Jon Carson Consulting - April 2020

April 2020



How to BAT a Thousand

Be the leader you were meant to be and control the three things that you can right now. The late great Hall of Fame baseball player and Idaho native Harmon Killebrew once told me, “Dave, I only hit the ball in play 3 out of 10 times. However, I’m considered one of the best hitters in the game.” Killebrew went on to tell me that his secret was this: No matter what happened, he always stepped up to the plate swinging to get a hit.

first to admit this is not easy. It can be done, however, if you start by having the proper attitude about your daily behaviors. You don’t have to like making cold calls and asking for referrals, you just have to do it. Networking may not be fun, but it’s the lifeblood of your business. Find a way to make it happen and develop a can-do attitude. It’s one thing to step up to the plate, but it’s another to believe you are going to hit every pitch. At the risk of sounding like a Pollyanna, I want you to start each morning by making a list of what you are grateful for. It might just be the simple fact that the sun came up. It could be that you and your family are side by side, facing this challenge together. Do you have running water? Perhaps that is what you’re most grateful for. Each day, start your self-talk and attitude with a list of what you are grateful for. It’s very easy right now to create a huge list of everything you fear and are worried about. You can only control your attitude. Being grateful will keep that enemy called fear from taking control of your life. T IS FOR TECHNIQUE. Every element of your process should have a technique. Do you have a sales system that you follow each and every time? It should feel like this:

Killebrew’s advice rings especially true in light of our world’s current circumstances. How are you going to handle the change in our economy and our way of life? You have to ask yourself, “How can I swing the BAT for my team?”

Right now, the only things you can control are your behavior, your attitude, and the techniques you perform with each day.

Greeting and rapport

Demonstration or presentation

B IS FOR BEHAVIOR. To ensure consistent success in your daily behavior, I recommend a formula that I call the “3x9 Principle.” Each morning, you should call at least three of your current clients before 9:00 a.m. Simply tell them thank you for their business and let them know that you are working as usual. Communicate to them that although you, too, are worried about the current events, the best thing you and your team can do for them is to keep working. All of us look for leadership in trying times, and this is definitely a trying time. Use this as an opportunity to bond with your customer, encouraging them and letting them know that everything is going to be okay. You cannot control anything else right now. Make this a daily behavior for you and your team. No matter what the circumstances are, you can always control your daily behavior. Right now, that means calling your current clients and checking in with them. A IS FOR ATTITUDE. Are you a victim thinker or a victory believer? How do you view the economy right now? How do you view the virus? The secret to survival is to create a great attitude. I’ll be the

Wants and needs


The script just needs to be altered a bit for this new reality. “I’m calling to see if you are okay. I wanted to let you know that we are thinking about you. How are you doing? Is there anything we can do for you? We are trying our best to control what we can: our behavior, attitude, and technique. The reason for my call is to tell you to hang in there today.” If we stick together today and have an attitude of gratitude, we can make it through this. Fear can topple a great nation. Faith and a great attitude can overcome anything. Life may be hard on us now, but it will get easier again later. Please control your behavior, attitude, and technique. I believe in you. Together, we will be stronger.

-Dave Tester


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