Why do clients choose one business over another? 🤔

Welcome to this week’s MondayMotivator 🙂

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Monday Motivator

Good Morning!

“Always develop the human bond before the business bond.”

Have you ever been left on hold just a little too long and hung up the phone frustrated?

Have you ever felt uncomfortable because someone was “selling” you their service before listening to what you really want?

Have you ever been greeted in a rude or indifferent manner??

Well if you’re like many people, it doesn’t take long before you start thinking about another place to do business.

It’s amazing how many businesses spend a fortune on advertising not realising that a key to turning a prospect into a client may depend on something as simple as the way the receptionist answers the phone.

KEYS TO REMEMBER:

  • Good marketing is about building relationships.

  • It’s always about listening to what the customer wants and needs.

  • It’s small things like smiles and greetings.

  • And the outrageously good service you give.

  • The close and personal follow-up with your clients and prospects.

Why do clients choose one business over another?

Consider the research done by the Forum Research Corporation. They analysed 14 major service companies in terms of customer satisfaction. Their results follow:

  • 15% of customers switched to another business because of quality problems.

  • 15% left because of price.

  • 70% departed because they didn’t like the human side of doing business with the prior provider of the product or service!

Building the human bond means treating clients and prospects with the utmost respect, offering the most valuable information and always giving them the very best service. If you do they will become customers for life and your very best sales force.

Have a fantastic week.

Best regards,
Glenn Edley

P.S. Download the Four Factors that control your Life so you can discover the POWER of reprogramming your brain to achieve GREATER results, INCREASED performance, income and business POTENTIAL. 

Quote for the week

“The highest form of public relations is human relations. People buy from friends, so it’s crucial to make the human bond before you can make a lasting business bond”

Jay Conrad Levinson

 

I love a good story…

Welcome to this week’s MondayMotivator 🙂

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Monday Motivator

Good Morning!

I love a good story! Stories help us explain everything from mushrooms to the moon, from Adam and Eve to evolution and they shape our perspective of ourselves and the world. So, with that in mind here’s a good story about Jim Rohn on how he became successful.

Here’s Jim Rohn.

People often ask me how I became successful in that six-year period of time while many of the people I knew did not.

The answer is simple: The things I found to be easy to do, they found to be easy not to do.

I found it easy to set the goals that could change my life. They found it easy not to. I found it easy to read books that could affect my thinking and my ideas. They found that easy not to. I found it easy to attend the classes and the seminars, and to get around other successful people. They said it probably really wouldn’t matter. If I had to sum it up, I would say what I found to be easy to do, they found to be easy not to do.

Six years later, I’m a millionaire and they are all still blaming the economy, the government and company policies, yet they neglected to do the basic, easy things.

In fact, the primary reason most people are not doing as well as they could and should can be summed up in a single word: NEGLECT.

It is not the lack of money – banks are full of money. It is not the lack of opportunity – America, and much of the free World continues to offer the most unprecedented and abundant opportunities in the last six thousand years of recorded history. It is not the lack of books – libraries are full of books and they are free! It is not the schools – the classrooms are full of good teachers. We have plenty of ministers, leaders, counsellors and advisors.

Everything we would ever need to become rich and powerful and sophisticated is within our reach. The major reason that so few take advantage of all that we have is simply, neglect.

Neglect is like an infection. Left unchecked it will spread throughout our entire system of disciplines and eventually lead to a complete breakdown of a potentially joy-filled and prosperous human life.

Not doing the things we know we should do causes us to feel guilty and guilt leads to an erosion of self-confidence. As our self-confidence diminishes, so does the level of our activity. And as our activity diminishes, our results inevitably decline. And as our results suffer, our attitude begins to weaken. And as our attitude begins the slow shift from positive to negative, our self-confidence diminishes even more … and on and on it goes.

So my suggestion is that when giving the choice of “easy to” and “easy not to” that you do not neglect to do the simple, basic, “easy”; but potentially life-changing activities and disciplines.

I’m back…

This is a very insightful story that has a powerful lesson that I hope you’ve received. Neglect is your enemy but it’s easy to defeat. Start now doing the things you know you need to do, now.

Have a fantastic week.

Best regards,
Glenn Edley

P.S. Download the Four Factors that control your Life so you can discover the POWER of reprogramming your brain to achieve GREATER results, INCREASED performance, income and business POTENTIAL. 

Quote for the week

“We see our customers as invited guests to a party, and we are the hosts. It’s our job every day to make every important aspect of the customer experience a little bit better.”

Jeff Bezos

 

The first rule of decision making

Welcome to this week’s MondayMotivator 🙂

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Monday Motivator

Good Morning!

The first rule of decision making: Do not make a
decision until…

I received an article from Stephen Lynch some time ago that makes an interesting point.

If everyone agrees on something then you have to go away and come back with some points you disagree on otherwise you are not making a proper decision.

Here is the bit I’m referring to:

As Peter Drucker said:

“The first rule of decision making is – Do not make a decision unless there is
disagreement first. If everyone agrees at the outset, tell them to go away and come
back with some counter viewpoints.”

“The right decision requires adequate disagreement first. Disagreement helps generate fallback alternatives. Disagreement stimulates the imagination. The effective decision-maker does not start out assuming they know the right course of action, and that all others must be wrong. They start by stimulating disagreement and alternative opinions. Start by wanting to understand all the alternatives, not by thinking what is right or wrong, or who is right or wrong.”

“Most executives are ineffective because they start by thinking that their opinion is the only way. No matter how high emotions run, no matter how much you think the other person is wrong, the effective executive forces themselves to welcome opposition as a means to better think through the alternatives”

Decision making needs to be more robust in some cases to make sure the objectives we have are being met. Often our way is not the right way and we need a Devils Advocate we can trust to disagree with us and have us really think something through.

Yes, sometimes decisions need to made quickly but, we can have a process for those that get them made.

Big decisions can wait and to be truly effective start with some disagreement.

Have a fantastic week.

Glenn Edley

P.S. Download the Four Factors that control your Life so you can discover the POWER of reprogramming your brain to achieve GREATER results, INCREASED performance, income and business POTENTIAL. 

Quote for the week

“The first rule of decision making is – Do not make a decision unless there is disagreement first. If everyone agrees at the outset, tell them to go away and come back with some counter viewpoints.”

Peter Drucker

 

For you this week – BHAG’s

Welcome to this week’s MondayMotivator 🙂

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Monday Motivator

Good Morning!

For you this week – BHAG’s.

Say what?!

A BHAG is a Big Hairy Audacious Goal. As Donald Trump once said, “If you are going to think anyway, think big.”. I might not agree with everything he says or stands for but I like that idea. Think BIG!

So, this weeks article is about how to set and achieve goals. Something I have to remind myself of often.

It has been proven in research studies, that less than 5% of people set goals. So it’s then not surprising that less than 5% of people are successful. The hardest part of achieving a goal is actually doing or following through what you know you must do to achieve it.

Tip #1:

  1. Set goals in three levels. Then, as you achieve each level, give yourself a reward.
    Historic to present activity – easy success
    Realistic – possible, with a stretch
    Dream – hairy, audacious goal, so big you wonder if it’s possible, but the idea fires you up!
  2. Be clear and succinct. Being vague confuses your brain. Our built-in goal-seeking mechanism, our brain, must have clear instructions, e.g. Not: “One day I’ll write a book, if I can find the time” Instead: “I am learning to a be a best-selling author. I make time every week to work on my writing” a succinct and precise instruction.
  3. Think and speak your goals in the present tense; it’s your subconscious you’re convincing.

Tip #2:
Lists, lists, more lists! Nothing works as well as having a large pad with “things to do” crossed off. However, the real productivity comes from sitting down and going through the thought process that generates the lists in the first place. When you’re really under pressure, you end up with lists of lists and nothing is achieved. Keep the list for each day short and do the hardest thing first.

Tip #3:
If you’re like most people you set long-term goals for yourself at the beginning of each year which is easy. But the real challenge comes when you try to convert those goals into results.

The best way for a person to achieve their goals is to break them into the smallest denominator, e.g.:

  • Monthly Goals – Break your annual goals into monthly goals
  • Weekly Goals – Break your monthly goals into weekly goals
  • Daily Goals – Break your weekly goals into daily goals
  • Hourly Goals – Break your daily goals into hourly goals

Now ask: What do I need to be doing at every moment of the day to be accomplishing my goals?

Tip #4:

  1. Make the decision that you desire to achieve the goal
  2. Believe that you can achieve the goal
  3. Write your goal on paper
  4. Be honest with yourself
  5. Analyse your present situation
  6. Use deadlines
  7. Identify rocks that stand in your way
  8. Identify skills you will need
  9. Identify those people from whom you will need co-operation
  10. Make a complete business plan
  11. Visualise, emotionalise, affirm
  12. Determine to back your plan with patience and persistence

Tip #5:
A most important technique to use to achieve goals is visualisation … or BE, DO, HAVE.
I have to BE the person that will achieve my goals in my head before I can DO the things necessary to achieve them and then I will HAVE my goals delivered to me.

Using dream charts and other visualisation and meditation material, you can idealise what you want, and visualise yourself having what you want. Then you continually verbalise your wishes as if you already have them until you actually achieve the goal.

I think this quote sums it up. “There was a turning point in your life when it all made sense, when you saw what you had to do, maybe take a risk, but you did it.”

Failure to Plan, is Planning to Fail.

Start planning and do what you have to do.

Have a fantastic week.

Glenn Edley

P.S. Download the Four Factors that control your Life so you can discover the POWER of reprogramming your brain to achieve GREATER results, INCREASED performance, income and business POTENTIAL. 

Quote for the week

If you are going to think anyway, think big

– Donald Trump

 

What did we learn from high school?

Welcome to this week’s MondayMotivator 🙂

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Monday Motivator

Morning!

Please take the time to read this fantastic article by Keith Jennings about Three Marketing Lessons we all learned at high school. It is worth the 5 minutes it will take you to read it.

Three Marketing Lessons I Learned in High School.

Maybe we didn’t learn about the intricacies of metrics, subtleties of qualitative research or sensitivities of branding in high school. And we certainly didn’t hone our marketing skills in the classroom.

But somewhere among high school’s cliques, fads, teams, clubs, parties and camps, we lived and learned the basics of marketing in ways that apply now, more than ever, in our cluttered, time-starved lives.

What three things did we learn?

  1. Everybody wants to be cool
    At least in their own mind. From the concert T-shirts and hair styles we donned to the cars we chose (or were humiliated) to drive… we bought and did things that made us feel and look cool around our friends.
    “Cool” and its slang derivatives continue to escape definition while remaining universally understood. It is a broad term, supported by numerous unrelated and contradictory translations.
    It’s a state of mind. It’s a look and feel. Most importantly, it’s internal more than it is external. As long as I felt cool, regardless how I actually looked from other perspectives, I was happy.
    Remember how one certain individual in the school could launch a new cool trend? Had anyone else tried, he or she would have failed miserably. But the right product in the hands of the right person at the right time created magic.
    And it still does.
    Extra-credit question: Is your product or service cool in the mind of your customer? At least, is it cool relative to your competition?
  2. Everybody wants to belong
    In high school, most of us were part of a rich tradition and history, something bigger than we were individually. We had our hangouts and our groups of friends where everybody knew our name.
    We bought and did things that expressed who we (and our friends) were. I still laugh out loud as I see packs of teenagers roaming the mall. It’s as if they wear an assigned uniform. Each individual expresses uniqueness through variations on the same theme.
    I remember the pop group Tears for Fears coming to our local arena. A couple of metal heads in gym class constantly made fun of the group with mocking renditions of their songs. I found out later that they went to the concert. Why? They would have probably said, “To pick up girls.” I am betting they sought to be part of an “in” event.
    Extra-credit question: Does your product or service give your customers a sense of belonging to something special?
  3. Everybody wants to have fun
    The classroom part of school wasn’t the main event. The fun surfaced from the adventures. It was about the memories, or at least the potential for memories. It was about having a cool story to tell.
    Football games. Dance clubs. Parties. The goal was always fun. I remember going to parties that became legendary throughout the school year.
    Funny thing… the parties themselves were quite boring and tame. But the events and conversations took on a life of their own through subsequent retelling.
    Why? Because even when we didn’t have as much fun as we thought we should, we made fun up.
    Extra-credit question: Does your product or service give people a story to tell? Is it fun in some way?

What do we know now?

In high school, we did things to feel cool, as long as it was an expression of the larger norm, and we had fun doing it.
Have we really changed? Google. Fast Company. Scrapbooking. jetBlue. Starbucks. iPod. Manolo Blahnik. Viagra…. Apparently not.

My sister was at a recent gathering of girlfriends. Throughout the evening, she noticed each woman said something like, “Just ignore me, I didn’t take my Prozac today.” For this group of women, Prozac is cool, “in” and fun to drop in a conversation.
Times change. Tastes change. But how we make purchasing decisions doesn’t. You may be thinking that this doesn’t apply to some of the more mature commodities, in which case people make decisions based upon reliability, service, price.
A hospital would be the last place one would consider cool, “in” or fun. Yet most regional hospitals struggle with perceptions that the Mayo Clinics of the country are the place to go for advanced treatment. And people travel to these national centers of excellence because of the reasons we’ve discussed.

Whether you’re at a hospital trying to attract new patients or a company trying to selling more software, it doesn’t hurt to reflect on those three lessons learned in high school about why you and I do what we do. Maybe we should take time to build a little more cool, belonging and fun into our products and services. Keith Jennings.

I hope you enjoyed Keith’s article and have a fantastic week.

Glenn Edley

P.S. Download the Four Factors that control your Life so you can discover the POWER of reprogramming your brain to achieve GREATER results, INCREASED performance, income and business POTENTIAL. 

Quote for the week

Goals are a preview of future events and experiences in your life.

– Mark Victor Hansen

 

Smiles = Sales

Welcome to this week’s MondayMotivator 🙂

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Monday Motivator

Greetings!

I read this story, by Joe Gracia from Give to Get Marketing, and had to share it with you. The story is, Two Truths About Babies, and is about the Marketing Ideas Joe thought of when he and his wife Maria had a little girl.

Two Truths About Babies
Anyone who has raised a baby or has just been around a baby for any length of time knows these two indisputable facts:

  1. Babies cry
  2. Parents will do practically anything to get them to stop crying, and smile again.

She may want her diaper changed.
She may want to be burped.
She may want a nap.
She may want to eat.
She may want to play.
She may want a change of scenery.
She may want something to soothe her gums.
She may want something different to eat.
She may simply want to be held by her mommy. etc. etc. etc.

At this age, she doesn’t have the words to tell us exactly what she wants. She can only use tears, wails and sobs in an attempt to communicate to us that, at the moment, she isn’t getting something she wants.

It is up to us to use our intelligence and experience to discover what our baby wants so that we can quickly turn her sobs into smiles. Smiles. That’s what most parents want more than anything from their little babies.

And that’s exactly what you want from your prospects and customers–smiles. And of course, the biggest smile of all comes when they decide that you are offering them exactly what they want, and they buy your product or service. You both smile when that happens.

Smiles = Sales

‘Marketing is all about helping people get what they want.’

Give your baby what she wants and you both smile. Give your prospects and customers what they want and you all smile. This is a simple concept, but it is a key concept in breaking through to a new level of success in your business.

If you can learn how to give your prospects and customers exactly what they want, you are well on your way down the road to riches.

It’s not as easy as it may sound. You know instantly if you are giving your baby what she wants. If she cries, she isn’t getting what she wants. If she smiles or laughs, she is.

But your prospects and customers don’t sob or cry when they don’t get what they want. They do something even more upsetting to you as a business owner. They simply turn away from your business and buy from someone else.

So it is vital that you give your prospects and customers exactly what they want if you want your business to grow. But how can you know if they are getting what they want?

There is only one sure way. Look at your results.

Look at your sales, your leads/prospects; the responses from your ads, your direct mailings, your e-mailings, your calls, your website, etc. A low level of sales or responses means you are not giving your prospects and customers what they want. A higher level of results means you are — but of course you can always increase the level even more.

The better you become at improving your marketing systems so that more and more of your prospects and customers get what they want, the higher and higher your results and sales soar.
Once you grasp this concept, it changes the way you look at your business, and it significantly improves your finances.

You Have to Listen to Your Market
George Burns of the old Burns and Allen comedy show once said, ‘Our audiences made us as good as we are today. When we were on stage in front of an audience we would try a new joke. If they laughed, we left it in. If they didn’t laugh, we took it out. Before long we had a very funny act. All we did was listen to our audience. They told us what they wanted.’

I hope you enjoyed Joe’s story. Have a successful week.

Glenn Edley

P.S. Download the Four Factors that control your Life so you can discover the POWER of reprogramming your brain to achieve GREATER results, INCREASED performance, income and business POTENTIAL. 

Quote for the week

A baby is a blank cheque made payable to the human race.

– Barbara Christine Seifert

 

Creating your Momentum

Welcome to this week’s MondayMotivator 🙂

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Monday Motivator

Hi there

Momentum (noun)

  1. Impetus of a physical object in motion.
  2. Impetus of a nonphysical process, such as an idea or a course of events.

Success happens when you; take action, follow up and persist enthusiastically towards your goals.

It seems the hardest thing is getting started but you must get started. It gets easier and easier to get started and opportunities appear more often when you are moving.

Some people believe that when the “time is right” things will fall into place. Regretfully for them success doesn’t happen that way.

Only by taking action, diving headfirst and creating MOMENTUM will you move towards success. And the more momentum you have the harder it is to knock you off your course.

This week dive headfirst, get your picture in the paper and create MOMENTUM. Nothing will be able to stop you.

Have a terrific week

Glenn Edley

P.S. Download the Four Factors that control your Life so you can discover the POWER of reprogramming your brain to achieve GREATER results, INCREASED performance, income and business POTENTIAL. 

Quote for the week

Sliding headfirst is the safest way to get to the next base, I think, and the fastest. You don’t lose your momentum, and there’s one more important reason I slide headfirst, it gets my picture in the paper.

– Pete Rose

 

What Motivates you to go to Work?

Welcome to this week’s MondayMotivator 🙂

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Monday Motivator

Good morning!

What a beautiful day to start the week off! Now, where you are it might not look like a beautiful but, you woke up today so happiness level 10. The day can only get better.

Plus, the sun is always shining above the clouds. Always. And, it’s helpful to keep that in mind there are clouds around you.

Right, so over the weekend I thought about what motivates me to go to work each day. I used to believe it was because I like meeting/talking to people and maybe being able to help them expand their business. That’s nice but, it’s not what motivates me.

What motivates me to go to work each day is knowing I’m going to impact someone’s wallet positively today if I do.

What motivates me is my family are going to be able to have a better life than I did.

Yes, I love helping other people smash out their business goals. But I know that if I ‘show up’ I’m going to have a great day and I’m going to impact the one person who matters the most. The person who has to get their oxygen mask on first so they can help others. And that person is me 🙂

That is the bit that helps others most. The enthusiasm that ‘it’ can be done. The ‘energy’ that prompts someone else to think positively and that they can do ‘it’ too.

What’s your motivation for coming to work each day? If its because you have to, you are probably in the wrong job.

To your success.

Glenn ‘Get it done‘ Edley

P.S. Download the Four Factors that control your Life so you can discover the POWER of reprogramming your brain to achieve GREATER results, INCREASED performance, income and business POTENTIAL. 

Quote for the week

The absolute fundamental aim is to make money out of satisfying customers.

– John Egan

 

Opportunity is like luck

Welcome to this week’s MondayMotivator 🙂

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Monday Motivator

Good morning!

Opportunity (noun)

  1. a favourable juncture of circumstances
  2. a good chance for advancement or progress.

Opportunity is like luck, you have to work hard to create it, and is the result of your habits. Life doesn’t just happen to you. It’s all about choices and how you respond to every situation. If you are in the habit of continually making bad choices, disaster often occurs.

Successful people have successful habits – unsuccessful people don’t!

Habits can be changed any time you choose to do so, but they wont change overnight. If you’ve had a habit for 30 years it might take a year or more to break it and ensure that, even under stress, your new successful habit controls your choices.

The culture of living for now and putting off payment until later has become a habit for many people. Instant gratification is not a successful habit and one you must work at resisting to have a successful, healthy and long life.

Have a terrific week and keep an eye out for the opportunities, no matter how big or small, that will propel you to success.

Best Regards,

Glenn Edley

P.S. Download the Four Factors that control your Life so you can discover the POWER of reprogramming your brain to achieve GREATER results, INCREASED performance, income and business POTENTIAL. 

Quote for the week

Jumping at several small opportunities may get us there more quickly than waiting for one big one to come along.

– Hugh Allen

Today Is Your Lucky Day!

Welcome to this week’s MondayMotivator 🙂

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Monday Motivator

Hello there,

Luck.

Some say it is when preparation meets opportunity and others… “you lucky bugger!”

However it is seen, luck is something every successful person can claim has helped them get to where they are today.

So you want to be lucky? What are you prepared to do to become lucky? How about saying to yourself each morning, “I am a lucky person and today is another lucky day”.

Successful people know the other half of luck is discipline. Would you have the discipline to say this affirmation every morning if you knew it would make you even luckier?

Successful people enjoy meeting and being with other people.

You can increase your chance of having a lucky encounter that will change your life by;

  • Telephoning friends you haven’t seen for awhile to ask what’s happening in their life

  • Make the time to be at the party you didn’t think you had time to be at.

  • Find something that really interests you and find others interested in the same thing

  • Say “Hi” instead of rushing on

  • Sign up for an evening class.

For example; go a different way to work or start a luck diary. Everyday write down lucky things that happened to you during that day. The next morning read the lucky things that happened to you. You will be surprised how lucky you are.

Have a lucky week ahead!

Best Regards,

Glenn Edley

P.S. Download the Four Factors that control your Life so you can discover the POWER of reprogramming your brain to achieve GREATER results, INCREASED performance, income and business POTENTIAL. 

Quote for the week

“One-half of life is luck; the other half is discipline – and that’s the important half, for without discipline you wouldn’t know what to do with luck.”

– Carl Zuckmayer