by Joe Bonura, CSP
The Sky Is Not Falling
The sky is not falling. One of my favorite stories as a child was
the story of Chicken Little who was walking down the street when
an acorn fell from a tree and hit Chicken Little on the head.
Do Not Be Alarmed
Alarmed by the acorn, Chicken Little began to panic everyone by
shouting, "The sky is falling. The sky is falling." Before
long, others began to believe that Chicken Little was right.
Perception Becomes Reality
Sound familiar? Everyday, we are bombarded by the prophets of doom
who are more than willing to let us know that the sky is falling
on our country, our economy, our way of life, you name it. If enough
people believe it, the perception starts to become reality.
The Not-So-Great Depression
I read once that the Great Depression was caused by speculation
more than reality. A little bad news, carried to the extreme, became
really bad news. If everyone just took a step back and looked at
the reality of the situation, perhaps our parents and grandparents
would not have had to suffer through the depression.
Lie, Lie, Lie
Adolph Hitler said that if you repeat a lie often enough, people
will believe it. He proved his point, and it resulted in World War
II. Enough people believed him so that perception became reality.
Are You A prophet?
Your attitude can actually create a self-fulfilling prophecy. Before
a young sales person of a large manufacturer made his first sales
call, his boss met with him to acquaint him with the client histories.
The boss told him that client A was a very tough cookie and that
the company failed to sell them anything, but he should try anyway.
He said that client B was a real pushover and that he would surely
get a sale every time he called on them.
The next day, the sales person returned from a sales call with
a large order. He told his boss that he was right about customer
A: he was a real pushover. The boss said that it was B that was
the easy-sell, not A. So the sales person, thinking client A was
the easy-sell, had actually sold the hard-sell.
Do Not Start On The Wrong Foot
I recommend to clients that new sales people should not speak to
the other sales people about the prospects that they will be calling
on because they will have preconceived ideas of what to expect.
Do Not Hold Back
The real estate industry has taken a big hit in the last year,
some of it real, and most of it created by bad news. The bad news
influences consumers to refrain from purchasing a home because the
market is bad. I have seen areas in the country where sales were
going well because they didn't know any better.
Here He Comes
Then Chicken Little came to town, and the market went south. People
must realize that purchasing a new home is a long term investment.
What Do I Know?
What do I know? Well, in the past six months, I bought a home,
and I sold a home. I saved money on the home that I bought, and
I made money on the home that I sold.
Create Your Own Economy
In sales, we create our own economy. I could have said that I would
wait until times are better, but I became proactive, instead of
reactive, and I created my own economy.
The Ten Percent Solution
When there is a slowdown, increase your efforts about ten percent.
And if you do so, you will not only experience success, but you
will experience very positive growth on the bottom line.
It Is All About The Politics
As I write this, our nation is going through the Democratic and
Republican primaries. Rather than report the news, the pundits and
pollsters are trying to make the news conform to what they want.
Unfortunately, many people are like Chicken Little's audience: rather
than think for themselves and investigate the acorn effect, they
will go along with Chicken Little.
Think For Yourself
It is time that you think for yourselves and make your own decisions.
It is time to wake up and make your own future, rather than allowing
the loudest voice to determine your destiny.
Refuse To Participate
Refuse to participate in the gloom and doom that is constantly
paraded before us as truth. Make your own economy and your own future.
Beginning today, make a commitment to increase your efforts by just
ten percent. Stop whining and start winning. Exercise your greatest
power, and chose success over failure. You fail when you give up.
And not giving up is your best option.
The Little Engine That Could
Another favorite children's story is "The Little Engine That
Could," relating the story of a little train that proved he
could play in the big leagues by pulling a cargo up a steep hill.
He did it by repeating the phrase, "I think I can, I think
I can, I think I can." And he did.
Know You Can
When you are tempted to be negative, do the following:
1. Look up and see that the sky is not falling. 2. Increase your
efforts by 10% 3. Read a chapter of a motivational book. 4. Visit
with the most optimistic person you know. 5. Remember that in every
adversity, there is a seed of a greater or equivalent benefit (W.
Clement Stone) 6. Repeat the phrase, "I know I can, I know
I can, I know I can."
If you do the above, you will turn Chicken Little into chicken
© 2008 Joe Bonura & Associates, Inc.