It has been said there's a thin line between love and hate, winning and losing, bravery and stupidity, genius and insanity... After over twenty years studying and teaching the pathways to personal potential, I am convinced:
There's a thin line between the person you are and the person you can be.
The person you can be lies just below the surface of who you are now. Reaching your full potential may at times feel unrealizable. The pressures of every day life may leave little time and energy for becoming the person you know you can be but aren't quite yet. Bad habits, regrets, and feelings of failure add extra weight on an already heavy load. Even moderate success and superficial achievement can become obstacles to your true greatness.
Self improvement programs can be cumbersome at best. They offer formulas and fixes, strategies and solutions, lotions and potions. I have participated in hundreds of them. I have delivered thousands of seminars, workshops, and trainings. They all work and none of them work. What's the difference? What's the magic bullet? What's the one thing? WHAT'S THE THIN LINE?
"Only one who devotes himself to a cause with his whole strength and soul can be a true master. For this reason mastery demands all of a person." -Albert Einstein
Being interested in your personal potential is not enough. Wishing is not enough. Hoping is not enough. Talking about it won't do it. The best training programs in the world can't do it for you. Prayer is a great start. But without crossing the thin line, you will never reach your personal potential.
"Commitment is the thin line between the person you are and the person you can be." -Doug Grady
Who are you committed to be? This is the most powerful commitment you will ever make. Consciously choose the person you intend to become.
"It may be the devil or it may be the Lord, but you’re gonna have to serve somebody." -Bob Dylan
Few achieve greatness. None without commitment. The power of commitment is available to you right now. Commitment loves. Commitment finds a way to win. Commitment is brave. Commitment manifests genius. Commitment is the thin line between who you are and who you can be.
"The quality of a person's life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor." -Vince Lombardi
I built a huge campfire on a very cold morning while on a recent camping trip with my Dad, G. David Alexander. The fire was awesome, its radiant glow warmed up the entire area. While I sat there enjoying it, I noticed an ember fall out of the pit. It burned brightly and warmly for some time and then it started to diminish, grew cold and grey and eventually turned black. So, I flipped it back into the fire and guess what? It immediately started to burn brightly again. The most successful people I know never grow cold, they are radiant successful and connected. What about the embers or people that fall out of the fire? Many networkers, business people and entrepreneurs practice scorched earth networking instead of keeping their referral fires burning.
My Dad G. David Alexander
So what exactly is scorched earth networking? It’s when you build a network only for your own benefit. These people are the ones that you run from when you see them out and about. Why? Because you know they are going to try to sell you on their latest big idea. These are also the people who are only interested in meaningful conversation about themselves.
To build referrals, you build a network to support, nurture, and energize each other. It is a two way street.
I ran into a BNI member recently who shared his current successes. His success in these economic times is impressive, especially considering he is a home inspector. He shared with me that he has made $68,000.00 in income related to referrals he has received. I asked him how he did it and he said, “I am committed to the people in my chapter and my network.” I will share more on the commitment thing later.
Now, let’s get back to the ember. To create a successful referral marketing plan, you have to stay involved, connected and committed to the people in your network. Many, if not most, people jump into new projects, groups, training programs or marketing campaigns expecting immediate results. Sometimes that happens, but more often it happens over time.
When I am training people, I usually ask, “How many of you could run a marathon this weekend if I registered you?” Very few hands go up. I then ask, “If the building was on fire could you run outside?” Every hand goes up. In this example, it’s not about the running. They can all run. It’s about the training, discipline and accountability to prepare. Accountability is all about staying in the fire. We might not like it at times; it might get hot and uncomfortable, but it will produce results.
Let’s go back to that immediate success idea. Often times when people start achieving success with their team, they think that it’s time to do it on their own again. Remember what happens when that ember falls out of the fire pit?
Let’s talk about three steps to keep you in the fire:
1. Plug into a group of like-minded people. If you need referrals, find a successful networking group. If you are growing your business, plug into a group coaching program. If you want to give back to your community, join a civic organization. If you are into self-development, join a self-development program or mastermind group. Remember commitment, any of these require it. If you plug in and really commit, you will be rewarded by becoming a credible expert.
2. Form an accountability group and keep track of each other’s success and progress. Five frogs are sitting on a log and four decide to jump off. How many are left? One? Nope, all five are still on the log. Deciding and committing are two different things. I believe in the power of others to help keep you in the fire.
3. Find others whom you can pull into the fire. If you want more clients, connect to people who can connect you to more clients. Does anyone come to mind with whom you would love to connect? Maybe you even envy their success or client list. Ask them to meet you for a cup of coffee, tea or whatever THEY like. What’s the worst thing that can happen? They could say no, but if they say yes, then help them with something they need.
I believe one of the most powerful strategies that we can use to keep the referral fire burning bright is to spend as much of our time as possible helping other people achieve their goals. What comes around goes around, right?
Happy Networking,
David
"If you can dream it, then you can achieve it. You will get all you want in life if you help enough other people get what they want."
Zig Ziglar
It's hard to believe I have known Dan Lier for over 18 years. It was April 1994 when I decided to leave the insurance business and begin working in the personal and professional development industry. I drove my car from Southern California to Miami, FL and began promoting Brian Tracy seminars. My two roommates were Peter Montoya and Dan Lier. We began friendships that have lasted almost two decades.
Dan is one of the most charismatic, dynamic people I have ever known. Back in the day I modeled his certainty when communicating one-on-one or to large audiences. Through the years he has been a peer, a sounding board, and a coach for me.
Four things I have learned from Dan:
Think BIG and take massive action
Certainty separates the good from the great
When facing a crisis, take a long-term perspective
Now for the official bio... Known as "America’s Coach", Dan is a best selling author, executive coach, business consultant and former top speaker with Tony Robbins. With over two decades of experience and 3,500 customized presentations, along with coverage by The Today Show and Inside Edition, Dan’s track record speaks for itself. His TV show “Your True Potential,” has inspired millions of people to take their life and business to the next level. From a former college basketball player on two national championship teams to a top performing sales producer, Dan knows what it takes to win.
By the way, three of Dan's trainings from his popular audio series The 10 Minute Coach are unlocked in your High Achievers intro membership: A Winning Attitude, Goal Setting and Vision and Success Mindset. Not a member yet? Plug in!
Years before I led my first seminar, wrote my first song, or typed my first blog I penned this in my journal (it is more or less a paraphrasing of a famous Goethe quote):
"When you proceed confidently in the direction you want to go, a path will unfold itself." -Doug Grady
Becoming a trusted authority is an exciting journey- you never know quite where it will take you. Wherever you are on your path, here are some thoughts on proceeding confidently.
Vision. Before you can effectively position in someone else's mind that you are a trusted authority, you must first position it in your own mind.
How do you see yourself? Make a list of your strengths and weaknesses.
How do others see you? Compare your list to the feedback of others. How do your clients see you? Your peers? Your friends? Ask a few trusted people how they see you- your strengths and weaknesses. Give them permission to be brutally honest.
How do you want to be seen? Begin to see yourself as a trusted authority. What type of companies would you ideally like to work with? What would your ideal work day consist of? What activities would you consistently like to engage in?
Vision is critical, but it is just a beginning. In order to make your vision a reality, work on your...
Character. Think of a person you consider to be a trusted authority. Resist the urge to evaluate what they do. Instead consider who they are.
"Character isn't something you were born with and can't change, like your fingerprints. It's something you weren't born with and must take responsibility for forming." -Jim Rohn
What are the characteristics you would use to describe this person? Strive to strengthen these characteristics in yourself. Focus daily on the person you intend to become. Allow the character of this person to dictate your:
Strategy. What activities would you consistently engage in if you were a trusted authority? There are many to choose from.
Study. Great students become trusted authorities. Have you ever noticed that trusted authorities commonly quote other trusted authorities? Go out of your way to be around trusted authorities. Take them out to lunch and pay for it. Ask questions and listen. Buy their books, listen to their audio programs, invest in their trainings.
Validation. You think you're great- wonderful. Who else says so? Collect written validation from satisfied customers and peers in your field. When it comes to testimonials, consider the source- not all are created equal. Seek endorsements from known and respected entities. Don't expect busy people to come up with a unique testimonial for you- always be prepared with an draft for their modification and approval.
Contribute. Be a consistent contributor to groups and organizations in your field. Comment on others peoples' blogs. Provide testimonials and endorsements for people you believe in. Volunteer for causes you believe in.
Do you have a question on becoming a trusted authority? Is there a strategy you are using to be effective? Please share it with us in the comments section.
Welcome to the Referral Fire Blog, formerly the Referral Fire Newsletter.
Only read if you want to create a team that sends you more referrals!!!
Doing It All Yourself Sucks, Doesn't It?
A while ago I heard an analogy comparing salespeople to fighters. It caught my attention as a martial artist, though I am sure that many of you can identify with this thought process. How many of us can relate to slugging it out, digging down deep, taking one more shot and the list goes on and on. There are countless analogies between sports and business. Both endeavors require hard work, persistence, dedication and skill. Just as in sports, there can be two approaches to this game we call business. We can approach the game individually or we can decide to make it a team sport.
Which way do you think will get you further faster?
OK, we all said teamwork, right? Now, how do we develop teamwork to market our business? What does teamwork even look like in marketing? No matter what our profession is, we are all in sales. A doctor sellss patients on his ability to treat them, a lawyer sells people on his ability to provide legal advice. We believe all salespeople are fighters!
Isn't an army a team of fighters? Lets create a Referral Army.
This picture illustrates one of the greatest teams of fighters ever forged, the Spartans of ancient Greece.
Can you see the power in fighting together as a team to win more sales and business? Imagine being part a group of individuals who have committed to work together to market their businesses, understanding that the more they help others get business through referrals, the more business they will get in return. Imagine this group meets weekly with the express purpose of generating business for each other. Imagine that this group holds each individual accountable to the commitment of generating referrals for the others in the group. Imagine this group strategizing on who they can refer in a group setting.
Does this sound like a group that would help you fill your pipeline?
How do you build a “Referral Army” like we are suggesting?
1. Start with your existing network. Who is sending you referrals? Work with individuals that you already know, like, and trust. Figure out how to help them. The most successful people we know actively work to help people in there network. They do this daily which builds huge credibility.
2. Commit to help each other get business. Get together and bring your contact database. Let your referral partners describe their ideal client and see if you have any introductions you can make. This is using a powerful strategy to grow your referral partners' businesses and they will likely reciprocate. Light each others Referral Fire.
3. Consciously look for other teammates to build your networking army larger and stronger. Building your network is about both quantity and quality. You have to develop quality referral sources to grow your business, but you need to meet lots of people to find those that have the time, commitment, database and desire to help you reach your goals.
The Thin Line, by Doug Grady
