The Law of Diminishing Intent

The Law of Diminishing Intent states the longer the amount of time a decision is made until substantial action begins, the task is exponentially less likely to be completed.

Of course, larger more comprehensive tasks require more planning and execution, this principle still applies.

There a few key ways to decrease the negative effects (and harness the inverse of this law) is to ‘DO IT NOW!’. Long before Nike use this slogan, its have been tried and true. ‘DO IT NOW!’.

Before you squander your precious time, ask yourself these quick questions:

1. Does this task / idea fit squarely in my Mission Statement? (If not, forget it)
2. Will it help me achieve one or more of my stated goals? Which one? (If not, delete it. If maybe, note in your Someday Maybe list, If so, go to the next question)
3. Am I the best person to do this? (If not delegate it)
4. Can I DO IT RIGHT NOW? If so and you have the time, get ‘r done. Especially, if its something that can be accomplished in 15 minutes or less, or certainly 5 minutes or less.
5. If you don’t have time or opportunity in the moment, Write it down ASAP. Or speak it down. Scribble it down.
Make sure you have a system. Just get down and make get to it accordingly. There are a host of good ones. Get one and use it! Find something that works and work it.

My favorite is a combination of:

1) ToDo List = Asana (a smooth, simple and powerful task management tool, with a very nice freemium version). Google has very decent ToDo and Reminder app built in as Apple. Wunderlist and others are good.

2) Journal = For longer and more detailed notes, I use Google Drive Docs as a running Journal. I create one for each year. Asana plays very nice with Google. Notepad (paper or electronic) also work fine. I prefer cloud based as it syncs all my devices, easy to organize and almost impossible to lose. Making backups is easy and is also easy to print out for good old fashioned hard copy.

3) I also try to keep a scratch pad around and then convert to electronic but getting in the habit is the key.

There is a very comprehensive system called “Getting things done” (so simple but super system). Brian Tracy and Stephen Covey both are top notch teachers and have excellent material.

Remember, “Ideas are a dime a dozen but men to implement them are worth their weight in gold”.

Here is a nice short video on the subject Click to watch on online by Dustin Hillis

So TAKE ACTION NOW. For yesterday is history, the future is an unfulfilled promise but today is a present…if you take action.

Sphere of Influence (SOI)

Sphere Of Influence (SOI)  

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One of the best ways to garner lasting success in sales is by maximizing your Sphere of Influence. 
SOI include:

  1. Customers / Clients
  2. Complimentary Networking People
  3. Business leaders / Influencers
  4. Friends and Family Evangelist

ID (Flag and Tag) you contacts in your database CRM and grade / label as:

A+ = Personal call / visit monthly PerfectView-What-is-CRM

A = Personal call / visit quarterly

B = Personal call / visit annually (Birthday preferred)

C = Everyone else is blank or a C

D & F = Delete and Fire

 

 

A+’s These are the best of the best. You go to… most influential. If clients, these are you top 10%. Those that are High Profit and Low Maintenance. These people are your BIG orderers & CHAMPIONS. They are the people that refer you regularly. They help you connect to the right people. They are your super evangelist. These people might be buying or referring you weekly or monthly.

A’s They are very good people who could be A+ but might be too busy. They are solid customer and referrers. 

B’s are good and hopefully will become A’s. They would likely refer you if someone asked. They would probably give a review online but wouldn’t give a reference unless asked. B’s are good customer but maybe high maintenance or overly budget or service expectations. 

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C’s aren’t the best but shouldn’t be deleted. Time priority should go to A and B’s first. 

D&F’s just get rid of as quickly and professionally as possible. Life is too short and there are too many better opportunities available. Keep in mind exceptions to every rule but not principles. 

Add A, B and C to your mass marketing efforts via newsletters, social media, etc in effort to keep Top Of Mind (TOM) as people like to buy from those they ‘Know Like and Trust…and Remember’.

Invite SOI’s to meetings and networking events 

Use this process pattern when communicating but feel free to mix up and be spontaneous (SEE):

S = Service (Discuss how service has been with customers, Business has been with others – new projects, trends, books, concepts, etc) 

E = Enhance (Discover way to enhance value and the relationship. New features, products, with customers. Networking relationships with others, How how I might be able to help.)

E = Else “What else can I do? If happy, then ask?  “Who else should I be talking to and engaging with?”

 

Here is a short video about this subject from Southwest Consulting

 

If you like what you have read, that is great. But this, like all good thoughts, require action. Ideas are a dime a dozen but men to implement them are worth their weight in gold. 

 

So get busy

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  1. ID and document you SOI contact
  2. Use a CRM for Pete’s sake (
  3. Create labels and grade your SOI. 
  4. Set your plan and work it.
  5. Improve
  6. Repeat and work more.

 

By Kirk Booher

 

Trust and the lack there of

Have you ever considered the cost of trust and the lack there of?

Ronald Reagan was fond of saying, ‘Trust and verify’. As the operator and owner of an electronic security company, I make my living by providing verification and the peace of mind associated with it. One is foolish to fully trust a stranger and ultra taxing to constantly using finite resources to verify. Maintaining balance and appropiate attention takes wisdom.

Nonetheless, no risk, no reward!

If you give one person a lot of rope, they make something useful of it. Another person, they hang themselves with it. Go figure.

Some will, some won’t.

So what are you going to do today to be a leader and winner?