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My Greatest Teacher of All Time, Stephen R. Covey Passes Away

By on July 19, 2012 in NORT, Personal Development

I graduated from high school in 2001. After a short time in a sales job I decided to do some church related volunteer work in Brazil during 2003 and 2004. After returning from Brazil it was time for me to enter the real world and make some real life decisions about my career, family, and education. It was Christmas of 2004, 3 days after my return from Brazil, that I received a copy of Stephen R. Covey‘s book, 7 Habits of Highly Effective People, as a gift.

It took me about 5 months to read the book because I decided to really understand the content. I went through it with a highlighter (something I never did with a textbook) and it profoundly impacted me. It crafted, among other things, a vocabulary and context in which I could learn and practice fundamental principles that I had always known to be true. The fundamental principles that Stephen R. Covey spent his life teaching are not new to him. They are eternal but he has been the most successful at teaching them in the context of self-development and business. He coined vocabulary that today many of us use without knowing him as the source. Some of these phrases include, Win-Win, Begin with the End in Mind, and First Things First.

I won’t bore you with all of his accolades or achievements. As great as they are I’m sure you can get them from Wikipedia. I will just suffice by remembering what a significant difference his teachings made in my life as I strived to apply them. A person’s paradigm and value system are built from a large number of life experiences. For me, outside of my parents teachings, and my religious beliefs, I can identify no other thing as significant an influence as that book and other books written by Stephen R. Covey.

He will be sorely missed. My deepest condolences to his family and other close friends who suffered this loss.

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7 Habits of Highly Successful Sales People

By on November 21, 2011 in Marketing, Personal Development, Sales

At my organization we are planning a new year workshop to help the sales team plan for 2012. Its important to help your team and your department focus on whats important. No matter how many books you have read or how many seminars you have been to; we all need reminders and time to “sharpen the saw.”

The outline below is an adaptation of Stephen R. Covey’s 7 Habits of Highly Effective People as it may apply to media sales. Use this outline and adapt it for your industry and business.

Habit 1: Be Proactive: Principles of Personal Vision

  1. The first step in creating strong income is pro-activity.
  2. Create a lifestyle that helps you meet new leads. Make calling on new leads a top priority.
  3. Identifying potential conflicts or issues that will slow you down and addressing them with potential solutions to management.
  4. Take accountability for your results. You are the factor of your success or failure.

Habit 2: Begin with the End in Mind: Principles of Personal Leadership

  1. Deciding early on what your objectives are. What do you truly wish to accomplish in your job?
  2. Creating a mission statement that reflects your goals as a sales professional.
  3. Beginning each event, activity, or meeting knowing what you want to get out of it.
  4. Foreseeing possible problems with retention, discouragement, accounting, traffic, etc.
  5. Taking the proper steps to prepare to be an effective sales person and marketing consultant.

Habit 3: Put First Things First: Principles of Personal Management

  1. Understanding the four quadrants of effective production and knowing how to apply that to our business. Focusing on Revenue Producing Activities!
  2. Creating habits of time management and effective planning.
  3. Reserving time for all your roles in life, so as not to neglect anything.
  4. Setting time aside each week for Prospecting, Service, and Production, and Education/Training.

Habit 4: Think Win/Win: Principles of Interpersonal Leadership

  1. Commit yourself to Win/Win or no deal. Agree to sell clients who you need as clients and who need your stations.
  2. You must listen first. Discover who the client is and what problems they have in their business. Look for the solutions in your stations.
  3. Each part of the media buying experience has to be a new win. Show the client how accounting, production, and reporting is a win for them.
  4. Train the client to respect your time and learn to respect theirs.
  5. Understand how to create win win situations with other departments in the company.

Habit 5: Seek First to Understand, Then to be Understood

  1. Seek to understand the situation of each client. Find out what they want out of the advertising and what has brought them far enough to listen to you.
  2. Practice active listening skills. Truly listen to your clients and your team members to best understand their desires.
  3. Continue building a relationship with your clients to develop trust and credibility through listening to, and understanding them.
  4. Only when the client trusts you and believes you understand them, and have their best interests in mind, will they follow you.

Habit 6: Synergize Principles of Creative Communication

  1. Create environments of synergy with traffic, production, promotion, and accounting.
  2. Practice habits 4 & 5 in making synergistic moments happen.
  3. Synergize with each client individually to get full buy in.
  4. Seek out potential synergistic activities, such as creative meetings, brainstorming sessions, etc.
  5. Understand the unique abilities/responsibilities that each of our departments have, and think of how best to utilize them.
  6. Seek out the very best training in the industry and in your company from the top leaders.

Habit 7 Sharpen the Saw: Principles of Balanced Self-Renewal

  1. Set aside Monthly, Weekly, and Daily planning and evaluation sessions.
  2. Renew your commitments and covenants in all aspects of life through sincere evaluation.
  3. Evaluate the best and less effective practices that you have been using in prospecting, retaining, and up selling your clients.
  4. Review this and other handouts and notes that will increase your effectiveness in prospecting, retaining, and up selling your clients.
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The 7 Habits of Highly Effective Recruiters

By on October 20, 2009 in Featured, MLM

You are probably familiar with Stephen Covey’s best seller “The 7 Habits of Highly Effective People.“ The principles taught in that book are powerful and true.

Today I am going to use his basic outline of habits to teach you how to be an effective recruiter in your MLM business. These simple principle based steps can take you from the bottom ranks of your company to the very top if you will study and apply them in sequential order.

The 7 Habits of Highly Effective (MLM) Network Marketers

Habit 1Be Proactive: Principles of Personal Vision

  1. The first step in creating a residual income is pro-activity.
  2. Taking action steps to make an initial list of potential recruits and calling them to set up appointments.
  3. Taking personal initiative to make sure that each member of your team is plugged into the emails, trainings, and meetings.
  4. Inviting team members to local & regional events, and setting up these events if not already available to you.
  5. Training each of your reps individually, or making sure they are trained.
  6. Scheduling time together with each direct enrollment to hold them accountable to their goals.

Habit 2Begin with the End in Mind: Principles of Personal Leadership

  1. Deciding early on what your objectives are. What do you truly wish to accomplish in your business, and what do you want your team to accomplish?
  2. Creating a synergistic mission statement that reflects your goals and objectives and those of your team as a whole.
  3. Beginning each event, activity, or meeting knowing what you want to get out of it, and what you wish for your team members and guests to get out of it.
  4. Foreseeing possible problems with retention, discouragement, etc.
  5. Taking the proper steps to prepare to be an effective teacher, leader and trainer.

Habit 3  Put First Things First: Principles of Personal Management

  1. Understanding the four quadrants of effective production and knowing how to apply that to your personal & team’s activity. Focusing on Revenue Producing Activities!
  2. Creating habits of time management and effective planning.
  3. Reserving time for all your roles in life, so as not to neglect something.
  4. Setting time aside each week for Recruiting, Retaining, and Training.

Habit 4Think Win/Win: Principles of Interpersonal Leadership

mlm

  1. Commit yourself to Win/Win or no deal. Agree to enroll people who you need in your business and who need your business.
  2. Look for the recruit’s win in your business opportunity. Specifically what will this mean in their life?
  3. Continue to show team members the win in each part of the MLM experience.
  4. Help create the win by getting the new recruits plugged into the proper system of activities.
  5. Lead by example. Help each new member of your team grow by being a part of their personal production.

Habit 5Seek First to Understand, Then to be Understood

  1. Seek to understand the situation of each contact. Find out what they want out of the experience and what has brought them far enough to listen to you.
  2. Practice active listening skills. Truly listen to your recruits and your team members to best understand their desires.
  3. Continue building a relationship with your team to develop trust and credibility through listening to and understanding them.
  4. Only when the rep trusts you and believe you understand them, and have their best interests in mind will they follow you.

Habit 6  Synergize Principles of Creative Communication

  1. Create environments of synergy in recruiting, retaining, and training arenas.
  2. Practice habits 4 & 5 in making synergistic moments happen.
  3. Synergize with each rep individually and with the team as a whole.
  4. Seek out potential synergistic activities, such as creating the team mission statement, local events, etc.
  5. Understand the unique abilities that each of your leaders have and think of how best to utilize them.
  6. Seek out the very best training in the industry and in your company from the top leaders.

Habit 7  Sharpen the Saw: Principles of Balanced Self-Renewal

  1. Set aside Monthly, Weekly, and Daily planning and evaluation sessions.
  2. Renew your commitments and covenants in all aspects of life through sincere evaluation.
  3. Evaluate the best and less effective practices that you have been using in recruiting, retaining, and training your office.
  4. Review this and other handouts and notes that will increase your effectiveness in recruiting, retaining, and training your office.

Jacob S Paulsen

DOWNLOAD THE 7 HABITS OF HIGHLY EFFECTIVE NETWORK MARKETERS

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