our intentions would have led us down the wrong path. Sometimes some things just aren’t meant to be.
In that moment of silence, we have a chance to let things iron themselves out in our own heart and mind. There is nothing better than being at peace in the middle of a tough situation. That’s where you have control and you’re able to at least think clearly. When nothing else works, be still.
Cool Process: Objections File
One of the best ways to be prepared for greatness is to simply be prepared. I make it a point to learn as much as I can from every situation. I want to know why things go well and why things don’t go so well. I keep a knowledge bank and it helps me plan for future interactions.
Note: I once sold life insurance door-to-door in Philadelphia and it was one of the best, albeit slightly dangerous, jobs I ever had. One of the things our sales manager taught us was to have a file of objections. In fact, he already had a pretty good-sized file of them anyway. We would list out the objections and then list out a rebuttal. Once I learned how to do that my sales skyrocketed and I became one of the top salespeople in our office and in the region.
That job gave me so many great lessons. I still use the objection file to this day. I tweak my sales process to accommodate the questions and hesitations that are natural to any human being looking to buy something. I also tailor my rebuttals to my current industry, the specific person I’m speaking to, and any other factors that may be in the way of the sale.
I love doing this because I truly believe in myself and what I have to offer other people: simple systems for smart business owners.
So put that objections file to good use. One of the things I learned, and implemented, recently was to send my prospect as much information about me as possible in advance of our meeting. That boosts my cache and gives me the positioning necessary to be the expert when I go into the meeting. Having a strong objections file with rebuttals can help extend the creation of expert status into the prospect meeting and way beyond.
Best Resource: meetin.gs
I hold this resource close to my vest because it definitely gives me an advantage over others in my industry. It’s called meetin.gs and it’s a way for people to choose when they want to schedule a strategy session with me. It’s your usual appointment scheduling system but it has a nice set of built-in reminders for both me and the person I’ll be meeting with. I can send the person documents and there’s a common area where we can edit notes from the meeting and upload information.
Plus, the design is amazing. Right now it costs zero dollars but there are a few features you do have to pay for such as a custom background on the scheduling page. A big bonus is the connection the system has to teleconferencing programs and Skype. It’s great for coordinating skype calls right through the http://www.meetin.gs system. I’ve used it to schedule interviews for the second season of the Be Heard Show and I can’t wait to find other uses for it. Enjoy!
Book Review of the Week: Jesus CEO
This week I’m reviewing Jesus CEO by Laurie Beth Jones. She wrote it back in 1994 and I still refer to it more than 20 years later. It is a proven classic about what it means to be a leader. The concept of servant leadership pre-dates this book but the whole way of leading by serving really originated with Jesus Christ of Nazareth as far as I can tell. He definitely perfected it and the author really lays out several examples of how he made that happen.
The book has several chapters, but they’re all short. Some are only a couple of paragraphs long. But it’s not an ultra-fast read. Plus, there’s homework at the end of each one of them, making it an interactive experience to read the book when coupled with the exercises. Really Jones just asks questions. For instance, at the end of the chapter called “He Forgave Them” she asks the questions What situations have you had to forgive lately? Who has forgiven you in memorable ways? What is your feeling toward them now?
These are all questions I can answer immediately, without having to go through an elaborate research process. It’s a heart check. The only right answer is the truthful and introspective answer. The book opens me up and I have to face myself and how I lead. Hence, I don’t read the book very often.
But when I’m leading a team it is an essential part of my preparations. It makes me vulnerable but in a way that also makes me aware of those around me and how I treat them. Again, as a Type A personality I sometimes miss that one in my pursuit of my goals. With this book I have learned and I’m always reminded that how I reach my goal is just as important as reaching the goal itself. That’s the only way to truly enjoy the results of success.
Jesus CEO is a life-changing book because understanding the process of success gives me permission to enjoy it and not chase success just for its own sake, to say I won or to say that I have more than everyone else around me. Success is about espousing and replicating good practices that build and affirm what’s unique in others.
As you might imagine, my edition of this book is dog-eared. When I downsized recently I could only take a boxful of books while I left the rest in storage. Jesus CEO was one of the few books I packed in the box and I keep it on me now as I prepare for new horizons in my life and business. This is an urgent read. Drop what you are reading right now and tuck into this one book. You’ll emerge a different person and a greater leader.
Bonus: The affirmations for leaders at the end of the book is worth the price of the book times one hundred. Yes, it really is that good. Get it now.
Closing out the show
There are only two episodes left in season one of the Be Heard Show! Next week we’ll stick with the usual format but for the final show of the season I have something special planned. This show has helped me in ways you cannot imagine. I had no idea how much cool information I had swimming around in my head until I started this podcast. Now for next season I’ll set to work getting inside the minds of some of the successful people of our time and finding resources they suggest and that they use to be heard in the marketplace. I am so excited! I hope you are excited to. Talk to you next week and until then be sure to Be Heard!