Without Passion

5 Reasons Why Great Passion Is Required To Succeed As A Business Owner and Entrepreneur

1. Without Passion.....one would not have the Courage,  Resolve, and Confidence to leave the 8 to 5 Traditional Workplace to Follow Their Dream and start their own Small Business when they are fully aware that, according to the SBA (Small Business Association) 4 out of every 5 new Small Businesses with fail withing 5 years.  The odds are against us.  Some risks are not worth taking.  Some risks though, after careful consideration, soul-searching, and careful planning, are worth taking...and can change the course of and improve our life if we insist on success and stay the course with fierce determination.  Life is Short.  Carpe Diem.  Dreaming without taking action gets us nowhere and only leaves us with regrets.
 
2. Without Passion.....one would not be willing to sacrifice their income and lifestyle at the beginning which is necessary when starting one's own Small Business.  One must be willing to sacrifice only that which can and should be sacrificed; and at the same time keep one's priorities - the most important things in life (Family and Friends) in their rightful place at the head of the table.
 
3. Without Passion.....one would not be able to successfully navigate and overcome the inevitable failures and mistakes in the beginning.  I have made mistakes.  I have failed.  I have gotten frustrated.  I have questioned myself.  But I will not quit.  I will learn from my mistakes and strive, consistently, and assuredly, to improve every single day.  Without doing so - failure would be inevitable.
 
4. Without Passion.....one would let the many Nay-Sayer's, negative forces, and non-believers have undue influence on our dreams, goals, and life-choices; and possibly even derail the mission and the commitment.  Sufficient Passion Only allows us to keep our eyes and out focus on the goals and objectives that we have set for ourselves and our businesses.  A lack of Passion makes us vulnerable.  Great Passion allows us to stand tall and strong; determined and resilient.
 
5. "Nothing Great In The World Has Ever Been Accomplished Without Passion"
-Hebbel
 
The Entrepreneurial Decision-Making Process
 
 
A ways back - a little over a year ago - when I was considering and pondering venturing out on my own and starting my own Small Consulting Business I had a long and extremely valuable with a very good friend of mine who was and is a highly successful Entrepreneur and Small Business Owner.  I have great respect for him and for all he has accomplished in the twenty-five years since he started his Business during our Senior Year in High School.
 
My friend was walking a fine line between trying to be supportive and enthusiastic while at the same time conveying to me to many risks, difficulties, challenges, and pitfalls of owning one's own Small Business.
 
He kept - intermittently - apologizing; he was concerned, rightfully, that I might not understand how difficult and risky starting my own business would be. 
 
I remember the conversation so well.  I listened intently to and deeply considered every thought, warning, and caveat my friend expressed.  I welcomed his ideas and every single "con" to starting one's own business that he shared.  He was not someone just being negative and non-supportive; he was being a good friend helping me to shed light on everything I needed to ponder and consider before I proceeded with my life change and starting my own business.
 
Each time he apologized, I said no need and please continue.  This exchange and the ideas that flowed went on for a long time.  The conversation was very important to me and valuable to me.  He helped me consider all aspects (the positive, the negative, the worst-case scenarios, the sacrifices that would be required) and all considerations that would help me, ultimately, make the best decision for me and my Family.
 
I made the decision, ultimately, and very carefully and cautiously, to proceed and start my own Small Consulting Business - Selling By Building.
 
I and Selling By Building are a work-in-progress.  I am staying on mission and am going to do all I can within my power to succeed.  To help as many Businesses and Individuals as I can.  A simple yet worthy mission.  At this early stage though I can share this fact: the experience itself, the people I have met, and the process so far, have improved the quality of my life and allowed me to focus solely on what I love to do and am passionate about.  What more could I ask for?  I heard on the radio just yesterday: "If You Can Make Your Vocation Your Vacation then you can lead a great, fulfilling, and rewarding life."    Powerful and So True.  We work a third of our lives.  Be better make that time count and meaningful.
 
 
 
 
 
 

 

 

Closing The Sale With A Roll Of Toilet Paper

Closing The Sale With A Roll Of Toilet Paper

Please note, to be entirely honest with you, the following is, in fact, and maybe sadly, a true story!

I am not quire sure if I should be proud of this fact; or embarrassed.  But...we cannot hide from the truth.  I was young.  Very young.  It was, I believe, 1990.  I was only 21-Years-Old.  Just beginning my Journey into the exciting and at that time intimidating World of Sales.  Specifically: I was working at a local Retail Bedding Store.  We sold Mattresses and Accessories.  We sold "A Good Night's Sleep." 

 The Toilet Paper Story

At the Retail Bedding Store where I worked the highly experienced, very competitive Salespeople who I worked with and were training me back in 1990 took great pride in Closing Sales.  Our Goal: To Close Every Single Sale. 

• We were on Commission.  Our livelihoods depended on it.  At the age of 21, as was my priority at that time, I needed to generate money to go out on the town in Syracuse and have fun.  (how priorities change the course of 20 Years!)
• We were all fully indoctrinated in the theory that if someone makes the decision to, let's say on a Saturday Weekend Afternoon, set aside time to drive to a local Retail Bedding Store, spending their valuable and finite time, that they obviously have a specific and pressing need that needs to be met.  A problem which requires a solution.  A bad back, which their 20 year old Mattress is contributing to, that is causing them great pain and negatively impacting their life.  A Young Child that has outgrown their crib and now requires a bed.  And on and on.  There is a need.  It must be met.  If the Customer leaves the Store that need has not been met.  If you have truly done your job you will have utilized all of your extensive training, knowledge, and expertise, to provide that customer with a Solution.  All this in addition to the cost and investment required to as a first step get that Customer in the Door. 
• Pride.  Salespeople take great pride in achieving positive results.  Producing revenue.  Closing sales.  Being recognized.  
My Impenetrable Customer: Retelling The Story In Bullet-Point Fashion
• My Customer had been in the store for what I believe was going on two hours.  From the start I recognized him as the type of Customer who did not trust any Salespeople.  He must have had previous back experiences which he carried with him.  He would not make eye contact with me.  He communicated disbelieving body language and gestures throughout the time we had spent together.  He was a "notebook carrier."  A detail man.  A Consumer Reports Consumer.  Needless to say: he was hell-bent and determined to not make a buying decision on this particular day. 
• I, conversely, being young, confident, and slightly arrogant after having achieved great results in my young career, was 100% determined, focused, and insistent on meeting this particular customers needs right here, right now, on this particular Saturday Afternoon.
• This Gentleman had his Wife with him.  This was a positive for me.  Both ultimate decision makers were in attendance.  Not only that...but she was extremely nice, friendly, and she and I, unlike her Husband and I, had quickly forged a positive, trusting, friendly relationship. 
• After having tested, discussed, and compared, just about every single Mattress in the Store, along with every single Feature, Advantage, and Benefit of all, I knew that we had successfully narrowed it down the the single best option and solution to successfully meet this Client's needs. 
• After having tried to Close this Sale for what seemed like eternity......I was nearing the end of my patience as a young 20-Year-Old Man.  Granted, we can't, in reality, Close every Sale.  That is just the ideal.  That is the Goal we strive for.  But before I threw the towel in and accepted this reality for this particular customer, a sudden rather creative, in retrospect questionable, idea arose in my mind................................................
• Several Minutes Later I walked back onto the Sales floor with a brand new, unopened, roll of toilet-paper carefully held in my hand. 
• As a last-resort, at wit's end, and in a half-joking half-serious manner I raised that roll of toilet paper high up in the air and theatrically stated my offer that if they could find it in themselves to make a decision to buy that Mattress which we know is best for them and at the very best possible price I would, out of the generosity of my heart, include this Beautiful Roll of Toilet Paper along with their purchase!

Creativity and Resourcefulness

Sometimes in life, when the normal protocol and regular steps in a Process fail to produce the results we desire, we must try to be Creative and Resourceful.  Where there is a will there is a way!

My last-ditch effort and offer (which they knew was merely an attempt to break through the barrier that stood before me) to include a Beautiful Roll of Toilet Paper actually worked.  After a split-second reaction of shock and amazement, they laughed.  We all laughed.  Then I quickly re summarized the reasons the purchase was the right decision, now with the customer in a lighter and friendlier mood, and they gave the go-ahead.  I cannot recall, with 100% certainty, what kind of Toilet Paper it was which played a critical role in my Closing the Deal and Earning the Sale.  I'm sorry I can't share that important detail with you.  They didn't really take the Toilet Paper.  They appreciated the creative effort so much thought that they rewarded me with a Sale.

Sales: Thinking Out Of The Box

Remember The Toilet Paper......and Break Out The Creativity.  It might just work!

Your Participation

Have You ever had to resort to an extreme tactic and attempt to Close the Sale and Cross the Finish Line?  If so....please share....

Thank you!

Mark





Man in the Arena

Teddy Roosevelt

Teddy Roosevelt is, in my opinion, right on the mark!  Words spoke a hundred years ago still ring true from our Former President.  They incorporate great wisdom from a great man who had risen to be President of The United States of America.  But I will transition to that subject in a moment.

Who Else Is Seeking To Improve In An Area Of Their Life?

Recently, concluding 15 years of consistent intention but failing to follow through and take action, I joined Toastmasters. 

My clear-cut goal: to improve my Public Speaking Skills.  (if you find less-than-perfection in my Blog don't worry....I also embrace the goal of improving my Writing Skills as well!)

I have a lifetime of knowledge and experience acquired and many strongly-held beliefs and philosophies that I want to share and utilize to help as many People and Organizations improve and increase their levels of success as they like me strive to make the most out of our lives. 

But, I am more comfortable writing than I am speaking in front of large groups. 

Therefore, I have taken action.  To address this and improve.  Now rather than later. 

Toastmasters is a side note to the core of this particular message.  But, before I proceed, let me convey that joining this Organization is one of the smartest and most rewarding decisions I have made.  It is a positive, supportive, knowledgeable, optimistic group of people coming together with a singular purpose to help each other improve and be successful.  I am committed to open-minded in receiving the consistent feedback and to focus my efforts on improving my Public Speaking Skills.  It will be a long road. 

The first time I got up and spoke in front of our group - on day one I might add! - I quickly conveyed to all in attendance why I was there.  I spoke rapidly, incorporated "um" into my speech, and lacked organization in my articulation.  But...the only way any one of us is ever going to achieve real improvement where we are lacking is to attack the matter head-on.  Stand up.  Practice.  Practice.  Consistently.  Be secure enough to elicit feedback on how we can improve.  Incorporate that feed back.  And on and on.  Tenaciously.  Steadfastly.  Over time.....we will improve; by being tenacious and committed, we may even get to be very good. 

At our last Toastmasters Meeting a Speaker got up, right after me I might add which, relatively, really made him look like the greatest Public Speaker in the entire world, and read to the group a Famous Quote from Teddy Roosevelt that I had never heard. 

Man in the Arena

That Quote - now entitled "Man in the Arena" - was the perfect selection for Jason.  It was so relevant for me because I had just sat down red-faced having been reminded how lacking I am in Public Speaking.  Jason's delivery was perfect.  I was entranced.  The content and speech made by Teddy Roosevelt lifted me up!  Though I am lacking in an area of life in which I seek to improve; I was now in attendance at a Toastmaster's Meeting with a group of people I had just met.  I had gotten up and spoken in front of these people.  This took Courage.  Resolve.  Commitment.  I am on my way.

Teddy Roosevelt was, when he first uttered these words back in 1910, absolutely right on. 

Following is the "Man in the Arena" by Teddy Roosevelt.

Enjoy....and, If You have not yet done so and are standing on the sidelines of life, reluctant, hesitant, letting concerns about what others may or may not think hold you back....then I hope my Blog and Teddy's give you a slight nudge to get up and Jump Into The Arena!

My Goal is not to remind everyone how great Teddy Roosevelt was and how poetic he could be.  My Goal is to remind You and I that Life is Short; we only have one chance and opportunity to make the most of this life; so we had better refuse to sit comfortably on the Sidelines and rather by Fighting in the Arena.

Teddy Roosevelt's "Man in the Arena"

Man in the Arena

One of the top three most requested quotes is that regarding the "man in the arena" or "not the critic"

"It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself for a worthy cause; who, at the best, knows, in the end, the triumph of high achievement, and who, at the worst, if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory nor defeat."

"Citizenship in a Republic,"
Speech at the Sorbonne, Paris, April 23, 1910

Succeeding By Getting Mad

I'm Mad

Sometimes.....we just have to get mad.  Angry.  Fired up. 

For those of us who are facing the greatest challenges of our lives - in whatever form that great challenge may exist - we need to, somehow, someway, find a way to overcome the obstacles that stand between us and that which we desire; to focus only on the keys to success while not letting significant life distractions derail us; to muster up personal improvement in the areas that our greatest personal challenges lay. 

I'm Focused

Succeeding is not going to come easy.  In fact, is not going to come at all without our giving 110%. 

Achieving difficult Personal Goals may just never happen.  Starting to go after and pursue our Personal Dreams, Goals, and Desires is really easy.  Sticking to the task at hand though, once the going gets touch and the Obstacles arise, is not easy.  Being tenacious, steadfast, and absolutely never giving up until that Personal Goal is achieved is challenging, difficult, and exhausting. 

But The Prize Awaits.

Success is Possible.

Goals Can Be Achieved.

Obstacles Can Be Overcome And Destroyed With A Sledge-Hammer.

We can take our negative traits and characteristics and, over time, with a well-though-out game plan of attack, lessen their impact.  Even turn negatives into positives.  Turn life-long weaknesses
into strengths. 

Paying It Forward

I loved the Movie "Pay It Forward."  If you've never seen it - you have to see it. 

I think it should be required viewing for High-School Students.  The Philosophy espoused in the Movie is very much in need these days as we walk into the New Year of 2012. 

If you want to start to see good things happen in your life.....start to help others achieve good things in their lives.

We cannot be truly successful until we realize it is not just about us and our accumulation of personal success and material possessions. 

We have to, we should, we must, the world will be a much better place to live in if we all, take it upon ourselves to help other people.  Help other people in need.  Help other people who are sick.  Help other people who, as we are, are trying to achieve success and improve their lives in the face of great challenge and difficulty.

We cannot succeed alone.  They cannot succeed alone.

Generously Help Others......and Success Will Follow!

Let Passion Prevail

Great Passion is what we need.  Getting Mad Without Showing It.  Keep a Smile On Your Face while a fire burns within you that drives you forward and propels you closer to, and then unites you with, your Goals. 





The Greatest Poem Ever

The following Classic Poem, entitled "If" was written by Rudyard Kipling in 1895.  Just about 117 years ago.  This Poem will always hold special meaning to me because of the manner in which I was introduced to it.  When I was 17 years old and leaving our home for the first time to go away to College my Father handed me a white envelope; he gave it to me at the very last minute, said to hold on to it and open it when I arrived at my destination.  My Father was not always the most expressive of Men.  When I finally opened the envelope, opened the letter which was a reproduction of this Poem, and then read this Poem, I was quite moved.  I think on that very day back in 1987 I must have read this Poem at least ten times.  I thought the Poem was great and moving way back then; and as the years passed, and I, with each passing year, learned more about life and what it takes to succeed in life and as a Man, I learned to appreciate "If" even more.  So much timeless wisdom in one Poem written over 100 years ago:

If

If you can keep your head when all about you
Are losing theirs and blaming it on you;
If you can trust yourself when all men doubt you,
But make allowance for their doubting too:
If you can wait and not be tired by waiting,
Or being lied about, don’t deal in lies,
Or being hated don’t give way to hating,
And yet don’t look too good, nor talk too wise;

If you can dream—and not make dreams your master;
If you can think—and not make thoughts your aim,
If you can meet with Triumph and Disaster
And treat those two impostors just the same:
If you can bear to hear the truth you’ve spoken
Twisted by knaves to make a trap for fools,
Or watch the things you gave your life to, broken,
And stoop and build ’em up with worn-out tools;

If you can make one heap of all your winnings
And risk it on one turn of pitch-and-toss,
And lose, and start again at your beginnings
And never breathe a word about your loss:
If you can force your heart and nerve and sinew
To serve your turn long after they are gone,
And so hold on when there is nothing in you
Except the Will which says to them: ‘Hold on!’

If you can talk with crowds and keep your virtue,
Or walk with Kings—nor lose the common touch,
If neither foes nor loving friends can hurt you,
If all men count with you, but none too much:
If you can fill the unforgiving minute
With sixty seconds’ worth of distance run,
Yours is the Earth and everything that’s in it,
And—which is more—you’ll be a Man, my son!

-Rudyard Kipling

Father > Son > Son

I'm sure everyone has one favorite Poem that holds great and special meaning for them.  This is mine.  It still speaks to me and provides me with wisdom and guidance. 

I see my Father so clearly in this great, timeless Poem.  Raising eight children.  An unyielding work-ethic.  Always positive; never complaining.  An infinite thirst and hunger for learning and the acquisition of knowledge. 

Someday, many years from now when my Son is ready to go out on his own to make his mark on the world, I plan to also share this Poem with him.  In a simple white envelope; to be opened when he arrives at College.  Along with, besides the Poem itself, knowledge of how and why it became and remains my favorite Poem. 

.........................................."And—which is more—you’ll be a Man, my son!"

Have you too been witness to pure evil and unfounded hatred?

I am very sorry to say that this is in fact a true story.  Two days ago I walked into a Chinese Restaurant to simply, I had hoped anyway, pick up Dinner for my Family.  Two Chicken & Broccoli Combos are what we ordered.

I had my Beautiful and Innocent Six-Year-Old-Daughter with me who I love with all my heart and had not yet, to this point in her life, been subjected to or witnessed the evil that sadly lurks among us.

Twenty minutes later I drove away red-faced, irate, bursting at the seams, disgusted, sad, with less faith in Humanity.  My Daughter was still smiling, bubbly, angelic; not having understood what she just personally witnessed right along with me.

Back to Our Entrance

My Daughter and I walked in following a Woman and a Man who I assumed to be her Son; they walked right up to the Employee working at the counter; then twenty minutes of uncalled for fiery stress, tension, and commotion began.

They were there to pick up their Chinese Food which they must have called in and ordered by phone.  But....they came in to pick up the food an hour late.  So, naturally, their food had cooled.  You could see some smoke still elevating off of the food they had ordered; but it was not as hot as it would have been if they had been in when they said they would.

The Woman, who appeared to have been drinking and/or doing drugs all day, said, in a loud and rude tone, that she was not going to pay for the food.  She demanded they throw it out and cook her new, replacement food.  The Owner stated, in a personable and professional tone of voice, that they unfortunately could not do that. 

The Woman immediately started swearing, screaming, and threatening.  The Owners and his Family tried to not respond in kind; but after a while, and understandably, he grew upset and yelled back in defense of themselves.

(My Young Daughter stood next to me, holding my hand, watching all of this escalate with a blank, not-understanding, innocent, and scared look on her face.)

(I was thinking to myself....you have got to be kidding me!  Imaging the timing required for me to arrive at the exact same moment as they Woman and Man who have to be the two rudest, most offensive, evil people I have seen in my life!)

Some People Just Lack Perspective

I thought to myself: there are sick people dying in Hospitals; Soldiers sacrificing their lives to defend our freedom, our rights, and to help others achieve the same; and there are Homeless People living on the streets simply praying for their next meal.  There are innocent people being killed by natural disasters such as Earthquakes and Tornado's. 

Yet, before me stood this lady; about to have a heart attack, cursing every bad word in the book in front of my Six-Year-Old-Daughter, and absolutely ruining the day of this hard-working Owner who was sweating his butt off and working hard along with his Family to make an honest living, all because she was very late and her food was not piping hot!

It got so bad (the worst possible curse words flying non-stop) that I asked them to be mindful of the Beautiful Little Girl standing next to me; they both responded by screaming that they "don't give a " "" and by saying they would kick my " ".  

I had to stay calm because my sole concern at the time was getting out of there with my Daughter safe and sound.  I feared they were looking for any reason to pull a knife or even a gun.  I had not witnessed such pure evil and intent to create conflict in a long time. 

Not Giving In To Hatred / Our Children







I still get upset as I type and re-tell this Real-Life and highly depressing Story that just occurred less than 48-hours-ago.

But....I will not give in to hatred.

People like the ones I have just described are fortunately the exception.  In retrospect I understand there are underlying stresses and difficulties which result in this seemingly incomprehensible behavior.

We try to be empathetic.  Though it is not easy.

Those of us that are raising young children who we love into this World have to beware of the evil and danger that unfortunately exists.  We have to live with it to a certain extent; and at the same time do all we can to address and lessen the evil circumstances around us.  Our Children will, as they grow, witness evil.  We can't shield them forever.  They will see it in their Schools.  On TV.  Read about in on the Internet; on their I-Phones.

All we can do is try to raise our Children with strong values, high morals, and a clear sense of right and wrong.

Faith, Hope, & Peace.

That is what we all need!

Change: Fear or Embrace?

It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.

Charles Darwin (1809-1882) English Naturalist

Fearing Change

Why do so many fear change? 

Because:

1. It is much easier to continue on with the status quo and to keep doing that which we have already mastered and does not require a great deal of conscious thought and effort.  Embracing and successfully navigating change is hard and requires that we renew our commitment to learning and growing; that we be comfortable with ambiguity and imperfection. 
2. Change, and any new challenge or endeavor which we embrace, brings with it the possibility of failure.  A likelihood that we will be less than perfect.  This fact makes people nervous and uneasy; they avoid potential change like the plague.  The fear of failure, sadly, holds many people back.  Keeps them stuck where they stand; firmly planted in their present situation and personal circumstances.  Unable to break free, move forward into unknown territory, and grow.  This is a sad fact. 
3. Some people lack the self-esteem and personal confidence required to succeed when making a life-change. 

Without positive change....we cannot grow.

Embracing Change

Why should we not fear change?

1. Because life is short.  Why not, instead of limiting ourselves, try to embrace change and a variety of life experience so that we can expand our horizons and grow?  Why be complacent and continue doing that which does not stretch our mind and broaden our experience?  That is how we grow.  That is how we gain perspective.  With infinite places to go, things to do, people to meet, experiences to be had, and unique moments to incorporate into our lives, we should embrace change.  Conquer our fear.  Overcome our reluctance and hesitancy to branch out and challenge ourselves.
2. New experiences are what gives us perspective, knowledge, and wisdom.  Sheepishly avoiding change and doing the same thing, in rote fashion, over and over again, keeps us where we are.  Prevents us from great and diverse possibilities that are available to those bold enough to pursue them.
3. Change keeps us young.  Keeps us sharp.  Forces us to stay on top of our game.  Keep learning.  Never stop acquiring new skills. 
4. Meeting new people.  Usually inherent in change is meeting new people; forging and building new positive relationships with diverse people.  That is what life is all about.  The media just reported that the population of Earth has surpassed 7 Billion People.  7 Billion!  Hard to fathom.  Why limit ourselves to the same people in the same circle of friends and family that we have always had?  Change always us to meet great new people and to be gain access to new knowledge, ideas, and experience. 

Three Indisputable Facts

1. We are getting older every day (if you deem a potential change to be a positive one which will help you grow and improve your circumstances, life, and happiness.....then muster up the courage to make that change; the opportunity will not always be there!)
2. If you do as you have always done.....you will keep getting the same result.  If you have a Dream or a Goal which you believe in passionately with all your heart - then find the courage to commence pursuit of that Dream or Goal.  If you don't, you will never know what might have been. 
3. Opportunities abound.  Listen, research, read, network, and never stop communicating with positive people that you trust.  Life can always change for the better if you so desire.  Be open-minded to recognizing great opportunities and then be confident and courageous is seizing them. 

As Michael Jackson stated in one of his most famous Songs: "If you want to make a change, take a look at yourself, and make that change."