Simply Sold Out!

It's a New Year's Greeting!

I am amused by the contrast between 48 hours ago when my husband and I walked our dog in spring-like weather in shorts, and today’s sleet, snow and blustery north wind.  That’s Texas for you!  Nothing eliminates the radical swings of Mother Nature around here- even if it is the week before the Super Bowl in DFW!

 It’s been a while!  In fact, since the last time I blogged we’ve celebrated the arrival of fall, Thanksgiving, wrapped and unwrapped gifts for Christmas, and rang in a new year!  It’s 2011!  Belated Happy New Year!

 I don’t know about you, but 2010 was a busy year for me.  In addition to executing responsibilities at the bank, I traveled for speaking, and spent time with my husband on a mission trip to Sudan.  Though I managed through annual sales goals- the moment of bliss passed quickly as I realized it was time to do it again. As I busied myself scheduling “person to person” weekly calls, creating my Top-15 list(s) from my Top-30 list (in Excel, Word, and in a sales data base!), charting my path to this year's version of success- I learned our bank was being acquired!  What?! Instantly, I had a flashback to an illustration I read recently of that feeling you have when you encounter a ‘surprise you weren’t expecting’ (if there is such a thing!).  It’s like sailing down the interstate at 75 mph, windows down, right on time, when you approach a “road closed ahead/detour sign”. As you pull behind the long procession of cars experiencing the same reality check- all you can see is what must be millions of bright orange arrows pointing in another direction.  Your GPS is now officially recalculating.

I had a choice to make regarding my attitude about this news- like we all do at certain junctures in life.  Being the eternal optimist that I am (I am in sales!), I concluded I’m in!  As they say in the popular P90X extreme workout series- “Bring it!” The real challenge is how we personalize the inevitable uncertainties (which I prefer to call possibilities).  This might be best accomplished by adopting the philosophy perfected by my older and wiser friend, Mr. Zig Ziglar who sees red traffic lights as “go lights”.  You just have to wait until it’s time to go!  

 All that said- I am eager to watch the detail of our announcement unfold. In the interim I will spend my time doing what I have always done- selling the financial services I believe in.  The Bible tells us in Proverbs 27:1 not to boast about tomorrow, for you do not know what a day may bring forth.  Now what better example of truth is there than that!  

 Shannon

 

Lessons From the Journey!

Greetings! Life has been flying by this summer- and I am eager to touch base.

 

My husband and I recently returned from Southern Sudan, which gave me a refreshed perspective on life and business. It was a region where a generator and water well within walking distance brings wealth (and health) to a family, goats and roaming chickens provide sustenance, and fields of cassava, and mango trees provide a lunch break and shade for the weary.  I witnessed the daily backbreaking work of the Sudanese with babies on their backs- hauling water for miles with no shoes, cultivating land with a hoe and oxen.  It was humbling to serve these people who make their way through life one day at a time, alongside others from North Dallas. It really calibrated me. 

 

In a region that earns a mere $400.00 in annual wages, let me tell you about my lesson in market place ministry with Pastor Sam. We worked alongside Sam in villages connected by trails, traveling with backpacks from home to home. Years prior, Sam’s parents were killed in tribal war in this country- brutally murdered in front of him as he hid as a young boy.  He fled for safety, and grew up among friends- knowing he would return one day to make a difference in this land.  Now in his 30’s, as we neared the end of our visit, Sam showed us a field next to his church under a mango tree and shared his vision to cultivate it with his new oxen, wooden plow, and cassava seed (donated by a group with the ministry).  As it dawned on me it would be a couple of years before he had a product to sell (cassava is like grapes in terms of cultivation time), I inquired how he would make a living until then.  That’s when he articulated his plans to rent the oxen to neighboring villages, plow and rent an extended portion of the field for those who wanted to grow faster germinating seed, and plow other fields for families who were not able to do the work themselves.  I was amazed at his energy and entrepreneurial spirit!  He devised an entire sustainable economy right there that met a need at every level.

 

After returning to my office, I started thinking about a similarity.  While I dare say there are not many of us touting our new oxen for rent around here (!), most of us have found a place in our economy to make a contribution for a return- just like Sam.  In fact, I meet scores of Sam’s every day and I make it a practice to offer them meaningful financial solutions and resources to leverage the assets they have built in order to reach their ultimate goal.  “Leverage” in this context, is not a bad word.  It’s a way to capitalize on a limited level of resources retained in the business to enable it to sustain growth without emptying their cash reserves. Cash remains king, and my job is to identify ways to make it last- at a fair price and good return while they run the business.

 

Although professionals in my field aren’t winning popularity contests these days- many of us take our job more seriously than ever.  It’s about so much more than filling an order (or meeting quotas). It’s about creating a plan that mutually satisfies our fiduciary responsibilities, and benefits the businesses we work very hard to earn.  If you don’t get the impression your banker works alongside you from that perspective, I suggest you find a new one!  This is the most fundamental definition of “Relationship Banking 101”.  Like Sam, the results you seek may take a little time, but the sum of efforts together will far exceed that which could be accomplished alone.

 

All my best!   

Shannon 

 

A Sign of the Times.

It’s been a while since I have taken time to drop a message.  I realize my opinions are worth what you pay for, but I have spent the better part of my life thinking I am on to something and need to share them freely! 

 

Over the last several months I (along with many of you), have either read or heard in the news of the latest dreadful banking fiasco’s threatening the stability of our economy.  The looming downgrades of Fitch ratings, unexpected write-downs, capital calls, changing loan regulations that negatively impact borrowers, dried up secondary markets for non-owner occupied commercial real estate, diminished fair market value of real estate, and the aversion of banks to restructure otherwise performing loans prior to maturity.  It’s not unique to Texas, as every month I hear the same song- second verse at virtually every state I visit across our country.  Most of the time, when people are talking with me, they have no idea what my day job is.  In case you aren’t clear- it’s banking.   

 

While I don’t purport to have answers to solve legitimate concerns (I do not discount a real nation wide problem, nor endorse unethical corporate practices), I have determined what my clients, and networking affiliates expect of me amidst this crisis in my role as their financial partner.  The truth.  One of my favorite verses in the Bible is John 8:32- “Then you will know the truth, and the truth will set you free”.  That doesn’t necessarily mean it is the best news.  But I look at it this way- with facts we all make better, fully informed decisions.  With so many uncertainties- we really owe it to our clients to be communicating those things that have changed the landscape of the way we have done business before, and what measures beyond our control have altered the way we will do business today.  It’s a system wide issue- far beyond the limitation of a single bank- my employer included.

 

We talk a lot about sales, forecasts, esteemed positions when goals are achieved (asking ourselves how that’s going to happen in this environment)- even the jobs we get to keep for that matter!  At the end of the day- our ability to sell and survive is rooted in our innate understanding that the ebbs and flows in today’s financial markets commands that we cultivate the relationships (hard earned business) we have built on trust.  As we strive to increase the size of our portfolio's, though we may not always agree with our team’s decision to “pass” on deals we work so hard to foster and win, we must remain committed to presenting a united front for our corporation to the public.  A house divided, simply will not stand (paraphrase is mine; Luke 11:17b)!  When it’s time to carry the banner, we do so with dignity as if that action is our signature to the process we gave our best efforts to. 

 

Make it a productive, and meaningful week.

The Race Is On!

My husband and I were talking this week about all sorts of things (like we do every night).  One of which was an analogy of how our office life seems closely related to a bumper car ride. It was actually his idea, and I thought this one lined up perfectly! 

 

I don’t know about you, but I never liked those rides much.  In fact, I have always been too short to have my head lay against the padded headrest just right.  Every time I was  “bumped” from the side, or behind, the collision resulted in a knot where my head hit the metal bar instead of the cushion.  I also noticed that men tended to converge in the center of the ring, laughing out loud as they rammed the car next to them (friend, foe, or stranger).  If it meant traveling the wrong way, they were bound and determined to give someone the shock of their life! Ladies- for the most part- tended to hang out on the outer skirts, more interested in maintaining control of their cars driving alongside each other in unison- exchanging gentle brushes with the other cars.  While there would be a few female “scrappers” out there, for the most part this is an accurate account.  Case in point- both were in the same game at the same time- yet playing by separate set of rules.

 

I am not trying to stereotype genders here, but I am pointing out the differences between our species.  At the office those can be exacerbated by inherently different motives, measures of success, and methodologies- particularly when there are pressures to produce.  We both attack the hill with the same tenacity (whatever that hill is!), but we do it very differently.  It’s well documented that women tend to be more relational in approach, while men tend to be content to play as if it’s every man for himself.  I don’t know which role you identify with at your office, but we can agree that too much of either one creates a disconnect as we strive for the same corporate goal.

 

While I will be the first to admit that as a veteran woman in corporate America, I can hold my own- there are times during the race that I need encouragement. A time out!  How about you?  In these economic times when everything is changing – yet nothing seems to be happening fast enough- no matter which side of the fence you are on, we all need to recognize where we start and stop as change agents. After all, the two styles can compliment the other if they are rooted in mutual trust and respect.  So as far as it is up to you, play your part well!

 

Shannon

God grant me the serenity
to accept the things I cannot change;
courage to change the things I can;
and wisdom to know the difference.  Amen.

--Reinhold Niebuhr

 

You Can Count On It!

I’ve heard it said that the worst place in the world to live is in “Limbo”- right between where you are, and where you want to be.  

 

I got up this morning at 4:00, turned on the television, poured my coffee, escorted my four-legged friend to the bathroom, turned on the fire place (we use a light switch and gas logs, instead of a wood and matches!), picked up what has been termed my “Basic Instructions Before Leaving Earth”, my Blackberry, and began to plan out my day.  I ran the route to my first meeting (thanks to Mapquest!); loaded numbers on my cell to speed dial while driving, and booked a few appointments- all before 6:00 a.m.  I had visions of sales goals coming to fruition this month for the entire coming year! As I joined the rest of Dallas on the Tollway, and missed my exit while concluding calls, I had a sneaky suspicion this day wasn’t going to turn out quite the way I had envisioned.

 

Can you relate at all?  All the things you thought were a rush you just found out are on hold.  The proposal under review might, or might not happen.  The people you need to talk to are not available, and the people you had not planned on are calling as you leave voice mail for the others!  Well, it’s at that point I began to feel as if I was on a familiar trip around the same mountain, with no change in altitude.  However, being the eternal optimist that I am- I quickly recognized my footprints!

 

Its days like these I admittedly lose track of something so vital to my sense of peace.  As I calibrate my spiraling expectations I am reminded of how grateful I am that my value is not predicated upon how many things I can execute perfectly.  Nor is it in some false sense of my own power to control the outcome on either side of my destiny.  The truth is- the more I strive for accolades rooted in popular opinion or circumstances, the more surely I am to become the espoused wave tossed back and forth on the sea.  It really is like my pastor said-  “The problem with life is it’s so daily!”  Are you with me?

 

I vote we stop right here, and determine to hold each other accountable to set our hope on nothing less than the foundation that never moves.  Let’s work as if it’s all up to us, and pray as if it’s all up to God.  THAT is the only thing you and I can count on with certainty!

 

Make it a great weekend.

 

What's the Difference? YOU Are!

Ever wonder if what you do for a living really has a meaningful impact?  Maybe you believed it did at one time, but here lately you find yourself more closely identifying with Zig’s saying, “you look like someone just licked all the red off your candy!”  Whatever situation you are in, or the number of responsibilities you juggle- this message is for you!

 

I have spent the last few years, making myself a student of people in the market place, who under the same set of pressures and circumstances we all face, consistently bring something to the table that’s inspiring.  With my minimum eight meeting per week quota, I have a qualified opinion!   As my Blackberry message light prompts me that people are waiting, and my cell phone vibrates on “do not disturb mode”- I am grateful for a job that gives me opportunities to meet, admire and appreciate the authenticity of these hard working people who cause me to strive to be more.   Every day truly is one more opportunity to make a difference out there!

 

Since I am in sales, let’s talk sales.  These individuals are intimately aware of the intricacies of their businesses, passionate about what they do, and confident about what makes their brand unique.  They are not interested in giving (or receiving, for that matter) a one way commercial, nor are they devastated if every meeting does not result in new closed business.  One size does not fit all in any industry and they know that sometimes a good deal takes time to find.  Their most valuable gift is their assurance that regardless of how many others sell the same service, not everyone does it with their peace, joy, and sincerity of heart.  This inner strength (not in themselves) is the difference to a watching world.  It’s a single-minded approach to run the finest race in life possible without constantly second-guessing yesterday’s successes and failures.  These people are more preoccupied with making their next right choice (not exclusively at work, but in all things). 

 

Philippians 3:12-14; 16:  “Not that I have already obtained all this, or have already been made perfect, but I press on to take hold of that which Christ Jesus took hold of me.  Brothers, I do not consider myself yet to have taken hold of it.  But one thing I do: Forgetting what is behind and straining toward what is ahead.  I press on toward the goal to win the prize for which God has called me heavenward in Christ Jesus….. Only let us live up to what we have already attained.

 

Now that resembles what I would like see more in myself, and the thought I pose for you this week. Signing off on this gorgeous holiday and wishing you a meaningful week, and all my best. 

 

2010! It's Goal Time!

Back at the office and fresh into 2010 with more aspirations than ever- enumerable ideas on how to achieve them, and a generous set of obstacles between me and my "point of arrival".  I don't know about you, but its easy to get overwhelmed this time of year until I remind myself that life is like a "decision tree"- each choice I make leads to my next set of choices (and so on).  As it is in life, so it is in sales. My approach matters.

Allow me to digress briefly- tongue in cheek: One of the most thought provoking annual realities a sales professional faces is the triumph of setting the revenue goal for the coming year. Sometimes it seems as if the number is mystical in origin.  It comes from a group of independent decision makers, trickles down to you, and is raised to an exponent equivalent to your number of years of experience (or something like that!). Regardless of how it's formulated, once you receive it, you instantly begin to scientifically prove how your upcoming activities will reconcile to that result.  You do that through a flurry of reports.  These Word tables and Excel spreadsheets articulate what you did last year, what you should have done (and if you didn't - why?), and what you will do differently this year (or more of), in order to exceed this years' expectations!  Wow!  Depending upon the complexity of the industry you serve, and how economic factors impact the length of the sales cycle- you also need to be prepared to factor in the weight of the significance management places on specific products or services they need you to book this year.  Those, by the way, are subject to change by the quarter.

If that maze is remotely familiar to you, I dare say if you don't love what you do, and have assurance that you are going to get up everyday to serve at your highest level of capability- regardless of the goal- you might find yourself lost in the detail.  The truth is- goals are extremely important to the vitality of an organization, and are just one way we determine how well our good intentions translate into results.  I like what Zig Ziglar's Faith Daily says- "A goal is a dream with a deadline." Croft M. Pentz.   If we believe that we are only promised "this day", then we want to work as if that is the case.  That passion begins in our heart, and extends to our concentric circle of family, friends and communities. 

As I gird up the energy to accomplish all that has been laid before me for 2010, I am reminded that my ability to do so will be directly related to my willingness to keep my priorities in check.  And so I close this week with:  Matt. 6:33 "But seek first His kingdom and His righteousness, and all these things will be given to you as well."

Won't you join me?

Sold Out? What Does That Mean?

Simply Sold Out! is an expression dedicated to those likeminded professionals- who are not "fresh out" like the title implies, but rather "on fire" for the goods and services they sell!   After spending 15 years in corporate America in the financial services industry, I have met a lot of people who span the breadth of the graph on work-place passion- and I know a fellow sojourner when I see one!  I don't know about you, but I cannot imagine getting out of bed every morning to spend my days making tents I have no passion for.  For it's the quality of the very "tent making" experience (i.e. services, product sales, consulting, manufacturing... whatever you do for a living), that makes the workday meaningful.  That's not only because we have a job to do, but we have a difference to make.

That's what this blog is all about.  I am convinced that you, nor I, can do our jobs successfully if we don't maintain our focus on personal priorities, believe in the leadership we serve, evidence integrity with all that we are, and make it a practice to help others find the fastest route to success.  When all those ingredients are not readily identifiable in our environments, we must be prepared to roll up our sleeves to do the heavy lifting to do our best to bring change!  When we do so, we need to have a support system apart from our offices that encourage and equip us to fight the good fight.  One of the most hindering characteristics any professional can possess- is settling for "good enough".  There is no such thing as coasting to the next level, especially where the hills in life are involved.  If you stop pressing, you will fall behind. 

I look forward to the journey that dissects the components of passion in the workplace- as we rise together to the highest common denominator by sharing workplace wisdom on this blog.  Stay tuned!