Common-Sense For Sales

Just Let 'Em Go - they probably weren't your customers anyway

I saw this little article at Get to the Point: Email Marketing

(Check them out at:  www.marketingprofs.chtah.com)

Just Let 'Em Go, OK?

According to a post at the True You Marketing (TYM) blog, "Dennis McConnell … sailed merrily into the office … only to find seven unsubscribe messages in his inbox." All were in response to an email he had sent announcing an upcoming Photoshop workshop. You probably understand why he made a snap decision to send fewer messages to his subscribers in the future. "'Why anger them?' he thought."

But TYM believes this is the wrong approach. Suppose you're giving a speech to 100 people, and 30 of them walk out the door. It's discouraging, certainly, but you shouldn't forget there are still 70 people in the room. "Your job is not to focus on the people who are leaving," they say, "but on those who have stayed to listen to you."

Further, they argue, unsubscribers are people who probably wouldn't make a purchase even if they stayed. It's better, says TYM, to be concerned about people who lodge complaints. "The only time people complain is when they DON'T want to leave. Complaining is their way of communicating to you to spruce up your act."

TYM's advice: focus on serving the customers who truly want to stay. "Customers want to improve their lives, their businesses and their careers. If you believe you can do that, tread the intelligent road by educating them in great detail."

Focus on what you have, not what you lost. "Don't let the unsubscribers worry you," says TYM. Letting them go will help sharpen your list—and better serve your loyal subscribers.

Source: True You Marketing. Read the full post here.

Keeping Things Simple at Work...

I ran across this little statement this morning and thought it spoke volumes….

“During my 26 years in business I've found it helpful to keep things simple; never give anyone a reason to distrust you, don't pretend to be something that you're not, never assume you're the smartest in the room, and, never work for a company whose leadership espouse a way of doing business you feel is unethical. Reason being, if your goal is a leadership position, you'll likely be expected to behave in a manner consistent with those around you.”

It costs nothing to be loyal, honest, and true!

(borrowed from The Avett Brothers)

My son, Brian, is a Junior in college.  I guess like most college students, he calls home from time to time (not enough for his mom) and either asks for money or advice.  Last week he called me and offered his new revelation in his journey through academia.  He said “dad, it all about who you know in this world, not so much about what you know.”  My first thought was, OK he is finally learning some real world lessons that will serve him well.  We then spent a little time discussing how this epiphany came to him and I gently offered a little twist on his statement.  “Maybe it’s not who you know, or who knows you, maybe it’s about how much you really care about others?” I offered.  He asked me what the difference was. 

If I have learned anything in my thirty years of business, it is that what is really important are the relationships we build with people.  The most successful people I know have learned to build strong relationships with an ever widening circle.  To be successful at building strong relationships I feel these three things are very important:

• Be true to your word – don’t promise something if you cannot deliver.
• Find ways to stay connected with those you meet.  Call, write, e-mail; keep in touch.
• Have open honest communication.  When you have a genuine interest in someone’s success you will find yourself responding with thoughtful suggestions and encouragement.
• People will not care until they know you care about them.

It really is quite simple; in business as in life, people will respond (and buy from) people they like and respect.  People that have our true interest and well being at heart are rewarded with our attention and commerce.  In our Sales Magnetism classes we teach that selling is all about relationships. It is simply the exchange of things of equal value between two (or more) people. Understanding people and seeking to better relationships with them will yield more income in the long run than anything else you can do. You don’t need those manipulative tricks and techniques that as sometimes taught by sales gurus.  As one of my favorite bands (The Avett Brothers) say “it costs nothing to be loyal, honest, and true” and we are rewarded in so many countless ways.

Sometimes, just because life takes strange twists and turns, we find ourselves in disagreement with those around we encounter in our personal life or in business. How can we keep these moments from damaging out relationships?  I recently saw the following advice offered:

 “When you are involved in a dispute with someone else, it may be the only time doing nothing is better than doing something. There's a practical reason for this: When you quarrel with others-even if you win the argument-you can damage the relationship.  Instead of arguing with others, try asking non threatening questions such as: "Why do you feel this way? What have I done to make you angry?  What can I do to help?" You may find that the entire situation has resulted from a simple misunderstanding that can be quickly rectified.  Even if problems are more serious, your positive behavior will go a long way toward helping resolve them.”

Are you going to like a get along with everyone you meet?  Probably not, but you can become better relationship builders and increase your circle of influence by thinking of others first.  As Albert Pike said “What we have done for ourselves alone dies with us; what we have done for others and the world remains and is immortal.” I don’t know about you, but as I grow older each year, immortality begins to have a certain attraction.

I hope my thoughts made my son rethink his position on the world and his relationships he is building in his journey through college.  It really isn’t about whom you know or even who knows you, but more about the types of relationships we build along the way that will have the most impact on our lives.

How do College Freshman see the World

This moring I am sharing an insightful Benoit College surveyon what the world looks like to their incoming freshmen, people you will be hiring in a few years.

The teens entering college over the next few weeks were probably born around 1990.

This month, almost 2 million first-year students will head off to college campuses around the country. Most of them will be about 18 years old, born in 1990 when headlines sounded oddly familiar to those of today: Rising fuel costs were causing airlines to cut staff and flight schedules; Big Three car companies were facing declining sales and profits; and a president named Bush was increasing the number of troops in the Middle East in the hopes of securing peace. However, the mindset of this new generation of college students is quite different from that of the faculty about to prepare them to become the leaders of tomorrow.

The List is shared with faculty and with thousands who request it each year as the school year begins, as a reminder of the rapidly changing frame of reference for this new generation.

The class of 2012 has grown up in an era where computers and rapid communication are the norm, and colleges no longer trumpet the fact that residence halls are “wired” and equipped with the latest hardware. These students will hardly recognize the availability of telephones in their rooms since they have seldom utilized landlines during their adolescence. They will continue to live on their cell phones and communicate via texting. Roommates, few of whom have ever shared a bedroom, have already checked out each other on Facebook where they have shared their most personal thoughts with the whole world.

It is a multicultural, politically correct and “green” generation that has hardly noticed the threats to their privacy and has never feared the Russians and the Warsaw Pact.

---

Students entering college for the first time this fall were generally born in 1990.

1.    Harry Potter could be a classmate, playing on their Quidditch team.

2.    Since they were in diapers, karaoke machines have been annoying people at parties.

3.    They have always been looking for Carmen Sandiego.

4.    GPS satellite navigation systems have always been available.

5.    Coke and Pepsi have always used recycled plastic bottles.

6.    Shampoo and conditioner have always been available in the same bottle.

7.    Gas stations have never fixed flats, but most serve cappuccino.

8.    Their parents may have dropped them in shock when they heard George Bush announce “tax revenue increases.”

9.    Electronic filing of tax returns has always been an option.

10.                       Girls in head scarves have always been part of the school fashion scene.

11.                       All have had a relative--or known about a friend's relative--who died comfortably at home with Hospice.

12.                       As a precursor to “whatever,” they have recognized that some people “just don’t get it.”

13.                       Universal Studios has always offered an alternative to Mickey in

Orlando

.

14.                       Grandma has always had wheels on her walker.

15.                       Martha Stewart Living has always been setting the style.

16.                       Haagen-Dazs ice cream has always come in quarts.

17.                       Club Med resorts have always been places to take the whole family.

18.                       WWW has never stood for World Wide Wrestling.

19.                       Films have never been X rated, only NC-17.

20.                       The Warsaw Pact is as hazy for them as the

League of Nations

was for their parents.

21.                       Students have always been "Rocking the Vote.”

22.                       Clarence Thomas has always sat on the Supreme Court.

23.                       Schools have always been concerned about multiculturalism.

24.                       We have always known that “All I Ever Really Needed to Know I Learned in Kindergarten.”

25.                       There have always been gay rabbis.

26.                       Wayne Newton has never had a mustache.

27.                       College grads have always been able to Teach for

America

.

28.                       IBM has never made typewriters.

29.                       Roseanne Barr has never been invited to sing the National Anthem again.

30.                       McDonald’s and Burger King have always used vegetable oil for cooking french fries.

31.                       They have never been able to color a tree using a raw umber Crayola.

32.                       There has always been Pearl

Jam.

33.                       The Tonight Show has always been hosted by Jay Leno and started at 11:35 EST.

34.                       Pee-Wee has never been in his playhouse during the day.

35.                       They never tasted Benefit Cereal with psyllium.

36.                       They may have been given a Nintendo Game Boy to play with in the crib.

37.                       Authorities have always been building a wall across the Mexican border.

38.                       Lenin’s name has never been on a major city in

Russia

.

39.                       Employers have always been able to do credit checks on employees.

40.                       Balsamic vinegar has always been available in the

U.S.

41.                       Macaulay Culkin has always been Home Alone.

42.                       Their parents may have watched The American Gladiators on TV the day they were born.

43.                       Personal privacy has always been threatened.

44.                       Caller ID has always been available on phones.

45.                       Living wills have always been asked for at hospital check-ins.

46.                       The Green Bay Packers (almost) always had the same starting quarterback.

47.                       They never heard an attendant ask “Want me to check under the hood?”

48.                       Iced tea has always come in cans and bottles.

49.                       Soft drink refills have always been free.

50.                       They have never known life without Seinfeld references from a show about “nothing.”

51.                       Windows 3.0 operating system made IBM PCs user-friendly the year they were born.

52.                       Muscovites have always been able to buy Big Macs.

53.                       The Royal New Zealand Navy has never been permitted a daily ration of rum.

54.                       The Hubble Space Telescope has always been eavesdropping on the heavens.

55.                       98.6 F or otherwise has always been confirmed in the ear.

56.                       Michael Milken has always been a philanthropist promoting prostate cancer research.

57.                       Off-shore oil drilling in the

United States

has always been prohibited.

58.                       Radio stations have never been required to present both sides of public issues.

59.                       There have always been charter schools.

60.                       Students always had Goosebumps.

The Wisdom of Harry S. Truman

 "It doesn't matter how big  a ranch ya' own, or how many cows ya' brand, the size of your funeral is  still gonna  depend on the weather."

"My choice early in life was either to  be a piano player in a whorehouse or a politician.  And to tell the truth, there's hardly any difference.   I, for  one, believe the piano player job to be much more honorable than current politicians."

Harry Truman

That Low Hanging Fruit Might Be Rotten

I hear sales people and business owners remark every week that they are going to build their business by “taking the Low-Hanging Fruit.”   There is a problem with relying on the low hanging fruit in sales.  Because it is low hanging, anyone and everyone can reach it.  Problem is, easy sales don’t necessarily make good sales.  Low Hanging Fruit are those sales opportunities that are ripe for the picking with little effort. Isn’t that what we all want? Before you succumb to your temptation and start plucking away, make sure you don’t end up with a bitter after-taste.

 

Low-hanging fruit is often not as good as it appears. It looks plump and delicious, but after one bite of the fruit, you’re spitting out worms. In a sales scenario, that’s the equivalent to making a sale to someone that you later wish you never had met.  Most salespeople are too interested in making the quick sale that they don’t slow down to fully assess the potential client and the situation on the front end of closing the deal. This can easily result in one of two scenarios.

 

Slower = Faster!

 

The first scenario is that you and the client never fully engage. Because you short-changed the sales process and failed to understand what was important to the client and why, you don’t have much of a relationship. I believe that Slower = Faster when evaluating a prospect.  Take your time, ask the right questions, do your homework and with each prospect and you will find you get to your sales goal faster than spending time in damage control.  While you can always try to build a stronger relationship after the sale, and you should; you may find that it’s too little too late. The client may not be interested, you or the client may be too busy or you may find that you really don’t have a lot in common.

 

Is the Prospect a Good Fit?

 

The second scenario is even harder to overcome. After you start working with the client, you discover that your solution is not a good fit for what is needed. Or you find out that your client is the type of client that is never satisfied. This realization usually comes about when your new client calls to complain, which may be an ongoing and regular occurrence.

 

In fact, if you have clients that are thorns in your side, you can often track their origin back to your failure to fully assess the client on the front-end. You got excited about closing the deal and you short-changed the sales process. You didn’t ask all the questions you should or you dismissed the red flags you noticed and hoped they would go away.

 

The problem with these ill-fitting clients is that they demand your time and keep you from focusing on those clients and prospects that are the right fit for you. And because they are not thrilled with your products or services, they will never send you referrals or give you positive word-of-mouth advertising. In fact, it’s more likely that they’ll make damaging and derogatory comments if they bother to talk about you at all.

 

Don Quixote of Sales?

I wanted to personally take a moment to tell you how much everyone here at Dancing Elephants Achievement Group appreciates your support and interest in our company and mission.

This weekend I was having a discussion with a group of friends the question of how anyone is supposed to know if what they are doing is what they are meant to be doing.  It quickly became a very lively discussion.  At one point I revealed that I am not always sure that what I do at Dancing Elephants is what I was meant to be doing or am I just that one persistent “Don Quixote” fighting windmills. 

When the group finally broke up, a close friend came to me and mentioned that he receives the Impact and that he had noticed that we had changed the name to Ethical Sales Impact and had recognized our shift in focus about a year ago to work with companies and individuals that see themselves as ethical.  What he said next was important not only for me, but for all of us, “what you are doing is good stuff and is much needed in business; maybe what you and the folks at Dancing Elephants are doing is changing the way people think.” 

Certainly there are enough examples of businesses, business people, and politicians who have lost their way but that doesn’t mean that we have to follow their example.    I think to some degree, just because you are still reading this, you have made a choice to conduct yourself and do business in a way that is honest, and ethical. 

I welcome your thoughts should you want to share. 

 

Real Life Quotes from American Business Managers

A  magazine recently ran a "Dilbert Quotes" contest. They were looking for people  to submit quotes from their real-life Dilbert-type managers. These were voted  the top ten quotes in corporate America :

 

"As  of tomorrow, employees will only be able to access the building using  individual security cards. Pictures will be taken next Wednesday, and  employees will receive their cards in two weeks."  
(This  was the winning quote from Fred Dales, Microsoft Corp. in Redmond WA  )

 

"What  I need is an exact list of specific unknown problems we might  encounter."  
(Lykes  Lines Shipping)  

 

"E-mail  is not to be used to pass on information or data. It should be used only for  company business." (Accounting  manager, Electric Boat Company)

"This  project is so important we can't let things that are more important interfere  with it." (Advertising/Marketing  manager, United Parcel Service)

 

"Doing  it right is no excuse for not meeting the schedule ."  (Plant Manager, Delco Corporation)  

 

"No  one will believe you solved this problem in one day! We've been working on it  for months. Now go act busy for a few weeks and I'll let you know when it's  time to tell them."
(R&D  supervisor, Minnesota Mining and Manufacturing/3M Corp.)  

 

Quote  from the Boss: "Teamwork is a lot of people doing what I  say."  
(Marketing  executive, Citrix Corporation)

 

"My  sister passed away and her funeral was scheduled for Monday.
When I told  my Boss, he said she died on purpose so that I would have to miss work on the  busiest day of the year. He then asked if we could change her burial to  Friday. He said, "That would be better for  me."
(Shipping  executive, FTD Florists)

 

"We  know that communication is a problem, but the company is not  going
to discuss it with the employees."  
(Switching  supervisor, AT&T Long Lines Division)

Tulips, Beanie Babies, Baseball Cards and Oil Futures

  Many of my friends that own businesses are working every day to increase the value of their venture.  They are investing their time, money and intellectual resources into building something that provides a service to the public and value to their future.  I was talking to one of my business acquaintances this week and he told me about his buddy that was making a killing by investing in the oil market.  He was frustrated because here his buddy sat at a computer all day making trades and helping drive the price of oil up and because the price was so high gas is now $4.00 a gallon.  The high price of the gasoline is hurting the small business owners.  He said it was enough to drive entrepreneur spirit out those who were building something of value for their community and family.

  I started thinking about what is going on in our country with the real estate bubble burst and the oil prices rising so quickly.  I began to connect the present to the past.

  Legend has it that the tulip craze that hit Holland in the seventeenth century is arguably the most famous financial bubble in all of history. The most popular stories about what happened tell us that prices for tulips began to rapidly increase in 1636 as news spread that rich people were willing to pay large amounts of money for tulips. Soon almost everyone that had a little bit of money saved up joined in the speculative fervor, many people using their life savings in order to buy bulbs, believing they could resell them at windfall profits. At the height of the mania, a single bulb cost as much as an expensive house. Eventually reality set in and in 1637 panic selling commenced as people realized they were never going to make a return on their investments, and the price of bulbs crashed, losing over 90% of their value. Many people were financially ruined. 

As a history major in college have to tell you that the Tulip story is a wonderful and helpful legend but not all of it is true. The tulip speculative bubble really did occur, but some of the wilder stories told about it are exaggerations.  Still, Tulips make a fitting symbol for anything like oil or real estate or stocks and bonds or gold or diamonds whose small intrinsic value is vastly inflated by speculation.   

  Speculation is when you buy anything you don't intend to use yourself, but only to resell when the price goes up.

  History tells us that with the Tulips, most buyers simply refused to pay for the bulbs after the crash. In today’s computer world our financial markets people don't have that kind of luxury. With a single click of a mouse, all your money instantly and forever disappears.

I wonder how many people lost/lose big money on Beanie Babies, Pokémon Cards, and baseball cards over the years?

  How much of the oil futures' market has become a bubble? As hedge funds and such start bidding the price up as a way to mitigate the falling dollar, how many other institutional investors are following suit? Is foreign demand in developing countries really accounting for all of the price increase? As its selling price rapidly approaches $150 barrel, how many believe that its true value is still closer to $60. If the bubble does burst, what does it do to the financial industry? This ought to be a big concern for various retirement plans around the world. It has become a damned if we do, damned if we don't scenario. The current high prices of gasoline are affecting the economy, but a collapse of the oil market could carry serious consequences of its own.

  I am not an economist but I don't think the price of oil is set by a cartel. I’ll admit I don't fully understand the oil market and all the players, but I don't think it is OPEC setting the price right now.  It seems to me that OPEC controls the supply of much of the world's oil, thus heavily influencing the price. When OPEC cuts output, prices tend to go up, when they increase output, prices tend to go down. 

  But for some reason, right now no matter what OPEC is doing, the price just continues to climb.  It the price we hear of a barrel of oil the real value or just the speculative value?

The closest thing I can like oil too is the way diamonds are valued.  What do you think the "true" value of a 1 carat flawless diamond is? Maybe 50 bucks? Try negotiating that price in NY's diamond district.

  But, it's not just oil; it's pretty much all commodities. Look at the history of popular investment rushes like the 1990’s dot com stocks or the current US real estate market. 

So, the question is not whether it's a bubble or not, it's where will all that money go when this one bursts?

  I am old enough to remember that the words gold standard was not allowed to be used in the United States.  When I was a child it was illegal for an American citizen to hold gold and they were all forced to sell it to the government at a fixed rate that was below market value and that was not that long ago.  I remember in the 1960’s that gold in the United States was priced at about $35 per an ounce.

Back in the gold rush, gold miners that didn’t starve to death used banks to store their gold and the gold was weighed and a hand written receipt was given out.  As is often the case, soon people discovered that these hand written receipts for gold could be forged and hence the need for a official receipt that became known as the American dollar.

Later this gold was lent out but soon that gave way to checks and before too long the value of the paper money was far in excess of the value of the gold held by the banks and when the miners discovered this discrepancy they were offered something new at the time called interest payments to keep them all happy.

What the miners soon became unhappy about was another new invention called inflation where a ten dollar bill was suddenly worth only nine grams of gold and not the ten they had originally deposited with the bank.

Fast forward to today and we have shorts, longs , stop losses , petrodollars, futures , derivatives , CDO’s, and something I just came across on the news called the sub prime crisis that gave you all a 0.25% cut in interest rates but also lead to the GBP buying you 1.5% less from abroad.

Now hands up all of us that have a pension fund or an IRA Mutual Fund and can honestly say they know what money really is invested in.  Why do so many of us want to take the short cut but find out too late that we were taken.

Why not invest in your community, in that independent business owner right down the street that serves you and your family and make life better for us all?  You can see the growth and the value each time you stop in or drive by. 

The one thing about history I have learned, people never seem to learn from their past mistakes.  Are you prepared for the almost certain burst in the current bubble?

Maybe P. T. Barnum was right.  But don’t even take that bet; because Mr. Barnum in reality never said those famous words, “ A sucker is born every minute”.  Even that is a myth.

Should you Abandon Ship or Change the Way the Crew Paddles?

I saw an interesting fact recently that an average of more than 500,000 businesses failed in the United States duiring each of the 10 recessions that have occurred since 1945.  You would think that with all the time to learn and understand what to do and prepare for, and how to respond to, the challenges of an economic downturn business owners and managers would have a primer of how ot handle this by now. 

 

Many of us having lived though several economic slowdowns and the uncertainty they create are not surprised by how many companies are quick to respond by scaling down their operations. Staffing reduction can have both negative and positive consequences for an organization and the economy in general. That is why it is important that business owners and managers consider all the issues when working though these unsettled times.

 

So, the question is:  When the ship is taking on water, should you lighten the load or have the crew paddle and bail faster?  What should you do to survive until the storm abates?

 

By now many managers of companies have gone through a difficult exercise of rationalizing whether to layoff staff or just not replace employees when positions become open due to attrition and are working on a strategy of running their organizations with significantly reduced headcount.

 

The reasons given for employee reduction for most companies are surprisingly similar.  When one is confronted with declining revenues and rising costs something must be done for the business to survive.  Increasing sales in difficult economic times can be a challenge.

 

For many business owners and managers the first reaction is to reduce their sales force and customer support positions based on the decreased demand for products or services. That also is often a risky undertaking, as less people calling on prospects and customers often equates with diminished customer intensity, loss of reputation for customer care, and decreased ability to outpace the competition.

 

The fact that many organizations are caught by surprise so quickly by slowing demand for their product or service shows us just how ineffective our long range planning can be. The budgets that seemed so achievable when plans were made last fall were mostly based on last year's numbers, and are almost never adjusted downwards based on the long-term economic forecast.  While it may seem realistic to predict lower sales in the next year it almost seems un-American to forecast a reduced amount of sales in the next year for many business owners and managers.  Many who are responsible for performance are quick to blame their sales force or marketing department and start the staff reductions in those departments.

 

On the other hand, you can't blame every sales decline on your sales force or your marketing message. They may be performing quite well to deliver the sales levels you are achieving.  One school of thought says not to lay off salespeople during times of uncertainty. Rather, look for ways to bolster the team you have.

 

"In tough times, I think you're better off having more than fewer as long as you can get performance," says John Monoky, an adjunct professor at the University of Michigan Business School and a sales consultant.  He believes that companies should free up their salespeople to focus on new accounts. "What's happened with all the downsizing is, you have the salespeople involved in the servicing and maintaining and retaining [of accounts], but they're not working on getting new business. You've got to put in the infrastructure to support their going out and selling."

 

During recessions, consumers and marketers alike must make the best of a bad situation. Not every brand will cut spending, but many of those that do will find themselves at a disadvantage when the recession ends.  Sales and Marketing managers need to make the most of every dollar spent in support of their brands if they hope to maintain strong consumer relationships. Those that succeed should then be well positioned to take advantage of weaker competition when the good times return.

 

Once you reduce headcount and then the economic conditions change companies must dedicate a significant amount of time and effort to rebuild a qualified sales force.

 

Sometimes you just have to stop the bleeding and layoffs are necessary. If that is the case, then there are steps you can take to minimize the damage. Many experts recommend investing in training for your remaining employees to demonstrate your commitment to them; surveys have found a substantial correlation between an increase in job training after layoffs and subsequent increases in profit and productivity.

 

Substantial lay-offs are unlikely to be the right solution for the prosperity of the company.  A recent study of almost 300 companies that weathered the last recession shows that over a three-year period companies that dismissed more than 3 per cent of their employees did no better than those that made smaller cuts or no cuts at all. Companies that cut more than 15 per cent of their workforce performed much below the average and, significantly, the companies that announced repeated rounds of job losses did worst of all. 

 

One other strategy to consider is that many employees might prefer the option of continued employment at a temporarily lower salary than to endure layoffs.  Salary reductions may also have a less negative impact on morale, provided it is done equitably across the whole organization and everyone is making the same proportionate sacrifice including managers and business owners.

 

Business owners and managers should spend time working on plans to ensure their company is meeting customers’ existing needs. Put a plan in place to encourage your marketing department and sales force to gather feedback and keep track of changing customer needs. What new services and products might be appealing to customers and potential customers?  This may also be a great time to weed out those problem customers that are costing your organization as much or more than they return.  Customers that are constantly dissatisfied and who pay late in even in the goof economic times are unlikely to be profitable when times get tough.

 

Although they are not exactly welcome at the time, downturns and even recessions can in fact be very healthy for those that survive it. They force organizations to occasionally confront and pare the fat and inefficiencies that no one pays attention to in when the economy is humming along.

 

But when you come down to it, success still comes from within.  Opportunities are all around us even in unstable economic times.   More millionaires were created in the Great Depression than at any other time in history. 

 

I recently receive an email from Neal Anderson telling me “The economy is booming if you are calling on the right folks. The economy has never been stronger for those that find a way instead of always finding an excuse. Those that call on the wrong prospects, don't save 10 percent, give away 10 percent, and amass debt will always be affected by a price increase. Some people feel gas is expensive...while they pay 35 dollars per gallon for coffee.”