Sales People Need Reserves and Margins, Too

The real price of everything, what everything really costs to the
man who wants to acquire it, is the toil and trouble of acquiring it.

 Adam Smith

Bryan Flanagan writes "sales professionals must build a physical, a mental, and a spiritual reserve. It's easy to run out of gas due to your daily selling activities. Therefore, you need to have something "extra" in your tank. This is where the reserve comes in."

Performing Daily Acts of Trivia

In the absence of clearly defined goals, we become strangely

loyal to performing daily acts of trivia.
- Robert Heinlein

How about you….how do you engage in the changes in your business? Do you plan, set goals and prepare for changes? Or, are you in the more common camp of “go-with-the-flow.”

I call this the “ready-shoot-aim” method and actually know a few people who seem to do well in spite of themselves. That doesn’t work for most of us though. To be effective, we know we need goals and a plan of action, but we’ve set and missed so many that it’s gotten us down and we’re scared to set them again. In default we’ve taken to the go-with-the-flow or ready-shoot-aim methods and we’ve failed.
Experts say that by far the #1 reason goals are NOT achieved is this..

A Rambling Thanks

I've been asked, tweeted and emailed "what's up, no posts this week?!"

Thanks for asking. It is always nice to know that people are following you. On that note, I was inside my Google Analytics and found where I could see how many people follow me via RSS feeds and such as that. Cool!

So, where have I been? Planning, fixing and working. This has been a great week and I purposefully wanted to work on some other things and let the 52 Great Loan Officer posting stay as visible as possible this week. Some of that purpose got off-track with a problem upgrading my shopping cart and Blogger's editing issues.

On the note of reason I stay with Blogger is the fact that it is in "at least" viewer/read mode over 99.9% of the time. When it does have problems, like it did for around 24 hours this week, people could still get on the site to view/read. Very few other hosts can say that, and this is free (that's good high-impact/low-cost marketing...true Guerrilla style).

The emails, calls and SIGN-UPs have been great and I appreciate the responses. This is going to be a great addition to the behavioral characteristic study we are doing. Not to mention the book (that's a teaser to an announcement we'll be making next week).

To that end....thanks for questions, Tips sign-ups, registrations for the Guerrila Marketing workshop and overall followings.


My involvement in a national study of top loan officers has confirmed what I read in a 1994 magazine article; there are commonalities among this elite group of professionals.

Some of these commonalities are behavioral, while others are strategies and actions. We are sharing these strategies and actions with you at no charge.

Click the link below and sign-up for 52 weeks of "Great Loan Officer Tips."

Apply these 52 Great Loan Officer Tips and you will increase your income.

To that end....

Danny L. Smith
RP2 Development

Are Seminars and Workshops Worth the Time? Not Usually

The trick is the purpose behind our motives, agenda and behaviors.
- Anonymous

This post, much like the one yesterday, is a bit self-serving. Well, I guess most bloggers' posts are self-serving as are journalists and anyone that speaks or writes. Heck, most of us are just trying to push our agenda in some form or fashion no matter what we're doing; that's sales and marketing whether we're selling houses, widgets or trying to get a date!

What does that have to do with today's post? I'm not all just came to mind and I thought I'd share. Well, it does have something to do with today's post....I've been told recently, a few times, that people don't know what I do - thus, the advertising type posts recently!

To the question at hand: Are seminars, workshops and classes worth the time and effort it takes to attend? Normally NO. Of course, if you're attending just for the purpose of being in the room to get some CE credit, then they're worth it.

But, what about spending the time in a venue from which you'll really learn in such a way that it'll help you change?

Experts say that we'll only remember 10% of a 2 hour seminar 1 week later. The same experts tell us the average person can't remember the name of the seminar speaker we heard 3 months ago or even the subject last year.

But......people say RP2's workshops are different. They're collaborative, interactive and keep coming back at you for weeks afterwards. Our intent is to always to give you way more information than you can ever expect to learn; it really is like drinking from a fire hydrant! Then, from allllllll that material, you have plenty to pick from that matters to you now.

During the workshops we encourage you to bring forth scenarios, your real life situations that pertain to the matter-at-hand and let's build them into the process so you and others in the class can have take-aways that matter. We encourage you to interrupt and ask questions.

And afterwards? Instead of the time you spent being an expense, we've turned it into an asset by keeping you involved; for at least 4 weeks we send you emails, audio postcards and more workshop materials to insure your time in the live workshop was worth it. Most people tell us that not only were they able to build on their 2 top take-aways from the workshop, but they found additional tips and strategies in the follow-up that also increased their sales.

Our mission and goals, like yours, is at least partly about making money. I agree with Zig Ziglar when he said "anyone that says they don't think about money will lie about other things also!" In fact, our mission statement says "We endeavor to glorify God by making a difference and a reasonable profit."

That's what our workshops and the bonus follow-up is all about - insuring that what you pay for (even if you come to a sponsored event and it costs you nothing) makes a difference.

To that end....make a difference and a profit today!

Danny L. Smith

What if you trained your employees and they left? What if you don't?

a Zig Ziglar quote

You spend money on systems, new equipment, marketing, compliance, accounting, more new systems and hire more people. Yet, do you train yourself and your employees? Spending time and money for training gives you a competitive advantage. It is working smart. Do you work smart, or are you just working hard?

Statistics continue to prove that a company that provides continuous training will increase its productivity, trust, and the better overall results it will achieve. Companies that have continuous training programs rank over 70% higher in local and national best places to work surveys.

RP2 Development has a number of High Impact training classes you can take to stand out as a manager and leader. Here are 15 of those classes -
  • Building an Elite Workforce
  • Effective Communications
  • Motivating Employees
  • Goal Setting
  • Group Decision Making
  • Time Management
  • Priority Management
  • Employee Motivation
  • Generational Differences
  • Problem Solving
  • Ethics and Values
  • Conflict Resolution
  • Corrective Counseling
  • Building Effective Teams
  • Coaching Managers to Coach
Most of these classes are available in classroom, online training and collaborative focus groups. You can choose a combination of online and classroom settings. The classroom settings are 2-7 hours in length while the online training classes are 6-8 hours. The online classes are on-demand and can be taken in multiple settings.

Stephen M.R. Covey states "don't assume today's knowledge and skills will be sufficient for tomorrow's challenges. Getting better, continuously improving and increasing your capabilities is a must."

Working smart is a mandatory characteristic for getting and staying ahead. To learn more about these classes, contact Danny Smith at 512-773-6528 or Our web address is or

RP2 stands for Right People / Right Place and when you have the right people in the right place and they are always getting better, you will get Results.

Life Isn't a Straight Line, But a Series of Circles

We've just completed 4 months of the new year and I'd bet good money that few people you ask have thought much, if anything, about their goals. I've tweeted the following statement and the responses have been mostly sighs and gulps.

What are you doing in May, 2011, to accomplish your October, 2011 goals?

Setting goals is one part of achieving good results. Achieving good results is about aligning values, setting good goals, establishing plan and strategies, determining measure points, putting forth the work and having a robust evaluation and correction process.

The #1 reason goals are rarely achieved is the lack of alignment to a person's T.A.S.K.S. (time, attitude, skill, knowledge, style). #2 is an understanding of what it takes to properly setting goals to begin with.

Working through and clarifying your values is the first stage of a solid foundation for goal setting. To properly set a goal, the goal must be reasonable and must be set in accordance with a person’s time, attitude, skill, knowledge and style (TASKS); a goal can be set to increase or strengthen any of these T.A.S.K.S. points.

Goals can and should build upon each other and you have to have the necessary T.A.S.K.S to achieve those goals/results. If you don't have the time, attitude, skill, knowledge and/or style, then you need to getter better. Sometimes you'll set goals with an action plan that includes the necessary training, other times it will be through your evaluation and correction process that you'll realize you, and/or your team, do not have what is needed. That is time reset the goals and/or timeline.

Another key component to a solid foundation for achieving goals is recognizing your Core Ideology; comprised of your vision, mission and your values. During life’s triumphs, struggles and day-to-day living your Core Ideology is what helps ground your behaviors and thoughts so that no matter what path you find yourself engaged on, you stand true. It’s vitally important to not only define your mission and values but to put them both in writing, commit to these statements, and recognize when you find yourself detouring.

Put this written document in front of you, share with someone that cares, develop and write the big and small actions steps and take it one-day-at-a-time. Don't take big bites.

The more you evaluate and correct, the more you keep go around these circles, the more you'll succeed. The faster you go around the circle, the faster you'll achieve the goals.

To that purposeful and keep circling back to your goals and actions steps.



The Power of Words

Think twice before you speak, because your words and influence will plant
the seed of either success or failure in the mind of another.

- Napoleon Hill

Mark Hairston and I were on a Guerrilla Marketing coaching call this evening and the subject of the importance of "words" came up. Thanks Mark for remembering this YouTube.

Mark is a branch manager for AmericaHomeKey Mortgage in Austin and owner/trainer of Texas Mortgage IQ.

To that end....