Harness the Wind

If you have not heard this incredible story, take 6 minutes of your day to see what can happen when a determined young man has access to knowledge and a chance to elevate himself and his family in this world.


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Get Dirty

This morning, my two different emails waiting for me in my inbox led me to a quote and a picture that I believe set a fantastic tone for the week. Think it, own it, run with it, and get your hands dirty.

"The best place to find a helping hand is at the end of your own arm." - Swedish Proverb

Waiting on the world to change doesn't work. Doing your part to change your world every single day does.

Extra Mile

"I love being handled well." This comment was shared with me by a very successful, and now retired, industrial executive. He started his career in sales and told me that as he climbed higher up the professional food chain and made the transition from selling to being sold, there was nothing that he appreciated more than a great sales guy.
In my first job after college, I loved selling to sales guys. No fluff, no pleasantries, just the facts. They knew my approach, my pitch, and my close as well as I did, just for a different widget/product. The best part of selling to sales guys is that they will not waste your time and they will most always respect your more the harder you pursue. I have never had a sales guy tell me that I was being too persistent or that they were offended that I had left 8 voice mails for them over the past two months.
Persistence is one of the most important mindsets a good salesman, and really a good anything, can develop. I am not sold to nearly as much as the former executive I referenced earlier, but I do get my fair share of pitches every now and then. And, I have to say, I am shocked out quickly people roll over. I pride myself on being direct, but at the first hint of rejection, I have had sales guys ask if they could call me back in a few months. Why? Why call me back in a few months unless you know why I am saying "No" today?
In addition to persistence, there is a quote by Bruce Barton that has serve the best salesmen over the years:

"The big rewards come to those who travel the second undemanded mile."

The concept of "going the extra mile" dates back to Roman rule. If an officer in the Roman army asked, a commoner was required to carry the pack of the officer for one mile. The actual credit for the term "going the extra mile" can be traced back to the teachings of Jesus in Matthew 5:41.
When I have received even the slightest acknowledgment that my business wasn't just another cold call or quota that needed to be filled, I am much more inclined to return a call, grant an appointment, or commit my business to the ask that has been made of me.
It is in being sold that I have found more wisdom on how to sell than from any other experience. And it is in the extra mile that I have put that wisdom to use and gained more than just another sale but another long term relationship because they were "handled well."

Watch Yourself

"Talent is a dreadfully cheap commodity, cheaper than table salt. What separates the talented individual from the successful one is a lot of hard work and study." - Stephen King

"What would life be if we had no courage to attempt anything?" - Vincent Van Gogh

"Watch your thoughts, for they become words.
Watch your words, for they become actions.
Watch your actions, for they become habits.
Watch your habits, for they become character.
Watch your character, for it becomes your destiny."

"Dream as if you'll live forever, live as if you'll die today." - James Dean

Quote of the Week - 10.23.09

In last week's "Quote of the Week" competition, we had a wide range of answers; obscure, original, humorous, and even one that can only be described as menacing. But the one that rang truest to it's contributor is the quote of the week:

"It is not the size of the rooster that counts. It's how hard it pecks." - Matt Hatchell

Other honorable mentions go to:

"He who carves himself to suite others soon whittles himself away." - Mary Edwards

"Other people are not thinking about you as much as you think they are. They are thinking about other people thinking about them." - Jeff Blandford

Ponder This

"To give anything less than you best is to sacrifice the gift." - Steve Prefontaine

"The thing that cowardice fears most is decision." - Soren Kierkegaard

Recent Recommendations

"Andy Ellwood's high energy level is rivaled only by his ambition and work ethic. He has learned a new business very quickly and continues to work hard to bring value to the relationships that he has with our clients." - Patrick Gallagher, EVP at Marquis Jet

"Andy Ellwood very personable and represents Marquis Jet professionally at all time. Great to work with and definitely an asset." - Glenn Merkel, US Amines