Don’t Look Over

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“I am more afraid of our own mistakes than our enemy’s schemes.”  – Pericles

You can see it when a swimmer glances over to the next lane.

You see it when a jiu jitsu competitor lets their opponent dictate the pace of the match instead of executing their game plan.

You can see it when a SALESPERSON focuses more on what their competition is doing than bringing value to their customers.

When you FOCUS on things outside of your control, BAD things happen.

You start reacting instead of initiating.

Momentum disappears.

You fall behind.

Instead of dictating the pace, you are playing catch up.

Elite competitors FOCUS only on what’s in their control.

They DON’T LOOK OVER to see what their competition is doing.

They take care of their responsibilities.

Then ADAPT and ADJUST to anything outside of their control.

Ryan Holiday wrote, “Very few empires are destroyed by external forces.  They are undone by their own hubris….We should be far more concerned with our own ego and our own inadequacies than what someone else may do to us.”

Over the next 12 weeks, the rest of the year will play out.

Your FOCUS needs to be on executing your GAME PLAN.

Show up prepared.

Lean forward.

No reason to hold anything back.

If you feel the need to look somewhere…

Look in the mirror.

Because that’s your REAL COMPETITION.

Word.

#DontLookOver

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

 

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Game Changer

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“In the middle of every difficulty lies opportunity.” – Einstein

Change is everywhere.

That’s a good thing.

It means you’re still alive.

And in the game.

No need to FIGHT what’s new.

Embrace it by asking this question:

What’s the opportunity?

This question is a GAME CHANGER.

It will change your MINDSET.

It can change your life.

#GameChanger

-Joe Ciccarone

http://www.SalesVibe.Net

 

Competition

“No Pressure, No Diamonds.” – Thomas Carlyle

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Larry Bird had Magic Johnson.

Bill Gates had Steve Jobs.

Batman had The Joker.

Nothing worth having comes easy.

Eventually, someone (or something) will stand in your way.

They will want the exact same thing you do.

They will TEST YOU to your limits.

They will do everything possible to stop you.

“They” are the COMPETITION. 

COMPETITION is:

  • That swimmer who just beat your personal best.
  • That new drug that has your customer’s attention.
  • That Jiu Jitsu opponent who submitted you in the finals.

Anything that stands between you and your goal is your COMPETITION.

NO CURSING

Here a tip –

Never speak bad of your competition.

Respect them.

BE HAPPY they showed up.

Why?

COMPETITION will make you better.

They will force you to ELEVATE your game to higher levels.

Magic Johnson said in an interview, “My job was to kick Larry’s butt, and his job was to kick mine. I didn’t want Larry to like me. But we both respected each other.”

Think of your COMPETITION as a TEST.

It’s the test you have to pass to prove how bad you really want it.

MIND GAMES

Barbara Corcoran said, “The biggest challenge is not the competition, it’s what goes on inside your head.” 

Winning begins in your MIND.

REMARKABLE people rise up.

AVERAGE people crumble.  

Which one are you?

PERSONAL BEST

How do you beat the COMPETITION?

By NOT focusing on them.

Your path to reaching your goal will be decided by how good you want to be.

The goal is not to beat the competition.

It’s to be the best you can possibly can be.

Jeffrey Gitomer wrote, “Competition does not mean war. It means learn, it means prepare, and it means be your best.” 

The COMPETITION does not decide your fate.

You do.

#COMPETITION

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

 

 

 

Know When To Quit

“You’ve got to know when to hold ’em. Know when to fold ’em. Know when to walk away. And know when to run.” – Kenny Rodgers

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The more things I quit, the better life becomes.

I’ve learned the secret is figuring out what to quit and where to DOUBLE DOWN.

Here are the 3 best things I ever QUIT:

  • TV
  • Golf
  • “To Do Lists”

TV

Want to talk about a TV series or the news?

I am not your person.

The non-stop barrage of violence, scandals, and bias news kills my positive vibe.

I’ve cut the TV cord.

(Eagles games NOT included).

Call it purposeful ignorance.   

GOLF

Golf and I were in a bad marriage.

Our problems were beyond counseling.

I would spend hours on the links, shoot my weight, and come home frustrated.

As that Andrea Bochelli’s song goes, it was “Time to say goodbye…”

QUITTING golf was liberating.

No more searching for my drive in the woods.

No more watching grown men walk around in plaid pants.

This gives me time to concentrate on more important things – like being choked unconscious on a sweaty jiu jitsu mat.

“TO DO” Lists

I used to write out daily “To Do” lists.

I’d spend the day running around, crossing items off my list.

A false sense of accomplishment would surround me like one of those cheap Today’s Man suits I wore after graduating college.

I was busy, but far from relevant.

I learned focusing on my “Not To Do” list was way more productive.

Steve Jobs said, “I’m as proud of what we don’t do as I am of what we do.”

Knowing what NOT to spend your time on is liberating.

TOUGH QUESTION

Think about your priorities.

What are you willing to quit to make those priorities a reality?

That’s the question.

Answer that and everything else becomes much easier.

– Joe Ciccarone

http://www.SalesVibe.NET

(The article was originally published in March 2015 on http://www.JoeCiccarone.com)

Keep Showing Up

“Fortitudine Vincimus.  (By Endurance We Conquer).” – Ernest Shackleton, Arctic Explorer

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The year was 1999.

I started training Brazilian Jiu Jitsu (BJJ).

The BJJ academy I trained at was one of the first on the East Coast.

Many world class instructors and killer competitors got their start there.

The training was intense.

It was like nothing I ever done before.

Before each class, I packed the same 4 things:

  • GI
  • Mouthpiece
  • Head gear
  • Medical Insurance card

I had a notion that at some point it was going to be my turn to take the 2 block trip to the emergency room.

That trip finally came.  The ER doctor told me I needed chest x-rays.  But we’ll save that story for another day.

When I first started BJJ I was awful:

  • Choppy
  • Tense
  • Hesitant

To become proficient at BJJ you have to learn to deal with BIGGER, FASTER, STRONGER people smashing you into the ground.

I needed to grow both PHYSICALLY and MENTALLY.

It’s an ongoing process that continues to this day.

Training BJJ has taught me many life lessons. 

The BIGGEST of these lessons is this:

KEEP SHOWING UP.

Woody Allen said, “Eighty percent of life is showing up.”

Brazilian Jiu Jitsu is a microcosm of life.

It’s a long, winding journey.

It’s process, not an event.

After a particularly frustrating training session, one of my training partners took me aside and shared this analogy.

He told me, “Training Jiu Jitsu is like creating a huge mosaic made up of thousands of tiny tiles.  Your job is to add one or two tiles to that mosaic each time you SHOW UP.”

This analogy is true for all aspects of our lives.

Accomplishing anything worth doing is going to take more time than you think.

You have to KEEP SHOWING UP to get it right.

It’s a journey that’s going to take you through PEAKS & VALLEYS.

There is no “hack”.

There is no easy fix.

Your CONSISTENCY and TENACITY are your secret weapons.

SLOW AND STEADY 

Don’t worry about not moving fast.

There are so many people that have progressed faster in their BJJ training than I have.

Guess what?

It doesn’t matter.

The race is only against yourself.

Confucius wrote, “It does not matter how slow you go, so long as you do not stop.”  

Focus on making slow, steady progress.

WHERE DO YOU NEED TO BE?

In life (and BJJ) SIGNING UP up is the easy part.

Doing the hard work is where the MAGIC happens.

So…

Who’s counting on you?

It’s time to SHOW UP.

Create something special.

You’ll be glad you did.

#KeepShowingUp

-Joe Ciccarone

http://www.SalesVibe.Net

To Be or Not To Be?

“Remember your ‘To Do’ list but don’t forget your ‘To Be’ List.” – Richard Branson

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Monday Fun-Day…

Another week gets rolling.

Some of our “TO DO” lists are longer than a Springsteen concert setlist.

Before we sprint out the door, take a minute to think…

What’s missing?

Maybe we need to focus less on what we want ‘TO DO’ and more on who we need to BE.

Here are 12 things that may BE missing from your “TO DO” list:

430 years ago William Shakespeare asked, “To be or not to be?”

It’s an amazing quote.

It’s also a great philosophy to live your life.

#ToBeOrNotToBe

-Joe Ciccarone

http://www.SalesVibe.Net

(Big Thank You to Seth Godin for the inspiration!)

 

Adversity, Knee Braces, & Attitude

“If the road is easy, you’re likely going the wrong way.” Terry Goodkind 

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ADVERSITY enters our lives when we least expect it.

How we respond defines who we become.

While training in jiu jitsu, I heard a loud pop in my knee.

Yikes!

Not the background music I was hoping to listen to while training.

2 weeks later…

I’m standing next to an orthopedic surgeon.

He looked at the MRI and explained my injury –a full width tear of the ACL”.

Fun times.

A knee injury brings a level of adversity into your life.

I am firm believer that life is 10% what happens and 90% how we respond.

Jeffrey Benjamin said, Adversity always hides a gift.”  

Our job is to find it.

Here are 4 Gifts I learned by tearing my ACL:

STAY CALM

Fear thrives in adversity.

Expose yourself to enough stories of the worst possible outcome, and your mind will start to believe them.

One way to empty the fear out of our minds and fill it with positive vibes is to BREATHE.

As soon as I heard that “POP” behind my kneecap, I focused on my breathing:

  • Slow, deep breaths.
  • In my nose.
  • Out my mouth.

It’s amazing how FOCUSED BREATHING calms your mind.

Focused breathing is one of the true GIFTS I learned by training jiu jitsu and practicing yoga.

EMBRACE CHANGE

Take a page out of Charles Darwin’s play book.

Learn to ADAPT to your environment.

My energy comes from being active:

  • Playing sports with my kids.
  • Training jiu jitsu.
  • Traveling with my wife.

But with a knee as strong a Kardashian marriage, I needed to make adjustments.

I had to watch class instead of train.

To stay in shape, I had to trade my jiu jitsu Gi for the elliptical machine at LA Fitness.

There wasn’t a trade that bad since the Red Sox traded Babe Ruth to the Yankees.

But they served their purpose.

THE POWER OF COMMUNITY

Adversity puts fear in your head.

Speaking with friends who went through the same situation crushed that fear.

Discussing rehab options with a top physician & awesome PT’s created a game plan and built confidence.

Never underestimate the power of community.

KEEP MOVING FORWARD

Life moves on.

The world stops for no one.

An injured knee was not going to stop me from living my life.

A few days after I got hurt, I was scheduled to chaperone a Class Trip for my son’s 2nd grade class.

I bought my 1st knee brace ever and jumped (more like limped) onto the school bus.

It was an awesome day –  Kardashian knee and all.

Call it my Kirk Gibson moment.

Getting injured is AVERAGE.

Living life in the face of adversity feels REMARKABLE.

#FindTheGift

– Joe Ciccarone

http://www.SalesVibe.Net

This article was originally published in June 2015 on http://www.JoeCiccarone.com.

 

 

 

 

 

Break Away

“My only requirement for life is that I don’t get stuck in a rut.” – Malin Ackerman

Break Away

It was time for a break:

  • No blogging.
  • No city traffic.
  • No hustling 5 people out the door by 7am.

Time to reset.

Time to BREAK AWAY.

We had an opportunity to take a vacation.

I booked our family’s first flight together.

Traveling with 3 young kids is no joke.

But it was time to roll the dice.

Time to create some memories.

The anticipation of a BIG event is sometimes better than the event itself.

Not this time.

“Best week of my life.” – our 8 year old said on the plane ride home.

BIG words from a little one.

  • We snorkeled over coral reefs.
  • Hiked in a rainforest.
  • Kayaked to an island where one of our kids’ favorite movies was filmed.

All accomplished while keeping a non-stop 3 year old entertained.

This family vacation taught me 3 life lessons:

When you have an opportunity to create a memory, seize it.

Memories just don’t happen.

They must be created.

Family vacations take:

  • Time.
  • Energy.
  • Cash.

All 3 can easily be allocated elsewhere in your life.

A new car or dining room set will NOT create the memories that walk with you through the rest of your life.

Creating special moments with your family will.

Shared experiences bond people together.  

Hiking over a narrow bridge 100 feet above a valley (while carrying your chatty 3 year old) bonds a family together.

There’s a special closeness that forms when you experience uncommon situations together.

The more experiences shared, the closer the bond.

Sometimes you have to dive in head first.

There was a moment when I came face to face with a childhood fear.

I never fully conquered my phobia of swimming in the ocean.

Double that fear when snorkeling.

Watching Jaws a dozen times as a child probably did not help.

“You’re gonna need a bigger boat…”

I have no problem jumping on the jiu jitsu mat with a 25 year old looking to choke me unconscious.

But putting on snorkel gear has me focusing on my breathing.

This trip brought me face to face with a snorkel swim that checked every box on my phobia checklist.

Yikes…

It was time to PUNCH fear in the face.

My 8 year old son and I put on our snorkel gear.

We looked down over a coral reef.

And…

Dove in.

Getting caught in a rut is AVERAGE.

Diving into life head first feels REMARKABLE.

#BreakAway

– Joe Ciccarone

http://www.SalesVibe.Net

(This post was originally published April 2015 on http://www.JoeCiccarone.com)

Enough

“All we got is all we need.” – Malcolm Jenkins, NFL Safety

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Kurt Vonnegut told a story about when he and author Joseph Heller were at a party given by a billionaire on Shelter Island in NY.

The guests were mingling outside on the billionaire’s waterfront property.

The owner’s yacht was docked out front.

The property had a helipad.

Vonnegut said to Heller, “Joe, how does it make you feel to know that our host only yesterday may have made more money than your novel ‘Catch-22’ has earned in its entire history?”

Heller paused then said, “I’ve got something he can never have.”

Vonnegut, looking a bit confused says, “What on earth could that be, Joe?”

Heller replied, “Enough.”

WHAT’S ENOUGH?

Each of us has to decide on our own version of ENOUGH.

It’s a personal decision.

This decision will ultimately decide the amount of HAPPINESS we get out of life.

Trying to keep up with the lifestyles and possessions of others is a great way to live a miserable life.

That version of ENOUGH is like running on a hamster wheel.

We never get there.

There will always seem like something is missing.

The happiest people I know base their ENOUGH on 3 things:

  • Quality people.
  • Long term relationships.
  • Doing work that matters.

What’s your version of ENOUGH?

Find that and watch your best life unfold.

#Enough

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

Talking About Practice

“If you don’t practice you don’t deserve to win.” – Andre Agassi 

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In 2002 NBA MVP & Future Hall of Famer Allen Iverson held one of the most famous press conferences in sport’s history.

Iverson was 3 days removed from his team being eliminated from the NBA playoffs.

Emotions were raw.

There were rumors he was on the outs with his head coach.

People around the team whispered he was giving less than 100% at PRACTICE. 

A.I. took his frustrations out with a rant about PRACTICE. 

The word PRACTICE was said over 20 times in a 5 minute period.

A.I. downplayed its importance.

He told the media as long he gave everything he had during the game, PRACTICE did not matter.

The press conference was immortalized with his famous quote:

“We’re talking about practice.”

With all due respect to THE ANSWER…

LET’S TALK ABOUT PRACTICE.

PRACTICE is a force multiplier.

It’s a DIFFERENTIATOR.

PRACTICE makes POTENTIAL reality.

It creates MOMENTUM.

From playing in the NBA to the world of SALES – PRACTICE matters.

PRACTICE can reveal a person’s true CHARACTER.

Many people claim to be “hard workers”.

PRACTICE proves it.

PRACTICE creates champions.

Muhammad Ali said, “The fight is won or lost far away from witnesses…in the gym, and out there on the road, long before I dance under those lights.”

Want to see how much CONFIDENCE a salesperson has?

Just tell them you will video their PRACTICE session and play it back for their peers to critique.

I have seen experienced SALESPEOPLE crumble at the thought.

WHAT WE NEED TO PRACTICE:

SKILL BUILDING

This is the PHYSICAL side of PRACTICE. 

This is Old School practice.

This is the SALESPERSON writing down and rehearsing thought provoking questions before their BIG meeting.

This is the BJJ student drilling a new move dozens of times to ELEVATE their game.

This is the NBA star shooting hundreds of foul shots after practice to fix a problem.

You find something you need to get better at, then – REPEAT, REPEAT, REPEAT

PUTTING YOURSELF OUT THERE

This is the MENTAL side of PRACTICE.

This involves losing your EGO.

This is having the guts to try something new.

It brings about the possibility of you looking foolish doing so.

This is putting yourself out in the arena, again and again, to either succeed or fail.

This type of PRACTICE is far more rare.

It’s gettin knocked down, making adjustments, and having the guts to try again.

This is knowing you have to EVOLVE and having the COURAGE to do so.

This type of PRACTICE gives no guarantee.

Seth Godin writes, “This is doing things that might not work.”

PRACTICE IS A MINDSET

In Carol Dweck’s book MINDSET, she proves the greats in every field are MADE, not BORN.

How?

PRACTICE.

The world is filled with talented people who never ESCAPE AVERAGE.  

But not you.

You’re better than that.

Here’s THE ANSWER…

#TimeToPractice

-Joe Ciccarone

http://www.SalesVibe.net