November 2019 newsletter Always expect to win
Always expect to win
Salespeople: When you go on a sales call, do you expect your prospect to do business with you? Realtors: When you go on a listing appointment, do you expect the seller to list with you? Managers/business owners: Do you expect your employees to stay with you for a long time and be happy at their workplace? The correct answer to all of these questions is YES!
“Winning isn’t everything — but wanting to win is.”
― Vince Lombardi
Why would I go on a sales call without planning to get the deal, why would I go on a listing appointment without expecting to get the listing, and last but not least, why would I ever want to give an employee a reason to be unhappy and eventually leave my company?
I expect to win, and you should have the same mindset… not just once in a while but always. Why? Because when you win, everyone around you wins. Your customers win because they get to do business with you, and your employees win because they get to work for you.
Your chances of winning are much better when you are confident that no one in your industry can compete with you, nobody else cares as much as you do, and last but not least, that no one will perform better than you will. Before you can succeed at anything, you need to expect success.
“Winning doesn’t always mean being first. Winning means you’re doing better than you’ve ever done before.” — Bonnie Blair
You should wake up every morning expecting to win in everything you do. Expecting to win doesn’t mean that somebody will give you a prize at the end of the day. It means that you are prepared to do the following things:
- You have the mindset that you want to benefit everyone you come across. Your goal is to be the bright spot in their day. You never, ever give someone a reason not to want to do business with you.
- You speak positively about others, and you avoid negative conversations. You are so content with your own inner peace that you don’t have time to gossip and share bad news.
- You have an attitude of gratitude. You don’t just tell people how grateful you are, you show them through your actions. Your smile is your calling card, you open doors for people, and you let others go ahead of you in a line if they are in a hurry.
- You are constantly thinking about how to make sure that each person’s experience visiting with you or doing business with you will be enjoyable and memorab
- You master the fundamentals of client care with your current and future clients. You return emails, texts, and phone calls at your earliest convenience. If you don’t take care of your current clients, then someone else will be waiting in the wings to take your place. The same is true when you are building relationships with prospective clients. Never let up on staying in touch with them. Winners understand that the fortune is in the follow-up!
“A winner is someone who recognizes his God-given talents, works his tail off to develop them into skills, and uses these skills to accomplish his goals.” — Larry Bird
Vince Lombardi, one of my all-time favorite role models, was one of the winningest coaches in pro football history. His positive mindset inspired everyone who met him, and one of the many quotes he is famous for has stayed with me throughout my life. Coach Lombardi said, “Winning is not a sometime thing, it’s an all-the-time thing. You don’t do things right once in a while…you do them right all the time.”
You and I both know how challenging it can be to do things right all the time and to win all the time. However, I believe with all my heart that if we wake up every morning with the attitude that we expect to win today and the firm intention that we will try to do things right today, then we will have a much better chance of achieving both goals. We should all have this mindset every single morning. Why? Because each of us has the ability and the God-given talent to have this attitude.
If not now, then when? And if not you, then who?
What People in the Audience are Saying…
With Van's passion, humor and experience you can be assured of one thing- your audience is going to get fired-up, built-up, and fully charged –up. As an entrepreneur at the top of his game Van is in the unique position of being able to "talk the talk" because he has "walked the walk". Over the years he has been a great inspiration to me and my staff. Van is a speaker with charisma, humility and impact and he's a difference maker in the lives of the people he touches…"
I wanted to thank you for coming and speaking with our company today. I thought your presentation was awesome! I was really motivated and inspired by your thoughts and ideas. I will use this motivation to grow my business and my personal life.”
We are delighted you will be accepting the award for Omaha’s Top 25 fastest growing companies. Congratulations on your outstanding growth and we wish you continued success.”
Thank you for running such a class act company. It is an honor and a pleasure to be associated with someone such as yourself. I know you are probably one of the most respected businessmen in the region.”
Congratulations on writing “Selling from the heart” and thank you for sharing a copy with me. Your class has been one of the most enjoyable classes I’ve ever taken. Your enthusiasm and passion for your work are awesome. But the most refreshing part of the class was your delightful sense of humor. Thank you again for being a fantastic teacher.”
Kudos to you, Van, for reaching a major goal. But more than that...For successfully building one of Omaha’s best companies from scratch and making it thrive even in less than ideal market conditions. You have realized the American Dream...And brought it home to many, many others. My best to you!”
Having you here again was such a blessing to so many! As I looked at the pictures, I could see just how interested each and every person was in what you had to say!
This has been such a gift to our agents when they need it the most. The fact that you come, you are so genuine and caring, you are so honest, you are not trying to sell anything and your passion to help each and every person believe in themselves and become the best they can be is HUGE! The timing is perfect for us all helping and caring about each other, so, thank YOU from the bottom of my heart for giving of yourself to help all of us!”
I enjoyed your seminar and its focus. I was on the fence whether or not to attend and decided why not? I could have sat through an all day session if there was one, usually I end up at the seminars that start with a focus and quickly go astray. I found with yours time flew by too fast and it was already time to go but I wasn’t ready to go.”