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From: DWG [moreinfo@dwgint.com]
Sent: Friday, December 07, 2001 5:07 AM
To: moreinfo@dwgint.com
Subject: Manage Your Success
    By Kevin Kutter
    Executive Sales Coordinator
    DWG International
 
     Hi Everyone,

In the past 2 decades of my life I’ve made a real effort to be around the people who are successful. As a result of doing that, I like to think that I’ve picked up a few things from them that have made a difference somewhere in my life. An Example that comes to mind is one that comes from hanging around Jim Adams. I’ve pick up many life changing tips and techniques from him but one that stands out while I type this is that I shouldn’t “major” in the “minors.” Now for you baseball fans reading this it has nothing to do with baseball. Trust me! But it has everything to do with success in business. It’s confirmed for me that I shouldn’t waste the precious time I have on this planet trying to resolve minor issues. I should quit spending 80% of my time working on that 20% that never seems to produce results anyways. Shortly after the application of that truth to my life Frank Meyers recommended I read a book entitled, “Don’t Sweat the Small Stuff…and it’s all small stuff” by Dr. Richard Carlson and it gave credence to Jim’s teaching in my life. Amazing how the truth always comes full circle.

Today I want to share truth with you again. Truth that if applied to your life and to your business that you will be blessed beyond your current desires in life. This material comes from a distant mentor (someone you claim as a mentor but they don’t know it) who has had an incredible impact in the success that I’ve experienced. I met him once in an airport. I was sitting down waiting for my flight to board when I spotted him walking to another gate. He was moving at a rapid pace and I wasn’t completely sure it was him because this man was much more gray hair than the pictures I’ve seen of him. All I could think of was that if this was him I had to catch him and thank him for changing my life and improving the financial well-being of my family. So without further pondering I grabbed my bag and set my sights on an intersecting point down the hall. The estimated place that at his current speed and my projected speed we might meet. Well it happened just as I planned and he didn’t even stop to talk…but it was him…the man…as it turned out he was late for a flight so I walked at his pace next to him and began to thank him for all he had done. To him I may have just been another spec of salt in the salt shaker or even smaller…you know the song “all we are is dust in the wind.” But to me, saying thank you to Brian Tracy was the least I could do for all he had done in my life.

He’s taught me a lot about sales and the managing of today for the success of tomorrow. Now I’ve paraphrased some of his material and even altered it a bit to fit our business but I do trust that it will help you in managing today the success you’re entitled too. I must also share with you that I like many am a work in progress. I work on these areas of my life daily and have not yet perfected them. But just working on them is changing my life and my business… daily.


THE KEY TO PERSONAL MOTIVATION AND MANAGEMENT

YOUR REAL GOAL Your goal is to become a transformational leader, the kind of person that motivates and inspires people to perform at levels far beyond anything that they had previously thought possible. I like to say… We’re to create in others an awareness that they too can blossom and then achieve the success they seek.

KEEP PEOPLE IN THE KNOW Transformational leaders empower others by keeping them "in the know," by keeping them fully informed on everything that effects their business. People want and need to feel that they are “insiders,” that they are aware of everything that is going on. There is nothing so demoralizing to a friend or anyone in your organization than to be kept in the dark about their DWG business and what is going on in the company. That’s exactly why we make sure our groups know about all the specials and promotion available. We never want to hear… “If I had known that I would of…”

GIVE REGULAR FEEDBACK One empowering behavior practiced by transformational leaders is regular feedback on performance and results. People need to know how they're doing so they can improve if performance is below standards and so that they can be proud of their successes. The more feedback you give to people, the better it is, as long as the feedback is objective and not critical. Ken Blanchard, the author of the 1Minute Manager says that, "Positive feedback is the breakfast of champions." 

BE GENEROUS WITH PRAISE Be generous with your praise and encouragement. Remember, people are the only asset that can be made to appreciate in value by giving them warmth, respect, approval and by creating a climate of positive expectations. This is the very basic ingredients to co-creating leaders in your group.

CREATE AN EXCITING FUTURE What companies and countries and institutions need today are courageous visionary leaders who are committed to creating an exciting future for themselves and others. You have within yourself the ability to evolve and grow as a leader and to make a real difference in the world around you. And the one thing you can know for sure about yourself is that, no matter what you've accomplished up to now, there is far more that you can do. It’s was also written over 2 thousands years that without vision people parish. Each of us can take on the responsibility to cast the vision set forth by DWG.

As you practice the behaviors of effective leaders, you will grow more and more toward the realization of your full potential. It's completely up to you. 

ACTION EXERCISES Here are two things you can do immediately to put these ideas into action in your work. 

First, hold regular meetings in your local area. Invite every distributor in the area whether they’re in your group or not and even invite guests. Share or cast the vision of our company, the present and future water conditions, and even the securities no longer found in corporate America. Tell them everything that is going on at DWG and what the future holds for those who get involved. Invite their comments, questions and concerns. Make everybody feel as if he or she was an insider in the organization. Then cast the future for your area and what leaders can expect to gain from being actively involved.

Second, set a schedule of meeting and training for your area while everyone is present. Give assignments to those who volunteer. Then charge everyone with the responsibility to bring guests.

Third, continually look for opportunities to give positive feedback, praise and encouragement. People need praise and encouragement like roses need rain and sunshine. Take every opportunity to make people feel better about themselves and their work. 

RECOMMENDED PERSONAL LEARNING Learn keys of persuading others and techniques for dealing with difficult people. Plus, learn how to recognize leaders remembering that many of them may already be there and are in need of encouragement. Also, become fearless in your pursuant of success recognizing that no one can steal your desire.

Kevin Kutter
DWG International
Voicemail: 523-2209
E-mail: k2@main.com