TrainTheWinner's Blog

How a funeral can make you come alive

trainthewinners — Mon, 23 Nov 2009 20:13:50 +0000

How a Funeral Turned Joe Girard Into the World’s Greatest Salesperson

Joe Girard knows how to sell cars.

In fact, he’s listed in the Guinness Book of World Records as “the world’s greatest salesman.”

To become the world’s greatest salesperson, he used what is perhaps the most underused lead-generation technique in the world. Yet it’s probably the most effective way of getting new business that there is. It gives a salesperson instant credibility with a prospective customer – making the prospect more likely to buy.

The idea came to Girard while he was attending a funeral.

Before I tell you what it is, let’s take a look at some of the most notable selling statistics from Girard’s 14-year (1963 to 1977) car-selling career (courtesy of Tom Sant’s book The Giants of Sales, in which Girard is profiled)…

In total, he sold more than 13,000 vehicles. That’s an average of six cars per day.
On his best day, he sold 18 vehicles.
His best month, he sold 174.
In his best year, he sold 1,425.
By himself, Joe Girard has sold more cars than 95 percent of all dealers in North America.
To make his feat even more incredible, he sold them at retail – one vehicle at a time.

Amazing. Especially when you consider that when he first applied for a job as a car salesman, no one would hire him. At the time, he was in debt and struggling to keep his family fed.

The sales manager who finally hired him at first said “No,” explaining that if he hired Girard his other salespeople wouldn’t like it because their share of walk-in traffic would be reduced. It was only when Girard said he wasn’t interested in the walk-in traffic – he would generate his own leads – that he was hired.

He quickly found that selling without access to the dealership’s walk-in traffic was more difficult than he had hoped it would be.

The first thing he did was grab a phonebook and started calling people randomly. He made some headway, but it was tough slogging.

The Funeral That Changed His Approach to Sales

It was around this time that he attended that funeral. It was a Catholic funeral. Mass cards were given out to all those in attendance.

Girard asked the funeral director how he knew how many mass cards to have printed up for each funeral.

The funeral director told Girard that the number of people attending a funeral always seems to average out to 250. So that’s how many he prints up each time.

Soon after that, Girard sold a car to a Protestant funeral director. When he asked how many people typically attend a Protestant funeral, he got the same reply: “About 250.”

When he attended a wedding, he asked the minister the same question. The answer was about 250 on the bride’s side and 250 on the groom’s side.

Joe Girard’s “Law of 250″

It was then that Girard came up with what he called the “Law of 250.”

The basic principle is that most people have about 250 people in their lives who would show up at their funeral or wedding. There are exceptions, of course. Some have more, some have less. But the average seems to be 250.

So how did he use this information?

First off, he realized that if he did a crummy job of selling a car to somebody, he could potentially lose 250 more customers.

But, more important – if he did a great job, he could gain 250 more customers.

So Girard reasoned that if he consistently built strong relationships with his customers and treated them fairly, it would make his job a lot easier in the long run.

So he set his sights on getting referrals. How did he go about it?

Here are the three main ways…

First, within a few weeks of selling a car to someone, he would call them up and ask how the car was running. If things were going well, he’d ask for a referral. If they weren’t, he’d fix the problem – then ask for a referral.

He kept a file listing personal information about each customer – such as the names of their children, what they did for a living, their birthdays, their kids’ birthdays, etc. He’d use that information to personalize his conversations with them. He sincerely cared about people, and made them feel so special they couldn’t wait to recommend him to a friend or relative.

Every month, year after year, Girard would send a greeting card to every customer on his list. Inside would be a simple message. He knew they’d need a new car one day, and he wanted to keep himself top of mind. He was careful not to include anything that might sound like a sales pitch. Just an anecdote, a new idea, a news story, a book review, a birthday greeting, or a tip he knew they’d be interested in. (Eventually this task became so big, he had to hire someone to do it for him.)

Girard’s dedication to keeping in touch with his customers instilled in them a psychological obligation to do business with him. His customers would never even dream of buying a car from someone else.

Girard has often said he doesn’t believe in hard work. That what he does believe in is working smart. And no one approached selling cars any smarter than Joe Girard did.

No matter what product or service you sell, if you don’t have a referral and repeat-business strategy in place, you’re working too hard.

Here are a few referral-related tactics you can start using tomorrow:

1. Go the extra mile for your customers and prospects.

Do things that will make you stand out from the pack. If you see an article that you feel may interest one of them, mail it (or e-mail it, but sending something in the mail tends to have a greater impact). A good way to find appropriate articles is to set up a Google News Alert for topics you feel would interest your customers. If you think a story is relevant, send them the link.

2. Make sure your customers know about every service you provide.

If you sell Product A to someone, make sure they also know you carry Products B, C, and D. The more solutions your customers know you provide, the more likely it is that they’ll know someone who will benefit from getting a call from you.

3. Establish relationships with people who sell complementary products or services.

For example, if you sell boats, contact the local marina and introduce yourself. Tell them you’ll be referring your customers to them, and make them aware that you’d be open to any referrals from them.

4. Ask for a referral.

If you don’t ask, chances are you’ll never get a referral. Customers usually don’t volunteer them on their own. When the time seems right, say something like “Do you know anyone else I might be able to help out?”

5. Always thank your customers for their referrals.

Obviously, say “Thank you.” But then take it one step further. Send a thank you note or a small gift. It could lead to another referral.

6. Keep your customers informed.

Let your customers know what happened when you called the person they referred you to. Offer to keep them in the loop as things progress.

Develop and follow through on a referral and repeat-business strategy and, like Joe Girard, you’ll make more sales… and have an easier time doing it.

Article courtesy of www.earlytorise.com

Coming back from Clunkers

trainthewinners — Tue, 17 Nov 2009 22:49:10 +0000

Coming back from Clunkers…

We all know the clunkers program was a mixed blessing to dealers. Whatever your political views are on the subject, it happened, it’s over (mostly), and now we all have to get back to business.

Here’s some advice for dealers, managers, and salespeople that can help you thrive instead of survive in this market.

Dealers:

Most off you have found ways to cut costs by reducing unnecessary spending and trimming the fat wherever possible. This was a critical although in some cases painful process.

A question I want you to consider now is; “Am I playing to win?” I was watching World Series of Poker and one of the Pros who was dominating the table and had developed a serious chip lead in the tournament said he could tell if his opponents are playing to win or just trying not to loose too early. If he smelled “blood” he knew he could bully them into folding and take their chips little by little until they became desperate and made a fatal move.

Are you thinking about survival or are you thinking about dominating? What’s your main emotional drive right now? Dealers who are thriving realize that most of their competition is scared and doesn’t know what to do except ride out the storm.

I know dealers who are increasing market share and gross averages. The same dealers are actively looking to recruit new talent and are doing creative things to drive traffic and create more “flow” through their facility.

Just four months ago I helped one of my clients add a few new salespeople to the team and here is an email I received from the manager to update me on their status.

Jonathan,

I thought I would drop you a note to tell you how our students are doing.

I think that the hiring process that you developed for us really worked. We hired four people through the process, after four months three are still here.

Casey has been the rock of the bunch. He has sold 17, 19, 19, 21.5.

Kevin started a little slower but has really come along. He sold 4, 8, 16, and 30.

Russ has done 10, 10.5, 11, and now has been promoted to internet manager.

I think that your marketing training and what you taught them about bringing up the objection before it comes up has help these guys think outside the box.

As for me, a 20 year car guy, I have learned a lot from you. In fact I used your prospecting tips in the class room this morning.

Once again thanks, it was nice to learn something new.

Sincerely,

Tim Sweet

Miller Auto Plaza

That’s over a 14.5 unit average per month between the three new guys in their first 4 MONTHS!!!

Don’t tell me you can’t find good people out there. You have to choose to play to win. If you don’t and your competitor does, he’ll nibble away at your chips until you are knocked out of the game!

Managers:

One of my managers and I were brainstorming ways to increase traffic without adding any additional expense. We reviewed his ads that he had in the paper and considered possible alternatives, i.e., radio, TV, and such. When I asked him to think about the most powerful and cost effective form of advertising out there, he rightly said it was word of mouth. So I pointed out that’s where we should start.

We decided to increase the standard referral fee to increase word of mouth business. The old plan was a $100 check for a bird dog. The new plan went to $500 for referring a buyer if they purchase between 1 and 14 days and $250 if they sent us a buyer between 15 and 30 days. The purpose was to create urgency where it naturally occurs… the first two weeks after buying a new car! We created certificates that we gave to the customers when they bought a car and began coaching the salespeople on how to pitch the new plan.

After a few weeks we got some traction and now we are seeing a greater number of people coming into the store by referral. We even had a customer offer to give their $500 to their friend to help with the down payment. We were glad to do it.

Everybody knows referrals close faster and easier and with higher gross. Yet the average dealer treats their referral plan as an after thought??? Look at your plan and ask yourself if you can afford to modify it to maximize the excitement of the first two weeks with your buyers.

Salespeople:

Do you want to impress your next customer and make them open up and tell you how to sell them? The secret to becoming a truly great salesperson is locked in the ability to get people to tell you what makes them tick and what makes them buy.

I believe that there are four basic categories of investigative questions. Each one opens up a different kind of window into the mind and heart of the customer. I am going to share with you a few of my favorite questions to ask customers and I want you to come up with some more of your own.

The four categories are;

* Current Vehicle – any question about their past vehicle ownership

* New Vehicle – any question about what they are looking for in their next vehicle

* Customer – find out about them and their lifestyle

* Experience – find out how they feel as a consumer and where they are at in the process

Let’s take a look at a couple from each.

Current Vehicle:

What do you like most about your current car?
What’s the main reason you are considering replacing this vehicle?

New Vehicle:

What’s the main thing you are looking for in your next vehicle?
What was it that made you want to look at these models/brands?

Customer:

Do you live and work in the area?
How will you be using the vehicle mostly?

Experience:

What’s the main thing you were hoping to accomplish today?
In your opinion, what makes a good salesperson to you?

As simple as it sounds, most of these questions are not being asked by the majority of salespeople. And that is why the majority of salespeople are broke. Each of the categories gives critical information for understanding the motivation and decision making process of your customers. I encourage you to sit down and come up with 10 questions per category and then commit them to memory.

Selling is essentially solving problems. In order to solve the problem you have to know what it is. That’s why investigation is so important!

The Team:

As a dealership if you want to Come Back from Clunkers you have to do it as a team. It starts at the top as a commitment from the dealer to “Play to Win”. Managers have to be more creative in the way they create traffic, desk deals to maximize gross and coach their people. Salespeople have to commit to their customers before they expect the customer to commit to them. Ask yourself honestly are we committing ourselves to this customer to provide the highest level of service possible.

I wish you all great success and look forward to hearing how you Came Back from Clunkers!

Jonathan W. Dawson

President, Plan B Consulting

Cell: 612-387-7776

Email: planb@helloworld.com

Building your business

trainthewinners — Tue, 17 Nov 2009 22:47:58 +0000

Dear Dealer,

Please forward this to your sales team as it will encourage them and challenge them in these difficult times.

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Dear Salespeople,

As a sales trainer I hear a very common and legitimate complaint from salespeople. The complaint is that customers are not loyal anymore and will shop you for $50. Yet in every market there are a few who stand out, or should I say, there are a few who are outstanding at building customer loyalty. Their secret is of course no secret at all; its relationship and value.

As I travel around the country and the state of MN I meet all kinds of salespeople. Some are dying, some are average, and some are thriving. The salespeople I mentioned that are thriving are just normal salespeople who have gone out of their way to build their business by building relationships and building a brand. And because of that effort they have thrived! I want to introduce you to two of these such salespeople.

Meet Wayne the “Pickle man” and Chris “The car guy”. Actually you wouldn’t necessarily get to meet them unless you travelled like I do, worked with them, shopped them, or bought a car from them. However, knowing them would probably challenge the way you do business. And since the goal of any trainer is to challenge his students here we go.

So here are my first questions for you to consider:

1) How good are you at building relationships with your customers?

2) How much value do you bring to that relationship?

3) How good are you at communicating your personal brand?

At the end of this letter I am going to invite you to make these questions more personal and practical. But first, let’s break them down a little and look at what the “Pickle man” and “The car guy” did to have more repeat business and referrals than anyone else in town. Do not think what you are about to read is wasted energy. These guys are the real deal. Both examples are of guys selling cars in Minnesota in small markets (outside the twin cities metro) and with domestic brands, yet they are $100,000+ income earners. They built their income, their brands and their loyalty by depending on the relationship not on the dealership.

Relationship building with customers is much like relationship building in general. Key ingredients are: time investment, periodic contact, caring attitude, and showing interest. It’s not just about sending out a birthday card, which you should do by the way, or performing your mandatory mailings and phone calls. It’s simpler and yet more powerful than that: It’s actually wanting to have a relationship with your customers.

Examples in Relationship Building: Lessons from Chris “The Car Guy”.

Some of how he built relationship:

gives away a “starter kit” with each delivery; includes: bag of candy, pen, fills the change holder (nickels, dimes, quarters) with change, map, flashlight, tissue box and personal thank you note. Costs Chris about $6/delivery.
sends out a monthly e-newsletter to all of his data base.
sends out a quarterly 5 page printed newsletter to his customers.
maintains his own personal website with photos and bios on his family and loyal customers.
advertises his customers businesses in his newsletters and on his personal website.
gives away a stainless steal travel mug with his caricature, nickname: The Car Guy, and slogan “You’ve got a friend in the business.” embossed on it. Costs Chris about $6/mug.
calls 5 customers a day to invite them out for lunch, on average ends up taking 2 a week. Costs Chris $100/mo.
calls 20 customers a day just to say hi and let them know he was thinking of them.
sends out birthday cards with coupons for free meals at local restaurants to his customers, their spouse and kids (do you know the birthday of your customers kids).
invites customers to his birthday party and his kids parties.
invites his customers to local community events and church events.

That’s an overwhelming list and it’s not even close to all of it.

One of two thoughts occurs at this time: I’m not going to start doing all that! OR How do I start doing some of that?

If you had the first thought, go ahead and stop reading because if you don’t care, I can’t help. If you thought the second, then I can and will help you get started. The key is just to get started. Chris did not implement all of these things in one day. They were built on a foundation of a commitment to himself and his customers: a commitment of relationship building and not just “follow-up”. This list was built one idea at a time!

Examples in Brand Building: Lessons from Wayne “The Pickle Man”.

To know Wayne is to know he is not the “Pickle Man” type. You might think after you read what he did that he is a natural attention seeker, and comfortable in center stage. He isn’t. In fact he’s the opposite. He’s a quite, reserved, and in his own words, “almost socially retarded” kind of guy. He didn’t become the “Pickle Man” because he wanted to but because he had to. With six mouths to feed and knowing that he had 20 competitors offering the exact same vehicles and for relatively the same pricing he knew that if all things were equal, price would become the deciding factor. He could not afford to let all things be equal.

Watching an AFLAC duck commercial he thought to himself; “I need something memorable like that.” And with four kids who liked pickles he got “a stupid idea” as he put it. After testing a half dozen ideas with his customers over a two month process, the overwhelming winner was “Pickle Man”! And so Wayne thought, “I guess I better go to Sam’s Club so I can start giving away jars of pickles to my customers!”

Wayne approached Gedney Pickle Company and told them was going to start giving away a free small jar of pickles to all of his customers who test drove a car with him and give away a free large jar with every car purchased. The Pickle Company was intrigued! They began small but eventually started giving away lots and lots of pickles to the point they started buying cases of pickles and storing them at the dealership. Each jar costs Wayne between $2.50 – $5.00.

The success and uniqueness of the program was so exciting to Gedney that they decided to participate in the local town parade. Wayne and his family rode on a green truck and gave away jars of pickles with his business card on them, “Pickle Man” Frisbees, footballs, and hundreds of hats, shaped like pickles, to the kids. They didn’t stop there… Gedney also committed to putting up two BILLBOARDS depicting Wayne (the “Pickle Man”) in a picklemobile on the North and Southbound sides I-35 next to the exit to his dealership. The billboards had Wayne in a picklemobile and said “Free Huge Jar with every Car! Go see the Pickle Man!” Gedney paid for half of the billboard, the dealership paid for a quarter, and Wayne paid for a quarter of the cost.

Wayne gets to separate himself in a competitive market, the pickle company gets into the house of potential new pickle consumers, and the customers get a shopping experience they won’t soon forget. Everyone wins!

I know what you are thinking… and NO… it’s not about the pickles.

Don’t be confused and think, “I can start giving away pickles and that’s the answer”; it’s not. Wayne is an amazing brander but he is also an amazing relationship builder. He does the steps of the sale very well, and cares for his customers, and on top of all that, He BRANDS.

I am not asking you to become a pickle salesperson; I want you to sell cars. I am not asking you to ask the dealership to do this stuff for you; they do enough.

What I am asking you to do is be honest with yourself and try to answer these 3 simple questions:

What are 3 THINGS I am doing right now with/for my customers that no one else does?
Am I actively trying to build a relationship with my customers or am I just “following up”?
What is my brand going to be, and how can I get started this week?

REMEMBER… IF all things are equal then price will be the deciding factor. Don’t let things be equal!

If you would like some more specifics on how to do this and to see actual examples of other salespeople’s branding and loyalty building ideas, I invite you to come to my “Building Your Business” class coming up at the MADA headquarters, in West St. Paul.

Agenda for the Building Your Business Class, Nov. 11th, at 8:30am – 12:00pm Click here for flier

Staying busy when it’s slow
- Becoming free from “The Lot”
- Making “follow up” Calls
Asking for referrals
- Rewarding your customers
- Creating Raving Fans
- Loyal Vs. Satisfied customers
The Power of Newsletters
- Marketing to a new group
- Getting your name out there
- Database swapping
Different types of Ads
Ways to Add more Value
Using the internet to grow
- Email campaigns
- Personal websites
The Parthenon Effect
A.I.D.A. – Writing ad copy

The cost is $150 per person.

Maybe the dealership will pay a portion, maybe they won’t.

Maybe they’ll payroll deduct all of it, maybe they won’t.

Maybe you are like Wayne and Chris and you will pay for it yourself.

What I do know is this: I promise it will change the way you look at your business and follow up! I am looking forward to seeing you there.

Your success,

Jonathan W. Dawson

P.S. – I am doing a Phone Skills Class also on that day from 1:00pm to 4:30pm so make sure that you sign up for the correct “Building Your Business” class on the 11th if you are just wanting to go to it.

P.S.S. – Maybe the dealer will pay for you to go to the Phone Skills Class in the afternoon if you pay for the “Building Your Business” in the morning. It’s just an idea.

Agenda for the Phone Skills Class Nov. 11th 1:00pm – 4:30pm Click here for flier

Setting Definite Appointments
- Getting contact info
- Creating Urgency
- Locking down the time
Sell Yourself & the Dealership
- Build rapport
- Sell the sizzle
Asking the right questions
- Problem solving
- Find wants & needs
- Offering alternatives
Reactive Vs. Proactive
- Staying calm
- Slowing down the call
Addressing Questions
- Price
- Trade
- Rates / Payments
- Availability

———————————————

Jonathan W. Dawson

President, Trainer, Coach

Plan B Consulting

Endorsed Training Company of the MADA
Cell: 612-387-7776
E-mail: planb@helloworld.com

The Rant

trainthewinners — Fri, 16 Jan 2009 21:59:20 +0000

The following message was sent to my friend Troy Atwater, a new car manager at a domestic brand dealership in St. Cloud, MN. He thought I would like it and I thought you would like it! I’ve added a few of my own thoughts in ( ) where I felt clarification was needed. I’m naming this email “The rant of the successful”

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The rant of the successful-

If I hear one more person (manager or sales) give another reason why they can’t sell cars I am going to punch them in the mouth.
“The banks aren’t buying” – Yes they are idiot(I don’t like to call people idiot, but, if the shoe fits), just not like they were, so change what you are doing (or keep getting what you’re getting).

“There are less customers looking” – So get out of your office and work the ones you have harder.

“The deals aren’t as good” – Says who? Cars have always been expensive and they have always cost more than the customer told you they wanted to pay… so now you are going to start believing the customer? (someone is always being sold, the salesman or the customer)

“We cant lease anymore” – yes you can idiots …there just aren’t giveaways that any no talent order-taker could give away, so maybe you should quit and we’ll get a salesperson who can do the job.

Guess what… We sold cars when interest rates were 18%… We sold cars when they would blow up…we sold cars that flipped over…we sold cars in recessions…we sold cars that were uglier than a monkey’s armpit and broke down on delivery…we sold cars from empty showrooms…we sold Yugo’s, and Daewoos, and Pinto’s, and K-cars for god’s sake, and Suburbans when gas was $4 a gallon.

How? Because we SOLD them. We inquired about our customers needs and wants, their budget, their family, their jobs, their travel habits. We made friends and sold the snot out of the right vehicle that met all of their needs. We didn’t sell the deal, we made the deal. We didn’t believe them when they told us the car was too much…because we selected a vehicle that wasn’t too much; and, when they chose a more expensive model…we told them it was more expensive and they would have to pay more (and some always do). We sold them on the idea of putting money down so they wouldn’t be buried with debt so that cash down wasn’t a burden but a benefit – and they always found more money for the car we made them want…because we made them want it…we made them need it…and they loved us for it. (that which is gained to cheaply is esteemed to lightly)

We didn’t lie or cheat, we didn’t fudge the numbers, and trick them into paying more…we sold the sizzle…and we made money doing it and our customers loved us when we were done. And they told their friends how great we were to do business with.

When I was a salesperson I loved the rain. I loved it because the other salespeople would hide in their office convinced that they were not going to sell anything because nobody was going to come out in the rain. So I stood on the lot under my umbrella and waited, ’cause I knew that if somebody did show up…they were there to buy something.

Today the news media is pumping bad weather into everybody’s living room and it is raining bad news. Today I want to be a salesperson again standing in the showroom waiting for the customer who is going to walk in despite everything they have heard because they are looking for someone to say, “its OK to buy,” and I would be there in my tie with a warm handshake and a smile ready to make it OK to part with a few thousand dollars…and I would make it fun too.

Yes, it is true that dealers will close. Banks will go under. The car business is changing. This is the time when we will undergo an economic housecleaning. We will see the weak salespeople who survived in this business out of sheer dumb luck find their true place… dunking fries in McDonalds. We will see the sales managers who forgot how to sell, and who never knew how to motivate and train professionals, move on to telemarketing gig’s (mortgage lending) or make that career change they have “talked” about for so long.

Good riddance. This business is not for the weak or feint of heart. Here only the strong survive. When all is said and done only the best will be left standing. We will be sipping our coffee, and cashing our big checks, and rolling steel.

I will be here with my umbrella, my tie, a warm handshake and a smile. I say bring it on!

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I believe this rant with every fiber of my being! Do you?

As you were reading this did it feel like someone was slapping you in the face or patting you on the back? Did you feel like defending with; “yeah but…”, “you don’t understand…”, “easy for you to say…” OR did you read this with pride swelling up in your chest and a smile in your face because you know that you know you are one of the “strong” that will survive.

If someone at your dealership is looking online or in the paper for “other opportunities”, they’ll find them. People can find opportunity whenever and wherever they are determined to find it! One of my mentors in the car business said; “If you are checking out the car business, you’ll check out of the car business.”

I believe it was Zig Ziglar who said; “Sales is either the easiest, funnest, most rewarding job you could ever have, or it’s the toughest, frustrating, and most disappointing job would could ever have. The good news is you get to choose.” And again he said; “Frightened salespeople raise skinny kids.”

That’s wisdom.

What about solutions? If the pie is getting smaller what can your dealership do to get more of it than the guy down the road?

The answer is to CHANGE a lot of things and not to CUT everything. Expense control is important but in a storm like this you can get into a panic mode throwing everything off the ship including the crew, the wheel to steer the ship, and your food supply.

What is your greatest asset/strength?

Dealers / Managers

Is it your people? Then invest into and train them. The basics are great but if the market has changed so much, have you changed the way you train?

Is it your reputation? Then market it. Focus your marketing message on your strengths not that you’re the cheapest guy around.

Is it your customers? Then reward them and invest into them. Host a customer appreciation dinner. Spend money on your customers instead of the newspaper.

Salespeople

Is it your ability to get to the customer first? Then get there. Let everyone else pay their own mortgage payment.

Is it your customer base? Then get on the phone and talk to them. I know a top performing salesperson who tries to make 100 phone calls a day. Don’t complain about down time with one hand then say you don’t have the time with the other. Which is it?!

Is it your ability to make a friend? Then don’t wait for them to come to you. Get you customers to send them. Ask for referrals from everyone you meet, including the person bagging your groceries.

80/20 Rule Universality – “vital few and trivial many”

In 1906, Italian economist and sociologist, Vilfredo Pareto created a mathematical formula to describe the uneven income distribution in Switzerland at that time, observing that eighty percent of the wealth was held by a mere twenty percent of the families. Because Pareto’s initial discovery involved a distribution of 80% of wealth to 20% of families and it’s inverse, the Pareto Principle is often called “The 80/20 rule“. The 80/20 Rule means that in nearly all cases, a few (20 percent) are vital and many (80 percent) are trivial.

In this market may in fact become the 90/10 rule but again the good news is you get to choose. It hasn’t been predetermined that you will succeed or fail. Choose to focus your energy and efforts on the “vital few” today and this week.

Whatever your strengths are they will be enough to keep you afloat. But to really thrive you must invest into them. When 90% are running a way you push through.

Warren Buffet said; “To be successful I look at what everybody else is doing and do the opposite. When everyone is selling I buy, when everyone is buying I sell.”

Maybe that’s faith, or maybe that advice is stupid. But Mr. Buffet isn’t stupid!

Be encouraged my fellow salespeople, “this to shall pass”. I intend to be here and I hope to see you on the other side of the storm too.

If I can be of assistance to you as a dealer, manager, or salesperson please contact me.

Jonathan Dawson

Cell: 612-387-7776

Email: planb@helloworld.com

Main: 866-769-8083

Web: www.trainthewinners.com