Here’s a great article I edited from Mike Kramer, Staff Writer at sparkpeople. The site is primarily to promote weight loss and healthy living. You will be a more effective business person if you learn to look on positives, trim down and stay healthy. I’m amazed at the boost I feel when my waistband feels a little loose in the morning. When I think I look good, I see a definite difference in my confidence.
If you're eager to be a positive force, there’s no shortage of people that could use some help. In 1994, 10-20% of every U.S. state’s population was considered obese. By 2001, the numbers in 30 states grew to 20% or more. According to the American Medical Association, more than 1 of every 4 adults in Alabama is obese.
Being overweight is an international problem, and it just keeps getting worse. This is bad news, but could be great for you because it gives you the chance to make a real difference. You can use what you’ve learned to make a dent in those trends. All while making an even bigger dent in your waistline.
Here are some simple strategies to follow when you’re looking to build healthy surroundings:
1. Find reasons to get people together
This is a leadership practice that can easily boost your consistency and drive. A simple idea might be to form a group of people around common goals, like a running club. By holding them accountable and motivating them, you’ll get better at doing it for yourself.
2. Create opportunities to trade knowledge
You have a lot to teach others. You also have a lot to learn. Can you set something up where people are learning from each other on a regular basis? What do you like to talk about?
3. Focus on pushing others and you’ll end up challenging yourself
Chris started an exercise streak. Every day on his office door, he posted the number of days in a row he had done some exercise, no matter how small. He eventually posted ‘100’ then ‘200’ on his door. One day, a woman across the hall followed his example and posted a '1' on her door, starting her own streak.
4. Use positive peer pressure
Just live as an example. This motivates others while keeping your own standards of conduct high. Several of us went to the local pizza joint for lunch. After our order arrived, a woman in our group started dabbing the extra grease off the top of her pizza with a napkin. She did it without fanfair or announcement. It was just a habit of hers. But then the man to her left started doing it too. Then the guy across from him. And on down the line until the whole table was dabbing away. We saw her doing something smart and healthy, and instinctively knew that we should do the same.
I think I'll make my next meeting at the walking track rather than the coffee shop.
Moving forward,
Jeff Roach
True Riches
Excerpt from The American Dream from an Indian Heart by Krish Dhanam
If you are an immigrant like me, you have a better chance at self-appreciation if you understand that your accent may be a given and that the dream is yours for the taking. In most of my waking moments, I realize I am poor. I might have a car, a house and the ability to pack my belongings and my dreams to take a trip. But I am still poor until I realize that the greatest wealth is defined not by how much you have, but by what you are. For eight to ten hours a day you practice a skill to make a living. However, for the balance of the day you need to muster up the will to make a life. When skill and will come together you will have unleashed on the world for the very first time a twenty four hour champion...
Are you reacting to someone's perception of what you can or cannot be, or are you looking at yourself and saying, "All I want is the opportunity to thrive in freedom"?
Krish is a guest speaker at Brooke Transportation Training. He has a unique position from which to help me appreciate the American dream. He brings humor and great insight into our course.
Moving forward,
Jeff Roach
www.brooketraining.com
If you are an immigrant like me, you have a better chance at self-appreciation if you understand that your accent may be a given and that the dream is yours for the taking. In most of my waking moments, I realize I am poor. I might have a car, a house and the ability to pack my belongings and my dreams to take a trip. But I am still poor until I realize that the greatest wealth is defined not by how much you have, but by what you are. For eight to ten hours a day you practice a skill to make a living. However, for the balance of the day you need to muster up the will to make a life. When skill and will come together you will have unleashed on the world for the very first time a twenty four hour champion...
Are you reacting to someone's perception of what you can or cannot be, or are you looking at yourself and saying, "All I want is the opportunity to thrive in freedom"?
Krish is a guest speaker at Brooke Transportation Training. He has a unique position from which to help me appreciate the American dream. He brings humor and great insight into our course.
Moving forward,
Jeff Roach
www.brooketraining.com
Try, Try Again
Need a little encouragement after a discouragement? Read one man's life story as found on an inspirational website.
•Born in poverty, he had to face defeat throughout his life. He lost eight elections, twice failed in business, suffered nervous breakdown and was bedridden for six months. He could have quit many times, but he didn’t quit and became one of the greatest presidents in America.
•His family was forced out of their home AND He had to work to support them
•His mother died
•Failed in business
•Ran for State legislature –lost
•Also lost his job-wanted to go to law school but couldn’t get in.
•Borrowed some money from a friend to begin a business and by the end of the year
•He was bankrupt. He spent the next 17 years of his life paying off this debt.
•Ran for state legislature again—won
•Was engaged to be married, sweetheart died and his heart was broken
•Had a total nervous breakdown and was in bed for six months
•Sought to become speaker of the state legislature – defeated.
•Sought to become elector – defeated
•Ran for Congress –lost
•Ran for Congress again – this time he won-went to Washington and did a good job
•Ran for re-election to Congress-lost
•Sought the job of land officer in his home state-rejected
•Ran for Senate of the United States-lost
•Sought the Vice Presidential nomination at his party’s national convention – got less than 100 votes
•Ran for U.S. Senate again- again he lost *
•Elected President of the United States.
The part was worn and slippery. My foot slipped from under me, knocking the other out of the way, but I recovered and said to myself," It’s a slip and not a fall". Abraham Lincoln –After losing a senate race-1858
One who never fails, but learns, succeeds finally.
We all know we need to persevere but the world screams at us - you too can get rich quick. You learn a lot more, grow a lot more and build great character by getting rich slow. Take your time today to building toward success as you define it.
Moving Forward,
Jeff Roach
www.brooketraining.com
•Born in poverty, he had to face defeat throughout his life. He lost eight elections, twice failed in business, suffered nervous breakdown and was bedridden for six months. He could have quit many times, but he didn’t quit and became one of the greatest presidents in America.
•His family was forced out of their home AND He had to work to support them
•His mother died
•Failed in business
•Ran for State legislature –lost
•Also lost his job-wanted to go to law school but couldn’t get in.
•Borrowed some money from a friend to begin a business and by the end of the year
•He was bankrupt. He spent the next 17 years of his life paying off this debt.
•Ran for state legislature again—won
•Was engaged to be married, sweetheart died and his heart was broken
•Had a total nervous breakdown and was in bed for six months
•Sought to become speaker of the state legislature – defeated.
•Sought to become elector – defeated
•Ran for Congress –lost
•Ran for Congress again – this time he won-went to Washington and did a good job
•Ran for re-election to Congress-lost
•Sought the job of land officer in his home state-rejected
•Ran for Senate of the United States-lost
•Sought the Vice Presidential nomination at his party’s national convention – got less than 100 votes
•Ran for U.S. Senate again- again he lost *
•Elected President of the United States.
The part was worn and slippery. My foot slipped from under me, knocking the other out of the way, but I recovered and said to myself," It’s a slip and not a fall". Abraham Lincoln –After losing a senate race-1858
One who never fails, but learns, succeeds finally.
We all know we need to persevere but the world screams at us - you too can get rich quick. You learn a lot more, grow a lot more and build great character by getting rich slow. Take your time today to building toward success as you define it.
Moving Forward,
Jeff Roach
www.brooketraining.com
Excellent Support
One of the links on Brooketraining.com is entrepreneur.com. If you haven’t taken the time to browse their site do it now. I find it very inspirational to read about others success. Entrepreneur offers lists of books that can help in just about any area of business you need. They have a CD of business forms for less than the price of a holiday ham. You will find advice and resources to build your business. I clicked over there just now to get some more words for this blog and didn’t get back for an hour because I started reading some of their intriguing articles. I’ll cut this one short so you’ll have time to click over and find something useful for your business.
Moving forward,
Jeff Roach
www.brooketraining.com
Moving forward,
Jeff Roach
www.brooketraining.com
Sales Hurdles
I hate that phrase "sales obstacles". I think of an obstacle as something you have to get around. I prefer hurdles because I think of a hurdle as something you jump over. You have to build stamina to jump over something.
I had friends who were on the track team. They were awesome in the 200 and 400-meter runs. They had tried their hand or should I say legs at the hurdles. They ended up with a lot of busted shins and bloody knees. When I see the Olympians fly so beautifully over hurdle after hurdle I never thought about how may scars they’ve healed from to get where they got until I talked with my track friends.
Sales are a lot like track team events. Some sales will go quick, like a sprint. Most will take more time like a 200 or 400-meter race. And others have hurdles that will take some pain to overcome. But each sales call, like every race won makes the next one a little more natural and comfortable. Be thankful for the prospect that throws a big hurdle your way because that gives you opportunity to prove your willingness to figure out a way over that hurdle. You might not land that shipment but it will give you stamina to use on your next.
Moving forward,
Jeff Roach
www.brooketraining.com
I had friends who were on the track team. They were awesome in the 200 and 400-meter runs. They had tried their hand or should I say legs at the hurdles. They ended up with a lot of busted shins and bloody knees. When I see the Olympians fly so beautifully over hurdle after hurdle I never thought about how may scars they’ve healed from to get where they got until I talked with my track friends.
Sales are a lot like track team events. Some sales will go quick, like a sprint. Most will take more time like a 200 or 400-meter race. And others have hurdles that will take some pain to overcome. But each sales call, like every race won makes the next one a little more natural and comfortable. Be thankful for the prospect that throws a big hurdle your way because that gives you opportunity to prove your willingness to figure out a way over that hurdle. You might not land that shipment but it will give you stamina to use on your next.
Moving forward,
Jeff Roach
www.brooketraining.com
Sales Script
What’s so wrong with a phone sales script? By Jeff Roach
If you are a carrier or a broker/agent you are always looking for shippers. To get shippers you make calls. You need a sales script, right??? Anyone who knows me knows I go crazy when a student asks for a script when calling shippers for the first time.
Now imagine yourself after working hard all day and the phone rings …you’re hoping it is your fishing buddy. The black bass are hitting all over lake Travis, I'm thinking with a smile and then to my surprise it's a telemarketer.
We all hate to be bothered by these people who invade our space. How dare they? You see when you read a script you come across as a telemarketer. Then you start believing and acting like a telemarketer. Telemarketers are pests who are trying to sell us something we probably don’t want or need. A Freight Broker is offering a service the shipper vitally needs.
Be confidant knowing people buy from you because you have invested in education, you’re a giver, and you have a great attitude. Being new at the job can be a bonus. Tell the shipper you’re new and you want to help them solve their problems.
Get to the right person at the shipper firm and ask if it is an okay time to visit. If the say yes, ask them when's the last time you needed a truck and couldn't find one? Wait as long as possible. Silence is golden.
Listen to what the customer is telling you. Take notes and ask to go over the notes. Ask: What are the goals are of the shipper? Then purpose to help them reach those goals. Become part of the team.
It takes 7-9 touches before a customer makes a buying decision so do not quit after four. They say about 80% of sales people stop calling on a prospect after 4 times. Every sales book in America will tell you it takes 7-9 touches before a prospect will buy from you. What is a touch? A note in the mail, an email, a phone call...
I promise, once the traffic manager trusts you because you did what you said when you said you were going to do it, you will get business.
You will get customer for life.
The customer chooses everything including when to buy, how much, and how often. The vendor they trust the most will be the one who gets the lion share of business. Rates are often talked about but in reality most shippers will pay more for out of this world service. Read Customers for Life by Carl Lewis.
The investment in time will pay off. Your goal is to make a customer, not a sale. I don't claim to be an expert on sales but I know for sure that if you treat the shipper the way you want to be treated - you will be a superstar sales pro.
I used to work for a great guy who owned a large trucking company. He’d say,” You will get a Gold Star on your forehead when you close a big account.” Funny thing I closed some whoppers and he never gave me those stars...He did give me an education and for that I will be always be grateful. You can’t replace education.
The more you earn, the more you learn.
My girls say artists are the smartest.
Moving forward,
Jeff Roach
If you are a carrier or a broker/agent you are always looking for shippers. To get shippers you make calls. You need a sales script, right??? Anyone who knows me knows I go crazy when a student asks for a script when calling shippers for the first time.
Now imagine yourself after working hard all day and the phone rings …you’re hoping it is your fishing buddy. The black bass are hitting all over lake Travis, I'm thinking with a smile and then to my surprise it's a telemarketer.
We all hate to be bothered by these people who invade our space. How dare they? You see when you read a script you come across as a telemarketer. Then you start believing and acting like a telemarketer. Telemarketers are pests who are trying to sell us something we probably don’t want or need. A Freight Broker is offering a service the shipper vitally needs.
Be confidant knowing people buy from you because you have invested in education, you’re a giver, and you have a great attitude. Being new at the job can be a bonus. Tell the shipper you’re new and you want to help them solve their problems.
Get to the right person at the shipper firm and ask if it is an okay time to visit. If the say yes, ask them when's the last time you needed a truck and couldn't find one? Wait as long as possible. Silence is golden.
Listen to what the customer is telling you. Take notes and ask to go over the notes. Ask: What are the goals are of the shipper? Then purpose to help them reach those goals. Become part of the team.
It takes 7-9 touches before a customer makes a buying decision so do not quit after four. They say about 80% of sales people stop calling on a prospect after 4 times. Every sales book in America will tell you it takes 7-9 touches before a prospect will buy from you. What is a touch? A note in the mail, an email, a phone call...
I promise, once the traffic manager trusts you because you did what you said when you said you were going to do it, you will get business.
You will get customer for life.
The customer chooses everything including when to buy, how much, and how often. The vendor they trust the most will be the one who gets the lion share of business. Rates are often talked about but in reality most shippers will pay more for out of this world service. Read Customers for Life by Carl Lewis.
The investment in time will pay off. Your goal is to make a customer, not a sale. I don't claim to be an expert on sales but I know for sure that if you treat the shipper the way you want to be treated - you will be a superstar sales pro.
I used to work for a great guy who owned a large trucking company. He’d say,” You will get a Gold Star on your forehead when you close a big account.” Funny thing I closed some whoppers and he never gave me those stars...He did give me an education and for that I will be always be grateful. You can’t replace education.
The more you earn, the more you learn.
My girls say artists are the smartest.
Moving forward,
Jeff Roach
Get Personal
Years ago I had my graphic artist design me a classy looking personalized thank you note. She had done some work for George Bush, Sr and mentioned that George had some presidential looking cards he carried with him everywhere he went. He’d often spend his hours on Air Force One writing notes of encouragement and thankyous to people he met or those who’d helped him out. I asked the artist to design and print a stash of those cards for me so I could thank prospects for their time, customers for their shipments, truckers for their late night runs, my associates for tracking down a lost load, etc.
We live in an electronic world. Emails are good but a handwritten note in this virtual world has great impact. I had a fabulous opportunity to meet with a potentially gigantic account this week. And I’m out of my personalized, super classy looking cards. I’m getting more on a rush order so I can thank all the people who helped me get the appointment, those I met with and the receptionist who directed me to the right office. I introduce myself to everyone because it is the right thing to do. All people have value. And you never know, receptionist today could be the president of the company down the line. My niece took a job a month ago. Within the month her two supervisors quit or were let go, so she’s the senior person now. How’s that for climbing the corporate ladder in record time.
Who needs some encouragement or thanks from you this week? Take an hour of your weekend, go sit by a swimming pool or on a park bench and write out a few notes. Be encouraging and you will be encouraged.
Moving forward,
Jeff Roach
www.justintimefreight.com
We live in an electronic world. Emails are good but a handwritten note in this virtual world has great impact. I had a fabulous opportunity to meet with a potentially gigantic account this week. And I’m out of my personalized, super classy looking cards. I’m getting more on a rush order so I can thank all the people who helped me get the appointment, those I met with and the receptionist who directed me to the right office. I introduce myself to everyone because it is the right thing to do. All people have value. And you never know, receptionist today could be the president of the company down the line. My niece took a job a month ago. Within the month her two supervisors quit or were let go, so she’s the senior person now. How’s that for climbing the corporate ladder in record time.
Who needs some encouragement or thanks from you this week? Take an hour of your weekend, go sit by a swimming pool or on a park bench and write out a few notes. Be encouraging and you will be encouraged.
Moving forward,
Jeff Roach
www.justintimefreight.com
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