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Do This Before LEAVING Seminar

July 20th, 2008 by Ann Vertel

One of my favorite things in the world is to watch the sunrise at the seashore. While I was on vacation recently, I stood on the beach each morning with a hot mug of coffee and thought about my life, my work, and my future. Everything seemed crystal clear. I gained such perspective - it seems you always do when you are away from the thick of it all.

After returning home, I sat at my desk with my eyes closed and remembered the decisions I had made on the beach. Well, attempted to remember. You see, I hadn’t written them down completely before I left the beach so I was in the position of trying to recreate the mental clarity I had when I was there. I came close but I’m sure I missed a few insights that I just won’t get back.

Seminar is a heart-stopping experience, a pivotal moment in time, an extraordinary memory for life.

And it will give you enormous perspective.

If you do nothing else with regard to what you gain and learn at this powerful annual convention, write down what you think, what you feel, and what you decide before you leave to return home. It is critical that you do this while you are in the moment.

In addition to the decisions and commitments that you make, answering these questions may give you additional fuel for your mental fire:

  • What was your greatest insight about the company?
  • What surprised you the most about the people you met?
  • What is the most powerful thing you learned about yourself?
  • What one skill did you observe that, if you mastered it, would have the greatest positive impact on your career?
  • Who touched your heart and why?
  • What was your most unforgettable moment?
  • And how will you use that memory to remind yourself of your “why?”

- Ann Vertel, UnitCoach

Category: Self Confidence | 8 Comments »

What You Need to Know BEFORE Seminar

July 13th, 2008 by Ann Vertel

At Seminar this year you will be inspired, changed, and profoundly moved. For many of you, your entire future will suddenly become crystal clear. It is truly an experience that can rock your world. From Seminar you will gain a new or clearer vision of your life and your business - guaranteed.

But if you go with a vision or ‘desired outcome’ of Seminar itself, you will ensure that upon your return, you are focused as well as inspired.

  • What do you most need to learn while you are there?
  • What would you most like to be thinking about on your return trip?

Let’s say you suddenly find yourself standing next to or riding in an elevator with one of your favorite Nationals.

If you’re not prepared, you may just stumble over your words, gush profusely because you can’t believe you’re in her presence, and later regret a missed opportunity. Think now about what you would most like to ask her - what you really want to know. Develop several very powerful, specific questions ahead of time so that when you have the opportunity to ask them, you will be prepared.

It will be easier for her to answer a specific question than a general one. “How do I become a National?” is too hard to answer, but “What has been the most effective tool you’ve used to get people to meetings?” gives her the opportunity to tell you exactly what works!

Be very, very specific about what you need, practice asking the questions, and know them cold before you go.

In order for Seminar to give you inspiration as well as focus, you must decide what you will return with and then seek it out while you are there.

- Ann Vertel, UnitCoach

P.S. What is the most productive step you are/have taken prior to Seminar to ensure that August is not just a ‘basking in the glow of Seminar’ month but powerfully productive and successful?

Category: Self Confidence | 6 Comments »

How to Invest These Last Days of the Seminar Year

June 21st, 2008 by Ann Vertel

You have just a few days left in this seminar year. Miracles are there for the taking. All you have to do is TAKE ACTION.

This doesn’t mean THINK about taking action, or plan on taking action, or learn more about what type of action to take, or talk to other people about the action they are taking, or look for other things to try when you do take action - it means TAKE ACTION.

Pick up the phone and dial.
Walk out of your house.
Drive somewhere and get out of your car.
Talk to anyone and everyone. All the time.

This is the last mile of the marathon. This is where you either get real and get serious or you spend the next year wallowing in your justification for why you “couldn’t” make it happen.

To get it done, you will have to give up or let go of something that is holding you back. Much like driving around with your emergency brake on. You can add more gas but you will not hit top speed until you release the brake. Perhaps it is your need to think it’s too hard so you never have to come face to face with your true potential.

You’re probably not nearly as afraid of failure as you think, particularly if most of your failures have been failures of omission - all those things you didn’t try or didn’t do. Those are all failures as well - but you had the luxury of experiencing them in private without the scrutiny of a public flogging.

Perhaps more than anything you’re afraid of potential failure or failure in public. A grand, spectacular, “told you so” failure in front of everyone you know. Of having your nose just rubbed in one more thing you said you were going to do and didn’t.

So your job these next days is to be absolutely, down-right UNreasonable about winning in a big way. You’re done with behaving in a reasonable, average, mediocre, don’t rock the boat, “good girl,” unobtrusive, let me see how small I can be sort of way.
Done.
No more.
It is time to take off your stuffy mental clothes and put on a full-force, give me more, can’t touch this, “you SO need to meet me” attitude. At the end of June you will have to account for yourself. Seminar is the place where you can nod your head and say, “I’ve done well.” Or can you see yourself shaking your head in disappointment…again?

You WANT to live large.
NOW is your time.
No more waiting.
No excuses.
Action, action, action.
Do it NOW.

Now go have a POWERFUL day!
- Ann Vertel, UnitCoach

Category: Self Confidence | 2 Comments »

God and the Spider

June 20th, 2008 by Ann Vertel

During World War II, a US marine was separated from his unit on a Pacific island. The fighting had been intense, and in the smoke and the crossfire he had lost touch with his comrades.

Alone in the jungle, he could hear enemy soldiers coming in his direction. Scrambling for cover, he found his way up a high ridge to several small caves in the rock. Quickly he crawled inside one of the caves. Although safe for the moment, he realized that once the enemy soldiers looking for him swept up the ridge, they would quickly search all the caves and he would be killed.

As he waited, he prayed, “Lord, if it be your will, please protect me. Whatever your will though, I love you and trust you. Amen.”

After praying, he lay quietly listening to the enemy begin to draw close. He thought, “Well, I guess the Lord isn’t going to help me out of this one.” Then he saw a spider begin to build a web over the front of his cave.

As he watched, listening to the enemy searching for him all the while, the spider layered strand after strand of web across the opening of the cave.

“Hah, he thought. “What I need is a brick wall and what the Lord has sent me is a spider web. God does have a sense of humor.”

As the enemy drew closer he watched from the darkness of his hideout and could see them searching one cave after another. As they came to his, he got ready to make his last stand. To his amazement, however, after glancing in the direction of his cave, they moved on. Suddenly, he realized that with the spider web over the entrance, his cave looked as if no one had entered for quite a while.

“Lord, forgive me,” prayed the young man. “I had forgotten that in you a spider’s web is stronger than a brick wall.”

We all face times of great trouble. When we do, it is so easy to forget what God can work in our lives, sometimes in the most surprising ways. And remember with God, a mere spider’s web becomes a brick wall of protection.

Category: Inspiration | 4 Comments »

A Different Type of Prayer

June 20th, 2008 by Ann Vertel

Heavenly Father, Help us remember that the jerk who cut us off in traffic last night is a single mother who worked nine hours that day and was rushing home to cook dinner, help with homework, do the laundry and spend a few precious moments with her children.

Help us to remember that the pierced, tattooed, disinterested young man who can’t make change correctly is a worried 19-year-old college student, balancing his apprehension over final exams with his fear of not getting his student loans for next semester.

Remind us, Lord, that the scary looking bum, begging for money in the same spot every day (who really ought to get a job!) is a slave to addictions that we can only imagine in our worst nightmares.

Help us to remember that the old couple walking annoyingly slow through the store aisles and blocking our shopping progress are savoring this moment, knowing that, based on the biopsy report she got back last week, this will be the last year that they go shopping together.

Heavenly Father, remind us each day that, of all the gifts you give us, the greatest gift is love. It is not enough to share that love with those we hold dear. Open our hearts not just to those who are close to us but to all humanity. Let us be slow to judgment and quick to forgiveness and patience and empathy and love.

- Author Unknown

Category: Inspiration | Leave a Comment »

The Donuts

June 20th, 2008 by Ann Vertel

There was a certain Professor of Religion named Dr. Christianson, a studious man who taught at a small college in the Western United States. Dr. Christianson taught the required survey course in Christianity at this particular institution. Every student was required to take this course his or her freshman year regardless of his or her major.

Although Dr. Christianson tried hard to communicate the essence of the gospel in his class, he found that most of his students looked upon the course as nothing but required drudgery. Despite his best efforts, most students refused to take Christianity seriously. This year, Dr. Christianson had a special student named Steve. Steve was only a freshman, but was studying with the intent of going onto seminary for the ministry. Steve was popular, he was well liked, and he was an imposing physical specimen. He was now the starting center on the school football team, and was the best student in the professor’s class.

One day, Dr. Christianson asked Steve to stay after class so he could talk with him. “How many push-ups can you do?”

Steve said, “I do about 200 every night.”

“200? That’s pretty good, Steve,” Dr. Christianson said.

“Do you think you could do 300?”

Steve replied, “I don’t know… I’ve never done 300 at a time.”

“Do you think you could?” again asked Dr. Christianson.

“Well, I can try,” said Steve.

“Can you do 300 in sets of 10? I have a class project in mind and I need you to do about 300 push-ups in sets of ten for this to work. Can you do it? I need you to tell me you can do it,” said the professor.

Steve said, “Well… I think I can…yeah, I can do it.”

Dr. Christianson said, “Good! I need you to do this on Friday. Let me explain what I have in mind.”

Friday came and Steve got to class early and sat in the front of the room. When class started, the professor pulled out a big box of donuts.

No, these weren’t the normal kinds of donuts, they were the extra fancy BIG kind, with cream centers and frosting swirls. Everyone was pretty excited it was Friday, the last class of the day, and they were going to get an early start on the weekend with a party in Dr. Christianson’s class.

Dr. Christianson went to the first girl in the first row and asked, “Cynthia, do you want to have one of these donuts?”

Cynthia said, “Yes.”

Dr. Christianson then turned to Steve and asked, “Steve, would you do ten push-ups so that Cynthia can have a donut?”

“Sure.” Steve jumped down from his desk to do a quick ten. Then Steve again sat in his desk. Dr. Christianson put a donut on Cynthia’s desk.

Dr. Christianson then went to Joe, the next person, and asked, “Joe, do you want a donut?”

Joe said, “Yes.”

Dr. Christianson asked, “Steve would you do ten push-ups so Joe can have a donut?” Steve did ten push-ups, Joe got a donut. And so it went, down the first aisle, Steve did ten pushups for every person before they got their donut. And down the second aisle, till Dr. Christianson came to Scott.

Scott was on the basketball team, and in as good condition as Steve. He was very popular and never lacking for female companionship. When the professor asked, “Scott do you want a donut?”

Scott’s reply was, “Well, can I do my own pushups?”

Dr. Christianson said, “No, Steve has to do them.”

Then Scott said, “Well, I don’t want one then.”

Dr. Christianson shrugged and then turned to Steve and asked, “Steve, would you do ten pushups so Scott can have a donut he doesn’t want?”

With perfect obedience Steve started to do ten pushups.

Scott said, “HEY! I said I didn’t want one!”

Dr. Christianson said, “Look, this is my classroom, my class, my desks, and these are my donuts. Just leave it on the desk if you don’t want it.”

And he put a donut on Scott’s desk.

Now by this time, Steve had begun to slow down a little. He just stayed on the floor between sets because it took too much effort to be getting up and down. You could start to see a little perspiration coming out around his brow. Dr. Christianson started down the third row. Now the students were beginning to get a little angry.

Dr. Christianson asked Jenny, “Jenny, do you want a donut?”

Sternly, Jenny said, “No.”

Then Dr. Christianson asked Steve, “Steve, would you do ten more Push-ups so Jenny can have a donut that she doesn’t want?” Steve did ten…. Jenny got a donut.

By now, a growing sense of uneasiness filled the room. The students were beginning to say “No” and there were all these uneaten donuts on the desks. Steve also had to really put forth a lot of extra effort to get these pushups done for each donut. There began to be a small pool of sweat on the floor beneath his face, his arms and brow were beginning to get red because of the physical effort involved.

Dr. Christianson asked Robert, who was the most vocal unbeliever in the class, to watch Steve do each push up to make sure he did the full ten pushups in a set because he couldn’t bear to watch all of Steve’s work for all of those uneaten donuts. He sent Robert over to where Steve was so Robert could count the set and watch Steve closely. Dr. Christianson started down the fourth row.

During his class, however, some students from other classes had wandered in and sat down on the steps along the radiators that ran down the sides of the room. When the professor realized this, he did a quick count and saw that now there were 34 students in the room. He started to worry if Steve would be able to make it. Dr. Christianson went on to the next person and the next and the next. Near the end of that row, Steve was really having a rough time. He was taking a lot more time to complete each set.

Steve asked Dr. Christianson, “Do I have to make my nose touch on each one?” Dr. Christianson thought for a moment, “Well, they’re your pushups. You are in charge now. You can do them any way that you want.”

And Dr. Christianson went on.

A few moments later, Jason, a recent transfer student, came to the room and was about to come in when all the students yelled in one voice, “NO! Don’t come in! Stay out!” Jason didn’t know what was going on.

Steve picked up his head and said, “No, let him come.”

Professor Christianson said, “You realize that if Jason comes in you will have to do ten pushups for him?”

Steve said, “Yes, let him come in. Give him a donut”

Dr. Christianson said, “Okay, Steve, I’ll let you get Jason’s out of the way right now. Jason, do you want a donut?”

Jason, new to the room hardly knew what was going on. “Yes,” he said, “give me a donut.”

“Steve, will you do ten push-ups so that Jason can have a donut?”

Steve did ten pushups very slowly and with great effort. Jason, bewildered, was handed a donut and sat down.

Dr. Christianson finished the fourth row, and then started on those visitors seated by the heaters. Steve’s arms were now shaking with each push-up in a struggle to lift himself against the force of gravity. Sweat was profusely dropping off of his face and, by this time, there was no sound except his heavy breathing, there was not a dry eye in the room.

The very last two students in the room were two young women, both cheerleaders, and very popular. Dr. Christianson went to Linda, the second to last, and asked, “Linda, do you want a doughnut?”

Linda said, very sadly, “No, thank you.”

Professor Christianson quietly asked, “Steve, would you do ten push-ups so that Linda can have a donut she doesn’t want?” Grunting from the effort, Steve did ten very slow pushups for Linda.

Then Dr. Christianson turned to the last girl, Susan. “Susan, do you want a donut?”

Susan, with tears flowing down her face, began to cry. “Dr. Christianson, why can’t I help him?”

Dr. Christianson, with tears of his own, said, “No, Steve has to do it alone, I have given him this task and he is in charge of seeing that everyone has an opportunity for a donut whether they want it or not. When I decided to have a party this last day of class, I looked at my grade book. Steve, here is the only student with a perfect grade. Everyone else has failed a test, skipped class, or offered me inferior work. Steve told me that in football practice, when a player messes up he must do push-ups. I told Steve that none of you could come to my party unless he paid the price by doing your push ups. He and I made a deal for your sakes.

Steve, would you do ten push-ups so Susan can have a donut?” As Steve very slowly finished his last pushup, with the understanding that he had accomplished all that was required of him, having done 350 pushups, his arms buckled beneath him and he fell to the floor.

Dr. Christianson turned to the room and said. “And so it was, that our Savior, Jesus Christ, on the cross, plead to the Father, ‘into thy hands I command my spirit.’ With the understanding that He had done everything that was required of Him, he yielded up His life. And like some of those in this room, many of us leave the gift on the desk, uneaten.” Two students helped Steve up off the floor and to a seat, physically exhausted, but wearing a thin smile. “Well done, good and faithful servant,” said the professor, adding, “Not all sermons are preached in words.”

Turning to his class the professor said, “My wish is that you might understand and fully comprehend all the riches of grace and mercy that have been given to you through the sacrifice of our Lord and Savior Jesus Christ. He spared not only His Begotten Son, but gave Him up for us all for the whole Church, now and forever. Whether or not we choose to accept His gift to us, the price has been paid. Wouldn’t you be foolish and ungrateful to leave it laying on the desk?”

- Author Unknown

Category: Inspiration | 1 Comment »

Work It!

June 19th, 2008 by Ann Vertel

You were not created to just survive or endure or get through or simply manage your life. You are meant for something much greater.

You already have everything you need to be enormously successful. The only thing that holds you back is…you. Not your husband or your friends or your location or your kids or your job.

Just you.

A year from now, you could be driving the same car, working the same job, making the same money, living in the same house and nothing has changed.

Or you can take action…right now.
Pick up the phone, book a class, call your customers, talk to strangers. Which is truly more frightening - today’s action or next year’s vision?

So you get to choose.
Will you choose what you want now?
Or what you want most?

But…
the kids’ have soccer practice
company is coming
I just had a baby, got married, moved
the baby is fussy
the tires need to be rotated
I need a better computer
I have a dental appointment
my back hurts
the kids need me
my husband doesn’t approve
the library books are overdue
my office needs to be organized
I have to plan my son’s birthday party
swim lessons start next week
I don’t have enough time, money, energy

There will always be a reason not to work your business.

Work it anyway.

You can choose to give power to your circumstances or you can choose to be successful in spite of them. The choice is truly yours.
Choose well.

Now go have a POWERFUL day!
- Ann Vertel, UnitCoach

Category: Self Confidence | Leave a Comment »

The Second Request

June 19th, 2008 by Ann Vertel

Much like the way “The Second Price” technique works, as discussed in “Psycho Selling”, the Second Request taps into the same psychological response, only this time with regard to a request instead of a price.

When presented with two requests in a row, particularly if the first one seems outrageous, we are more likely to agree to the second request. And the second request could very well be the one you were looking for in the first place.

A field experiment illustrated this point nicely. Some volunteers were asked to take a group of school children on a day trip to the zoo. 17% agreed.

However, when the volunteers were asked first if they would be willing to spend two hours a week tutoring the children for a year and THEN asked if they would instead, take the children to the zoo, the number who agreed more than tripled - to 50%.

Your customers and potential consultants are more likely to agree to your second request if the first request just seems too big.

“I know I’ve asked you to come in with the full star inventory of $3600 in order to really get your sales off to a good start. How about trying the $2000 package and I’ll help you run your first two classes?”

“Why not buy the Miracle Set and Color Palette so you can throw out your old stuff and start fresh with everything new? If that seems a little too outrageous, then just start with just the Day/Night Solutions and a Color 101 set.”

(This article is part of the “Psycho Selling” eBook - 21 skills of the Psychology of Selling for Women in Direct Sales. Get your copy at http://www.UnitCoach.com/shop)

Now go have a POWERFUL day!
- Ann Vertel, UnitCoach

Category: Selling | Leave a Comment »

Urgency and Scarcity

June 19th, 2008 by Ann Vertel

People who are in the profession of marketing know that there are two concepts that are extremely powerful and are used almost exclusively to ensure their customers buy. Those two concepts are urgency and scarcity.

Urgency means that you create an environment that has an artificial deadline. You have seen ads for this like three day weekend sales, “this offer is good until close of business on Friday,” or the Memorial Day sale that is good only on Memorial Day. One of the best examples I have ever seen of this is done by the Girl Scouts. How many boxes of Girl Scout cookies would you buy if you could buy them any time throughout the year? Urgency is created because they are only available for a limited time, and only once a year. People buy boxes of Girl Scout cookies in droves.

Think about ways that you can use the concept of urgency when dealing with your consultants. Sending an “urgent message” email saying anybody that recruits a brand new consultant in the next twenty-four hours will win this prize. If your consultant decides she wants to win that prize, she doesn’t just have to recruit someone, she has to do it in the next twenty-four hours.

Scarcity means there is a limited number. Perhaps you have five different prizes and the first consultant who accomplishes the goal gets to pick her prize - first come, first served.

If you say you only have five prizes and they are only good for the next twenty-four hours, you have created both scarcity and urgency. Think about the ways that you can use this to your advantage with your consultants to get them to meet their goals, particularly if meeting those goals on certain days are important to you.

For instance, if you want them to bring in a new consultant, and it’s better for you if they do it in the first half of the month, then create a campaign with a limited number of prizes that will reward them for bringing someone in by the tenth of the month.

You can use the marketing concepts of scarcity and urgency with your customers as well. Create a monthly special. Have a limited number of them. Find ways to create scarcity and urgency to motivate your unit, increase your sales, and foster positive competition.

Now go have a POWERFUL day!
- Ann Vertel, UnitCoach

Category: Selling | Leave a Comment »

Always Ask

June 19th, 2008 by Ann Vertel

“Don’t wait. The time will never be just right.” - Napoleon Hill

A number of years ago, Mrs. Fields of Marshall Fields Department Stores, gave a million dollar gift to the University of Chicago. Mrs. Fields lived in Evanston, Illinois, home of Northwestern University and she had always supported Northwestern in the past. Northwestern’s President was dumbfounded that she would give such a large gift to the University of Chicago. W

hy hadn’t she donated the money to Northwestern?
Why did she give it to the University of Chicago?

Shortly thereafter a Northwestern University official called Mrs. Fields to find out why. Her response stunned them. She said, “The people at the University of Chicago asked. You didn’t.”

How many of those women - strangers in the mall, waitresses, teachers, shoppers in the grocery store, mothers, standing in line, waiting in waiting rooms - whom you were too afraid to ask, have since become consultants through someone else? You’ll never know.

Imagine how big your team could have been right now if you had asked every one of them. From now on, always ask.

You have found yourself standing somewhere, watching someone, trying to decide if you are going to approach her about becoming a consultant. If you hesitate at all, I guarantee that the thoughts running through your head are all about you.

Those consultants who have mastered this skill have learned to become egoless. They know that what they have to offer can change that woman’s life. They think only of her and the value they are about to add. If she says no, it is no to the the opportunity, not to you.

Think of it like this - you are standing in a large dark room with a lit candle. All around you are women holding unlit candles. If you offer to light someone else’s candle and they say no, your flame still glows. If you offer to light another candle and they yes, your flame still continues to glow, and now the room is brighter.

Perhaps you believe to some degree that if you ask and are rejected, you have lost something. Maybe you feel that to ask you must pay a price - potential humiliation, rejection, confirmation of your deepest fears. The next time you are standing there trying to decide if you are going to offer to light her candle, ponder this question: What is the cost of not asking?

Now go have a POWERFUL day!
- Ann Vertel, UnitCoach

Category: Selling | 2 Comments »