Mr. Shoaff's Simple Strategies to Success by Jim Rohn

My first mentor, Mr. Shoaff, over a five-year period of time when I was age 25 to 31, taught me some extraordinarily simple things, before his untimely passing at age 49. He only went through the 9th grade in school. He never finished high school, never went to college, never went to a university. So he put his experiences and ideas in very simple language, which, I think for me - a kid from the farms of Idaho - was so important.

When I would say, "This is all the company pays," Mr. Shoaff would say, "No, that is all they pay you." I thought, "That is a new way to look at it." I told him things cost too much. But he said "No, you can't afford them." Well, that was anew concept for me. He promised that if I would improve, then I would qualify for more money. So I learned that we don't have to work on the company, we have to work on ourselves. Now if it had been technical, I would have missed it. If it had been mystic, I would have backed away. But it was just basic, blunt "a-b-c" stuff that I hadn't thought of before. For me it was the beginning of what he called "personal development."

Mr. Shoaff also taught me that life puts some of the more valuable things on the high shelf so that you can't get to them until you qualify. If you want the things on the high shelf, you must stand on the books you read. With every book you read, you get to stand a little higher.

And the "biggie" that forever had an impact on me: "Success is something you attract by the person you become." That phrase changed my life. Success is not be pursued, but to be attracted by the person you become. Put your energy into becoming a better you, the best you. Learn the skills. Practice the skills. Attract the success.

Those few simple strategies and ideas helped changed my life, forever, for the better. Thank you, once again, Mr. Shoaff.

Sifting for Gold - Powerful Prospecting Tips

When you think of "prospecting", what comes to mind? Perhaps the old grizzled prospector in the gold rush days hunched over a stream in the Yukon, sifting through pebbles, seeking that valuable nugget. 'Sales' is just like that - you have to sift through many potential buyers of your product or service to find those who will actually part with their money. However, common sense says that you would prospect in the streams known to have more nuggests, and use methods that are more likely to produce what you are in search of.

A well thought out, organized approach to business prospecting will enable you to:
- increase the number of pre-qualified, prioritized prospects;
- increase the effectiveness of initial contacts for new business;
- shorten the time needed to engage high potential prospects and convert them to new clients.

Here's how to narrow your search:
- market research;
- identify target markets;
- profile ideal customers;
- who is most likely to benefit from what you do?
- who is using a similar product now?
- read trade magazines, articles and stories;
- what niches can you fill? (by narrowing the focus, you create more opportunities).

Where do I find prospects?
- family, friends, acquaintances and those they know;
- former business associates, customers;
- hobbies, sports, neighbourhood, children's activities;
- civic clubs, associations;
- self-improvement activities;
- where you do business;
- ask for and use referrals;
- observe (be alert to potential clients)
- speaking engagements;
- lists and directories;
- "drop-by's";
- telephone cold calling;
- conduct a seminar (build your credibility and recognition).

Constantly 'have your radar up'. Learn to see prospects everywhere. EXPECT prospects to enter your life. BELIEVE you have a solution for them? Prospect regularly and consistently. It is important to block-off specific time on your calendar for prospecting activities such as phone calling, emailing and personal visits. Treat your prospecting time with the same respect as you would any other important appointment or it will slip through the cracks.

In summary, know that prospecting is a vital business activity. Develop and use a system. It's how you will discover gold! Make sure that it is part of your regular routine, and constantly strive to improve your productivity.