Brandon L. Clay's Blog, page 10

The Profit Genie!

   Making Money. Fun...isn't it! If we found a old lamp with a Sales Genie (ok, bad pun!) in it and he only granted one wish most of us would ask to close more sales...make more money. Admit it...making money is the highlight of your day.  That doesn't make you greedy or commission hungry...it makes you human like the rest of us (majority of us anyway!).  What about Profit?  That is an entirely different thing. Making money makes you a sales person...making profit makes you a business owner! There is something I tell sales people everywhere I go,  "Stop being production-minded and start running a business."   Brandon, you are splitting hairs.  Not really...have you seen my hairline?  Certainly, making money (production) is evidence that you are working effectively.  It is the basic building block of any business - revenue.  Profit is what you have left after all the expenses have been deducted from the revenue. Do you have anything left each month, each quarter...each year? If you produce $10,000 in revenue each month but your business/household expenses equal $10,000 you have to "start over" next month with $10,000 looming over you.  You cant invest in new ideas or business strategies to grow your revenue.  You are not running a business...you are producing.  What happens if next month you only produce $9,000?  You get the picture! What if you generate $12,500 in revenue and your business/household expenses are $10,000?  Ahhh...can you say profit?  There are only 3 ways to get off of the production hamster wheel;
 1. Make more revenue2. Lower the expenses3. Or do both! The last few days, we reviewed what is required of a leader to run a business or a team.  Sure, all of that is part of the foundation of running a great business, but a truly great business has profit.  The next few of days, we will look at the simple ways you can convert your production factory into a business system.   A few questions that I want you to ponder today; Are you running a business or producing? Do you have anything left to consider profit?  If not, why not? Can you reach your business and personal goals this way? Matters not what the answers are...I am simply trying to mentally prepare you for the next time you run into...  The Profit Genie!  Until tomorrow, I wish you Money, Power, Success!  

Leader of the Pack! part 2

   Happy Monday!  "With great power comes great responsibility."  Ben Parker from Spiderman  Have you ever had authority or power?  It can be a humbling experience, especially if the people you have responsibility for used to be peers. That is the challenge I faced when I became a supervisor in the next position I held after I penned my "If I Were King of the Forest" manifesto.  I was the top sales person...now boss. They had seen me in action and knew that I was good at the sales position.  But leading was different.  They had also hung out with me socially.  Some believed that I would play favorites (not happening!)...others thought they could keep getting away with what I knew they were doing all those months that hurt production...not happening! Something I learned quickly - Authority (a title) gives you power, but true leadership brings respect.  A title "appoints" you to a position but leading "anoints" you.  Can you see the difference? If you are going to be seen and respected as a leader then it will be because of character that commands respect and brings results.  That is where my top 10 continues;  6. Ability to Delegate - No leader can do it all.  You will need the help of people on your team to get it done.  Yes, you can hire cronies and have "safety" but they may not add the value you need.  True leadership assigns tasks.  People have to know you won't micromanage and will give them defined and refined targets for what you need them to do so they are not "flying blind". "Surround yourself with the best people you can find, delegate authority, and don't interfere as long as the policy you've decided upon is being carried out." Ronald Reagan  
 7. Empower - A true leader is willing to give up some control.  Delegation without transferring responsibility and accountability is micromanagement.  Yes, you have to have checks and balances so transferred power does not "run amok" but a leader does not fear loss of control.  In fact, it multiplies their efforts.  To empower is one of the highest forms of trust - that will breed buy-in and prove you are not into "kingdom building"...the downfall of many with authority. "Trust is a core currency of any relationship. Sometimes our need to control and micromanage everything erodes our confidence in ourselves and others. The truth: People are much more capable than we think. A hearty dose of trust is often what's needed to unlock the magic. Go ahead, have faith." Kris Carr  
8. Communication - Autocrats don't have to explain anything...bark the order and dare people to countermand it.  A true leader finds a way to communicate the vision of the company or the department to each employee in a way that is comprehended and compelling.  Never assign a task without explaining the value of that task to the vision.  I am famous for saying, "It may seem menial, but it is meaningful".  Then the team member knows that what they are doing has high value. Communicate often and don't allow the rumor mill or water cooler to define what you are trying to accomplish...those folks have a different motive...and are seldom accurate. "Communication leads to community, that is, to understanding, intimacy and mutual valuing." Rollo May   9. Good Instincts -  Even if people love you, follow your directives and things go horribly, your leadership wont last long.  Yes, g ood leaders can make bad decisions.  Leaders will make mistakes, but generally, your instincts and decisions have to generate positive results.  Intellect gained through empirical data provides one level of decision making power, but the best leaders have an "inner" guide that provides the x-factor of achievement.  "You can't connect the dots looking forward; you can only connect them looking backwards. So you have to trust that the dots will somehow connect in your future. You have to trust in something - your gut, destiny, life, karma, whatever. This approach has never let me down, and it has made all the difference in my life." Steve Jobs 
10. Magnanimous - This one is the real test of a leader.  Let's review the definition from dictionary.com; 1. Generous in forgiving an insult or injury; free from petty resentfulness or vindictiveness: 2. High-minded; noble:3. Proceeding from or revealing generosity or nobility of mind, character, etc.
Some people are scared to allow their team members to "shine" as they have to take a step back.  That fear is palpable and your team members will sense your jealousy and insecurity.  It creates the perception of glass ceilings or favoritism as you only applaud those that are "beneath" you in order to suppress someone who may outshine you.  A real leader wants their teams to be strong and capable...even if it means they move up and move out.
You got your chance...they should get theirs. "A good leader takes a little more than his share of the blame, a little less than his share of the credit." Arnold H. Glasow  
To my daily readers that have been given authority, it is time you became... Leader of the Pack!  Until tomorrow, I wish you Money, Power, Success!  

Leader of the Pack! part 1

   Happy Friday! "Some are born great, some achieve greatness, and some have greatness thrust upon them." William Shakespeare    That Shakespeare quote is true about how leaders get their position.  In most sales organizations most top producers get promoted and have leadership thrust upon them.  The assumption is those that "can do it"...can teach it.  Not always true.  Sometimes it works out.  As I mentioned yesterday, I wrote a small 2 paragraph outline entitled "If I Were King of the Forest".  Some of you recall the song from The Wizard of Oz. The Lion reference is not about the roar of the boss...it is not about the teeth that evokes predatory fear.  Leadership...real power...is about a presence...poise...grace under pressure.  How do people become leaders?  They achieve it through hard work and a commitment to qualities and attributes that can build processes and bind people in a common purpose and vision.  When I wrote my little op-ed, I didn't realize it at the time, but I had written my 10 qualities of a leader;  1. Honesty - Without a foundation of integrity to your word, it will be hard to maintain your teams respect.  Yes, you can always garner fear but that will require daily "beatings" to keep people engaged in their part of the process.  Transparency is the key to getting people to trust what you say.  It doesn't always mean you tell them what they want to hear and your truth will not always be popular, but honesty is the only policy.
 "The truth is incontrovertible. Malice may attack it, ignorance may deride it, but in the end, there it is." Winston Churchill  
2. Inspirational - I have rejected the title "movitational".  Why?  I see motivation as an "outside/in" action.  If I have to motivate then I have to do it often.  I have to provide "carrorts of reward"...or "sticks of fear" to get people to do what they are supposed to do.  Inspiration is an "inside/out" proposition.  It means people have such a strong connection to purpose and mission that they don't need daily prodding...it comes from the inside.  They have bought the vision...there is unity...people are inspired. "If your actions inspire others to dream more, learn more, do more and become more, you are a leader." John Quincy Adams    3. Confidence - Do you believe in what you are doing?  As a leader, then that should be conveyed in everything you do and should be evident to your teams.  The sense of commitment to the people and process should ooze from your pores and be transferred to your team.  Sure, when the need comes to refine the process or realign the people, you have to do it.  Change is not a sign you don't believe...it is a sign you are willing to do whatever it takes.  Confidence means "with faith"...a good leader has faith in the vision.
"There are times when a leader must move out ahead of the flock, go off in a new direction, confident that he is leading his people the right way." Nelson Mandela  
 4. Optimistic -  While confidence says "I believe"...optimism says "I feel good and positive, even when things don't go like I planned".  Subtle difference, but optimism is a daily "energy" that is the frosting on the confidence cake. You should not be mercurial...up and down based on achieving (or not achieving) sales goals or benchmarks.  A true leader can be counted on to be stable...a rock of positive mental attitude. 
 "Perpetual optimism is a force multiplier." Colin Powell  
5. Approachable - As my strategy to eliminate the claims backlog from yesterdays crumb would attest...sometimes the best ideas come from below the leadership on the org chart.  A strong leader is open for constructive conversation, and yes, sometimes venting and complaining.  Not to undermine the other leaders you have in place, but an environment of inclusiveness and cooperation.  If people don't think they can speak openly, they will dissent secretly.  "Leadership is solving problems. The day soldiers stop bringing you their problems is the day you have stopped leading them. They have either lost confidence that you can help or concluded you do not care. Either case is a failure of leadership." Colin Powell   We will look at the other 5 next time.  For now, look around you at the people who are leading you today...do they have any of these qualities?  What about you?  Do you want to be a leader?  Run your own company?  Make your list of the qualities you need to develop for the day you are... Leader of the Pack!  Until Monday, I wish you Money, Power, Success!  

If I Were King Of The Forest! part 1

   It was 1994.  I was processing claims for General Motors with MetraHealth.  I had taken the job (more specifically, begged for the job) which was "underneath" me based on my experience and skills, but I really needed a job.  Funny how kids make working a necessity! I thought I was going to be on the fast track to management and upward mobility and claims was just the foot in the door.  Two years later...there I sat...processing 1,000 claims a day.  I know what it is like to be in a "dead end" job.   With all my skills and talents, why was I still sitting there? The 300 person operation was run by an "anti-leader" (no, I didn't say the other word, but I might as well have!).  I am not blaming him for my plight, but he was an autocrat, morale was low, the door revolved and people did "just enough for the city"...to keep their jobs before a better one came along.. At one point, we had a major claims backlog and he came out and addressed the team. "If we don't get this excess inventory of claims down in 60 days,I will clean house and let all of you go.  There will be no overtime and accuracy better remain at current levels!" And then...he walked off. The water cooler talk began quickly the cliques circulated their brand of dissention.  The negativity was thick and the talk acerbic...there was even talk of a walk-out.  Normally, I kept to myself on that job and typically played my Walkman CD (hey, I said it was 1994!) to block out the "noise", but this time I joined in...  "What does he think...that we can make 'bricks with no straw'?...he must be crazy!  As I got a few "Amens" something on the inside of me hit hard.  Call it guilt, conviction or my naturally optimistic disposition, I felt the pull of instincts say,  "If you don't have a solution...shut up!"  In an ephiphany, I decided that I would create a solution.  I spent the weekend working on a plan for eliminating the backlog and things that might improve the environment.  On Monday, I went into the Directors office and laid it out for him - 5 pages of spreadsheets, bullet ridden paragraphs and a timeline. He grumbled and said, "We have a plan...now go back to work."  Remember I said he was an "anti-leader"! Two days later, the supervisors came out and laid out a plan for catching up the backlog.  As you might have guessed, it was my plan...verbatim.  Teams awards, bonuses, daily recognition and a systematic, quantifiable strategy for getting us where we needed to be... It worked. You might think that I was angry...yeah...I was.  But looking back, it was a major turning point in my life.  I never got credit...I was never promoted.   In the midst of my anger, I decided to write another document.  I had saved up and bought Personal Power by Anthony Robbins and in his goal setting workshop, I wrote 2 paragraphs that would inform the next 18 years of my life.  I wrote what I would do if I were ever in a position of leadership.  My chance came about a year later...I ended up taking a job in 1996 with the company that bought MetraHealth...United HealthCare.  I was given a sales job with Medicare and then became a manager, supervisor and director - in 12 months. I looked at that tear-stained page just the other day and recognized the 10 qualities that I wanted to exhibit if I ever got the chance to be a leader... the title?... If I Were King Of The Forest!  Until tomorrow, I wish you Money, Power, Success!  

Solving the People Puzzle! part 2

   "A genuine leader is not a searcher for consensus but a molder of consensus." Martin Luther King, Jr.  I received a few emails yesterday from people that have teams that they are responsible for. The questions/comments came in various forms, but the common refrain; "I understand the 4 stages, but what is the best way to form the team to minimize the storm?  How do I bring the team together?"  There are a few simple but very impactful things that I have used to help bring teams together and are pre-requisites to moving past forming and storming - they revolve around The People & The Process;  When they know why they are doing it - This is the Unifying Vision.  This has to be more than a corporate slogan or fancy statement.  You have to expound on what the team's goals and purpose is.  Some of the people on the team only see a paycheck...show them more.  They need to see the value and impact of what they do on the customer and the company. People will give more when they know "why".  When they know they are respected - People on the team have to feel (and be!) included.  Do the people on the team know each other?  Next meeting, let them do "self-introductions" telling who whey are, what they do and a little about themselves.  Encourage people to add their voices to brainstorming or strategic planning sessions.  Give them a stake in the process...that is the highest form of respect for their gifts and talents. Some of your best ideas will come from people who seldom speak up!  When they know what they are doing - Most of us want to know we are doing a good job and are being effective.  If the process is chaotic and dysfunctional, it allows some people to "hide" while others work their tails off.  That breeds dissent.  The process should be clear and well defined (in writing) so there is no question about who is doing what.  A well defined process helps build trust and allows for measuring, monitoring and managing.  It helps determine who should be rewarded and who on the team may need help.  When there is communication - Company rumors begin when there is an absence of communication...if you don't tell them they will come up with their own assumptions of what is going on - likely negative and probably not accurate.  Everyone wants to feel like they are "in the know" and not left in the dark!   Set up regular communications - like weekly team meetings or newsletter style updates. You can give kudos to the team for reaching benchmarks or discuss upcoming challenges.  Yes, there are some things that are too sensitive to share, but the more communication you can provide...the better.  When they know what's in it for them - We can tie people to the company vision, but ultimately, they are working for themselves, their families and their future.  You have to provide them some level of career guidance and progressive levels of opportunity.  They should understand that opportunity to earn and grow will be based on their part in helping the team/company fulfill its vision and mission.  As a team leader, you have to recognize that some of your people are only passing through, but some are in this for the long-haul.  A true leader recognizes this and creates and environment that people are willing to give it all they've while they are there. In the beginning stages (forming and storming) you will notice that the greatest emphasis is on The People.  The Process is important but people who are vested and bought in with high morale will move mountains with teaspoons!   All the tools and great processes will fail if people are not engaged.   The most important thing a true leader can do is build consensus and provide people a greater sense of purpose and belonging.  That requires the leader be focused on...  Solving the People Puzzle!  Until tomorrow, I wish you Money, Power, Success!  

Solving the People Puzzle!

 "A leader is one who knows the way, goes the way, and shows the way."
   John C. Maxwell
I took a new job years ago as a sales director and the VP sat me down the first day to "brief" me.
It wasn't brief at all.
The 4 hours were spent providing me with operational details that would be necessary but I didn't think were primary.
What about the people? I asked.
"They are a mess!" he answered.
 Then I said something that could have gotten me fired my first day, 
 "Then the process you just outlined won't matter until we address the people".
Are you building a team or did you inherit one? 
Building teams is tough work.  It requires you understand two things...
The People and the Process.   I always focus on the people first.  If the people are strong and the process is weak, you can make it.  If the process is strong and the people are weak... you will have challenges .  How do you bring the two together to have a strong team and process?
You start with the people.
 If teams are already strong and performing you are lucky.  If there are skill deficits, morale issues, cliques and "old guard" mentality...you will have your work cut out for you.  The process of building a strong team is outlined perfectly by psychologist Bruce Tuckman with his 4 stages of becoming a team
 Forming - Storming - Norming - Performing
   You can't expect a new team to perform well when it first comes together.  The dynamics of human behavior - from fear, self-preservation and "don't change my good thing" mentality requires unifying people to a common vision and mission...that takes time. Let's take a look at the 4 stages; FormingIn this stage, most team members are positive but apprehensive - no one really wants to speak up not knowing if it is safe.  As people are just coming together (or brought back together) no one really understands what other people do and they have not been given the "unifying vision".  As the leader, you have to provide an environment of safety for people to speak and express. You also have to convey the team/company's mission and vision in a way that is relevant and starts the process of unifying the team...it wont happen overnight, but provides a foundation.Storming
When the euphoria of Forming wears off, there is natural resistance to implementation of new processes.  People don't trust each other, they may point fingers and conflict occurs.  If you don't push through this toughest stage, your team will fail...or become dysfunctional. People will naturally protect their position and differing work styles will cause frustration. If the team doesn't understand or haven't accepted the vision, some may question the worth of the team's goal, and they may resist taking on tasks. NormingGradually, the team moves into the norming stage. This is when people start to resolve their differences, trust their team, and respect your leadership.  As levels of success occur, people develop a stronger commitment to the team goal.PerformingWhen success comes more often, and the team faces challenges as a cohesive unit, you are reached the goal of performing.  The processes are well-defined and people know what theyare doing and their value to the team.  People trust, they communicate and as the leader you can focus on things that will improve the team.  It is rewarding to be a part of the team at this stage, and people who join or leave won't disrupt performance because a leader is a masterful at... Solving the People Puzzle! Until tomorrow, I wish you Money, Power, Success!  

Follow the Leader!

Happy Monday!
A few days ago, I got a call from someone I had tried to help a couple of years back.  They are a great individual producer of insurance products and were trying to run the gauntlet to become an agency.
They had a about 20 agents who were in the fold at that time.  My advice...transition from being a producer to being a leader.
Well, as you may have guessed...they didn't take my advice.  I am not the "I told you so" type (it was tempting) but as the excuses mounted I had a "Dr. Phil" moment.
 "They are not following you because you are not a leader."
 Silence.
To allow that silence was tough for my personality as a "rah rah" optimist, but it was the only way.  To their credit, they admitted they could not let go of the security of producing to face the uncertainty of other's efforts and production.
Leadership is risky...but rewarding when done right.
So I am going to begin a series on leadership.  Much like Friday, I am going to borrow the voices of some great people to explain how effective leadership is accomplished.     "A leader is one who knows the way, goes the way, and shows the way."
 John C. Maxwell 
  "If your actions inspire others to dream more, learn more, do more and become more, you are a leader." John Quincy Adams     "A genuine leader is not a searcher for consensus but a molder of consensus."Martin Luther King, Jr.
"People ask the difference between a leader and a boss. The leader leads, and the boss drives." Theodore Roosevelt
"A good leader takes a little more than his share of the blame, a little less than his share of the credit." Arnold H. Glasow  
  "The task of the leader is to get his people from where they are to where they have not been." Henry A. Kissinger  

Today, I just wanted to leave you with some points to think about and reflect on what kind of leader you are.  For those of you who are running teams, sales organizations, or your own company, the next several days will give you an approach that I believe can help you establish yourself as the leader and take your team to the next level. I don't have all the answers, but over a 30 career with over 25 of it in leadership, I have the awesome privilege of looking back and seeing a group of talented, committed people who with a phone call or email would follow me... Why?...Because people will... Follow the Leader! Until tomorrow, I wish you Money, Power, Success!  

You Can Quote Me On That!

Happy Friday!
Each day, I sit down to write something that I hope inspires or instructs.  Allegory, metaphors, similes, parables - woven into how I see the world, and this great profession of sales.  Sure, sometimes you get me...sometimes you are left scratching your head...
  I know I can't close them all...but I keep typing.   Today, I want to use some other voices with my own thrown in for good measure.  Just a few quotes and thoughts to help inspire;   "People often say that motivation doesn't last. Well, neither does bathing - that's why we recommend it daily." Zig Ziglar  
What do you think the moment you get out of bed?  Possibilities, challenges?  There is an immediate battle for your mind and the first thoughts you think set the tone for the day.  Begin each day with something that lets the optimistic side of your brain "win" that battle!
"Don't judge each day by the harvest you reap but by the seeds that you plant." Robert Louis Stevenson
I know many sales people that judge their day by their closed sales.  I understand as that is the goal and measuring stick.  I also know this business epitomizes "sowing and reaping" more than any other.  The calls you make, the people you see, and the things you do today, will turn into a harvest of sales in the future.  Then those sales will become the continual harvest as you get renewals.
Sow some great seeds today!  "The best way out is always through."
Robert Frost   Life is fair...and just. Doesn't always look that way, but it is.  When I think back over the struggles and obstacles, those were the things that forged my character...my will.  But I had to go "through" them.  Skipping steps is not fair...or just.  We instinctually know that we must pay our dues to merit success.  Facing something today that looks insurmountable? Go through it or outlive it!
  "All you need is the plan, the road map, and the courage to press on to your destination."
 Earl Nightingale 

What makes some people "hopeless" is they are not following a plan...they are aimless.  What makes some people frustrated, is they have a plan that doesn't seem to be working.  What makes people depressed is when they give up on their plan. 
Don't have a plan?  Get one.   Revive your hope!
The plan you have is not working?  Refine it.  Get help!
Ready to give up on your plan?  Infuse one more round of courage (encouragement!) into the plan.  There was a reason you believed in it once...give it one more try...and keep trying until it delivers its harvest!    "It is never too late to be what you might have been."
 George Eliot 
I will be 50 in a few months.  Funny, I don't feel it.  The hair might say 50, but my mind says 25, my body says 35, and my dreams say 5!  I still believe in things that I dreamed and wrote down to myself decades ago. Some of it has happened...some awaits...but I am waiting and working for it.    Don't you dare give up on you or who you were designed to be.   I know that the rest of your life has more in store, but you have to reach out and rightfully take what belongs to you.  Nothing...and no one is holding you back...but you.
 I know you can do it!  Yes, encouraging you, encourages me - that is the way it was designed to work.  Tell someone they are great today and that they can do it and watch the "courage" grow.  It will be a great day and ... You Can Quote Me On That!  
  Until Monday, I wish you Money, Power, Success! 

Part-timers & Two-Timers!

I am working with an marketing organization that runs a great call center (morning Warriors!) and needs agents to run pre-set appointments for life insurance.
Yes, you heard that right...pre-set...time/date and even know the name of the agent that is coming.
They did an email blast in the region that said,
  "Agents needed to run pre-set appointments."
Simple enough concept...they have leads...agents needs leads...the makings of a great relationship...right?  Life (sales) is never that simple.  As you would imagine, the phone rang off the hook!  Between phone calls, emails and inquiries, over 400 people responded!  They asked me what the filtering criteria should be as they only needed 20 agents in order to provide the high quality opportunities that make it equitable for all involved; Should we ask them about experience? Sure.Should we get a production history? Makes sense.Do we get references?  Why not. The standard approach to selection would work if the pool of candidates was limited.  I recommended they tell potential candidates this is a full time position.  That appointments would be set 5-6 days a week/weekends and evenings.
They began dropping like flies.
 "I only wanted to work 20 hours a week.""Weekends?  I was looking for Monday-Thursday with 1/2 days on Friday.""I was hoping to supplement my income and do this on the side."
 While the results are still being reviewed, I was amazed (but shouldn't have been) at the number of people who lacked the fundamental attribute to be successful in any business endeavor...
 Commitment. Hey, I get people needing to transition from their current career into sales and that it can be tough...but it takes commitment.
I know people need to live a life of balance and not work 90 hours a week...but success requires commitment.
I understand that the financial challenges are real (been there/done that!), but six-figure incomes can't be "phoned in"...it mandates commitment.
Then there is that redeeming phone call from a candidate that says,
"This sounds like the kind of opportunity I have been looking for.  I have been selling for 2 years with limited success.  I feel I have put in the effort but need guidance, coaching and opportunities to see people while I learn.  I am willing to go anywhere, anytime and will do whatever it takes to be successful.  I need this opportunity!"
Reminded me of Matt from  Sales Crumbs from the Master's Table when he made his appeal to Leroy about needing help. It was sincere and heartfelt. Snow job to get a job...could be.   I would rather take my chances on someone who can verbalize commitment and then let the process of monitoring, measuring and managing determine who says it...who means it...and who does it!
 I also appreciate the people who told me of their lack of commitment...why waste their time, the marketing organizations time (and money...presets aint cheap!).  It's just a little disappointing that the industry is still filled with...  Part-timers and Two-Timers.
  Until tomorrow, I wish you Money, Power, Success!  

Opportunity of a Lifetime!

Psssh!  "Hey, Brandon...do you have 5 minutes?  I want to tell you about an opportunity of a lifetime!"  I should have known when he used "Psssh" as his attention getter that I was in trouble.  I know the guy, so I politely said "sure". 
Five minutes turned into 20, as I listened to him describe what had to be the most cockamamie scheme I have ever heard.  It wasn't that the product was bad (insurance), it was the "innovative" marketing and unique distribution model they employed that had me suspicious.  
 It was also the income claims.  Hey, I believe in six-figures just like the next guy, but when you tell me I can do it from the comfort of my home and in less than 3 months...yikes! "Best thing, Brandon, there is no selling...the product sells itself." At that point, I completely shut down mentally and waited for the door to open to let him down easy...when that didn't work...I let him down hard.
"I wont slam this "big thing" you just outlined...somebody is actually going to make money with it.  The question is...will you?  I have known you for about 8 years and you have gone from opportunity to opportunity to opportunity."  "What do you have to show for it?"   "Yea, I know.  I need to stick to one thing and make it successful, right?" he said contritely. "No.  Actually, you need to have multiple opportunities to generate revenue.  Things that compliment each other so you can serve a wider range of clients and smooth out the seasonal peaks and valleys of income.  But each opportunity has to be a genuine - one that you can leverage to make money."  "Makes sense," he responded.  "How do I know an opportunity is a real one?"  I thought he would never ask...What does opportunity look like? Real opportunity should not be built on chance or "the next big thing". There are some fundamental elements that define success.... the opportunity, the timing, and the people.  Regarding opportunity, a few things to review and research;What problem does it solve?Is it a new and emerging trend or an established industry?Are there barriers to entry so it doesn't get too crowded?What is the cost of entry? In business, timing is everything!  Windows of opportunity open and close every day. When you get in, and yes, when you get out, determines how well you do. There are some key questions to ask about timing;Is it going to grow year after year?Is it a "fad" that will not sustain focused effort?Is the market saturated with products and/or sales people?Is this a ground floor opportunity and "early adopters" will have an advantage?Is this the right time for your business?Are the right people in place?  Partnerships and relationships are both "ships" that can lead to Championships or sunken ships! This is the most dynamic of the three elements as human nature is sometimes unpredictable... especially when money is involved. A few things to consider before you build alliances; Is there a training and development program to cut down the learning curve?Will you get assistance or guidance with business development?Are the financial models aligned so that everyone has a stake in the other's success?Can I protect myself? As humans, we will disappoint each other...agreements/contracts make sure we don't betray each other!As with all things, you have to do what is best for your particular situation. So as you evaluate the Opportunity, Timing and People, I want you to be mindful of two Latin phrases; Caveat Emptor - "Let the buyer beware". For the opportunities presented, you must look at each one objectively, and not blindly, so that you enter into your business relationships with wisdom, and you don't look back on them with regret.  Carpe Diem - "Seize the Day". There are many sitting on the sidelines waiting for all the conditions to be perfect. That "paralysis by analysis" will keep them from leveraging the windows of opportunity that are present.  Do your due diligence, asks the right questions and then you will know if the next whisper you get is malarkey or the...  Opportunity of a Lifetime!  Until tomorrow, I wish you Money, Power, Success!