This is one of my favorite video clips of Jim:

I am truly saddened to hear of Jim Rohn’s death.  I’ve studied his material for several years now and learned a lot about life and myself.  Jim was one of the first personal development teachers that I found when I started my studies.  I’m sure his material has inspired many thousands of other just as it has me.

After listening too many of his CD’s over a period of time, I had an opportunity to meet Mr. Rohn in person (in Dallas) about two years ago during a seminar which was attended by a relatively small group of people.  I made it a point to go up before the seminar and introduce myself and ask for his autograph in a couple of copies of Twelve Pillars….a book that he co-authored with Chis Widener.  Our conversation was brief but very memorable.

Jim’s influence and personal insight has helped me build a business that also helps others.  As I think of Jim and listen to his timeless audios, I’m reminded what Jim said when asked why he kept holding seminars, traveling, and speaking at his age, “To leave a legacy”.  And that, too, is my goal to leave a legacy, not only to this generation, but generations to come.

Jim you will be missed!

Warmly,

Bob Thomason

http://bob.myprofileworldwide.com

“The problems of the world cannot possibly be solved by skeptics or cynics whose horizons are limited by obvious realities. We need men and women who can dream of things that never were…” – John F. Kennedy

5 REASONS WHY DREAMS DON’T TAKE FLIGHT

Most of us never see our dreams come true. Instead of soaring through the clouds, our dreams languish like a broken-down airplane confined to its hangar. Through life, I have come to identify five common reasons why dreams don’t take flight.

#1 We Have Been Discouraged from Dreaming by Others
We have to pilot our own dreams; we cannot entrust them to anyone else. People who aren’t following their own dreams resent us pursuing ours. Such people feel inadequate when we succeed, so they try to drag us down.

If we listen to external voices, then we allow our dreams to be hijacked. At some point, other people will place limitations on us by doubting our abilities. When surrounded by the turbulence of criticism, we have to grasp the controls tightly to keep from being knocked off course.

#2 We Are Hindered by Past Disappointments and Hurts
In the movie Top Gun, Tom Cruise plays Maverick, a young, talented, and cocky aviator who dreams of being the premier pilot in the U.S. Navy. In the film’s opening scenes, Maverick showcases his flying ability but also displays a knack for pushing the envelope with regards to safety. Midway through the movie, Maverick’s characteristic aggression spells disaster. His plane crashes, killing his best friend and co-pilot.

Although cleared of wrongdoing, the painful memory of the accident haunts Maverick. He quits taking risks and loses his edge. Struggling to regain his poise, he considers giving up on his dream. Although the incident nearly wrecks Maverick’s career, he eventually reaches within to find the strength to return to the sky.

Like Maverick, many of us live with the memory of failure embedded in our psyche. Perhaps a business we started went broke, or we were fired from a position of leadership. Disappointment is the gap that exists between expectation and reality, and all of us have encountered that gap. Failure is a necessary and natural part of life, but if we’re going to attain our dreams, then, like Maverick, we have to summon the courage to deal with past hurts.

#3 We Fall into the Habit of Settling for Average
Average is the norm for a reason. Being exceptional demands extra effort, sustained inspiration, and uncommon discipline. When we attempt to give flight to our dreams, we have to overcome the weight of opposition. Like gravity, life’s circumstances constantly pull on our dreams, tugging us down to mediocrity.

Most of us don’t pay the price to overcome the opposition to our dreams. We may start out inspired, but through time we fatigue. Although never intending to abandon our dreams, we begin to make concessions here and there. Through time, our lives become mundane, and our dreams slip away.

#4 We Lack the Confidence Needed to Pursue Our Dreams
Dreams are fragile. They will be buffeted by assaults from all sides. As such, they must be supplied with the extra strength of self-confidence.

In Amelia Earhart’s day, women were not supposed to fly airplanes. If she had lacked self-assurance, she never would have even attempted to be a pilot. Instead, Earhart confidently chased after her dream, and she was rewarded with both fulfillment and fame.

#5 We Lack the Imagination to Dream
For thousands of years, mankind traveled along the ground: by foot, by horse-and-buggy, by locomotive, and eventually by automobile. Thanks to the dreams of Orville and Wilbur Wright, we now hop across oceans in a matter of hours. The imaginative brothers overcame ridicule and doubt to pioneer human flight, and the world has never been the same.

Many of us play small because we do not allow ourselves to dream. We trap ourselves in reality and never dare to go beyond what we can see with our eyes. Imagination lifts us beyond average by giving us a vision of life that surpasses what we are experiencing currently. Dreams infuse our spirit with energy and spur us on to greatness.

by Dr. John C. Maxwell

Doing recruitment in-house, or expecting a discount, are the two objections all recruiters must know how to overcome when prospecting, says sales coach Axel Henriksen.

No recruiter should accept either objection without further conversation, she says.

Henriksen, the director of MMI Coaching, says it’s helpful to remember that people buy for one or more of five reasons:

1. in pursuit of pleasure;
2. to avoid pain;
3. to fulfill an emotional need;
4. to gain prestige; or
5. to save time, effort and money.

“In the face of any objection you should think about the client’s current plight and how you can help them in the context of their buying reasons”, he says.

“For instance if the client says to you, ‘We have to do all the recruitment ourselves as there’s no budget for recruitment fees’, you know they are taking on more work than usual due to the economy.”

“You can answer this objection based on the ‘avoidance of pain’ buying reason and say: ‘I can just imagine that your workload has increased due to the current company policy. I can send you some candidates as a comparison to your own so you can be sure that you have the absolute best shortlist in this market. I know you will only hire my candidate if they are the best for the position and it costs you nothing to look. If, however, you do hire my candidate a fee is payable.”

Manage discount requests

“The prevalence of fee undercutting and the state of the economy generally mean clients are now more likely to ask for a discount”, Henriksen says.

If a client asks for a reduced fee you know they are buying for the “save time, effort and money” reason.

“It’s best in any negotiation if you can ‘give something to get something’ so the relationship stays on an equal footing, but also so the client knows there is a good basis for your fee in the first place,” he says.

“If you too readily agree to reduce your fee, it’s very difficult for you to charge that fee later on. Plus, you want to keep some aces up your sleeve for potential preferred supplier agreements.”

“If you do agree to reduce your fee consider whether you can reduce your guarantee as well”, Henriksen says. “You can say: ‘Our fee comes with a 90-day guarantee so if we reduce it, your guarantee will be reduced also to 60 days (or 30 days). Guarantees are a bit like buying insurance. You may never need it, but if and when you do, you’re always happy you have it. So the decision is entirely up to you.’”

“This way”, Henriksen says, “the client gets to weigh up whether the ‘saving money’ buying reason is more important than ‘avoiding pain’ “.

“Another way to tackle the discount question is to offer your client a value-add that you can provide at no extra cost”, he suggests.

“Remember it’s best for you to have the money in the bank, so you might offer to do free skills testing for the client’s staff to establish a benchmark to hire the new person against. You could say: ‘Unfortunately I can’t reduce our fee but I can do skills testing for your staff at no cost whatsoever to you. This service is normally charged at $150 per person so for your eight staff members that’s a saving of $1200. This will help you to know exactly what each of your team members can do and how to enhance their skill set.’ ” *Find out how You can Get Our Tests at Minimal Costs*

“Here you are appealing to them on the first, fourth and fifth buying reasons. You can make them look good by giving them tools to be better at hiring and training their teams, which will also save them time, effort and money in the long term.”

“Whatever objection you are faced with, it’s best to think from the client’s point of view. Think about how you can service their needs, make their lives easier, save them time and money, make them look good, and help them avoid pitfalls rather than focus on making the sale. Once you focus completely on the client, the sale will naturally follow.”

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