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Legacy leadership promo
1. © 2011 randyeking.com – 800-913-1359
Copyright © 2010 by Randy E King part of the CEG LLC companies Published by Road Scholar Publishing, Scottsdale AZ. 85255 800-913-1359 All rights reserved. No portion of this publication may be reproduced. Cover Design: Randy E King Book Design: Randy E King CEG is a registered trademark Printed and bound in the United States of America Edited by: Linda Reboh www.randyeking.com Table of ContentsFrom Me to YOU!Chapter 1Taking Advantage of Opportunity:How to Know and Recognize OpportunityChapter 2Waking Up, Getting Motivated, Going After it:Re-Discover the American DreamChapter 3Success is not Easy:Change your Attitude: Putting Your Ego in Your Back PocketChapter 4Treat People Like People and not Money MachinesChapter 5Taking Action: Having a Game PlanChapter 6Build Your Foundation First, Everything Else Will Fellow © 2011 randyeking.com – 800-913-1359
Chapter 7Know How to Maximize Your Opportunity When You Have itChapter 8Staying Motivated: What it TakesChapter 9Set Your Goals in All Areas of Your LifeChapter 10Leading the No Excuses LifeChapter 11Invest in Yourself, Before all ElseChapter 12Taking Care of the Little Things, Adds Up to Big ThingsChapter 13Leadership: What Makes a Leader?Chapter 14Accept the Things You Cannot Changeand Change the Things You CanChapter 15Realizing What You haveChapter 16The Seven Myths of Success: All not TrueChapter 17The Old Axiom: Look for Opportunity in Your Own BackyardAbout the Author © 2011 randyeking.com – 800-913-1359
Chapter 1Taking Advantage of Opportunity: How to Know andRecognize Opportunity“Small opportunities are often the beginning of great enterprise.” Demosthenes I want to thank you for sharing this time with me and downloading andreading my book.For the past 27 years I have been employed and self –employed and have had a lotof leadership responsibility, which I believe has given me a lot of valuableinformation on the subject of people development and LEADERSHIP skills. Overthe years I have dealt with thousands of employees who have gone through therevolving door of opportunity several times without being able to capitalize on asingle opportunity. Now this is has not been due to lack of great opportunities, butfrom the employee’s inability to make the most of what is in front of them.My success for being able to turn around the sales’ forces for many businesses andorganizations is purely based on getting people to maximize their current businessopportunity, rather than continuing to jump from job to job. My goal in this sessionwith the hour and a half that we spend together is to help you implement what Irefer to as ‘Legacy Leadership;’ so that you can accomplish the following thingswithin your life. Let’s ‘wake up,’ ‘get motivated,’ and ‘go after’ what life has tooffer you!The news media and experts tell us that the “baby boomers” used up the last of theopportunities in this country, and that the so-called ‘Generation X’ will be the firstgeneration in this country that will be worse off than their parents and they canonly look forward to moving backwards. If this is true I wonder why it is thatpeople from around the world still come to the U. S. when they’re coming to betterthemselves. How can we be operating in a 100 trillion dollar economy? Why do wehave more millionaires in this country than ever before? How can a man like, BillGates, become one of the richest men in the world in the space of only 15 years?The answer is that the American dream is not dead.We may have reached a sticking point in our quest for opportunity, but we haveanother alternative besides turning back. We can look around and take a stepforward. This is what people like Bill Gates has done. They’re looking for the © 2011 randyeking.com – 800-913-1359
American Dream and new directions. Opportunity is all around us, if we are astuteenough to recognize it. Often we are facing in the wrong direction to see it clearenough; this is why the awareness process, folks, is so important on the path tosuccess in life. You’ve got to have, what I call, the life acumen and size up thethings that have the validity of moving your life forward.It can be a difficult talent to develop, but capitalizing on opportunity has never beeneasy. But, that’s why the rewards are so tremendous in today’s marketplace. Toooften people confuse, however, the ease of opportunity with the availability ofopportunity. Now sometimes it’s more obvious than other times, but then again, it’snever easy. But think about it, if building a business like ‘Microsoft’ was easy, doyou think that Bill Gates would be worth billons? No, not at all!To capitalize on your opportunity you must change your thinking. You must startto think like a leader, even though you are not recognized as a leader yet. You havestarted that process by reading this book today. To tweak your awareness processinto high gear, you must be careful what you think about. Listening to the so-called‘naysayers’ out there - the negative people - can clog your creative mind just likefatty foods can clog up your arteries. Now as far as changing the thought process, Iwant to help you dispel what I call, the ‘seven myths of success.’Myth 1:People become successful overnight. They don’t have to work for it; webelieve this because we only see the results of the success, rarely the process.Myth 2:Successful people were born with a talent that the rest of us just don’t have.Myth 3:Successful people have successful parents who gave them a head- start onbeing successful; teaching them how, and introducing them to the rightpeople..Myth 4: People succeed by back- stabbing and being unethical to other people.Myth 5: You must sacrifice a good home life to succeed.Myth 6: Successful people are only chasing the dollars.Myth 7: Successful people have no problems. © 2011 randyeking.com – 800-913-1359
Chapter 4 Treat People Like People and not Money Machines“Leadership; Your people – their family – the company & then you…maybe?” Me I received a phone call from one of my top representatives many years ago,basically thanking me for putting her first and production second. You see she hadan illness that she thought was going to be terminal. Thank God the doctors foundout that it wasn’t. This woman had in been in sales for 30 years. She was aveteran. She was a winner. She stood out because she was among the top 25representatives within the organization of nearly 450 representatives. She hadfallen off course just a little bit, because of her illness. But I think the thing thatreally touched my heart was that she took the time to say, ‘Randy, I want to thankyou for your support.’What this story brings home is that you’ve got to treat people like people first -whether it’s yourself, your boss, your employers, or your customers – dollars have tocome second, and employees first. The company comes third and it’s got to come inthat order. The company will benefit, tremendously but just as long as these peopleare happy doing what they’re doing.Now I’m here to tell you sales managers, you sales people – leaders in thecommunity as well as corporate America – that you’ve got to do several things withyour people, because I believe that your people are your most valuable asset. Youare only as good as your people are going to be. It is your job to develop your people.They look up to you! And we will talk more about that when I get intoLEADERSHIP styles a little later in the program.I have another story. A few years back, one of my reps had called me on the phoneon a Friday night and I had just gotten off the plane from Dallas, and I was tired. Ihad just spent three days training some top sales reps out in that area and thisrepresentative asked me, ‘Randy, how do you stay up and motivated on a day-to-daybasis?’ Well, you know, it was Friday night about nine o’clock my time and quitefrankly, I wasn’t too motivated. But I had to reach into my bag of sincerity - not mybag of tricks, mind you - but the things that came from my heart. © 2011 randyeking.com – 800-913-1359
Now I’m here to tell you that when you feel as though the person saying, ‘Pleasehelp me! I believe in you as my leader. Give me some inspiration, give me someMOTIVATION, and please tell me what to do!’ and whether it’s three o’clock in themorning, or twelve noon, you have got to reach down and you have got to help thisindividual succeed, and pull them out of their slump. I told this rep, ‘Listen!Getting in shape is not easy. Financial success is not easy. A marriage is not easy.And neither is long-term employment.’ Whether it’s sales, service, manufacturing -whatever the case might be – you have got to find out what motivates you and youhave got to work at it on a day-to-day basis.You see I believe that the opportunity does not lie within the job, it lies within theindividual. I’ll say that again, and write this down: ‘Opportunity does not lie withinthe job, it lies within the individual!’ I mean think about it, just because you andyour spouse happen to get into an argument, you don’t holler ‘divorce,’ although,51% of today’s couples do, unfortunately. And I hope that we can change that, justlike in the employment situation we can change. Lower employment, higheremployment – just because times are tough, too many people today holler, ‘I quit,’There’s a book out, “Why America Won’t Go To Work:” pick it up if you’re a leader;pick it up if you’re in sales; pick it up if you’re an employee; pick it up it up if you’reunemployed. Find out what the masses are doing and do the opposite, and you’ll dovery well. As the title of my series say, ‘wake up,’ ‘get motivated,’ and ‘go afterit!’ we’re going to talk about this later on. Chapter 6Build Your Foundation First Everything Else Will Follow “There is something that is much more scarce, something rarer than ability. It is the ability torecognize ability.” Robert Half You know sometimes during casual dinner conversation, friends of mine whoare not quite doing so well will attempt to give me advice about something. I don’tlisten to them. I’m polite, but I just don’t listen. It absolutely amazes me. Let meshare with you a story about this. I had a rep that had left who didn’t do very well,and although she said that she liked sales and wanted to succeed, she couldn’t cold © 2011 randyeking.com – 800-913-1359
call and do our particular profession and succeed at it. But what was amazing tome is that she had called me six months later and said, ‘Randy, I have a wonderfulopportunity and I wanted to share it with you.’ I could believe it! This womancould not succeed in my sales organization, yet she was trying to give me advice onselling another program. Now I’m not putting down other programs, but basicallyyou have got to have a solid FOUNDATION to you move on, and we’ll talk aboutthis.Someone had deluded her into believing that she could succeed without changingthat FOUNDATION. Well, back to my story; this woman wanted me to enter into abusiness partnership with her and her husband, so they came over to the house andI listened. They had a used BMW; they had the Rolex that they were probablypaying on with installments; they lived in an area that could be considered upscale;they were an attractive couple.They were definitely ‘faking it, until they made it.”But her FOUNDATION was no different when she failed with my organization.Now I felt that I needed to give this couple some advice, and I saw very clearlywhere they were going wrong. I said, ‘Listen, you’re a wonderful couple, but let megive you something that you can take back with you that can hopefully change yourlife; because I can tell the two of you want to succeed and you’ve got to do somethingfirst, and you’ve got to develop a stronger FOUNDATION than what you alreadyhave.’‘You see, you’re coming to me, because you think that I can make you a lot ofmoney.’ I asked the husband, ‘What kind of car did you drive up here in?’ He said,‘Well, a 10-year-old used BMW.’ I said, ‘Hey, and the house?’ I commented, ‘Is yourhouse and the car you drove up in more expensive than my house and car that Ihave?’ He said, ‘Well no, not at all.’ And I said, ‘Then why in the world should Ilisten to you? What do you have to offer me?’ He said, ‘A wonderful opportunity.’When I had asked him if they had succeeded at the opportunity that they areinvolved with, yet, he said, ‘Well no, they’re just getting started.’ And I said, ‘Well, Idon’t want to bust your bubble, you’re excited and I can tell. And that’s okay, butchances are - and I hope that I’m wrong – but a year from now from now you won’tbe in the program.’Well, lo and behold, a year later, guess what? They’re not in the program, why?Because it just didn’t work out for them. Why didn’t it work out? Because they’renot who they said they were. You see, if you’re really solid and you’ve got a reallysolid FOUNDATION, you’re going to make it. If you change your job before youchange your FOUNDATION, it’s not going to work. It’s that simple. Now thiscouple had not changed their work ethic, so they were destined to fail regardless ofthe opportunity. © 2011 randyeking.com – 800-913-1359
There are many aspects to a solid FOUNDATION: spiritual; family; physical; andcareer. When I used to interview sales people for positions throughout the country,I often ask them, “What do they want to make’ in terms of income for the year.”Their comment was usually between ‘$70,000.00 to $100,000.00 a year’. I was notfamiliar with their FOUNDATION, or their ability at that time, so I would askthem, ‘Why do you feel that you want to make that, and why do you feel you’reworth that type of income”. When I would know the year before they had anaveraged only $30,000.00. Most didn’t have a good answer.Now there’s an old rule of thumb: ‘if you want to earn more, you have got to becomemore.’ It’s that’s simple. If you want to increase your income, you have got todevelop a value to the market place, which will enable you to make a good income.It’s not simply a matter of wanting it, showing up, or setting goals for it. You havegot to educate yourself. You have got to become more in order to earn more.Here’s a great question, and I get real excited about this: “Are you an asset, or aliability to your current company?” Think about this. Now I come to this from adifferent angle than most trainers do. I take a long hard look at differentopportunities and different companies. I get motivated and I motivate my people,and hopefully, I can motivate you.I ask you to check your FOUNDATION that we’ve talked about. Are you who yousay you are? Are you an asset, or are you a liability to your current employer? Ifyou think about this do you need your company more than they need you? If theanswer is yes, you’re in trouble. And I’ll say that again, if the answer is yes, if youneed your company more than they need you, folks, you’re in trouble. It’s becauseyou have not developed any type of network that that company would want to investin, other than having you fill in a vacancy, a territory, a seat, or an open spot. It’sthat simple.You have to ask yourself, ‘What is my value?’ What is my net worth from anemployer’s standpoint, or a customer’s standpoint? You see, if you weighed 190 lbs.would you be seen as a 190 lbs of in-shape muscle, able to pull your load, and able tocarry your weight and be productive? Now, a 190 lbs. of fat is just taking up space.Do what you have to do to make yourself a valuable asset to your company. Andthat’s the bottom line,You see folks, you can’t beat the system. The system is going to beat you. Youknow down deep inside whether or not you worked hard enough to validate yourcurrent situation. It’s as simple as that. If you’re not maximizing your efforts, ifyou’re not doing everything that you can do to maintain your job security, ‘shame on © 2011 randyeking.com – 800-913-1359
you!’ because you’ll be unemployed. And let me tell you my friends, if you think thatbeing unemployed is easy, and that you’re going to roll into another greatopportunity, you got another thing coming.Now they’re out there, believe me, but you must realize that statistics show forevery position paying between $35,000.00 and $50,000.00 a year in income, thereare 375 applicants with your ability standing there in line waiting to fill thatemployment opportunity.For those of you who are trying to find a six-figure income, it’s going to take fromtwo to three years to land an opportunity. It’s unbelievable! Seventy-four percentof Americans said that they would have a difficult time finding another job. That’s¾ of America. Yet, we don’t hang on to what we currently have. It’s amazing to me.So, if you’ve got a good deal, if you’ve got a good opportunity, and you’re happythere, make it work. Don’t lose it though lack of hard work. Promise me! You haveto ask yourself if what you’re currently doing is moving you toward or away fromthe goals that you want to obtain. You have to look at several areas in your life:spiritual; family; success, your career, as well as your health. That’s very, veryimportant.Within your current opportunity, are you able to maximize what you want out oflife? If the answer is ‘no,’ you might need to move on, and that’s okay. Butremember, the opportunity does not lie within the company, it lies within yourself.Look at that couple I mentioned earlier where the woman got into the multi-levelprogram. Someone promised her the ‘pie in the sky,’ and because she was lookingfor the easy way out, she fell into the trap of changing the job, rather than changingthe FOUNDATION and her work ethic.To purchase this entire eBook, visit: www.amazon.comMost recent books by this Author: Grow your Company Grow yourself, together Dominate the Market Place Left-Center-Right, What is Best for America?You can email the author @ email@example.com or Visit: www.randyeking.com orwww.storiesofusa.com © 2011 randyeking.com – 800-913-1359
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