By Terry L. Brock

“Good morning, Mr. Phelps.  Your mission, should you decide to accept it, is to achieve success gaining 8 gold medals during the 2008 Olympics in Beijing, China.  The task will be more than difficult.  You must sacrifice daily.  Oh, and you get to consume 12,000 calories a day!  And one more thing, Mr. Phelps — this memory will not self-destruct!”

We have been mesmerized and thrilled to watch Michael Phelps win gold medal after gold medal in the 2008 Olympics.  But it doesn’t come easy.  His daily regimen consists of training for 5 hours a day, 6 days a week relentlessly.

I had to pause and think about what he has done and how you and I can apply these principles to our own lives in business.  Here are some principles I see that you and I can take from his great achievement and apply to our own lives:

1.    Turn A Negative Into A Positive. As a child, Michael Phelps had ADHD, Attention Deficit Hyperactivity Disorder.  He probably was called names.  People looked at him funny, etc.  However, he got interested in swimming as a way to deal with that energy and channeled it into good use.  We all have negatives.  Stuff happens to each of us.  What can you do to turn your negative into a positive?  When life hands you lemons, don’t just make lemonade—make champagne!  Phelps sure did!

2.    Discipline Yourself Mercilessly. I don’t know, but I’ll bet that Michael has had many days when he wakes up and would rather do something other than swim more laps in a pool!  After the 100 billionth time (probably seems like that to him!) he probably could justify taking it easy, taking a break, relaxing.  Hey, if someone has already won a gold medal, it is easy to just sit back and take the easy road.  But that is not the way for Mr. Phelps.  He’s at it working and following the instructions of his coach, Bob Bowman.  He listens to his coach.  He does what the coach says to do.  He is open to learning and growing.  What if you were to decide on that one thing you really want to achieve in your life and get the right coach?  Then what if you discipline yourself mentally and physically to achieve that goal?  I’ll bet you’d be surprised at the good you can do!  Zig Ziglar said it well years ago, “The tougher you are on yourself, the easier life will be on you.  The easier you are on yourself, the tougher life will be on you.”  Good point, Zig!

3.    Have Fun With Others. Phelps’ teammates have nicknamed him “Gomer” after the character Gomer Pyle played by Jim Nabors.  Phelps is a likable, fun guy.  Perhaps he is a real-life Forrest Gump!  Yes, he is disciplined but he makes sure he has fun.  Being likable is one of the most important traits you can have in sales.  Sometimes you have to bite your tongue to be nice, but do it!  Always be gracious and kind no matter what.  That is the goal.  It would be easy for the guy with the most medals in history to be pious and obnoxious.  Well, not for ole’ Gomer!  Be fun and have fun with others.  This will do more to help sales and credibility than being a mean, quiet sourpuss!

4.    Focus. This is hard.  Phelps told NBC news, “Eat, sleep, swim, that’s all I can do.”  He knows that to achieve greatness you have to focus and be disciplined.  You might not want to win 8 gold medals at an Olympics.  But what about learning a new skill?  What about being the best salesperson in your division?  Find that goal and get the resources, books, training, coaches and whatever necessary to achieve your goal.  You’ll be a better person for it and help others along the way.

5.    Reward Yourself On Achievement.  Phelps makes sure he celebrates with others and with those he loves.  It is important to celebrate not just when we achieve the big goal.  Create mini-celebrations along the way.  Made that extra sales call you didn’t want to make?  Congratulate yourself with a small reward.  Got that extra sale?  Do something meaningful for yourself and loved ones.  As you reward yourself regularly with the small and big wins, you teach your subconscious that the reward will be there.  This helps you achieve even more.

Mission accomplished, Mr. Phelps!  You and your team have made it work.  We’re proud of you and celebrate your victories.

So, what are YOU doing to set goals for those things that you want to do in your life?  Relationship Marketing tells us to find ways we can help others.  What if you had a goal to help 3 extra people today?  What about making those extra sales calls?  What about reaching for that stretch goal that you know you can make with a little more work?

As I think Michael Phelps might say, “Get in that pool.  10 more laps!”

Go for it!

Terry Brock is an international marketing coach and columnist who helps businesses market more effectively, leveraging technology.  He shows busy professionals how to squeeze more out of their days using time-honored rules and practical technology tools.  He can be reached at 407-363-0505, by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com.

By Terry L. Brock

Dateline: Panama City, Panama I’m in this hot-bed of free trade and enterprise called Panama as I type this.  What a glorious place to do business and to live.  Panama is nestled in Central America and holds the undisputed titled as hub of business activity in the region.  I’m certainly impressed with it.  Let’s see it has 1) Very low taxes, 2) Very low government regulation, 3) Beautiful women (!), 4) Excellent quality medical and dental care, and 5) The national beers sell for about 50 cents a can!!  I think this is called paradise!  Whoo Hoo!

The other night I had dinner as a guest of the El Salvador Embassy and Lillian Diaz Sol at the Panama Canal.  I had to marvel at what was built here over 100 years ago to facilitate commerce between the Atlantic and Pacific,  (Visit my website at www.TerryBrock.com to see video of how this marvel works).  Today ships are lined up to go through the Canal 24/7 and it is a never-ending hustle-bustle of business activity.

This flurry of peaceful, international commerce got me thinking about how you and I can build our own businesses using these principles.  Peace.  Trade.  Openness to others.  This is what worked over 100 years ago when Teddy Roosevelt worked to get the Panama Canal built.  It has worked all the time that the canal has been open through two world wars and countless battles raging around the world.  The principles of Relationship Marketing apply to this for you and me.

I think Benjamin Franklin had it right when he advocated that the foreign policy of the US should be, “Commerce with all, war with none.”   I won’t begin to get into the discourse of where we are in today’s interconnected world, conflicts, etc.  I’ll leave that up to those much more knowledgeable in that area than me.  However, I do see principles for you and me in our business.

Here are some principles that seem to work through the centuries, which can help us as we build business relationships.

1. Focus on what matters long-term. Focus your energies on what matters and what lasts.  The current news of the moment will pass. That “breaking news” story that grabs attention and has people glued to the TV this moment, will be disdained next week.  Suppose they showed an hour-long recording of a hot news story from a year ago, would anyone be interested?  What about last week?  I’d dare say there would be little interest.  Even yesterday’s news is considered “cold” by those of us in the news business.

Yet, the time-honored principles of growing a business by the fundamentals last.  Yes, we have current social networking sites that are hot.  Whether you’re on Facebook, Twitter, Plaxo, LinkedIn, Namyz or whatever new social network has emerged, there is a principle that matters more.  Connect with people.  Get to know them.  Get to know what motivates them and moves them. Social networking is a logical extension of the human desire to be with people.

I remember the classic Star Trek episode called “Space Seed” with guest star Ricardo Montelbaum.  This episode eventually led to the movie, Star Trek II: The Wrath of Khan.  In that classic episode the crew of the Enterprise had discovered a ship of 20th Century world conquerors who were in suspended animation.  When brought back to life, they tried to take over the Enterprise.  You’ll have to watch the episode to find out what happened, but I’ll give you a clue— Captain Kirk was WAY cool in handling the situation!

In that episode the character of Khan remarked how technology changes, but human nature stays the same.  This is profound.  You can get detoured being the most “up on the news” in your area.  Practically speaking, who cares that you know the most about the current conflict in Outter Slobovia and the conflict between the Ugamakers and the Doolywags?  What matters more is how you can benefit the lives of customers — buyers — to help them achieve their own goals and wishes.  This is real pragmatic living.

No we don’t stick our heads in the sand and ignore reality. Be aware, but don’t try to be the expert.  Focus on how you can help people satisfy their own desires and you’ll be far better off than “being current” with the news of today.

2. Think Internationally. Don’t focus only on one locale.  Think about the world and how forces interact and create opportunities.  Learn at least one other language.  Learn about customs and traditions in other areas.  This has been a hallmark of successful people through the centuries.

3. Educate Yourself in the Classics.  By “the classics” I don’t mean just the great works of literature.  Yes, these are important, I would say vital, to have exposure to these for a well-educated person.  You are I are business people.  We need to saturate our minds with the classics of great marketing and business thought.  Read the works of Peter Drucker, Claude Hopkins, Robert Collier, Joe Sugarman, Dan Kennedy and others.  Find those who have made significant and lasting impressions in business and study what they say.  No, they don’t all say great things every time.  Sometimes you’ll disagree with them.  However, that is good also.  Think.  Use your mind and get educated in what matters — how to help customers achieve their goals and build quality, profitable business relationships.

Yes, Panama has a lot of good to show us how to conduct business in the 21st Century based on the principles of 20th Century commerce.  As we grow and learn, conducting peaceful business with many internationally, we become better ourselves.  Relationship Marketing is about connecting with people and bringing value to them. These principles will help you in your business.

Terry Brock is an international marketing coach and columnist who helps businesses market more effectively, leveraging technology.  He shows busy professionals how to squeeze more out of their days using time-honored rules and practical technology tools.  He can be reached at 407-363-0505, by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com.

Today is an unusual day — well, if you embrace the Gregorian calendar, which most of us do today, especially in the Western World.  Today is the 8th of August, 2008.  We indicated it with 8/8/8 and the multiple 8s mean some interesting things to many people.

For the Chinese, the number 8 holds a special significance.  They believe that it means good fortune coming or prosperity.  In Hong Kong I remember hearing about some who would pay extra to have the number 8 on their license plates.  They believe in luck in China — a lot.  So, today is a particularly “lucky” day for many Chinese.

For me, this is an especially significant day.  No, not because I believe in numerology or “luck.”  If you know me well, you know that I believe in the old saying that the harder you work, the luckier you get.  However, today is especially significant for me as my father turns 80.  Charles Brock was born August 8, 1928.  Today, he begins a new decade and reaches a momentous milestone in life — 80 on 08 08 08.

However, Dad won’t be aware of it.  He is suffering from the terrible mind-sapping disease we call Alzheimer’s.  Dad is legally and medically alive.  Bring in the lawyers.  Bring in the medical doctors and they will attest — quite accurately — that my father is still alive.  However, bring in the psychologists, the psychiatrists and yes, the philosophers, and they might have a different take.

Perhaps Dad is cognizant of something going on around him in some small way.  I like to think that when I visit him.  I visited him just a few days ago.  During that time, once again, he did not acknowledge my presence or give any indication that he knew I was there.  Yes, it hurts — even though the realization of his condition has been accepted by my own cognitive abilities.  My heart still longs to believe that he is somehow, somewhere in there aware of my love for him and sending him best wishes.

Dad has largely lived his own life.  He did a lot of good.  No, he wasn’t perfect and, like in many families, there are the less-than-pleasant memories.  However, I choose to embrace the good and wish him abundance and yes, prosperity, on this 08 08 08.

Your situation is unique to you and your family.  You might have a family member or close friend who is undergoing Alzheimer’s.  If so I wish you both peace and understanding in the midst of this.  If you have family whom you haven’t seen or connected with in a while, why not use today, maybe this weekend, to reach out and send an extra dose of love?  Can’t hurt anything!

And I wish you, dear reader, a special, abundance day today.  Wherever you are.  Whenever you read this (even after this momentous 08 08 08 day), I hope you have a particularly good, abundance-generating day.  Share that love, laughter and joy with others.  Yes, go out and create monetary abundance for yourself and others.  After all, the free market is all about abundance and helping people everywhere to increase their living (see Adam Smith’s Wealth of Nations for a much more eloquent and descriptive explanation than I can do here).

May today be a special day for you and bring you lots of happiness, success and much prospertiy.  And Dad, if you are remotely aware of any of this through some means that we can’t understand, thank you!  Happy Birthday, Dad.  May you have continued prosperity and abundance however, that would apply to you now.

Terry

By Terry L. Brock

“If you always lean on your master, you will never be able to proceed without him. It is part of the American character to consider nothing as desperate; to surmount every difficulty by resolution and contrivance [planning].” Thomas Jefferson to his daughter Martha, March 28, 1787

You can’t depend on another to create your success. You can’t depend on someone else to do your marketing for you. This has been true through the centuries but even more so today. You have to be not only pro-active (positive and forthright) but pre-active (seeing what is coming and positioning yourself for it). This is most important in a hotly contested political year. We can’t depend on any candidate to solve our problems.

Many feel that if they only elect “the right one” that our problems will be solved and the world will be a better place. History has shown over and over the fallacy of that approach. If people fear that the “wrong one” will be elected, they embrace frenzy and arguments that erupt in place of civil discourse. However, the truth is that your life success is 99.99% up to the one you look at in the mirror.

In marketing, you can’t depend on someone else or the economy. You have to generate leads, prepare diligently, implement decisively and make your own path. You have to work hard to make sure business gets positive results. When (not if) others let you down, you learn to anticipate it and have plans in place to deal with the issue and get results — on your own. Teddy Roosevelt said, “Do what you can, with what you’ve got, right where you are.” This “make it work regardless” attitude is what propels all successful people forward. Losers spend time blaming others for their problems and always looking for a savior (read political candidate) who will magically do all the work necessary.

This doesn’t mean you operate alone. Successful people today bring in lots of others around them to work in a value-for-value way achieving goals. However, you don’t depend on the others for your success. You accept 100% responsibility and help others as they blend their lives around you.

Ralph Waldo Emerson wrote his famous “Essay on Self-Reliance” which I consider a must-read in this wonderful, adventurous journey called life. In that essay he admonishes us to rely not on the whims and passing fancies of the day, but to rely on our own skill and fortitude to face the incertitudes of life. This is true in business. We don’t know the future. Mistakes are often made believing that the past equals the future. Life is constantly presenting us with new ventures, new opportunities and new challenges. What worked in the past will not necessarily work in the future. Therefore, the wise regularly adapt, change and morph continually into what will pragmatically be effective today. This is real success.

Take control of your own destiny for your business success. If you’re in sales (and aren’t we all?), don’t rely on someone else to generate leads for you. Make it happen. If you’re in management delegate tasks, (Peter Drucker helped us enormously with this important admonition) but don’t stop with delegation. You have to take responsibility for follow-up and confirmation that the task is completed. Ultimately it is up to you.

Educate yourself continually. Thomas Jefferson believed that education was not preparation for life but a way of life. This is the creed of the successful businessperson today. Learn relevant, profit-building and productivity-enhancing technologies and principles on a regular basis. Change and adapt as times change and new technologies emerge. Regularly budget your time, money and effort (TME) for skill and knowledge acquisition in those areas that will benefit you and your company.

This realization makes life exciting. Your success is not dependent on the person elected! You are not dependent on the representatives who happen to win an election. Frankly, you have as much control over that as a mosquito burping in a stadium. Instead, you have full control over your own reaction and what you are going to do about your own business and your sales. Take matters into your own hands. Rely on what will work for you practically and in a tangible way. Focus on helping others and making their lives better and good will inevitably come back to help you.

So why not make it your goal today to do something on your own, to help others and build your own sales and business? Make the extra sales call. Learn that extra worthwhile business-building skill. Go the extra mile.

Somehow I think this level of resolution and commitment to achieving success would make Thomas Jefferson proud.

Terry Brock is an international marketing coach and columnist who helps businesses market more effectively, leveraging technology. He shows busy professionals how to squeeze more out of their days using time-honored rules and practical technology tools. He can be reached at 407-363-0505, by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com.

I had a frustrating experience with my cell phone company so I had to write and video about it. You might be able to relate. Watch this video and let me know (in the comments, below) if something like that has happened to you.

Oh, for the coming Android (watch the video for explanation!).

Terry

By Terry L. Brock

Dateline: Amsterdam, Holland. I’m back in this enchanting city known for lots of bicycles, beautiful canals, charming people and yes the traditional windmills, wooden shoes and tulips. While there are not many windmills, the people really don’t wear wooden shoes and the tulips are gorgeous, this city reminds me of the importance of bouncing back from setbacks.

It all started for me a few years ago when I first visited Amsterdam. Being a naive tourist who was mesmerized with this delightfully Dutch city, I was sitting on a park bench enjoying a lovely afternoon. I was on my first trip around the world and planned to collect several pictures and video as I went to ultimately share them at a conference in Hong Kong where I was scheduled to present to a group of senior executives from around the world.

As I was enjoying the moment on the park bench, I was approached by a man who distracted me asking a question. At least I thought it was a question as he repeated something in a language I didn’t understand. Being the naïve tourist that I was, I jokingly tried to explain that I didn’t understand and only spoke English. Suddenly the man turned to walk away abruptly. It was at that moment that I turned to my left and noticed that my bag with my camera and video camcorder – along with other valuable notes and items – was gone! I had fallen for the oldest trick in the book. One distracts you to look to the right while his accomplice steals your bag on your left.

I quickly jumped up to watch for a fleeing thief, but these thieves were fast and knew their craft. My bag was gone, never to be seen again. I went instantly from blissful enjoyment to shock and outrage. What could I do? I needed that equipment for my programs. What about all the pictures and video I had already captured for the event? What can I do now? These and a thousand other desperate questions raced through my mind in those first few moments.

When a setback or even a tragedy hits, there is an initial moment of being stunned. That quickly turns into outrage and anger. This is natural. The critical difference is what you do about it to bounce back from that set back. How you react at that pivotal moment in time will determine your future.

Here are some steps that can help you and your business if you are faced with a situation where you have to bounce back from a set back.

1. Preparation. This is what you can do right now. Realize that stuff happens on this planet. Plan for it. Don’t be surprised when it happens. Just understand that it is going to happen to everyone and this event was your experience in the setback department. So, create abundance to withstand setbacks. In business that means having more than you need. Don’t go for “just enough.” Go for abundance to be prepared for inevitable setbacks.

2. Allow Time For Realization – But Get Back Quickly In The Game. You’re human. Feel that pain when the setback hits. I had to take time to think about what had just happened when my bag was stolen. However, don’t take forever. Deal with it quickly and get over it. This leads to the next step where you …

3. Think Of Alternatives – Be Creative. Be resourceful. Teddy Roosevelt said, “Do what you can, with what you’ve got, right where you are.” Sure, there will be lots of “If only I’d…” and “If I only had a ____” type of thoughts. However, you begin to bounce back when you’re “creative quickly.” Brainstorm with others through Relationship Marketing. Mindstorm with yourself. Out of a lot of many possibilities can emerge some viable, sound answers to your problem.

4. Positive Mental Attitude (PMA). This sounds easy and is often met with cynicism. However, it is true that if you maintain a doggedly determined positive attitude to find solutions amidst hardship, you’ll be better able to bounce back from that setback. You have to get really serious about making a difference in your situation. Do whatever is necessary to bounce back. It might not be fast, but with determination, the right skill acquisition and the right PMA, you can overcome any setback. Napoleon Hill said, “Every setback carries with it the seeds of equal or greater benefit.” Keep this in mind at that critical, hurtful moment when the setback happens.

5. Develop Your Own Ability To “Out Produce The Problem” And Create More. This is what helped me at that moment after my loss in Amsterdam years ago. I remember that Nazi Germany knew they were defeated in WWII when they would destroy some American planes only to see those planes replenished in abundance the next week. The Americans outproduced the Germans. I determined then and there first, to be more careful when in public places, and second, to do what I could to create more wealth. That helped me at the moment as I had a renewed determination to be a better businessperson and overcome this setback.

As an interesting side note, I made it through as I purchased another camera and was able to get a lot of good pictures to deliver a dazzling presentation for the executives in Hong Kong. They asked me back for many more programs!

However, the best part was how I chose to “get back” at the thieves who stole my bag. I made it a point to return to Amsterdam the next year. I went back to that same bench with a new camera bag, a better camcorder and better camera. I wrapped the strap around my neck and held on tightly to it with one arm as I sat down. I dared them to come try and take it from me again. It was like spitting in their eyes! Of course they didn’t come back (they were wise to stay away!) and I had a renewed sense of victory!

Bonus For You: See sites from Amsterdam and my video version of this article by going to http://www.TerryBrock.com and click on the “Terry’s Blog…Latest Update” button on the left. You’ll love it!

Do what you need to do to bounce back from your setbacks. Yes, setbacks will happen. Plan for it. Then outproduce the challenge by being creative and resourceful. My friend Willie Jolley says, “A setback is just a setup for a comeback.” Keep that in mind as you overcome your own setbacks and prepare for an even bigger bounceback!

Terry Brock is an international marketing coach and columnist who helps businesses market more effectively, leveraging technology. He shows busy professionals how to squeeze more out of their days using time-honored rules and practical technology tools. He can be reached at 407-363-0505, by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com.

By Terry L. Brock

Note: Here’s a classic article and video that I published when the Blue-Ray vs. HD DVD war finally ended a while back. Yes, the story is dated (it was current at the time!), but the principles are timeless. You’ll enjoy both the article and the video. Check it out and let me know what you think. Your comments are welcome (see below). I look forward to hearing from you. Terry

The conflict quickly ended. It was the conflict raved about for a few years in the computer and business press. Over and over we heard that it was like “Beta vs. VHS all over again.” We heard that so many times that it become nauseating.

The end came the other day. When Wal-Mart made the decision to back Blu-ray over the HD DVD format, the final shot was heard in the battle. It was the battle of Yorktown for Blu-Ray (American forces) and HD DVD (the losing Brits). Now it is all over except for the dancing and shouting.

What lessons can you and I learn from this? What important considerations can we take from this event and apply to our own small business?

Lessons Learned:

1. It Is Not About The Technology. It Is Always About The Relationships. Both formats had good technology. It was the key relationships which Sony nurtured and cultivated that ultimately won the day. Yes, technology was a factor. However, the big decisions in business are made by people who make decisions for emotional reasons. Sorry about that, my die-hard techie friends. It ain’t about the technology. (I know, bad English but true). It always has been and always will be about relationships. Cultivate these and you build Relationship Marketing (R-Commerce).

2. Achieve Key Wins Which Stack Up To An Insurmountable Victory. Sony didn’t win only one battle in the Blu-ray vs. HD DVD fight. They won several over a period of time. You can’t win the ultimate prize with only one knockout blow (sorry, Hollywood — it just doesn’t work that way in the real world). Don’t rest on your past victories. Each day, you face anew the opportunities to engage in competition and learn and grow no matter what happens. Become a better person with each day’s results.

3. Lower Prices Don’t Win The Day. HD DVD dropped prices recently in a last-ditch effort to win market share. Too often salespeople try to win business by just dropping their price. Don’t get me wrong; price is always a factor. However, it is never the primary factor. Relationships matter more. People will pay a little more (not excessive) to do business with a firm and people they know and trust. Building that trust is key to gaining business.

4. Supporting Technologies And Tie-Ins. PS3 is a strong player for Sony. It is unlikely that parents would buy more than one game machine for their kids. Therefore, it is imperative that Sony come to the market with some dazzling technologies to retain market share. PS3’s position didn’t hurt Sony in their Blu-ray combination. In your business, don’t have only one approach but have multiple tie-ins that “bundle” products. Phone companies do this with cellular, television, Internet access and more benefits. Think about add-on products and ways to tie customers to you in multiple formats.

5. Never Give In. There were numerous times when Sony might have thrown up their hands and quit. Hey, they were up against the behemoth of Microsoft. Remember just a few years ago when so many were railing against Microsoft as the devil incarnate? Couple Microsoft with the not-insignificant Toshiba and you have a powerful force. However, Sony remained undaunted. You are going to be slapped down from time to time. It is going to hurt. In the midst of that marketplace slapping you around, realize it is normal. No, they are not out to “get you.” Frankly, “they” don’t care. However, if you have that internal resolution and fortitude (read, guts!) to keep going in spit of the inevitable hardships and setbacks, you will succeed.

Winston Churchill made a famous speech, often misconstrued, to the boys at Harrow, his old school. It was on 29 October 1941. In that speech he told those boys to “Never give in, never give in, never, never, never, never in nothing, great or small, large or petty, never give in except to convictions of honour and good sense. Never yield to force; never yield to the apparently overwhelming fight of the enemy. Don’t not let us speak of darker days; let us rather speak of sterner days.”

In your own business and sales, you will encounter those times you want to give in. When those thoughts come, imagine Winston Churchill standing there (in a good, thick British accent) admonishing you to “never give in.” Somehow I think the people at Sony might have had that thought with Sir Howard Stringer at the helm as their CEO.

Terry Brock is an international marketing coach and columnist who helps businesses market more effectively, leveraging technology. He shows busy professionals how to squeeze more out of their days using time-honored rules and practical technology tools. He can be reached at 407-363-0505, by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com.

Copyright © 2008, Terry Brock, Achievement Systems, Inc. All Rights Reserved Internationally. No portion may be reprinted or used without prior written permission.