Eight Ways to Increase Your Work/Life Ba

Work-life balance is a concept that describes the ideal of splitting one’s time and energy between work and the outside work aspects of their life. Achieving work-life balance is a daily challen

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Eight Ways to Increase Your Work/Life Balance in 2020

Becoming a Well Organized Sales Pro

BECOMING A “CAN’T MISS” SALES PROFESSIONAL Zig Ziglar said, “In the sales world, qualities such as organization, discipline, commitment combined with sales knowledge, a caring

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Becoming a Well Organized Sales Pro

The Ten Most Underrated Skills Today

1. Few would disagree that self-awareness is unrelated to leadership success, but it rarely makes the top 10 list of key leadership competencies. Self-awareness is the starting point for authenticity

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The Ten Most Underrated Skills Today

Getting Things Done Using Influence

In today’s business environment it seems like having influence is becoming more and more important. Without influence it’s difficult to accomplish what you really need to get done. It coul

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Getting Things Done Using Influence

Increasing Your Emotional Intelligence

So the key to emotional intelligence is to develop your awareness of your emotions, then understand them, then how to manage them. Once you master this then you can better recognize and understand oth

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Increasing Your Emotional Intelligence

Eight Ways to Increase Your Work/Life Balance in 2020

by on December 30, 2019 at 9:00 am

Work-life balance is a concept that describes the ideal of splitting one’s time and energy between work and the outside work aspects of their life. Achieving work-life balance is a daily challenge. It can be tough to make time for family, friends, community participation, church, personal growth, the activities you really enjoy, and children/older parents, in addition to the demands of the workplace. Here are seven ways that will have an immediate impact on improving your work/life balance:

1. Make Sure Your Master List Includes Your Personal Life

Better work/life balance starts by including your personal life on your “Master List”. You are thinking about it so why don’t you write it on your list? I didn’t get a personal life until I put my personal life on my list. I then look for ways to integrate my personal to-dos into my work day when I need a break. Some examples would be; call the doctor, make an appointment for my car, check my checking balance, etc. Since most people are visual, when you see checkmarks next to personal to-dos, you are more likely to feel you have actual work/life balance.

2. Put Your Personal Life on Your Calendar

Since there is a direct correlation between the quality of your personal life and your productivity at work, you’re making a stronger commitment to your personal life when you put it on your calendar. Though it may feel strange to formally schedule activities like “family dinner” or “workout at the gym,” doing so will make it far more likely that these activities actually happen.

3. Coordinate Your Schedule with Your Family and Vice Versa

Every Sunday, (I recommend at dinner) get out a calendar and go over the planned activities for the coming week so that you are prioritizing the greatest needs of your family. Discuss travel plans, meetings, events, etc. If you have children, discuss carpooling, transportation responsibilities, tests, etc., and who’s responsible for what. This advances planning and communication should eliminate miscommunication and make your family life smoother.

4. Make Time to Unplug from Work

Your mind and body need rest from work on a regular basis in order to recharge. Set aside time each day and week to block out thoughts of work and focus exclusively on the people and activities that matter most to you.

5. Make Time for Yourself

When you are not at work, you have to learn to put yourself first. When you get home from work take some time to decompress by yourself. Go for a walk, go to the gym, or maybe read something that interests you. Schedule time to do the things you enjoy like golf, tennis, exploring new places, etc.

6. Cut Down on Commuting Time

If working within close proximity isn’t possible, see if you can do some of your work at home first thing in the mornings and afternoons and commute to and from work when traffic is lessened.

7. Put the Phone Down

When you are with partner or family, put your phone in a different room for an hour. Try to create quantity time. You can’t truly give someone or your family your time and attention if your phone is within eyesight. Maybe give your phone to a loved one to lessen the temptation (that’s what I did.) Stop checking email all evening! Turn off notifications on your phone to better focus on family time.

8. Stop Talking about Work All the Time

When you get home the first question you might get asked is, “How was your day?” Resist the temptation to go into great detail about how bad (or good) it was. Turn it around on the other person as soon as possible. I believe people would much rather talk about something they can relate to, and it provides you with a much-needed break from talking about work. 

Becoming a Well Organized Sales Pro

by on August 21, 2018 at 10:00 am


Zig Ziglar said, “In the sales world, qualities such as organization, discipline, commitment combined with sales knowledge, a caring attitude, and some reasonable social skills, and I would label you a “can’t miss” salesperson.” Now take those qualities and tie them to a product you believe in and with which you are compatible, and you’re on your way!


The discipline we all need is attainable. Specifically, look at the benefits of starting your day at the proper time, with your plan already, on a regular basis, and you will be inclined to do what is best. When people (prospects and clients) are energetic, and just getting their day started, they’re obviously in a more optimistic and responsive frame of mind. In addition, these sales result from the fact that salespeople are also more excited and motivated about what they are doing.


In Zig Ziglar’s book he proposes this for you to think about:

  • 70% of all sales are made between 7 a.m. and 1 p.m.
  • 20% between 1 p.m. and 4 p.m.
  • 10% after 4 p.m.

Discipline and organization make a big difference in sales. If you’re going to make it big, the odds are good that you’re going to make it early!

Many have calculated…

That less than two hours of working time is actually spent in the sales process. The rest of the time is spent responding to emails, taking care of administrative details, updating Salesforce or whatever CRM is being used, handling urgent requests, preparing proposals, meetings, conference calls, and travel time.


Zig Ziglar proposes that top producers are “time conscious” and how to allocate the use of their time each day to produce the maximum results. They even turn their travel time into productive time. Quote, “Sales professionals don’t count time; they make time count.” The fact is that most salespeople spend too much of their time doing nonproductive tasks, activities that do not directly generate business.


My definition of “time conscious” is, “There’s a time and a place for every activity in your day.” Using the timeframes Zig proposed above, this discipline would look like this:

  • 7 a.m. – 1 p.m. – Selling activities (try to defer non-sales requests to the afternoon and “batch” them)
  • 1 p.m. – 4 p.m. – Activities that do not directly generate business (emails, proposals, requests that you previously deferred, etc.)
  • After 4 p.m. – Organize for tomorrow (update your CRM and identify who you’re going to call on, what you’re going to say, in what order)

Tip: Always ask yourself, “Is this something I truly need to handle right away?”

For more strategies see our course, The Path to Becoming a Highly Effective Sales Professional.



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The Ten Most Underrated Skills Today

by on April 23, 2018 at 12:00 pm

1. Few would disagree that self-awareness is unrelated to leadership success, but it rarely makes the top 10 list of key leadership competencies. Self-awareness is the starting point for authenticity and integrity. The more self-aware you are, the more successful you will be in understanding, connecting with, and relating to others. This will help you play to your own strengths, and be aware of where you need improvement.

2. Communication. You need to be able to describe what you want to accomplish in a way that’s understood across a variety of media and by all of your employees.

3. Empathy. If you’re unable to connect with others, you’re probably not going to accomplish much as a leader. You need empathy to gain trust, fuel relationships, and understand reactions. Empathy is an awareness of the needs and feelings of others both individually and in groups, and being able to see things from the point of view of others. Understanding what matters most to the other person means asking more questions, listening more, and taking a genuine interest in him or her.

4. Listening. The more you believe in the people around you and incorporate their ideas into your vision, the more they’ll believe in your ideas and incorporate them into their work habits. If you want to build up this kind of relationship with your co-workers and employees, you first have to listen. A good rule of thumb is encouraging them to speak 75% of the time and you, 25%. A key element of increasing listening and observing is “being in the moment.”

5. Credibility. and Trust.  Credible leaders attract enthusiastic and committed followers, and people want to work for them. Credibility is something that you have to earn. You need to be known as someone who does the right things for the right reasons.To get/gain trust, you must listen first. Only when a co-worker trusts you will he or she be open to your influence. You must do what you say you’re going to do.

6. The Ability to Influence. Influence, a key social intelligence skill. Influence is no longer about doing something to someone to get what you want. Real influence is about forging deep connections quickly, stepping into someone’s world authentically, and striving for consistent win/win outcomes.

7. . Organizing. The average person spends over an hour a day looking for emails, notes, “to-dos”, and often his or her list is longer at the end of the day. People look up to a well-organized person who has a simple system for tracking everything he or she needs to get done and details.

8. Writing. In today’s fast-paced and over-whelming environment, being able to get to the point quickly and clearly, with good tone is a very valuable skill (many do not have.) Getting things done means taking less time to write and getting faster responses to your communication. Writing for the reader, by understanding what matters most to your reader will immediately increase your results.

9. The Ability to Cultivate Relationships. Since most work seems to be accomplished in teams today, strong social awareness is key to cultivating the necessary relationships. Start by give more than you take, while still keeping your interests in view Focus on helping others achieve their aspirations, dreams, or goals. Respect where others are coming from, seek to understand rather than be understood. It’s all about developing relationships with others in different departments to get things done.

10. Flexibility and Adaptability. Show your peers and leaders your ability to adapt. Ask yourself, “How can I become more flexible and be able to change more quickly as the rules, priorities, and workload changes?” Work is changing at an ever-increasing pace so those who can adapt to changing circumstances, embrace new ideas, and are resourceful, are in demand.

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