What Makes A Champion?

As a consultant I am often asked, what are the characteristics of successful people in the industry? One interesting note, it has nothing to do with gender, age, or tenure in the industry - well, maybe a little. Rather, it has everything to do about the character & integrity of an individual. I have noticed through discussion and observation, several points I believe truly make a champion. And by the way, becoming a million-dollar salesperson is not the Holy Grail barometer of success; success can be measured and identified on many, many levels.

• Know Their Limitations ~ ego, while important in becoming successful, needs to be tempered. Successful folks know their strengths and recognize their weaknesses. They are not afraid to admit they need help; this by the way is the first step, always looking for improvement in every facet of business and life. People that struggle in business typically are struggling in their personal life as well, one begets the other in many cases.
  
• Ask Questions ~ Champions are very inquisitive and ask tons of questions. They also are amazing listeners; they are sponges of information. I for one believe, the ability to ask GREAT questions is the number one, most underused tool in our sales arsenal. I have asked my clients, ‘why didn’t you ask me that question?’ the most common response is, ‘I didn’t want you to think I was stupid’.  No question is stupid; but when you get the answer the next step is to apply the information received.
  
• Seek Assistance ~ I work with an amazing woman named Theresa G. Theresa came to me a few years ago and said asked for my help, I work with her weekly, and she has never missed a meeting, she is always prepared and our sixty-minute call together every other week is amazing. She realized she needed help had a goal and she has surpassed that goal as of the time of me writing this she has multiplied her sales by 500%. There is nothing to be ashamed about seeking help.
• Apply the Advice ~ Seeking advice is great, and know it is OK to challenge your mentor about things you do not agree.  Champions dig deeper to uncover a better understanding; however, champions are open to the possibilities of trying something new, different, and unique. Remember, knowledge is great, but applied knowledge is critical.
  
• Having Goals ~ having reasonable goals, ones that are just out of reach, is essential to be a winner. If you have zero goals, you just wander without purpose. Make sure you place timelines on your goals and visualize you reaching those plateaus – then reach for more.
• Focused & Have a Plan ~ Successful people have a plan – a strategy, and they are laser-focused on working their plans through fruition. Part of that focus is on being more strategic with their client base, not trying to be everything to everyone, yet going vertical. They also know, the best laid plans often, can become derailed, that said, they always have their eye on their plan and can adjust on the fly and pivot when needed.
  
• NEVER Give Up ~ and never make excuses. A dear friend of mine has a motto that he lives by and that’s ‘failure is not an option’. I like that he visualizes his success and is so focused on his goals, hishealth, his family, friends, and his career…in that order.
• They Believe in Themselves ~ winners believe they have the solution, and they cannot and will not fail, they are not stupid, they realize there will be setbacks, but those setbacks never define their success. They always help their clients, beyond the sale, and deliver their belief passionately when speaking with their clients.
  
• Hold Themselves Accountable ~ Champions never point the finger outward; they always look at ways they can improve, taking their failures, and asking themselves ‘how could I have done that differently; where did I fall down and what steps do I need to take to ensure that doesn’t happen again?’ Michael Jordan once said, “I fail every day of my life and that’s what makes me great”. I really like that, taking the failure and learning what NOT to do again.
  
• Have a Strong, Work-life Balance ~ Like my buddy Barry I live my life in this way; I come first, my children and wife come second, my friends come third and my job and career come last…let me explain, when I am at the top of my game physically, mentally, spiritually, then, my wife, my children, my friends, and clients benefit greatly – and they should!

My friends, there are undoubtedly multiple characteristics beyond what were listed here. These are ones I have identified. Whatever the case, work toward becoming the best you can and believe it all begins with you…

Are you a Champion? I bet you are!

 As always, continued success and a bright future. CQ