Archive for the ‘productivity’ Category

Graham Betchart a sports psychologist & mental toughness coach to professional athletes begins coaching his players w/ 3 plays. These 3 plays set the foundation toward continuous growth that you & I can use…the good news is we don’t even have to run sprints or stadiums to be one of the best!

  • Play #1: W.I.N. stands for What’s important now? Simply controlling the controllables. You can’t control the ultimate outcome but you can heavily influence it. Outcomes can be influenced by the 3 things within your control: Attitude, Effort, & Focus. If your attitude is one where you’re walking around blowing your breath in big huffs- looking like a big ass eye roll emoji then you’re going to get back what you put out- negative results. But if your attitude is that of being open minded- in his book Principles, billionaire investor Ray Dalio calls it being radically open-minded, this mindset keeps the channels of your mind open and flexible. Look, things are going to ebb & flow- some things will bounce your way, other times, even when done perfect will not, but you’ve got to keep the attitude and keep plugging knowing things will swing to & fro. If you think about the times that you’re all pissed off, you usually have a rigid, closed mind, don’t you? You’re also in control of your effort- concentrate on giving full effort to each day, customer, & encounter. I find that when your attitude trails off you tend to be more me focused– worried more about what you’re getting & less of what you’re giving. You just give it all you got- you’ll get what you deserve. You also control your focus. Ask yourself, What time zone am I in right now? We live in 1 of 3 time zones: Past, Present, or Future.The only one that’s productively real is what’s happening right now. Stay local (not loco).
  • Play #2: Be present. Graham says it’s reeeeel easy to play present when you’re winning and everything’s going right- but can you play when your in the shit spin cycle of Life…can you play present even when you’re in pain? Graham has a saying that I love & use that re-centers me back to the present when I feel like I’m starting to drift into the past or future, “Play where your feet are.” It’s an instant slap back to reality- where are your feet right now? Play there…
  • Play #3 Next Play Speed: Athletes don’t have time to get hung up on a blocked or missed shot- Graham coaches his players to hurry up and get into the next play. This prevents them from getting stuck in an action that has already happened. Whenever I don’t do well with a previous customer, I try not to park & bitch about what I did or didn’t have/do- no, I quickly get back in the mix by looking for the next play- the next opportunity or activity that I can possibly capitalize on.

So that’s it! 3 plays is all you have to remember & run today. W.I.N. (What’s Important Now); Play Present, & Next Play Speed.

Blow the whistle- You’re in!

I’ll see you on the Blacktop!

Listen & Subscribe to my daily 5 min podcast The Sales Life w Marsh Buice found on iTunes or anchor.fm/marshbuice

thelittlebookoftalentI like Daniel Coyle’s book The Little Book of Talent: 52 Tips For Improving Your Skills-now he also wrote The Talent Code which is a good book about how individuals unlock their talent-a book that we’ll chop up later, but today I want to talk about something I hope that you’re doing every day…and that’s making mistakes-not only making them, but more specifically what you do after you make them. We don’t like to make mistakes-mistakes make us vulnerable to others…it exposes us to being laughed at, talked about, sneered at, pointed to, written up and even fired-and that’s just on the outside. The internal game -what’s going on the inside of us is even worse. When we make a mistakes, we begin to lose our internal mojo-our self-confidence, but self-confidence is a very strange thing: if you try and fail your self-confidence slips a notch…but if you don’t try for fear of failing, that too causes you to lose your self-confidence because you’re not producing- so it becomes one of those damned if you do..damned if you don’t scenarios. So here’s my thing, if you’re going to expose yourself to the possibility of losing your self-confidence either way, then why not lose it in the only direction that you have the possibility to not only gain it back but also inch it forward-and it sure as hell ain’t by sitting around…you’ll gain confidence and skills through making mistakes because as Coyle says in Tip #22, “Mistakes are your guideposts for improvement.” Coyle discovered brain scan studies that revealed that .25 seconds-a quarter of a second after making a mistake we do 1 of 2 things: We either ignore the mistake or we look hard at it…

I’ll add a third to Coyle’s findings…

We justify the mistake. We justify why we did what we did, then ignore any sort of corrective coaching or measures thereafter. Some of the most intelligent people ask, “How could I have been wrong in the action that I took..” instead of justifying why they could’ve been right.

Don’t wait to look at the mistake- look at it right away. Players know this- as soon as they come to the sidelines they’re looking at their tablets trying to figure out how they threw the interception, how the ball was stripped out of their hands, or why they were called for pass interference- they don’t have time to explain away the mistake nor do they have time to deal with the mistake later- they analyze & correct immediately because the game is still going on…

So is yours…

…precious time is ticking away while you’re either standing around explaining (to those who really don’t even care) or you just flat out ignore one of the greatest teachers the Universe has to offer: Mistakes.

So do me you a favor…1) As long as they are not illegal, immoral, or unethical, make many mistakes today and right after you make them, 2)Look those mistakes right in the mouth- don’t wince or shy away from them…don’t blame anyone or anything for them. Own them- if you accepted the wins then you sure as hell have got to own the losses. Find & improve your mistakes. And as Coyle’s Law states, “Take mistakes seriously but never personally.”

I’ll see you on the Blacktop.

Subscribe and Listen to my daily podcast The Sales Life w Marsh Buice on iTunes or anchor.fm

I know a guy who is always late to work…now when it comes time to leave, man he bounces out with precision-on time, every time, but he can’t seem to make it to work with the same gusto. The other day he & I are talking and he’s telling me how last month didn’t end well and this month is starting even worse…and come to find out his months in sales have progressively gone downhill. I cut him off by asking him, “What time did you get to work today?” Stammering he answered…”What about yesterday…& the day before that? As a matter of fact have you ever gotten to work on time for a solid month?” He was locked and loaded with the comebacks that ranged from the kids, alarm clock, clothes in the dryer, to funeral processions (in the mornings?)- he had a range of reasons why he couldn’t punch in on time…

I cut him off by saying, “You live in the ish world.”

Giving me a WTH look, I elaborated telling him that you’re starting your day in the hole- coming in at 9ish ..10ish ..You’re not precise- and because you’re not precise- because you’ve got slack to your day, you’re not as productive as you should be because you’re in debt the minute you step on the lot.

Look, I know things unforeseen happen…your kid forgot her lunch or your teen left his assignment under his bed…things popping up are rare…your ish is not…it’s become habitual & is incrementally costing you big time. When you live with an ish creed, you’re showing (to yourself) that you’re not taking things as serious as you need to. Look you’re a professional and pros don’t roll on ish.

Ish means somewhat-that you’re not all the way committed and bought in to that which you are doing. You’re not salesish, associatish, accountingish, parentish-you damn sure don’t want a doctorish. Look, your clients are looking for a pro not an ish- act like one.

I don’t care what your job title is today- it won’t stay that way if you step your game up, but I can assure you that you’ll forever swim in the Lake of Mediocrity as long as you rock with that ish mindset. Even if no one checks you on it…even if you’re on a salary or commission, stay sharp- you show to yourself & others (trust me, others are watching-even your kids) that you take what you do and how you do it very seriously.

We all have 86,400 seconds in a day. Make a few minor adjustments and you’ll see your progress compound.

I’ll see you on the Blacktop!

Subscribe & Listen to my daily podcast The Sales Life w Marsh Buice on iTunes or anchor.fm

You may think that because Steve Young was a Super Bowl wining quarterback, Hall of Fame inductee, attorney, & successful sports analyst that he just had the “it” factor- like everything he touched turned to gold but that couldn’t be further from the truth. He went to BYU as a quarterback and realized quickly that he wasn’t going to be a starter anytime soon…if ever. The starting QB Jim McMahon (Future Super Bowl winner) had the lead position locked in- not only was Young behind McMahon, but he was behind 6 others vying for the coveted QB position. In other words, 7 others players would have to go down before Young would ever get his shot. Steve began to have second thoughts- he wished he would’ve gone to a different college so he called his dad (nicknamed Grit) telling him that he wanted to quit. Grit told his son that he could certainly quit, but he couldn’t come home, saying, “I don’t live with quitters.”

Steve stuck it out…

To make matters worse, Steve’s coach walks up to him one day informing him that Steve was no longer a QB, he’d been demoted to defense. “I don’t coach lefties,” his coach walked off saying. Sure enough, Steve found out that every BYU Hall of Fame QB had been right handed- Steve Young was a leftie.

Given Young’s already brittle state of mind, that statement alone could’ve broken him…instead it motivated him. Although his position was now on defense, Young was determined to play quarterback. He set out on his own by working on his footwork, technique, & threw over 10,000 spirals in 2 months time. His arm hurt- he was putting in extra work for a position he didn’t even play…

But he kept at it…

A new coach meandering across the field saw the accuracy of Young’s throws & began lobbying to get him switched over to offense. Steve’s hard worked paid off…sort of…although he was back to the 8th QB, at least he was back on offense. With new hope, he began outworking others and moved through the ranks to the #2 spot. As “luck” would have it, the starter went down, and Young went in.

Now I’d like to tell you the rest was history and it was all cupcakes and rainbows from there but it wasn’t. Steve played awful- in one half alone he threw 5 interceptions… in a short amount of time, Young had racked up more losses than McMahon had amassed in 2 years.

But he kept at it…

Drafted by the Tampa Bay Bucs, he played poorly for 2 seasons, but once again someone saw a diamond playing in the rough. Bill Walsh, Head Coach of the San Francisco 49ers, brought Steve Young on board to back up legendary quarterback Joe Montana.

Back on the bench again, the role and mission were all too familiar and Young used his secondary role to study & learn from one of the greatest quarterbacks ever. Montana & Young competed and jostled for the starting role-at one point, Young was relegated to a backup position when he was told he would be a starter.

But he kept at it…

Young got his shot, secured the starting position and went on to become Super Bowl MVP, Hall of Famer, attorney, & sports analyst for ESPN.

Nothing for Young came easy- even when he earned it, he found himself always having to prove himself…not so much to others, but to himself.

Steve Young kept at it…

…and so should you…..

Anything worth having will be hard. At times it’ll be thankless & humiliating… but it’ll all be worth it…some how, some way. While you may be deep on the depth chart in life-just because you’re not in the lead position…just because you’re not a starter doesn’t mean you shouldn’t think, study, & play like one. Don’t play up to the position you find yourself in today, play to your potential. Do the offline work- work that is meaningless to everyone but you…learn from those you back up-good or bad, don’t stand around hoping they fall, help them rise & in return you will too. Put in the work not knowing when “the day” will arrive- when is not your concern…what you do between now and when is. You put in the effort & the universe will supply the events and people to ensure it “just so” happens. And often it happens beyond your wildest imagination.

But first you’ve got to play to your potential, not your current position.

I’ll see you on the Blacktop.

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I’m not a Gratitude Journal kind of guy-it’s not that I am not grateful, I am, and I’ve read and listened to so many in the self-help world that advise you to keep a gratitude journal and write things that you  grateful for. Now if journaling your gratitudes every day is what helps you maintain your perspective, then by all means do it-it just never resonated with me. On the heels of that, I’m not a To Do List kind of guy either. I’ve tried all kinds of things: Planners, Post It Notes, and Apps, but many of them distracted more than helped-not to mention I was never consistent at keeping the lists up anyway.

I needed a system that was easy to follow that kept me: 1) Consistent 2) A right perspective 3) Keeps me evolving/growing. So I developed a 5×5 system to keep me on the rails of life.

The first 5 of my 5×5 is simply asking myself, “What are your 5 wins today?” This is a simple question that I’ll ask when I’m laying in bed or sometimes I’ll randomly ask myself this question if I find I’m in a foul mood. For instance, “What are your 5 wins today?” I’ll say, “I sold 3 warranties; I folded and put all the clothes up; I paid my mortgage; I said No to the $5 Big Box at Popeye’s Chicken (but those biscuits though); and my son and I got along today.” That’s it! A simple, easy to answer format that has no right or wrong answers because they’re just for me. I find at times that even after I answer 5, I keep on going-railing out 7-10 at a time. Not only can I complete this in seconds, but it also re-calibrates my thinking with simple positive wins.

The other part of my 5×5 is going to be different for you. See, there are 5 things that I have to do everyday to feel more complete, accomplished, and in control of my life.  I find that when I do my 5 Power Moves, I have a sense of accomplishment and the day didn’t just get away from me. Often times the reason why I am in a pissed off mood is because I have stretched myself too thin-tending to everyone and everything and alienating myself along the way. The 5×5 method is a way of ensuring that I put myself first every day-remember you come first…when you put yourself first, then everyone gets a better, healthier version of you.

My Power 5’s are: Meditate, Workout, Write, Read, and Record

  • Meditate: 5-10 minutes of breathing deep and thinking about nothing. Sometimes it’s 3 minutes other times it’s 10.
  • Workout: Bust a sweat every day. Whether it’s a quick Hiit (High Intensity Interval Training you can find on Youtube), 20 min jump rope right outside my door; 30 min weight training or jog..whatever time I have, bust a sweat every day.
  • Write: Write 2 pages of thoughts-don’t edit-don’t type. Just let your thoughts flow. Sometimes it’s specific, other times it rambles-the point is to spill your thoughts onto paper. It’ll help you clarify your thinking and speaking.
  • Read: Read 30 minutes per day. Sometimes I can do more…other times less.
  • Record: This podcast helps share my thoughts with the world. I also have a goal of recording at least 2 things on my voice memo app that is learned, observed, or Ah-ha’d that I can be shared later. This practice helps me stay woke throughout the day.

These are my 5×5- easy to do; easy to keep track of (I only need 10 fingers); and easy to stay consistent. Give it a try-maybe you’ll  have a 3×3, 4×4, 5×5.

I’ll see you on the Blacktop.

Don’t forget my daily podcast, The Sales Life w Marsh Buice found on iTunes, GooglePlay, or anchor.fm.