Strategic Alliances, by Doug Grady
February 1, 2012 by Doug · 2 Comments
Strategic Alliances, by Doug Grady
A Strategic Alliance is a formal relationship between two or more parties to pursue a set of agreed upon goals or to meet a critical business need while remaining independent organizations. (wikipedia)
When I began working closely with high achieving salespeople, entrepreneurs, and business leaders I was at times perplexed with what appeared to be a lack of hard work. While the average go-getters were knocking on doors, making phone calls and beating the streets trying to find someone to talk to (hard work indeed), these fortunate few were enjoying more time in front of quality prospects and customers. And more time playing golf, vacationing, and serving their communities. They made more money in less time and had more fun doing it. I discovered one of the reasons they were so successful. They weren't the only ones working.
Achievers go out of their way to surround themselves with quality people. People that they can support and be supported by. One of the most powerful ways to do this is through strategic alliances. Strategic alliances work for you to bring you your most valuable resources, saving you time, money, and energy. Effective strategic alliances begin with answering these three questions:
- Who has (or could have) a vested interest in your success? This might include non-competitive salespeople, other entities that service your market, retired veterans from your industry, or a business leader who is respected in your field.
- How can you bring value to this person/entity? Be clear on what you bring to the table. Will you provide leads? Introductions? Products and services? Incentives? Ask questions and listen. Value is determined by the receiver. "How can I help you?" is a powerful question if you really mean it.
- What do you want? Clarity is power. Be clear on your ideal form of support from each strategic alliance you initiate.
Consider treating the first 60-90 days of each strategic alliance as a short-term project. Go out of your way to nurture the relationship and give value without expecting anything in return. Monitor your progress and evaluate your relationship at the end of the designated time.
One of the strongest strategic alliances for High Achievers through the years has been with Business Networking International (BNI). It began in 2006 when we booked BNI's founder, Dr. Ivan Misner, to speak for us in California. It became stronger still when I met David Alexander in 2010. David is an Executive Director of BNI and is now also the CNO (Chief Networking Officer) of High Achievers. Check out my interview with David on High Achievers Radio and join us at one of our upcoming events this month.
The Cost Of Persistence, by Doug Grady
January 22, 2012 by Doug · 8 Comments
persistence: firm or obstinate continuance in a course of action in spite of difficulty or opposition.
The Cost Of Persistence, by Doug Grady
per·sist·ence (noun): firm or obstinate continuance in a course of action in spite of difficulty or opposition.
“I will persist until I succeed.” -Og Mandino
“Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.” -Calvin Coolidge
"Energy and persistence conquer all things." -Ben Franklin
The universal power of persistence has been proclaimed in self-help books and motivational speeches for hundreds of years. Persistence, put simply, is a refusal to give up. The talented may give up, the educated may give up, the genius may give up. The persistent one does not.
I am a persistent person. For as long as I can remember, whether in school, sports, or sales it seemed to take me longer than others to gain an understanding of the critical elements of a given discipline. Once I "got it", I would often surpass my peers. I always attributed this to persistence.
However nothing in any definition of persistence speaks to intelligence, innovation, or being strategic. It may be implied that if we continue to push long enough we will explore creative ways to succeed, but this is by no means an automatic element of persistence. Persistence without thought can lead to staying too long in a relationship or job, beating a dead horse, stalking…
When the economy turned in 2007, I was persistent. I pushed. I put myself out there. I went on many sales calls. Companies and industries that previously generated tens of thousands of dollars for my business yielded little or no revenue from my efforts.
But I was persistent. I refused to give up. I made more phone calls and booked more meetings. I tried harder. My "obstinate continuance in a course of action in spite of difficulty or opposition" was undeterred. And eventually... things got worse. I continued to produce dismal results. My company lost more and more money. I became increasingly frustrated. I was persistently sucked into the quagmire of mediocrity.
Recovery of any kind begins with the admission that you have a problem. In this case I had several. It took some time before l began to see the light at the surface of the muck. The turning point came when I finally accepted the fact that what I was doing was not working. My persistence had failed me.
Faith, humility and a re-commitment to growth eventually augmented my persistence. I asked for help. I let go of behaviors that weren't serving me. The Ripple Effect highlights some of the personal struggles, lessons, and ripples that followed during this very challenging time in my life.
“As long as we are persistent in our pursuit of our deepest destiny, we will continue to grow. We cannot choose the day or time when we will fully bloom. It happens in its own time.” -Dr. Denis Waitley
Professionally, there were lessons to learn as well. I went "back to school" and educated myself on how to survive and thrive in the "new normal." My studies were focused in the areas of:
- Online strategy
- Social media
- Personal marketing
- Strategic alliances
- Branding
- Attraction versus promotion
- Recurring revenue
In the next few weeks I will be sharing some of the best of what I have learned and applied in these areas over the last four and a half years. If you are not sure whether or not you are opted in for my blog, take a moment to do so now (scroll up and to your right). And be sure to share this article with the people in your life who can utilize it.
Persistence, like many other attributes, can be a liability. Sometimes we need to slow down and reevaluate. Other times we need to let go of what's not working and do something different.
Please leave a comment- I really want to hear from you!
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The Self Confidence Formula, from Napoleon Hill's Think and Grow Rich
I first read Napoleon Hill's Think and Grow Rich in 1990 as a rookie in the insurance business. It has been a continuous source of wisdom and inspiration in my life for over 2 decades. More than anything else, The Self Confidence Formula has stuck with me. To this day I repeat it aloud twice daily.
The Self Confidence Formula, from Napoleon Hill's Think and Grow Rich
First. I know that I have the ability to achieve the object of my Definite Purpose in life, therefore, I DEMAND of myself persistent, continuous action toward its attainment, and I here and now promise to render such action.
Second. I realize the dominating thoughts of my mind will eventually reproduce themselves in outward, physical action, and gradually transform themselves into physical reality; therefore, I will concentrate my thoughts for thirty minutes daily, upon the task of thinking of the person I intend to become thereby creating in my mind a clear mental picture of that person.
Third. I know through the principle of autosuggestion, any desire that I persistently hold in my mind will eventually seek expression through some practical means of attaining the object back of it, therefore, I will devote ten minutes daily to demanding of myself the development of SELF CONFIDENCE.
Fourth. I have clearly written down a description of my DEFINITE CHIEF AIM in life, and I will never stop trying, until I shall have developed sufficient self-confidence for its attainment.
Fifth. I fully realize that no wealth or position can long endure. Unless built upon truth and justice therefore, I will engage in no transaction which does not benefit all whom it affects. I will succeed by attraction to myself the forces I wish to use, and the cooperation of other people. I will induce others to serve me, because of my willingness to serve others. I will eliminate hatred, envy, jealousy, selfishness, and cynicism, but developing love for all humanity; because I know that a negative attitude toward others can never bring me success. I will cause others to believe in me, because I will believe in them and in myself.
I will sign my name to this formula, commit it to memory and repeat it aloud once a day, with full FAITH that It will gradually influence my THOUGHTS and ACTIONS so that I will become a self-reliant, and successful person.
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How did we get here? Read The Ripple Effect.
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The Four Levels of Integrity; Level One Integrity: The Carrot and The Stick, by Doug Grady
March 5, 2011 by Doug · 7 Comments
The Four Levels of Integrity: Level One Integrity: The Carrot and the Stick, by Doug Grady
Here’s my simple definition of integrity:
Integrity: The act of doing what you said you would do when you said you would do it.
It is a yes or no scenario- you either did or you didn’t. Missing a deadline, skipping a scheduled workout, or eating something I said I wouldn't are all examples of integrity lacking. When it comes to developing a new habit, eliminating a bad habit, or developing a daily discipline, keeping your word isn’t always easy. In striving to live a life of integrity, I have noticed the way in which I do so is not always the same. In evaluating patterns in my life and others, I have distinguished 4 distinct ways in which integrity occurs. I call these the four levels of integrity.
Level One Integrity- The Carrot and The Stick
“The secret of success is learning how to use pain and pleasure instead of having pain and pleasure use you.” –Tony Robbins
Level one integrity is externally motivated and primarily driven by the desire to avoid (external) pain and to gain (external) pleasure.
In my second year in as an agent in the insurance business I set 2 records within a 3 month period. One of the disciplines I engaged in was a minimum of 25 prospecting calls each business day for 11 weeks. My carrot: the coveted President’s ring. My stick: I had to work Sundays if I did not reach my weekly sales goals. Consciously setting up a structure which rewards desired behavior and discourages unwanted behavior is a critical success skill.
"What gets rewarded gets repeated" -Brian Tracy
Examples of (external) pain:
- April 15th
- Obeying the speed limit in an area known to have cops
- Depriving yourself of something fun (TV, internet, recreation) until you have fulfilled your daily commitment(s). Brian Tracy calls this “dinner before desert.”
Examples of (external) pleasure:
- Showing up on time or early to impress your boss
- Pushing to qualify for a company trip, President’s club or other incentive
- Buying a new dress if you reach your intended weight
The power of the carrot and the stick is available to us at any time. You can create incentives for yourself for sticking to your daily commitments and reaching milestones. You can impose sanctions for not honoring your word or not reaching a goal.
The major drawbacks of relying too heavily on level one integrity fall generally into two categories:
1. Getting hit with the stick may at times feel better than honoring your commitment.
2. You may decide your carrot is not worth the effort and break your commitment.
Choose your carrot and stick wisely, as well as the structure in which it is enforced. Be careful not to put too much stock in the carrot or the stick. It is your personal integrity, not external forces, which must reign supreme.
Level Two integrity succeeds where Level One fails.
The Tough Mudder Goal Setting Formula, by Doug Grady
December 18, 2010 by Doug · 7 Comments
The Tough Mudder Goal Setting Formula
by Doug Grady
Recently I registered for a run called the Tough Mudder, billed as the “Toughest One Day Run on the Planet.” It features 12 miles of grueling terrain in the North Georgia mountains, includes 18 obstacles and is modeled after British Special Forces training. In sharing this with a friend he said “I’m not ready for that!” Hey- I’m not ready for it either- that’s why we train! What’s the hardest aspect of completing a marathon, a triathlon, or a Tough Mudder? If you have ever completed one, you already know. In most cases, the hardest thing about completing the run is not the “run” itself, it is, you guessed it… the training- the daily discipline of consistent, purposeful exercise. What’s the hardest thing about hitting your goals? The daily discipline of consistent, purposeful effort.
After registering for the Tough Mudder, something happened to my workouts almost immediately. They became more intense, more focused, and more purposeful. They also became more fun! Both consciously and unconsciously I began to “step it up”. I began more and more to look forward to my workouts. They became less of a “to-do” and more of a “get to”. An interesting thing happens when you “step up” your training. Your life tends to “step up” as well. There is no doubt in my mind that I will run and complete the Tough Mudder March 12, 2011.
What’s your level of certainty when you set goals? How do you feel when you are striving for something out of your current reach? What’s the difference in registering for the Tough Mudder and a typical “goal-setting" experience? Consider the following:
• I registered: I filled out an online application and sent it in with a $150 non-refundable payment. This got it out of my head and into reality.
• I know exactly when and where it will take place.
• It is on my calendar.
• I let others know I am doing it.
• I started training (taking action) the same day.
Champion athletes visualize winning in advance. Self-help books tell us to write our own eulogy. The late great comedian George Burns actually booked himself to play the London Palladium as a 100th Birthday celebration. Perhaps you’ve had the experience of being extraordinarily effective the week before a vacation. These are all ways of creating our future in advance. Our future affects our present.
Consider today creating an inspiring, definite future for yourself- one that will give you meaning, purpose and passion right now. Do you want to:
• Play the guitar? Sing? Do stand-up comedy? Book an open mic night.
• Lose weight? Register for a run, hire a trainer, buy the clothes you will fit into.
• Take a vacation? Call the hotel and give them a non-refundable deposit for a specific date.
• Start a business? Get the business card printed.
• Increase your sales? Register for a sales seminar, hire a coach, book a celebration date now for 3 months out.
• Write a book? Design the cover and look at it daily.
The best thing about an inspiring, definite future? It creates a passionate, purposeful present. How’s your future looking? What are you up to? Please post a comment- I really want to hear from you!
Failure, by Doug Grady
November 30, 2010 by Doug · 5 Comments
I learned more from failure than I learned from success
I learned more no thank you, so much more than yes
I learned to be willing to lead with my chin,
And if I were willing to lose I could win
-Barry Manilow
Failure, by Doug Grady
It is hard for me to believe I am citing Barry Manilow but I absolutely love this quote. It reminds me of one of my greatest failures.
Fail Your Way to Success
by Doug Grady
David Forsythe was a beast of a boy. We attended the same school in 8th grade, my first year as a wrestler (I think David began wrestling at age 2 or 3). He was strong and mean and took great pleasure in throwing me all over the mat in practice. 2 years later as a sophomore in a different high school I found myself wrestling against him in the finals of a tournament. To the surprise of most people, including myself, I was winning comfortably in the 3rd and final round. With less than 15 seconds left in the match, David stuck me with a double underhook, flipped me to my back and pinned me. It was devastating.
“The events we bring upon ourselves, no matter how unpleasant, are necessary in order to learn what we need to learn; whatever steps we take, they're necessary to reach the places we've chosen to go.” –Richard Bach
The dictionary defines failure as “The condition or fact of not achieving the desired end or ends.” This loss certainly qualified. Here are some suggestions when you don’t achieve your desired end (I recommend you record your reflections in a journal).
1. Evaluate your natural tendencies. What do you do when you fail? Where do you go mentally and emotionally? What do you make it mean about you, the result, and the world you live in? What do you say to yourself? How does it tend to change the course of your life?
"Lessons repeat themselves until learned."
2. Look for the lesson. Perhaps you’ve heard the phrase “lessons repeat themselves until learned.” Have you found yourself in a similar dilemma in the past? What are the common denominators that contributed to you ending up here? Are there tendencies, habits, or areas of neglect which led you here? Be brutally honest. Take the stance that there is a lesson here and you can learn it. It may be helpful to “pull yourself out of the picture.” Step back and see yourself in a movie. You are now watching the hero (you) struggle with a seemingly insurmountable challenge. What strengths, people, strategies and other resources can our hero call on? You might even want to create some theme music for your road toward victory.
“I never failed once, it just happened to be a 2000 step process.” –Thomas Edison
3. Develop an “attitude of gratitude.” Be thankful for the experience. Believe it is here to help and serve you. Ask yourself:
• What am I doing right?
• What’s great about this?
• What’s funny about this I haven’t noticed yet?
• What can I learn from this?
• How can I grow?
• How can I be a positive impact for others because of this?
• What am I grateful for?
• Who can I count on?
• Who can I ask for help?
• Who has gone through a similar situation? How can I learn from their experience?
4. Apply the lessons. Be willing to grow. Ask for help. I wish I could tell you I wrestled David Forsythe again and whupped him. Or that I became the greatest wrestler ever. The fact is I never even saw him again. What I did do is get help. I got coached. I got stronger. I got better. I was never pinned again and was eventually ranked 3rd in my weight class in the state of Alabama. Wrestling, more than anything else in my youth, instilled in me a sense of confidence, discipline, mental toughness, leadership and perseverance. There is no doubt in my mind I became a better wrestler and a better person because of that loss. To this day whenever I get “pinned” that match reminds me to get up, dust myself off, learn, grow, and get back in the ring.
Now go get out there and fail! It is your pathway to greatness.
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The Ripple Effect, by Doug Grady
October 31, 2010 by Doug · 23 Comments
You may find yourself living in a shotgun shack
You may find yourself in another part of the world
You may find yourself behind the wheel of a large automobile
You may find yourself in a beautiful house with a beautiful wife
You may ask yourself, well how did I get here?
-The Talking Heads, Once in a Lifetime
The Ripple Effect
by Doug Grady
I have always been fascinated with how we become who we are. What creates breakthroughs in our lives? What causes some people to wake up enthused and go to bed fulfilled? How do we create a life we are excited about that also makes a powerful and positive difference for others? Why do so many incredibly talented, gifted, and “fortunate” people end up ruining their lives (insert your favorite Hollywood tragedy here)? How do others defy the odds and live extraordinary, exemplary lives?
Read more
Sales with Doug Grady: Far and Wide (excerpt from Strategy Magazine)
August 3, 2010 by Doug · 3 Comments
The following article was recently published in Strategy Magazine, a National publication.
Today, Doug Grady, speaker, entrepreneur, musician, and President of High Achievers Network, strives to reinvent the miscalculations of unrealistic strategies that simply sit well on published pages. He may actually turn out to be the Father of “The Sales in All,” mentality and we are vouching for his elated methods.
...Grady got up in front of a crowd one day; placed his banjo on his knee and began to sign a parody about entrepreneurship to the tune of Gloria Gaynor's “I will Survive...”
What about Grady's message? Doug Grady offers sincerity. Doug Grady offers the right ticket; without the artificial additives and a pinch of entertainment. He presents the facts, as far as what needs to be done in a sales arena and he caters to all.
"I believe in building the character of the person selling... in order to get across to the client, prospect, or people in general. You can't sell anything unless you know where you are and where you are heading,”
We know Grady is on to something with his music, but more than that, is he bridging the platform between the self-help industry and the world of selling into one conference. His method of delivery is unique and radical, and is offered live, online, via podcasts, and CDs.
Sales KILLERS, by Doug Grady
August 1, 2010 by Doug · Leave a Comment
Sales KILLERS, by Doug Grady
“I killed it! I killed my pretty sale!” –Tommy Boy
Why are you killing sales? Have you ever wondered about the sales you lost- what went wrong? Here are the biggest sales killers.
1. You have been DISMISSED. Many salespeople are dismissed before they even open their mouths. This dismissal is confirmed once they open their mouths. Your prospect is unconsciously asking, “Who are you and why should I care?” You need a specific, relevant answer to this question to avoid being dismissed. The Superior Salesperson separates himself from the masses through creative door openers, personal marketing, strategic relationships, and reality based communication. If you’re dismissed, your sale is dead.
2. Ineffective READs. There are 4 steps all customers go through before they buy anything from anybody. The Superior Salesperson understands these steps, where the customer is in their buying process, and how to communicate effectively through each step. They pay attention to verbal an non-verbal cues and adjust themselves to personality styles. Failure to READ your prospect kills sales.
3. Lack of flexibility. The average salesperson engages in “verbal vomit.” They “show up and throw up.” “Blah, blah, blah…” This may occasionally bore some prospects into submission but will seldom attract the bigger and better clients. Lack of flexibility is a sales killer.
Just one of these 3 sales killers is enough to significantly decrease your closing ratio. Learn how to be more aware and present in your communication. Learn how to separate yourself from your competition. Learn how to adjust your communication given the situation. Learn how to READ your prospect.
see How to READ People- part 1
What are you building? by Doug Grady
"If you build it, they will come."
Today is the launch date for my first ever mission trip. 12 men including myself will be building 9 pre-fabricated houses in the slums of Guayaquil, Ecuador. In preparation this exciting excursion it occurred to me that life is a building process. In business, in our relationships, and in our character we are constantly building something. Consider taking a moment today to become conscious of what you are currently constructing.
