May 17, 2016
by Bob Meyer, Editor of BarterNews
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The Monday Motivator!
27th edition of The Monday Motivator. Topic is about Purpose.
Click here to open pdf document.
Americans Embracing Change From Stability To Flexibility
For decades renting has long symbolized striving, but well short of
achieving. That has changed as we continue to climb our way out of
the Great Recession. In short, Americans are getting over the idea
of owning the American dream; increasingly they're OK with renting
Across the board, for goods ranging from cars to books
to clothes, Americans are increasingly acclimating to the idea of
giving up stability of being an owner for the flexibility of being a
renter. And the new realities of our increasingly mobile economy
make it more likely that this transition from an Ownership Society
to what might be called a Renter-ship Society, far from being a
drag, will unleash a wave of economic efficiency that could fuel the
The cold, unsentimental fact about the American
dream is that many have been disenfranchised from it. For the past
three decades, especially, consumers haven't so much bought their
quality of life, as they've borrowed from banks and credit card
That's what the Rentership Society is all about —
buying more intelligently, and it starts at home, literally. Housing
is the biggest single component of consumption in the U.S. economy
and the source of much of our present misery. According to the
Bureau of Labor Statistics, the typical consumer spends 32% of his
or her budget on shelter. (In the last decade that generally meant
borrowing a lot of money to afford ownership of a home.)
Homeownership grew steadily, finally peaking at a record 69% in
2006, according to the Census Bureau. But those gains were
short-lived and came at a truly massive cost; a huge mortgage bust,
expensive bailouts of Freddie Mac and Fannie May, an overhang of
millions of foreclosed properties, and failing home prices.
Ownership-boosters failed to note that homes purchased in 2005 and
2006 with no-money-down, interest-only mortgages weren't really
bought. They were simply rented until the "owner" flipped them or
walked away from the mortgage. Far from strengthening low-income
neighborhoods, this destabilized them through the inevitability of
According to Moody's, by late 2011 it was
cheaper to rent than to own in 72% of American metropolitan areas —
an increase from 54% a decade ago. About three million more
households rent today than did at the height of the bubble.
the post-bust climate, renting has emerged as a much more
economically efficient way to pay for housing. A one-year lease
represents a far less onerous financial obligation than a 30-year
mortgage. And, for an increasing number of Americans, it simply
makes more sense to rent these days.
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Embrace Being #2: Six Ways to
By Tim Brown and
In the 2008 Olympics, Michael Phelps won the Gold Medal in the
men's 100M butterfly beating out Milorad Cavic by a mere .01
second. Literally, in the 1/30th time it takes to blink, Phelps's
dreams were realized and Cavic's dreams were dashed.
the course of a sales person's lifetime, it's inevitable that you
will face this same struggle. You will be told no, be rebuffed, and
even be harshly rejected due to the difference between you and your
competitor over what may seem to be a minor or even trivial
The difference is that Cavic at least won the
silver medal and has something to place on his mantle for future
generations of Cavic family members to view and admire. In your
struggle to win sales, when you earn second place, you get nothing —
nada, the big goose egg. And it's possible that once that client is
locked up with your competing vendor, they may never relinquish that
relationship and it may never come up for bid again.
do you avoid this harsh reality and always finish first? The truth
is you can't.
It's time to build what our colleague Kendall
Colman calls your "rejection muscle," because it's going to happen.
In fact, in the sales world, you will likely find that you will be
told "no" way more often than not. Even if you have a relatively
high closing ratio of 20-30%, this means that you are being rejected
70-80% of the time. Now that you are comfortable with the fact that
you are going to be told "no," it’s time to consider some ways to
handle this rejection:
Understand that "NO" is not negative,
it's only feedback: Life is neutral. The only one who is placing a
label on this event is you.
Labels are sticky: Once a
rejection occurs, it's easy to move the label from the event to then
labeling ourselves by saying: "I suck, I am a terrible sales person,
I am such a loser, why would anyone buy from me?" Breathe and stop
with the labels. Instead interrupt that thinking with "It's
Reflection is not just a 3-syllable word: Most
sales people make the same mistakes over and over, because they
never ask themselves or their customers what they could have done
differently. Prospects, when asked, many times will be incredibly
open with you about the reasons why they chose a competitor.
Embrace being #2: We once visited a coffee roaster who said,
company likes being #2. We know that our competitor's best clients
are just one mistake away from calling us." Never burn a bridge,
keep in contact with them — but avoid the "just checking-in" call).
Keep visiting with them at networking events, and act as their
resource broker (see below).
Be a resource broker: Want the
fastest way to become #1? Send your prospect "a trickle" of contacts
that they need to know either personally or professionally. Almost
guaranteed no one else is doing this!
Realize you are not
the godfather: In the movie, The Godfather Part II, Michael Corleone
famously mumbles, "Keep your friends close and your enemies closer."
Remember the workplace is not the mafia; so make friends with your
competitors. This may go against every dog-eat-dog, business-world
sense you have, but keep in mind that your competitors are just like
At times they are overwhelmed, and not every customer
fits their business model. They might need the help of outside
expertise, and who knows, they may even be in need of a
sub-contractor from time to time. And if they don't know, like and
trust you, they won't call you.
So here's the point, when
you say "yes" to one customer, you are saying "no" to ten other
possible customers. Yes, there are customers you consider whales or
elephants, but ultimately, our global economy is built with
literally more possibilities than you could pursue in 100 lifetimes.
According to a Dun and Bradstreet article from 2013, there
were 235 million companies across 200 countries of the world. Based
on the 5 rejections you received today, you only have 234,999,995
more companies left. The possibilities are limitless.
(Tim Brown and Dan Streeter are the co-authors of Old School
with New Tools: The Extra 5% That Takes You to the Top of Your Sales
Game and Keeps You There. After carrying a sales bag throughout
the world, Tim has grown to become a sought after business leader.
Dan is an award-winning educator and workshop designer with a sales
lineage of his own.)
How To Get More Sales In
Our street-smart restaurant
marketing report shows proven ways to rapidly boost your
restaurant's sales & profits.
The Growth and Use of Secondary
Capital (New Money) Creates Unprecedented Wealth In Today's New Age
There are many forms of secondary
capital — which can be defined as any financial instrument that
measures and communicates value in a common language. Would you like
to see and learn more about the many forms of secondary capital?
We have 70 free, informative and
inspiring, articles for you in our "Secondary Capital Section."
Check it out...
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