"A Setback is a Setup for a Comeback" Continued

This is the second BLOG based on the book "A Setback Is a Setup for a Comeback" by Willie Jolley. In this posting I will be addressing relevant information gleaned from the introduction and foreword in the book. To start this off I want to share the following taken directly from the book "A Setback Is a Setup fro a Comeback."

"In every life there comes a time

A minute when you must decide

To stand up and live your dreams

Or fall back and live your fears.

In that minute of decision,

You must grasp the vision

And seize the power

that lies deep inside of you!

Then you will see

That dreams really can and do come true

And that all things truly are possible....

If you can just believe!

It only takes a minute to change your life!

It's time to turn your setbacks into

Setups for Comebacks!"

By Willie Jolley

Highlights from the foreword:
Willie Jolley had just won his third award for best Jazz singer in Washington DC when he lost his job as a singer and was replaced by a karaoke machine. He decided he was going to "stop waiting for breaks and start making his breaks."

1. Studies have shown that if you read something positive in the first 20 minutes of your day your productivity will go up dramatically. Willie uses the example that if you wake up and it is rainy and cold your body usually wants to go back to bed. If you wake up and it is sunny and it is a beautiful day you usually are more apt to want to get up to take advantage of that day.

2. "Your psyche is the same way. If you get up and put a lot of negative in your mind (bad things that happen on the news) you are not as enthusiastic about jumping into that day."

3. If you wake up and put something positive into your mind like "the Lion and Gazelle" you will be more productive. To view a short (2 minutes) video clip of the Lion and Gazelle click on the title of this blog.

4. "Choose to program yourself rather than letting the naysayers program you." My take on this is that if you don't choose to program yourself the default is already set to negative programming. If you want your staff to be positive you be positive. "You can't share what you don't have."

5. "Service is the rent we pay for the space we occupy on earth!" - Jim Rhon

Introduction:

1. Setbacks are prerequisites for comebacks.

2. If there is no change and challenge, there can be no growth & development."

3. Most people don't like change. "The only thing that likes change is a wet baby."

4. "Ultimately the key to long term success is the way you view and handle setbacks and adversity."

5. Life really is in the struggle. He tells the story of a little boy watching a moth struggle to get out of his cocoon and the boy decides to cut a slit in the cocoon. When the moth comes out his body is swollen and he has small withered wings. His grand father explains that when the moth is struggling he is forcing the fluid from his body into the wings and that without the struggle the wings couldn't grow. "Without challenge and struggles we would never reach our fullest potential."

Tune in next BLOG for "The Power of Vision"

Don't forget to click on the title of this BLOG posting to view a short video clip.

"A Setback Is a Setup for a Comeback"

As most everyone knows 2009 has been a setback for us as a company and for most of us individually. The term setback kept resonating with me and I was prompted to reread Willie Jolley's book "A Setback Is a Setup for a Comeback." I think the information from this book is VERY applicable and can be immediately implemented. I think it can help us achieve our August 31st goals and help us reach greater heights for the rest of 2009.

My plan is to put a little information from this book on my BLOG each day so it can easily be digested and put into use if you so choose. Even if only one of you ends up applying this information (either on your job or in your personal life) it will be worth it to me to take the time to write this BLOG.

The book is divided into 4 parts also known as the VDAD Formula
1. The Power of Vision
2. The Power of Decision
3. The Power of Action
4. The Power of Desire

"Just as other formulas consistently work, so does this-for example when you take two parts hydrogen and mix it with one part water you get water: likewise, when you take vision and add decision, action and desire you can, and will turn your setbacks into comebacks."

Within the four-part VDAD formula there are nine chapter steps or TIPS which stands for Techniques, Ideas, Principles and Strategies for success.

The Steps are:
1. Perspective - How do you see it? Is it a setback or is it a setup for a comeback?
2. Recognize it's Life-don't take it personally
3. Focus on the Goal-If the dream is big enough the problems don't matter
4. Make decisions-You've had a setback, Now what are you going to do about it?
5. Don't panic! Decide to stay calm, stay collected and stay positive!
6. Take Action-persistent, determined action
7. Take Responsibility-Face it, trace it, erase it, replace it
8. Have Faith! You are blessed and highly favored
9. Remember It's All Good! Be thankful, have an attitude of gratitude!

I will be hitting each of the above items in various BLOG postings over the next several days.

Those of you who watched the Rocky movies know Rocky had a lot of setbacks that were setups for comebacks. I think it is only appropriate for you to enjoy the short video clip "Eye of the Tiger." To view this short video clip click on the title of this blog.

There is Light at the End of the Tunnel and it's Not a Train!

Through my travels I have gone through some very long tunnels. Those of you that have been through a tunnel know that about halfway through the tunnel it can get really dark. If you stop your vehicle in the middle you will stay in the dark. However, if you keep moving you will soon see the light at the end of the tunnel and eventually you will be back in total day light.

Perhaps in your current situation right now you feel you are in the middle of the tunnel. Keep moving and soon I assure you you will see the light at the end of the tunnel and it won't be a train!

I have gone through several tunnels that have a sign before you enter to "turn on your lights" and they usually have a sign after you leave the tunnel that reads "turn off lights". I encourage you to make sure your light is on while you are in the tunnel but to not turn them off after you get out of the tunnel.

Click on the title of this blog to see a short video clip that reminds you there is light at the end of the tunnel.

Football and Hotels; What Do They Have in Common?

When I was in High School August meant the start of football practice. I remember very vividly how hard the practices were, how sweaty I got and how hard I was pushed. I felt as though I was pushed to my limit and then some each day of practice. Sometimes I wondered if it was worth the pain that I had to go through. My mind and body would often scream at me to quit but my heart would say keep going (remember my last blog where Matthew West sadi he was going to let his heart defeat his mind).

My coaches often would say that what we did in August would determine how well we played in September and October and if we would be playing in November and December (the playoffs). They also said that the reason they pushed us so hard is so we would be more prepared than the other team for the fourth quarter.

How does this relate to hotels?

1) Our Coaches are pushing us harder than before each and every day. You are probably being asked to do more than you have ever done before. Perhaps you are wondering if what you are going through is worth the pain. I am here to confirm what your heart is already telling you that it is worth the pain.

2) Even though we are in the third quarter what you do now will determine how well your hotel performs in the fourth quarter. If you aren't out sewing seeds NOW you can't have a harvest later! If you only sew a few seeds you reduce your potential harvest later. If you are sewing enough of the right kind of seeds you will have a harvest now and later.

3) In football to really be good you have to give your all on EVERY play. In order for you and your hotel to be the best you have to give your all each and every day. You can't just go through the motions.

One of my favorite movies is "Facing the Giants". In one of the scenes a football player says "I am about out of strength." The coach says "then you negotiate with your body to find more strength." All of us can find more strength by encouraging each other and negotiating with our body.

Please enjoy the clip from "Facing the Giants" video called The Death Crawl. To see the clip JUST CLICK ON THE TITLE OF THIS BLOG ABOVE (football and hotels, what do they have in common)

You can find the clip by going to You Tube and typing "Facing The Giants Death Crawl."

Are You Going Through The Motions?

Are YOU Going Through The Motions? When most of us hear that phrase we think of someone that is doing something but not doing it with all their might. The Person may be doing the steps needed to be successful but they don't have any passion, energy or enthusiasm towards the task at hand. Simply put their heart isn't in it.

Recently I was listening to a song by Matthew West titled "The Motions." The song didn't really catch my attention until I heard:

"I don't want to go through the motions,

I don't want to go one more day,
without your all consuming passion inside of me,

I don't want to spend my whole life asking
what if I had given everything

instead of going through the motions"

After I got through listening to the song I did a "check up from the neck up" (old Zig Ziglar phrase) to ask myself if there were areas of my life that I was simply through the motions. I am encouraging each of you to do your own "check up from the neck up." Sometimes circumstances and life in general can beat us up and get us down. You can be going through the motions and not even realize it.

I truly believe that we should all have a positive outlook no matter what the facts say. The facts may tell you you just lost a big account, you didn't get the account you worked so hard on, you just got a bad diagnosis, the economy is bad, etc. Your thoughts (mind) may be telling you that you are defeated but don't listen to that! There is a phrase in the song that says "I am going to let my heart defeat my mind".

Remember that in spite of the facts you can passionately pursue what you know you need to do to make things better and change the facts! You might not can control the circumstances but you can control how you react to them!

To see a very moving video version of Matthew West's song "The Motions" CLICK ON THE TITLE OF THIS BLOG (are you going through the motions) or go to You Tube and type "the Motions by Matthew West with Lyrics" or email me and I will send you the link.

How to Ask For and Get the Appointment

Sales Team,

YOU are part of a very special training session being brought to you by Trey Baker (The Mustard Seed Company). While we all figure out how to do more with less…we have to make sure we take the time and “sharpen our saws” on the basic skills it takes in conducting sales. As many of you know, parking lot shops is one of the best ways to increase business. There are two important parts to a successful shop. One is actually going and doing the shop late at night or early in the morning on a Tuesday or Wednesday night. Two is following up on the shops by booking an appointment with the key decision maker to move things along in the sales cycle. As part of this first ever training experience, Trey has reached out to a colleague that specializes in asking for and getting the appointment. Please take the time to watch this short video and complete the worksheet this week. Then, over the next two weeks I would like for you to keep track of your calls (utilizing this strategy) and let me know how its going. Share your successes and application of the information. The week of June 1st I will be following up with you to see how you applied this information specifically to your position at the hotel and discuss your results. Please comment back here on the blog about your progress and read the tech tips below before beginning.

Tech Tips:
1. You must have Windows Media player, speakers and a high speed connection. This is a common program and is probably already on your computer. When you begin just click on “play presentation and it should begin within a few seconds.

2. Since this is a “test” the video is located on a non-streaming server. It downloads in what is referred to as a “progressive download” which means you may experience some start/stops as it plays the first time.

3. If you have any questions, issues or problems please contact Trey directly at (919) 395-7316 or email@treybaker.com.

4. Link to Preview in Windows Media Player: http://talks2go.com/CM101/

WORKSHEET to use to build your script:

Building a Conversation around ‘Why Do I Care?’

1. Who are you? “I am (Just use your first name) _____________________,”

2. Who are you with? “with (What Company) _______________________________ .”

3. Do you have a second? Did I call at a good time? (2 schools of thought – don’t ask this – I like to… you never know what you will be interrupting. When I call back at 2:30p they always give me time.

4. Who recommended you call? “___________________________________ recommended I give you a call.” (Was this a referral from a networking event? Was it the office assistant? Was it a cold call and the wife gave you the name of her husband.)

5. Who do you HELP? “I HELP (Which industries?, police officers, manufacturing companies, trucking companies etc… relate this to your prospect) If I am police officer and you have helped other police officers, I am willing to listen. ___________________________________

6. How do you HELP? “with (ROI, profit, easier to make appts, greater impact with their employee giving, reduced premiums with greater coverage, aggressive pricing for term insurance, finding the perfect home for your needs) _____________________________

7. “I would like to make a brief appointment with you and share how I HELP my customers, to see if I can be a benefit to you as well.”

8. PAUSE

9. “When would you like me to come by for a few minutes?” or “When would be a good time for us to meet?”


10. “Thank you (use their name) _________________________________.”

11. “I am looking forward to seeing how I can HELP.”

12. “I will see you later this week.”

Write out your conversation:

Are Your Customers Seeing Green?

Are Your Customers Seeing Green Today?

Hopefully they are seeing green but not just because it is St. Patrick’s Day. Your customers should be seeing green from the money they are saving by staying at a Generation hotel. As a sales person one of the responsibilities you have is to effectively communicate the “value proposition” of your hotel. You do this by asking probing questions such as how many travelers are coming in, how often are they coming in and how long are they staying. You will also want to know what their travelers’ needs are so you can match them to the benefits and features of your hotel. Once you have this information you can formulate your “value proposition” and communicate it to the client. The client will be won over by the fact that you found out what their needs were first, helped meet their needs and showed them the overall value they get while staying with you. They can then start enjoying the money they are saving with Generation. As you can tell in the picture those lonely eyes are looking to make someone happy.

If you would like to hear the musical version of the money customers could be saving with Generation click on:

Money Customers Could Be Saving With Generation Hotels