Three Word Podcast

Episode 188, 5 W’s to help you Rule The Day!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 188, I share how my visit to Smoothie King set my intention to Rule The Day!

 

You may ask what a trip to Smoothie King has to do with me and my day. Every Friday morning, I treat myself to a 20-ounce Lean 1 Vanilla smoothie as a reward for the week. I pull up to the window each Friday to pay and hear these three words: Rule The Day! As I drive away, I smile and think that even a stranger encourages me to take control of my day and life. 

 

So what does Rule The Day mean?

It is to set a standard that guides your behavior.  

What do I need to do today to take control of my day?

 

So let me ask you a question. 

What standard do you set for yourself each day? Yes, we all have to-do lists of tasks that need completing each day, and If you like me, that list keeps growing with other people's asks and my tasks. So for many of us, our days are ruled by others. 

 

 

Today, salespeople do so much more than just close sales. Success in today's sales environment is about having a transparent strategy, building trust with our clients, and solving problems. If you do it well, you realize it is a process and takes time.

 

Effectively managing your time based on your schedule and workload takes commitment. The rewards of knowing time management are well worth the planning and dedication.

 

As professionals, we have a range of responsibilities. Managing our time to tackle these tasks is an important skill and is extremely necessary to optimize our performance. So how can we make the most of our days and manage the day?

I want to share the 5 W's so you, too, can Rule The Day!

 

The 5 W's to Rule the Day!

 

WHAT. 

To Rule the Day, you must prioritize your activities that need to get accomplished that day. We must see a path of daily actions leading to our overall goal. If possible, do these activities first. You will feel in control and inspired to know you moved your business forward. What is the number priority you need to complete?

 

WHEN. 

We prioritized what needed to get done. Now we determine when it will get done. Choosing when you do will set you up for success. For example, if creating new clients or growing your current business is what you need to do, then it must be your number one priority of the day. You scheduled that time on your calendar to focus and eliminate all distractions until you complete the goal. If this is your priority, do not answer emails or surf your social channels until you accomplish the priority for the day.

 

HOW. 

Scheduling a certain amount of time for each priority is critical. How you divide your available time each day plays a significant role. I recommend looking at your day and blocking the time you believe you need to complete your priority tasks. Make sure you correlate your time division of the day according to the task's priority. We must be intentional so that other lower-priority tasks don't stop us from achieving our top priorities.

 

Avoid multitasking because our brain is not programmed to handle numerous tasks simultaneously. Juggling multiple projects and switching between tasks require your brain to stop and refocus.

 

It can take up to 15 minutes for our brain to return to a productive state—time we likely don't have.

 

WHO. 

Identify the people that can help you achieve your priorities. We have co-workers that steal valuable time from us. We must be careful not to spend too much time away from our priorities. I am all about collaborating with other team members, and we don't want that to be when you focus on your priority tasks to move your business forward. When looking at your day, is someone on your team available to delegate non-priority tasks? Do you have sales support to create your proposals so you can stay focused on setting new meetings or client-facing?

 

 

WHY.

The Why is everything! The Why is the inspiration for the day and why you do what you do each day, which I believe is to impact your life and clients' business. Applying the 5 W's is all about Time management and helps you understand what needs to be a priority today and what can wait until tomorrow.

 

WIN

You will win the day by focusing on What, When, How, Who, and the Whys!

 

So I encourage you to Rule Each Day, Apply the 5 W's and Become Unstoppable!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free where ever you get your podcast, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 187, Five strategies to love your career.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 187, Are you in Love with the Work you do?

 

I have a question for you. 

How in Love are you? And I am not talking about your personal life, although I care about that.

 

On a scale of 1 to 10, how would you rate your Love for your job? 

Is it a 3? or 6? Payday, now that's a 10! You maybe say, Lisa, it depends on the day.

 

In our life, we choose a career, or a job chooses us, and we move through different life stages of that career, sometimes without a ton of self-examination or reflection on whom we have become and how we can continue to grow in the direction of our life's ambitions and dreams.

 

For some of us, Work can be a calling; for others a way to cover our expenses. Wouldn't it be more enjoyable to experience fulfillment each day?

 

 It becomes easier when you work alongside those you love and appreciate. When you think about it, we spend more time each day, on average eight hours, with our co-workers than our partners or spouses. (this could be why Olivia and I have made it 23 years) Smiling!

 

I also understand that just like our love life, we can sometimes fall in and out of Love in our work life. We sometimes look for a little spark to remind us why we do what you do each day.

 

I started to reflect on my role at my company and why I have spent the last 36 years loving what I do. For me, it comes down to learning. I learn from those I work with, the clients I have had the pleasure of helping, and those I coach.

 

This week reminded me why I love what I do and what excites me daily. We recently hired three new account executives. Their role is to help companies with marketing and sales. For them, this is their first job out of college or their second year in the business world. I aim to identify where they are today and strategically coach them to achieve their goals and dreams. Plus, I want to do it in less time than it took me to achieve my goals. 

 

I must be patient and understand that great relationships require listening, honesty, support, and time. What a gift to impact another person's life and income, and that takes commitment.  

 

I recommend you do the same. Take the time to reflect and discover or rediscover why you do what you do. Please think about your career and your role each day for your company. Maybe the flame has recently dimmed, and you need to recommit yourself to the relationship. Or you may realize that you need something else to fulfill you. 

 

Here are a five strategies to put romance into your career.

 

Love yourself. 

Recognize what you are doing right. You have to love yourself first before you can love someone else. Identify what you're bringing each day to the relationship. In any great relationship, acknowledging the other person's efforts is critical to developing more appreciation and Love. If there are areas you are struggling with, look for places you can make progress, this will give you the energy and confidence to keep going.

 

 

The intention with Attention:

Be intentional with your day. Create an intention for the day overall (e.g., staying connected; being present; being of value; collaborating. Write down what you will do today to live your intention with Attention. Then at the end of the day, evaluate: How did you do? Where did you succeed? What got in the way? How did you overcome it? 

 

 

Connect with others:

Relationships are about connecting with someone else. Devote time in your day to connect with others on your team. It can be asking someone to lunch or a happy hour after Work. Suppose you're still working remotely; set up a virtual lunch and a time after Work to connect for dinner or drinks. Call a co-worker if your working remotely to say hi and see how they are doing. These conversations may help you love your job in a new way. The goal is to get to know someone new. You never know what you will discover.

 

Learn something new

You may be bored and uninspired if you have been doing the same job or tasks for years. Challenge yourself by learning something new and exciting.

 

Offer to help out a different department. Volunteer to take on new responsibilities. Take a new course to advance your skills. Find a mentor or hire a coach to talk about your future path. Whatever you do, make sure it is interesting to you. It will help you look at your role in a new light.

Boredom will never help you love your job, but being excited about something new will.

 

Set new goals. Goals are the benchmarks you review for the progression of your career. Without them, we often feel directionless and unmotivated.

Goals help you drive your career forward. They can be the exact change you need to love your job. If you are currently working without clear goals, it's time to change that.

 

 

Some relationships end.

Be honest with yourself and know when the relationship is over. It's no one's fault. You can have bad days and weeks, but you can't have bad months. It takes courage and strength to realize that this career opportunity has taken you as far as you can go. It may be time to try something new.

 

I know that life is short and that if you spend eight hours a day working, make sure that Work inspires you!

 

If you think someone could benefit from this episode, share it or rate it. 

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 186, How do you play the game?

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 186 is all about how you Play the game regarding your business. 

 

So I have a question for you.

 

When it comes to your business, should you be playing more Defense or Offense? 

 

Some of you may say Defense, I need to protect what I have and minimize any risk my business I have already created. Many of you may say "Offense" because I need to develop new clients to grow my business and maximize my upside. Well, I believe both answers are correct. We need to play "defense" to protect our business and relationships and play "offense" to go for growth.

 

 

I love NFL Football, and our Cincinnati Bengals have made our city proud of their performance. Throughout our season, both sides of the ball helped us win games. Who Dey! Our business is like the NFL.

 

What we have to do is have a game plan and execute it. For example, in the NFL, I will use the Cincinnati Bengals. The coaching staff and players prepare their game plan based on the team they are playing. They make adjustments based on the information they have on their competitors.

 

The goal of the Defense is to stop the other team from scoring. Both sides of the ball review countless hours of film on their competitors to see the opportunities they can expose. The offense constantly looks for ways to score by adjusting and controlling what they can. In many cases, a great defense wins the game. 

 

How much Defense is in your work day, managing your email inbox and unplanned customer calls with issues, market conditions, and daily distractions that steal valuable time from you connecting with current or new customers? You feel like your day got away from you, and your game plan for growing your business is sitting on the sidelines.

 

What can you do about that?  

 

You need a complete game! A game plan that allows you to play Defense when necessary and offense to score more clients. You do need to protect the business you created. It took time and energy to develop your business, so you must ensure you do everything you can to protect it. It can become a balancing act.

 

How do you play offense in business?

 

An offensive player in business works on tasks that get them closer to scoring and delegates other tasks that get in the way of them reaching their goal. They ignore distractions.

 

Creating new conversations and introductions for new opportunities will ensure your business keeps scoring. The best news about playing offense is that it is in your control. 

 

So what does your game plan look like today, tomorrow, and this week? 

 

Have you identified certain people from your network that can do an introduction to you? 

 

Have you blocked time on your calendar to identify companies that you can help solve a problem? Focused time with no interruptions?

 

It's easy to fixate on all the things out of our control. What I have come to realize over my career is that there are two we absolutely can and should be in all our game plans: our plan and our ability to execute it. The sooner we shift to focusing on those, the sooner we can start playing offense and start scoring new clients and growing our business.

 

Playing offense, of course, is what your business is all about. Your terms, timetable, innovation, or opportunity to create, and knowing you're leading the industry and making others course correct or play catch-up. 

 

Keep learning through each experience, adjust your game plan when necessary, and stay aggressive with your approach. 

 

I guess the adage is true: The best Defense IS, in fact, a good Offense.

 

If you think someone could benefit from this episode, I invite you to share it.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

 

Episode 185 Stay With It!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 185 Stay With It!

This week's episode is about understanding that accomplishing a goal is a process. This week three words, Stay With It!

 

Have you ever had one of those days or weeks where things didn't go as planned? If I could see everyone, I think I would see you shaking your head yes or holding your hand up in the air saying oh yes.

 

We live in such an instant society that we expect things to happen instantly. When they don't happen as quickly, we get frustrated, impatient, and sometimes give up. 

 

It got me thinking about how many years it takes for the wine to age. The answer is about 2-3 years. The standard for the aging process of Bourbon is a minimum of two years. It's a process that takes time, and so do our sales efforts.

 

Well, it was one of those days for a co-worker whose job is to set a new meeting with potential clients so that we can help with their marketing. His sole role is to identify the companies that may need digital marketing support or recruitment needs.  

 

I stopped by to say hi and ask how his day was going. By his body language and reply, it seemed to be a bit of a rough day. He shared that he was frustrated with making calls all morning, and no one answered. He said this has never happened where he made calls, and no one answered. I thought to myself, I am surprised anyone answers a call to a number they don't recognize, but I kept listening.  

 

I shared that prospecting is hard, and most of us in sales that have to do this to find new customers hate it. It takes an average of 8 cold call attempts to reach a prospect. But if you give up after too few tries, you pass up a potential opportunity.

 

I asked him to share his process in connecting with the list of potential clients. Had he created an 8-step process to connect with these prospects? Or was he giving up after a few attempts, assuming we weren't a good fit ?(insta-society). I noticed that we tend to pile on in those moments. Let me explain what I mean. When you face a setback or frustration, you are in a different state of mind, and everything seems to go wrong. You had a day of making calls, and no one responded. I am tired, frustrated, and piling on more negative experiences.  

 

I shared that he has a challenging job calling people, not expecting his call, and convincing them to meet with him. But if he could shift his thinking a bit and realize that when he called, they were busy. ( Again, they weren't expecting your call) That you have to stay with it! You must find a way to earn a conversation if you believe you can help this company solve a challenge. You can't give up after a few attempts when we know it could take 8 or more. You have to have discipline and patience. 

 

Let me ask you a question. 

Is there something you are facing that is frustrating you because it's not happening quickly enough? 

What process or system have you created to help you achieve your desired outcome?

Is there a different approach that you could be using?

 

My advice if facing a setback is first, don't take it personally; stay positive. So much of staying positive comes down to perspective and mindset. It's all about the lens through which you see your job, day-to-day tasks, and career. The way you look at things and the things you look at change. 

 

Approach each situation as a way to help vs. sell. Not everyone your calling will be a good fit for your products and services. And a good sales professional realizes that. We are not calling to sell; we're calling to help. Because we never know where someone might be in the buying cycle or what challenges they face, we should never assume we can't help. We are looking for an opportunity to have a conversation to see if we can help or if our company is a good fit.

 

Stay Persistent! In the advertising world, effective frequency is the number of times a person must hear your advertising message before responding. The same applies when making calls to new clients.

 

We know our frequency of connecting is, on average, eight times. We never know exactly where each prospect is in their buying journey. Stay with it and realize that they may not be ignoring your messages, we may not be a top priority that day, or they would have called us. Stay with it until you get a no or a not yet.

 

Your persistence, attitude, attempts and adjustments will be the difference in realizing your goals. 

 

Stay With It and See it Through!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 184, The 4 steps to your success!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 184, Framework for Success.   Learn the 4-step system for you to exceed your goals.

 

It's annual review time.  

How do you feel about your performance last year?  

Are you feeling confident about your business plan for this year?

Annual reviews are the time to reflect on the past twelve months, celebrate the wins, and see where you may have fallen short. In a recent sales meeting we talked about the year, and how many of us reached our goals. We also discussed the framework to exceed our goals by applying a 4-step system.  

 

If I told you there was a 4-step system to help ensure you achieve your goals, would you follow it? There is a secret and an approach to achieving your goals!

 

This 4-Tier GOAL Framework takes the guesswork out and guarantees success. It focuses on the letter in the acronym "GOAL" in the 4 Tier GOAL Framework and how to use it to help you achieve your goals. I learned this system from a podcast I was listening to called On Purpose from Jay Shetty and had to share it with you.

 

Focus on Growth, Not Goals

People's biggest mistake is focusing on goals, not the growth needed. Putting intention into action requires a focused look at what growth is necessary to achieve the goal. 

 

Answer these key questions to determine what kind of growth will be needed:

• What skills do I need to learn or improve? 
• Do I have all the tools I need? 
• What abilities do I need to gather or grow? 
• What qualities do I need to strengthen or develop? 
• What habits do I need to grow or change?

 

Strategically focusing on these questions provides the framework needed for improvement and achievement of the goal. We focus on growth vs. the goal.

 

Prioritize Opportunities

There is no shortage of things that take our time or attention. Being clear about our intentions and focus is vital and helps us avoid getting distracted by opportunities that don't help us meet our goals.

 

One of the biggest reasons we don't achieve our goals is that we say yes to too many things that are not our priority and no to too many things that are our priority.

 

For example, one of my priorities is working out every morning. I say no to everything else during my workout time unless it is a family emergency.

This decision gives me hard and fast criteria to stick to when considering if something is important enough to come between me from achieving my goal.

 

If my goal is to get up early, I may have to say no to late-night outings because it doesn't fit the criteria for meeting my goal.

Having criteria in place also helps us evaluate when it's okay to go outside of that. For example, someone looking to grow their business and needs new clients has to set criteria about blocking time to do so. You may have to say no to other requests that steer you away from your plan.

One of the biggest reasons we don't achieve our goals and resolutions is that we don't create criteria around our opportunities. 

 

Take Action

We need to be strategic in planning how we will achieve this. Too many of us set these lofty goals but never break them down into how we will get there. We have goals and an understanding of opportunities, but we fail to implement a plan. It requires discipline and consistency.

 

I am a visual, so it may help to think of goal achievement as a ladder. Each rung is vital for success. Breaking a goal down into achievable steps makes it less overwhelming; it motivates you to start now. 

 

If your action plan does not build a step ladder to steps you can begin right now, that is not a complete action plan.

For example, I shared that my goal was working out in the morning, but it is not actionable. I need to break it down into steps, like running these five times a week at 6 am. Breaking it down into steps will bring success. The more specific you are, the better your opportunity to follow through.

 

A complete action plan includes the following:  

• What are we going to do – what is the goal, and what are the small steps  
• When we are going to do it – put the time and date on the calendar 
• Where is this taking place – chose it
• How we are going to do it – be specific about tools, equipment, strategy
• Whom we are doing it with – have accountability
• Why – what is our motivation 

 

Learning 

The final piece of the framework for reaching your goals is Learning. The intentional focus changed everything. Knowing what this year will be about helps provide direction and purpose.

 

In what areas are you committed to growing this year? 

What are you learning now that will make it more successful?

Commit this year to learn. Read more, talk to others, and take classes. Focused learning fosters curiosity, exploration, and intrigue. It puts fuel into the momentum you need for personal and professional growth.

 

Keep celebrating the wins, and create time and energy for learning. This area allows you to learn new skills, prioritize opportunities, take action and grow!

 

Thank you for supporting me with the Three Word Podcast.

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 183, Practice Pays Off!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 183, Preparation can be the difference between life and death. Practice Pays Off!

 

What a difference a week can make. A week ago Monday, one of the most anticipated NFL Games was on the biggest stage between the Buffalo Bills and the Bengals. A game with significant playoff implications.

 

What an emotional week not only for Damar, his family, both teams, medical teams, and all the millions who watched that moment play out on Monday Night Football. All of us were in complete shock and disbelief at what had happened. We felt fear and compassion for Damar and the other players. 

 

This past week, I have thought about many life lessons that unfolded for me. Something bigger than Football happened at that moment. We all banned together to cheer for number 3 - Damar Hamlin. All were clinging and hoping for positive signs that Damar would be okay.

 

The power of togetherness was one significant takeaway. Strangers worldwide prayed for a man they had never met until that night. I witnessed love and respect between two opposing teams coming together to support each other in a time of need. I saw the extreme love from parents for their son, who showed unwavering faith that everything would be okay. The power and precision of teamwork among the medical professionals who shared that they were doing their job.

Leadership lessons from so many people.

 

At a press conference, I was listening to Sean McDermott, the Bills Coach, share his thoughts when they received the encouraging news that Damar showed improvement by writing, "Did we win the game?" He said something during that press conference that connected to me. Sean went on to share how much respect he had for the quick response by the medical team on the field. He then went on to utter these three words: Practice Pays Off, and it did in the moment of need. 

 

It was the Bills Assistant trainer Denny Kellington who was doing his job - one he had trained to do all his life. He prepared for the game every day to be ready for that moment. He did this when no one was watching. He and the trainers would complete the mock exercises week in and week out so they would be prepared to step in for the next play. His actions in helping to save Damar's life are nothing short of amazing. You talk about preparation and leadership, a real hero saving Damar's life. 

 

Denny went into action and quickly restarted Damar's heart and restored blood flow to his brain. He was doing this in front of both teams and millions of viewers under a very challenging circumstance. His calmness and leadership at that moment helped save Damar's life. This story could have ended differently if Denny hadn't spent hours and time practicing these situations. He was preparing for the worst-case scenario. 

 

I understand that unless you are in the medical field, we may not be able to save someone's life. We can impact others around us with our leadership skills. How prepared we are each day to lead others or be there for them in that moment of need.

 

I now have another number 3 that I will be cheering for: Damar Hamlin. Another team, in addition to the Bengals, that I will be rooting for is the Buffalo Bills.

 

I understand that leadership presents itself in many forms and at different moments. We must all prepare for our moment by practicing what we need to do to improve our game or business. That these three words matter, Practice Pays Off! Practice to improve your skills, Practice!

 

 Practice when no one is watching. Practice!

 

I am so proud to be a part of Cincinnati, who turned the town Blue and Red, gathered in prayer, and wrapped their arms around Damar, his family, the Buffalo Bills, the entire medical team, and our Cincinnati Bengals.  

It's a New Dey - WHO DEY!

 

Could you do me a favor? If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

Episode 182, 4 Tips to you achieving your New Years’ Resolutions!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 182, Start with you!

4 Tips to you achieving your New Years' Resolutions!

 

Happy New Year!

 

January is the start of the new year! New year's resolutions, new challenges( 30-day challenges begin), new workouts, new relationships, new friends, maybe for some, a new job, and hope for new customers.

 

I have a question for you. 

Can you remember what your goals were for 2022? 

Did you achieve them?

If you fell short of reaching your goals, do you know why? 

 

Studies have shown that, by February, approximately 80% of us will not achieve our New Year's resolution goals. Wow, that is a staggering percentage.

 

We need to understand Why New Year's resolutions are so popular. 

It gives us a clear starting point. The beginning of a new year and new possibilities draw us to participate. Secondly, the beginning of a new year invites us to imagine our future, "improved" selves. This projection of whom we'd like to be can be exciting and motivating.

 

But what if this way of thinking sets us up to fail from the start? 

When you look back on failed resolutions from years past, you may notice that they suffer from common pitfalls such as:

• An all-or-nothing mentality
• An overly ambitious mindset
• Not being specific
• An emphasis on achieving goals vs. building habits

 

To achieve your goals, it does take a certain mindset, and more importantly, to achieve your goals, it takes you creating the proper habits. Habits that become a way of life for you while giving you the momentum to keep making progress.

 

I want to cover some obstacles that might be standing in your way.

An “all-or-nothing” mentality

New Year's resolutions tend to encourage "all-or-nothing" thinking. Goals like Dry January, where you don't drink the entire month. I will exercise for an hour every day when I haven't walked for 15 minutes. We set our goals so big that with the slightest slip-up, we give up.

 

All-or-nothing thinking can be the result of self-sabotage. Without realizing it, many of us may believe we're undeserving of success. We're constantly battling with ourselves as we subconsciously engage in behaviors that actively make achieving our goals harder.

 

The key is visualizing the person you want to become and what habits and behaviors align with that person. Making progress is the key to you staying on the path.

 

An overly ambitious mindset

In the excitement of the New Year, it's easy to set overly ambitious goals that don't reflect your current reality. One way to set yourself up for success is gradually building each day to sustain your plan and create a better system. Thinking smaller may not feel as inspiring in the short term, but it can lead to more inspiring results.

 

For example, if you want to exercise more and are not doing anything. It will be challenging to start exercising every day for an hour. Instead, start by walking for 15 minutes three days a week. Then add ten more minutes or another day. You're creating a lifetime habit. 

 

Be more specific

Sometimes, New Year's resolutions fail because they're too broad. "Exercise more," "eat healthily," and "save money, are examples of goals that lack any specificity. 

 

Three reasons why this can be a challenge for you: 

1. They're not actionable. Knowing what you need to do to achieve your goal is challenging.
2. They're difficult to measure. Creating mental milestones of success is difficult, as there's no clearly defined end goal.
3. They lack accountability. You aren't accountable for hitting anything without a target. If a goal is too vague, it can seem more like an aspiration.

 

Build habits vs. achieving goals

New Year's resolutions often fall short because they encourage a goal-oriented rather than a process-oriented approach. We want to develop habits for our life versus a narrow focus on achieving a single goal.

A goal-oriented perspective can motivate some, but it can be too black-and-white for others. Even if you progress towards a goal, you've technically "failed" by not achieving 100% of it. On the other hand, habits focus more on the journey than the result.

 

Measure your goals

It is wishful thinking to have a positive mindset and hope to reach your goals. It's another to measure your progress. Be clear on the specific steps you need to take by doing the following:

 

• Give yourself a clear, well-defined goal. For example, "I want to add five new clients" vs. "prospect more often." 
• Set clear benchmarks to measure your progress. For example, " I will ask for three introductions a month from current clients" vs. "prospecting twice a week."

 

Celebrate your progress

Celebrating your progress can give you the motivation you need to stick to your resolutions in the long term. We need to know that there is a reward in it for us. So reward yourself for performing a specific behavior; the brain engages the dopamine feedback loop. Once triggered, this loop releases some feel-good dopamine and makes us associate that behavior with a positive feeling.  

 

Rewarding yourself for reaching small milestones doesn't just make you more likely to achieve your goal. It also makes the process much more enjoyable! So, before you commit to your resolutions, take some time to decide exactly how you want to reward yourself for hitting benchmarks along the way.

 

I believe it starts with you!  

Define your success. 

The habits you need to create. 

Measure your progress.

Celebrate your successes along the way.

The famous saying, "If it's to be, it's up to me"! That is so true.

Progress equals happiness!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 181, 7 Powerful questions to ask yourself about this year!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 181,  7 Powerful questions to ask yourself about this year!

We are days away from the new year. I think it is so important that we pause and reflect on the year. The time of year to reflect and gain perspective on what you discovered, learned, and connected to you.

 

Questions can help design the new year! Taking that time to pause and reflect is so powerful. I was listening to one of my favorite podcasts "On Purpose"  by Jay Shetty, where he shared seven powerful questions you can ask yourself before the year ends. 

 

The questions help you get a clear insight into how this year went, the ups and downs, the special moments, and the things you might want to do away with or carry into next year. I spent time answering the seven questions over the holidays and thought you might find them helpful.  

 

7 Powerful questions to reflect on and end the year with confidence.

 

What is the challenge that you've overcome this year?   What was something difficult you did or a breakthrough? Maybe something was holding you back, and you did it. It doesn't have to be significant. A follow-up question is, what did you learn from it?

What did it teach you or your takeaway? I Experienced Vertigo. I woke up with the room spinning and not able to stand up. I had a strange ear infection that caused it. My takeaway from experiencing Vertigo is that I have compassion for those dealing with this all year. It reiterated to me that our health is everything!

 

What's a surprise you dealt with this year? Something you were not expecting. The reason is that studies show that reflecting on how you have overcome past challenges helps you process negative experiences in the future. You gain confidence that you navigated through a challenging experience, which will help you face future setbacks. Our dog Dakota passed away unexpectedly. I realized how much joy and happiness our fur kids give us. How heart-connected we are to our pets. How much unconditional love they give us every day.  

 

What is something you bought this year? A tangible thing you bought this year that you love. What did you invest in for yourself? What did you spend money on that made you happy? Something simple I bought was Vurio joggers. Life-changing comfort, and I highly recommend them. Something else I bought was golf lessons. Thank you, Ashley, from Golf Tec, for helping me perfect my golf swing and putting stroke. I shot several times in the 70s because of our sessions. Let's celebrate what we spend money on that makes our lives more enjoyable. 

 

What's the best book/podcast you read/listened to? My favorite book of the year was Peak Mind by Amishi Jha. She teaches you how to find your focus in a world of distractions. My favorite podcasts are On Purpose with Jay Shetty and Dare to Lead by Brene Brown. They teach valuable lessons about health, relationships, leadership, and how we impact others. I love these podcasts because they open my worldview and make me think about my life.  

What are your blind spots for next year? We maybe go into recession next year. What can you do today to help you? It enables you to prepare versus avoiding what could happen next year. I know I can't control the economy, but I can control my Behavior and attitude daily. I want to focus on what is possible for our sales team and me. I want to support them. I would also add health again. What can you do each day to live a healthy life?

 

What made you the happiest this year?
It is crucial because we tend to focus on challenging times and lose sight of happy ones. When we actively seek out these happy moments and celebrate them, they connect to our hearts and become points of inspiration in our lives.   The Bengals made it to the Superbowl, which made me happy. Hikes in the woods with Liv and our fur kids. Time with each other talking and appreciating the sounds and smells of nature. Our girl's trips to Hocking Hills and dinners together made me happy. Days of laughing, connecting away from the day-to-day demands. The time spent connecting with these fantastic ladies brings me happiness and gratitude.

Who's the person you couldn't have gotten through this year without? From a work perspective Christine Mello, with whom I co-manage the team. I can't imagine this past year without her: her wisdom, support, in it together, and friendship. My wife, Olivia, is so important to me. Liv deeply knows me and my heart. She supports my vision of becoming a better version of myself. Life is better with Liv! It's great to reflect on those who love you profoundly and impact your life. They may not even realize the impact they had on your year. Maybe call or write them a note saying how grateful you are for them.

 

These questions, I hope you gain insights into the past year. Thought-provoking questions to verify the challenges you overcame because it gives you strength to overcome future challenges. The surprises you dealt with, so you will be better prepared for future surprises. What you spend your money on will remind you where to invest your money. What brought you joy and happiness? What book or podcast you listen to will help you continue your journey of personal growth. Knowing your blind spots prepares you for the future. What made you happy this year is a great reminder to keep doing those things and keep prioritizing those things. Who's that person that you couldn't live without this year? 

 

I am so grateful to you. Thanks for sharing your time with me. I hope you will take the time to reflect on the past year and all you have experienced, learned, overcome, and inspired you.  

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

To learn more about Jay Shetty, http://jayshetty.me

Episode 180, The 60% Rule!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 180, The 60% Rule!

 

Many of you have heard about the 80/20 Rule; 80% of your results will be produced by 20% of your effort. Or if you're in sales, 80% of your billing comes from 20% of your accounts.

 

Have you heard about the 60% rule? Before I explain the benefits of this principle, let's look at what it means to focus and have discipline.

 

In Merriam-Webster, focus means "to fix (as one's attention) steadily toward a central objective," and "discipline" means "to train to do something by controlling [your] behavior." 

 

It's us determining how and where we plan to focus our efforts.

 

The best salespeople know where and how to spend their best efforts. They know that 20 percent of their prospects will buy from them no matter what they do or say, and 20 percent won't buy from them no matter what they do or say. That leaves 60% of prospects or customers we must focus efforts on to convert into clients. It takes ongoing discipline and commitment!

 

I want to share a story from this week where this principle applied. I was in a coaching session with a team member discussing their next year's business desired results. Our conversation focused on how busy he was and stressed about how he would get everything done. It's the end of the year, so we are busy setting up renewal meetings to secure business for next year. It's the holidays, so we have fewer days with clients taking vacations and you taking time off. You are booking new meetings to replace the business that may not return. Your thinking to yourself, how will I get all this done?

 

Do any of you feel this way? The word stressed, overwhelmed, or sheer panic you may be feeling. This time of year can be overwhelming and, in most cases, feels like we are starting over.

 

I asked him what his most significant stressor was. I have key account annuals; these accounts are the 20% of clients who will buy from him. I have client requests, internal requests, and emails filling my inbox, not to mention the mental stress. I need to spend time on it, and I feel like my days are getting away from me. 

 

I agreed with him that, especially at the end of the year, fewer days in the month because holidays and vacations can leave us feeling a bit more stressed. Setting priorities and time to focus was step one. I then offered a possible solution centered around the word discipline. It takes discipline in your mind and actions to accomplish what you need to get done.

 

He shared that priority one is renewing his current clients. I agree that he invested too much time over the year and, in some cases, years of building a solid relationship and reputation. He needed to identify blocks of time where he could focus on his 20%. We discovered that 11 am-1 pm would be the time he felt would be the window of time to develop his recommendations for the following year. He agreed to block that time on his calendar, turn off his phone and avoid looking at emails. He realized he could build the proposal and be resourceful by tapping into sales support to put his strategy into a compelling format.

 

What we came to realize is that sometimes this list that builds in our minds seems insurmountable. When we slow down, write down our priorities and first focus on the 20% of our clients that will say yes and let go of the 20% of accounts we shouldn't be calling on, then zero in on the remaining 60% we have a discipline plan.

 

Filter your clients

It takes focus to stay on track and target the right customers with a business need you can solve along with a budget to solve their problem. I know we want to help everyone we meet. Sometimes we waste time trying to convince someone to do business with us. They are not a fit for your company or don't have the budget. That is why you need a client filter process. Depending on your industry, you should have data to support the ideal customer you can help. Some filters are the revenue of the companies, the size of the companies, and the growth of a company. Step two is to stop focusing on the 20% of clients that won't buy from you no matter what you say or do. 

 

Step three is where you focus your time and energy on the remaining 60%. These accounts need to go through your filter, and you quickly determine if they are the right account to focus your time and energy on. 

The old saying, "Time is money," is so important. So choose your time and accounts wisely!

 

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Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 179, The Holiday Hustle.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 179, The Holiday Hustle. 

 

It's the holiday season; your clients are taking time off, and you are taking time off. The pressure is on you to tie up loose ends and secure renewals with your current clients while setting up meetings with important clients and new prospects. We know that December is the month split between rushing to get work done and showing employees and clients that you appreciate what they've done throughout the year. Added to this is the pressure to set goals for the new year.

 

The question is, will your holiday season is bright? The holiday season can be an excellent opportunity to land new clients and strengthen relationships with existing customers. 

 

Here are Six tips to maximize your business opportunities during the holidays.

 

Appreciate Current Customers

The holidays are a great time to show appreciation for working with them. Sending a handwritten note of appreciation for your partnership over the year will go a long way. Another idea is to create a fun holiday video. Create a fun, humorous video that celebrates the season in your unique way. Block out time, make a list, and check it twice on who has been naughty or nice. The key is to schedule this on your calendar. 

 

Use social events as business opportunities.

You'll likely receive a few holiday party invitations during the month. These can be prime networking opportunities. Review each invite carefully and choose those that stand to expose you to new clients. Find a way to remind those around you that you're preparing your business for the next year and welcome introductions to others that you can help. 

 

Ask your client for a holiday gift.

You have the opportunity to get a gift from each of your clients. What is the perfect gift to give you? An introduction to another potential client that they know. Introducing you to another client is the quickest way to ensure your business continues growing into the new year. Our clients know other business decision-makers, and you are asking for an introduction to see if there is a fit with what you and your company can offer them. The statistic for asking for a referral is mind-blowing. About 80% of our clients are willing to do an introduction, and only 11% of us ask for one. Put this on your Holiday to-do list and save yourself valuable time prospecting for new clients.  Introduce someone you know to your customer.  A gift they can benefit from as well.

 

Mind Your Time

Let's not have a meeting to have a meeting. Remember, fewer people will be available around the end of the year, with many company-paid holidays and vacation time. Review the meetings you have planned for the rest of the year and ask if they are necessary to move your business forward. If so, perhaps you can reduce them from 60 to 30 minutes. It allows your team to do other productive things for their business. It allows time to ensure your processes and systems are in place for the new year.

 

Optimize Your Downtime

Take advantage of this time. Use this time to think—reflect on your business this past year and prepare for next year by completing your business plan. Set yourself up for success! A business plan promotes productivity, enabling you to set and implement goals while holding yourself accountable to business-building activities throughout the year.

 

Mind Your Mind

Carve out some time for yourself. Self-care is critical to being ready to face the many challenges in our work and personal life, especially as we prepare for the festivities. Maintaining a balanced life is vital. Be mindful of your sleep and hydration, and keep your health and wellness workouts. We all could use a little time for ourselves.

 

The holiday season can bring challenges and opportunities. Take the time to celebrate you and all you have accomplished this year. Find a way to make the most of the final weeks of the year; you'll be able to expand your client base and build good relations with the clients who have been so loyal throughout the year.

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.