Rethinking the Elevator Pitch

By Patrick Mahan

You never know who you might bump into. A chance encounter on an airplane could lead to your next big sale. Or the person in line behind you at the grocery store just might be the strategic business partner that helps take your brand global.

As they say, "Luck is what happens when preparation meets opportunity." The question is, how prepared are you when opportunities like these arise?

Golden Rule of Email Marketing

How to increase your email open rates and minimize unsubscribers.

By Patrick Mahan

Email marketing is one of the most effective and personal forms of marketing.

Why?

Because not everyone reads your industry's publications looking for your ads. Not everyone watches television at the time you run your commercials. Not everyone listens to the radio or drives past your billboard. Not everyone subscribes to your blog's RSS feed or checks your Facebook Page or visits your website each morning. But ... everyone checks their email inbox.

And that's why email marketing is so powerful. However, as they say, "With power comes responsibility." And your responsibility is to NOT wear out your welcome.

Steve Jobs Best Marketing Advice

Some of the best marketing advice you'll ever hear in this 7 minute speech by Steve Jobs to Apple employees in 1997.

As he explains, it's not about features and benefits. And it's not about comparing yourself to the competition. It's about discovering your core value—who you are and what you stand for—then communicating that clearly and passionately to your target audience.

Example: Nike sells a commodity. Shoes are boring. But when we think of Nike, we feel something different than a shoe company. Why? Watch the video and find out...

Video link: http://youtu.be/vmG9jzCHtSQ

6 Steps to Turn a Wish into Reality

By Patrick Mahan
In order to turn your wishes into reality, it's important to understand the evolution of a wish.
Step 1 = WISH 
Everything begins with a wish. A thought enters your head such as, “I wish I had a new house.” A wish is an important first step, but a wish is weak.
Step 2 = DESIRE
A wish must evolve into a desire. The stronger the desire, the more likely you are to achieve it. Look at the word desire, de- (meaning from), sire (meaning father). So, in a spiritual sense, a desire comes "from the Father". When a wish pops into your head, believe that it wouldn't have popped into your head unless you had the power to achieve it. To give your wish strength, you must emotionalize it. Emotions provide the fuel to mobilize your wish. Charge it with emotions until it becomes a burning desire, something you crave.
Step 3 = INTENTION
The next stage is Intention. Once you have a burning desire, you must set a clear intention. “I intend to purchase a new house.” An intention is an anticipated outcome. It is a strong declaration. At this stage, you have fully internalized and visualized the accomplishment coming to pass.
Step 4 = CONVICTION 
In the courtroom, you need EVIDENCE to get a conviction. It's the same in life. In order to achieve your dreams, you must turn your "weak wishes" into "strong convictions". At this stage, you are firm in your belief. So firm that you carry forward despite what others may say to dissuade you. You'll need strong supporting evidence (past successes, examples from your own life and the lives of others, that this goal is possible to achieve). In 1954, Roger Bannister become the first person EVER to run a mile in under 4 minutes. But then, within a year, 20 more people broke the 4-minute mile barrier. The barrier wasn't physical. Like most things, it was mental. Once Bannister presented "evidence" that it could be done, others were then filled with a conviction that they could do it too. And they did.
Step 5 = INSPIRATION
The final stage in the evolution of a wish—leading to fulfillment—is inspiration. When you reach this stage, your wish has fully matured. Dr. Wayne Dyer said, “Motivation is when you grab hold of an idea and carry it through to the end. But inspiration is when an idea grabs hold of you and carries YOU through to the end.”  You must be fully inspired to make your dreams a reality.
Step 6 = FULFILLMENT
This is where you take ownership of your “gift” and most importantly… show gratitude. You'll find the more gratitude you show, the more wishes will be fulfilled.

5 Step Business Plan

Things don't have to be complicated to be effective.

I've been thinking a lot lately, trying to pinpoint the basic ingredients that make some businesses great. Here's what I came up with—a very basic five step business plan...

1. Employees come first. You can't pull the cart all by yourself. So treat your team members like gold and they'll pull harder for you.

2. Create something (a product or service or idea) that is truly remarkable and wrap it in a story that people can relate to and want to share.

3. Get it into as many hands as possible (give it away at first if you have to).

4. Reward the people who are telling your story. Treat them like royalty and they'll reward you with loyalty.

5. Profits start flowing when loyal customers begin evangelizing for you. Take a big chunk of those profits and re-invest it into improving the Customer Experience.

What do you think? What would you add (or change)?

How to Grow Your Business the Seth Godin Way

By Patrick Mahan

Seth Godin is a marketing genius. Pick up any one of his best-selling books and it will change the way you think about marketing forever.

I found a video on YouTube, an interview in which Seth talks about how to make your small business indispensable. It is packed full of game-changing tips that will help you take your company to the next level. It's also a great primer if you've never read any of Seth's books, as it gives a brief overview of some of his most important philosophies.

I've included the video at the end of this post so you can watch it for yourself. But first, I'd like to share with you some of the key take-aways from the video.

As Seth explains, the old way of marketing is broken. The old way, "Interruption Marketing", was all about standing on the mountain top and broadcasting your message to the masses and hoping to capture their attention while they were busy doing other things. The theory was: If you yelled at people loud enough and often enough, then you would make enough money to pay for all that yelling.

"[Marketers were] yelling at people who didn't want to hear from them about stuff they didn't want to hear about." - Seth Godin

But today, technology has changed everything. People can screen their phone calls with Caller ID. They can skip television commercials with tools like TIVO. They can block internet pop-up ads. And SPAM filters help keep annoying marketers out of your email inbox.

Yet it seems that the harder consumers try to lock marketers out, the harder marketers try to pick the lock!

Think about how misguided that strategy is... If someone slams the front door in your face, then they're going to be really annoyed when you start knocking on the back door! And that's what a lot of marketers are essentially doing. Trying to beat the system. Trying to invent clever ways to "slip past the doorman".

Well, guess what? People don't like it! They've made that clear. So quit marketing to people in ways they don't like to be marketed to!

Personal, Timely and Relevant

As Seth says, your message must be "personal, timely and relevant." When you craft your message in a way that speaks directly to your prospect (like a one-to-one conversation vs. a public broadcast) and you deliver that message at a relevant time (like a plumber offering a coupon to a new home owner) people will appreciate that. And by giving them something of value, they are much more likely to grant you permission to continue marketing to them—as long as you don't violate their trust (by sending impersonal, poorly timed, irrelevant messages).

So earning permission is crucial. It's the equivalent of being invited into someone's home. And it's the polar opposite of the old, broken down "Interruption Marketing" strategy. You can learn more about this important distinction in Seth's landmark book, Permission Marketing. It will change your entire approach.

So how do you grow your business?

The key, based on Seth Godin's principles, seems to be a three-pronged approach:

1. Create a remarkable product or service that people like, trust and believe in
2. Wrap it in a story that is worth telling
3. Attract a tribe of like-minded individuals that will tell your story, spread the message, and attract more people into the tribe.

Read that list again. (I believe there was a carpenter who used a similar strategy about 2000 years ago with incredible success.)

"If you can lead a tribe, then the marketing will take care of itself." - Seth Godin

The tribe will spread your message for you (as long as you have a message worth spreading ... a story worth telling). It's word-of-mouth marketing at it's best.

"Turn strangers into friends, friends into customers, customers into salespeople." - Seth Godin

Make a Connection

Large businesses can afford to spend millions on mass marketing. Small business don't have that luxury. But they do have a distinct advantage. They're more human. And people like to connect with other people, not a faceless corporation.

Apple has been so successful thanks to the leadership of Steve Jobs. He gave Apple a human face. He created a brand image—a story—that Apple is created "by people, for people." As a result, people can connect with Apple in a way they can't connect with a corporation like IBM.

What about your company? Does it have a human face? Or is it just another impersonal, faceless corporation? Have you ever noticed that at the center of most great companies is a charismatic, highly-visible leader? A face people can connect with?

Tribes Don't Have to be Big to be Effective

"If you have 1000 true fans and those 1000 people are willing to drive across the country to watch you perform and those 1000 people tell their friends, then that's enough to make a big impact." - Seth Godin

How to Create a Tribe

Rule #1 is to be a person. Be authentic. Show off your personality. Tell the truth. Create remarkable products / services that people want. Things they genuinely want because they want them... not because you pushed it on them.

Rule #2 is ... Don't try to be all things to all people. A tribe is a group of like-minded individuals. And tribe members want to feel like they are members of a club. They want to be "insiders". And as Seth says, in order to have insiders, you must have outsiders. That means, you must be willing to say that your product or service isn't for everyone. If you play it safe and try to be all things to all people—and if you don't want to risk alienating anyone—then you'll find yourself standing in the middle of the road. And the middle of the road is where you get run over.

You must go to the edge. Be extreme. Don't be just another bland, vanilla brand that caters to the masses. It's okay if some people HATE your product, as long as a tribe of people LOVE it. And as long as you remain true to that tribe and continue weaving a story that your tribe members will evangelize (not just on your behalf, but on their behalf as well).

Social Media's Role

In the following video, Seth says there is good news and bad news regarding the rise of social media. The bad news is too many marketers are using social media as another way to SPAM people—don't do that! Social Media is not another channel to yell at people. Instead, use the power of social media to build a social network—a gathering place for your tribe.

The Interview

Now feel free to watch this video featuring Seth Godin. This is an interview I found on YouTube posted by BusinessZone.co.uk editor, Dan Martin.

Video link http://youtu.be/3vzuLbaMAF8

Clearly, I'm a big fan of Seth Godin. I've read most of his best-selling books and plan on reading the rest. I hope I've done justice to interpreting his marketing philosophies in this blog post! And I hope you'll find some of this useful.

Are you a fan of Seth Godin? Have you been able to implement any of his strategies into your business plan? I'd love to hear your comments.

Tip the Scales! Increase Sales by Positioning Yourself as the Low Risk Solution

By Patrick Mahan

"Most people won't change until the pain of where they are exceeds the pain of change." - Dave Ramsey

I love this quote from finance guru, Dave Ramsey. And it applies to selling just as much as it applies to personal finance strategies and ... life in general.

For customers, every significant buying decision is like a balancing act. Imagine two scales. On one side is THE PAIN OF WHERE THEY ARE NOW. On the other side is THE PAIN OF CHANGE.

As a salesperson, you have to tip the scales. You must show the prospect that THE PAIN OF WHERE THEY ARE NOW is worse (more painful) than the hassle, burden or PAIN that may potentially come along with the process of changing.

When you're selling a product or service, one of the biggest hurdles you have to overcome is inertia. That is, getting people to MOVE... take action... make a decision.

Often times, their hesitation may have nothing to do with you or the quality of your product or service. It may simply be that either they are reluctant to the idea of change (I've always used Brand X), or maybe they just don't want to put forth the effort (switching insurance agencies to get a lower rate makes sense, but is it worth the hassle?).

Here's a good way to look at it... Imagine every customer asking the question, "Do the benefits received outweigh the burdens endured?" Most customers are thinking this, but never actually ask. So engineer your sales approach around answering that unspoken question.

As you know, most people don't like change. They delay making a decision because doing nothing and sticking with what they've always done is easier. It's the path of least resistance. It allows them to stay inside their comfort zone.

As a salesperson, your job is to overcome that inertia and get them to move. And that involves helping them get out of their own way! Deep down they want to buy, but pulling the trigger is often the hardest part. It's like a person standing on the edge of a diving board... sometimes all they need to take the plunge is a little reassurance and encouragement!

To do this, you have to create discomfort / dissatisfaction. Create an uncomfortable itch for the customer (associate that discomfort with their current situation), then offer them a low-risk, hassle-free solution. The more you can associate low-risk, low-hassle with your product/service, the more likely they are to buy.

In sales, it's really not about having a slick sales pitch packed full of features and benefits... it's more about positioning yourself as the low risk, low hassle, easy, and convenient solution to their current "problem".

Imagine selling a washing machine... most salespeople will jump right into features and benefits...

"This machine comes with a patented NO-SHAKE SYSTEM, which means it vibrates 50% less than conventional washing machines. And it has a built-in Power Steamer, which gently steams your clothes, giving you whiter whites and less wrinkles!"

By this time, the customer's defenses are up. She feels like she's being sold. And if she's like most people these days, she already did her research on the Internet (and probably knows more about this particular product than the salesman). But the salesman was so anxious to jump into his "pitch" that he failed to get to the heart of the matter. That is, "What's wrong with your old machine?"

Once the lady lists all the things wrong with her "old" machine, she is well on the way to selling herself. The PAIN OF WHERE SHE IS NOW has been reinforced. And the salesman didn't pitch anything! He just asked one simple question. A question that uncovered the PAIN that brought her into the store.

Next, the salesman (who has two ears and one mouth which means he LISTENS twice as much as he talks) now simply re-plays what the lady told him...

"You mentioned that your clothes were coming out of your old machine with stains? [continue to reinforce the concept of her "old machine". Psychologically, you want to distance her from it and put it in the past.]

Once you've answered her questions, begin removing the natural fears, worries, and hesitations that come with making significant purchase decisions. Reduce the PAIN OF CHANGE. Make owning this new machine easy. In this case, that may be offering to remove her old machine. Or it may be offering to install the new machine. Or it may be 12 months no interest financing. Or it may be an extended warranty. Do whatever you can to lessen THE PAIN OF CHANGE (the pain of making a decision). Remove the hurdles. Ease her mind. Solve her problem. Make the sale.

Again, it's all about positioning yourself as the low risk, low hassle, easy solution. So many sales people pile on the features and benefits when all they really need to do is ask the customer "Where does it hurt?" Then show them how to ease the pain.

How to Avoid Becoming a Commodity... the Starbucks Way

By Patrick Mahan

Are you afraid that your product/service is becoming a "commodity"?

Remember this... coffee was basically a commodity until Starbucks came along and turned it into an experience.

How do YOU avoid becoming a commodity?

By taking a page from the Starbucks book and creating an extraordinary, emotional experience around your product/service. An experience based on over-the-top, five-star service. An experience that engages more than just one of the senses.

(Think about how Starbucks uses sights, sounds, smells and tastes to craft a remarkable experience... and justify a $5 cup of coffee!).

Every great brand has a story. The challenge is crafting a compelling, sensory-rich story and THEN figuring out how to draw customers into it.

How to Hire the Right People

By Patrick Mahan

In business, no decision is harder—or more important—than hiring the right people.

Your people are without question your most valuable asset. And while hiring the right person is difficult, getting rid of the wrong person is even harder. For that reason, the hiring process can and must be exhaustive.

A lot of companies make the mistake of hiring employees based upon educational background and experience. However, by limiting your talent pool to only those with years of experience and Harvard MBA’s, you are missing out on a large population of highly motivated and talented people.

Rather than looking at resumes, consider instead looking at the person. Not just on the surface, but deep within their personality and character.

Where to Begin...

Are You "Under-Cheesing" Your Customers?

By Patrick Mahan

Domino's Pizza has it figured out. Their newest commercial introducing "Stuffed Cheesy Bread" brilliantly uses one of the most basic, yet rarely used forms of persuasion...

Openly admitting a flaw in your own product.

The commercial shows two Domino's chefs in the kitchen discussing cheese bread. They tell the audience that they've been studying the competitors' cheese bread and have discovered that most companies are guilty of "under-cheesing".

Surprisingly, they admit that Domino's was one of the worst offenders.

Most companies don't have the guts to admit a flaw in their product. Instead, they often make excuses.  However, when you admit a flaw—and then offer a solution—you earn the audience's trust. And we all know that trust is the foundation for not only making sales, but more importantly, establishing relationships with your customers.

It's similar to a trial lawyer. When a lawyer brings out a weakness in his case, before his opponent has a chance to point out the flaw, it "takes the sting out". It minimizes the impact and gives him a chance to proactively overcome that weakness. The jury recognizes the honesty, either consciously or subconsciously, and will be more forgiving. And they will listen more intently as he explains his way out of it. Obviously, this is much more effective than responding defensively to a competitor's claims.

Domino's handles this in a humorous way... they admit to being guilty of "under-cheesing". So to solve the problem, Domino's introduces "Stuffed Cheesy Bread." More cheese baked right into the bread.

How can your company strengthen the trust of your customers by admitting a weakness?

Is there a common weakness in your industry that you could point out—then overcome—while suggesting that your competition still under-performs in that area?

Are you "under-cheesing" your customers?  Do they feel cheated when they receive your product/service?  Or do you make them feel they've received more value than they paid for?

Admitting your flaws, offering solutions and giving more value than you expect in return. These are the keys to earning trust. And trust leads to loyal customers who reward you with repeat business, testimonials, and referrals.

Slay Your Next Job Interview with One Killer Question!

By Patrick Mahan

Suppose you could take charge in your next interview by asking one, simple question that could dramatically increase your chances of landing the job?

A question powerful enough to not only take control of the interview, but also the mind of the interviewer!

The principles behind this question are derived from some of the hypnotic language patterns of NLP (Neuro-linguistic Programming). They include embedded commands, future pacing and elements of conversational hypnosis.

Next time you find yourself in a job interview, begin -- as always -- by establishing rapport.  This can be achieved using NLP techniques such as: mirror matching, pacing, leading, etc.

During this initial phase, the most important thing to remember about rapport is this... People like people who are like themselves. Similarity and commonality are strong psychological influencers.  So the more you can demonstrate that you are like (or similar) to the interviewer, the more he/she will like you back.

So you've established rapport and are nearing the end of the interview. Now here's the script, including the set-up, followed by the million-dollar question...

How to Find Your Competitors' "Secret" Files Online

By Patrick Mahan

Picture it... you're surfing the Internet and suddenly you stumble upon your competitor's PowerPoint sales presentation... or an Excel spreadsheet containing all of their contacts' names and email addresses... or how about this... you find a letter written by your competitor to your biggest client in a Word Document!

These are just a few ways you can use Google Filetype Search.  Is it ethical?  Probably not.  But if your competitor has been careless enough to upload these types of files to the web, then... well, they're kinda asking for it, aren't they?

If you're not into snooping and want to use Google Filetype Search for more upstanding research projects, then consider these scenarios...

WHAT CUSTOMERS WANT: How to Use the Laws of Human Nature to Attract New Customers and Keep the Old Ones Happy

By Patrick Mahan

The basic formula for success in any business is simple…

1)       Attract new customers,

2)       Keep the old ones happy.

But what may sound simple in theory is not always easy in practice.  Why?  Because humans are illogical and irrational beings.  As a result, any attempt to persuade or influence them using logic and reason will generally yield poor results. 

So what’s the solution? 

 

How to Avoid an Identity Crisis

By Patrick Mahan

Everyone wants an IDENTITY. 

An identity defines who you are.  It distinguishes you from others.  It makes you feel unique and important. It gives your life meaning and a sense of purpose.  And your identity determines your sense of self-worth. 

Everybody "wants to be somebody" and it naturally follows that a person isn’t happy until he becomes reasonably satisfied that he has found his identity. 

While establishing an identity is critically important to your overall well-being, becoming overly attached to the label you place on yourself can be harmful. 

And believe it or not, we are all at risk.

So how do you find the proper balance?  And what can you do to protect yourself from the potential pitfalls of an identity crisis?
 

Making the Most of Meetings

How to use practical NLP principles to get the most out of your meetings.

By Patrick Mahan

One of the primary concepts of NLP (Neuro-linguistic Programming) is the belief that everyone has preferred ways of interacting with others.

Some people are auditory (meaning that they respond best to words and sounds). Some people are visual (they respond best to pictures, sights and visual examples). Others are kinesthetic (they respond best to touch, feelings and emotions).

So if you are communicating in a dry, monotone voice (and without any body language) with someone who is primarily visual then a great portion of your message will be lost. You will have an especially hard time influencing or persuading that person because your style doesn't "match" their style.

Once we learn our subjects "preferred system," then rapport can be established much quicker and persuasion will occur much more rapidly and effectively.

In the same way, we must become aware that some people are more "detail oriented" while others are more "big picture oriented". So if you're out of alignment with your prospect's preferred system, then you'll also be out of rapport, making persuasion nearly impossible.

Can you see how this information is critically important in sales?

Knowing how to uncover a person's preferred system is a product of asking the right questions. And NLP teaches us the right questions to ask to unpack this critical information.

Furthermore, we know that some people are introverted while others are extroverted. Introverts "think to talk" while extroverts "talk to think".

An extrovert dominates a brainstorming session while an introvert sits back and absorbs the information to process later.

How can we use this knowledge to have more effective meetings?

Consider sending out a memo the day before a meeting which outlines the topic of discussion. The extrovert will probably ignore it, but the introverts will begin processing the discussion ahead of time. So when it comes time to meet, the introverts will begin to present their well-formulated thoughts. This will then encourage the extroverts to jump into the conversation resulting in highly productive dialogue and ultimately a more effective meeting.

These concepts form some of the most fundamental principles of NLP. Having this practical knowledge of psychology and human behavior will pay huge dividends in making us more effective communicators IF everyone will make the commitment to learning it, practicing it and making it a habit.

Inspiring Yourself to Greater Health

Americans spend over $6 billion each year on health and fitness products. Yet, over 60% of the population is considered overweight!

So what's the deal?

You've tried every diet, read all the magazine articles, purchased all the work-out videos, but you're still overweight and out of shape! What's going on?

Well, maybe you're missing the key ingredient... Maybe you're missing the one thing that will get you off the couch, out of the house and into the gym. And what is that one thing?

It's inspiration.

If you don't have the drive, the motive or the inspiration to produce results, then you'll always be stuck in neutral—thinking, planning and wishing—but never taking action. Inspiration is that inner-calling that compels you to move out of your comfort zone and into an area where you can begin to create optimal results.

Bottom line... Inspiration is the electricity that powers your mind and body into action!

Without inspiration coursing through your blood, you're about as powerful as an unplugged lamp!

So how do you get inspired?

Read on...

1. AWARENESS:

The decision to get healthy requires a commitment to changing your lifestyle and your behaviors. And AWARENESS is always the first step.

90% of overcoming a problem is admitting you have one.

Get honest with yourself and examine your current lifestyle. If you don't like how you look or feel then do something about it! The good news is, there are countless tools, strategies and resources available to help. But you have to be aware of these two things:

1. You must WANT to change,
2. There are resources to help you do it.

If you want to get results, you've got to get started. They say,"Knowledge is Power" ... but knowledge by itself isn't enough. You know you should eat better and exercise more often, but simply knowing will not create the kind of lasting change you want and deserve.

In other words, knowledge without action is useless.

You can spend thousands of dollars and countless hours on exercise programs and diet plans—filling your head with all the latest knowledge—but unless you take immediate action, you're just wasting time and money.

Stop spinning your wheels. Set a goal for yourself and take some sort of action today. Remember, the first step is the most important one. Just get out of the house and start moving. You can begin by simply walking around the block! It doesn't have to be something drastic right now, the key is simply to begin. Realize there is great power in momentum. Once you get the ball rolling, good things can and will happen.

2. EXAMINE YOUR LIFESTYLE

Stop for a moment and examine your life as it is right now.

What direction is your present lifestyle taking you? Is that where you want to go? If you follow along this same path, what will you be like 10 years from now? Will you be happy, healthy, and energetic?

If not, then stop now and adjust your course today.

Just imagine carrying this excess weight around for the next 10-20 years. Can you imagine the painful effect that will have on your body, organs, and emotions?

Consider this ... if you are 40 pounds overweight, that is equivalent to carrying two 20-pound dumbells around with you ALL DAY, EVERYWHERE you go. Can you imagine that? Well, essentially that's what you're doing! No wonder your back, knees and joints hurt!

Now imagine doing that for the next 20 years! I know it's a pretty frightening picture of the future, but hopefully the image will inspire you to start taking better care of your body. If you don't, it will eventually break down. And unlike your car, you can't trade your body in for a new one.

3. MAKE A CHANGE

In the story of A Christmas Carol, Ebenezer Scrooge is visited by three ghosts. These spirits take Scrooge on a tour of his life: past, present, and future. At the end of this journey through time, Scrooge realizes that unless he changes his ways, the future will be very grim. The spirits must have had some background in psychology because their method proved very effective! In one night they completely re-conditioned a man's behavior and lifestyle.

Of course this story is a work of fiction, but you can actually learn a valuable lesson from it to make quick and lasting changes in your own behavior.

If you continue to live an unhealthy and sedentary lifestyle, what will your life be like 15 years from now? Are you on the path to heart disease, diabetes, or even worse?

My intention is not to scare you, but unless you get leverage on yourself, you won't have the necessary drive to make a change. In other words, if your present behaviors are not supporting you, then figure out a way to generate new behaviors and thus new results.

How?

4. PROGRAMMING YOUR MIND FOR SUCCESS

Begin by linking up massive amounts of pain to your current behavior, just like the spirits did with Scrooge. For example, if you want to stop overeating, train your mind to associate pain and discomfort to that negative behavior. Your mind has a natural tendency to move away from pain and toward pleasure. This is a basic principle in human behavior. So if you truly believe that overeating will cause pain, then you'll stop overeating. But the belief must be strong and real.

How do you convince yourself? Start by making pictures in your mind. Your imagination is your most powerful tool.

Are you happy with the way you look when you get out of the shower? Does the image cause a little bit of pain or maybe some discomfort? If so, make that pain more intense. Tell yourself, "I've had enough and I'm not going to take it anymore!" This will inspire your brain to start moving in a new direction.

Now, picture your ideal self. Imagine how you will look and feel after dedicating yourself to a fitness and nutrition program. Go ahead, imagine right now looking in the mirror at your new strong, lean, and powerful body. How does it make you feel?

That picture probably feels a lot better than the first one, doesn't it?

Now, hold that image in your mind. Make the picture big and bright and full of detail and emotion. Once you replace the old picture of yourself with the new, empowering picture, then your mind will begin supporting you. It will begin moving toward your new ideal self, helping make it a reality!

The brain has amazing powers, but you have to take control of it. Start running your brain instead of letting your brain run you. It will do whatever you tell it to do. Just make sure your mental pictures and self-talk are supporting you in achieving your goals. As Ralph Waldo Emerson said...

"We become whatever we think about."

Why are you overweight and out of shape?

Simply put, weight gain is caused by ingesting more calories than you burn. When the imports outweigh the exports you're obviously "overstocking" your body. As a result, you gain weight. That's a simple answer regarding the physical aspects, but the purpose of this post is to examine the mental aspects. You see, right now your brain believes that eating foods that are fried, high in fat, and high in sugar will bring you pleasure.

Do you agree? Isn't it fun and pleasurable to eat a big piece of chocolate cake or maybe some fried chicken? Of course it is. And your brain wants to move towards foods and behaviors that make you feel good.

After all, the ultimate desire in life is the desire to feel good. But what you need to do is re-program your brain to see these foods as they really are... unhealthy. They're pushing you further and further away from your goal of achieving optimal health. They may bring you short-term pleasure, but our goal is to develop habits that will support long-term health. And as long as you place more emphasis on short-term pleasure than long-term health, you will continue to be overweight.

Now, I'm not saying that you can never eat a piece of cake, but learn to do it in moderation. Learn to read nutrition labels. Be aware of what you're putting into your body. And train your brain to believe that unhealthy foods will ultimately cause pain and discomfort down the road.

Remember... obesity, heart disease, diabetes... these are just some of the painful effects of unhealthy eating habits.

Bottom line... associate pleasure to good health and pain to sugary, high-fat foods. Constantly tell your brain that the emotion of eating food will NEVER overpower the emotion of looking and feeling great. If you adopt that mentality and truly believe it, then you'll be well on your way to achieving the results you want and the life you deserve!

What about you? Is there a bad habit you have overcome? How did you do it?

The Road to Happiness Begins with Gratitude

By Patrick Mahan

You can have all the money and all the material possessions in the world, but if you are not happy, then you might as well have nothing.

As Aristotle said, "Happiness is the meaning and the purpose of life, the whole aim and end of human existence.” And the road to happiness begins with Gratitude.

Be thankful for what you already have and learn to be grateful for what God has already given you. Once you begin to show appreciation for what you have now, God will begin to bless you with more.

Think about it… if you continually give a person gifts and that person never shows their appreciation, what are the odds of you giving them more gifts? Very slim. However, if that person shows sincere gratitude, then you are more likely to continue giving them gifts, right?

God works the same way. The more gratitude you show, the more blessings you receive.

Whenever you have what seems to be a “problem”, try changing the channel in your mind and begin focusing on all the things you are grateful for. And take time to actually write these things down. Then dwell on these things until you make a strong, emotional connection.

Remember, your mind can only focus on one thing at a time. When you choose to focus on the reasons you are grateful, it is impossible to feel fear or anxiety because your body can only experience one emotion at a time.

I’m reminded of the Pilgrims who fought their way across the stormy Atlantic in wooden boats...

They suffered unimaginable horrors and diseases. They lost friends, family and loved ones. Yet, despite all the hardship, they still took time to bow their heads and give thanks to God.

And that timeless tradition became known as Thanksgiving.

If the Pilgrims could find something to be thankful for in the wake of their excruciating journey to America, then surely you can too!

"He is a wise man who does not grieve for the things which he has not, but rejoices for those which he has." ~ Epictetus (born c. 55 AD)

The Glass Ceiling of Success

By Patrick Mahan

A person will never exceed his own expectations.

Like a "Glass Ceiling," your expectations set the limits for your life. In other words, you typically get what you expect—positive or negative.

When you expand your vision, you stretch your faith. And faith is the catalyst for success.

The person who expects much, receives much. He who expects little receives little. Likewise, if you expect to prevail, then you will prevail. Your belief becomes a self-fulfilling prophesy.

This simple principle applies to all areas of life. If you expect a customer to buy, they usually will buy. But if you expect them to say no, then they will probably say no. Another example: If you ask someone out on a date and expect them to say no, that's usually what happens.

People can sense your vibes. You project externally an energy that matches your internal emotions and attitude.

A common characteristic of successful people seems to be that they carry a confident expectancy. They “assume the sale.” They see what they want coming to pass. In their mind, they have already taken ownership.

Again, since we usually get what we expect, if you don’t expect much, then you won’t get much.

Successful people in all areas of life exude this confident expectancy. They get a clear picture of what they want fixed firmly in their mind and then their subconscious mind pursues that goal like a heat-seeking missile. They visualize reaching the goal in their mind and visualize themselves having already achieved that goal successfully.

Olympic athletes have used this principle for years. Not only do they visualize success, but they also give the image an emotional charge. In other words, they imagine how it will feel to accomplish their goal. This makes the vision real. It gives it legs. It creates an almost magical power that pulls them towards their target.

And this same power is available to you.

So raise your expectations and learn to visualize having already achieved your goal. Act as if you’ve already accomplished the task. Focus on your target, assume that you will hit the target and eliminate all other alternatives. Maintain a laser-focused, “tunnel-vision” as you race toward your goal. Exercise your faith. Have a “vision of victory.” Like a self-fulfilling prophecy, whatever you confidently expect usually comes to pass. So get in the habit of expecting great things from life!

"Your expectations opens or closes the doors of your supply. If you expect grand things, and work honestly for them, they will come to you, your supply will correspond with your expectation." - Orison Swett Marden (1850-1924)

"Therefore I tell you, whatever you ask for in prayer, believe that you have received it, and it will be yours." - Bible (Mark 11:24)

Something to Look Forward to...

By Patrick Mahan

Humans are goal-striving organisms. We were designed to set, pursue and achieve goals. And when we act in accordance to our design, good things happen!

In contrast, when a person becomes uninspired to set, pursue and achieve goals, something entirely different happens. Since they are not acting in accordance to their design, they begin to experience "problems", discomfort, unhappiness and even depression.

These issues are caused by a lack of goals. When you feel that you have nothing to look forward to, naturally, that's when depression sets in.

To overcome this, you must create a compelling future for yourself.

How?

By finding stuff to look forward to.

Like what?

Vacations, movies, the weekend, time with friends and families, holidays, special events ... It can be anything big or small. But ultimately, it's up to you to create moments to look forward to. That's the key to feeling young, happy and fulfilled.

"Life isn't measured by the number of breaths you take, but by the moments that take your breath away."

Have you ever noticed how often it seems that a person's health declines after retiring?

Why?

Because they have lost 4 important things:

1. a sense of purpose
2. something to look forward to
3. a routine
4. a regular sense of accomplishment

They no longer believe that they're growing. And when an organism is no longer growing, it's dying! The good news is, unlike other organisms, we have the ability to grow spiritually, mentally and emotionally long after our physical bodies have stopped growing. That means we can choose to keep growing our entire lives! But you have to make that chioce. It won't happen automatically.

Now, while goal setting is a key ingredient to success, be careful not to become overly obsessed with it. If we spend all of our time trying to get somewhere else, then we can never fully enjoy and appreciate where we are.

If you’re always driving forward at 100 mph, then it’s hard to appreciate the view!

Sometimes you just need to pull over, put the car in park and enjoy the scenery.

Overcoming the Negativity Virus

By Patrick Mahan

Negativity surrounds us. And now, more than ever, it seems we are constantly bombarded from every direction. Every time we pick up a newspaper, turn on the television, tune in the radio, log on to our computer, or engage in a conversation, the doom and gloom follows us like a black cloud.

There is no doubt this negativity has a crippling effect on our attitude and performance. It strangles our productivity, robs our peace of mind and adversely influences the way we deal with friends, family, colleagues and customers.

While the financial crisis and economic downturn is real, the level of fear it has spawned may be a bit excessive. After all, nothing is ever as bad as we imagine it in our minds.

“Our imagination can make things ten times more intense than anything we can experience in real life.” – Tony Robbins

Don’t give in to the “Negativity Virus” that is spreading throughout the world. And most importantly, don’t perpetuate it. Nothing good can come from spreading fear, uncertainty and doubt. This negative energy is CONTAGIOUS and the more we allow it to creep into our daily conversations, the stronger it becomes.

Another viral characteristic of Negativity is its tendency to mutate over time. How? It’s similar to the game Telephone we used to play as kids. Remember? Everyone sits in a circle and a secret is passed from one person to the next. And what always happens? By the time the secret has made its way around the entire room, the message has been completely distorted!

This same scenario plays out everyday across the world. Every news story is FILTERED as it passes from one person to the next until it becomes one distorted, embellished, “representation” of the truth.

In 1906, Orison Swett Marden, a pioneering author of success and motivation literature, enlightened us with this thought: 

“Whenever you are timid, inclined to express doubt, fear, or anxiety in any form, expel these destructive suggestions with their counter suggestions. You have the antidote - just the opposite thought.”

The Antidote to the “Negativity Virus”…

• Reduce or eliminate the time you spend watching the news and reading newspapers. Anyone who has watched an entire newscast knows that nearly 80% of the coverage is negative. Also, choose the homepage on your Internet browser wisely. You don’t want negative headlines flashing in your face every time you log on.
• Spend your drive time listening to audio programs that inspire, educate and empower you. Zig Ziglar calls this concept "Automobile University." In a year, the average driver can learn the equivalent of an entire semester’s worth of college classes.
• Guard Your Mind. Avoid negative people and avoid negative conversations. The “hot topic” right now is obviously the economic recession. It is doubtful the two of you will resolve the world’s problems. The only thing you will come away with is a bad mood.
• Exercise. Physical activity is one of the all-time greatest antidotes for relieving stress and clearing your mind.
• Focus on the Positive. Use the economic downturn as a time to reach out to new customers. Customer dissatisfaction often occurs as your competition cuts costs at the expense of customer service. Now is your chance to grab some more market share. Also, when times get tough it forces us to look at our systems and processes. A close evaluation may lead to small improvements that will make a big difference down the road.
• Put things in Proper Perspective. No matter how bad things may seem, things are always worse somewhere else.
• Faith and Gratitude. These are life’s ultimate solvents. By definition, a solvent is a substance that dissolves another to form a solution. In much the same way, Faith and Gratitude can dissolve any form of negativity. Make a list of all the things you are grateful for and your “problems” will naturally fade away.
• Law of Substitution. Your mind is only capable of focusing on one thought – or one emotion – at a time. Use the Law of Substitution, or what I call an “Emotional Transplant”, to replace the negative thought with a positive one. Marden said: “We cannot drive darkness out of a room. We let in the light and the darkness flees.” As such, flood your mind with positive energy and allow it to dissolve the negativity. Another effective technique is what I call “Best and Favorites.” This is a visualization technique in which you re-live your Best and Favorite moments. Your favorite vacation … your best round of golf … your favorite song or movie … your best accomplishment. As you re-live these fond moments, be sure to stir up the emotions. By evoking all 5 senses, you intensify the experience. This technique is a guaranteed instant energy boost and it can be done anywhere, anytime.
• Let go of the things you can’t control. We can’t control the actions of other people. And we certainly can’t control nature. Therefore, if something is outside of your sphere of influence, learn to release it. As the saying goes, “Let Go and Let God.”
• Help Others. Undue Stress and Anxiety are two symptoms that you have been “infected” with the Negativity Virus. One of the best ways to overcome stress and anxiety is by reaching out and helping others. First, this takes the focus off your own challenges. Second, serving others is our ultimate calling in life and doing so actually changes the chemical composition in your blood creating a sense of well-being.
• Choose Your Words Wisely. Language is powerful. Words cause people to go to war and they cause people to fall in love. What you say when you talk to yourself has a dramatic impact on your mood and behavior. Every word carries with it an accompanying emotion. Some words, obviously, are much more powerful than others. Developing a heightened awareness is the key to ending negative self-talk. One example is to replace the word “problems” with “challenges”. This simple shift will make a significant impact on your ability to find a solution.

Points to Ponder…

Remember, everything you hear has been filtered by the person relaying the story. And it was probably filtered many more times prior to reaching that person. It is nearly impossible for a person to be completely objective. Naturally, their personal beliefs, values and biases are going to distort the information. If you question the validity of something you hear, get a second opinion or research it yourself.

And keep in mind the words of Bertrand Russell,

“A stupid man's report of what a clever man says can never be accurate, because he unconsciously translates what he hears into something he can understand.”

You become what you think about, so be very careful what you think about. Your inner thoughts are responsible for creating the outward circumstances in your life. Or as the Bible says, “As you think, so shall you be.”

You gravitate toward whatever you focus on, positive or negative. Negative thoughts, self-talk, mental images will attract more of that negativity into your life. So be sure to dwell upon positives thoughts of courage, faith, confidence and victory.

Words of Wisdom in Troubled Times…

“Everything can be taken from a man but the last of the human freedoms - to choose one's attitude in any given set of circumstances." – Viktor Frankl (1905-1997)

“Nothing happens to any man that he is not formed by nature to bear.” – Roman Emperor Marcus Aurelius

“There is no such thing as stress, only people thinking stressful thoughts.” – Wayne Dyer

“We are what we think. All that we are arises with our thoughts. With our thoughts, we make the world.” – Buddha

"Life is 10% what happens to you and 90% how you react to it." – Charles Swindoll

And of course the all-time classic...

"Tough Times Don't Last, Tough People Do."