Please
remember my columns are copyright-protected.
Feel free to print a copy for
yourself but please do not reprint
them for distribution without
contacting me first. Thank you.
SAVVY
SELLING - JULY
22, 2005
Creating
a Legacy to Treasure
By Michelle Nichols
However pressing
our business concerns may seem,
it's always best to think in
the long term -- and put family
first
I was leading a CEO workshop
recently, and as we introduced
ourselves, one man crowed, "I'm
a first-time dad! My wife just
delivered our son at 2 a.m.
this morning." He was probably
thinking how dedicated he was,
but all I could think was, "How
sad."
This was the inaugural day
for his new family, and instead
of staying with them to bask
in the wonder of it all, he
was at work. He probably assumed,
as many people do, that he had
plenty of tomorrows to spend
time with his new child.
Unfortunately, I know from
personal experience that time
with our loved ones shouldn't
be taken for granted. In 1998,
the doctors thought our 8 1/2-year-old
son, Mark, had the flu. Eleven
days later, he died of brain
cancer. Our sudden tragedy has
forever changed my perspective
on work and family.
My
son, Mark, at age 6 and me
Let's face it: We all face
tremendous pressures to sell
more and cultivate our businesses.
So what are busy salespeople
who love their families supposed
to do? Assuming that retiring
immediately or working part-time
aren't feasible, here are some
ways to modify your selling
style so you can continue to
provide for your family with
less guilt and more peace of
mind.
Develop a legacy viewpoint.
When I get stuck in a selling
situation and am not sure what
to do, I project myself five
years out and look back and
ask what I wish I'd have done.
For example, would I prefer
I had sold a client Solution
A or Solution B?
The same strategy can be used
with your family. Project yourself
way out into the future and
ask yourself: What legacy would
you like? To be a good provider?
Sure. No one wants a parent
who doesn't provide the basics.
But I bet you also want your
children to have a head full
of good memories of spending
time with you, whether it's
going on Scout camp outs, learning
to appreciate jazz, or just
goofing around.
The day before he died, I asked
Mark, "How did you learn
to love so much?" He told
me, "That's easy. My whole
family really, truly, deeply
loves each other. They say you
learn what you live. Well, wherever
we lived, and we lived all over,
we had each other, and we loved
each other." What a legacy.
Focus on the ROI of
your selling time.
Spend your time with clients
who give you the best total
return based on the number of
hours you have to spend with
them. For those clients who
don't make this cut, you can
either refer them to someone
else and get a referral commission
or hire someone to handle them.
I met a high-level business
consultant who has only 10 clients,
but each signs up for a minimum
of 10 days a year for 10 years
at $35,000 per day. That's $3.5
million a year for the next
decade working 100 days per
year. He achieved this level
by selling only to clients worth
his time and effort. This strategy
increases his closing ratio,
branding, income -- and free
time. That's a home run.
Take family vacations.
No matter what your
schedule or financial situation,
get away with just your family
at least once a year. It creates
stories and bonds you can't
achieve any other way.
A few years ago, I bought a
travel trailer, and now every
year I drive my family around
the country. We see the sites
and visit friends and relatives,
but mostly, we just hang out
together. Our daughter, a typical
teenager, didn't want to go
on our summer trip this year.
But by the end of the first
day on the road she told me,
"Mom, I love going on these
trips. You haven't once told
us, 'Hurry up, I have 42 things
to do,' like you always do at
home."
In my office, I have pictures
of us on our travels, and they
motivate me to sell more so
I can get back on the road and
make more memories.
Create rituals.
It could be a silly song or
Family Dinner Night. For my
family, when we call or part
from each other, we always end
with "I love you."
It comforts us to know that
whatever happens to us, the
last phrase we heard was the
most important one.
Share your hobbies
with your kids -- and let them
share theirs with you.
On Saturday mornings, my husband
and our daughter go for on rides
on his big motorcycle. Their
first stop is for breakfast,
and then they head out down
some picturesque country roads.
When they return, they're refreshed
and have deepened a bond that
sustains them through the coming
week's challenges.
I love crazy jokes. Yesterday,
our young son drew a Star Wars
cartoon. It showed Luke Skywalker
telling Darth Vader, "You
killed my mother." Darth
Vader, wearing a dress, replies,
"No, Luke, I AM your mother."
It cracked me up, and I proudly
hung it on our refrigerator.
Help your children
value you for more than your
paycheck. In a way,
our children are like our customers
-- we're responsible for how
they perceive us. If we act
like an ATM on two legs, how
can we blame them for treating
us that way? This is why sharing
your time, ideas, values, and
stories with your children matters.
Author Rebecca Rupp says "We
are what we remember."
Whether you live for another
50 years or die tomorrow, how
do you want to be remembered?
I want my tombstone to say,
"She loved a LOT."
That guides the decisions I
make in all aspects of my life.
When you get clear on what
you want your legacy to be,
adjust your work and family
style to reflect it. Then go
sell with renewed purpose and
passion -- for your business
and your family. Happy selling!
Michelle Nichols is a professional
sales speaker and consultant
based in Reno, NV. She welcomes
your questions and comments.
You can visit her web site at
www.savvyselling.com
or contact her at michelle.nichols@savvyselling.com.
Her direct line is (775) 303-8201
and her
toll-free number is (877) 352-9684.
Copyright 2000-2005. All rights
reserved.
Want to know more about copyrights
and use? Check out: http://www.templetons.com/brad/copymyths.html
|
