Fear vs. Confidence


I was having a conversation this morning and the topic of pressure came up. It’s no secret that in the sales industry, regardless of your product, there is a lot of pressure to meet goals and fulfill quotas. It’s the never-ending story of sales – “What have you done for me lately?” is the question that overrides all past accomplishments. In competitive industries like healthcare or finance, the pressure grows with the mounting expectation of large revenue production and exaggerated profit margins. So, how do people cope? What’s the secret for dealing with these crushing expectations?







I’m of the opinion that too many people complicate the sales process. They make it a big scary thing and focus on the consequences of missing the mark rather than giving their effort and attention to the steps necessary to achieve the goal. It’s a matter of perspective – operating out of fear of failure rather than in confidence in the process causes worry, confusion, and discouragement.

How do you find success in the face of the pressure to achieve? Are you constantly chasing a rabbit out of fear, focusing your attention on what happens if you don’t succeed? Or are you doing what all successful salespeople do out of habit – spending your energy on the steps that consistently yield results, confident in the knowledge that your process will work?


Discipline from Coach K




Great words from one of the best in the business. Thanks for the inspiration, Coach K.



How to Suck at Your Next Health Fair

health fair

If you spend any length of time at all in the healthcare industry, you’re going to be a part of your share of health fairs. They run the full spectrum of size, shape, and color. I’ve been to more than I care to remember, and I’ve seen so many people waste their company’s valuable resources by completely wasting the time they spend as a vendor at these events. So if you want to join the majority of healthcare professionals and completely suck at your next health fair, follow these handy tips:

1. Don’t invest in your display.


I mean, at all. Find a table cloth at the last minute and make sure that it’s still wrinkled from sitting the closet since your last health fair. Print up signs with no color. Don’t bring a banner with your organization’s logo on it. When you set up your display, don’t invest any thought at all into aestetics or design. Just kind of scatter your collateral material across your table and hope that people will ask you if they need specific information.

2. Spend the entire day networking.make friends networking

After all, that’s why you’re at the health fair, anyway, right? You want to see the girls from your rotary club or reconnect with your golf foursome! You should make sure to ignore the hundreds of potential customers who came to the health fair to see you, and instead, focus your time on networking with people that you will see a couple hours later. At a networking event. That is┬ádesigned for networking.

3. Try to sell to every person you talk to.


What better place to give a 30-minute sales presentation that in a room filled with other organizations, hundreds of visitors, and more going on than they can even keep track of? Obviously, you’re going to have all of their attention. There is no way it would be better to simply set up a time when you can meet with them privately, and offer them a small gift in thanks for the appointment. Don’t spend your time at the next health fair setting up appointments instead of trying to sell, sell, sell. There is too much possibility for success with that strategy.

4. Leave early.

can_i_make_up_for_arriving_late_by_leaving_early_postcard-r717c2daf54a64565a03637a6e35c2094_vgbaq_8byvr_512I know, I know – it’s been a long day of networking and screaming your sales pitch to be heard above the noise. You’re tired. And the chances of a few people walking in when your competitors have already left aren’t that good are they? I mean, why would you want to be around when the day has quieted down and there is less to distract the last dozen visitors? Who needs the hassle? Go ahead, pack up and meet your friends for a few well-earned drinks. You didn’t need the opportunity to make more money anyway.

New Technologies Spotlight Health, Wellness and Operations in Senior Living – Senior Housing News


New Technologies Spotlight Health, Wellness and Operations in Senior Living – Senior Housing News.

New tech is happening in every industry, every space. Now we are seeing huge advances being made in senior living, and I think it begs a couple of questions.

Does tech need to be tailored to the seniors who will use it, or will we see them adapt as these new tools are introduced into their lives? We have watched our world change as we adapt our behaviors to integrate new technology into our lives. Are seniors going to be as flexible? This is a generation that has steadfastly resisted change in everything from social issues to politics for the last 20 years or more. Will they adapt to the new technology that is designed for their needs and lifestyles?

How does technology affect the new waves of seniors who are aging into care needs over the next decade? How should those of us in the industry adapt our methods to utilize these tools and make them an effective part of caring for our seniors?

Sense of Urgency


Having a sense of urgency does not mean running around with your hair on fire. It doesn’t mean multi-tasking. It doesn’t mean being short or rude or angry. A sense of urgency is not something that appears because you have run out of time. It doesn’t manifest itself when all other options have been exhausted.

A sense of urgency is a carefully cultivated perspective on priorities. It is built on a carefully assembled understanding of clearly defined goals supported by purposeful and concrete expectations.

A sense of urgency starts long before the due date, and those who have it are able to consistently and steadfastly adhere to what it requires. Focus, energy, determination, and achievement.

Sense of Urgency

Believe in Your Process


Customers do not come to you because they already know what they want. They come to you because someone, something, some impetus has caused them to believe that you are the expert in whom they should place their trust.

If you do not believe in what you do with every ounce of conviction that they bring, and even more, then why should they buy from you?

End of the Month Blues


I hate the end of the month. Pressure builds. Expectations rise. Urgency becomes almost unreasonable.

End of Month

But I have found that there are two invaluable assets to making the end of the month not only bearable, but even productive and effective.

1.) Personal attitude. The face that you see in the mirror every morning will either create your success or be the author of your defeat. The attitude that you bring to the end of the month sets the tone for every phone call, every tour, and every interaction. Create your success ahead of time by deciding to be positive ON PURPOSE.

2.) Team spirit. A purposeful decision to be part of promoting a positive team spirit will not only affect your own attitude, but it will influence the attitude of everyone around you. You always have control about how YOU respond to everything that EOM brings. If you decide to respond by spending the next four days complaining about having to work on your days off, it’s going to be a long four days. But if you decide to engage in encouraging, supporting, and cheering for your team, who are right in the trenches with you, you’ll enjoy being a part of something bigger and better than yourself.

It’s the end of the month. We are the masters of our fate. How will we respond? Will we rise to the occaision and prove to ourselves and each other that we are capable of being our best self? Or will we sign our letter of defeat right from the starting line by CHOOSING an attitude of discouragement?