Behaviors

In a recent message, I mentioned that when a person tracks behaviors, the results will follow, but the reverse isn't true.  What really helps create success are our behaviors. Goals, plans, attitude, persistence, leadership are all very important, but when push comes to shove what really make the difference are the behaviors - the ones we put into action every day.

 

“Some things you have to do every day.

Eating seven apples on Saturday night instead of one a day just isn't going to get the job done.”

- Jim Rohn

 

This simple but profound comment says it all. Our daily behaviors create the kind of future we want. Being consistent with our thinking and our activities is what makes a difference. So if you're wondering how to get your business going, the answer is simply to get yourself going, on a daily basis. Once you establish a daily routine, it will become a habit - creating good habits pays off big time.    

 

Here's another way of looking at it: as you add more positive behaviors to your daily schedule, you will see and/or think fewer "negatives." Positive behavior helps everyone and everything to move forward. Think about it as you enjoy this Labor Day weekend.

 

Enthusiastically,

Gary Burke

Who is responsible?

One of our major responsibilities is keeping ourselves inspired, motivated, teachable, in motion, stimulated, energized and willing to step up and do the things that we know should be done for growth. The following is another Jim Rohn nugget:

 

The best motivation is self-motivation.  Some say, "I wish someone would come by and turn me on." What if they don't show up?  You've got to have a better plan for your life.

 

Ask yourself: what am I doing to keep myself mentally sharp and willing to do whatever it takes to become more successful in this business? What are you currently reading? Who are you listening to, people who like to complain all the time or like to talk about problems instead of solutions, or people who are future-driven and are encouraging to be around?

 

It takes a lot of effort to stay on a track that is going places. Pay attention to your thinking: that is where the future starts. Your future is not determined by someone you sponsor, or attending a webinar. Your future starts in your mind and that is a very powerful principle. If more people would just pay better attention to what's going on in their thinking and teach themselves to fight back all negativity that comes their way, it would make a huge difference. We all face issues and problems and at times negative situations. Be the person others talk about because you are always fun to be around and seem to lift others because of your great attitude.

 

Enthusiastically,

Gary Burke

Change happens

Faye and I had a discussion last week about how things have changed over the years. Of course, change is inevitable, and in order to grow, we must change. That means we need some kind of routine that enables us to become more effective in what it is we do. This process of becoming more effective is called personal development and as Jim Rohn always said, "it's more important what you become than it is about what you will get." We should constantly pursue the idea of what are we becoming.

The same holds true about building a future with this business. Change happens and we've certainly seen a lot of that over the years, but everything has to change if it's going to get better. For example, the Dream Plan. This is by far the most lucrative compensation plan we have ever seen and we've had it for only about four years. The introduction of Vivix, Vitalizer, Nutriferon are all very positive changes. 

In our discussion Faye said that she doesn't have to do a lot of the things she did in the past. She pointed out that the following has changed for her part in running our business.

No administrative work - Shaklee does it.

No maintaining an inventory

No shipping boxes every day - Shaklee ships the products.

No bonus checks to compute or pay - Shaklee does it.

No 1099s to prepare and file - Shaklee does it.

No PV to track - Shaklee does it.

Fewer prepared pieces of information for promotion

 

We need to invest most of our time on finding people to use the products and finding people who may have a desire to earn more income. What it comes down to is this: we have been relieved of doing a lot of office work that always took a lot of time, so our main objective is to talk to people. Just think of the growth possibilities that we have right in our laps?  If more people focused on developing better skills in talking to people their business would explode. Think about it.

 

Enthusiastically,

Gary Burke

Is this your time?

If you haven't noticed it yet, it's time for high schools and colleges to start their football season this week. Last week there was a great article in the Minneapolis newspaper about a local high school football coach. Mike Grant he has been coaching at the same high school in this area for 24 years. His record is 274 wins and 66 losses, 15 time conference champions and eight time state champions.

 

He has a system and a process for developing players - it's about fundamentals. He focuses on repetition of those fundamentals. This coach knows that if the kids work hard at the fundamentals in practice they are going to get better. By the time these kids are juniors and seniors he knows he will have a excellent chance of having a really good team. Very simple. In all phases of life it's about getting better: improving, practicing, learning the fundamentals...practice, practice, practice. When you work at the system/process, change will take place. Very positive change.

 

So here are some questions for all of us:

Am I getting better at the fundamentals for building this business?

Am I going to be better in the next 6 months then I've been in the last 6 months?

Do I have the mind-set/attitude it will take to make these next few months highly productive?

 

Take a look at your monthly PV average for the past 3 months. Are you satisfied with your PV where it is?  Do you think it would be worth your time and effort to literally double/triple your monthly PV? What about your monthly earnings? Would it be worth your time and effort to double/triple your monthly income?

 

Why not? Why not now? Why not you?

 

Enthusiastically,

Gary Burke

Thoughts about planning to grow

If a person is not performing at the level at which they are capable of performing or they desire to perform, they probably (a) lack a vision with clear goals and (b) aren't following a process or working from a plan. By "plan," I mean a method of proceeding: a blueprint, a roadmap, a game plan, a path.... I mentioned in yesterday's message that I would give you a few thoughts about having a plan. One thing a plan does for people is it helps them to work intentionally - to do a task with purpose. This is very different than "Doing Shaklee."

A plan has two main elements:

1. What am I going to do?

·         Prospect
·         Appointments
·         Opportunity Presentations
·         Work from a 90 day plan
·         Create a growth environment for my team (growth environment = meetings)
·         Accomplish ___
 
2. How often am I going to do it?
·         Two key words: frequency and quantity

The last question I suggest you ask yourself is: What do I need to change? If you feel you aren't making the progress you want to make, the chances are very high that something has to change. This usually means I have to give some thought to what I need to change so I can move myself and my business forward. A few things to consider changing:

·         My BIG picture view
·         My personal sponsoring
·         My attitude
·         My effort
·         Showing the opportunity
·         Telling success stories
·         Showing income examples
·         Keeping my dream alive.
·         Being the leader and leading the way
·         Making sure that I manage my thoughts to fight doubt and negativity.

Successful people say "YES" to their goals and plans and "NO" to distractions. Have a great weekend and maybe even create a plan for yourself so you can grow and be the example your team needs.

Enthusiastically,

Gary Burke

 

Want to make progress?

I've been thinking about various things that have stopped me from making progress at different times over the years. To me that is what it's really about, making progress. Being consistent. Doing the little things. Getting better. Developing skills. Keeping the desire for growth alive. Doing the things that can be difficult. There were many times when I wondered if we could ever have the kind of business we saw others have. It's a simple business, for sure, but not always easy. I believe if a person is looking for "easy" they should get a job.

 

What helped me to stay as focused as possible was when I started to learn and believe that working from a plan was more effective than just "doing Shaklee." Believe me, I have had much experience just "doing Shaklee" and I talk with people every week who want to grow but they're "doing Shaklee" and not working from a plan. Just imagine you're going to build a new home. You have the land and you're excited about having this new home. You do your due diligence and meet the right contractor and he asks you for your plans for your new home. Plans! What plans? It would be difficult for someone to make progress without a plan to follow.

 

Faye and I built a lake home a few years ago. We found a great piece of property and that started our thinking about what we wanted to have. We hired a architect and we worked with him for months. He would ask us questions and we would go back to see what his ideas were based on what we told him. Each time we saw him we were making progress and getting excited and to make a long story short we have a beautiful lake home in Northern Minnesota.

 

The point for today is this....Are you working from a plan or are you just busy "doing Shaklee?" It won't take you months to create your plan. Think about what you want from this business, then design a plan that will have potential to get you what you want. You'll have to adjust your plan at times but that's better than having the months slip by just doing Shaklee.      

 

Tomorrow I will give a couple ideas for planning a business. For today, think about what you want.

 

Enthusiastically,

Gary Burke

Who's ready for a change?

I feel kind of stuck this morning, which means I'm looking for a word or two that could be meaningful to someone. I wrote a message a couple weeks ago that said what we become in the future is shaped by what we do daily. Just think about that for a minute or two. What's happening for you TODAY? What do you have planned for TODAY? Building this business is a process, not an event; once a person learns that, believes it, and takes action daily, that is exactly when things will change.

 

Significant change doesn't just happen. You have to give attention to what you want changed. That means thinking it through. Thinking differently. Being action-directed. The bottom line is this: serious thinking can result in good decisionmaking. Do you want higher monthly PV? Do you want to develop new first level sales leaders? Do you want to double your income? Triple it? What is it you want? Think about it.

 

We all have God-given potential to become more than we are.  I recall reading that we all are one thing today, but we have potential to be something else in the future. There is a very big, fun, future out there for all of us and it  comes down to who wants it. Who is willing to make the necessary changes they need to make in order to make progress? Think about it.

 

Enthusiastically,

Gary Burke

Solving problems

In the webinar that I've mentioned in the past few messages, Darren Hardy also had brief comments about problem solving. Mr. Hardy said this: "How you grow bigger in your business is to understand that the size of your life will be determined by the size of the problems you've solved. The biggest problems will have the biggest rewards once the problem is solved."

Just think about that for a minute. The biggest problems will have the biggest rewards....once they are solved. Please allow me to identify what could be considered problems in our business:

• I don't know enough people
• I don't have time
• Fear stops me in my tracks
• I don't have enough money
• I'm not good at getting appointments
• Follow up is difficult for me
• I don't understand the Dream Plan
• I can't sell
• I've never conducted a meeting

I think you get the point. This doesn't cover all the bases but it's the principle that matters. So why don't you do this right now: take a piece of paper and write down the two biggest problems you have that are stopping you from doing what it is you want to do. Go ahead, just write them down and they are for your eyes only. Just think, all you have to do is to figure out what is it that will solve those two problems?

Look, if you don't address a problem it's not going to go away. Find someone you trust who you know won't be critical of you and ask for an appointment. Then once you've met describe to that person what you want to do...."I need some help in solving a couple problems. Would you help me?" Then start thinking and talking about solutions. Keep in mind that once those problems are solved you are on your way to grow like never before. 

Yes this will take some courage. Yes it will probably be difficult. But once the problems are solved......the biggest rewards are on the way. Believe it!

Enthusiastically,
Gary Burke

2 or 3 things

Yesterday I gave you some ideas from a webinar, and today I would like to comment about one of the major points that can help a person in their life as well as in this business - namely, the idea that: we need a strategy and it is RADICAL FOCUS...this is what will give a person a massive advantage.

 

I believe in the simple idea of "radical focus." Radical focus means figuring out what two or three things are for you to focus on. This focus is imperative if you want to really grow yourself and your future. As I reflect back, the things I focused on were doing meetings, telling the Shaklee story as often as possible and teaching people what it takes to become successful. That has been my focus for all these years. Just those three things.

 

Yes, I did prospect but I wasn't what I would call really good at it. Yes, I did sponsor many people, but again I know many people who are really good at sponsoring - I wouldn't classify myself as one of those. Yes, we have sold lots of products but again, I'm not very good at that. In other words, I did a number of things but my radical focus was on just a few things. Period. What has really been important for me to be able to focus like I did is Faye. What she does in our business is huge and very simply allows me to focus on the things I learned that had huge potential for building a large business. Faye does all the stuff I don't like to do. She is incredibly organized and she makes it possible for me to be radically focused.

 

Here is a question for you to think about. What are your two or three strategic priorities? Does your activity calendar reflect those priorities? It's never to late to become that person who has radical focus. 

 

Enthusiastically,

Gary Burke

Thought-provoking comments.

I watched a webinar a couple or weeks ago, and it was one of the more interesting presentations I've seen and heard in a long time. This webinar was addressing the topic of improving a individuals productivity. Following are a few ideas I wrote down as I watched and you can decide if there is some value for yourself.

• Massive technology advances have caused confusion - because screens surround us every day. Our attention is their target, and the enemy for succeeding isdistractions.
• 145 billion e-mails/day...175 million tweets per day...text messages exceeds the world population daily....
• Facebook has 1000 hits a second....100 hours of video per minute for YouTube.
• The #1 skill in today's world is learning to control our attention.
• We need a strategy and it is RADICAL FOCUS...this is what will give a person a massive advantage.

How do I identify the most important few things I need to be doing?

One strategy is: don't allow yourself to get overwhelmed...or over scheduled. Most people who fail are just being busy being busy and accomplishing very little.

To succeed at high levels you must learn to FOCUS ON THE FEW.....THE VITAL FEW.

• Figure out what to ignore....What are the few things that are the most important for you to experience success in your business?
• Vital metrics....these are the numbers that will tell your story of what you have attempted and/or accomplished. What you did: Daily - Weekly - Monthly
• What are the 2 or 3 most vital skills you want to improve?

 I hope there was something in these ideas that affects you like they did me. I'm still pondering them.

 

Enthusiastically,

Gary Burke

what's your focus?

Having some kind of a plan to follow has always made sense to me. When I decided that Master Coordinator was what I wanted to achieve, my plan was to develop two first levels every year (this was when it took fifteen first level Directors doing 3000 PV each). That was my plan: two per year. As I reflect back I always think that I wish the plan had been three or four per year because I would have done it faster! 

 

My point here is I had a basic plan that I took seriously. I had the BIG PICTURE plan but I had to break it down into what the behaviors would have to be for us to get to that level. The behaviors needed were simple, but not always easy. I would have to prospect, set appointments, learn to give a simple presentation, follow up, follow up again and maybe even again, and do lots of in-home meetings. I also figured out I would need a good attitude and to focus on getting better and better. In other words, I needed personal development. I had the plan, so it was vital to learn how to do the behaviors. This was going to be my process.

 

So what's my point? What we become tomorrow is shaped by what we do today. Doing the behaviors daily. Doing something every day. If it's just learn, learn and learn with no application then there obviously won't be any results. As Terry Slattery mentioned to me in a conversation yesterday, if a person tracks their behaviors they will get results - if they track their results, then nothing will happen.  So don't focus on results, focus on your behaviors and you will have amazing results.

 

Think about it.

 

Enthusiastically,

Gary Burke

One of the key factors for growing this business is introducing new people to the idea that their future can be different. We know we have products that are high quality and actually very special. I say special because of the various stories and examples we have heard over the years how people have been helped. It really is amazing.

Another factor is the idea to earn extra money, or to earn more than you might need, and to understand the incredible possibilities that are available for people who have a good understanding of how network marketing really works. I can't sit here and tell you that I really had a good grasp of the potential of this business those first few months. I had a lot to learn, as everyone does who comes into this business. I wondered if I could actually make this thing they called the "Shaklee opportunity" really work. When I start to think of myself in those very early months and years there was one thing I had going for myself and that was I developed a tremendous thirst or desire to have what this opportunity offered.

I learned fast that a key was to sponsor others and be consistent with my efforts. I had the desire. Period. learned that it's not the sponsoring that drives the business, it's the desire to build a business that drives the sponsoring. I got it. If I truly wanted what was being offered I just had to keep on keeping on and learn as I go. Learn then apply and the results would come. That's it folks. If you're looking for another secret here it is.....LEARN then APPLY what you learned, then you will start getting results.

It's not learn, learn, learn.......the application....the doing is what will do the job.

Do you have the desire for an incredible future? If you do you are in the right business with the right company.

Enthusiastically,

 Gary Burke

It's never too late.

The theme at the Nashville conference last week was, "The Power of Effect." There seem to be many "secrets" for becoming highly successful, but they really aren't secrets because there have been articles and books written over the years and the interesting thing to me is the authors all say the same thing but using different words to explain the secrets.

Here are some of the secrets....goals....attitude....consistency.....skills....priorities....focus, and of course many more. Here is a secret I heard from the stage in Nashville: "Lots of people have excuses why they aren't growing and the secret is in their calendar." Is it really that simple? It's a good place to start if you want to analyze growth for yourself and your business. Look at your calendar for the past 90 days and that will reveal your activity. How many appointments have you had? Follow ups? Meetings attended and/or conducted? Three way calls? Webinars? Conference calls? How many sponsored into your personal group?

The bottom line seems to be activity.....can that be the real secret? Wow! Have I discovered something here? If you want the next twelve months to be fun and exciting it's about keeping yourself active in the business. Don't isolate yourself by staying away from events, meetings, calls, because that is where growth gets started. It's never too late to get yourself going and becoming the person you want to be. Call someone today, talk to your mentor, get back to the fundamentals.

Remember, it's never to late to get excited about the future and get into motion. GO FOR IT!

Enthusiastically,

Gary Burke

Focus or distractions?

A couple weeks ago I went online to watch a webinar that Darren Hardy was doing. Darren is the SUCCESS Publisher & Founding Editor.  He said: "The #1 threat to goal achievement is distractions."

 

I can relate to that because once I decide to do something, even if it's nothing really major, I get started and it seems I just allow myself to get distracted. Maybe it's a thought that pops into my head, a phone call, or Faye walks into my office and asks me a question or has something to say to me, maybe my phone tells me I have a text from someone, or I decide to go get a drink of water and it goes on and on. He went on to say that "even when you know what to do, you probably won't do it because of distractions."

 

I think I'm better today than I was a month ago about having a simple plan to follow to make an attempt to win the battle of getting distracted. This is it: I'm trying to create quiet. Kind of an interesting idea, isn't it? Yesterday, while driving, I turned the radio off and kept it off....YIKES! No music, no news. Now I just have me to deal with. I'm going to continue to work at doing whatever I can do to create quiet and focus. 

 

What are your distractions? What interrupts your focus? Most people in our business are very part time and it seems to me that it is vital to learn how to keep our focus so we can make progress. Here is my challenge for the rest of this week. Recognize what distracts you from doing what you want to be doing.

 

It's something to think about and to work at winning the battle.

 

Enthusiastically,

Gary Burke

Three minutes

The message today is a follow up to yesterday's message in the area of setting goals, specifically when it comes to making decisions about what you want, where you want to go, how much you want to earn, and of course what you're willing to do.

 

It's really about that old principle of thinking outside the box. Thinking different means dreaming, pondering the future, allowing yourself to reach higher in your mind - and that will lead you to set a goal that is big enough to get you excited and important enough that you will work hard and do whatever it takes to make it happen.    

 

The following link is for a 3 minute video on youtube. Please take the time to watch this a couple times so you get the main idea. Believe me friends, you will enjoy this. Thank you to Jenny Utrie for sending this to me.

 

http://www.youtube.com/watch?v=LN17dIAjE-Q

 

Enthusiastically,

Gary Burke

Next year at this time

The Nashville conference was outstanding. Over the years I've used the plane ride home to go over my notes for the conference and scribble out ideas of what I want to accomplish these next 12 months. I've got a brief outline so I made some progress so what I'm going to ask you to do is to think. Go for a walk but leave your smart phone, iPhone or whatever you call your phone at home. No headset to listen to music either. This is time to think. Just to think. 

Do what it takes to create quiet. Just to think. Ponder. Dream.

What do you want your business to look like next year the day after the conference is over?

What are you willing to do to make it happen? Allow yourself to think bigger. Here is why you might want to stretch your thinking by allowing yourself to think BIG.

Stretching your goals will force you to think different.

Take this as a suggestion for you to re-inspire yourself. If you don't think different, next year at this time will be exactly like it is right now. There can be no change without better thinking and you are the only person that can make that happen. Think about it.

Enthusiastically,
Gary Burke