Monday Morning MOJO

WHAT DO WE MISS BEING CONSUMED IN THE RACE TO NOWHERE …

2010-02-07T06:21:00.000-08:00

How often have you read or listened to someone claim that our lives would be enriched if we just appreciated each day in the moment? The best seller “The Power of Now” written by Eckhart Tolle suggests that we can transform our consciousness through living in the now (seems almost too trite to write a book on, never mind be so widely read as to become a best seller). But have you every noticed how difficult it is to truly embrace the moment without dreaming of the future, or being hung up in the past? Have you ever wondered how much of life slips by without our noticing because we are trapped by the past or a moment yet to come?

The Washington Post essentially did and concluded much the same – we are so consumed with the hustle of being in the race that we don’t stop and notice significant moments when they appear right in front of us. In January 2007, they hired a violinist to play in the Washington DC Metro Station by a main entrance of the L’Enfant Plaza.

He played six Bach pieces for 43 minutes. During that time over two thousand people went by him on their way to work. Only twenty people thought highly enough of this person's ability to give him money. After seven minutes he collected his first dollar. After nearly an hour the violinist collected a grand total of $32, and only six people stopped to listen for any length of time.

Maybe you know the rest of the story … the violinist was Joshua Bell, one of the best musicians in the world. Actually a onetime child prodigy who now at age 42 is an internationally acclaimed virtuoso. One magazine once described his playing as “doing nothing less than telling human beings why they bother to live.” On this particular cold January morning, he played one of the most intricate collection of pieces composed on a violin worth nearly $3.5 million dollars. Two days before Joshua Bell sold out a concert in Boston whereby the seats averaged over $100.

This social experiment begs many questions:

Are we so focused on the doing that we forget to even notice the magnificence of the present moment?
How can we recognize an opportunity that presents itself in our lives if we can’t even see that which is right in front of us?
Opportunity often involves connecting multiple ‘data points’ that occur and seeing a uniqueness to the pattern; if that is true how can we find opportunity when we are too busy to notice even a sliver of the moment?
Do you perceive the beauty that is all around you all the time?

The Post quoted a line from W.H. Davies “Leisure” that seems appropriate as we begin a new week:

“What is this life if, full of care,

We have no time to stand and stare.”

Or, reach back into your DVD collection and reacquaint yourself with the 1982 film titled “Koyaanisqatsi” whereby the director Godfrey Reggio takes clips of Americans going about their daily chores to such a speed that they resemble robots marching lockstep to nowhere. By the way, the word “Koyaanisqatsi” is a Hopi word meaning a “life out of balance.” Is your life so out of balance that you would not notice a virtuoso performance of some of the greatest music written as you walked by on your way to work? We all would hope to reply in the negative, but this social experiment suggests our answer would be consistent to what actually happened.

An interesting fact did occur though, the people who actually stopped to appreciate the music of Joshua Bell that day in D.C. were young children held in tow by their parents. I wonder if they know something that adults seem to lose in the translation of doing … an appreciation of the magnificence of this moment!

Click to hear a full audio version of Joshua Bell’s performance that day! Ah, will you stop even in the privacy of drinking your cup of coffee as you start the week off behind your desk to enjoy the moment? Don’t worry no one is watching …

I hope you enjoyed the reflection, and take time to appreciate the grandeur held in your moment. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome your feedback and if I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

BOLD DREAMS DEPEND UPON LEVERAGING TEAMS …

2010-02-01T08:44:00.000-08:00

Have you ever paused in your day, and wondered why it is we spend so much time protecting the ‘self’ when most, if not all, of our success or joyful moments are due to one concept … leverage? That in fact the accomplishment of bold dreams depends upon how effectively we leverage inspired teams of people. Some pundits profess that all success comes through people. I contend that all success comes through leveraging people and resources (I am not using the term ‘leverage’ as ‘manipulation’ or ‘using’ people). When we act alone we have the benefit of only ourselves - our limited field of vision, intelligence and experience to guide us. However by inspiring others to join us, we leverage their gifts and talents to ‘increase the power of action’ exponentially.

Simple concept … yes, but why do we spend so much energy in promoting the value of ‘self’ instead of inspiring others around a common goal or mission? Ample examples exist … watch championship teams compete against teams less successful (especially basketball). What becomes painfully obvious is that people who have not truly bought into this simple concept of ‘team’ approach the game like five people playing one-on-five. Conversely, watch the great Boston Celtic, Laker or Spur teams and you begin to notice players moving in choreographed unison. In business, great corporations oftentimes ‘team sell’ not out of need or deficiency, but from a place of strength and contribution. Even small business ventures, i.e., realtors, tend to improve their production when they develop highly functioning teams who are truly committed to a common theme or goal.

Recently a friend shared a book with me written by Pat Williams (cofounder of the Orlando Magic) entitled “Extreme Dreams Depend on Teams.” The foreword is written by Patrick Lencioni, whereby he states:

“In a world that emphasizes the individual, where graduation speeches and Hallmark cards urge us to go out into the world and accomplish anything we set our minds to, something often gets lost: our very human need to enlist the help of others and to give help in the same measure.

As human beings, we were made for teamwork.

This is not to say that individuals should not dream big dreams. There is probably no replacement for individual aspiration and determination when it comes to the initiation of an idea, a plan, an ‘extreme dream.’ But when it’s time for that dream to take shape and that idea to grow and become a tangible reality, there is no substitute for the power of teamwork. The dream of the individual needs a group of selfless people to come together behind that dream, pool their diverse talents, unify as a team, and make great things happen.”

What stands the test of time, beyond all the accolades, are not the efforts of the individual, but the accomplishment of the team. People working together accomplish far more than the sum of their individual efforts and abilities. Why? Because they are committed to something bigger than themselves … that is truly the beauty of the vision and our journey!

Nothing novel here, right ... so why don't more organizations remember this simple lesson ... why do organizations and individuals continue to think ‘individualist’ (the infamous “I” syndrome) in their quest of greater profits or business development. Why do managers look for an individual to point the finger at when an issue comes up or set backs occur? Is that the fault of an individual, the team or the system? When something needs to be accomplished do we look from the perspective of "I" or do we engage the "We"? Do we spend most of our time pushing the bolder up hill by ourselves, or do we spend the time assembling and inspiring a team to hoist the bolder into place using pulleys and levers?

Another perspective on this theme is when individuals or organizations go to their service providers to pay for events or other initiatives … not because they wish to form strategic partnerships, but simply because they don’t want to incur the cost or the hassle. They often come from a place of entitlement or ‘what are you going to do for me’ perspective. This is hardly ever about team, but instead comes from the place of 'what have you done for me lately?' These individuals and organizations spend far too little energy in developing an inspired and motivated team committed to a common vision or mission. A more powerful question to ask is ‘how can WE partner up to create an opportunity that benefits all of us?’

Several months ago Keller Williams Coastal Properties embarked on a rather comprehensive 'game changing' vision. An integral part of this bold vision was the development and nurturing of selected ‘strategic partnerships.’ When we initiated these partnership conversations, the service providers were surprised that we were not looking to ‘fund an event or other short term tools', but something much broader in scope. As the discussion unfolds we continue to work out how this broader definition of ‘strategic partnership’ looks, and how to leverage the strengths of our individual parts for the accomplishment of a common business vision. The affect of this approach to partnerships has brought a greater depth to the initial vision that will yield far greater opportunities for all people involved. We are morphing the Company into a multi-faceted service organization that offers clients a wide range of services from real estate, financing, insurance, investments, construction, media and financial services. Ah, the true value of team and leverage! Leveraging a real estate brokerage company into a multiple million-dollar operation involving several businesses will only occur as we continue to develop our strategic team. One or two people will not be able to create this vision – it will take the inspired action of dozens of people both in and out of the Company to create and sustain this initiative.

Have you ever wondered ‘how am I going to work through this issue’ or 'how am I going to realize this opportunity in the market?' Well instead of thinking that your solution will only come through your initiative or hard work … dare to think differently … think how you can build an inspired collaborative team or partnership. Ask how you might leverage people and resources to build a better vision that is good for all. Just a thought ….

I hope you enjoyed the reflection, and take the time to consider how you might develop strategic partnerships to accomplish your vision. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome your feedback and if I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

A MOMENT OF RESISTANCE …

2010-01-24T20:51:00.000-08:00

Have you ever attended an event, meeting or seminar with a preconceived idea on the subject matter; however, the event unfolds considerably different? Have you ever struggled to remain open and engaged during these moments when you adamantly disagreed with the concepts being presented. During these moments, have you been able to remain open, or did you go to judgment and close your self from finding any value?

This past week I had such a situation occur. I was invited to attend a Keller Williams ALC (“Agent Leadership Counsel”) training seminar. The main theme for the seminar was ‘leadership.’ The seminar coordinators billed the day as something different – well they were right. Personally a discussion about leadership starts with ‘servant leadership.’ Instead the day was all about the individual ALC member’s businesses and recruiting. I could not get over how they missed the mark by entitling the day ‘leadership’, and then focusing on the ‘I’ and not on topics about ‘service’, ‘team’, ‘collaboration’ and several other potential key themes within the concept of leadership. Maybe the powers that be find these key themes within leadership as passé. Admittedly in the moment, I went through a myriad of judgments and struggled with the whole presentation. So I chose to keep my mouth shut; however, that didn’t last long (no surprise for those who know me). I was pushed to share and could not help letting my disappointment seep through in my comments. Afterwards I was disappointed in my choice and had to ask myself is that who I want to be?

After a couple days processing that event I began to ask myself … ‘what was the lesson of the day for me?’ Maybe my resistance was significant for reasons that at the time I was not able to accept. The reminder to stay focused on my business, goals and vision is always positive and timely. But is that all … ?

What are some of the components of ‘leadership’ that I need to be mindful of as the New Year rolls along? As I reflected upon my experience with a friend, she mentioned three concepts that are at the heart of the ten characteristics of a servant leader … patience, tolerance, acceptance and humility. Members of a group are not always at the same place at the same moment … more times than not, leaders are able stay present to a vision while allowing others to get there in their own time. In order to realize a worthwhile vision leaders often must exemplify patience and tolerance of other people’s thoughts and opinions. In other moments leaders must truly accept contrary opinions even when they may not be congruent to the stated vision. Maybe that was the ‘aha moment’ in the seminar that just took me three days to realize. I failed to embrace during the seminar any of the characteristics outlined by Robert Greenleaf in his 1970 book entitled ‘The Servant as Leader’ … maybe next time.

So as you struggle finding alignment with ideas presented by others maybe you will pause and find the value in the moment. I hope you enjoyed the reflection, and consider in moments of resistance how you might find the value in the experience. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome your feedback and if I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

LIVING AN INTENTION FILLED LIFE …

2010-01-18T11:32:00.000-08:00

So the cheer of the New Year is waning and with it many of the resolutions that we set in motion as the ball was dropping. I see evidence every year around this time at the gym. Every year gyms begin the year packed, regardless of the hour. By the end of January people settle down and lose interest in those exercise goals, as well as their other annual resolutions. Did you ever ask yourself why that is; or better yet, why do I struggle in keeping my new year’s resolutions? For years I have moved away from making New Year’s resolutions; however, my real challenge is not in the resolution, but to remain diligent in living an intention filled life – staying present to what it is I want (my intentions) and how my thoughts MUST support and nurture these intentions. For me that is the journey that I must stay present to as one-year rolls into another and time tests my resolve. And you … ?

I came across an interesting quote … “[e]veryone thinks that the principal thing to the tree is the fruit, but in point of fact the principal thing to it is the seed.” Friedrich Wilhelm Nietzsche

Why remind myself now of this … well sometimes we need a reminder and encouragement to focus on what really matters … and that begins with our thoughts and intentions. Everything that I do and ultimately how I affect my surroundings is initially conceived in my thoughts.

The verb for turning thoughts into action or results is to ‘manifest’. It comes from the middle English word ‘manifestus’ meaning “visible” and the Latin word “manus” meaning “hand.” A few authors have metaphorically described this process as when you ‘manifest’ something “you reach your hand through the invisible curtain separating the tangible world from the world of imagination and pull your desired object into existence.” First you think it, then you manifest it or you ‘materialize’ it or cause it to appear. Everyone manifests. Some of us manifest abundance; while others of us manifest a lack or scarcity. Who do we wish to be in this moment … that is really the relevant question as we are continually tested throughout the year? Do you intend in this moment to be a person who resonates from abundance or scarcity?

As we move towards February, what is it that you set your intentions upon in 2010, and how are you supporting these intentions now – in your thoughts? Some people refer to the alter-ego that oftentimes subterfuges our intentions as the “drunk monkey.” If you closely observe your thoughts (‘the observer observing the observed’) in light of your intentions you may begin to recognize how or when they are not congruent. By labeling these negative thoughts as they pop up into your conscious you can begin to detach from the hold they have and begin the process of letting them go.

Professionally, I have defined my business goals for the year; however, how am I supporting these goals in my thoughts and intentions in every moment of every day? This way I will be less likely to yield to the temptation of doing things that distract me from my intentions/goals – filling my time with ‘stuff’ that doesn’t support my intentions. Personally, how am I reconciling my relationships and creating a positive loving environment for those around me? These are my questions that I want to stay present to in the moment. How about you? How are you nurturing your 2010 goals in your thoughts and intentions as you move forward in the New Year?

I hope you enjoyed the reflection, and take the time to consider what you are living an intention filled life and supporting your goals and aspirations in your thoughts. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome your feedback and if I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

A YULETIDE GREETING …

2009-12-24T08:44:00.000-08:00

Over the past year these weekly Mojos were intended to share a journey of reflection for the purpose of inspiring, questioning, and ultimately engaging in a conversation with you and those close to you. As you gather your family and friends during this holiday season, I hope that in this moment you stop to reflect on the meaning of this holiday season for you and those closest to you. Laying aside the trials and tribulations of the past year, find a place within that brings perspective in to your life … for most that will probably not be the job, money or material possessions, but the journey of the spirit and your connection with other like-minded friends and family!! So as we track Santa (ah, the little jewel in this reflection for all of us who share this moment with little children or grand kids) this Christmas Eve, I challenge each of us to find our authentic self in the connection that has lasting value. Not the meaning that others might place on this time of the year; but find a quiet place in your heart that connects to your ‘big why’.

I hope that over the next couple of days, you are able to put the ‘to-do’ lists down and just observe those around you and truly cherish these moments!! Beyond those closest to you, I also wish to say thank you for allowing me the opportunity to share these Mojos; for engaging in a conversation with me over this past year; and most of all allowing me to be a part of your life.

I close each Mojo by saying “each of you are a cherished gift that enriches my life in ways you will never understand” … for some these words may seem an empty prose that is an appropriate conclusion to each blog. For me, these words summarize a feeling within that each person who crosses my path, engages with me on any level, challenges me, and who inspires me are gifts in my life that will forever enrich my journey. There are no words that appropriately capture how significant for me your part in my life continues to be and how you shape my saunter through this life. So at this time, I extend my heartfelt gratitude to each of you AND wish you and your loved ones the joy, love, friendship and memorable moments that you so richly deserve!! May your God bless all that you are and all that you hold dear in your life in this moment and beyond!! Jim Peys

WHAT IS YOUR BIG ‘WHY’?

2009-12-13T19:34:00.001-08:00

This past week I attended a real estate seminar on “lead generation” presented by Rick Geha. Rick did a great job presenting a topic, although extremely important, has few new concepts that the roomful of realtors have not heard previously. The big ‘BUT’ is the central message at the core of his presentation … mindset. He posed a question that has me thinking … and I will admit that I’m struggling to identify my personal answer.

The question posed was – “What is your ‘big why’? What is my ‘big why’ that will drive me through the boredom and repetition of consistent lead generation. Another way to pose the same question is ‘what is my life’s passion?’ ‘What is my burning desire?’ I will admit that several answers came to mind quickly when he posed the questions. My mind went through a checklist of possibilities – money; financial freedom; legacy; family; the creative process; to help people; and contribution, etc. Although these reasons are significant for me and to so degree or another personal drivers, they are “little whys” not really THE BIG WHY.

I envy people who can rattle off their ‘big why’ with certainty and clarity. But I’m not yet in that category, and so I continue to search for answers. What is your ‘big why’? What absolutely drives you when all else tells you just to settle or excuses not to do something seem easiest; but you make a different choice in the moment. What is your burning desire or your life passion?

Okay a few of you might be saying … who cares? Just do it. Why does it really matter? Well because life places obstacles in our path to challenge us and make us question just how bad we want it. When events go against us, or boredom sets in or our results are less than we expect; if we don’t have a really ‘big why’ we might find ourselves unwilling to power through the difficult periods. Rick challenged me to identify and become crystal clear on my ‘big why’ – that single concept was worth the day!

Simple right? Now if I could only identify my ‘big why’. How about you … let me know what your ‘big why’ is?

I hope you enjoyed the reflection, and take the time to consider what your ‘big why’ is as we approach 2010. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome your feedback and if I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Also, Happy Holidays to you and your family!! Jim Peys

ARE YOU OPEN TO THE POSSIBILITIES …

2009-12-07T09:56:00.000-08:00

As 2009 ebbs to a close, I wondered recently if I have closed myself off from new ideas, different ways of looking at issues, new technologies, opportunities, or new models, etc? Am I truly open to a different way, or am I just settling for what I know or understand? I realize this might be a rather obtuse thought as you prepare for the holidays; but hang in there with me for a moment and maybe I can clarify.

I am working on several different initiatives in my business; and consistent with the Keller Williams model I was discussing these concepts with a few realtors for clarity and to build consensus. For the most part I was greeted with curious skepticism; however, in a half a dozen (keep in mind we have a couple hundred realtors) conversations the realtors reaction caught me by surprise. Their reaction went something like … “don’t talk to me about any new ideas or business opportunities, I’m not interested in even listening” and furthermore, “I don’t even want to think about doing anything different than what I have been doing for years.”

Intellectually I can understand this reaction; however, in this business climate and the dramatic changes occurring in the real estate industry these realtors don’t have this luxury. Status quo and standing on ‘antiquated’ principles (‘antiquated’ not because of age, but because they are not where buyers and sellers are in today’s market) is risky in this ‘new economy’. Then I began to wonder (as I often do), am I in some way closing myself to new ideas, concepts, opinions, opportunities, technology, models, etc? When I was a teenager arguing with my dad about politics, war, business and modern trends my judgment was that he was just closed to anything new, different, innovative, etc. I vowed not to be like him as I aged … and as I look out at the precipice of technological change and innovation I wonder …?

Regardless of age, education, experience or circumstances are you truly open to new methods, new ideas, opportunities, thoughts and evolving technologies? Or, are you settling for the same old reliable methods because they are easier than change? Or worse, are you deluding yourself into believing that you are open and trying something new or different because you are venturing into email, cell phones or even Facebook? My guess is that we are all guilty of the latter to some degree because it can be unnerving to continue pushing your self to the edge and really giving serious consideration to true change. Hell, consider how every year people rush to establish New Year’s resolutions only to break them by February 1^st.

Don’t misinterpret my thoughts as suggesting that we need to consider change for change sake. I don’t believe that is ever the solution; however, if we show up to the party closed minded we never give ourselves the chance to move past our own ‘box’ to see great opportunities or ideas when they smack us in the face. Historically, this Country has been built on innovation and openness to new ideas, new trends, opportunities … essentially our greatness has been defined, in part, to the acceptance of our differences and not just settling for same old same old.

Befitting with this tangent, I read a CNN article (click the CNN hyperlink to view the article) this weekend about 10 web trends to watch out for in 2010. Admittedly, I don’t really understand the significance of every trend mentioned … yet! But more important for me is to remain open to the journey (keep an open mind), and to explore their application or merit in my life, my business … because at the end of the day I just never know where this journey may lead me. And that really does make the prospect of a new day and a new year something to look forward to … at least for me!

I hope you enjoyed the reflection, and take the time to consider how these questions may present opportunities for you today and in 2010. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

WHAT ARE YOUR REACTIONARY BOUNDARIES …

2009-11-30T09:05:00.000-08:00

I recently read an interesting anecdote by Seth Godin regarding ‘Boundary Makers’. When confronted with an issue or opportunity … what is your default reaction (your first reaction)? Are you the type of person who looks for the loopholes or weak boundaries? Or are you one who creates answers or solutions that operate within the rules or boundaries? On the surface it would seem that both (remember, what is your initial reaction) can’t co-exist.

The first tends to look at demolishing the boundaries and starting over or removing the boundaries all together. The other type of person looks to work or create solutions within the existing boundaries or parameters. Which reactionary trait is better? I tend to agree with Godin’s conclusion that either tact can be successful given the drive and initiative of the individual.

I hear people preach to their kids about getting along with others and playing within the rules, etc. Almost preaching mindless conformity as a recipe for success. I understand that all of us need to recognize boundaries and rules, or risk ciaos. However, a better life lesson is to re-enforce (especially in our own mind and life) the critical thinking process AND the courage for taking the necessary action to effectuate the solution or opportunity – regardless of whether that means conforming or not? Critically weighing when it is best to scrap the old and create new boundaries, new rules, new systems, new games; and then in other situations recognizing that consensus and change is built easier when you operate within the boundaries – tends to be less threatening. Both are necessary for true innovation to occur; however, neither occurs without a call to action.

Regardless of your tendency, the real ‘punch’ is how you react to your issues or opportunities. Your success regardless of either one will be determined on how you push and how hard you push that really makes the difference – your personal call to action. So many of us do the first part of the equation - critically think through the issues (or rely on others to critically think through the issues); and then we tend to be more philosophical or passive in our implementation or follow through. We take this ‘wait and see’ or ‘go with the flow’ attitude. I’m still trying to figure out what that really means – yes, I get that life has a natural rhythm (thus ‘flow’). However, an authentic ‘flow’ sometimes doesn’t show up with out initiative and a passionate push from a committed individual. I was emphatically making a point to a friend recently about supporting innovation and buy-in; and I pointed out that leaders MUST recognize that ‘blink moment’ when an initiative could go either way – success or failure rests in that one instance. Do you blink and let the moment pass with out speaking your mind; or do you take action? Leaders and innovators oftentimes recognize these ‘blink’ moments and respond by picking up the rope and pulling with everything they have (they serve others), they endorse, cajole, inspire, and risk judgment from others. Ah, the real message in this Mojo.

So what is your reactionary boundary preference? Do you find yourself questioning the merits of the ‘box’, or just wanting to scrape the ‘box’ altogether and build a better one? Better yet, are you waiting to ‘get in the flow’? Is it time for you to push your initiative, solution, plan harder, or even in some cases to ‘start living’? Do you look for and recognize that ‘blink’ moment in each transaction, initiative or opportunity?

Typically my reaction is to put my head down and just push a little harder. But … then again people accuse me of ‘flying outside the airplane’ more often than not. Or, maybe it is that I have a blind spot for boundaries. As for that ‘blink moment’, well that is an evolution in self learning … I am discovering that when I take my ego out and really listen that moment comes through loud and clear.

Thanksgiving ... What Is Really Important?

2009-11-22T20:52:00.000-08:00

What are you thankful for this holiday season?

Sometimes gratitude and crisis are interesting 'bed partners.' Stories involving crisis bring an additional awareness into our life that provides space for gratitude. I wish it were different especially as we approach Thanksgiving. But then again certain events seal the images of family, friendships, health, and memorable loving moments - at least for me. Although, I would prefer to skip these moments and just be grateful - some how life doesn't always cooperate until we choose to see it from a different lens.

Obviously there is something more I must learn or remember ... maybe I need to choose to be 'in a state of gratitude' all the time? Ah, that would be a GREAT start!! So in this moment what am I most grateful for beyond family ... friends who have lovingly impacted my life even in my uncertain moments.

I'm particular aware of 'friendship' as a long time friend awaits upon the next chapter. I once reflected about this person in a book about my search for love and friendship. Tonight as the family struggles to come to grips with her cancer fight I am reminded of a few verses of "The Healer":

"The Healer lies still,

Her body exhausted, confronting its own limits,

Hoping to wipe away the pain,

I am struck by her presence.

Her face radiates a divine love.

Her eyes dance with a vibrant energy.

Her smile lights a glow that embraces the stillness.

Her gentle touch assures the nerves left tattered.

I wonder who is offering comfort?

...

Freed from the clutches of my humanness,

Renewed in God's love.

And for that blessed moment,

I am forever aware of her presence in my life."

These words have never been more personally relevant than tonight. I will forever remember her for sharing a divine love that embraced and accepted me even in my lowest moments. Thank you my friend!! I will forever remember your courage, inner strength and most of all your love!

As you gather your family may you spend a moment being grateful of those people who have crossed your path and made a difference in your life. Those people who unconditionally loved you or who provided a mantel for you to lean on in your time of need. May you be grateful for their friendship, guidance and willingness to walk with you in your journey. For me, that is what Thanksgiving is all about - being present to all those people who have shaped me and loved the person that I am regardless of my blemishes.

Fitting in this moment I came across this interview of a person you probably recognize - Scott Hamilton (to view the interview click on Scott Hamilton). Scott fought the ultimate fight against cancer and has persevered. Maybe this will be the inspiration for you to remember what is truly important this season as you gather around family to enjoy your annual feast. From my family to your family I hope that you have a wonderful Thanksgiving!

If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. Thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

OUR PASSION … THE ENGINE BEHIND ‘THE WHY’

2009-11-16T08:50:00.000-08:00

So what is your passion in life? Are you pursuing or following your life passion? If not, why not? Three simple questions for you in this edition of Monday Morning Mojo … ok so I lied, they might not be so simple for most of us. But really is there any thing more important than to regularly check in with ourselves to make sure what we are doing is what we are most passionate about? If you listen close enough, oftentimes our successes and set backs, as well as the people around us are but reminders in our lives to live and share our passion.

This weekend I was reminded again in conversation. Several people around me asked … so Jim, what are you really passionate about … and then the big ‘why’. In our monthly networking meeting last week a guest (who I have never met) following the meeting asked me "what are you most passionate about?" After sharing with her my response, she continued with ‘it would be great to bring people together based upon them pursuing their passions and not their day jobs.’

Gary Vaynerchuk in his book ‘Crush It’ devotes an entire chapter about pursuing your passion in life. He sums it up by saying ‘passion is everything’ it is the ‘why’ and it is the vehicle that enables us to put the time, energy and effort into something to really make a difference. The engine that allows for greatness!

Mike King in his blog about ‘Finding Your Passion in Life’ suggests a simple process to discover your passion. Oftentimes the ‘what if’ gets in our way of finding our passions. And for some of us we are not ‘wired’ to think this way; therefore, we never even ask the questions. We are programmed to just get up and make a living … to plod along and provide for our families. People get nervous when asked “are you living your passion” … why … well the obvious answer is probably that we are afraid the answer will come up … ‘no’! Then what? That ‘what’ is really ‘what if’ because the real fear is what if I pursue my passion and can’t make a living doing what I’m really passionate about. The dialogue in our mind’s eye continues with arguments like … ‘what about the people who depend upon me every day?’ And about a dozen other excuses that prevent us from figuring out what is our real passion, and how can we live our passion. It is that moment in time where we crawl out on the branch and discover if what we do has ‘real value’.

Some of us believe that we don’t have to crawl out on that ledge. That we can just join the work world and do our job. And after a lifetime of ‘doing our job’ we get to retire, and then enjoy ourselves. Personally that sounds more like a prison sentence than a real life. But the other why is because we can only fake it so long; eventually everyone around us will know that what we are doing does not really ‘float our boat’ and we will probably find ourselves on the other side of the employment line.

So like it or not, the questions of the day remain the same … what are you most passionate about; and are you living your passions? My hope that each person reading this Mojo responds in the affirmative. That would be really cool!! But for those that in the personal confines of your own heart answer in the negative; then I hope you continue to ask and pursue these questions. My hope is that you diligently engage in the process of self-discovery and never succumb to the ‘perceived’ easy way out.

I hope you enjoyed the reflection, and take the time to consider how these questions may present opportunities for you today and in 2010. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

CRUSH IT TODAY ... A DIFFERENT PERSPECTIVE

2009-11-09T09:48:00.000-08:00

Recently, I find myself discussing the role and viability of ‘social media’ (formerly ‘Web 2.0’ now ‘social media’ next just ‘media’ and then possibly ‘media channels’) in a business context. People ranging from realtors, attorneys, accountants, consumers, teenagers, and business owners all seem to weigh in with the sentiment that they recognize that the medium is here to stay; and that in the future it will ‘morph’ into something that has monetary value in business. But with varying degrees of resistance most people seem to hesitate at the specific value or utility of the social media platform as a comprehensive business strategy. The size and scope of the numbers of people on the various platforms suggest that many of us are enjoying the social outlet and the ability to connect with family and friends. Others are quick to admonish people on the business value of these platforms.

Even those who are fully engaged in the social media platform seem hesitant on a viable strategy and implementation plan. What is your strategy? Are you resisting this platform, why? Or, maybe you have recently decided to jump in with both feet on faith ... but you seem to be asking what now, and where am I going with this? Well … maybe we all need to take a closer look and consider our overall strategy again! So, I am providing a few perspectives from an individual who is actively building a comprehensive 'brand' and who has figured out how to monetize the social media platform. Hopefully this will get your creative juices flowing and allow you to overcome any resistance you might currently have ... or not, that is totally up to you!!

Gary Vaynerchuk released his book entitled “Crush It” in September. Currently, it is number two on the New York Best Seller List. Gary is passionate about this platform and business in general. His regular media content is viewable at http://tv.winelibrary.com. This ‘media channel’ (oh, there is that term again) is a source of entertainment, inspiration and yes even strategic business development content. I am providing a couple of clips below in hopes that you will be inspired to re-think your strategy regardless of where you are currently, and to broaden your perspective. In the end if you broaden your perspective … then WE have succeeded. Enjoy!!

This clip discusses how 'social media' is really at the heart of all business ... it is all about customer service. Gary delivers a different perspective on the medium. Don't just listen to the words, notice the presentation (the frame, presentation style, energy, 'stickiness' of his site and the ability for listeners to engage in a conversation with him). He delivers content embedded in a platform of high energy, 'MTV' flash and a clean user interface that encourages a two-way conversation. As far as monetizing his brand, well he has several multi-million dollar businesses and brands solely created from the 'social media' platform. In addition, he has expanded the market penetration of his wine store from a couple million dollars a year in revenue to over 60 million in revenues and growing. Success is tough to argue with ...

Who said you can't market your service in an airport!

Another interesting perspective is how Gary is promoting, in part, his book - http://crushitbook.com/crush-it-the-experience/. I watched the three videos contained in this link and what struck me was the novelty of his promotional strategy. I don't know about you, but I have never seen this type of strategy implemented via the Internet (yes, buy multiple copies get a free gift is not unique; but notice again the presentation of the offer and how it delivers what his audience wants, how they want it and when they want it - back to total customer service and creating 'Raving Fans').

So I will leave you with this final thought and video. Maybe this will be your inspirational message of the day to overcome any resistance you are having with this Mojo ...

I hope you enjoyed the reflection, and take the time to consider how you will CRUSH IT today and in 2010. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

LOOKING THROUGH ANOTHER LENS …

2009-11-01T14:59:00.000-08:00

Have you ever been at a cross roads in your life or business and for some reason you can’t find the answer, sometimes the forest is so thick you can’t even find the questions to ask yourself? Then out from behind one of the trees a friend shows up and just gives you the answer you were seeking. You walk away wondering how could they find the right path so easily? How did they see the issues, options and answers with such clarity and purpose? Over the years, I have been inundated with these moments – the walls seem to have no doors or windows, and then out of no-where someone beckons me from a door I never noticed.

This week I had the opportunity to be the observer observing. During an ALC committee meeting at Keller Williams Coastal Properties (KWCP) we were asked to evaluate the options over a commission split arrangement regarding real estate teams. As part of the ALC, our roles are to remove our agent/broker hats and view the issues from a Company perspective. The issue at hand was the current policy by which every KWCP agent pays a commission split (a negotiated percentage of every deal) to the Company on every closed transaction up to a maximum of $19,500 per the agent’s annual anniversary date (date agent started at KWCP). Once the agent closes enough business that the cap maximum has been paid into the Company, then every deal after that the agent gets 100% of all commissions with no offsets to the Company. This commission split is the primary revenue for the Company to offer a platform of services, and to cover the risk for operating the business. Agents desiring to build a “team” with other agents working under them have requested that the Company accept a ½ cap ($9,750) from these agents. So in affect asking the Company to waive this revenue when an agent on the team closes any transactions over the ½ cap limit.

Agents argued that any modification to the existing ½ cap team policy would unfairly “penalize” teams if they paid an amount over a ½ cap when these agents never in the past closed a sufficient number of transactions to warrant owing the Company more than $9,750. They argued that it would be a win if under the team these agents closed more than four deals (using an average price of $300,000 at 3% commission); and that if this happened the team would be responsible for creating the platform for the agent to earn sufficient money to exceed the ½ cap. I contend that paying the split to the Company is not a “penalty” but a cost of doing business. When an agent doing less than four transactions per year joins a team and closes over four transactions, then maybe the agent, team AND Company created the environment for that agent to perform at a higher level. Furthermore, if the committee endorses a policy that permits this ½ cap scenario, then agents who are “full cappers” (agents/brokers paying $19,750 to the Company) would form teams just to reduce their costs of doing business. Several agents quickly responded that “successful agents” would never join teams; that in fact, their experience is that as an agent joins a team and receives the value of the “rain makers” training, knowledge and systems that the agents leave the team and work on their own. Their assumption is that successful agents WOULD NEVER BE PART OF A TEAM SALES ENVIRONMENT. Under their assumption I agree – no successful agent would leave their own business to join a team just to avoid the “full cap” policy (because under their team model the agent would significant lose commission to the team leader/rainmaker – the team split). But, what if you changed the team model? Ah, what if the lens you look out from was changed? The other people in the committee looked at me like I was an alien from another planet.

Changing the lens or the platform in which we operate from is happening all around us at warp speed (whether we like it or not). Maybe that is why so many of us are struggling to keep up. The committee should critically look at every assumption and don’t assume that just because history may bear out evidentiary proof for their assumptions, that tomorrow will be the same – I would contend that every assumption is being stretched and challenged by the market place and the Internet. In fact, I would contend that if we don’t challenge our assumptions (change the lens we look out of) periodically, then we will become obsolete, and thus irrelevant within the market place.

Gary Vaynerchuk in his new book entitled “Why Now Is The Time To CRUSH IT” (allegedly the book is number 2 on the New York Times Best Seller List after just a month or so in the bookstores) states a compelling argument for the value of social media, the Internet and changing the lens from which we operate our business and life. In fact, he makes a compelling argument that all of us should be working diligently to create our own ‘personal brand’ even if we are gainfully employed at a traditional Company. Great book, I strongly recommend reading it! Why is Gary’s book relevant within this conversation … because he is all about challenging the assumptions and changing the lens to build a massive market presence or personal following on a global basis (now that is changing the lens). In his book, he systematically outlines how all of us can leverage the shifting sand underneath our feet to move ahead of our competition and crush it.

Just this past Thursday, I was meeting with a successful realtor in Long Beach that currently works at a competitor’s brokerage company. I was asked to meet with him as part of KWCP’s recruiting efforts with this gentleman. He in fact operates a realtor team that operates from a different platform than the typical KW team model. Yes, he has changed the lens and is extremely successful even in this market operating within a team model that has a different focus. But having said that, when asked about this thoughts on technology in our industry he could not wrap his brain around the concept of a ‘media channel’ and how social media could be leveraged for anything but a social outlet. He is struggling with understanding social media’s relevance in business, and how we can monetize these platforms. I encouraged him to challenge his assumptions and look at it from a different perspective. Will he? I think given time this realtor will have no choice but to embrace the social media platform, however today … probably not.

In a recent teleconference, Tom Ferry asked Gary Vaynerchuk what is the one thing realtors must ask themselves today? Gary responded that each realtor must ask themselves “whether they plan on being in business more than three years?” “If so, you better learn how to leverage and monetize the social media platforms in your respective businesses or you will be obsolete and irrelevant” – otherwise you risk becoming a nonentity in the sea of change that is sweeping all businesses. Do I agree with Gary’s prediction – three years or done … no, but at some point I think that his prediction will become our reality. So where do we go from here? Are you in the same situation … even worse are you in the same dilemma and you don’t even know it yet? To some degree or another, I would contend that we are all in the same boat! So the only remaining question is what are you going to do about it?

I encourage you to be aware of your assumptions; be aware how your patterns and choices of the past affect your assumptions. Challenge them to see if they really fit with your goals; challenge them to see if a changing market will see your assumptions having any value moving forward; and then have the courage to consider viewing the situation from a different lens. As a friend suggested that I do regularly … don’t be afraid to operate outside the “cockpit” every once and a while. The change of scenery may just offer a different perspective that affords you solutions and opportunities that didn’t exist previously. Just a thought or two!

I hope you enjoyed the reflection, and take the time to consider how these questions may present opportunities for you today and in 2010. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

RECOGNIZING WHAT TRULY MATTERS …

2009-10-24T21:43:00.000-07:00

Over the past few weeks my Monday Morning Mojo has focused on the evolution occurring at Keller Williams Coastal Properties. Questions posed have offered a reader the opportunity to reflect upon the potential message in context of their own business. This week I am taking a more personal path; thus as I reflect upon a few defining success principles, hopefully, you will resonate with how certain data points are interrelated.

This week a friend shared a book with me entitled ‘The Go-Giver’ written by Bob Burg and John David Mann. A national bestseller (so I might be the last person on the planet to read the book) that seems to crystallize the mojos of the past several weeks into ‘five laws of stratospheric success.’

Sharing these mojos with you is a personal journey. Oftentimes, these incomplete tangents are threads that I need to resolve within to create the business, the life and journey that I desire for myself and those I love. So between the paragraphs of the book, I reflected upon people who have crossed my path for the past five decades. Hang in there with me for a few moments … developing business models, business plans, business strategies, marketing channels and service platforms are but fancy terms with no heart, unless we understand (beyond saying the words, but is all about ‘walking the talk’) the why behind everything they suggest. The why reflects the soul of what we do by reflecting the heart that gives meaning to the experience of all those we touch. The main points in the book are oddly well timed and relevant when considering my past several blogs – some might explain a bit of synchronicity is at work. That is a topic for another time though!

In summary, Burg’s ‘five laws of stratospheric success’ are:

1. The Law of Value: “Your true worth is determined by how much more you give in value than you take in payment.” The real question is what I do … does it really serve other people? Does it add value to others? In a world consisting of ‘what is in it for me’; and ‘what is mine is mine, and what is yours is mine’ speaks to contrary values. If you listen closely you will hear this value at the core of what most businesses and individuals say. Last week I had a meeting with a key service provider to Keller Williams. The goal of the meeting in my mind was to discuss the concept of ‘strategic partnership’ and collaboration. After nearly three hours I asked this rather dynamic person sitting across the table, how often do brokerage companies or realtors come to him from the place of true partnership? His response was ‘never’. Why? Even with our meeting’s goal being collaboration, the participants struggled with this notion because the under current was still prevalent – ‘what’s in it for me or my company’?

2. The Law of Compensation: “Your income is determined by how many people you serve and how well you serve them.” Relishing the opportunity to “survive, save and serve” – and the greatest of these attributes is to ‘serve’ crystallizes the personal mantra that I must integrate into my spirit. My compensation is directly proportional to how many lives I touch – ‘value’ merges with ‘impact’. As I read these words, I thought of my father who toiled without a hint of resentment looking for simple ways to just be of service, to be a servant of those who crossed his path and to lighten the load of all. This gracious gift was reflected by dozens of people at my dad’s funeral … a lesson I am only beginning to understand – thanks dad, maybe someday soon! Be watchful … compensation is not restricted to only money … rewards of the soul are more meaningful and lasting than those wrapped in paper bearing a dead president’s picture.

3. The Law of Influence: “Your influence is determined by how abundantly you place other people’s interests first.” Contained in Keller Williams’ mission statement is the term “win-win or no deal.” If you listen, negotiators, marketers and sales people often deliver this message; and for most this message resonates as being a worthy value. Yet think about it … ‘win – win’ infers each person getting some fraction of a 50-50 deal that creates a winning compromise. Is that demonstrative of real ‘value’ and beyond that this sentiment of ‘win-win’ is not unique – nay but a snappy catch phrase often over used and rarely understood. The book summarizes (and I immediately connected with) “watch out for the other guy. Watch out for his interests. Watch his back. Forget about fifty-fifty … it’s a losing proposition. The only winning proposition is one hundred percent. Make your win about the other person, go after what he wants. Forget win-win – focus on the other person’s win.” How many of us have that all backwards – mega companies have as their mantra delivering less than total satisfaction and have us believing that this is something special? What would happen if we really created one hundred percent wins? How about setting our sights on delivering what another person needs in total?

4. The Law of Authenticity: “The most valuable gift you have to offer is yourself.” In a world of commodity all we have to offer that is unique is ourselves. Reaching our goals is about ten percent knowledge and technical skills, and ninety percent is about people skills. At the core of people skills is who we are as individuals. Ah, all that coaching and after billions of dollars spent on self improvement, and it really boils down to delivering an authentic and real you in service to others – delivering to other people what they want, when they want it, and how they want it. A message packaged thousands of different ways, but each of us at our core already knows it. How often and at what cost must I be reminded of that one simple reality – just be authentic while engaging with other people (for me – be ‘interested’ not ‘interesting’)?

5. The Law of Receptivity: “The key to effective giving is to stay open to receiving.” The yin and yang of life … we can’t give until we are open to receiving; and we can’t receive until we are open to serving others. How often do I dismiss a compliment or a gift shared by another? That is all about me and not the other person … in that moment I’m not open to receiving, and I cut off the other person’s opportunity to give or serve. Ugh … I am so uncomfortable with accepting another person’s reflection that involves me. I would much rather give than receive – so much easier!

So as I sat down to write this blog, I reminded myself that in articulating a new vision at Keller Williams Coastal Properties and while developing my own business plan for 2010 that really … I need to deliver a tangible service that embodies these principles at all times! Sounds simple doesn’t it … well maybe it just might be … if I listen and remain open to other people’s journey and stories. And you, how do you deliver a product or service that encapsulates these principles? Or are you part of the majority who believes that this ‘mumbo jumbo’ has a place only around Christmas or in your family, AND not in business? Most of us would agree, if we stopped for a moment; however, our language contradicts all or most of these principles, and most of all ‘our walk’ oftentimes is in conflict with these values. Ah, now that is the rub … ‘how do I walk the talk’?

I hope you enjoyed the reflection, and take the time to consider how these questions may present opportunities for you today and in 2010. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

IS IT THAT TIME OF YEAR … UGH … BUSINESS PLANNING …

2009-10-19T05:27:00.000-07:00

So a group of realtors got together last week at Keller Williams Coastal Properties for a business development meeting. Afterwards, the group gathered informally over pizza and wine to discuss other business related matters. A friend asked each of us their production numbers to date for 2009; and if we had started developing our business plans for 2010. One by one each person (with one exception) admitted that they had not started their 2010 planning. Reluctantly I was one of those who acknowledged not having put any thought into next year’s business plan. Ugh I shutter at the thought!!

The following day I was retelling the story to another peer who is putting together a budget for Keller Williams Coastal Properties for 2010. I asked how she was going to do that without any input from the realtors regarding numbers and goals. That got me thinking as to the real value of these budgets, business plans and goal setting exercises. Logically I would think that a business would gather information from its sales and marketing arm, discount the projected sales numbers, and then develop the budget for the next year accordingly. Yes, but that is when you run straight into the problems with the brokerage business model … the sales team consist of all independent contractors who typically don’t bother projecting sales goals or writing annual business plans (save those few or those in coaching; but even then it might just be a meaningless activity or another ‘homework assignment’). So is there any value in these budgets and business plans? Or are we just putting numbers together that makes us feel good or so we have completed a task that others say is important? Is there a real value; and if so what is that value? I wonder how many people after writing their business plans for the next year actually go back and read the plans on a regular basis (daily, weekly, monthly)?

How about you … have you written your 2010 business plan yet? If not, are you resisting writing your plan? Why? You might even be asking yourself why do I even need to write a business plan every year?

Intellectually I understand that without a plan of action I basically have no ‘blue print’ for success in my business. Beyond the notion of a blue print though the exercise of writing my business plan forces me to evaluate the market, identify my resources, determine my budget, and prioritize my efforts so that I don’t waiver with every shift in the winds. If I truly go through the exercise, I can see the value of the plan given how this business (real estate) moves from one strategy to another depending upon what other people say is a trend. So after some thought I am committing to write my plan over the next thirty days. But saying I’m going to write my plan, albeit a good decision, involves me first identifying my resistance. Part of my why?

So why do I resist writing my plan? Well there are several reasons. First, I resist structure on several levels. I generally give considerable thought to where I’m headed and the implementation strategy to get to my goals. However, when I write down my production goals it gives me this instant accountability barometer with little or no wiggle room. Many people gravitate towards building accountability into their daily routine; however, I feel a sense of being trapped. Finally, in the past when I have written my business plan I never seem to read it again (after its finalization) – therefore it takes on this air of being a senseless exercise. In many ways it probably is why I never set New Years resolutions. I almost take this attitude that writing a business plan is analogous to completing a ‘homework assignment’. When I finish, then I’m done. Well that thought process misses the mark – the business plan should be my individual road map that is a living and breathing document. And, I should take it upon myself to review my plan daily, or at least weekly; and track my numbers each month. Furthermore, I should make it a habit to revise my business plan every quarter – at that time I will need to re-access the market, my production and my plan accordingly.

Okay, I have admitted the reasons for my resistance … furthermore, I will admit that my resistance really does amount to being total garbage! So here I am exposing one of my achilles heels (one of many). So now what?

Well I have three different, but similar, realtor business plan templates. So that takes the mystery and mundane issues of development off the table. And yes, I do understand the process for realtors beginning with the numbers – look at last year’s numbers and understand them. Then begin with how much money one wants to make next year (GCI [‘gross commission income’] or in other business parlance gross income), and work backwards to determine how many transactions it will take to earn the GCI numbers. Once you have the total number of transactions, then determine how many of each type of transactions (listings and buyers); how many days I plan on working; how many listings; the number of listing appointments it will take to close the number of listings required to reach your numbers; and finally how many calls it will take each day to reach my goals. This process is fairly easy to understand; but really what does that get you … it seems like an analytical justification of how much money you want to make over the next year (oftentimes not based upon any reality but your own mental wish list). So really what is the value in that exercise … well the heavy lifting is not in the numbers … but what the numbers suggest in combination to some additional factors. Factors that few coaches and advisors really focus on (they give it little if any consideration when evaluating the plan). Previous coaches spent all their time in the production numbers giving no consideration to the market trends, resources and business models.

What would a few of these other factors be? Whether you are in real estate or another business these factors are relevant. Such factors as:

· What is your business model?

· What is the current market doing?

· What are the market drivers for each micro-market you are selling into?

· Where is each market headed over the next year for the services you are providing?

· What are the agents of change that will cause each micro-market to expand or contract?

· What are the agents of change inherent in your business plan itself?

· What resources do you need to be successful given each micro-market?

· Evaluate the costs, market potential and whether these individual micro-markets or strategies fit your skill sets, your business model, goals and long-term business vision?

So going through the mere exercise of putting production numbers down (i.e., revenue, costs and number of transactions) may be of little value taken by its self. But the process of developing the road map and understanding the playing field is the critical path that creates and sustains a world-class business. So as John Wooden once said “failure to prepare is preparing to fail” is sage and timeless advice for all of us – even for me as reluctant as I am at times.

I hope you enjoyed the reflection, and take the time to consider how these questions may present opportunities for you today and in 2010. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

INTERESTING … OR … INTERESTED …

2009-10-11T17:17:00.000-07:00

Have you ever had a conversation with someone who in the moment was truly interesting? If you are like most, then you probably were captivated with what they said, how intelligent they seemed, or their story telling ability, etc. We all love being around ‘interesting’ people at least for a moment. If you think of people like that ask yourself, how often do you develop a REAL relationship with that person? Why is that?

Let me help you out … contrast that experience with another person who seems to take a genuine interest in you and what is important to you. I would venture that it is a noticeably different experience. Ultimately, we develop relationships with people who take a genuine interest in us. So at this moment you might be asking yourself … so what … nothing new in that … I agree. But sometimes the most sage advice is but a repackaging of an established truism. I would rather be ‘interested’ than ‘interesting’, if my desire is to engage in a conversation and develop a relationship with someone (to bring it down to a business level – no sale until you become ‘interested’ NOT ‘interesting’).

I struggle, at times, with balancing these concepts. Recently a friend reminded me of this when I was on one of my verbose tangents (no surprise there eh). Since that gentle nudge, I have been reminding myself to pay attention to the difference. Maybe someday it will be second nature for me, until then I’m good with my friends ‘busting’ me every once and while.

But for everyone else, why even bother wasting time and space blogging about this simple concept. Well for the past several weeks I have been reviewing blogs, websites, advertising, newsletters, web posts, Facebook, Tweets, etc., and the one constant principle seems to be a focus on being ‘interesting’ rather than ‘interested’. The greatest violator of this basic principle seems to be realtors – they have cornered the market on being ‘interesting’ (although for some that is even a stretch). If you look close enough it quickly bleeds through everything we put out in the market whether in writing or verbal communications.

Another friend sent me a link to an author and public speaker who is writing a book (scheduled for publication in 2010) on Leadership. He is writing his book in a collaborative fashion (interesting development in writing – thanks to the Internet and blogs) – meaning as he writes a chapter he posts it on his blog and refines the chapter based upon reader feedback and comments. While reading Chapter 2, the author touches upon a similar theme. So I thought it might be interesting (here I go) to share his comments with you.

John Maxwell on Leadership:

“When I began my career as a minister, I was not about others. When I counseled people who were experiencing difficulties, my attitude was, “Hurry up and finish telling me your problem so I can give you my solution.” When I was leading any kind of initiative, I constantly asked myself, “How can I get people to buy into my vision so that they’ll help me with my dreams?” When I spoke to an audience, I was focused on myself and not them. I lived for positive feedback. And my goal was always to be impressive. Much of what I did was all about me, yet I still wasn’t succeeding.

When I was twenty-nine years old, my dad invited me and my brother-in-law, Steve Throckmorton, to attend a Success Seminar in Dayton, Ohio, where I heard a speaker who understood how to connect with people. I sat there mesmerized.

I remember thinking, This is someone who understands success. I like him. But there’s more to it than that—he really understands me. He knows what I believe. He understands what I’m thinking. He knows what I feel. He can help me. I would love to be his friend. I already feel like he’s my friend.

That speaker was Zig Ziglar. And that day he said something that changed my life: “If you will first help people get what they want, they will help you get what you want.” Finally, I understood what had been missing from my own communication—and from my interaction with other people. I saw how selfish and self-centered I’d been. I realized that I was trying to get ahead by correcting others when I should have been trying to connect with others.

What I learned was that connecting is never about me. It’s about the person with whom I’m communicating. Similarly, when you are trying to connect with people, it’s not about you—it’s about them. If you want to connect with others, you have to get over yourself. You have to change the focus from inward to outward, off of yourself and onto others.

And I know you can do this, because I did! You can connect with others if you’re willing to get off your own agenda, think about others, and try to understand who they are and what they want. If you’re willing to learn how to connect, you will be amazed at the doors that will open to you and the people you will be able to work with. All you have to do is keep reminding yourself that connecting is all about others.”

Whether you are an attorney, an accountant, mechanic, contractor, realtor or a financial advisor we all need to communicate effectively to engage in any type of relationship – whether that relationship is personal or professional in nature. How we navigate building rapport with people and demonstrate genuine ‘interest’ in another person will ultimately drive that relationship. So how are you choosing to be ‘interested’ today with the people in your life? Or are you going to be more like me sometimes, and put your head down and head to your office as you close the door to move through your day?

I hope you enjoyed the reflection, and take the time to consider how these questions may present other opportunities for you today. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

A SPLASH OF COLD WATER … THE OTHER SIDE

2009-10-04T20:14:00.000-07:00

Surprise … the splash of cold water … my wake up call came this past week. We had our second KWCP video demonstration on the customer relationship management (‘CRM’) platform through KnewVantage and SalesForce.com. A few of us are trying to move KWCP into the 21^st century and build a bridge between the antiquated realtor model into the ‘new’ economic model which for most other industries is just standard operating procedure. Unfortunately, the current realtor model is at least a decade behind the technology and business systems curve regardless of whether you consider C21, Prudential, Keller Williams, Remax, Coldwell Banker or another real estate brokerage company. Recent prominent blog posts have the audacity to argue that the current realtor models can’t survive the Internet onslaught (see The Notorious R.O.B. or BuzzMachine). For those who know me, guess what … I agree … it is just a matter of time … these models are headed to the graveyard (or will morph into a different model) along side with travel agents, newspapers (as we know them), book publishing, music stores, etc.

Are you a middleman in your business … if you are … beware ... it is only a matter of time when the efficiencies of the Internet and Google will expose your underbelly. No time better than today to ask yourself … what business am I in? Who is my real customer? And, what is my value proposition (or alternatively, what is my unique sales proposition)? For a more complete discussion of these questions see previous Monday Mojos (September 7^th post).

Those are but a few of the questions we are asking at KWCP. And, we have come up with some interesting answers, along with a few incredible systemic strategies. Strategies that overtime, with the proper resources and mindset shifts will modify the existing realtor axis. Ah, that is both their strength and weakness … because they represent fundamental change … and for most of us we resist change at our core. Ergo the splash of cold water!

So as I engaged with those who participated in the webinar demonstration, they greeted me with cordial pleasantries. But when questioned, I was quickly confronted with the resistance we will need to over come, if we are ultimately successful in our quest. The questions and opinions that persisted included:

Who is going to pay for this transition? How much will it cost? Even though these questions were answered several times, which leads me to ask myself, what is the real objection?
How is this CRM application any different that other contact management systems available?
How does cloud computing benefit me?
Why should I join the company CRM platform or its cloud when there are free resources out there through the local MLS?
I just want things to remain as they are today?
Collaboration sounds great, but really, I am not going to expose my business to other realtors in the office. But if they want to share their systems, contacts and marketing strategies then great.
The broker is not really going to change and dedicate the resources necessary to make this paradigm shift successful.
This is all good, but all we need to do is increase our agent count by eight new agents a month.
We tried other systems and applications previously and they bombed, so how is this going to be any different?

These were just a few of the comments and questions hanging like the ‘elephant in the room’ following the presentation. Significant enough that I had to gather myself and avoid the obvious judgments that … really they didn’t grasp the quantum potential in the solutions being outlined. That this CRM solution and the proposed ‘cloud’ is nothing they have encountered before in its depth, scalability and potential. The technology platform outlined will provide the backbone for individual agents and KWCP to provide a level of service to their customers that no other brokerage company will be able compete against on a consistent basis – at least until other brokerage companies get on board. Clearly the old paradigm continues to be at the heart of the issue or fear – the agent as an independent contractor model.

After a few moments of reflection, I summarized that it was not a problem with the agents and attendees at the webinar … but really I failed!! We will need to do a better job as we move forward with this initiative. Servant leadership, consensus management and collaboration (interesting leadership styles) are powerful models that ultimately out perform other management styles; however, it takes more effort to build than other autocratic decision-making models. Oh well, these bumps in the road just means that we need to make a few tactical modifications, and articulate the ‘value proposition’ in a way that is clearer for every agent and the Company – the ‘value proposition’ must be so overwhelming to build consensus, and phased in to minimize natural resistance points. Even then, we must prepare ourselves that not everyone will jump on board.

The question that continues to gnaw at me though is … When is a ‘value proposition’ for an organization and its customers enough to motivate comprehensive buy-in and adoption? Is that enough to achieve the lofty goals and vision outlined? The only answer I have been able to muster through the doubts is ‘I hope so’ … What do you think? When does a ‘value proposition’ become so complete that the target audience is moved, even at the risk of change and in light of its alter ego – fear? Let me know your thoughts. I am interested in how these hurdles exist in your business or in your company?

I hope you enjoyed the reflection, and take the time to consider how these questions and evolving business models present significant opportunity for all of us. Most importantly, I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know or visit us at http://www.coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

THE EVOLUTION OF A ‘POD MODEL’ …

2009-09-28T11:05:00.000-07:00

This week’s reflection is about a topic that is taking up a significant amount of my time lately. I will try to make it generic enough to have a wider application, but no guarantees. As with all of my blogs, the goal is to have you ask yourself how is this relevant in my life or in my business?

As you know Keller Williams Coastal Properties (“KWCP”) is currently recreating its Company model. A new vision with several service platforms intended to improve the experience of all customers, including agents, buyers, sellers, employees, service providers and contractors.

The question is how can you provide a level of services for your employees, partners and independent contractors so that you create a ‘raving fan’ outside the walls of the Company? Within the independent contractor model this is challenging due to the relationship between agent and broker. One of the drivers in the new vision for KWCP is the creation of ‘agent pods’. The genesis behind this idea came indirectly from the book ‘Open Book Management’ by John Case read over twelve years ago.

The KWCP agent pod model is where the agents are organized into teams of 9-10 agents per pod with a total of 28 pods. The pods will meet weekly for no longer than 90 minutes at a time. The meetings will be structured to start with themes proposed for the first ten or so until rapport and understanding of the value and goals is clear with each member of the group. Also, initial pod leaders will be trained as to the vision and goals prior to the first meeting. There are three critical features to this pod model, we call them the KWCP 3Cs – coaching, collaboration and communication. The pods are not intended to replace the agent business model, but to augment what the agent is doing and to bring a level of support and services not readily available within the traditional brokerage model.

So what will these pods look like at Keller Williams or for that matter your organization? Once each pod overcomes the inherent distrust within the ‘old’ economic model through the sharing of stories there will be several potential benefits for the agent participants. The first is peer-to-peer coaching (mentoring). The goal here is to enable vested relationships to form that provide support, experiential guidance, peer mentoring, opportunities for role play, practicing of scripts, mastermind opportunities, and brainstorming about business development, sales and marketing. Keller Williams does a great job providing formal classroom training and training materials from Keller Williams International. But for several reasons this training becomes diluted at the field level – timing, relevancy, apathy, schedules, lack of quality teachers, etc. What is that saying … “experience is the best teacher” … well multiple that by nine and you now have a unique out of class room opportunity for growth and learning.

This peer-to-peer coaching also has several ancillary benefits. For example, a few agents drain the Company’s resources dealing with reoccurring questions and issues that come up throughout the marketing and sales transaction that could easily and quickly be disposed of at the pod level. This will free up the Company resources to concentrate on other revenue generating and support functions. This will also reduce the disenfranchised feel within the organization – a few agents feel left out because they don’t get the attention, recognition and assistance they require to move forward in their business. Either they find another source for help or they end up dissatisfied, and eventually leave the Company. Unfortunately, they don’t typically leave with a good experience and create a negative energy surrounding the Company – the opposite of a ‘raving fan’.

The second feature of the 3Cs is collaboration – the golden egg that has the most significant upside potential (it can also be a train wreck if not managed properly). Agents typically are ‘lone wolfs’ that are highly territorial with their piece of the pie (agents believe they own or have ‘cornered’ certain market information or contact data). This mindset gets in the way of true collaboration. The goal is to have people come together within the pods and look for ways to joint market, collaborate in certain niche markets or micro-markets, share networking opportunities, etc. By working together agents can reduce their expenses while potentially gaining access to markets they may not have under normal conditions. Yes, at some level a ‘sharing of the revenue’ is appropriate and the questions involved with that boil down to ‘how do I know the effort extended by each person will be equal?’ The easy answer is you don’t … but the potential of exponential growth is worth the trial. At the very least this collaboration model will enable a sharing of ideas and market information that will allow each participant to be a better realtor.

The third feature inherent within this pod model is communication. The broker will be able to efficiently communicate ideas, policies, market trends and training ideas through the pod leaders. The pods will be able to discuss information disseminated, as well as other information and data collected by the people ‘in the trenches’ everyday. New ideas or repackaged ‘old’ concepts will bubble to the surface and fed back to the executive team and broker for consideration. This feedback loop is healthy, nay critical, in any profitable organization. Throughout this process the Company can determine its ‘holes’ or ‘blind spots’; and then fix them quickly by adapting to evolving markets and customer demands. Beyond this sales and marketing information can be collected that has financial applications within the Company – i.e., unlike most traditional businesses bean counters can predict cash flow streams due to revenue projections of its sales staff; but in a brokerage model that practice is unreliable because there is no short, medium and long term look into the pipeline because the broker (if they are lucky) only sees or tracks what is in escrow. There are a few software applications beginning to track more data points within the transaction pipeline from first contact, through list, to sales contract and closing (see KnewVantage).

I encourage you to look at your business model for potential applications. These agent pods can be adapted to your business model whether it operates within your company or morphs outside involving a group of industry peers.

I hope you enjoyed the reflection, and let me know how you embrace change even through its uncertainty. Most of all I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. Or if you or a friend is looking to buy or sell real estate anytime soon, please look us up at www.coastalcommunityhomes.com.

As always, I welcome your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

IS YOUR AGENT OF CHANGE ENOUGH …

2009-09-20T14:37:00.000-07:00

When does the ‘agent of change’ exceed the ‘fear of change’ so that change is possible? Change can be a scary proposition, and most of us delude ourselves into believing that we can control change, or that change is only necessary to avoid or recover from a catastrophic event. Whether change involves a personal relationship, a job or in how we see ourselves; we seem to be driven not by what will bring us fulfillment, but avoidance of fear. That seems to defy all logic – but then again does it?

Maslow’s ‘hierarchy of needs’ proposes an order of physiological needs that must be meet to bring about action. Maslow’s model states fundamental, lower-order needs have to be satisfied in order to pursue higher-level motivators such as self-fulfillment. However, we all have experienced a time when the uncertainty or fear of change prevented us or caused us to pause when action might be our best course. At this point you might be asking yourself “who cares”?

Recently, Keller Williams Coastal Properties’ (“KWCP”) management and leadership counsel gathered for an all day business planning retreat. The day was spent considering such topics as a mind-shift from a competitive model to a collaborative model (foreign concept for most real estate sales organizations); creating a raving-fan experience with all of our customers (defining who the customers are becomes a significant discussion within the realtor world); and finally a comprehensive vision that fundamentally alters the typical brokerage model. A vision that will require the help of every agent, employee and service provider in order to accomplish – bringing a real estate company into Web 2.0 as a business model is difficult due to several inherent resistant points both within KWCP and the brokerage model. Several technology pundits have stated that the realtor world is at least ten years behind other businesses as it relates to technology, innovation and business modeling.

But at the end of the day, the broker brought it home in a concise sentence – tomorrow how are we going to accomplish the Keller Williams International agent recruitment challenge of 24/8/4 (team leader in charge of agent recruitment is responsible for 24 new agent appointments, 8 new agent hires, with 4 agents leaving the company PER MONTH). The vision discussed growing KWCP from 246 agents to over a 1,000 full time agents within two years. Doing the math you will quickly conclude that the Keller Williams recruiting model is irrelevant in light of the new goal. Here is the other rub – most brokerage companies look for the ‘low hanging fruit’ when recruiting (meaning hiring agents from other companies that are looking to move because they are unhappy with their current broker). So picking up three or four new agents a month (or finding 48 per year) that are looking to move is difficult, but not impossible. But finding approximately 42 new agents a month for the next 24 months (1,008 total agent hires, and then you need to allow for agent losses) is a whole different proposition! This means Keller Williams will need to attract agents who right now have no desire to move or have not even thought about changing brokerage companies.

So this begs the question, will creating a ‘value proposition’ so overwhelming be sufficient to overcome the innate ‘fear of change’ to motivate those that maybe happy where they are to make a change anyways? Logic would suggest that if the value of the brokerage services is so much better than their present reality, then of course … but most people typically don’t act solely out of logic (Logic vs Emotion). When does the value of action or the ‘agent for change’ become so compelling as to overwhelm our fear of change or our ‘avoidance of pain’ (notion that people make decisions either to gain pleasure or avoid pain – which most often people choose to avoid pain rather than gain pleasure)? To be honest, I’m not sure of the answer to these questions. But the process will result in creating a company that is truly special because it will deliver a better customer experience in the end (admittedly a few other hurdles exist, i.e., under the present KW model how is one person going to identify, interview and hire 42 new agents per month?).

What do you think? In any sales environment, we all come across people who understand the value of your product or service, and how it will significantly contribute to their life or business experience; but they don’t buy because of that ‘fear of change.’ How have you motivated these people to move beyond the fear? How have you systemized your value proposition?

I encourage you to look at your personal situation and consider your business model. Look at how a shift in your reality can significantly make a difference in yourself or in your business; and thus open doors to abundant opportunities.

I hope you enjoyed the reflection, and let me know how you embrace change even through the fear. Most of all I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. Or if you or a friend is looking to buy or sell real estate anytime soon, please look us up at www.coastalcommunityhomes.com.

LIFE BETWEEN THE NOTES … TRANSITION POINTS

2009-09-13T15:56:00.000-07:00

Several years ago a friend commented that “life is lived between the notes.” The context of the statement was that ‘wisdom’ is experienced in the intervals between the notes. Reflecting on that statement, I would add that the depth, clarity and understanding of those notes are realized in the transition between multiple notes or ‘stimuli.’ Thomas Aquinas stated that “wisdom differs from mere science in looking at things from a greater height. Wisdom is not in the details, it’s in the space between them – the interstices. Wisdom is not in the fabric, it’s in the holes. It’s what is going on between the events.” Philosopher Alfred North Whitehead added “knowledge shrinks as wisdom grows: for details are swallowed up in principles.” Just a couple of days ago was the anniversary date of September 11^th. Our experience of that day has evolved from a related series of tragic events that morning to our individual and collective responses or the ‘interstices between the notes’ heard since – the transition between outside stimulus (the initial act itself) experienced to our ongoing response or actions.

Personally, I see a series of ‘transition points’ being played in every phase of my life. In light of ‘notes played’, how will I create the next phase of my life … what is my next ‘note’? I wonder…. My real estate company (Keller Williams Coastal Properties) has asked me to reflect on a vision for the Company moving into the ‘new economy.’ Do we just remain ‘status quo’ or do we re-create the Company with a new vision and a new direction? In my business, I find myself transitioning with a different mindset into other ‘micro-markets’ due to changing market forces. Not really sure where that will lead – changing the paradigm from a realtor driven business plan to a service platform defined by the customer who represents a ‘mass of niches’. All of my personal relationships are in transition - moving out, my kids completing school and being on their own, to new personal and professional relationships. Ah, the uncertainty of change that leaves me wondering what will the transition look like down the road? How do I let go of the ego, remain open to what is, see the value in the question and not the answer, and view all that will be from a place of abundance and not scarcity? What is my lesson in all of these ‘transition points’ in my life?

The enduring lessons I know is that a body in motion stays in motion (the need to have the courage to keep moving forward – one step at a time); mindset and the doing (action step) are equally important; the only permanence in life is impermanence; the power of affirmation is a forgotten gift we share with those around us AND just as important for ourselves; that lasting success, growth, change and empowerment is manifested through other people; what I passionately feel and think is my reality; and that perseverance is a strength greater than talent or endowment. These simple truths are my transition points between the notes and continue to define the quality, clarity and depth of my life. Ok, so I may know a few other life lessons that are both relevant and important along the way. But those seem to bubble up to the forefront.

How do you experience your life between the notes? What are your ‘transition points’? What are the life lessons you are learning through your transitional moments? In light of the anniversary of 9/11, how do our individual ‘transition points’ overlay together creating a more enlightened experience for our children, loved ones, community, country and world?

I hope you enjoyed the reflection and take the time to remember the loss of the past, consider how your ‘transition points’ present significant growth opportunities, and your wisdom accumulated in the intervals between the notes. As always, I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. My deepest desire is that we engage in a conversation; consequently, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know or find me on the web at coastalcommunityhomes.com. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

A FEW THOUGHTS ABOUT VISION …

2009-09-07T15:08:00.000-07:00

I was invited to give a vision presentation this month for the real estate brokerage company where I hang my broker’s license – Keller Williams Coastal Properties. Each year the management committee, ‘ALC’, gathers to develop the business plan for the upcoming year. The process is probably no different than every other corporation, enterprise, partnership or entrepreneur (or at least it should be) as they go through their annual planning right of passage. I thought it might be interesting to open up the process so these ideas are not discussed in a bubble – especially my bubble.

As a realtor presenting a Corporate vision to business owners seems counterintuitive to me. I believe our journeys are shaped not by the conclusions we draw, but the questions we ask that define our thought process and impact how we act. So standing in front of peers suggesting trends and opportunities in our marketplace seems a little odd. Oh well we’ll give it a go, consequently, I have been thinking about several questions that business professionals (regardless of the business, profession or its size) should ask within their organization. My other premise is that the development of vision and goals are an ongoing, living, dynamic process. Business planning is an evolving process that morphs as markets develop or evaporate, customer needs change, economic realities force new realties, and technology creates new platforms (or in some cases eliminates certain market opportunities).

My hope is that you will share your own questions and thoughts with me. I want your feedback because these thoughts are based only on my experiences, conversations with other professionals and consumers, and admittedly my own myopic research. Regardless of whether you are a consultant, sales person, entrepreneur, middle manager or executive in a large corporation the process of thinking through several of these questions will be worthwhile. So please join me in this process …

A Few Warm Up Questions & Considerations:

· What business are you in? In some cases the answer seems simple – realtors (I’m using realtors as my primary example because I am a realtor – sorry) are in the business of representing the needs of buyers and sellers in the acquisition or sales of real property. Is that it … or is our service more expansive than that? Case in point, some contend that if AOL (concluded they were a media company controlling content) asked and answered this question differently they could have been the equivalent of Facebook ten years ago. Or if Yahoo answered this question differently, then they would be the Google of today (instead they are struggling to survive). So what business are realtors in … the phase that keeps creeping into my consciousness is ‘a concierge platform providing a la carte real estate services and information.’ Operating in an open system the realtor can co-create the scope of services that is ultimately defined by the customer. Realtors are more than just order takers, negotiators, sales people, transaction coordinators, knowledge based companies; instead we can be a human ‘aggregator’ of services and connections that potentially eliminate the personal, business and legal bottlenecks that are inherent in the process and enable each touch point to be more fluid in delivering the desired results. Although a few individuals may currently view their role in this capacity; I would challenge this belief because they still demonstrate a degree of ‘fear based’ languaging tricks to motivate or control their clients and/or the process. The majority of realtors and brokers come from the competitive business model which is based upon fear and scarcity – listen to the ‘fine print’ in a listing presentation and you will instantly get the point.

· Who is your ‘customer’? Ah, this is where I will depart from traditional brokers’ assumptions. The typical broker views their clients as being the individual realtors (agents and associate brokers). This is a very limited view of the reality of the new economy. I define our ‘customer’ as every person that touches the entire transaction – agents/brokers, buyers, sellers, contractors, employees, independent contractors, assistants, service providers, transaction coordinators, escrow, title companies, lenders, etc. Each person that touches the transaction has the ability to drive the ultimate experience of the buyer and seller, and has the ability to drive future opportunities. If our view of ‘customer’ is expanded than we open ourselves up to creating ‘raving fans’ (see Ken Blanchard’s book Raving Fans) with every person along the way capable of fundamentally altering our business. Every time we take for granted a person involved in a transaction we potentially miss an opportunity to grow our business, develop another relationship, and enter into another ‘conversation’ that may lead to new opportunities through people.

· Where is your revenue? Traditionally for a real estate company or realtor revenue comes in the form of commissions. Consider for a moment if you were forced to assume a ‘zero-based budgeting’ model in your business; then how would you create revenue opportunities. A few business pundits use this term when Companies’ generate revenue through the ‘side-doors.’ For example, Google collects zero revenue (they actually give this service away for free) in its primary business – web based searches. Instead Google collects revenue primarily through advertising. Why should other ‘old line’ or established businesses consider ‘zero-based budgeting’ or assume collecting no revenue for a primary service or product (think newspapers, book publishing, travel agents, and the list continues to grow every day) – because the expansion of the Internet and the ‘new economy’ may threaten their ability to charge a fee or as large a fee as the business model evolves or matures.

So where does that leave realtors – one brokerage company in Seattle collects revenue as a ‘fee for services rendered’ similar to an attorney or CPA (hourly charge for time). I don’t think this model has legs over the long term. How about offering an a la carte menu for clients to pick from and pay a sum negotiated for each service selected. The realtor and broker could offer a comprehensive menu of services that is completely customer driven with fees associated with each menu item. For example, a seller could choose to list their property utilizing the full service option (the preferred option for all ‘full service’ realtors because the typical fee collected is between 2-6% of the transaction value), or they could choose to utilize only the MLS listing feature and the transaction coordination option. In a different situation maybe the client only wants to utilize the escrow services of the broker.

This paradigm shift offers several interesting twists to the traditional model. First, the client creates the level of service he/she wants from the ‘service platform’ – they in effect ‘co-create’ the service provided by the brokerage company. Secondly, this provides the client with real choices – the very essence of a menu. Next, the client gets to control, to a degree, the costs of a transaction (typically the sales costs of a transaction ranges between 7-9% of the sales price) depending upon the service items selected. Next the realtor has a competitive advantage over other brokerage companies or sales models – regardless of whether the client is considering a full brokerage company, discount broker or even the ‘For Sale By Owner’ option. In large part, this menu option will over the short term take ‘price’ off the table and shift the conversation to what level of service the client can expect from the broker/agent. Lastly, this menu approach offers an opportunity for greater ‘collaboration’ between realtor and client – which in the future may be how many realtors prosper (collaboration with everyone who touches the transaction – not just between realtor and client).

In addition, the realtor could provide a ‘cloud’ of services (term borrowed from the concept of ‘cloud computing’ – see the SalesForce.com model) that is scalable and configurable to the various market niches (notion of ‘mass of niches’ as detailed by Mark Penn in Micro Trends book) based on customer needs. As the realtor creates greater market penetration from its ‘platform of services’ into the various communities and vertical markets this access portal becomes a valuable resource for other service providers (title companies, marketing companies, insurance agents, contractors, financial planners, etc.). Through this service platform other companies will be able to collaborate with the realtor and pay for access to the community or database (either in the form of referral fees, advertising, joint marketing partnerships, etc.). This is just one idea for revenue opportunities from ‘side doors’ in the new economy.

So being Labor Day, I challenge you to examine your business’ vision/model. Thinking outside the box for a moment, the obvious answer to these questions may not insure that your model will succeed in the ‘new economy.’ So take these questions for a test drive, and see how you might add value to your customer’s experience, and how you can create ‘raving fans’ within your platform of services. Also, please remember that this blog is really an invitation for an ongoing conversation between us!

I hope you enjoyed the reflection, and take the time to consider how these questions present significant opportunity for each of us in the ‘new economy.’ Most of all I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

Other Questions To Consider:

There are several other questions that I have been bantering around in my head and with a few other friends; however, their detailed consideration, albeit important, deserves another forum. So for the sake of brevity, I only list the questions below to spur ongoing conversations with you. The following questions are in no way intended to be exhaustive for the purposes of your planning process; but they may be a starting point …

1. What is our business model? Are we a business model/corporation that is based upon competition (scarcity); or a model based upon the heart of collaboration/service (abundance – beyond the marketing or customer service rhetoric)?

2. How can we create a model that encourages and enables an on-going dialogue with all of our customers to co-create a ‘service platform’ that truly delivers real value to the customers and communities we serve?

3. Where is our ‘value proposition’ (some would ask “what is our value proposition”)? How is our ‘value proposition’ unique and add value to our customers?

4. What is our current Company culture? What do we want our Company culture to be?

5. How do we create ‘elegant organizations’?

6. How can we enable ‘elegant organization’ for each of our ‘customers’?

7. How do we enable on-going conversations with and between all of our customers so that we remove all informational bottlenecks and make all touch points more fluid?

8. What is our ‘platform of services’ that we offer so as to create value for all of our customers?

9. Where are the collaboration opportunities in every ‘service platform’ offered so that we may leverage all of our resources, talents and opportunities?

10. How can we cultivate the culture of collaboration and abundance across all business segments within and outside of the Company?

11. How can we collaborate with all of our ‘customers’ to co-create a more comprehensive ‘value proposition’ that truly serves the needs and desires of our customers and communities that we serve?

12. Where are our customers; what do they want; when do they want it; and how do they want it?

13. How do we really LISTEN to our customers?

14. What is our customers’ experience of the services we provide?

15. How can we create ‘raving fans’ across all business segments and with every ‘customer’ of the business?

16. How do we create and sustain total ‘transparency’ with all of our customers in every service platform in our business?

17. What communities do our customers participate in?

18. What communities and micro-markets do we serve?

19. How will we serve the needs of our customers and communities we serve in the ‘new economic’ model of today and beyond?

20. In the communities we serve do we, and if so how do we, enable them to talk; enable them to share what they know and need to know; enable them to support each other; enable them to do business together; and even enable them to socialize? (A friend once shared that true relationships develop when people have the courage to pray together, share a meal together, and laugh together – simple yet profound insight)

21. Are we being ‘authentic’ in all of our services and interactions with our customers? If not, why not?

22. How do we enable innovation within our Company and the business model?

23. What is the ‘legacy’ that we are creating for the Company and our customers?

24. How do we get ahead and stay ahead of the technology curve so that we truly serve our customers where they are at now and where they are headed in the future?

25. How does the technology that we utilize support the vision and direction of our customer driven service platform model? How can we create a seamless, synergistic technology platform that is user friendly, economical, functional and creates tangible value for all of our customers?

COLLABORATION … AN ELEGANT NEW ORDER WITH LEGS

2009-08-31T08:58:00.000-07:00

Recently I crossed paths with a series of articles, books, blogs and business strategies that are causing me to explore the concept of ‘collaboration’ and the notion of “elegant organizations” across several businesses. Participating in an industry driven by competition there seems to be an ambitious allure regarding the potential for business development through the strategic utilization of ‘collaboration.’ This blog is by no means an exhaustive expose of ‘collaboration’ or its potential within your life; and thus I invite your comments and elaboration of its potential. Also, I admit from the inception that the topic or concept is not new; but that does not dilute its value. Regardless the model of ‘collaboration’ offers tremendous potential in the ‘new economy’ that is currently unfolding, and thus is worthy of our consideration.

By this time you are probably familiar with Facebook (everyone reading this blog is affected by members of the 250 million active Facebook users) and to a lesser degree stories about its founder, Mark Zuckerberg. One such story, or possibly myth, is that while Zuckerberg was at Harvard and working to create Facebook, he was unable to attend one of his art classes – allegedly he was unable to attend a single class the entire semester. When it came time for the final exam, Zuckerberg realized that he was going to flunk the class, unless he pulled a ‘rabbit out of his hat.’ So he emailed all his classmates a picture of the various artists discussed during the semester, with a blank text box below each artist’s picture. The tag line along with the email stated that Zuckerberg was organizing a study group for this class and was inviting each of them to participate. This invitation prompted his classmates to fill in each text box with the pertinent information about each artist. Zuckerberg shared all the responses in a series of follow-up emails. Each of the narrative responses were edited by the classmates, until consensus was reached on the pertinent information about each artist. The result was that Zuckerberg and each of the participants (classmates) had concise accurate information about each artist studied in class from which to study. The punch line as you might guess was that Zuckerberg ‘aced’ the exam and passed the class. But the real value was that afterwards, the professor acknowledged the class as a whole performed better on the final exam than any previous class for the same course. Ah, the true value of collaboration in a world that values competition (in an environment graded on a curve), this counter-intuitive model represents the clearest path to realizing each of our professional dreams.

Granted this story is duplicated on a small scale all the time - students gathering to share their class and study notes. That is at the heart of the model though – communities already exist everywhere, but our opportunity is how we organize and utilize these communities for the collective benefit of each of its participants. I challenge you to think beyond … look around you and open yourself to the potential of true collaboration that exists everywhere. I recently picked up a copy of BusinessWeek and the cover story is entitled “The Radical Future of R&D, It’s a New World of Collaboration Across Corporate and National Boundaries.” One of the featured articles (titled “Big Blue’s Global Lab”) describes how IBM (yes, Big Blue) is committed to its largest R&D venture. The basic premise is founded upon creating “radical collaboration partnerships with outside companies, countries, and industries as an essential part of its research” into new technologies that will form the basis of future products and services. You think they are alone … think again … Hewlett Packard, Proctor & Gamble, Eli Lilly, Microsoft, Google, and several other mega-corporations and governments are doing the same thing. Collaboration is all around us, borne from necessity, opportunity, and an array of other reasons that form the basis of a new economic reality (for a different perspective of this new reality – see this KPMG video).

So what does that mean for the small business owner, entrepreneur, or mid-level manager struggling for survival. Each moment is stretched by how to find the next dollar to pay the never-ending stream of bills (fixed overhead – the “atoms” of our effort). Jeff Jarvis suggests in his book “What Would Google Do” that “small is the new big”; and Chris Anderson recommends in his book titled “The Long Tail” to “get small but think big.” Get small … we are small, so now what? Financial, market, time, resource, operational limitations, egos, business visions, etc., provide just a few, albeit significant, road-blocks preventing serious consideration to how ‘collaboration’ could work in a tangible way. Well really … in these times … with the rate of technological and economic change can you afford NOT to consider this model? That is why this model is “counter-intuitive” because for every reason one could think not to consider collaboration and the creation of “elegant organizations” IS the very reason in support of its creation!

Ask yourself a few questions. What business are you in (may not be the obvious answer)? Is your business built on scarcity (basis of competition – if so, take heed the power of the internet is but around the corner), if so, ask how you might manage and exploit abundance? Where is your real value (what is your value proposition)? Who is your ‘customer’ (no really who is your ‘customer’ think expansively – think in terms of every ‘touch point’ in your process)? How do you uniquely serve or anticipate your customers’ needs? Look around you … what do you see? Look at the existing communities you serve. Consider the communities around you – how do you enable them to talk; enable them to share what they know or need to know; enable them to support each other; and enable them to do the ‘business of business’? How can you create a ‘platform’ of services (and or products) that invite your ‘customers’ to sit alongside you to design or co-create services that fit the space they are in at this moment (fill their need as they define it, not as you define their need to be – ah yes, there is the real resistance point – the old economic model is based upon ‘control’, fear, and hoarding)? I think you get the idea.

Ok, so you have asked yourself the questions and are comfortable with your answers … now what and why (I’ll leave the “how” to other blogs and business pundits). The easy answer to the “why” will vary for all of us. In a future blog with the help of a case study involving a networking group (Long Beach Business Professionals Association) and your feedback, I will explore the “why” and possibly the “how.”

The seed of opportunity for forward thinking individuals, networks, communities and companies is NOT one connection, one prospect/lead, one idea, or one deal (as promoted by your typical networks, communities, companies and lead generation groups, i.e., Tippers, LeTip, etc.); but in a collaborative effort involving all its members and all its ‘customers.’ The germination of a ‘community’s’ (defined broadly) potential is held within the notion of leveraging the ‘whole of its parts’ for the exclusive benefit of every person or entity that interacts with the group. I would challenge you to explore how to co-create a ‘service platform’ that enables respective ‘customers’ (defined broadly) to define how to use the service to get what they want, when they want, and for a price that is more competitive than what could be found outside the ‘platform’ (another concept gaining momentum in the blog world is “zero-based budgeting”). In this model, the aggregate whole is greater than the sum of its individual parts, without any prospect of losing each member’s individual identity or diluting individual brands.

The ‘platform’ will take on a dynamic life of its own allowing the group to LISTEN to everyone who ‘touches’ the ‘platform of services.’ As people contribute to the ‘platform’ as either members or customers it enlarges the database (data points) providing better market information and greater access to prospects, products, services and ultimately opportunity. A collaboration of services combined with valuable content that is constantly evolving will add value to the ‘platform’ resulting in greater opportunities for everyone.

The notion of collaboration is a methodology of organizing a community’s knowledge so that the existing community can better organize itself. Creating a network of sub-communities that reach deeper into a community will have more impact and add real value, and therefore offer an array of revenue opportunities along the way for its contributors. But to get there the ‘platform’ will need to “act small but think big”, and view the world with a different lens (from abundance instead of scarcity). Jarvis challenges us in “What Would Google Do” to “release all information bottlenecks and make all touch points more fluid. Stop trying to make money by interfering in transactions.” When I thought about these two statements it struck me as counter-intuitive to conventional business models – old line businesses are structured to create bottlenecks, and then to take financial advantage – i.e., make a transaction more complicated so that you can be the ‘expert’ that clarifies the mess. A model based upon competition and scarcity allows the Internet to shed a different perspective upon it by encouraging collaboration and abundance – and there IS both the flaw (existing models) and the opportunity (for a new model).

We need to ask ourselves what is the world we wish to create and participate in? Personally, the old business model (based upon fear of scarcity) holds no allure for me; and the new order’s call for change is scary being an outsider looking in, but leaves me little choice. So as a dear friend emphatically encouraged me on my trip back East … “just engage, just get in the game Jim.”

I hope you enjoyed the reflection, and take the time to consider how these questions and evolving business models present significant opportunity for each of us. Most of all I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

THE LANGHAM EXPERIENCE …

2009-08-24T08:15:00.000-07:00

This past weekend I was in Boston for a quick get away. Checking into the Langham Hotel, I had a series of experiences that struck me as uniquely different while being indicative of the random ideas that have been playing internally. The bags were taken to our room independent of check-in, and as I opened the door the bellman greeted us with a smile while placing the oversized bags (dramatically over packed) neatly in the room. As he stepped back, he gracefully and naturally built rapport with each of us. After experiencing a few laughs and interesting dialogue (even in two languages), he then asked a few non-intrusive questions about our visit and guided us in the right direction for answers. He then pointed out a few features of the room, location of all the amenities, and how to use the various items in the room. He left by giving us his business card and offering his help with a simple call. Later in the day on our way to dinner, he greeted us by name and a warm smile. Small and seemly insignificant details created a unique experience that other hotels have yet to create in over twenty years of extensive domestic and international travel.

This experience is at the heart of this week’s Monday Morning Mojo – how do you/we create a unique and memorable experience with every business and personal intersection with people? What is my/your core vision about the business of ‘doing’ business? What is the premise from which I/you operate as both a consumer/client/customer and as a business professional? Let’s face it we all have had similar customer service experiences; but the tragedy is that each time we do, instead of being the ‘norm’ it continually stands out as the ‘exception.’ Each one of these isolated experiences becomes noteworthy, and we are more than willing to brag about the experience to anyone willing to listen. As a result these individuals and companies profit from providing an experience similar or better in depth that enriches the lives of all people who intersect their path. The challenge is to continually provide this experience as you become busier or grow as an organization. Most of us start the journey with similar visions or commitments; but systemizing this vision so that it is consistently repeatable as we grow, diversify or achieve some level of success has proven difficult at best and impossible for most.

While these thoughts are fragmented and incomplete, I continue to connect a series of data points that just seem to replay in my mind. As of this morning the integration of these ideas are wholly incomplete; however, I recognize that they will in some way fundamentally shift how I think and operate my business. In the meantime I invite, nay, challenge you to think about how they might transform your professional experience.

The reflection and journey for us all is how these concepts might redefine your experience and business so that each ‘client or customer’ intersection is truly special and unique (defined by the only one who matters – your customer, client, or partner)? Each of us will have different insights and reactions to these random thoughts (while a few are easily connected; others may require a paradigm shift ergo opportunity to renew and grow – and that ultimately is the invitation with these Monday Morning Mojos). A sampling of my recent thoughts are:

· The fact that our world is fundamentally changing in every moment and in every second at a faster rate than is comprehendible – our last thought is obsolete in the next breath from a world shrinking in size. Any doubts or resistance to this first premise then consider viewing the following video “Did You Know 3.0”.

· We are living through a transformation in how the ‘business of business’ is being transacted at every level – the engine for this evolutionary change is the Internet. The Internet is a conduit for the liberation of the ‘customer’ and ‘client’ from the grips of the centralistic corporate mindset that looks to push out all competition and manipulate “customer” driven innovation – the who, how, where, revenue opportunities (or just pass through services and products), value driven propositions, and sustainable markets are being redefined in quantum leaps. Just a few general facts … the average person is thought to know 250 people; there are allegedly six degrees of separation between every person on the planet; mass marketing is the method to reach critical mass; that individuals or businesses can control and manipulate information and people long term to its personal or corporate benefit; competition is the gateway to success (or put differently those people/companies who are better at competing will prevail over those less able); and that business is a two dimensional model. I suggest that the above thoughts are outdated and archaic business practices that have lead to the systematic failure of businesses across multiple market niches.

· Jeff Jarvis in his book “What Would Google Do?” states that: “Mass markets” are being replaced with the concept of “mass of niches.” Wholesale markets are but “conversations” – the key skill in any organization today is NOT “marketing” but “conversing.” Our economy is shifting from competition (ultimately based upon the notion of “scarcity”) to one of collaboration (one based upon the notion of abundance and strategic partnerships organically formed to solve a problem or customer driven service or product). Customers are now in charge – they are heard around the globe and have an immediate impact on large multinational conglomerates in an instant – a click away from success or failure. The most successful enterprises are networks (distributed networks, partnerships and platforms vs. centralized organizations) that extract as little value as possible so they can grow as big as possible. These networks are essentially platforms to coordinate and disseminate information, services and products. “Owning pipelines, people, products or intellectual property is no longer the key to success but openness is the key” – total transparency!

· The very definition of “who the customer is” has fundamentally changed – the client or customer is NOT just the person who is buying or selling BUT every touch point along the process – including but not limited to manufacturers, service providers, consultants, independent contractors, employees, agents, buyers, sellers, strategic partners, etc. Every person, every company, every provider of services is now your customer.

· Think about how profound a shift it is that each of us are but ONE click away from over 85% of every buyer and seller of any product or service in this country and potentially on the planet. What that really suggests is that we are no longer six degrees of separation from every person on the planet; instead we are but one click away from every person on this planet … one blog conversation or Tweet from every person on this planet. Our actions, good or bad, don’t potentially touch ten, twenty or 250 people (number of people a person may know), but an infinite number of people in an instant. We have the ability to create, alter, redefine and transform experiences, services, products and companies with one click of the mouse by reaching instant critical mass.

· The vision promoted successfully by the fastest growth company in the history of business, Google, is that showing up where your “customer” is and giving them exactly what they want, when they want it and how they want it is the only way. This premise single-handedly shifts most old-line brick and mortar companies that grew from the thought that they know what is ultimately best for their customer no longer applies – it arguably makes them irrelevant.

· Google’s “Ten things found to be true” (contained on Google’s Corporate Information page) vision statement challenges the very assumption that most businesses have been built around and the mindset of many entrepreneurs who hold their “cards close to their vest.” Google’s truths hold that: “1) Focus on the user and all else will follow; 2) It’s best to do one thing really, really well; 3) Fast is better than slow (customer’s deserve immediate gratification); 4) Democracy on the web works; 5) You don’t need to be at your desk to need an answer; 6) You can make money without doing evil; 7) There’s always more information out there; 8) The need for information crosses all borders; 9) You can be serious without a suit; and 10) Great just isn’t good enough.”

Each one of these concepts or thoughts forms a different paradigm that changes “rules of engagement” of how we interact with our clients, customers, peers, partners, competitors, etc. Regardless of whether you are the consumer, manufacturer, or service provider these concepts shift the “how”, “where”, and at “what cost” all of what we do is transacted. Connecting all the dots into a synergistic platform of services is the process that is percolating within me. It is both the challenge (or question) and the solution (answer) that will allow us to stay ahead of the titanic wave of technological innovation that is the only constant in this world (as referenced in the YouTube video “Did You Know 3.0”).

I hope you enjoyed the reflection, and take the time to consider how these extraneous concepts present significant opportunity for you regardless of your job, profession or passion. Most of all I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

AM I BEING AUTHENTIC …

2009-08-16T07:43:00.000-07:00

Have you ever had a moment when someone describes how they see you, and inside you just say that is so not me? This past week I had a few of those moments. The circumstances were not that dramatic; however, it caused me to pause and ask myself why does this person see me that way? Why do I project that ‘mask’ with other people? Why do I, at some level, feel the need to hide behind that image; when if questioned, I know in the confines of my own being that is not the person I wish to be. Why not choose thoughts, language and behavior that are consistent with my ‘authentic self?’

Over the past several weeks a dear friend encouraged me to ‘engage’ with people who cross my path; instead of moving past them trapped in my own little world. She keeps reminding me that I’m better than that … and I should choose a different behavior. My response was to deflect her question by ‘level shifting’ and moving on to a safer topic. A few days later a peer asked my forgiveness for misjudging me – that my external tunnel vision was not the real person she experienced lately. Although I appreciated the gesture, which was genuine and heart felt; I immediately went to asking myself why the incongruity between what I project and the real me? Am I being ‘authentic’ in who I am and what I’m projecting to other people? I guess the quick and dirty answer is no – not always. I sometimes struggle with this part of my personality … something I am committed to changing!!

What does being ‘authentic’ mean for you? Venturing outside my box, I asked a few people to share their view of what it meant to be their ‘authentic self.’ Conceptually most answered consistent with Dr. Phil’s definition “the authentic self is the ‘you’ that can be found at your absolute core. It is the part of ‘you’ not defined by your job, function or role. It is the composite of all your skills, talents and wisdom. It is all of the things that are uniquely yours and need expression, rather than what you believe you are supposed to be, say and do.”

Then as if on cue, people continued to reflect on the subject and it became obvious how they condition their responses to certain situations from a place of how other people expect them to respond. Or they begin to rationalize their choices consistent to certain acceptable roles such as husband, wife, parent, boss, friend, man, woman, or business person, etc. Oftentimes we live behind these ‘masks’ or roles without even recognizing how they compromise who we are at our core. One author stated it succinctly by saying “do what you say and do who you are.” In my personal affirmations, I summarize this sentiment by repeating “live passionately in the flow of life conscious and aware” and listen to my “inner voice.” Over the years, I have personally concluded that when I fail to listen to my ‘inner voice’ a ‘parade of horribles’ inevitably occurs in my life.

Dr. Carol Adrienne writes in her Article entitled “Authenticity” that “the voice of the authentic self seems to be the same as the intuitive voice, that quiet, but persistent voice that whispers new ideas to us in the middle of the night, on vacation, or after meditating. Intuition speaks in short, clear messages that are qualitatively different from the repetitive mind chatter that makes us feel anxious. Intuition tells us where the authentic choice is – for us.” Dr. Adrienne continues by describing an interview with a client by asking the woman “what is the first step in identifying what she wants.” The client answered the question in the negative by saying: “I don’t want to be dependent on anyone. I don’t want to feel unsure of myself. I don’t want to be tired all the time. I don’t want to be negative, to always see the down side, or to expect the worst. I don’t want to be a fearful worry-wart. I don’t want to be a people-pleaser. I don’t want to feel that I am not being authentic.”

In the Article “Your Authentic Self,” Dr. Phil states that failing to live consistent to your authentic self creates this feeling of incompleteness, as if there is a “hole in your soul.” When we continually live from this place we feed the “fictional self” that results in “draining the critical life energy we need to pursue the things we truly value.” When we live consistent to our ‘fictional’ self we are “putting our trust in a broken compass.” An interesting movie entitled The Compass (similar in presentation to The Secret) was released earlier this year focusing on living consistent to our inner guide or compass.

Dr. Suzanne Zoglio in her Article titled “Living Full – Living True: The Authentic Life” that “when you fashion a life where the decisions you make and the actions you take are considered, deliberate, and in harmony with what’s important to you, you are living an authentic life. It is not necessarily a life that ‘others’ admire or think is right for you, but a life that you know in your heart is right for you. It may not be a life that has been your habit, but it is a life that makes you greet each day with enthusiasm and sleep peacefully at night.” Don Miguel Ruiz in his book The Four Agreements suggests a transformational path to get in alignment with your inner self and to live an authentic life by creating four agreements for yourself:

1. Be impeccable with your word. Carefully examine what you tell yourself, what you tell others, and when you decide to speak. Speak with integrity.

2. Don’t take anything personally. It’s not all about you – reject the fallacy of personalization. Rely on your own well-founded self-concept – be immune to the opinions and actions of other people and you will avoid being a victim.

3. Don’t make assumptions. Suspend judgment. Carefully examine all the facts, acknowledge what you don’t know and have the courage to explore and ask questions.

4. Always do your best. Do all you can while you recognize you can’t do it all. But by doing your best given the situation it will help you avoid self-judgment, self abuse and regret.

When you accept these agreements in your life you begin the work of transformation; the journey toward your authentic self will be your reality. In the quietness of your own being ask yourself: Is your behavioral life, your public persona, at odds with the values, beliefs, desires, passions and visions that define your authentic self? What ‘masks’ do you hide behind to shelter your authentic self from being present in the moment? How are you living a compromised existence?

I hope you enjoyed the reflection, and take the time to consider how you can live a more authentic life today and beyond. Most of all I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

THE HEART OF SERVICE …

2009-08-09T13:43:00.000-07:00

Recently, I have been fortunate to witness the dramatic dichotomy in the concept of ‘service.’ Service professionals and companies oftentimes speak in terms of the ‘quality’ and ‘level’ of service extended to clients, customers and prospects. If you listen closely the use of the word or the manifested action is but a thinly veiled disguise for them to convince you to buy or utilize their products or services. Their real motive is transparent regardless of how well they try to mask it; and we, the consumer, have become immunized to such a degree that we expect it and are cynical when we truly experience ‘world class’ service.

A few years ago, I was attending a Tom Ferry “Summit Event” and he was outlining how real estate agents become wildly successful. He started by outlining the ‘mindset’ necessary to be a successful agent/broker – “you must possess and embrace the mind-set of world class service.” Later I read a great short story entitled “Raving Fans” written by Ken Blanchard. Over the years, I modified my understanding of the “mindset” of service and now believe it is more a “heart set of service.” People that truly resonate with this practice don’t necessarily ‘think’ about being of ‘servitium’ (Latin origin of the word service – ‘slavery’), but their desire to serve others comes deep from within them – it is them! From the deepest part of their being they create an experience for everyone that crosses their path that outlives the moment. One such person is Tom Ferry – when you watch his energy, passion, and authenticity in how he affirms the greatness in each person he connects with, you quickly understand the ‘heart of service.’

Thinking about this concept my mind immediately went to the following analogy. Have you ever walked along the beach at sunset, and when you finished your stroll someone asks, so how was your walk? You answer; oh it was great - very peaceful. Then on another day, you walk the same beach along the same route, but it is a totally different experience. You notice the red and orange hue of the sunset on the horizon glancing off the white ripples of the ocean as the water caresses the warm sandy beach underneath your bare feet. You begin to hear the symphony that surrounds you in the rhythm of the waves, and the birds singing in the background while the cool breeze gently brushes up against your body. You suddenly become aware that you are a part of something ‘bigger’ than your collective experience. In that moment you capture an experience in your ‘minds eye’ that truly affects your perspective of life and its meaning. It has the power to change your life; days, months and years later you are able to relive that experience. You can actually see the colors, feel the breeze rub up against your body and hear nature’s symphony. When you compare the two walks you realize that they occurred on the same beach and under essentially the same sunset; yet they were dramatically different experiences. That is at the heart and soul of the dichotomy of this concept we call service. One is a saying or sales pitch (service professionals and companies all have some component of the ‘unique service’ they promote in their sales pitch as they sell their product or service); and the other is an experience created that envelops you and potentially alters your perspective, and tangibly comes alive in your mind’s eye at a future date. The later experience truly contributes to your life in a tangible way – the experience and intersection adds value to your life.

This dichotomy is so dramatic for me that using free-word association my mind conjures up the following terms to describe both examples. The service contained in a sales pitch is all about competition, fear of loss, scarcity and conditional offers (I will provide something of value to you in return for some form of payment or consideration). The experience of service is synonymous with servitude (subjugating your agenda for the fulfillment of another person’s desire, goal or dream), abundance, adding value, unconditional contribution, creating ‘raving fans’, etc. Tom Ferry is a living example of being from the ‘heart’ of service and how this transforms a person’s experience of his product and service; and ultimately why he is the fastest growing real estate coaching organization in the country.

There are countless examples of how individuals and companies create this experiential concept of service for its clients, customers and prospects. One that comes to mind is Nordstrom (for those on the East Coast, Nordstrom’s is a high-end clothing retailer headquartered in Seattle, Washington – founded in 1901, and today is approximately 8.0 billion in revenues with over 50,000 employees). They are famous for their customer service – individual attention created by their ‘professional shoppers’ extended to all customers, free delivery, customer follow up, return policy, brand quality, employee training, friendly and informed sales staff, etc. They create an experience of shopping that is noticeable as soon as you walk through the door. Nordstrom is not the cheapest retailer, but its customer base is extremely loyal. Personally my family will not shop anywhere else for clothes, unless the item we want is unavailable through Nordstrom. Nordstrom has created its brand around the concept of ‘raving fans’ by adding value to every customer intersection across every area of its business.

But that is not all … don’t limit the impact of this monologue … I believe that this concept of service and contribution is at the soul of each one of our intersections with people – whether it is a loved one, family member, friend, peer, or chance encounter. Resonating from the “heart” of service and contribution is taking the time, energy and awareness to contribute in some positive way to another person’s journey. This concept is better explained through the use of a parable. When a starving person is found on the road we have the choice of giving him/her fish; or we could take the time and energy to show this person how to fish. The first feeds the person and temporarily takes away the hunger pains of the moment; the second teaches the person how to feed him or herself forever. Which is of greater value, contribution and service? A genuine, timely affirmation of the gifts and talents of another person is capable of changing their life, contributing to their journey and feeding their soul forever. Being that person or that company truly makes you unique and creates a special experience for every person who crosses your path.

Question: How have you contributed to another person’s (whether it be a loved one, friend, stranger, client, prospect, peer at work, etc.) experience from the ‘heart’ of service lately? As a consciously aware person, the opportunity to positively contribute to the life of another person is endless and can take on many different forms. So as we move through our week the challenge is to be of service and contribution to those in our life!

I hope you enjoyed the reflection, and take the time to consider how you can contribute to another person from the ‘heart’ of service. Most of all I hope you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your friends, please let me know. And, thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

THE LIMITS WE PLACE … ON OURSELVES

2009-08-02T14:19:00.000-07:00

In a moment of synchronicity (those looking for a great read on the power of synchronicity pick up the book written by Joseph Jaworski titled “Synchronicity: The Inner Path of Leadership”) a dear friend challenges me to share about ‘inner limits’; then as if on cue, two books I’m reading talk about “transcending my limiting beliefs.” Still resisting I struggle for two days on what to write because I’m not convinced the topic has ‘legs’ for you. Then in one more attempt to get inspired by the topic, I found myself at the gym watching ESPN (while on the elliptical) when a featured story (Link: ESPN "Carry On" Story) appears that tugs at my inner being. I immediately connect with the story that needs to be explored within myself, and hopefully will resonate with you as well!! As always, I hope this story and reflection touches, motivates, inspires and stirs you to embrace your greatest vision of yourself in this moment, throughout your week and beyond (that is the stated goal of this weekly Mojo)!

Two young adults from Akron, Ohio connect senior year in high school. One is legally blind and the other is an amputee (both legs severed just below the hip from a train accident when he was 11), both are high school wrestlers. The legally blind person (Dartanyon Crockett) carries the amputee (Leroy Sutton) on his shoulders to and from the gym, on the bus, to class; while the other challenges, encourages, supports and is the eyes for the other. If the physical impairments are not enough, both boys have significant challenges in every area of their lives … when is the last time you were forced to scavenge for food to eat, or lift yourself by your hands (with no legs) to get up a flight of stairs in your own home? When is the last time you needed the assistance of a computer to see what was on a blackboard so you could pass a class (Dartanyon sees only shadows from 3 feet away)? Both are bound together by a common purpose … ‘to be the best person possible regardless of other people’s perception, pity, doubts, judgments, or limitations.’

Consider for a moment the grueling training that wrestling involves for people with no physical challenges (take it from someone who has trained most of his life – there are few sports that compare in difficulty and sacrifice); but for two with severe handicaps critical in a competitive sport is almost impossible to fathom for most of us. Through the bond of friendship and perseverance, they refuse to see any limits to what they are able to achieve and their stated goal - both seek to accomplish their greatest challenge together arm in arm … to walk down the graduation aisle together! Ah, not what you expected, especially when both are accomplished athletes (Dartanyon goes 26-3 and is league champion; while Leroy wrestles multiple weight classes and wins 9 matches). Through perseverance with no tolerance for pity or succumbing to their limitations, both are wildly successful on and off the mat – both graduated from a High School that graduates less than 40% of its students. Suddenly in touch with my humble journey, I am aware that my daily challenges pale in comparison; and so why is it that I tolerate the limitations that I place on myself?

Most of us have beliefs that limit our success – whether they are beliefs about our own capabilities, or thoughts on what it takes to succeed, how to relate to other people or just how to move from one plateau in our life to another. Moving past these limiting beliefs is the critical first step toward true success that is both personally freeing and inspirational to all those who cross your path.

Sometimes refusing to even consider any form of limitations or rationalizations proves successful as we power through difficult moments focused on our ultimate goal. Other times the moment gets the best of us and we are left with the internal dialogue that repeats itself like a mantra. We repeat limiting messages in the form of an internal dialogue, a movie script played out within ourselves that chains us to the very thing we wish to avoid.

We all carry the seeds of these story lines that come from a life-time of programming starting from well meaning parents, teachers, grandparents and other adult role models. Then as we get older we carry these story lines introduced from other people, retold hundreds of times in the confines of our own mind, and then reinforced in our lived experience personally or in others people’s failures. As I listen to ESPN’s featured story “Carry On” I begin to drudge up my own story lines:

· Success only comes through hard work

· Money doesn’t grow on trees

· There is always room for improvement

· There is always someone more intelligent and more skilled

· You are truly successful if when you die you have two real friends

· True wealth is for those other people, not me

· I’m not smart enough

· I only really perform when there is chaos swirling around me

· I’m not lucky enough to be successful

· I’m getting to old

· I’m fat

· Children should be seen and not heard

· Men don’t cry or show any kind of emotion

· If something wrong is going to happen it will happen to me

· Nothing I do is ever successful

· I can’t be successful unless I out work everyone else

· I’m not (smart, attractive, rich, old, or young) enough

· If I only, had this or that, I would be happy, successful or financial independent, etc.

Give yourself a moment and ask what are the stories or messages that you tell yourself throughout the day that may limit or hold you back? List them if necessary. Common on … for just a moment own up to your internal dialogues that limit or put yourself in a “box” that has defined you at some point in your life. Then in this moment choose another story ….

What if … we begin to tell ourselves another story ... one that begins with: “I can do this. I am capable of getting exactly what I want. Other people have accomplished this so can I. If I don’t have the answer or the knowledge, then there is someone close to me that can help me find the answer or can teach me.” THE TRUTH IS THERE ARE NO LIMITATIONS TO THE HUMAN SPIRIT TO STRIVE AND TO SUCCEED. Commit to rewriting your stories by changing the internal language that you use – turnaround the limiting message or dialogue by replacing it with a more loving, affirming and truthful statement that supports and enriches your life. Example: Negative message: “I can’t do anything right, so why even try?” Replacement message: “I can do many things right, and each time I try something new, I learn, grow and get better.”

“Your subconscious mind does not argue with you. It accepts what your conscious mind decrees. If you say, ‘I can’t afford it,’ your subconscious mind works to make it true. Select a better thought. Decree, ‘I’ll buy it. I accept it in my mind.’” Dr. Joseph Murphy

The challenge in this Mojo was really two fold … the first was to challenge each of us to consider our own limiting stories or messages, and how they hold us back from experiencing our greatest vision of ourselves. The second underlying purpose, as important as the first, is to be aware (be the ‘observer observing’) of how these limiting thoughts, words and actions affect everyone who crosses our path. Take a moment today and this week to be more aware of how your thoughts and words affect others, and change the message so that you AND others will be lifted up, affirmed, inspired, enriched and given the gift of your true self!

I hope you enjoyed the read and most of all you make it a GREAT day and week!! If you wish to read all the other Monday Morning Mojos written for you, then visit: http://mondaymojo.blogspot.com. As always, I welcome and encourage your feedback and your reflections (please don’t hesitate to share your thoughts with me). If I can be of service to you or your loved ones, please just let me know. And thank you for your continued support and inspiration … each of you are a cherished gift that enriches my life in ways you will never understand … Thank you!! Jim Peys

Is It Time For A 'Summer' Cleaning ...

2009-07-27T08:13:00.000-07:00

Why do we have an annual cleaning ritual (commonly referred to as ‘spring cleaning’)? This time between two seasons is prefaced with almost an innate desire to remove the clutter in our life before we create something new. Regardless of whether we are considering changes in our business, personal life, or in relationships we typically start with taking an assessment of what we have and what we are trying to achieve; and then we attempt to create space within our lives for this pending change by getting rid of the old, coming to closure, or completing a lingering task, etc.

All of us have a finite number of “attention units” and over time our life and our surroundings become cluttered with “stuff” that doesn’t necessary support who we are at our core or what it is that we are creating in our life. Once you reach what you perceive is your comfort capacity it becomes difficult adding something new or change, unless you remove the existing clutter or come to closure on items or relationships that consume your time, talent and energy (or take up some of your “attention units”). That ‘letting go’ process is similar to the annual ritual of cleaning house every spring (but in our business and personal lives we can’t afford to make this an annual ritual, but instead it requires regular ongoing effort – some suggest every three months or more).

If you are a sports fan, especially basketball, then you know at some level that all games are won and lost on how effective each team consistently manages space to their collective benefit. What I mean is the winning team will be the one who more consistently uses spacing to their advantage. On defense they closed the space or through team defense cause congestion so that the other team has fewer open looks at the basket. They prevail defensively because they close out effectively on shooters, they box out and get key rebounds, and they rotate quicker limiting easy baskets. On offense they ‘spread the court’ allowing for the right players to drive and dish to open shooters who have open looks at the basket. The team that does these small, but critical, details more often wins the game. That is no different when we consider our business or personal life. How we create space and take advantage of this space will allow for more of what we want to come into our life.

What do you need to complete, resolve, dump, delegate, forgive, or let go before you can move on and bring new activity, abundance, relationships and excitement into your life? Personally several years ago I began an exercise that consisted of thinking about the significant people in my life and the pain I may have caused them. After identifying that I made a point to ask for forgiveness for causing this pain or hurt either in person, in writing or within myself. This healing was in a small way clearing the clutter within myself – my own personal “spring cleaning.” For you it may mean cleaning your desk, a file cabinet, or a room in your house; completing a task or project that has lingered to long; confronting an issue or problem that you have been avoiding; making the call you have put off; forgiving yourself for actions taken or not; or any number of other tasks you have left for another time, thus using up your “attention units” and creating personal clutter. So take a moment as you start your week to identify your clutter and what you need to do to create the space within to grow, attractive new relationships, create a new energy around you or just become more effective.

As always, I hope this reflection finds you and your loved ones well. I hope you enjoy the read, and please feel free to share your thoughts or comments with me. Thank you and have a GREAT week!!! Also, if I can be of service to you or a friend please let me know. Again thank you for sharing this time with me! Jim Peys

A Reflection About 'Change' ...

2009-07-19T15:01:00.000-07:00

As you sip your morning coffee while settling in for another week, I thought a mid-season jolt was needed to inspire the greatness in all of US! Several months ago, I was sent the following YouTube link which at this moment has been viewed over 5.5 million times (many of you have already seen the video; but that doesn’t water down its impact). The video clip embodies the speed at which our world changes, even one step at a time. The clip is approximately a year old, and even its contents are outdated – My Space is surpassed by Facebook, and Twitter is the current rage. Click on the link below:

http://www.youtube.com/watch?v=jpEnFwiqdx8

Viewing this clip I wonder how to keep ahead of the tide wave of ‘change’ and evolution that is constant. Last week our bi-monthly business professional mastermind group gathered and discussed ‘change’ in our personal and professional lives. As I listened to the group share (who by the way are much smarter than myself), I became aware of how people often consider ‘change’ as an ‘external’ event or process (“I wish my wife or husband would just change things would be so much better; if only my girlfriend or boyfriend wouldn’t do that; if only my kid would listen; only if my client or boss or peer at work would just see the error in their ways; if our product or service was only this way or that, etc.). Listening to the group I reminded myself of the importance of staying present to what it is that I need to ‘change’ within to effectuate the greatest shift so that I may keep pace to realizing my goals? A parallel thought to that is how must I effectuate a shift in my internal response pattern so as to cause a ‘change’ in all that is around me, including how others choose to deal with me?

Self-improvement pundits suggest in a multitude of forums that resistance to ‘change’ results in falling behind and eventual failure – whether personally or professionally. So why is it that we think of ‘change’ outside of ourselves or even yet avoid ‘change’ altogether? With little thought the answers are as numerous as those considering the question … fear, complacency, ignorance, apathy, comfort, to busy, satisfaction, uncertainty, being overwhelmed, family, kids, work, etc. Truthfully I never get to the question of “why I’m resistant to change” because I view ‘change’ as the ONLY constant in our universe. Consider for a moment that our body regenerates itself (fundamental change) at a cellular level every couple weeks, regardless of whether we acknowledge ‘change’ or not.

So if that is the case, how do we stay in “motion” in our life so as to embrace the ‘change’ that is occurring all around us 24/7? Borrowing from Jack Canfield’s book entitled “The Success Principles” his “Rule of 5” seems like a worthy tool that can help us move from vision or goal (mere thought or mindset) to ultimate success. The theory is that after defining what it is we want to co-create in our life, we commit ourselves to accomplishing 5 things each and every day that moves us toward our goals (regardless of what they may be); then gradually over time we will manifest all that we seek. Really the essence of the message is to “get in action” and then “stay in motion” until it just becomes an integral part of our being evidenced in our daily routine and a part of our every thought.

For those of us who are “immediate gratification” type personalities (which I am certainly one) this seems too slow … well consider the following excerpt taken from “Chicken Soup for the Gardener’s Soul.” “Jaroldeen Edwards describes the day her daughter Carolyn took her to Lake Arrowhead to see a wonder of nature – fields and fields of daffodils that extend for as far as the eye can see. From the top of the mountain, slopping down for many acres across folds and valleys, between the trees and bushes, following the terrain, there are rivers of daffodils in radiant bloom – a literal carpet of every hue of the color yellow, from the palest ivory to the deepest lemon to the most vivid salmon-orange. There appear to be over a million daffodil bulbs planted in this beautiful natural scene. Totally breath taking. So as they walked to the center of this magical place, they stumbled upon a sign that read: ‘Answers to the Questions I Know You Are Asking.’ The first answer was ‘One woman – two hands, two feet and very little brain.’ The second answer was ‘One at a Time.’ The third: ‘Started in 1958.’” Personally the following quote brings this whole subject of ‘change’ full circle and truly resonates with me ... “The greatest revolution of our generation is the discovery that human beings, by changing the inner attitudes of their minds, can change the outer aspects of their lives.” William James, Harvard Psychologist

And so it is that ‘change’, progress, evolution, growth, expansion and success ultimately starts from the seeds of a internal thought and mindset that is held within; an openness and willingness to consider approaches behind just our own experience; a commitment to be more than just the totality of our own internal stories; and to resonant with the very law of nature that is ‘change.’ Those of us that do are typically found at the forefront of radical shifts in our world. But the seeds of ‘change’ start and continue incrementally from commitments fulfilled within each of us every day. So instead of avoiding ‘change’ or rarely giving it a nanosecond of thought, why not give yourself a gift today and throughout the week and embrace every opportunity to experience ‘change.’

As always, I hope that you enjoy the read as well as the video clip. I am interested in your feedback, so let me know your thoughts. If in the meantime, I can be of service to you or your friends please let me know. Most of all though is have a GREAT week!!! Again thank you!!

Another Internal Key To Success … Affirmations

2009-07-12T14:38:00.000-07:00

Recently a friend and I started getting together to discuss the contents of a book we are reading – Jack Canfield’s “The Success Principles.” Our goal is to discuss the concepts raised in the book, and assist (challenge) each other in implementing these principles in our every day life. We have been exposed to most of the book’s material before; however, the manner in which the messages are told (story format) and the exercises offer a unique spin. One of the concepts detailed in Canfield’s book is about “affirmations.”

Most of us have a series of internal stories or messages we repeat which limit our ability to create the greatest vision of ourselves. Such messages as “I’m over weight”, “I’m not good enough”, “I’m not smart enough”, etc., are just a few we tell ourselves throughout our day. People that achieve high levels of success simply let go of these types of limiting thoughts and beliefs, and replace them with other positive messages that change or affect their self-image.

People from all walks of life practice affirmations to change their state of mind and free themselves up to achieve greater success. One such story retold by Canfield concerns Jim Carrey, Actor, who early in his career would drive up to Mulholland Drive every night look out over the City and repeat several affirming thoughts. “Everybody wants to work with me. I’m a really good actor. I have all kinds of great movie offers.” Movie offers are out there for me, I just don’t hear them yet.” He would say these affirmations over and over, literally convincing himself as he sat alone on top of Mulholland Drive.

So what is an affirmation? An affirmation is a statement that describes a goal in its already completed state. Personally, I am in the process of rewriting my affirmations by integrating nine guidelines mentioned in Canfield’s book. These nine affirmation guidelines are:

1. “Start with the words ‘I am’;

2. Use the present tense;

3. State it in the positive. Affirm what you want, not what you don’t want;

4. Keep it brief;

5. Make it specific;

6. Include an action word ending with ‘ing.’ Use a verb not a noun to create power to the effect of the image created;

7. Include at least one dynamic emotion or feeling word;

8. Make affirmations for yourself, NOT OTHERs; and

9. Add ‘or something better’ to the end of each affirmation.”

Write your affirmations down and repeat them out loud two or three times a day with passion and conviction. Another great idea suggested by Canfield is to tape them to your bathroom mirror, and carry them with you at all times in your wallet. Constantly bombard your subconscious with your life affirming messages that support your vision and goals for yourself.

I spent most of my life involved in various sports related activities – playing basketball through college, and then coaching. It always struck me as odd that most high school and college coaches take this attitude of “break down an athlete to build them up” approach. One problem is that often times they forget to affirm ALL their players and just continue breaking them down. The really great coaches (the one that comes to mind is John Wooden) seem to understand the power of affirmation as a method to motivate the greatness within people. Sometimes we never quite get past the “break down” mindset in our life and continue to perpetuate these negative patterns in the stories or messages we constantly tell ourselves. The daily routine of repeating your positive affirmations that support your greatest vision of yourself can truly make a difference.

As always, I hope that this MOJO finds you and your loved ones well. And, if there is anything I can help you with, please don’t hesitate to ask!!! Jim Peys

2009-07-04T17:55:00.000-07:00

“We hold these truths to be self-evident, that all men are created equal, that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty and the pursuit of Happiness.” Declaration of Independence

On July 4^th each year Americans all over the globe celebrate the adoption of the Declaration of Independence that contains arguably the most famous sentence in the English language. Each year we gather our family and friends to celebrate the creation of this Nation – truly a “national” day. A day of celebration marked with friendly banter, tons of food, fire works, laughter and gratitude.

Approximately seventy-six (76) years later (July 5, 1852) Frederick Douglas gave a speech in Rochester, New York entitled “The Meaning of July Fourth for the Negro.” In this speech he stated:

“Trust no future, however pleasant,

Let the dead past bury its dead;

Act, act in the living present,

Heart within, and God overhead.”

And later in the same speech, Douglas states:

“The evil, that men do, lives after them,

The good is oft interred with their bodies."

In reflection my question is what does the 4^th of July symbolize for you personally in your life? If you read the quotes above they suggest a reverence for the symbol that this day represents; however, its personal significance varies dramatically. If you strictly construe the text of the Declaration of Independence above in the context of when it was written, you have to wonder if the signers (written primarily by Thomas Jefferson) truly believed the words written – “truths to be self-evident, that all men are created equal.” How do you reconcile this statement with the notion of slavery; and if that is not enough where is the acknowledgement of women?

I reconcile this statement by the suggestion that it is Jefferson’s vision or dream of what could be possible to create in a free nation separate from the British rule. Fast forward the movie and for me July 4^th symbolizes a day that we celebrate with our family and friends in gratitude of a dream embodied in the concept of freedom or liberty. It is our liberty that enables us to choose how we live our life in the pursuit of happiness. How and what we make of our life, and what it means to be happy are personal choices that as free individuals we define. That is the gift that our fore fathers and all who passed before us have given, and that is the set of principles we celebrate every 4^th of July. A gift that deserves to be celebrated, cherished and never taken for granted … for this freedom has come at a severe cost to those who have lived before us.

Writing to his wife, John Adams said “I am apt to believe that it (July 4^th) will be celebrated by succeeding generations as the great anniversary festival. It ought to be commemorated as the day of deliverance, by solemn acts of devotion to God Almighty. It ought to be solemnized with pomp and parade, with shows, games, sports, guns, bells, bonfires, and illuminations, from one end of this continent to the other, from this time forward forever more.” And so it has, and so it shall be ….

I hope that everyone reading this truly celebrated your 4^th while pausing to give thanks and appreciate the simple things in your life at this moment. For Douglas had it right – what is in the past remains in the past; act in the present from a Godlike heart present to the dream that is your vision. God Bless!

2009-06-28T11:29:00.000-07:00

Getting ahead start on the week. As most of you are aware this blog, and subsequent emails are entitled "Monday Morning MOJOs" and are written as an inspirational story or encouraging word or two (typically more than just a few words - I tend to be verbose - my apologies). My goal is to consistently share an affirming story or inspirational message that encourages us to reflect upon what actions we are choosing that supports our greatest vision of ourselves. Otherwise, maybe the stories shared will be an amusing start to your week, much the same as a good cup of coffee. Regardless, I hope you enjoy the read and feel free to share with me your stories on the themes selected.

Many of us as children had parents, coaches or role models who preached (or pounded it into our heads) that winners "never give up." Personally as a child, I took that message as a crusade for my life. Well recently I read a book written by Malcolm Gladwell called "Outliers: The Story of Success" and Mr. Gladwell states a slightly different perspective. He suggests that highly successful people know when an event, a relationship, a circumstance or other situation does not serve their vision or goals and they quickly let go or give up on that situation. They don't waste time or energy (or at least as little as possible) with situations, relationships or events that don't ultimately serve what it is that they define as their primary purpose in life.

Sounds easy enough, except the other side of that paradigm is that these same successful people are tenacious in the pursuit of their goals, visions, dreams and purpose. In all of our lives there are intersections where other people challenge our vision or dreams by saying that "it can't be done." So as a participant in this journey it comes down to being selective in what it is we want, shedding that which doesn't support our dream/goal/vision, and then becoming tenacious in our pursuit of what does in fact support our dreams/visions/goals. The trick is in efficiently managing that very personal balancing act.

Recently, I was involved in a transaction involving another agent in my office who had been working on a real estate short sale - as the listing agent. She had fought to close this short sale transaction only to find out that the lender (without notice to anyone) actually foreclosed on the property and was changing the locks and evicting the agent's client. All this was being done AFTER the lender approved in writing the short sale. My friend went to several other agents and brokers for help on what, if anything, she could do - and all without exception told her there was nothing she could do, and that the best thing for her was to simply move on. Well that didn't sit well with her because she felt obligated (part of her personal vision statement) to fight to the end for her client. She found her way to me and after listening to the story, I asked how bad did she want this deal? Basically was she willing to fight against all odds to save the deal - well to her credit she said absolutely! So we made several strategic moves quickly and were able to get the foreclosure (actual auction sale) rescinded; then she worked through several other major obstacles (loan, repairs, extensions, inept buyer's agent, etc.) along the way. Finally she was successful in closing the transaction about thirty (30) days later. The point to the story is she never gave up on herself and her client because this event was a part of her vision as an agent and as a person.

We all have many personal stories similar to the one shared above that has touched us on multiple levels. And so, it is that I wish to share a poem with you that my dad hung on my bedroom wall when I was a teenager. He meant it as inspiration for at the time I was chasing a dream that everyone in my life told me was impossible. Over the years I have read this poem often, and to this day it has never lost its significance in my life. Today I am mindful however that the entire message is not just about "never giving up or giving in" ON EVERYTHING, but only that which supports my purpose or vision for myself! I hope you enjoy and give the gift of this poem to someone you love!

The poem was written by Edgar A. Guest, around 1930 (date varies depending upon your source). Mr. Guest originally got his start as a journalist in the 1890s with the Detroit Free Press. His first poem found its way to print with the Free Press in 1898 and he continued writing until his demise in 1959. The poem is entitled "It Couldn't Be Done":

“Somebody said that it couldn’t be done,

But he with a chuckle replied

That ‘maybe it couldn’t, but he would be one

Who wouldn’t say so till he’d tried.’

So he buckled right in with the trace of a grin on his face.

If he worried he hid it.

He started to sing as he tackled the thing

That couldn’t be done, and he did it.

Somebody scoffed: ‘Oh, you’ll never do that;

At least no one ever has done it;’

But he took off his coat and he took off his hat,

And the first thing we knew he’d begun it.

With a lift of his chin and a bit of a grin,

Without any doubting or quiddit,

He started to sing as he tackled the thing

That couldn’t be done, and he did it.

There are thousands to tell you it cannot be done,

There are thousands to point out to you one by one,

The danger that awaits to assail you.

But just buckle in with a bit of a grin,

Just take off your coat and go to it;

Just start to sing as you tackle the thing

That “cannot be done,” and you’ll do it.” Edgar A. Guest

I hope that you choose to make it a great week!! Please feel free to send me your comments, or let me know how I can be of service to you! Jim Peys

Whatever The Mind Can Conceive MOJO - June 22, 2009

2009-06-25T15:15:00.000-07:00

Another Monday and another MOJO! As we wind into summer and we are at the half way point (give or take) of the year, I thought this story may cause us to pause and think what is it that we are creating in our lives, today, in this moment. Consequently, I share this story:

Napoleon Hill once said, "whatever the mind can conceive and believe, it can achieve." Another way to say “you get what you expect.”

Scientists used to believe that we respond to information flowing into the brain from external sources. However, recent studies suggest other truths - that instead we respond to what the brain, on the basis of previous experience, expects to happen next. Study in point: Doctors in Texas studying the effect of arthroscopic knee surgery - assigned patients with sore, worn-out knees to one of three surgical procedures: scraping out the knee joint; washing out the joint; or doing nothing. During the "nothing" operation, doctors anesthetized the patient, made three incisions in the knee as if to insert their surgical instruments, and then pretended to operate. Two years after surgery, patients who underwent the "pretend" surgery reported the same amount of relief from pain and swelling as those who had received the actual treatments. The brain expected the "surgery" to improve the knee, and it did. Neuropsychologists studying these experiments as a part of “expectancy theory” explained that we spend our whole lives becoming conditioned. Through a lifetime’s worth of events, our brain actually learns what to expect next, regardless of whether it happens that way or not. Because our brain expects something will happen a certain way, we often achieve exactly what we anticipate.

Ah, a scientific explanation, to some degree, behind “The Secret” (one of many explanations by the way) - possibly that is why its so important for all of us to hold positive expectations in our minds. Replace the old negative expectations with more positive ones, and when we begin to believe that what we want is possible, our brain will actually take over the job of accomplishing it for us.

Recently, an industry of “New Age” philosophy has created a stir; however, these principles are simply a remix of centuries old theories. Many of today’s sages take their “core” content directly from Napoleon Hill’s articles and books written between 1928 – 1941 based upon interviews with billionaire industrialist Andrew Carnegie. Another famous Hill quip states “[y]ou can be anything you want to be, if only you believe with sufficient conviction and act in accordance with your faith; for whatever the mind can conceive and believe, the mind can achieve.” So what is it you believe for your own life, in this moment? Do you have a vision and personal mission statement for yourself that you truly believe in – that absolutely resonates with you at all levels of your being? If, like most of us, you want to be happy, set a goal that “commands your thoughts, liberates your energy and inspires your hopes.” (Andrew Carnegie, riches man in America in the early 1900s) If not, no better time than today to start (mine is in process of being revised and updated)!

I hope this MOJO finds you well and that you make this week better than last!! Make it a great day; and as always if there is anything I can help you with or be of service to you, please don’t hesitate to ask!

Successes Principles MOJO - June 15, 2009

2009-06-25T15:11:00.001-07:00

As you know I enjoy forwarding each Monday an inspirational message thoughtfully prepared by respected individuals. Today a friend shared a book with me and in starting to read the beginning chapters I thought it would be perfect to share with you. Some would suggest that the Universe drops in our lap messages, challenges, advice, experiences and intersections with people for reasons often for purposes not yet clear; however in this instance I am very aware of the meaning of the following in my life.

So if I asked 100 people this question, most if not all would answer in the affirmative, 'do you want to create the life of your dreams?' But then the obvious questions or rationalizations would ensue, such as how does one do that, or I’m not sure what I want, or I’m afraid or what if I fail, or I don’t want to repeat the mistakes of the past, etc.

Jack Canfield in his book "The Success Principles, How to Get From Where You Are to Where You Want To Be" offers sage advice that I would like to share with you. In his book, Mr. Canfield states:

"We Must Give Up All Excuses"

Ninety-nine percent of all failures come from people who have a habit of making excuses.

“To create the life of your dreams, you have to take 100% responsibility for your life. You have to take the position that you have always had the power to make it different, to get it right, to produce the desired result. For whatever reason - ignorance, lack of awareness, fear, needing to be right, the need to feel safe - you chose not to exercise that power. Who knows why? IT DOESN'T MATTER. THE PAST IS THE PAST. All that matters now is that from this point forward you choose - that's right, it's a choice - you choose to act as if (that's all that's required - to act as if) you are 100% responsible for everything that does or doesn't happen to you.

Canfield offers a simple formula to explain the underlying premise of taking responsibility (perfect for those of you who are the ‘analytical’ archetype):

E + R = O
(Event + Response = Outcome)

“Basically every outcome we experience in life is the result of how we respond to an earlier event or events in our life. We have two basic choices:

1. Blame the event (E) for our lack of results (O). We blame all the external forces for the result – the economy, racism, gender bias, lack of support, the system, the weather, other people, etc., etc., .... However, lots of people overcome these so-called limiting factors, so it can’t be the limiting factors that limit us. It is not the external conditions and circumstances that stop us – it is us. We think limiting thoughts and engage in self-defeating behaviors. We waste time on the trivial, eat unhealthy food, fail to exercise, spend more money that we make, avoid necessary conflict, fail to tell the truth, don’t ask for what we want – and then wonder why our lives don’t work.

2. You can instead simply change your responses (R) to the events (E) - the way things are – until you get the outcomes (O) you want. You can change your thinking, change your communication, change the pictures you hold in your head (your images of yourself and the world) - and you can change your behavior – the things you do. That is all you really have any control over anyway. Unfortunately, most of us are so run by our habits that we never change our behavior. We get stuck in our conditioned responses.... Everything we think, say, and do needs to become intentional and aligned with our purpose, our values and our goals.

IF YOU DON’T LIKE YOUR OUTCOMES CHANGE YOU RESPONSES.”

I hope you make it a great week!!! And as always, let me know if I can be of service to you or a family member, friend or peer.

The Tortoise MOJO - June 1, 2009

2009-06-25T14:47:00.000-07:00

Today is Monday, June 1st and as we approach the mid point of 2009 this MOJO is particularly poignant. Many of us set goals around New Years’ each year because it seems appropriate on the eve of another year. Yet as the weeks wane those goals become further away from our consciousness. Others of us commit to goals throughout the year, but sometimes fall short with the passage of time. I find myself in the later category - and I often remind myself, especially learning from my kids (actually young adults now), about the story of the tortoise and the hare. That story is relevant when reading today's MOJO.

The tortoise had it right as far as the story tells us - slow and steady (consistency) will prevail over the long haul. But I wonder if along the journey as the tortoise toiled plodding along never stopping if it thought how to be more efficient and better along the journey? Little course corrections and constantly evaluating his journey via the infamous "feed back loop" in decision making. My guess is that the tortoise was constantly evaluating his progress becoming more efficient with every stride as it consistently moved towards the goal. Ah tis much I have to learn. The goal remains clear but my diligence to the path often strays.

As always I hope you enjoy this morning's MOJO thanks to Tom Tognoli, COO and Founder of Intero Real Estate Services.

“Good Morning MOJO,

Here is a great question…Where will I be in ten years from now if I keep going the way I am going? Reflect for a moment on last week and ask yourself this question…”if I do exactly what I did last week, every week for the next 10 years where will I be personally…professionally…spiritually…in my relationships with those I love and care about the most…how will my health be…what will my bank account look like in 10 years from today?

So many people fail to realize that success at anything in life is the result of little successes achieved over a very long period of time. That is why obesity of the #1 preventable killer in the world today. People are looking for the quick fix…for a pill or a magic diet. We are not willing to make those small sacrifices and stick with it for the long haul. Truly successful people are long-term thinkers. They know that they must build upon each achievement and constantly learn new and better ways of doing things. A regular review of your progress is essential part of goal setting. A goal is a little more than a wish unless it has a timetable for completion. Make sure your plan for your life includes short, medium and long term goals. Revise your goals as things change…check them off when they are completed and set new bigger goals for yourself as you grow. And take time to reflect often to make sure you are on the right track.
"The actions you take in the first hour of your day will determine your fate for the rest of it"”