Song of My Heart Demonstrators

Secrets of Rising Stars

I recently listened to a CD from a past convention and was struck by the speaker's (Debra Jones) list of traits she found in common for Rising Star Achievers. Well, that ship has sailed for me, but I think there are some valuable lessons we could take with us from the characteristics that she identified that these high-achieving ladies all have in common. I have taken her basic five points and expanded on them in my own words.

The first trait she identified was enthusiasm. It's not hard at this time of year to be fired up. Convention has us all on the edge of our seats, whether we are in SLC or not. But these ladies did not allow themselves to become discouraged. They surround themselves with positive people. They look at the long term and don't get derailed when they have a bad day.

The second trait was commitment. These ladies do what it takes. They throw all their resources at this--their time, their energy, everything--they give 100%, no holding back. They are goal-oriented and committed to doing what it takes to achieve that goal.

The third characteristic of Rising Stars, according to Ms. Jones, is their opportunistic outlook. They are constantly evaluating the situation to find the silver lining, the chance to boost their business, the opportunity to network. if something doesn't work, they will tweak it or toss it and try again. If there is a day, they will seize it.

The fourth trait is that they work intensely. There are no shortcuts. A Rising Star will tell you that very rarely does anyone hand out thriving businesses on a platter. The only magic bullet is that you are expending this precious resource (yourself) on something you think is important (sharing what you love). YOU are the essential ingredient to your business and there is no substitute for your own elbow grease.

And the final characteristic Ms. Jones identified was their creativity. Not necessarily in stamping, but in the way they ran their business, the way they fit SU into their busy lives, the new things they tried, evaluated, and kept or didn't keep according to effectiveness.

My challenge to you this week is to look at those five traits and identify areas of strength that you share with those Rising Stars. Then, identify an area in which you feel you are weak. For me it is the opportunistic outlook. I can often see the opportunity but fail to take advantage of it. Then, post a way in which you are going to try to strengthen that aspect of your "character" to better your business--or ask for help brainstorming a way to work out those unused muscles.

Dream BIG, friend!

This article first appeared at www.stampinaddicts.com in August 2009.

Expanding your comfort zone

Today I'd like to talk a little bit about comfort zones. Everyone's heard that term before. It defines an area or mental space where we are safe and comfy. We're familiar with it, we like it, we know what we're doing and we feel competent to accomplish things within our zone.

Being outside of a comfort zone, in business as in real life, feels uncomfortable and risky. We feel ungrounded. We feel unsure of ourselves and start to wonder if we're in over our heads. It's unknown territory and while it can be exciting, it also seems dangerous.

Picture if you will the "theme song" music in your comfort zone. It's pleasant. It's relaxing, maybe energetic and fun, certainly nothing too dark. Now picture it a step outside your comfort zone. Remember those nature programs you used to watch on PBS as a child? Everything's bright sunshine and clover until a predator shows up. Immediately we are cued in to the danger the little woodland rabbit faces as he cavorts around the meadow. Doesn't he know the wolf is right behind him, ready to pounce? Can't he hear the soundtrack??? Run, rabbit, run!

Motivational speaker Kathleen Passinisi, in a session at Leadership 2009, described the theme music in your head as the "soundtrack of your life." What is your mental music like? Sometimes it flows along peacefully, and other times it has more ups and downs and trills and frills than even Chopin or Mozart could keep up with. We might privately admit to ourselves that the peaceful zen-style music can get a little old, but we don't usually go actively searching for some cymbals and big bass drums to make it more exciting.

As human beings, we generally like to stay in our comfort zones listening to our pretty music--that's only natural. But over the sound of the music runs a thread of discontent. We wish things were different--that we had a few more customers, that we made a little more money each month, that we could dream something big and achieve it.

We need to change the way we think about comfort zones. Ms. Passinisi put it like this: "Think different--behave different. Behave different--different outcome." If we start to see comfort zones in our business lives as places where we have sat down on the job and given up improving in, we will realize we have built limiting walls around our minds that will quash our ability to achieve not just in that area, but many others as well.

Start seeing that "safe zone" as an UNSAFE ZONE--an area of your business in which you can be unsuccessful or only partially successful, just because you have quit moving and become too comfy.

My challenge to you for this week is to think about an area of your business life where you have settled into a nice cozy comfort zone. Then think of one step you could take to expand the borders of that comfort zone. I'm not asking you to suddenly turn your personality upside down--just take one step and push against that cushy padded wall. No bulldozer required. Just a gentle shove.

Identify that area where you have mentally settled into a LazyBoy recliner, content with your Cheetos and your remote, to the detriment of the success of an area of your business. Then leave a comment here and we can chat about different ways we could "push" that wall out to expand your comfort zone. Eventually the goal is to make that new behavior as comfortable as the old ones.

Dream BIG, my friend!

This article first appeared at www.stampinaddicts.com in July 2009.

Keep your eye on the goal

My vacationing family took a hike this summer up the mountain to see a beautiful waterfall. The path has been improved since the last time we were there, and instead of scrambling over the creek and making your way along the rock shelf like a mountain goat to get to the base of the falls, you can now walk normally much of the first part.

However, the path does get very steep, and there’s lots of loose rock, and at one point, if you don’t have really long legs, you are going to get wet. If you are still un-acclimated to the thinner air here more than a mile above sea level, you will be huffing and puffing by the time you reach the falls just like we were.

I knew there was a beautiful waterfall at the end of the hike, because I grew up out there in Wyoming, and I’ve seen it many times. But my children, to whom scenery means little and the word “waterfall” is a vague concept, soon became tired of the hike and distracted by the many side trails. I encouraged them to keep on climbing because it would be worth it.

And then we rounded a bend in the trail and we caught a glimpse of the upper falls. From there, it was short work the rest of the way and the kids eagerly pressed on to reach the base of the falls and be the first to put their hands in the icy snow-melt water.

What changed, from the moment before we rounded that bend? The path was not magically shorter than it had been previously. The loose rocks and the tripping tree roots were still hazards. Our legs were still tired. Our lungs were still burning. But we’d seen the bigger picture, and we were inspired to keep on keeping on, to reach that waterfall we had come that far to see.

I want to suggest that sometimes, that is how we act with our Dream Big goals. We’ve set the goal—we’re not wandering aimlessly in the woods, we are headed towards a waterfall. We start out eagerly, enthusiasm high, energy level pumped. But the path gets rocky and steep and we encounter obstacles. We may start to wonder if the destination is worth the trip. We get distracted by the other paths and start to tell ourselves that the easier side trails would do just as well. The rustic wayside benches look mighty tempting.

Sometimes others encourage us to keep going, and it’s enough to motivate us for a while. Other times, we need a glimpse of the goal before we will get our enthusiasm back. My challenge to you this week is to lay some mental groundwork for your journey. Every year, it starts July 1st—are you prepared? Did you write up your goals for this year yet? What is your “waterfall?” Are you going to be able to hit the ground running, to stretch out that first streak of energy as long as possible? Or will you get off to a slow start this year, not sure exactly what you want to focus on, just knowing you want to "do better?"

What will be the thing that keeps you going when the path gets steeper? Business coach John Sanpietro says you “need to find your ‘why’.” What is it that will keep you motivated when things are not going smoothly? When it stops being fun?

Keeping your personal “waterfall” in mind will help you stay on track. Sharing with customers that you are hiking towards a goal will help you stay accountable. Hiking with demo friends who are headed towards that same waterfall will give you walking partners who will encourage you when your legs are shot. And nothing, nothing will compare to the feeling of accomplishment when you come up over that last rock and see your destination laid out before you. Then you can rest and enjoy the view.

The dream is worth staying focused. The side trails, while pretty and worthwhile, are not as rewarding as reaching the top. You CAN make it. I’m right there on the path beside you. Don’t think about how you gave up last year, or how an obstacle might spring up. Every year we all start with a clean slate. This year will be as big as you make it.

Dream BIG, my friend!

This article first appeared at www.stampinaddicts.com in June 2009.

Setting Goals Down on Paper

"A goal not written down is only a dream."

My challenge to you this week is to take a few minutes and look at your June activity statement with the compiled stats for the past SU year.

Then, armed with that concrete, objective evidence of what you have done in the past, we're going to make a plan of what you will do in the future.

Motivational speaker Kathleen Passinisi gave a fantastic talk at Leadership 2009, at which she said, "We dread precisely, but we dream vaguely." Our goal for this week is to translate some of those vague dreams into a more concrete medium so we can refer back to them throughout the year and adjust accordingly.

This set of questions may help you focus on the basic areas of your business. There are other lists, or you can just write your own goals down. But whatever you do, write it down on paper and post it in a spot where you will see it at least once a month.

* How much do I hope to sell this year?
* How much is that per month?
* At the end of this year, I want my title to be?
* What needs to happen to get that?
* I hope to have these new classes this year?
* I want to recruit this many people this year?
* Any other goals?
Just to give you an idea of what "any other goals" could encompass--mine for last year were: Pay for convention with SU, have a DL attend convention with me, continue with monthly DL meetings, attend Leadership, have a fabulous time on the South Caribbean trip : ) and earn the Alaskan cruise.

I should have also added, become better organized, track expenses more accurately, spend less, and work smarter, not harder! However, those are pretty vague--better to say: I will set aside one day every month to do all the finances for the last month. Or, I will only spend my volume rebate for myself and not a penny more.

Now take a look at your goals. Are they a little bit of a stretch? Are you expanding out of your comfort zone? Remember, expecting different results from the same actions is ridiculous! Do you want a different outcome this year than last year? Then we're going to have to tweak the process!

Re-evaluate your goals right now to see if you have stayed in your "safe" zone. Have you subconsciously set goals you know you will achieve?

I asked for favorite inspirational quotes to be left in the comment section of a recent blog hop I participated in with my stamping blog, and I love this one, author unknown: "Dreams are almost always bigger than you are: that's why we have to reach for them." We are dreaming BIG here, ladies! Give yourselves a little stretch. Your muscles will protest a bit at first, but your business will be the stronger for the exercise!

Take last year's stats and add a grand. Add one class a month. Add a recruit, add the cruise! You CAN do it. It CAN be done. And we're right here to cheer you on, provide inspiration, share ideas, and celebrate successes.

As Ms. Passinisi said at the close of her talk, "Start immediately--do it flamboyantly--no exceptions."

Dream BIG, my friend!

 

This article first appeared on www.stampinaddicts.com in June 2009.

"Just say no" to naysayers

"You girls enjoy this little fad."
--Shelli Gardner's dad, upon hearing his daughters were founding Stampin' Up.

When Shelli told us this anecdote at Convention 2008, we all laughed, because time has proven her father was very wrong in his initial assessment of the rubber stamping industry!
However, I'm sure it was not just me who was thinking, how sad that one of the people expected to be her best cheerleaders was less than 100% supportive of her BIG DREAM. It's not a pretty thought--and yet it is so common. We've all been there--flying high on the wings of some BIG DREAM--only to come hastily bumping down to earth when someone poked a hole in our balloon.
Maybe it's a parent. Maybe it's a spouse. It might be a grown child, a dear friend, a co-worker. They belittle our dreams and laugh at our goals. They don't believe we can do it. They don't believe it will last. They don't believe we'll stick with it. They don't believe we will get others to believe in our dream, too.

You in your dream ask the question--"can I do this?" and your answer comes back, "no." Your dream is too audacious. Your goal is too big. I won't support you in this, or I will only support you half-heartedly, or I will only support you when you are visibly successful.

Now, the nay-saying may not be as obvious as a sentence like the one I opened with. In fact, it may not be verbalized at all--it could be as subtle as the changing of topic in conversation when your business comes up. The less-than enthusiastic congratulations when you mention a success. The glazing over of the eyes when you broach the subject.

A nay-sayer doesn't even have to be a person. That's right--any "no" answer to your dream question--can be the bubble-popper of dreams. Maybe it's a financial situation. Does the credit hole you've dug silently scream at you that you can never be successful in business for yourself? Maybe it's your little hometown, the very streets you drive on reminding you that of course you can't be successful in a small rural town.

We can all probably identify at least one nay-sayer in our lives. Probably none of us has 100% of the support we wish we had. Some of us might have 10% of the support we feel we need.

Here's an even more ghastly thought--what if Shelli and Vonna had listened to the nay-sayers? What if they had decided that their dream was too big? What if they decided to sit on it, wait and see if things took off, before taking the plunge?

Would we even have Stampin' Up? Would we be 22 years old, a global company, financially stable during a recession, with 45,000 demos and one of the highest retention rates in the direct sales industry? Most likely not.

Shelli's dad came around eventually. And, like my own father occasionally does, I'm sure he thought injecting a dose of reality into the "pie in the sky" daydreams of his girls was a good, fatherly thing to do. He doesn't want his girls to get hurt or disappointed. Since a nay-sayer is often someone near and dear, this can be an emotional subject. However, thinking about nay-sayers can be beneficial in causing us to identify underlying bitterness and negative drain that we didn't even consciously identify.

So this week I am challenging you to identify a nay-sayer in your life, whether it be a person or a situation. There might be more than one. Then, think about these four steps for dealing with the subtle negative emotional drain that comes from having your dream quenched:

Recognize that they often have your best interest in mind, although you disagree what that best interest may be.

Forgive them for not dreaming the same dream. Forgive them for not catching the vision, for not joining you out on your limb.

Realize that the only course you might have right now is to prove them wrong in the long run.

Decide to keep dreaming anyway. This is the most important step.

Feel free to post here (it's safe because it's demos only--your mother in law will never read this!) about "bubble-popper" people or situations in your life, and which part of the process you are in. Ideas for mentally sticking our fingers in our ears when the unwelcome "advice" begins would be great!

Dream BIG, my friend!

This post orignally appeared at www.stampinaddicts.com in June 2009.

Primary vs. Secondary Goals

One of the most important things a demonstrator can do is ask herself this questions before any task she undertakes in her business: "What do I want to happen at this event?"

At first glance you might be thinking, "well, I want to do a catalog tour, then demo a card, then have a Make N Take... that's what is going to happen." But a more profitable way to approach an event is to decide what you want out of it. Ask yourself, "What is my primary goal in holding this event?"

You may be thinking, "Well, duh, I want sales, of course, and a booking would be nice, and oh yeah, I should mention recruiting..." That's great--we can and should focus on all those things. However, if you can break down your goals for any particular event into primary and secondary motivations, you can adjust your event to maximize the chances of success at your primary goal.

Having a clear, verbalized focus can help you narrow down project choices, make the best use of your supplies, be prepped ahead of time with what you want to say, and achieve success in the area on which you have chosen to focus.

For example, say I am prepping for a stamp camp. My sales have been doing ok, but my calendar is totally empty for the next two months. My primary goal at the stamp camp is to get bookings for the next two months. So, instead of "hoping" that I get some bookings, I plan in advance to make that my focus. This focus will affect everything I do at the stamp camp--not just what I say.

As an example, say I am making two projects. Because I want people to think about booking, I choose to use a DSP I know will be on sale next month. When I'm demoing it, I will mention the sale and let them know it would be a great time to host.

The second project is cute and everyone loves it. Then I pull out another sample of the project and offer it to the first person to book a show. Or, alternatively, I pull out one that is a little different in some way, or uses a different technique that they haven't seen, and tell them that is my project for next month's shows. Again, they are thinking of booking, imagining themselves making those cute projects.

Narrowing this goal down also gives me direction when I am planning what special I want to offer. For instance, I could offer a free ink pad with a booking instead of offering a more generic special to any customer. I might offer additional hostess benefits on your show when you book tonight. I could do Book to Look envelopes or Just Say Yes bookmarks. Again, if I know what my primary motivation is for the event, I can fine tune my entire event towards that goal.

When you have narrowed your focus to one area (while still working on all three areas of sales, bookings and recruiting, of course), you will have a mental focus that will help you physically focus, and your goals, instead of being vague and un-named, will be clear. You can't achieve what you don't even know you're shooting for.

So! Your challenge for this week is to think of your next event, be it a workshop, a stamp camp, or club, and decide what is your primary goal. Here are a couple of questions that will help you decide what to focus on:

1. Do I need sales most of all? Am I in need of cash? Am I close to a sales goal or milestone? Is there a bang-up sale going on right now?
2. Do I want to expand my team? Am I close to a promotion if I do? Are there any good recruit incentives or Starter Kit sales going on that I could use?
3. Do I need to fill my calendar or is it pretty good already? Has the group I will be seeing at this event already booked a lot for this year? Is it a busy time of year when I am not likely to get bookings (holidays, end of school year)?

Asking these questions should help you come up with a primary goal--the thing you want to most get out of this event. Identify it, and then look for ways that you can tweak your entire presentation, from soup to nuts--hostess coaching to closing the party--to achieve maximum success with your goal.

You are encouraged to leave a comment about your upcoming event and what you plan to focus on, with ideas for furthering your primary goal here. I'll be checking in to answer questions and give ideas and suggestions. Good luck!

Dream BIG, my friend!

This article was first published on www.stampinaddicts.com in June 2009