Can we talk? Are they able to listen?
Recently I was with three prospects. One could be a world class presenter. The other has been a financially successful entrepreneur earning annually a six figure income and with a little guidance could be again earning six figures annually. Both have experienced trauma in their lives that limit their ability to realize success. The third earns a six figure income and will soon have an Internet business that will earn a five figure annual income.
From these three prospects I have come to the realization that the need to be ready to achieve is important, yet in some cases people see success differently than we view their success. Let me explain. As example, I know of a person who was challenged to create a presentation to an organization. The presentation was timed to a limit of plus or minus 10 seconds. It was to be performed in front of a live audience of approximately 150 people. This person chose to complete the presentation on stage while doing yoga poses. In 2005 this person was the only one to successfully complete the challenge on time, receiving an award from the organization for success. This person is extremely talented and with the right guidance could earn in excess of six figure annual income, yet today earns a meager income as a yoga instructor.
Often, it has been my experience to sit across the table from someone who has all the skills and talent to earn insane amounts of money. All they need from me is a little guidance and help delivering their message to their target market. Frequently we go our separate ways, leaving me to wonder why. One of my friends and clients speaks about her prospects and clients, “They need to be ready to receive help from me. If they are not ready then I will move on to those who are ready.” When first hearing this I was forced to wonder, “Where is the caring or compassion?” It is becoming clearer, some will never be ready.
Some believe that getting by is enough. In my daily prayer book I read about being sustained. Sustenance is okay for most people, however, some of us see the potential for tithing as we gain financial success. It is my belief that the more we earn the more we can give those who are in need. Getting back to those that believe that sustenance is to be accepted, I for one can now be more comfortable sitting across the table from someone that is hugely talented allowing them to believe that their comfort comes first, as long as they can sustain. Putting food on their table and a roof over their head is what they desire. Years ago I was interested in help a downtown business association in southern California. I saw most of these business owners as entrepreneurs. A wiser, more experienced person than me, saw these business owners as owning a job. They were happy to sustain themselves and their families. Paying the bills, being open six days a week from 10 AM to 5 PM, filled their needs and wants.
Another factor has recently become clearer to me. I am speaking about trauma that is often out of our view that people have suffered. One of the people above was abused as a five year old. At nearly 65 this person continues to suffer from the trauma. Another has suffered a traumatic brain injury and was likewise abused numerous times by family members. Both conduct themselves in society in a normal manner. I would challenge any of my readers to see them in any way other than normal. Years ago I was introduced to an organization with the focus on hidden disabilities. At the time of my introduction these disabilities were only physical. Now I am seeing more mental disabilities. In the last few months I have been surprised at the quantity of mental disabilities that are around me caused by harassment and physical trauma. Many are due to harassment, leaving prospects evaluating their self worth. I am finding that their harassment history has had a loathsome impact on the victim to the point where they question their value to succeed. Creating what they might think is extreme success, they now feel that they do not deserve such success. They almost become cocoon like and want to just get by. Sustenance is their only desire. They have been beaten down to the point where often the fetal position is the preference.
When we consider attracting the right prospects and generating more referrals, I now suspect more often than not readiness to achieve might be out of the hands of the talent sitting across the table from us. If we were able to rub a crystal ball and were able to show our prospects the results they might attain in their future, there would be a greater likelihood of converting them to clients. Understanding that as we prospect we can only control the person sitting in our chair. Knowing that we can only control ourselves is important to maintain our sanity. It is up to us to deliver a consistent message meant for the person sitting across the table from us who is ready to achieve. Being ready to achieve is in the lap of the person receiving our consistent message. Realizing that in some cases getting the message is out of the control of the receiver can make our interactions sustainable and our lives fulfilled .
Gerry Rose runs INTEGRITY Networking Solutions in Marana, AZ. He works with people in business who want to attract the right prospects and generate more referrals. More than 10,000 businesses have been presented the INTEGRITY Networking Solutions system in San Diego, Los Angeles, Riverside, Orange counties, California and now in Arizona.
Gerry’s stimulating presentation Unlimited Prospects, Unlimited Referrals is ideally suited for small business owners, home-based businesses, and independent professionals who want clearer direction and want to attract more prospects, develop dynamic systems, and strengthen their companies’ accountability. Gerry does one on one consulting, conducts a range of keynote speeches from thirty minutes to full-day education workshops. His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.
Gerry has more than 20 years’ experience directing business owners how to grow their businesses. He is a networking dynamo. Those who know him will assure you that he does a great job of bringing people together—which is why he started INTEGRITY.
Involved with networking organizations since 1984, Gerry is a Distinguished Toastmaster, a member of Toastmaster International, and has chaired numerous chambers of commerce and non-profit organizations.
Are you truly committed to attracting the right prospects and generate more referrals? If so then contact INTEGRITY Networking Solutions for availability and information. You can contact Gerry by mail at 5107 W. Wild Burro Spring Drive, Marana, AZ 85658. Direct dial (760) 439-4623; e-mail to gerry@integritysd.com. For more information, go to www.integritysd.com
