I don’t think I have ever mentioned my friend Frank Rumbauskas here on the Retired Pay World blog before, but I’ve learned a number of valuable lessons from Frank over the years. You see my wife and I used to operate our own small sales corporation, and cold calling was (we thought) essential to getting our business up and running. I absolutely hate making cold calls, and as you might guess, I do very poorly with them. I came across a book/audio CD product being sold on-line titles "Cold Calling is A Waste Of Time". I’m as skeptical as anyone else about online offers, but Frank offered a money back guarantee, so I went for it. The book and Frank’s audio coaching helped me make a lot of money, and I’ve been a fan ever since. Even though I don’t sell physical products to businesses any more I still apply the principles I learned from frank everyday.
But this wasn’t supposed to be about Frank’s books. I regularly read Frank’s blog and I noticed a recent entry that just "talked to me" with such clarity that I had to share it. I won’t, of course, republish the whole item, you can read it all here: (note: I had the wrong link here, sorry, works now, thanks Mike)
Do you suffer from the "looter" mentality?
When I worked in sales, the 80/20 rule was definitely in effect – less than 20% of the salespeople produced more than 80% of the sales. In many cases it was more like 90/10, or 95/5.
When I work with salespeople now, the #1 problem I see is the "Something for Nothing" mentality, or as I like to call it, the "looter" mentality (thanks to Ayn Rand for that one), holding them back. Over 80% of the salespeople I hear from want to get the easy sales, but they’re not willing to do the work and get the education they need to make that happen… To make matters worse, many let this looter mentality contaminate the rest of their lives.
Here’s an example: Back in March, a customer bought our Insurance Selling Secrets product for $497. It was stated right on the web page, and it’s also printed on our return policy web page, that all products priced over $100 carry a 60-day return policy. Well, this particular customer returned it after about 90 days. When we refused to give her a refund, she disputed the credit card charge. Her bank sided with us and agreed she didn’t deserve a refund. Then she re-disputed, and again her bank agreed with us. Then she filed a BBB complaint against us, and had an attorney mail us a threatening letter … Now, think about this: How much money and how many sales could this person have made if she’d spent all that time working, instead of wasting her time trying to get money from us that she wasn’t entitled to in the first place? … No wonder she’s not selling enough insurance. In fact, she didn’t need our course. What she needed was to learn to focus on getting results, and not on chasing negativity and trying to get things she’s not entitled to.
If you haven’t read it, Brian Tracy’s book "Something for Nothing: The All-Consuming Desire that Turns the American Dream into a Social Nightmare" target="_blank">Something for Nothing: The All-Consuming Desire that Turns the American Dream into a Social Nightmare’ target=_blank>Something For Nothing" is a fantastic read on this subject, and why people like this are destroying America.
So am I pushing insurance sales now? Hardly. But I was struck by Frank’s comments on the "looter" mentality and how they translate directly into the work I’m trying to do here … show seniors and retirees how they can make money on line and empower their retirement.
I can do this. Absolutely no question in my mind.
But can I do it with no participation from the one who is to be helped?
Absolutely not … also a no-brainer.
You’ll recall I am working with a fellow blogger, Drew over at the MrGPT blog on a project to show "raw recruits" how they can make money online in 7 weeks. (It’s for all age groups, so surf on over there is you are interested, it’s not about GPT sites, it’s about honest ways to set yourself up with your own web property that will enhance your income).
The response to my free web hosting offer hasn’t been overwhelming, but it’s rolling in. What I hate seeing, though, is the sort of comments Drew’s been getting. If people don’t want to be involved, hey, great, that’s why there is a space for all of us in this world … but why beat a guy up for taking the time to try to pass on some of his skills?
It certainly beats me. I fear it is my curmudgeon-ness rising to the top, but lately it seems not only is the ‘net filled with "won’t doers". but it seems to be filling ever more rapidly with "won’t let others do, either’s).
Oh well, onward and upward. If you don’t want to do, I’m still your friend, but don’t tell me you can’t make money online
As always, I welcome comments, constructive criticisms, disagreements, questions or just plain talk. You can leave a comment to this article or email me direct at: davestarr (at) gmail (dot) com or call me on 1-719-423-8872. I’m usually on Yahoo messenger (davestarr) and will be happy to chat there. If you liked this article, please subscribe to my RSS feed so you get all my news and views.