May 27, 2023
Canmore, Canada

“It ain’t what a man knows what hurts him. It’s what he knows what ain’t true.”  ~ Josh Billings

(Can’t read the full email – click here for the online version.)

I was consulting with a man and his son this past week. The man, let’s call him Bill, is a very successful businessman, past the age most folks retire. He loves what he does, and his clients refer without any kind of prompting. Simply put, he gets them huge and unexpected results and they want their friends and colleagues to get the same thing.

His son, let’s call him John, was a very successful salesman, in a completely difference industry. He left his employer due to differences in opinion on the direction they were headed. He probably expected to get head-hunted by a rival, which was a common occurrence during his entire career. 

But this time it didn’t happen.

So, after a few months, he looked around and during some conversations with his dad, thought, hmmm, why not enter that profession. I could do as well or better. Be in control of my time, earnings and future.

One of the most common ways entrepreneurs have, to exit/sell their companies, is to have family succeed them as owners. The owner and founder can often pass on the company for an “affordable” price and pave the way for a slow and methodical transition. There can be tax advantages and a guarantee of income for the parent owner as well. 

As you can imagine, such transitions do not always go smoothly. 

In this instance, we have two challenges. 

One is the fact that Bill and John do not speak the same language. 

Oh, they both speak English, so that is not what I mean. What I am referring to is the way they naturally communicate and understand communication, the style of it, is dissimilar. If you know and have studied DiSC, you will understand completely. 

If you do not, then for now, the best way to understand this is that DiSC is simply a tool that explains some universal truths about the natural way people communicate and to use that knowledge to make certain that the person you are communicating with, understands exactly what you say. 

Have you ever met someone and instantly, you find it easy and enjoyable to speak with them? They seem to understand you and you them? Of course, you have. 

On the flip side, I am positive you have also met people with whom you just didn’t seem to be able to connect with at all. They just didn’t seem to get what you were trying to tell them. 

In the first instance, it is most likely that you both share the same DiSC communication style. The second, you did not.

So, back to Bill and John. 

Bill is a person who does not need all the facts on how a solution works. He only needs to know that it does and that it has for people he knows and respects. With this, he can confidently go out and help people. 

John, on the other hand, needs and wants a lot of information before he can feel that confident about their product. How does it exactly work. Why doesn’t everybody offer this solution already? Etc. etc. 

This difference in communication styles, therefore, makes it difficult for Bill to convey his knowledge to John. He is frustrated by his son’s seeming lack of progress.

John is equally frustrated by his the almost “alchemic” way , his father processes the information they have and sells their products to his clients. 

The second challenge is based on what Brian Tracy called; The Law of Self-Control. 

This “Law” goes like this:

To access success or results, one first must take action. I mean, without action, nothing happens. You can’t wish for success without it.

However, if you don’t believe your actions will get you success, you will not take any action at all. You need to believe before you can act.

To believe something can or could happen, you first need to think of it. You need to imagine it. 

The process goes like this.

To achieve anything in your life, you first need to have thoughts. After thinking about it and perhaps discussing these with mentors and teachers, plus looking at and speaking with those who have already achieved what you are thinking about, you then come to believe an outcome is possible.

Once you believe something is possible, you are most likely to take action. 

With action, you get results. 

Let’s be clear that to achieve a positive result, (outcome) you need to take the right actions, with a positive belief system, stemming from positive thoughts. You can easily obtain negative results too, starting with negative thoughts – and we have seen this happen both personally and societally all too often. 

Napoleon Hill wrote a best-selling book titled “Think and Grow Rich”. There are copycat books such as the “Law of Attraction”. 

From the titles alone, you might surmise that all it takes to succeed is to think it, but you could not be more wrong. 

Positive thinking is just the beginning of the process. 

In john’s case, he needs more information before he will believe that the product actually does what it is purported to do. And Bill needs to be patient and ensure that John gets all the information he needs. 

Remember, success leaves tracks, so follow these steps and you will climb your mountain to its summit.  

Until next week, 

Stay healthy and focus on profit! 

 - Hugh 
The “Profit Accelerator” Expert

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