The Pierce Marrs Show

Welcome to Season Three, Episode One of the Shark Tank Fan Podcast. Listen as Pierce Marrs and Steve Hayes recap the episode that aired January 20, 2012. Mark Cuban joins Kevin, Damon, Barbara and Robert where they review the “Clean Bottle”, “My Wonderful Life”, “Business Ghost”, “EZVIP”and an Update on “Origaudio”.

Can you control your attitude and mood in a given situation? Is happiness a condition of your environment or can you decide to be happy? Happiness and a good attitude is a choice and it comes from deliberate thoughts and actions.

Our very lives are fashioned by choice. First we make choices. Then are choices make us. ~ Anne Frank

The following is a great story about finding what you seek.

A traveler came upon an old farmer hoeing in his field beside the road. Eager to rest his feet, the wanderer hailed the countryman, who seemed happy enough to straighten his back and talk for a moment.
“What sort of people live in the next town?” asked the stranger.
“What were the people like where you’ve come from?” replied the farmer, answering the question with another question.
“They were a bad lot. Troublemakers all, and lazy too. The most selfish people in the world, and not a one of them to be trusted. I’m happy to be leaving the scoundrels.”
“Is that so?” replied the old farmer. “Well, I’m afraid that you’ll find the same sort in the next town.
Disappointed, the traveler trudged on his way, and the farmer returned to his work.
Some time later another stranger, coming from the same direction, hailed the farmer, and they stopped to talk. “What sort of people live in the next town?” he asked.
“What were the people like where you’ve come from?” replied the farmer once again.
“They were the best people in the world. Hard working, honest, and friendly. I’m sorry to be leaving them.”
“Fear not,” said the farmer. “You’ll find the same sort in the next town.”

Dan Miller wrote a compilation of inspirational stories and quotes called The Rudder of the Day. He believes that the first hour after you wake up will set the tone for the rest of your day. It is your choice to start the day with news that will bring you down. then rush out the door and cuss traffic. Or, you can begin your day with a quiet time, read the bible and something positive. Find things in your life to be grateful. It never hurts to have a good laugh and smile at people you meet during the day.

I do not deny the reality of my situation. I deny the finality of it. This too shall pass. ~ Andy Andrews from Mastering The Seven Decisions

What good things are you expecting in your life? You can start today.

Have a great week!

Pierce

Dale Carnegie said, “Unjust criticism is often a disguised compliment. It often means that you have aroused jealousy and envy. Remember that no one ever kicks a dead dog.”

Most people are more willing to dish out criticism rather than accept it graciously. In business and sales, we have to be willing to seek constructive criticism to help us improve. However, we should be slow to offer unsolicited criticism to people who did not ask for it. Frankly, we do not want advice from people we do not like or respect.

The more you try to accomplish, the more you will be criticized. Dave Ramsey addresses this topic in his new book EntreLeadership. In spite of the scores of people who have been helped by Dave’s material and the continuous stream of people on his radio show shouting, “I’m Debt Free!”, he can still bale his hate mail. Dave quotes Aristotle, “There is only one way to avoid criticism: do nothing, say nothing and be nothing.”

As hard as I try, it is difficult to ignore the constant bombardment of political commentary and more recently the criticism and media attention of Tim Tebow. I watched with interest as Tim saw the thrill of victory against the Steelers and a crushing defeat against the Patriots. I was impressed by this young man’s character and grace in both scenarios. After the defeat, he was seen in the tunnel spending time with a young man named Zachary McLeod who suffered a severe traumatic brain injury while playing high school football.

When asked about his cultural explosion, Tebow said, “I have the opportunity to be able to hang out with Zack before the game, I have the opportunity to go build a hospital in the Philippines, to go do a lot more important things than football. So I’m very thankful for that platform. I wouldn’t change it for anything.”

“Why do you look at the speck of sawdust in your brother’s eye and pay no attention to the plank in your own eye? ~ Matthew 7:3

“Criticism of others is futile and if you indulge in it often you should be warned that it can be fatal to your career.” ~ Dale Carnegie

Have a great week!

Pierce

This phrase has been used to describe a characteristic of people who may be impressive at first, but after you get to know them, they are found to be shallow and unimaginative. In another instance, it could describe a person’s knowledge or intelligence. They may know a little about everything but nothing substantial about a given topic.

I heard Darren Hardy, publisher of Success Magazine, use this phrase to describe the malady of basing your relationships totally on the success of your social media network. Mr. Hardy concluded that the number of Facebook friends, Twitter followers, and emails processed showed how well he was communicating, not connecting.

Both communicating and connecting are essential to growing your business and sales in today’s economy. However, it is difficult to “strike oil”, in Darren’s words, without a true connection. To truly connect we have to surround ourselves with a group of people who can nurture our success.

A true connection personally or professionally happens when you take the time to get to know and understand someone. It usually happens when you spend time face to face, sharing the same space, and breathing the same air. I advise my clients that anytime you can have a meeting face to face, it will be more productive and your chance of success will increase dramatically.

I recently spoke to a friend of mine from High School who lives in Houston, TX who has built a very successful financial advising practice. So successful, in fact, that he was able to take off one-hundred-sixty-nine days in 2011, and he is only in his late forties.

I asked Glenn how he built a nine figure portfolio with a few hundred clients. He described his intensive screening process of getting to know each client intimately and making sure they are in a financial position to invest. Many times he would refuse to work with a client at the expense of his personal income to keep from compromising his screening criteria. He also considered liking the person a large part of his screening process.

Please consider one more very important point. Glenn has built his business with a group of people that mutually like and trust him. Because he took the time to get to know each client, he has never made a cold call. He has hundreds of satisfied clients based entirely on customer referrals. Those referrals are the product of being truly connected with his clients.

Does this make Glenn a mile wide and a mile deep?

Have a great week!

Pierce

Answering this question is the first step. Knowing your strengths and your weaknesses. Learning your personality and how you react to your environment. This knowledge is essential for you to find proper direction and fulfill your calling. It can also help you develop strong, thriving relationships.

Knowing yourself is a conscious effort; you do it with intention and purpose. It will not happen by merely living your life. Many forty and fifty year olds I meet are amazed when they learn that they were made intentionally with a purpose.

Dan Miller states in his bestselling book, 48 Days to the Work You Love,” that looking inward is 85 percent of the process of finding proper direction. Finding proper direction includes evaluating how God has uniquely gifted you in (1) Skills and abilities, (2) personality traits and (3) values, dreams and passions.

Here are a couple of suggestions to get you started:

• The D.I.S.C. Personality Profile. There’s no better way to start the process of self-evaluation than to get a summary on your personality style. You can choose between a Career or Sales Profile.
• Ask someone who will tell you the truth. One way is personal one on one coaching. Sometimes other people can see things that you cannot. Also, don’t ask mom. In most cases, she is biased.

Rick Warren asks on the cover of his best selling book, The Purpose Driven Life, “What on earth am I here for?” Are you asking yourself that question as we begin this new year? If so, consider a self-evaluation as a first step in your personal development plan for 2012.

“Observe all men; thy self most.” ~ Benjamin Franklin

“It is wisdom to know others;
It is enlightenment to know one’s self.” ~ Lao-Tzu (6th century B.C.)

Here’s to reaching your full potential in 2012.

Happy New Year!

Pierce

When the going gets tough, what is it that makes some people persevere while others quit? The fact that many people consider their failures the reason for their success is almost a paradox. It has been repeated so many times that the evidence is staggering.

The voice in your head has been called “The Lizard Brain” in the Linchpin by Seth Godin and “Stinkin’ Thinkin’ by Zig Ziglar. This is the voice that tells you that you are not talented enough, you do not have enough education, you do not have the right family tree and it will also ask you, “Why should someone like you succeed?”

We also have to consider those narrow minded people who stand in the way of success by telling people they have no talent and it cannot be done. As much as I despise this type of thinking, I wonder if God put these people in our path to see if we have what it takes to keep moving forward.

Our personality plays a part in how we react to our environment. I am an optimistic person and see the world with a glass half full mentality. Other personality styles tend to question everything and concern themselves with the things that could go wrong. However, we are all susceptible to our own doubts and insecurities. Especially if we are concerned about disappointing those we care about.

We all have the voice in our head that make us question our decisions. The question is what are you doing to overcome that voice? Here are a few things we should do to keep the negative voice at bay in 2012:

1. We can reflect on the successes of our past and gain confidence that we can do it again.
2. We can spend time with people that lift us up and encourage us. Besides, we adopt the values, attitude and even the income of the people we spend time with.
3. We can feed our minds daily with wisdom from people who have gone before us through books and audio. This is necessary if you want to succeed. Every successful person I know feeds their mind and soul by reading the Bible and books that will provide the attitude and knowledge needed to overcome and persevere.

Here’s to your success in 2012!

Happy New Year!

Pierce

P.S. To keep “The Sales Moment” short, I am providing this link to the “50 Famously Successful People Who Failed At First.” I believe you will be encouraged.

Our home has been decorated for Christmas since the day before Thanksgiving. It would be an understatement to say my wife, Lesa, loves Christmas. Even though our boys are grown, great memories of Christmas past live on through our many traditions. This includes a long list of Christmas movies where we can recite many lines along with the actors on the screen.

We enjoy the gift giving part of Christmas, however, it has taken a back seat to the time we intentionally spend with each other. Time has become more precious and our fondest memories always lead back to the times we spend together as a family.

If you want to create thriving relationships in 2012, I want to encourage you to make the time you have with people in your life count. Be fully present with your family, friends, colleagues and customers. Give them your full attention. Put the computer, Ipad and smartphone away and engage.

Lesa and I have been intentional about planning quality time with our family this season. Here are a few ways we have connected as a family.

Our boys bought Quelf and we played and laughed for an entire evening. Quelf is a fun, unpredictable game where you answer crazy questions and perform ridiculous stunts. There’s only one rule – OBEY THE CARD!

Going to see the Christmas lights takes on a new meaning when you visit the Opryland Hotel here in Nashville. They have nine acres of indoor gardens, cascading waterfalls and an indoor river. You can walk among the gardens enjoying the lights, decorated gazebos and numerous Christmas trees.

Last night, Lesa prepared her special Ziti recipe and as we finished dinner, I read the first chapter of Return to Sawyerton Springs by author Andy Andrews. I was told to read this aloud to my family without any prior preparation. The result was a heartwarming story that left us laughing until we cried. Then we watched Christmas Vacation, one of our favorites.

I pray that as you celebrate the birth of our Lord and Savior, Jesus Christ, you count your blessings and approach each relationship in your life with a humble and generous heart.

Have a Merry Christmas!

Pierce

At the Marrs’ house, we enjoy Christmas and each year it is a reminder to give because we have received so much. It is also a reminder of the kindness and generosity given to us when we did not feel we had much to give.

I like this definition of giving: To present voluntarily and without expecting compensation.

You may ask what this has to do with business and selling? Truly successful people are generous and giving and they understand the power of this principle. I have been selfish in my life, however, there is nothing like the gratification giving provides.

In Thou Shall Prosper by Rabbi Daniel Lapin, he states, “You must provide for yourself first, so that you can help others later.” He goes on to describe the Havdalah service that asks God to bless their families and wealth. They recite this service over a cup of wine that runs over into the saucer beneath.

This overflowing cup symbolizes the intention to produce during the week ahead not only sufficient to fill one’s own cup, but also an excess that will overflow for the benefit of others. In other words, bless me so I can have sufficient to give away to others.

I was given this poem in a Christmas Card from some dear friends and felt it was poignant. I hope you enjoy it.

“Giving”

What can be gained is not the test
of whether this plan or another is best.
But, “What can I give?” is the answer to ask-
“How can I serve?”, “Allow me the task!”
Let me not falter, but actively seek
the wandering one whose conscience is weak.
And give of my bounty as generously
as the Savior has lavished attention on me.
When the heart overflows with the joy of living
the inexhaustible stores of the Lord are for giving.

Poem by
Polly Anne Fairchild
Mother of Joanne Fairchild Miller

“For God so loved the world that he gave his one and only Son, that whoever believes in him shall not perish but have eternal life.” ~ John: 3:16

Have a blessed Christmas season,

Pierce

My son is almost finished with his Business Marketing degree and we enjoy talking about what he is learning and the parallels to the real world of business. Recently we spoke about the effectiveness of advertising and he mentioned that if we watch a tragic story on the news, we translate that negative feeling over to the next commercial we see. The same applies for how we communicate with other people.

The lesson here states that when someone is in a negative or No mood, it has a tremendous impact on their decision making and it is difficult to reverse. If you want to achieve agreement with someone during a negotiation or sales call it is important to get them to say yes early and often.

Dale Carnegie taught in How To Win Friends and Influence People, to win people to your way of thinking you must get the other person saying, “Yes, yes” immediately.

This also works when you are speaking to a group. You should get an audience to agree with you to win them over in the early part of a presentation.

To succeed at persuading and negotiating you must become an expert at asking good questions. By learning this skill you will gain valuable insight into the other person’s needs and lead the conversation to a positive outcome.

Questions are divided into four types: 1) Close-Ended, 2) Open-Ended, 3) Reflective and 4) Direct Agreement. Direct Agreement questions are typically yes/no questions and are asked to obtain agreement from the customer.

Salespeople that do not understand the value of this skill will begin with a product presentation before understanding the needs of the customer.

Great salespeople understand that selling is not telling. Selling is asking and listening to the answers.

Have a great week!

Pierce

I think we take for granted the simple changes we can make that will improve our attitude and have a positive affect on those around us. We can always find things to complain about but I want to challenge you to count your blessings and look for the good in your life.

Does your happiness depend on your circumstances or your attitude? I bet you can think of someone who has everything but is still miserable. While other people seem to have little but are always smiling and happy. I am confident that these happy people did not gain that perspective because of what another person or entity did for them, it was a personal decision.

I believe happiness starts with a grateful heart. Being thankful for how God has blessed you creates an inner peace and joy. Gratitude can remind you of what is important and give you the capacity to be kind and thoughtful to others.

Andy Andrews mentioned on his podcast In The Loop that he gets up everyday and plays a game. As he prepares for the day, he writes down what he is thankful for before each mundane task such as showering, shaving and brushing his teeth. He likes to have ten or twelve items on the list and finds this puts him in a proper state of mind to start his day.

I also think we take for granted the power of a smile. A few of the personal benefits include better health, an improved attitude, a longer life and you just look more attractive.

In How To Win Friends and Influence People, Dale Carnegie wrote the following on how your smile affects other people: Your smile is a messenger of your good will. Your smile brightens the lives of all who see it. To someone who has seen a dozen people frown, scowl or turn their faces away, your smile is like the sun breaking through the clouds.

I hope you will have a grateful heart this week and please do not hold your smile back from someone who needs it.

Happy Thanksgiving!

Pierce

What sunshine is to flowers, smiles are to humanity. These are but trifles, to be sure; but, scattered along life’s pathway, the good they do is inconceivable. ~ Joseph Addison

There is a calmness to a life lived in gratitude, a quiet joy. ~ Ralph H. Blum