The Power of Consistency E-Book

Weldon Long

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 282

Veröffentlichungsjahr: 2013

Beschreibung

How to achieve wealth, happiness, and peace of mind through personal responsibility The Power of Consistency is based on the fundamental premise that private declarations dictate future actions. In other words, we tend to take actions with the thoughts and beliefs we consistently have, and the cumulative results of those actions eventually create the quality and circumstances of our lives and businesses. Therefore, transformative change in life and business is possible when we reconstruct our minds and take responsibility for its content. * Lays out a simple process--the Personal Prosperity Plan--to create powerful results in your life and business * Explains the power of focus and your subconscious mind * Outlines a four step process: focus, emotional connection, action, responsibility The Power of Consistency teaches you how to create a Personal Prosperity Plan, get deeply emotionally committed to the plan, and take consistent action toward implementing the plan for improved sales and business performance.

Leseprobe

CONTENTS

Foreword

Acknowledgments

Introduction

The Problem

The Solution

A Few Words about Implementing This Process

Why This Book?

Chapter One: Think Inside Your Box and Get Your Mind Right

Chapter Two: Congratulations! You’re Right! . . . Even When You Are Wrong

Your Reticular Activating System

Chapter Three: Understanding the Power of Focus and Your Subconscious Mind

Chapter Four: Step 1: Focus

What You Want in Life and Business

What You Want to Become in Life and Business

What You Want to Contribute in Life and Business

What You Need to Do to Accomplish These Things in Life and Business

Chapter Five: Step 2: Emotional Commitment

Write It

Review It and Feel It

Chapter Six: Step 3: Action

Chapter Seven: Step 4: Responsibility

Where Your Thoughts Go, Your Actions Go; Where Your Actions Go, Your Results Go

Prepare Yourself for Success

Values, Character, and Integrity

Eight to Be Great!

Chapter Eight: It’s Not a Knowledge Problem; It’s a Consistency Problem!

Index

Cover design: Mike Freeland

Copyright © 2013 by Weldon Long. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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Library of Congress Cataloging-in-Publication Data:

Long, Weldon, 1964-

The power of consistency : prosperity mindset training for sales and business professionals / Weldon Long.

p. cm.

Includes index.

ISBN 978-1-118-48680-1 (cloth); ISBN 978-1-118-52658-3 (ebk);

ISBN 978-1-118-52653-8 (ebk); ISBN 978-1-118-52625-5 (ebk)

1. Success in business. 2. Selling—Psychological aspects. 3. Motivation (Psychology) I. Title.

HF5386.L767 2013

658.3’1245—dc23

2012038551

Success in sales and business ultimately comes down to how well and how often we do the little things. It’s not about closing one huge deal every now and then. It’s all about doing the small things on a consistent basis. Do the little things well, and the big things will inevitably happen.

FOREWORD

Since we don’t get to take advantage of the power of 20/20 hindsight, we humans grow by making mistakes, learning from them, picking ourselves up, and carrying on. Sometimes the mistakes we make are so big that the task of picking ourselves up seems impossible. The key to improvement is in recognizing the error of our ways, finding a better course of action, and being consistent in moving in a more positive direction. Weldon Long understands this better than most. He has studied and boiled down hundreds of concepts into one simple principle: To improve your life in all respects, design your course and then embrace consistency.

I’m honored to write this foreword for many reasons, primarily because I can relate so well to the topic. You see, I’ve made my fair share of mistakes. I quit college after 90 days. I failed my real estate exam several times. However, I repeatedly and consistently studied and took it over and over again until I passed.

I made only one sale my first six months in real estate. I kept working hard at it, but as it turned out, I was working hard at the wrong things. When I was down to my last $150 in savings, I was directed toward the world of self-development. My eyes were opened to unbelievable possibilities. I became a real student for the first time in my life. Through a whole lot of trial and error and a great deal of consistent effort, I achieved a tremendous level of success in my career.

During my last year in real estate, I sold 365 properties—the equivalent of one home per day. I wouldn’t have been able to serve that many clients if I hadn’t been consistent in the level of service I provided. Today, I am fortunate to have taught literally millions of others, sometimes in groups as large as 18,000 people, how to avoid the mistakes I made.

Upon meeting Weldon Long and learning about how he overcame mistakes far greater than my own, I knew I wanted to help this man get his message out to the world. I have had the pleasure of sharing the stage with him at my sales training seminars. Even after hearing his story many times, it still strikes an emotional chord deep inside me. The passion he has to serve others so that they can learn from his mistakes—and from his subsequent journey to success—is immeasurable. Knowing him today, it’s hard to imagine him living the life he did in his past.

I’ll never understand why so many of us do this, but we often wait until we hit rock bottom before we even begin looking for a better way of living our lives. Weldon Long dug himself a much deeper hole to climb out of than I ever did, but I’ll let him tell you that story. What you really want to learn from him is how and why he made those decisions to make his life better. He learned the necessary lessons from his failures. He took the actions required to make his dreams come true one step at a time. He’s a regular guy with an incredible story that will make the challenges you face in life seem like a walk in the park. I have tremendous respect for him.

You can gain all of the education in the world, but if you don’t become the person you need to be to achieve the greatest benefit from that education, you might as well have stayed in kindergarten. Had I not learned how to develop myself as a person as I was learning the business of real estate, I would have lost or squandered the fruits of my labors. I had to work hard to overcome negative self-esteem hits from my past and to stop listening to my own self-defeating thoughts that I was not good enough, that dropping out of college had ruined my life, that I wasn’t a good student, and that I would never make it in real estate because I was too young.

If I hadn’t learned how to envision myself as a worthy individual, to see selling as an honorable profession, and to view my youth as giving me an edge with younger home buyers, I probably would have failed miserably for much longer than I did—and I would have given up. I would have added “quitter” to the long list of negatives describing the patterns in my life. Instead, I worked diligently at my craft and became a top-selling agent.

Weldon Long’s journey from failure to success is nothing short of inspirational. Yet he doesn’t just share his story in this book. He teaches you very simple and straightforward steps to implement in your own life.

To become a better person, salesperson, employee, or employer than you are today, you need to understand how to create personal change in your life. If you don’t, the life you live will depend on the whims of others.

Learning about business and about sales and marketing is crucial. But, to achieve real success, you need to first see yourself in your mind as a successful person. Some might call this self-esteem or refer to it as your self-image. The point is that it’s up to you to choose the life you want to live, envision it, and then build it.

At my company, we have been teaching selling skills and strategies since 1976. We often use a triangle to demonstrate the three fundamental types of skill required to achieve success in a selling career or as an entrepreneur. The base or foundation of that triangle includes four attributes: attitude, enthusiasm, discipline, and goals. This book is a unique and powerful representation of all four of those critical, fundamental skills.

You won’t succeed in business or with your personal relationships if you don’t have the proper mindset. If you have been deemed a loser and a failure your whole life by others or by the thoughts you allow to exist in your mind, it won’t matter how many business and sales strategies you learn. You will always be limited by your beliefs about your core personality. In other words, to get your sales and business life right, you have to get your head on right first. The principles in this book will help you do just that.

The Power of Consistency contains so many pearls of wisdom that I stopped counting. Weldon Long invested a great amount of time and effort to simplify what others have taught as very complicated subjects. Even after personally working with some of this type of information for years, I found myself truly enjoying his take on it. Weldon brings high and mighty psychological principles down to earth so that you can benefit from their implementation in your own life in a very simple, yet powerful manner.

There’s a saying by legendary football coach Vince Lombardi that applies here: “The only place the word ‘success’ precedes ‘work’ is in the dictionary.” You can read, listen, and learn all you want, but until you put into practice the knowledge you have gained, nothing will change. Five years from now you’ll be the same person, living the same life. In fact, you may have lived each year just like the last. Weldon outlines for you exactly what to practice and how to practice it to gain the most benefit from the strategies he used.

The subtitle of this book indicates that it’s geared toward sales and business professionals. Although I’m confident you will find it beneficial if those are your chosen careers, I believe the message within these pages is destined for a much greater audience. After all, everyone is in selling. We sell ourselves every day to every single human being we encounter (and even a few nonhumans, such as our pets). This list includes our loved ones, our neighbors, and our friends, the people we encounter in the coffee shop, on the freeway, and, of course, during the course of our business lives. And we can all benefit from The Power of Consistency.

If you take Weldon’s message to heart, if you embrace the knowledge he has to share, you can, in way less than five years, be the person you’ve always wanted to be, living the life of your dreams and having all the rewards you deserve. Once you reach that level of success, you will aspire to even greater achievements than you can imagine today. This may sound like a pipe dream to you now, but I challenge you to put Weldon’s strategies to work for just 90 days and see how powerful they really are.

—Tom Hopkins, author of How to Master the Art of Selling

ACKNOWLEDGMENTS

Very special thanks to my chief operating officer (COO), Doug Wyatt, who has been my alter ego for the past six years and somehow tolerates my temperamental nature while making me appear smart and sane. It’s a tall order, but he does it beautifully.

Many thanks to my smart and talented marketing and video production staff, Dale Warner and Andy Mitchell, for making me look like I know what I am doing.

Special thanks to Kevin Small at Result Source, and all the wonderful folks at John Wiley & Sons for making this thing happen. Also, many thanks to “the speaker in the sneakers,” David Behr, for making our live events happen all across the country.

I owe an endless debt of gratitude to the late Dr. Stephen R. Covey for his kindness and generosity and for writing The 7 Habits of Highly Effective People, which forever changed the course of my destiny. His passing was met with the sadness of millions of admirers around the world. Dr. Covey was one of most influential leaders of the twentieth century. He was also profoundly influential in my life, as his work saved me from certain self-destruction. In 2009, I was privileged to meet and work with Dr. Covey after he endorsed my first book, The Upside of Fear. Somewhere out there, Dr. Covey is making the angels better leaders. He will most certainly rest in peace after having left this world significantly better than he found it.

A very special thanks to Laura Oien, Judy Slack, Michael Hansen, and everyone at Tom Hopkins International for their help and support. Of course, a special thank you to the legendary Mr. Tom Hopkins for his support and example of how a true professional carries and conducts himself. Thank you, Tom—you are most certainly the real deal.

Thanks as always to my mother, Mary Goodeau, and to Eloise Ilgen (aka Nana) for their love and support and always accepting my collect calls from the joint. Also, I would be remiss if I didn’t recognize Janet Cole for her support over the years, without which my story may have been a very different one. Janet, you are a sterling example of how a woman maintains her dignity and class despite the vicissitudes of life.

My love, devotion, and gratitude to Taryn and Skylar, who gave me the missing pieces to the puzzle of life. You inspire me every day to be the man God meant me to be.

And finally, a super-duper very special thanks to my son, Hunter, who has been my constant and unwavering source of inspiration and has made me so very proud to be his father. Son, you have made me a better man, and I love you more than words can adequately express. Matti is a lucky girl.

INTRODUCTION

Circumstances do not make the man, they reveal him.

—James Allen

Once upon a time there was a man who had destroyed his life by the age of 32.

And although what so many people claim is true—that you can measure a person’s character by how he responds when the chips are down and his back is against the wall—there was nothing in this man’s life to suggest he was even remotely prepared to overcome the challenges before him.

But you never know what someone can accomplish if he or she wants it badly enough.

On June 10, 1996, this individual stood motionless in a prison cell—a cell indistinguishable from so many others that had served as his home for more than six years—devastated over the recent news that his father had died. He looked deeply into the eyes that glared at him through the scarred stainless steel mirror in his tomb.

Through the initials scrawled by unknown tenants before him, he saw the reflection of an unemployed high school dropout and a three-time loser who had spent his entire adult life in this hopeless state of despair. For as long as he could remember, he had known only prison, poverty, and struggle. He had no money, no hope, and by all accounts, no future. He had never held a steady job or owned a home, and he’d abandoned his three-year-old son. He had never done an honorable thing in his life.

As he stared at his pathetic countenance, grieving over his dead father, the son he’d left behind, and the life he’d essentially wasted, he considered the words of Ralph Waldo Emerson—who he had just discovered:

“We become what we think about all day long.”

He concentrated on these words and repeated them to the man in the stainless steel reflection.

“We become what we think about all day long.”

He thought about the words intently as he gazed into his own miserable reality. Upon staring at his reflection, he noticed that he was getting old. He noticed lines on his face that he hadn’t noticed the day before. His teens and twenties had raced by at warp speed. And where was he now? Growing older before his very eyes. How had this happened? How had he allowed things to get so out of control? And the most pressing question—was it too late to do anything about it? After all, he wouldn’t see the streets again until he was nearly 40 years old.

He considered Emerson’s words once more:

“We become what we think about all day long.”

Again he asked himself, Was there more to life? What would it take to find out? Was he even remotely capable of altering the course of his seemingly forged destiny? Was it actually possible to become something different merely by thinking something different?

Despite seemingly insurmountable odds, he decided to find out.

He set out on a journey of creating a plan for his life—something he later came to call his prosperity plan. He focused his thinking on a productive, meaningful life and on taking actions that aligned with these new thoughts. Although the prospect of changing his life by changing his thoughts seemed somewhat preposterous, he was desperate enough to give it a shot. He even became obsessed with this notion—that he could alter the course of his destiny simply by thinking about things differently.

And he did.

By the time the man was released from his third and final trip to the penitentiary seven years later, he had earned a bachelor’s degree and an MBA in management. In 2002, just one year before his release, he was also credited with saving a prison guard’s life.

Despite the overwhelming obstacles and adversity, he went on to build a life of wealth and integrity. He reconnected with his son and raised him to become a remarkable young man. He started a small company from scratch and grew sales to $20 million in just 60 months, earning it a spot on Inc. magazine’s 2009 list of the fastest growing privately held companies in America. He purchased beautiful homes in the mountains of Colorado and on the beaches of Maui.

He shared his story by writing a memoir called The Upside of Fear: How One Man Broke the Cycle of Prison, Poverty, and Addiction, which won numerous awards and which personal and organizational development titans Dr. Stephen R. Covey and Tony Robbins endorsed. He eventually became one of the county’s most powerful and dynamic speakers. He shared his work with the Napoleon Hill Foundation and luminaries such as Mark Victor Hansen. He shared the stage with legendary sales expert, Tom Hopkins, and taught countless sales professionals the process he used to transcend 25 years of poverty and misery and create an exceptional life of business success.

Despite being the underdog of all underdogs and the longest of long shots, he created a life of honor and prosperity.

I know this man’s story well—because it is my story. I am that man. I am Weldon Long.

After spending more than two decades of my life failing and struggling—and spending 13 of those years behind concrete walls and razor wire—I emerged a transformed man and built the life I once dreamed about in a cold prison cell.

My life and business were forever altered by The Power of Consistency—a force so powerful it can move mountains and completely transform the fortunes of men, yet so subtle it’s easily and often overlooked. I used The Power of Consistency to bring myself from a life of poverty and desperation to one of wealth, happiness, and peace of mind.

It is the one thing that changed everything in my life and business, and I am going to share this simple, step-by-step process to help you create new levels of success in your sales and business career.

The Problem

Every sales and business professional faces challenges and adversity that they can—and frequently do—use to justify their mediocre or poor performance. Perhaps your challenges aren’t as severe as the ones I faced, but everyone has their issues, right? No one gets out of this deal alive, and no one gets through a sales and business career without hitting a few bumps and earning a few bruises along the way.

Whether your challenge is a slow economy, cheap competitors, no access to capital, worthless leads, unqualified customers, or a boss you’d like to meet in a dark alley, everyone has something—or several things—keeping him or her from wealth and prosperity. And if you are waiting for these obstacles to magically disappear so that you can be wealthy, you might as well get used to being broke. They’re not about to pack up and move on to make your life easier. You have to find a way to succeed and prosper despite them.

The only real question is whether you are going to let the obstacles put a boot in your ass or whether you are going to put a boot in theirs.

Successful sales and business professionals are not successful because they somehow avoided obstacles. They are successful because they have mastered the art of creating a prosperity mindset that is geared and programmed to overcome any challenge and thrive in the face of adversity. A prosperity mindset is the key to the kingdom. It takes you to a place where the streets are paved with gold.

The bottom line is that shit happens. We all know it. But if you want to succeed and prosper in sales and business, then you had better nip the complaining in the bud and find a way to prosper despite the challenges and adversity.

You can’t just wait for your luck to change, the economy to improve, your competition to raise their prices, or “better customers” to walk through your door. You’ll be waiting a long time if you do.

Whether it’s an economic, competitive, or personal issue that’s threatening your sales and business performance, just remember the words of famed Saturday Night Live character Roseanne Roseannadanna: “It’s always something.”

The key to winning in sales and business is to create a mindset that compels you to thrive and grow in the face of adversity. It requires that you identify just one or two things that ensure success and do those things—consistently. It’s about kicking the challenge’s ass . . . not waiting for things to magically get better.

And here’s some news for you: You already know what to do to create wealth and success in your business. You just aren’t doing it on a consistent basis. If you were, your sales career and business would be exceptional, regardless of the difficulty you face.

Are you surprised by the claim that increasing the number of prospects you contact would increase your sales? Would you be shocked to learn that if you improved your “closing sequence” and got better at identifying problems and recommending solutions to your clients, you would dramatically increase your income?

I seriously doubt that either of these things is news to you. You already know these activities would improve your sales performance and income. You just aren’t doing them on a consistent basis.

You see, overcoming obstacles and creating wealth is not a problem with lack of information; it’s a problem with lack of action. You just aren’t doing the things you know you should be doing on a consistent basis.

Odds are that you’ve made some attempts to do these things—you’re given it the old college try—but then little things seem to get in your way. And although you temporarily make some improvements, it’s not long before you find yourself falling back into your old routine. You can’t seem to make the changes stick or consistently do the things you already know you should be doing.

For example, you know that you need to call your customers more often to retain them. But after doing it for a few days, you stop making the extra calls. You either don’t have time, or something else gets your attention—and eventually a more aggressive competitor wins your customers’ business.

You know you need to decelerate the sales process and take more time with your prospects before recommending solutions. And you even take this approach a few times. But before you know it, you are hurrying through the process again and “dropping off bids.”

You know you need to do a better job of finding new customers and may even spend a couple of days prospecting like there is no tomorrow. Yet after that initial burst of activity, you quickly revert to your old ways of taking orders and waiting for someone to call you.

You know you need to spend more time with your prospects explaining why your products and services are better than your competition’s and why you are worth a few hundred bucks more. You even have a couple of great calls, but soon you are back to matching your competition’s low prices and complaining that no one cares about quality and service.

You know you need to study and implement a better sales and closing process to grow your revenue. You even look into some new training, but ultimately you decide to wait. Before you know it, you are kicking yourself in the backside as you leave an appointment without formally asking for the order, knowing you let a great opportunity slip away.

Welcome to the conundrum of human nature—knowing exactly what you need to do to increase your sales and grow your income but not doing it on a consistent basis.

Most of us know what we need to do to succeed and are aware that we’ve got to work harder and serve better to compete in this day and age. But we’re just not doing those things consistently. The people who are making the most money don’t know anything the people making the least money don’t know. They are just doing more of what they need to do—and therefore getting ahead of the ones who are not.

This book will help you defy the conundrum of human nature by compelling you to habitually do the things you need to do to realize wealth and success in your sales and business career.

I can promise you that I didn’t overcome years of despair and build an Inc. 5000 company that generated $20 million virtually overnight because I’m luckier or smarter than anyone else. I did it by establishing and operating according to a prosperity mindset that drove me to do the things I needed to do—every single day. It wasn’t rocket science or brain surgery. It was just plain old hard work.

This book will help you duplicate my success. Sales and business success is not a question of whether you should create a prosperity mindset; it’s a question of when.

The Power of Consistency makes the simple proposition that we tend to take actions that are consistent with the things we repeatedly say to ourselves. Our sales and business activities are a reflection of our thoughts and expectations. In essence, it states, “Private affirmations dictate future actions.” You will see throughout this book how this subtle yet limitless force can alter anything in your life and business—and how “private affirmations” will dictate your future actions and your future results.

Using this powerful yet invisible force will allow you to overcome whatever challenges threaten your sales and business success and prosper in the face of any adversity.

This approach is guaranteed to lead to prosperity, because you simply cannot do the right things in your life and business on a consistent basis and accidentally create the wrong results. Of course, this doesn’t mean you won’t face occasional short-term challenges and setbacks. What it does mean is that you will ultimately create the sales and financial results you desire.

Although it’s a somewhat depressing fact, most people have failed to do the things they know they should be doing to get their lives on the right track. The people who are taking consistent actions are the exceptions—exceptional professionals who enjoy exceptional sales and business results.

But we see them all the time, living life on their terms as we complain about the forces acting against us. We see them shining in their companies and careers as we struggle to get by. We watch as they earn incomes that provide a life of financial security, while we fight to make ends meet.

We watch the years roll by—always longing for a better life, yet feeing a better life is just beyond our reach. We know what we need to do. We just aren’t doing it with any reliability.

But regardless of the external challenges and adversity, we all have within us the ability to create wealth, happiness, and peace of mind. As Emerson wrote, “What lies behind us and what lies before us are tiny matters compared to what lies within us.”

You already have everything you need to create the life and business you deserve. The Power of Consistency will help you harness what lies within you so that you can create a brighter future for you and your family, despite the challenges you face along the way.

If you and I were sitting together right now and I asked you to describe your professional and financial goals, you could probably identify them pretty quickly. If I asked you to list two or three things you needed to do to make each dream a reality, you could quickly figure that out too. But what if I asked you, “Why aren’t you doing them?” You’d probably respond with “I don’t know.”

Again, the conundrum of human nature: knowing exactly what you need to do to increase your sales and grow your income but not doing it on a consistent basis.

But exceptional sales and business performance is well within your reach. You just need to follow a simple process to create your prosperity mindset—and let that mindset drive you to do the things that lead to wealth and prosperity. As a result, you can become exceptional.

The best part is this: the things you need to do to be exceptional are downright simple! That is, in fact, why most people don’t do them; they frequently seem insignificant and not even worth the effort when you look at them individually. But their cumulative effect is incredibly powerful.

The Solution

The question remains: How exactly do you use The Power of Consistency to overcome challenges and adversity and create wealth and prosperity in your sales and business career? Well, it takes creativity and consistency. Fortunately, that’s what this book is about.

To overcome any challenge and create transformational results in sales and business you need to get your mind right and develop a prosperity mindset that is geared and programmed to transcend any obstacle.

The truth is that the world’s most successful people think differently than others—and think about different things.

Within these pages you will learn how to leverage The Power of Consistency in your sales and business career by getting your mind right. You will walk step by step through the process of creating a prosperity plan and learn how to drive consistent action toward that plan through a daily quiet-time ritual. You will also learn how to leverage cognitive dissonance to keep yourself on track and doing the things you know you need to do.

You will learn that your life is a perfect reflection of your thoughts and the things you repeatedly say to yourself. And once you master this process, you will find that external forces have very little to do with your business and sales success. You will learn that if you believe you will succeed, you are right; and that if you believe you will fail, you are also right. You will learn that your expectations create the ceiling on your results.

You will learn a four-step process called the upside of FEAR that involves:

Focus

Emotional commitment

Action

Responsibility

The FEAR process will guide you through the steps of creating a personal prosperity plan and give you the tools you need to transcend obstacles and adversity. You will learn how to get focused on what you want and how to become deeply emotionally committed to those things. You will learn the value of a quiet-time ritual and how to take consistent action toward reaching your goals. And finally, you will learn how to take responsibility for the decisions that define you when faced with the inevitable challenges in life and business.

By implementing these ideas and taking actions on a consistent basis, you will transcend the conundrum of human nature. You will become one of those rare people who know what you need to do to create wealth and prosperity, and you will actually do it. You will become exceptional, and the possibilities for your life and business will become endless.