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Attitude of Gratitude – The Grass is Always Greener
by On February 27, 2008

Ken BudkaThe grass is always greener on the other side.

It is a syndrome that affects all of us throughout our life from time to time. Wanting, wishing, and desiring things that we do not have.

Those pains of envy when your neighbor drives up in a new car or if they have a new house, or they bring home a new baby, or they have new clothes. All these things, these material things.

Realistically, it is all just matter of perspective because they are probably looking over the fence to your yard and at your life and at you going, “Oh, look at him. Look at what he has done. Look at who he has become and the life that he leads or she leads or what they have.”

One of the simple and most effective ways to manage your attitude and remind yourself of how great and how special you are and your life is, is by jotting down on a piece of paper a gratitude list. Things you are thankful for and grateful for.

It could start with I am thankful that I can see, or I can hear, or I can taste and touch and smell. It could be things like, I am grateful that I have a car, that I can drive from point A to point B, and don’t have to hop on a horse or ride a wagon train. My car is paid full. I have a beautiful wife and a great family. We do not have much money or many things, but we are happy. Our house is simple, but the love that inside so much more than a person with a 10 million dollar home might ever be able to imagine in their lives.

Look in the mirror. Be thankful that you exist because you change the world.

Try writing down at least five things you are grateful for everyday for a month (and you can’t repeat yourself!) This exercise can change your entire outlook on life.

What are you grateful for? Post a comment below.

Be Free!

Ken Budka
Instructor

End the Blame Game and Add Freedom
by On February 26, 2008

Is anyone else out there sad the football season just ended? Personally, I love football! And it provides a great analogy for our topic. We have reached the pinnacle topic of taking personal responsibility in our lives…….learning to not blame outside factors.

Does the Quarterback yell at his Center for not passing him the ball properly when he throws an interception? Does a player blame the wind or the fans or that his car broke down that morning? No. It would be considered bad sportsmanship. They all have to play as a team and take personal responsibility for their own actions.

So why is it, when things aren’t going our way, it is often our instinct to start blaming other people for the things that are going wrong in our lives? It’s our parent’s fault or our spouse or our boss or our clients, our children, etc, etc. Or we may blame the economy or various other outside factors for the hard times we experience.

Sure, we have to adjust when the wind blows and sometimes obstructions do come into our paths. It’s not to say they don’t exist. It is just not productive to place the blame for our own existence on them. We are responsible for our own lives, our own happiness, our own success. There will always be outside factors and other people to deal with,.but we must learn to work thru that.

What often seems like an obstacle is often just a lesson. The truth of the matter is that EVERYTHING in our lives is a mirror of our internal state. Once we address our innermost challenges with our self our outer world also starts to fall into place, as well.

Take some time to think about what’s holding you back from experiencing life as you really want to live it. If you find yourself consistently blaming the outer world, it’s time to look inside. Don’t judge yourself or be a harsh personal critic. Instead, do just the opposite. Deal with yourself as if you were a young child. You wouldn’t berate a child for making mistakes. Don’t berate yourself for them either.

Simply accept that you have full responsibility for what has happened. It did not happen because of anyone or anything else. Even if it appears that is the case, keep in mind it is just a reflection of something going on inside of you. You will never change others anyway, so tend to yourself.

Figure out which of your own beliefs or patterns or behaviors are holding you back and dedicate yourself to working on them. In time this will become very freeing because you are no longer the victim of anyone or anything outside of you.

You may need to shift left or swing right, but when you take full responsibility for your life, you also realize you have the power to change it!! You don’t have to wait for something else to come along and fix it. The answers are within you!

So pick up that ball and run for a touchdown!

Let me know how this works in your life. Did you experience more freedom? Post a comment below.

I think you guys are the best 🙂

Be Free!

Lauri Sompres

The Habit of Hitting Goals
by On February 25, 2008

David DenisFor many people, goal setting is just an exercise in futility. We know we should do it, but it just never seems to work. We set goals, but never really achieve them. We try again, only to fail again.

Eventually, it becomes easier just to skip the whole exercise – after all, if I don’t set a goal, then I don’t have to feel bad when I don’t hit it, right?

The problem here is not with the concept of goal setting. The problem is that most of us never get the chance to experience the power of GOAL HITTING. This happens because of a few simple errors that almost everybody makes in the process of learning to set goals. When you make these errors and you fail to hit your goals, it sets off a whole chain of negative consequences, including frustration, guilt and a hard-to-define dissonance of the spirit that comes when you let yourself down.

On the other hand, when you get into the habit of HITTING your goals, the opposite effect takes place. You experience satisfaction, personal fulfillment, and a sense of alignment and harmony that creates a powerful upward spiral in your life.

So what are these common pitfalls?

In my life I have found that the single biggest obstacle to hitting my goals is that I have a tendency to set goals that are simply the wrong size.

This has two causes:

First, I tend to confuse dreams with actual goals.

A dream is something that I would like to be or have or do. I desire it, but I have not really counted the cost of achieving it. If I take an unprocessed dream, and simply call it a goal without really figuring out what it will take to obtain it –that has almost always been a recipe for failure. Dreams are good, but I have had to learn to distinguish between a dream (a desire) and a Goal (a promise to myself). I do this by asking, “what I am WILLING to do?” Am I willing to actually do the work required to achieve this goal? If not, that’s OK, but I should either adjust the goal or choose a different one.

The second reason for failing to hit goals is that I simply fail to take reality into account.

We have all heard that we should set BIG goals and that’s true, but it only works once we have firmly established the habit of hitting our goals. When you are starting out, make your goals as achievable as possible. They should be challenging, but they must be realistic.

For instance, if I only have 1 day available in the next month for hiking, the chances that I can climb 16 peaks to achieve my goal are pretty slim. A reality check means looking at available time and resources (including money and people) and asking what CAN I do under these circumstances. If I don’t have enough resources, then I must change how I frame my goal to allow for reality.

Why is hitting your goals so important?

First and foremost because when you don’t hit your goals, it creates a crippling cycle of psychological damage — the result of being out of alignment with your own purpose and values. When you start to hit your goals, however, you begin a process of integrating your words with your life that will ripple through your entire existence. Then, as hitting your goals becomes common, it becomes your default setting. That’s when bigger goals start to motivate rather than frustrate you. The resulting harmony will bring you great satisfaction and personal fulfillment that will propel you upward toward the life you have always wanted – and that is a very very good thing.

So start today by setting one small goal, asking yourself, “what CAN I do?” and “what am I really WILLING to do?” Then start doing it, even if it is a tiny thing. Each success you obtain builds upon another, and pretty soon you will begin to master the incomparable habit of Goal Hitting.

Be Free!

This article was written by David Denis owner of http://www.rocksolidwriting.com

David is a freelance writer for hire offering article writing, sales letters, training manuals, speech writing, seo content, sales writing, blog articles, copy-writing service, sales scripts and business name ideas.

To learn more, or request a quote visit http://www.rocksolidwriting.com/freelance-writer-quote

Schedule Time for Interruptions
by On February 22, 2008

Eric PlantenbergOne of the most challenging situations people face when planning their day is how to stick to their schedule when they are constantly being interrupted. Just when your activities are organized, someone else’s emergency seems to get in the way. A client has a crisis, co-workers are in a jam, your boss is breathing down your neck, a friend calls, or any of the dozens of other interruptions you face on any given day.

So what can you do to keep your day on track?

Schedule time for interruptions.

That’s right, just as you would schedule a meeting with a customer or event with your boss, scheduling a specific time in your day for interruptions is a technique that our students nation wide continually tell us is one of the most powerful time management tips they have ever used.

How does this work?

There are two components.

1. As you are planning your day or week, allot a certain amount of time for the sole purpose of dealing with ‘other people’s emergencies.’

What normally happens when someone calls or comes running into your office with something that they need your immediate help with? You drop whatever you are in the middle of and rush to their attention. Not only is their issue something that may not be of any importance to you, but I recently heard that it takes most people around 20 minutes to return to the level of focus they had before being interrupted.

Wonder where those ‘lost hours’ go each day? Rebounding from all your interruptions!

But we do not want to tell our clients, managers, and co-workers that we aren’t there for them… so now you can have the best of both. You have a specific time predetermined in your day that you are available for ‘scheduled interruptions.’ Instead to denying the requests of others, you can simply say, “I would happy to help at 3:00 pm (or what ever time you have scheduled for interruptions.)” And then stick to that commitment. Interestingly, most of the time, the person will find a solution in the time he or she waits for you to be available.

2. The second component is to stick to your schedule and communicate to others when you are available for them and when you are not.

For instance, you can send an email or leave a note on your office door that says, “I will be working diligently on XYZ from 1:00 pm to 3:00 pm, if you have any questions for me, contact me after 3:00 pm.” If this seems unrealistic or impractical, that is because you have never tried it! In the long run, your boss with be impressed that you are getting more done, you will have more quality time to prevent most of your clients’ crises, and your coworkers will learn that you are not at their beck and call.

A frequent question people ask is: “How much interruption time do I need to schedule and when should I schedule it?”

That, of course, is going to vary from person to person, but as a general rule, I say as much as you need and when it is convenient for you. If you are the manager of a large group of people, you are going to have more people knocking on your door for help with their challenges than if you are just getting started with a company.

Try out the amount you think will be adequate and you will quickly realize if it’s the right amount for your needs. Most people find that right before or after lunch makes sense, as that is an easy breaking time in the middle of the day.

After you have tried this technique of a week or so, share your experience by posting a comment below.

Feel free post any questions regarding handling interruptions as well.

Be Free!

Eric Plantenberg
President

Your Attitude, Your Choice, Your World
by On February 21, 2008

Leah SimpsonMost people think they have an idea of what attitude is, but if you really sit down and define it, it can take a long time to come to a clear definition. The definition that we, at Freedom Personal Development, have chosen to adapt and train from is this:

Your Attitude is the Way You Choose to View Your World.

Each of those words were chosen very, very diligently.

What is your definition of Attitude?

Two Things to Note in FPD’s definition:

1. It is your choice
2. It is your world.

We can choose to see situations as obstacles or opportunities. We can see people as problems or challenges. Your choices affect the world around you. That might sound positive and hokey, but it really does make a difference.

In 2006, I had a surgery where I was not supposed to speak for 3 weeks. I realized the irony in that I am a professional speaker and trainer. I could look at this situation as an obstacle or I could look at it as an opportunity. My speech therapist said, “I encourage you to pick a couple of things that you want to learn during the (what I now call) period of silence,” and it turned out to be a great opportunity. It is not very often that I just sit and listen to conversation and do not participate.

You can choose to be frustrated in your circumstances or you can choose to see them as an educational opportunity and work things out.

I would love to hear your examples of how you choose to view your world and circumstances. Post a comment below.

So many times we take our circumstances and ourselves too seriously. I am not going to go into great detail about the different attitude management tools you have at your disposal because my good friend, and colleague, Roger Seip has a great audio program on attitude.

One attitude management tool that I will encourage you to think about is just being able to laugh at yourself. I do not mean life is not serious because life is serious. We all have a lot of responsibility, but being able to sit back and laugh at the things that happen to us, the circumstances of where we are and the things you want to change is a huge way to help improve your situation and the world around you, your world.

It is your choice. You can sit and cry or you can just laugh at it and move on. The road and journey of life is way more fun when there is laughter involved.

Be Free!

Leah Simpson
Instructor

Being Brilliant with Sales Basics
by On February 20, 2008

Brian QuallsMaking sales is a process, not an event. When selling becomes a series of steps, a system for communicating with people that is followed consistently, results will follow.

Any sales process should include the following elements:

1) Get a Lead
2) Make Your Approach
3) Fact Find / Understand your Prospects Needs
4) Present a Solution
5) Answer Questions and/or Objections
6) Ask for the business

Get a Lead:

There is no selling without a prospective buyer. This article will not focus on generating leads.

If you have a unique method or ideas for generating leads, please share with the group and post a comment below.

However, we will be covering what an effective lead should contain.

A lead should consist of someone who may be willing or able to buy. The more qualified your lead is, the more likely they fall within this category. A lead may be a cold name and number from a list, an owner or executive of a business or organization, someone who has requested information, someone you know or have met through networking, or a referral.

Make Your Approach:

Once you have a lead, your next step is to approach your prospect in order to begin the process of communicating with them. Depending on your industry or your style, your approach may be written or verbal. Regardless, your approach should do three things.

  1. You want to grab the attention of your prospect. In most cases, your prospects are not just sitting around waiting for you to introduce yourself. Therefore, it is important to get them focused immediately. If your initial approach is verbal, I’d advise you to use your prospects name as an attention grabber. People experience almost an entire watt of electricity pass through their brain when they hear their first name. Similarly, if your approach is written, find out the name and correct spelling of the decision maker’s name. Furthermore, your written approach must create value for your prospect immediately so that they sit up and read on.
  2. Your approach should identify who you are, who you represent, and briefly state your purpose in communicating with them. The most effective way to accomplish this is by creating value and or curiosity in the mind of your prospect.
  3. Third, your approach should include how much time the next step will require, and involve some form of approval to move forward. Let your prospect engage with you before diving in.

Fact Find / Understand Your Prospects Needs:

Never, and I mean never, present without first getting information from your prospect and understanding his or her needs and motivations. This involves asking questions and listening to the responses. Most people don’t feel truly listened too very often, if at all. Therefore, genuine listening provides a benefit to your prospect as well as to you. Specifically:

  1. You build rapport by getting people talking about themselves and issues that are important to them;
  2. You determine if they are in fact prospects with whom you should be spending time (i.e. Do we have a potential win-win situation here?) and
  3. You learn invaluable information that you can use in presentation and objection handling.

Point of this stage, listen more than you talk. Furthermore, paraphrasing what you’ve heard can be helpful to ensure that you’ve understood them correctly.

Present a Solution:

Okay, now it is time for you to do most of the talking. This is where you present your solution to someone that you know is qualified to hear it, in light of your newfound understanding of your prospects needs.

Highlight the key features of your product or service in a logical way. Demonstrate how it will benefit your prospect by focusing on what you know is important to them. If you have a story to illustrate a key point that is relevant to your prospect, use it.

It is useful to periodically engage your prospects in your presentation with an occasional question like “Does that make sense?”, or to use a trial close that give you an idea of whether they are with you such as “Do you feel like this might help you to accomplish X?” Also, look for buying signals from your prospect, both verbal (in the form of buying questions or comments) and non-verbal (if applicable).

Take care to avoid overselling your prospect by talking on and on. This can kill a sale by exhausting your prospect with too much information and too much to consider. Let the momentum in your presentation peak, then pipe down and move on to the next step.

Answer Questions / Handle Objections:

Your presentation should have addressed many common questions and objections already. However, it is very natural for your prospect to have additional questions and concerns. This is not an adversarial step by any means. Objections are actually signs of a prospect’s interest in buying. So don’t be “scared” of hearing an objection, welcome them.

When a question is asked, validate your prospect’s experience by genuinely saying “that is a great question”, “I’m glad you asked that” or “absolutely” before you address their concern.

Ask for the Business:

Remember, making sales is a process.

By now, you are dealing with a qualified prospect that has motivations and needs in line with your solution; you’ve presented your solution, validated and answered the prospects questions and objections.

The next logical step is to ask for the business. Simply asking is the simplest and most straightforward way to close.

For example, a real estate agent might ask, “shall we get started selling your home?” You may also like using an alternate choice close. For example, an insurance agent might ask, “all we’ll need right now to get you covered is a first month’s premium; or, many of my clients prefer to pay for the year at the outset in order to save money in the long run. What makes more sense for you?”

If they answer with either of the options you’ve provided, you’ve just closed. Note that when using the alternative choice close you are assuming that you are going to be doing business, and you are just getting clarity regarding the details. This can be very effective if the situation fits.

Experiment for yourself and see (share your results with the group and post a comment.) The point here is, don’t rely solely on your brilliant presentation and objection handling to get the deal done. Unless you’re prospect closes themselves, you’ll have to ask!

Concluding Thoughts:

When executing the entire sales process: Relax, have fun and be yourself. Come from a place of service and truly care about assisting your prospects and clients. Sometimes you’ll get a no, and sometimes you’ll get a yes. Both outcomes are healthy and necessary.

Believe in yourself, be confident, and be grateful for being in a great profession.

I would love to hear your feedback and comments on this article. Post a comment below.

Be Free!

Brian Qualls
Instructor

PS – We want your opinion! This is Freedom Personal Development’s first newsletter article post.

Did you think it was too short, too long, or just right? Thanks for all of your feedback ~ we are listening and excited about improving each month!

How to Get INTO a Sales Slump
by On February 19, 2008

David Denis 

      Download How to Get INTO a Sales Slump MP3

(1. Right click the link 2. Choose “Save Target As”)

There comes a time in every salesperson’s life when things are going great. Your pipeline is full; you’re making sales; the revenue is flowing; market shares increasing; you’re hitting your goals. This glorious state of affairs may go on for some time, but it will almost certainly not go on forever. Your sales will eventually slump.

It seems then that you have two choices:

1. You can either wait around for the inevitable poop to hit the proverbial fan;

-OR-

2. You can be proactive; take the bull by the horns and make yourself go into that sales slump.

If you know a slump is coming eventually, why wait around for it. Why not go right ahead and get it over with. Hey, if that’s your style, let me give you a couple of sure-fire techniques to make certain that your sales take that nosedive and soon.

To really force your sales slump you’ll need to dismantle both your mental and your technical game, so let’s start with tips for cerebral suicide.

1. Talk Trash to Yourself

No matter how good you feel, just keep telling yourself how bad off things really are. Repeat those messages over and over and if you work hard at it, you will destroy your confidence. Everyone knows that sending yourself positive, constructive messages is one of the primary killers of sales slumps. So if you’re looking to go down, stop talking things up.

2. Rev-up Your Worry Engine

Use every opportunity to mentally rehearse your worst-case scenarios. Stop imagining how good it feels to actually hit the goals you set and instead use all your mental energy to prepare for disaster by vividly imaging every disaster. You’ll not only be not surprised when it comes, you’ll find it will arrive much more quickly.

3. Eat Lots of Mental Junk Food

Avoid all opportunities for self-improvement. Achievers cultivate good mental hygiene by constantly exposing themselves to useful, positive, helpful ideas; but, if you are serious about taking control of your sales slump, you cannot afford to spending all that money on coaching, seminars, books and CDs. That is how high achievers stay on top.
__________

Now, those things should take care of your mental game. Sometimes, however, you must take drastic and concrete action. Concrete action, to gain that losing edge you’re looking for.

So here are three more unbeatable ways to blow up your business by trashing your technical skills.

1. Buck the System

If you use some kind of proven selling system, just stop. A systematic approach to sales is so fundamental to success that following those kinds of systems dramatically increases your long-term success.

Oh, and if you aren’t currently using a systematic approach to your business, you’re probably already in a slump and you really don’t need my help.

2. Question Authority

If you have a coach, a manager, an accountability partner, just start ignoring everything they say about your performance. I mean, why take their good advice when you are certainly capable of making all kinds of very creative mistakes all on your own.

3. If All Else Fails, Just Work Less

Re-focus your energy on non-productive activities like reading trade publications, chatting with co-workers, or that all-time favorite forwarding email chain letters. Working harder may not be the solution to every problem, but not working will definitely make every problem worse.

Here’s the bottom line.

If you continue to apply all those success habits you have so carefully cultivated over time, you will always be waiting for that slump to hit, but it may never actually arrive. Don’t be like those people who let their sales slumps take them by surprise.

Keep it simple. Failure just isn’t that hard. You really can do it, if you don’t try.

Be Free!

This article was written by David Denis owner of http://www.rocksolidwriting.com

David is a freelance writer for hire offering article writing, sales letters, training manuals, speech writing, seo content, sales writing, blog articles, copy-writing service, sales scripts and business name ideas.

To learn more, or request a quote visit http://www.rocksolidwriting.com/freelance-writer-quote

Thank You for Taking Our Survey
by On February 17, 2008

Thank you for completeing our survey.  Your feedback is greatly appreciated.

Here is your 25 min mp3 download of Public Speaking: How to Create Solid
Content That Will Impact Your Audience By Roger Seip and Eric Plantenberg 

Download the How to Create Solid Content That Will Impact Your Audience mp3
(1. Right click the link 2. Choose “Save Target As”)

In this 25 minutes mp3 you will learn:

*  How Delivery differs from Content
*  How to Determine Your Desired Outcome
*  How to Establish a Need
*  How to Effectively Present a Solution
*  Your Call to Action
*  How to Properly Use Visual Aids

When you implement this information, you will:

*  Enhance your confidence when speaking in public
*  Improve your delivery
*  Run more effective and efficient meetings
*  Reduce anxiety and fear while speaking in front of large groups of people

Enjoy and Be Free!

Feel free to leave feedback on the mp3 below

Using Sales Self Talk to Your Advantage
by On February 15, 2008

David Shoup

      Download Using Sales Self Talk to Your Advantage MP3

(1. Right click the link 2. Choose “Save Target As”)

We are going to discuss sales self talk or what I like to refer to as our internal coaching system. You know, what we say to ourselves has a powerful impact; not only in our business but our personal lives as well. It is pretty amazing, but we have the ability to mentally program ourselves to either succeed or fail based on the thoughts that we put into our head on a daily basis.

Think about it. If you tell yourself that you’re going to miss a deadline, screw up a presentation or fail, it’s very likely that you will. On the other hand if you tell yourself that you’re up to the challenge or that you can do it, many times you’re going to find yourself rising to the occasion.

That’s how powerful our internal coaching system is.

Buddha says, “All that we are is a result of what we’ve thought.” And that’s the whole premise of the book, The Secret by Rhonda Byrne; that your thoughts become your reality. You attract things into your life by the thoughts that you have.

So why is a properly functioning internal coaching system so important?

That’s better than the alterative. I know there are some of you out there that may be saying, “OK. I can see how you can have a great internal coaching system Mr. Motivational Speaker guy, but I’ve tried that positive thinking garbage and it didn’t get me anywhere.” Have you ever had this thought? And my response is always, “Well, try it the other way. Use negative self talk and see how far that gets you.”

The fact of the matter is you’re much more likely to achieve great things if you frame your thinking towards the positive.

Also our internal coaching system can get us through some big challenges and that reminds me of my time in New York City when I was getting started as an actor, literally having nearly a 100 auditions before I landed my first commercial. If I had allowed my self talk to be destructive at that point, I would probably still be trying.

So here are four action steps that you can take to improve the effectiveness of your internal coaching system.

1. Decide that You Would Like to Make a Change

I was taught in sales that if what you’re doing is not working, do anything different. If the way you self coach is not effective, it’s time to try something different.

2. Change the Way You Phrase Things in Your Mind

I know it’s harder than it sounds. In our memory courses, I suggest that instead of saying, “I have a terrible memory”, you rephrase it by saying, “My memory is getting better and better.” It’s a small change, but it’s a big difference.

3. Get Specific

Self talk it’s not just positive affirmations. It’s well thought out words, phrases and sentences that you give yourself specifically. So choose your words with care. Phrases like “I can,” “I will,” I’m going to”; that’s OK. But “I consistently achieve at a high level and exceed my expectations”; now that’s better.

4. Use Your Internal Coaching System to Focus on Something that You Would Like to See Yourself Improve on in Your Business or Your Personal Life

Shad Helmstetter actually talks about it in his book “What to Say When You Talk to Yourself.”

And it reminds me of when I was in New York again doing stand up comedy and before I would go on stage, I would always say something to myself to the effect of, “They already love me” or “I’ll have them at hello,” just to get me through the idea that OK, all I needed to do is just get out there and talk to them and they’re going to love me. It seemed to work.

In conclusion, whether you’ve heard these concepts before or it is all new to you, know that it takes time to change habits that you’ve taken a lifetime to form so patience; that’s they key.

Be sure to catch yourself doing things right; let the rest of it fall away and be an outstanding coach of your mind.

Be Free!

David Shoup
Speaker

PS – I would love to hear your comments and experiences regarding your self talk. Post a comment below.

Effectively Handling Gatekeepers
by On February 14, 2008

Craig Krause Headshot

      Download Effectively Handling Gatekeepers MP3

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Imagine having the desire to seen the Queen of England. No problem. Just walk on the premises, past the guards at the front gate, bypass receptionist down to the security devices. No go around those, enter the hallway, walk right up to the large, protected doors and boom, there you are speaking to the Queen.

Aah, but you might say, that all sounds too easy. Well that’s a correct assumption. Your journey would, no doubt, end at the first gate you tried to bypass.

“How does this all relate to me?” you might ask.

Sometimes a person, the boss we shall say, can seem as inaccessible to us as the Queen is, and the reason is because the gatekeeper of the office is as effective at their job as a royal guard is at theirs, and that’s a positive for you.

Let’s look at this with two scenarios.

Gatekeeper A answers the phone; instantly puts you through to voice mail. Now the decision-maker has your message lumped in with everyone else’s. Whose voice mail stands out? Nobody’s; you’re just one of 30 for the day.

Gatekeeper B; this person is sharp now; no one gets through without a careful screening. Who are you? What company are you with? Do they expect your call? These are legitimate questions that are verbalized.

That one that is said in the mind of the gatekeeper is, “Why should I allow you to pass through me?”

The whole process begins not with their mindset, but rather with yours. The perception is oftentimes that the gatekeeper is just a human, switchboard operator; runs on batteries and does what we command them to do. If you’re even thinking anything like that, you’re doomed. Getting past the gatekeeper starts in your mind. In fact, the better way of saying that is, getting along with or getting through to the gatekeeper.

Do you see the difference? One involves a negative thought. The other one is a positive one.

If every time we start to dial the phone and thought that the first person who answers is the president, screening their own calls, would that make a difference in how you spoke to them? What if you thought that every gatekeeper you were going to speak to today pulls down $100,000.00 a year because of how important their job is?

Well, it is that important.

What if you thought that the gatekeeper just happens to be a partner in the business? Would that affect your attitude and words? No doubt it would, and the fact is, that person is a partner.

Other ideas to be aware of; sometimes we have our boss voice. We’re upbeat; we’re positive; we say great things; and then we have our other voice. You know; the one where we just kind of pick up the phone and ask to speak to that person. That plants a negative seed. Always be friendly in your tones.

Dale Carnegie gave us a good idea in our actual words. Phrases such as, “I need to speak to” or “get me Mr. or Ms. Boss please”; those only send up red flags. Why does this person needs something? That might pop up in their head. Words like, “Get me,” “Send me over to,” “Put me through to’; it makes it sound like you write the gatekeeper’s check; like they work for you and they don’t, unless we handle them better.

In conclusion, getting through to the decision maker starts in your mind before you pick up the phone.

View them as a partner, not a nuisance. Treat them as a highly-paid professional, just as they are.

Be happy that they screen out your competition’s calls.

Lastly, recall that although you don’t pay their salary, if you apply these words and thoughts, they just may end up working for you.

Be Free!

Craig Krause

PS – Post your comments on how you have effectively handled gatekeepers below.