Tuesday, November 22, 2005


Which are YOU? Actually it's a trick question. I'll explain in a moment.

Growing up in Fort Wayne, Indiana, a city that loved baseball but did not have their own Major League Team, created an interesting variety of fans. The Chicago Cubs I believe and the biggest following. In fourth grade my teacher was a huge Tiger fan and that was the year they were in the world series. Also high on the list was Cincinnati and "The Big Red Machine". Which brings me to my first reference, Pete Rose who was nicknamed Charlie Hustle by his manager.

Now unlike the movie with the same name that stared Dustin Hoffman nearly 20 years ago, there is another type of Marathon Man that I am referring to and that is the person who can "go the distance". Even though there are hundreds of people who run in the big races, it is up to each individual to train and prepare themselves for the task ahead.

Monday Morning November 21, 2005. It is announced that our company MUST generate an additional $10,000 into the month. Each person MUST bring in a minimum of $1000. If it was October 21st, or September 21st, the task would have been achievable by even the newest sales person, but no this was November 21st, and in reality the deadline for selling and getting the money on the books is TUESDAY at 5pm, or WEDNESDAY 9am at the very latest due to the Thanksgiving Day Holiday. Now is the time to do the CHARLIE HUSTLE.

When I left the building at 3pm Tuesday, I had done my part by 150% and it was time to concentrate on December. Will everyone else get their $1000 for the month in by Wednesday morning? Reality says no. But as a TEAM, we can still hit that $10,000 total.

So how do you become a CHARLIE HUSTLE when you need to be? By being a MARATHON MAN and working steady all the time. Here's an example of how I did it.
Darlington Christmas Warehouse This once a year sale does their media buys in July. I first met them at the beginning of November. Way too late right? Well by listening to what they are doing and some creativity, they bought our Christmas Music Programming. But it wasn't the commercials they were most interested in, it was the Shopping Bag Promotion. Friday and Saturday after Thanksgiving, we are going to be passing out 2000 Christmas Shopping Bags that promote our Christmas Music Programming, and inside each bag, we will place flyers or coupons from our advertisers. That's what Darlington bought.
K-mart When I met with the store manager this summer, I was told that they were not allowed to do their own radio advertising anymore, it was all being done nationally. Today, I presented him with the Christmas Shopping Bag promotion and he gave me two boxes of flyers to stuff in the bags along with an order.
Hayden Honda They were occasional advertisers being handled by an ad agency. They actually contacted me late Monday. By negotiating with them I was able to offer them more than double the number of ads for a 33% increase of what they originally wanted to spend.
Computer Renaissance After offering them various options on our stations, they informed me Monday afternoon that they were going to go with another company for 2006. I asked them what the other station was going to do for them for their Friday Sale and was told that the other station didn't have room for them. So, after doing a quick information gathering (5 minutes) I told the owner that I would have a commercial ready for him in the morning to consider. I wrote and produced the ad, finishing after 10pm, but they were impressed and even though I had to make a couple of changes, I GOT IT DONE.

That's the hustle, and it was made possible by being a marathon man.

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Wednesday, November 16, 2005

Did ya ever wonder...

I know, it sounds like Andy Rooney. But really, did you ever wonder why some people are more successful than others? Everyone of us could find someone else in our profession that is more successful than us. Did you ever wonder how they became that darn successful?

Or did you ever wonder why some people fail? Take a look around and compare those successful people with those who fail and there is one big difference. No it wasn't a lucky break, or fate, or that they "knew somebody", or whatever. The answer is so simple.

Either they did the work that they needed to do, or..... or.... or they didn't. What work am I talking about? It all depends on the job. Go to most successful person in your organization and ask them how they got to be successful. Or more importantly, what habits are they following that are keeping them successful.

In my profession, it takes planning, action and follow through. Plus an honest evaluation every now and then. It all begins inside with the desire. Stephen Covey wrote a book and created an empire on habits, you can learn from him and others about habits, but be sure you take action too.

Finally I want to remind you about keeping our lives in balence. My other blog has an interesting and valuable lesson for me and you.

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Wednesday, November 02, 2005

In a Sales Slump? Get YOURSELF Out of it!

Ever find yourself in a slump? Of course, most salespeople do. But the Question is How do you get out of it? It's not the economy, it's not the weather, it's not your competitor... nope it is the person you look at in the mirror everyday. Yeah, You! Okay, but now what?

To keep yourself from getting in a slump, you need to make sure you are doing every week the activities needed to keep moving forward. Uh, did I say every week? How about Every Day!

The Buying Funnel is a tool I use to show my clients the steps their customers go through BEFORE spending their money with them. It also applies to you and your sales. Keep prospecting every day and you will be filling your funnel. Some people will move down to the bottom fast, others may take forever. It really is up to you how many people you add to your funnel every week, but if you are in a slump, My educated guess is that you have not been consistently adding more people.

Oh, one more thing. Another common problem sales people have is they give up too easy. It could take 5 or 10 meetings and ideas before a potential customer moves down to the action phase of the funnel. What happens if you stop too soon? They probably will buy from your competition. More on this in the future...

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Monday, October 17, 2005

60, not 25, 30 or 40

My Sales Staff had a goal these past 5 business days. 400 appointments out of 5000 businesses to come to a 1/2 hour marketing presentation of which there were 16 different times available over the next 3 days. The Goal for each person was to set 40 appointments, that's only 8 per day. Some of us wanted to be above average. I set 60. Some did as little as 20. Why? Well some were not able to participate every day for 8 hours of telephone calls each day. So What, I say. I missed the first 5 1/2 hours and then set 15 in 2 1/2 hours.

Do what you need to do, not just what is expected of you. As one of my managers says, " Don't let our goals hold you back!"

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Monday, October 03, 2005

Relationships Big and Small

My last post on this blog was the morning of September 13th. Later that day I was in the hospital for a life threating condition that thankfully was taken care of. More details can be found at my other blog under the subject of Falling down.

3 weeks later and I am preparing for my return to work tomorrow. Because of the relationships that were built before my trip to the hospital, and because of the time, efforts and belief in me that my higher ups have in me, things will be fine. During the time I was in the hospital I saw an outpooring of concern and love like no othertime in my life. From the Business Networking International group I belong to, from the Lions Club I am a director of, from church pastors, to the workplace from co-workers, bosses, clients, and even potential clients, came calls, cards, and more.

I urge each of us to nurture ALL the relationships no matter how big or small, with genuine care and concern because when all is said and done, that's what it's all about!

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Tuesday, September 13, 2005

Whch way are you heading?

Many people in the world of advertising try and justify what they do with statistics. If that is you, Here is where you can get some numbers to make your point.

Most of the small to medium size business people I meet have no idea what it takes to market themselves successfully and blindly follow the lead of others, or try this and that and waste their precious dollars. Sadly I have seen good hearted people invest their life savings into a new business, and then when that money was gone, they:
1. Borrow more that they can't afford
2. Bring in partners that then tell them what to do
3. Get Behind with all their creditors
4. Have a going out of business sale
5. Live under a pile of old debts while they work for someone else
6. File bankruptcy.

So, really, what does it take?

There are a number of factors, thousands of books written, and plenty of people with opinions. I urge you to seek out the successful people in your world and take them to lunch. DO NOT ASK THEM ABOUT YOUR BUSINESS; ASK THEM ABOUT THEM AND THEIR BUSINESS. Eventually, they will ask about yours, but glean the wisdom that comes from the experience of others.

After 20 plus years in this business myself, I have countless examples of what has worked and not worked in the past and there are principles, formulas and systems to follow that can give you a fighting chance, if you want to learn.

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Wednesday, August 10, 2005

Lessons on persistence from our past

Read it out loud:

Do you like
green eggs and ham

I do not like them,
I do not like
green eggs and ham.

Would you like them
Here or there?

I would not like them
here or there.
I would not like them
I do not like
green eggs and ham.
I do not like them,

Would you like them
in a house?
Would you like them
with a mouse?

I do not like them
in a house.
I do not like them
with a mouse.
I do not like them
here or there.
I do not like them
I do not like green eggs and ham.
I do not like them, Sam-I-am.

Would you eat them
in a box?
Would you eat them
with a fox?

Not in a box.
Not with a fox.
Not in a house.
Not with a mouse.
I would not eat them here or there.
I would not eat them anywhere.
I would not eat green eggs and ham.
I do not like them, Sam-I-am.

Would you? Could you?
in a car?
Eat them! Eat them!
Here they are.

I would not ,
could not,
in a car

You may like them.
You will see.
You may like them
in a tree?
d not in a tree.

I would not, could not in a tree.
Not in a car! You let me be.

I do not like them in a box.
I do not like them with a fox
I do not like them in a house
I do mot like them with a mouse
I do not like them here or there.
I do not like them anywhere.
I do not like green eggs and ham.
I do not like them, Sam-I-am.

A train! A train!
A train! A train!
Could you, would you
on a train?

Not on a train! Not in a tree!
Not in a car! Sam! Let me be!
I would not, could not, in a box.
I could not, would not, with a fox.
I will not eat them with a mouse
I will not eat them in a house.
I will not eat them here or there.
I will not eat them anywhere.
I do not like them, Sam-I-am.

In the dark?
Here in the dark!
Would you, could you, in the dark?

I would not, could not,
in the dark.

Would you, could you,
in the rain?

I would not, could not, in the rain.
Not in the dark. Not on a train,
Not in a car, Not in a tree.
I do not like them, Sam, you see.
Not in a house. Not in a box.
Not with a mouse. Not with a fox.
I will not eat them here or there.
I do not like them anywhere!

You do not like
green eggs and ham?

I do not
like them,

Could you, would you,
with a goat?

I would not,
could not.
with a goat!

Would you, could you,
on a boat?

I could not, would not, on a boat.
I will not, will not, with a goat.
I will not eat them in the rain.
I will not eat them on a train.
Not in the dark! Not in a tree!
Not in a car! You let me be!
I do not like them in a box.
I do not like them with a fox.
I will not eat them in a house.
I do not like them with a mouse.
I do not like them here or there.
I do not like them ANYWHERE!

I do not like
green eggs
and ham!

I do not like them,

You do not like them.
SO you say.
Try them! Try them!
and you may.
Try them and you may I say.

If you will let me be,
I will try them.
You will see.

I like green eggs and ham!
I do!! I like them, Sam-I-am!
And I would eat them in a boat!
And I would eat them with a goat...
And I will eat them in the rain.
And in the dark. And on a train.
And in a car. And in a tree.
They are so goodm so goodm you see!

So I will eat them in a box.
And I will eat them with a fox.
And I will eat them in a house.
And I will eat them with a mouse.
And I will eat them here and there.
Say! I will eat them ANYWHERE!

I do so like
green eggs and ham!
Thank you!
Thank you,

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Sunday, June 26, 2005

Turn it Up

$3500. Make it $4000. If that was what you needed and you had 2 days to find it could you? Would You? Sometimes deadlines motivate us to do what we would not have done without them. If you can do it in 2 days, then why not every 2 days?

The difference between hot water and steam is one degree. What are you going to do to get out of hot water and rise above like a cloud of steam?

Ask yourself these questions, and then ask others for help. Then go that extra degree.

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Sunday, June 19, 2005

Awards and rewards

This past week I was given an award for my work with one of the local Lions Clubs of which I joined last year. I was also inducted as a new member of the board of directors. Yes, a couple of nice feathers in my cap.

This past week I met with the owner of a small used car lot in town that I have known for the past couple of years. Last week we bought our 3rd car from him during this time frame. Dale told me how amazed he is at how much of his business is coming from referals. 80% the past few months!

While I was recieving my awards, Dale has been receiving his rewards. Both are nice but never confuse the two.

Decide who you are going to serve and then do it. The rewards will come and maybe a few awards too.

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Tuesday, June 14, 2005

Links! Check it out Before they're gone!

Here you go. Now. Not later. Then save your favorites, 'cause this page may disappear.

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Monday, June 13, 2005

Getting started

My oldest daughter Rachael is trying to find her calling in life so to speak, and earlier this year had an interview with my boss, who told her she lacked the experience to do the job. This week she had an interview for sales and was told she was too young and did not have enough life experience. This time however, she convinced him to let her go through the training and prove herself. Ya know, how can a person get experience, if we don't give them an opportunity? The lesson here for the applicant is to not give up and for those doing the hiring, look beyond the resume and see the person.
Time will tell as far as Rachael and her career in sales goes, but I admire her guts to fight to get ahead. Something all of us should practice everyday.

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Sunday, May 22, 2005

Another update

Nearly 20 years, I entered the world of advertising and was looking for wisdom. Jack Trout had a book called Positioning. Get it, read it, repeat.

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Sunday, May 08, 2005

Just what is "Collective Wisdom" ?

In the world of Sales, Marketing, Public Relations and Business in general, there is a wealth of wisdom and advice out there. As such there is no reason for me re-invent the wheel, because so many folks are already doing it or at least improving on it.

So, my goal is to create a series of links (Collection) that together provide wisdom to others along with myself! Plus there are a few personal insights along the way.

This weekend I was reading one of the many e-mails I get free of charge that I value and you can get your free copy by going to this homepage!

Oh yeah, don't forget your Mom this weekend...

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Sunday, May 01, 2005

A New Month, A New Link

For the past several weeks, I've been getting an e-mail from Tony Alessandra that is short, pithy? and a good, quick read. Check it out.

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Sunday, April 24, 2005

Snow in April

What is the most far fetched idea you can think of? Write it down. Now think bigger. Bigger than that. BIGGER. Even B I G G E R. Write it all down.

Wednesday we had temperatures around 80. Saturday we had snow flurries and this morning I woke up to snow on the ground.

You see, what ever you are thinking, you probably are not thinking Big enough. Living in Indiana, the weather we experienced is not surprising, but it was certainly not what anyone would have imagined. Not even the Farmers Almanac

Well, the Point to all of this is that we are limited by our imagination more than anything or anyone else. So, take off the ropes and chains that are holding you back, and think B I G G E R!

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Monday, April 18, 2005

Turning over a new leaf

Sometimes we know what needs to be done but we don't do it. Why? Well perhaps we need a plan of action, a game plan, something more than wishful thinking. I can work defensively (where I am trying to either catch up, or try and fix mistakes) or offensively (where I am prepared and have most of my bases covered) If we are in the habit of playing defense, it can be a slow killer of the soul, of our spirit, until we have nothing left to offer but excuses. It takes repeated effort and determination to change to offense.

Now I know personally and professionally and have witnessed in others how this will effect your success in life. It is less stressful to move forward instead of trying to cover your tracks.

Ok, enough of this, how about some practical application:

1. Do you want more sales? Then contact more prospects. Plan ahead who you will contact, I'm talking about a list complete with phone numbers, and any other notes regarding that particular prospect that will move you forward.

2. Follow through. Actually make the calls, schedule a time to do it. Then do the follow up in a timely manner.

3. Or how about planning your wardrobe the night before? (Maybe you can plan 5 days worth on Sunday night!)

Then there are other habits, I've started to force myself to do. For some reason, my keys where ending up in a number of places and pockets. Now they always go in my right front pants pocket, until I come home then they have a special hook in the kitchen. Less unnecessary stress.

One last thought. If your life is like a pile of manure, you'll attract flies. If it like a flower garden, you'll attract honey bees. It's your choice.

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Friday, April 15, 2005

Words of Wisdom from the Wizard

It wasn't until about six months ago that I ever heard of this guy who calls himself the "Wizard of Ads", but the more I read, the more I like. My own training in radio advertising started nearly 20 years ago when I signed on with Crawford Broadcasting in Detroit. Until that time, I detested most ads, and didn't trust radio salespeople. After all, I was the "air personality", the mysterious man behind the microphone who had all the creative wit and could woo the women.(I better stop there, some tales are not meant for reading, only hearing.)

Don Crawford was in Philadelphia, managing 6 radio stations in 6 different cities and teaching with his weekly "Sales Bullets" and quarterly seminars his beliefs about sales and marketing. The standards that were set were High. But they were client focused not radio station focused I believe. Radio sales is simply connecting people(listeners) who are looking for places to spend their money with the places(businesses) to spend it. Unfortunately there are too many people in my business who do not understand this and they fail and give a bad name to the rest of us.

Roy Williams, the "Wizard of Ads" is another person who has collected bits of information and assembled in books, and CD's to share with others. Here is a sample.

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Friday, April 08, 2005

Tools on the Web

Here is a site that offers a free quote of the day via e-mail, along with lots of other basic and advanced tools and tips for free,(but priceless)

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Friday, April 01, 2005

This weeks link

Time for some fun on April 1st.

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Friday, March 04, 2005

Marketing to the Masses

In order to reach a lot of people, you need to reach individuals. What you will find at this site is collective wisdom designed to inspire, motivate, encourage. Browse the links, add your comments and check back.

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