Monday Morning Memo - Roy H. Williams

How to Make Money

If it takes money to make money, how does one make money when he has no money at the start?A person without capital has nothing to leverage but his or her time. This is why millions of Americans wear the handcuffs of hourly wages.When I was 14, my life sold for $1.60 an hour. At 18, an hour in the life of Roy H. Williams was selling for three dollars and thirty-five cents. People all around me talked about “the security of a steady paycheck” as though steady and unchanging were a good thing.But I found a way of escape.

"There is something in every one of you that waits and listens for the sound of the genuine in yourself. It is the only true guide you will ever have. And if you cannot hear it, you will all of your life spend your days on the ends of strings that somebody else pulls."– Howard Thurman (1900-1981)

If you want to slip the handcuffs of hourly wages, you must figure out how to be paid according to your accomplishments. “How long did it take?” isn’t the question you want to answer, but rather, “What is the value of my achievement?”


People paid by the hour are paid for their activities. People paid royalties, license fees, or sales commissions are paid for their accomplishments. Average people are average because they cling to an avoidance of discomfort. There is a truth – a profound, 4-word truth – known to every successful person: “Pain is my friend.”Pain is an informant, a sentinel, a lookout blowing a bugle. Pain tells us when something is wrong and indicates the location of the problem.

"An expert is a person who has made all the mistakes that can be made in a very narrow field." - Niels Bohr“Mediocrity has a way of keeping demons from the door.” - Marie Arana


Comfort leads to complacency. Solomon spoke of the dangers of going with the flow when he said,
“There is a way that seems right to a man, but in the end it leads to death.”

Solomon followed that statement with an immediate, sharp contrast:
“The laborer's appetite works for him; his hunger drives him on.” (Proverbs 16:25-26)
Wait a minute. Solomon warns us the direction most easily taken - "going with the flow" - is a road that leads to nowhere. Hunger, according to Solomon, is your ally. For what do you hunger? Are you willing to risk embarrassment? Financial loss?Damage to your reputation?Let your hunger lead you. Let it drive you on.People stay in the box because it’s safe there. And then they talk about needing to think “outside the box.”

“There be tigers outside the box, matey. And ogres and monsters and people who might laugh at ye. Are ye sure ye be wantin’ out o’ that box?”

I have no idea where that pirate came from.

Here, after much rambling, are my points:
1. The times cry out for change.
2. We know change is needed because we feel pain.
3. Change makes us uneasy because we cannot see the future.
4. Financial death is the destination of those who refuse to change.

If you have no problems, if you feel no pain, carry on. Good job. Well done.

As you were.If you need to make changes but you’re not sure what to change, when to change it, or how to implement that change, consider a trip to Austin to spend a day with the Wizards. Change opens the door to a brighter future.

Are you willing?

Roy H. Williams

RON: I hope this has stirred up some thoughts in you. Please comment below on what this article made you think about!

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A Frequency And Consistency Story

It Happened To Me

As many of you know by now, I have been on a journey to become more physically fit. In the past year, I have lost about 40 pounds of weight and over 60 pounds of fat. Not bad, but I have a ways to go. I have been plateaued for about 3 months.

I first saw the thirty minute P90X infomercial before I ever started on my fitness plan. I thought it looked awesome. I thought about buying it. At theat time I figured I needed to get in better shape to even start something like that. I waited. I watched. As a matter of fact, I watched the same infomercial at least twelve more times since. Every time, I thought I should order it. I watched the entire infomercial twelve times! Something always got in the way. I didn't order it.

I talked to a couple of friends that had the program and they loved it. I looked on line and read reviews. I needed it. I didn't buy it. Until Sunday morning. I watched the same infomercial (frequency of at least thirteen) and decided then and there that it was the time. I ordered it. Why now? Don't know. Maybe I was fed up with the plateau I was on. Maybe because my wife wanted to get in shape as well. I really don't know, I do know that if the frequency and consistency of message from P90X had not been there, they would not be getting my 3 payments of $39.95!

This lesson is vital for advertisers as well as sales people. You never know what piece of information will change someone's mind to say yes or choose to walk into your store. Circumstances change daily. Be consistent and persistent!

Oh and by the way, P90X will be here in 5 to 7 business days! Thanks to consistency and frequency. :)

Pssst....Pass It On

The People That Need This Aren't Reading It

My challenge for you today is to send one or more of these blog articles to another person that can benefit from reading it.

I did the first of three marketing seminars for the Lawrence Chamber Of Commerce on Friday morning at 7:30. We had about twenty different businesses represented. They all furiously took notes and were very engaged in the information being shared. I was flattered at the post-seminar evaluations and comments. Thank you to those in attendance. I'll try not to disappoint in the next one :)

As I was speaking, I realized that the people at the seminar were not the ones that needed it the most. People that needed to be there don't realize it or won't take the time. They are too busy. Too busy working in their business instead of on it. I promise that if they dedicate a few minutes every day to doing better marketing, the return on investment of time will be tenfold!

Please forward your favorite article from this blog to a few people today. Thanks.

Perseverance Pays Off

It Just Might Take A While

Anyone that knows me for very long, knows that I am very passionate about three things. My family, My business and golf. About a year ago, my two oldest daughters decided to play golf. They both made the High School Varsity team last year. (there were only five girls on the team) They both had ability, but in golf, scoring well takes awhile. They struggled through the season, but they loved it, even though they consistently finished near the bottom in tournaments.

This past winter, the youngest, Payton, now a Sophomore googled her name. The first thing that popped up was "Lawrence Golf Team Struggles" and it listed the individual scores from a tournament last year. Taylor Covert 139, Payton Covert 140. Remember, higher numbers in golf are bad. She was mortified. "Why can't it be about me being an All-American in girls wrestling or something!" (which she was two years ago)

Quietly fueled by this, the girls decided to put extra effort into getting better in the off season. They worked hard. Especially Payton. (Taylor had a boyfriend and her priorities were a little different) Every day, starting in March, she asked to play. The worst part was that for two months, Payton was actually getting worse. So much so that the Father in me was wondering if she should just give it up. But, she kept playing and practicing and smiling the whole way. "I know I'm not very good, but I'm having fun," she would say.

She wanted golf clubs for her birthday in May. We got them for her, even though I wondered if she would keep trying much longer. Then at the end of June, a funny thing happened. Payton started hitting a few good shots every round. By mid-July, she was hitting more good shots than bad. By the time August hit, she was hitting only a handful of bad shots each round. She was getting pretty good.

This year, the girls had recruited many more players for the team and worried about making varsity again. I assured both of them that they would be fine. They had both worked hard enough to make it. They did. As a matter of fact, their coach was so impressed with their improvement that he used them for an example to the rest of the team about what hard work would do. He had no idea what Payton went through!

Now, to the best part of the story. The girls had their first 18 hole tournament of the year this week. It was in Lawrence at one of the most difficult golf courses in the area. It was the first part of the League Tournament, so the nerves were acting up.

I told my wife on the way there to see the girls finish that it would be great if they both got under 120 for the round. That is 20 shots better than last year and at a harder course.

When the scores were tallied, Taylor shot a 114 and tied for third best score on the team. Awesome! A 25 shot improvement over that 139 last year. Payton carded a 105, best on the team and a full 35 shots better. I don't think she has yet to touch the ground. Hard work does pay off. Great job girls! I am so proud.

Below is the text of the interview with Payton from the Lawrence Journal World after the tournament :

.........But a look beyond the “You don’t have to put my score in the paper, do you?” comments uncovered a few sweet stories hidden in the rough.

Take LHS sophomore Payton Covert, for instance. Last winter, after a rough first year with the LHS golf team, Covert “Googled” herself on the Internet just to see what popped up. The first link on the list of possible matches was a story about the LHS golf team’s struggles, complete with the fact that, at that particular tournament, Covert shot a whopping 140.

So ashamed of the high score was Covert that she spent the entire summer working on her game.

She sank putts late into the night, chipped until her arms grew tired and hit shot after shot at any driving range that would have her.

The result? Monday, Covert shot the low score for LHS, a 105 at the challenging LCC course.
“I was embarrassed by that,” said Covert of the Google incident. “And it really motivated me to improve.”

During the best round of her life — her previous low was a 112 — Covert’s putting was strong, her decisions sound and her risk-taking minimal, all necessary ingredients for a good score at an unfamiliar course.

Communication Gap

Make Sure You Are All On The Same Page

I heard in a seminar or read in a book years ago (I guess it's my quote now)that the most important thing that any employee can be doing at any given time is what their boss wants them to be doing.

That's a pretty safe statement, right? Well, not if the boss/supervisor/manager, doesn't clearly communicate what that is.

As leaders, we often times get busy doing what we need to do and forget to communicate with the most important people. Our staff. The one's responsible for carrying out our mission on the front line. Oh, we think we shouldn't have to. But everyone needs consistent input.

What if military leaders developed a great battle plan, one that was sure to win the war, but they never shared it with the troops? Instead, they just said with battle plan in their back pocket, "Go for it, go win the battle. If you don't, i'll be really angry!" I know that sounds silly, but is what we do as leaders and managers every day any different? Do your people really know what you expect? Are you giving them the information that they need to help you win the battle in your business category? Have you communicated your battle plan?

Detour - I Heard/Saw Your Ad

Don't Mistake Short Term Response For Real Results

When an advertiser begins advertising, especially with a new media, it is invariable that no matter how good or bad the ads, the advertiser will begin getting feedback.

At the Rotary Club lunch, other members will come up and say, "I saw/heard your ad!" The advertiser smiles inside, secretly counting the money that is going to roll in. All of the parents at the soccer field heard it or saw it too! "WOOOO HOOOOO! Show me the money. Everyone knows about me. I love this advertising thing."

This is what many advertising sales people rely on for that short time sale. They lead advertisers to believe that this is advertising success. They put the advertiser in the commercials. "I saw your commercial, you look good on TV!." or " I heard you on the radio, you have a great voice." See, I told you that it would work. Want some more?

Unfortunately, this initial euphoria wears off when the advertiser realizes that these folks aren't buying the product or service. The daily sales have not changed yet. "No one is listening or hearing my commercials. I hate this advertising thing. "

With the absence of a killer buy now offer, it takes time to persuade new customers to do business with you. The only way that this happens is with a consistent, persuasive message. The media that advertisers have chosen are sure to have enough people listening or viewing. Make sure the message is sound and communicates the strategy telling consumers WHY THEY SHOULD DO BUSINESS WITH YOU and wait for the results.

Don't be fooled by that initial surge of "I heard /saw ya's!" They don't usually buy much.

Reading Assignment

Think And Grow Rich

By Napoleon Hill

First published in 1937 and still as relevant today as it was then. It has been reprinted over 40 times since. It sold out totally each time.

Napoleon Hill interviewed and / or analyzed 504 of America's richest men. He found some intereting similarities between these men that included Henry Ford, Theodore Roosevelt, John D. Rockefeller and basically a who's who of the early twentieth century.

Think And Grow Rich gives you the secrets. They are so simple that they will allow anyone to accumulate wealth.

My biggest regret is that I let this book change my life twenty years ago and forgot the secrets hidden inside when I began realizing success. Remember, it's not a deficiency of knowledge, it's just a deficiency of execution. Please, go to the bookstore today and get yourself a copy of Think And Grow Rich, read it and begin collecting wealth!

Be Known For What You Know

What Are You Known For And Are You Sure?

When people think about you or your business, what is the first thing that they think of? How do they see you? Is it how you want to be thought of?

In business, your success is also tied to what you are known for. This generates word of mouth. Good or bad. If you can be the known expert in your category, you will get more business and be able to charge more. Wal-Mart is known for the lowest prices. True or not, they own it. Figure out an area of business you can own and own it. Like the old saying goes, if you got it, flaunt it.

From a business standpoint, your marketing strategy should tie back to what you are known or want to be known for. Ask your customers why they do business with you. What you could improve to make you more valuable to them. Shout it from the rooftops.

On a personal level, you need to figure out what you are currently known for and what you want to be known for and set a plan to start making it happen. First, I would ask those that you currently interact with regulary how they see you now. I think you will be surprised that how you see yourself and how others see you are not always the same. Caution: You might not hear what you want, so have tough skin and if someone is honest with you, don't hold it against them!

You Just Gotta Believe

The Key To Being A Success In Everything That You Do

If that was you in the picture to the left and you were looking in the mirror, would you see the cute kitten that you are or the lion that you want to be?

Did you ever notice that virtually every successful person that you meet seems to exude confidence? Sometimes bordering on arrogance. Most assume that this person is confident because of their success. I contend that confidence bred the success.

Most successful people were confident long before the success ever kicked in. They knew deep inside that they were going to make it. When you believe, it normally happens. If you don't have confidence in yourself, practice. Fake it 'til you make it. You just have to work on your mindset.

Confidence applies very directly to the sales process as well. If you are selling a product that you believe in with all of your heart, it is never difficult to sell it. Why? Because you are able to tranfer your confidence to the buyer. Selling is simply a transference of confidence. When the buyers trusts that you believe, they find it much easier to climb aboard with you.

Trying starting today with just a little extra boost of self-confidence. What can you do to make you feel it? Dress better, work out, make a list of reasons you should be confident in yourself. Ask your significant other, family member, friend or co-worker to give you a few reasons that you should be confident in yourself and / or your product!

Now, go and kick some butt!

More On Your Tune Up

A Visit With Vince Lombardi

The Green Bay Packers. You've probably heard this before, but you can apply it today in your business or personal life. . The Packer franchise had been losing for ten years. There was no hope in site and morale was sagging. Vince Lombardi is hired as the new coach. He is charged with the challenge of turning this franchise around. He began leading practices, inspiring, training, motivating. At one point in practice, he got so frustrated that he blew the whistle. The Packers needed a tune-up.
"Everybody stop and gather around," he said. He knelt down, picked up the pigskin, and said, "Let's start at the beginning. This is a football. These are the yard markers. I'm the coach. You are the players." He went on, in the most elementary of ways, to explain the basics of football. The Green Bay Packers went on to win the first two Super Bowls and have been a model NFL franchise since.

When getting ready for your own tune up, ask these questions (there are no wrong answers):

1. What business are you REALLY in?

2. What are your products?
3. What are the daily tasks? actual and desired.
4. What skill sets are needed to ber successful?

5. Are all of the people in the RIGHT places to accomplish your goals?

If you study Lombardi, his philosophy in football AND business was to put the right people in their position and for them to execute flawlessly their duties. Is everyone in the right position with the proper instruction to effectively do the job needed to win?

Is It Time For An Organizational Tune Up?

Question Everything, Accept Nothing

Why do you do it that way? Who made that rule? Would it be better if.....?

If the answer is, "I don't know" or "'cause we always have", it is time to step back and evaluate things. Odds are, there is a better way. This applies to business and personal life. If you are not where you really want to be, why? What are you doing to change things? Are you structured properly? Are you getting by in spite of yourself? Do others in your organization have ideas that you have not listened to?

In the wake of some pretty difficult times, our business has been pretty good all year. Things are starting to get more challenging. We are at a crossroads. As a leader, I have two options. I can just say, "Well, the economy is off and things are tough," or I can take full responsibility and look for ways for our organization to overcome. I choose to overcome. (that's the leadership thing I wrote about earlier)

This morning, our sales department is meeting to brainstorm ideas to jumpstart business for the short and long term. Nothing is sacred or off the table. All ideas are welcome. We will meet again after the weekend and I will share the results with the rest of the staff and ask for their input as well. We are in this together. This is a bump in the road. The destination lies ahead. We still need to get there. Challenge the status quo. Accept no excuses.

Could you use a tune up?

Beware Of Roadside Stands

Selling Elixirs and Magic Bullets Guaranteed To Make Business Better

They come at you from all directions. They all have the solution to fix what ails you and your business. If you just buy this, all will be good. Click the ruby red slippers, there is no place like home. Money comes rolling in.

It may be advertising sales people. A distributor might have a new product for you to carry. How about this new direct mail list? Join this organization and customers will flock to you. How about the "marketing expert"? Just turn everything, including your checkbook over to me and I will make you rich AND beautiful. Whatever you want to hear. Just give me the money.

Sorry to burst the bubble, but it is never as easy as it sounds. It is a long and difficult road to becoming a successful business and anyone that promises any different is no more than a snake oil salesman. There are many factors that will contribute to your success. When someone brings you that special can't miss deal, look at the six checkpoints of marketing and see where and if it fits in your road map. If it does, work it in, but do not be fooled that there is any single answer or tonic that will change the world. Stay on the original road. Stay away from the roadside stands.

More On Motivation

Why Do You Get Up Each Morning?

As I have discussed previously, we all have days when we just don't want to answer the bell. We don't want to face the day. But, most of us have no choice. We just gotta do it.

I want to give you a little something to help fight through those times. Get a post it note, a piece of paper or anything that you can write on. Go ahead, I'll wait..............

Got it? Ok, now I want you to write down the first thing that comes to mind when I ask the following question. Ready? What is the number one reason that you get out of bed and go to work every day? Write it down. What is the second reason? The third? Write them down.

Silly? Maybe. Effective? Definitely. Make a copy and post on your mirror at home. Put one in your pocket, on your desk. I have a post it note from my kids on my computer that says, "You are and amazing dad." It has a cute little sticker on it. Until this moment, I was the only one that knew what it meant. I have a card from my wife in my top left desk drawer. These things bring a smile to my face during tough days. As a matter of fact, I had to draw on that power just yesterday. Heck, when I travel,. I carry a little stuffed animal in my suitcase. My youngest put it there two years ago. I send her pictures of it from the hotel. Any idea by now why I get out of bed?

Only you knows what motivates you to keep going and to get better every day. Use it when you just don't feel like doing what you know you should to reach your goals. It really helps. As motivational speaker Keith Harrell says, " Have a super fantastic day." (see more on Keith at http://www.keithharrell.com/)

There Are No Shortcuts

On The Road To The Customer

In most successful businesses, there is a formula that works without fail. They follow their roadmap to the letter. If they stray from the formula, traffic, customer satisfaction, sales, average order, close ratios and profit begin to fall. It is imperative that everyone in the organization follows the formula that works.

I worked at McDonald's throughout high school and everything there had a system. The system works all over the world. What if a franchisee decided to save a little money and put his or her own recipe on the Big Mac? It may be good, but it will not be what cunsumers expect from McDonalds. As annoying as it somrtimes is when you get asked to add an apple pie to your order or if you want to try the new product when you know that you want a number 2 with a diet coke (I know, what's the point). These cashiers are graded on asking for the upsell. If they don't do it, they don't get a raise or worse yet, lose their job. Sound harsh? Not really, that is what they are paid to do. Follow the system. Anything less is not acceptable. How about those McDonalds fries? MMMMMM! What if, in order to save money a franchisee cooked them in advance and zapped them in the microwave when you order them? I don't think so. No shortcuts at McDonalds.

I touched in an earlier chapter about the deficiency of knowledge vs. the deficiency of execution. Are you executing on the road or are you trying to find that little shortcut on the road to nowhere? My challenge to you is to get on the road and go. Follow it. If you don't have a road or don't know where to start? Shoot me an email at rcovert@gpmnow.com