Saving money is not easy and is made more difficult if you have a short-term outlook regarding your personal finances. If, like many people, you are living from one pay cheque to the next, it is difficult to put some money aside for a rainy day or for a summer holiday. But what if you were to change your financial outlook into a medium to long-term one? You might believe that you cannot afford to think ahead and make plans, but in most cases you would be wrong. Most people should be able to save some money and with some effort, maybe even as much as 20 percent of their salary each month.

Step 1 – Income Analysis

First of all it is important to have a handle on where your income is going. Unless, we are on an extremely tight budget or are very money conscious for other reasons, many of us have never really sat down and considered what our money is being spent on – we just know that by the end of the month, it has all gone! You will know if you are consistently spending your money on unnecessary purchases, for example. Having this knowledge equips you with the control to change things a little or a lot.

Step 2 – Saving Money Mentality

Many people have never been taught to save and as children, immediately spent the money they received without any forethought. You often hear people say, “Life is short, if you want something buy it now”, but thankfully for most of us life is not really so short and along the way we will have to deal with both opportunities and challenges. Having some money saved will help you make the most of the opportunities and ride the challenges. Step 3 – Savings – Seeing the Big Picture

If you could save 20 percent of your salary each month, imagine what that would mean in real financial terms. For example, if you earn 2000 dollars per month and you saved 20 percent or 400 dollars out of every pay cheque, after 12 months you will have saved 4800 dollars! Regularly saving this amount of money would give you the financial freedom to take advantage of more of life’s opportunities. You could plan the special holiday you have always wanted to go on, buy the car that you have been dreaming about for years, or help put a child through college. When it comes to life’s challenges, having a lump sum put away could help you pay for private medical care or deal with an expensive plumbing problem in the home, all without having to turn to the bank for a loan and getting into debt.

Now Do Something Special or Pay Off That Debt! As we have already seen, knowing exactly where your money is going is the starting point. Next, start thinking about the big things you could achieve with some money in the bank. Some people compensate themselves for not having what they really want, by making many frequent small purchases and getting a temporary “feel good” sensation afterwards.

Rather than satisfying yourself with small purchases, such as new clothes and CDs every week or always buying the latest mobile phone, think about how much more satisfying it would be to save up and buy or do something special like going on holiday or important like paying off a debt. You can now do something which you previously thought was out of your reach, but is achievable with a little effort.

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You know how hard it is to start that daily commitment to exercise. Well, proactive prospecting seems to be as difficult. We know it is something we must do to gain positive results yet most sales people will try to avoid prospecting like the plague.

We need to have a starting point. Begin by blocking out one or two hours per day to prospect. Yes, we have put it off long enough. Start by using your sphere of influence to prospect. Prospecting, like anything will require commitment and discipline. This time is yours and you are important. Once you start you will feel more important and this will be a positive projection of your attitude when you talk with your sphere of influence.

Know ahead of time exactly what you are going to say or discuss when you call someone. It is good to have a specific message. Most people are very interested in market conditions for example. Maybe they have misunderstood something in the news or need further explaining. This is where you can become the “expert”, and provide them with a more accurate image of the situation.

Accurately define your target market before you begin. Determine how many calls you will make in that hour or two. Some sale people will call until they get an appointment or make the sale. Or you could decide to make 20 calls in that allotted time. Whatever you feel comfortable with and reasonable within the time allocated.

Before you start prospecting, gather a list of names so you don’t spend valuable time you are using for prospecting. Get an idea of how many customers you plan to call in your allotted hour or two and have at least a one month supply of names.

Work in a private and quiet area so there are no disruptions. Do not answer calls from other clients or colleagues. Believe me, they will wait an hour or two for you to call them back. Remember, this is your time and will put you on the path to success. Get in the habit of doing this daily or at least every other day. As time progresses and with each call, your expertise will increase. The more we practice anything, the better we become.

Experience and surveys have shown that the best times to contact customers is 8 AM to 9 AM, between Noon and 1 PM and 5 PM to 6:30 PM. If you are missing a customer between certain hours, then it’s best to make note of that and call them at a different time. Chances are if you continue to call at the same time and the customer is not available, they will continue to be unavailable during that time block.

Don’t stop. Persistence is one of the key virtues in selling success. Most sales/valuable contacts are made after the fifth call, and most sales people quit after the first.

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One of the winningest coaches in football history was Vince Lombardi. They even named the Super Bowl trophy after him. His philosophy about winning was remarkable. A Hall of Fame coach for the Green Bay Packers, his principles about “being the best” has been proven over and over again.

Vince’s absent has been forty years but his attitude and viewpoints are relevant in today’s society and business practices. He was also famous for many coined quotes of his era, and these phrases are pertinent in business, politics and sports today.

LOMBARDI TIME – 10-15 minutes early or you are late. Never being late for a meeting or appointment signifies respect for who you are working for or with. If punctuality is reciprocated, you are well on your way to being a winner.

CONFIDENCE IS CONTAGIOUS – SO IS LACK OF CONFIDENCE – A business manager or team leader who demonstrates confidence will breed that same confidence in the work force, if there is consistency of purpose. If you live and believe in what you say, those around you will eventually do the same.

“Practice does not make PERFECT – Only PERFECT practice makes PERFECT”. If you are okay with just doing enough to get by, then the result will just get you by. If you don’t set your expectations higher and strive to be the best, then you are almost guaranteed you won’t be the best. This might not result in you being the best there is, but without question you will become ONE of the best!

Since the letter “S” comes before the letter “W”, the dictionary will be the ONLY place you find success before work. Practice, practice and practice. Hard work and determination will always reward you with success. Vice had a football play called the Lombardi Sweep. Other teams would know it was coming but their defense could never stop this play. “Perfect practice” and hard work will guarantee you success in life or on the football field.

Lombardi thought so positive about winning he said, “If it doesn’t matter who wins or loses, they why do we keep score?” Don’t settle for “just getting by” or it will become a routine habit. Have the mindset to always be the best or you will climb the business ladder successfully.

Forty years later and Lombardi’s truisms are practiced throughout the world. Live these philosophies of winning and put forth that hard work, determination and beliefs that you will be the best and your success and achievements in life will explode you to the top.

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