Tuned In  

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It was quite a celebration! The sales team didn't just have a great year. The team did so well financially that the radio station was catapulted from the Top 20 rankings to the Top 5 in the entire country. All in one amazing year. To some of you, this may not seem relevant, but when you discover the achievement behind this honor, you'll quickly get Tuned In to how it can work for you too.

If you looked back just a few years, it was a whole different story. The radio station had been a huge success after launching in the 80's. However, through management and ownership changes along with the fact that the music environment evolved beyond the station's core position, it found itself lost in a new direction. It had fallen from the top of the ratings to well below the Top 10 and no one was suffering more than the sales team.

When new management was hired to return the station to its once prominent position, they had more than hard work cut out for them. First, the new programming team quickly returned the station to its true music position in the market. When the experience started matching the expectations of the listeners again, it didn't take very long to start rising in the ratings. This is a whole story in itself, but the bottom line is that within 2 years, it was solidly back in the Top 10 and had lots of momentum.

The sales team needed an approach to re-ignite their efforts and start to build momentum on the revenue front as well. This is part I want you to get Tuned In for today. In order for you to achieve something, you must be absolutely willing to do everything it takes, and you must take action with

total initiative.  The best way to approach this idea is to decide on a specific goal that you can visualize and allow your thoughts to determine the experience.

The sales leaders knew they would need to motivate their staff so things started happening.  The idea was to use a technique that you may recognize loosely as something out of the law of attraction.  If the team had something to truly believe in and think about consistently, it would motivate them to take action and complete the goal faster than anyone thought possible.

The plan was to build a five-year plan that had the potential to result in large profit gains for the station. I wasn't in the planning meetings, but I'm sure the projections were considered aggressive at an annual growth somewhere between 10% to 15%. Who would have imagined a 2700% increase!

Here's how they did it, and this can work for you too!

1. They started by implementing a great system to ensure the processes and communication would flow smoothly.

2. They put together the best team possible to implement this strategy. If someone was a liability, they moved quickly to replace him or her with a new person who could help accomplish this mission.

3. They wrote down the goals and shared it with everyone. The mission was clear on what was considered a win.

4. They built up the success gradually by using a visualization technique with the staff in each of their daily and weekly meetings that was broken up in small chunks. When you think about giant goals, sometimes it seems so big that you lose interest because of the loftiness of this type of leap from where you are today. If you break it down and work on smaller chunks over a period of time, it's more manageable.

The managers presented their goals as real estate properties. They has giant pictures of the home they wanted the station to purchase blown up and hung in an area where everyone could see it. To reach the first goal, they asked the sales team to simply make enough revenue for the station to be able to afford a simple home in a modest neighborhood. The second goal incorporated a different, slightly larger home with additional amenities. This process continued each time with new ideas like a swimming pool, a guesthouse and so on. Finally, the ultimate was a mansion in the highest real estate district in the city. By the time it was in sight, everyone was fully engaged and determined to make it happen.

They simply got Tuned In to an idea that was appealing, very realistic and fun. It worked wonderfully and each of them got to celebrate like someone who lived in a mansion for an evening. Sometimes you have to take a new approach or come at something from a different angle to get the results you're looking for.

It's not the size of your dreams that determines whether or not they come true, but the size of your actions. Use this idea to put your big ideas in small chunks and go accomplish something today. Put pictures of the things you want in front of you, starting with the small ones and building up to the largest ones. I use collages to put my ideas together and have tons of fun.

When you're Tuned In to a specific goal and can visualize it and start to take action, your thoughts will take over and also give you an experience of a lifetime. Just don't party too hard when you reach the top.

Cut through the clutter of your work, your money and your life. Get Tuned In at www.thetunein.com

Are you reaching the right people? If so, are they getting your message clearly enough? Are you sure the message you’re delivering is the one for those people? In radio, as in life, you want to contact the right people and say the right things consistently to have them Tuned In to you. In the radio business, we call that reach and frequency.

Reach is simple: it’s the estimated number of individuals in the audience of a broadcast that is reached at least once during a specific period of time. For instance, if you’re talking to your friend on the phone, you’re reaching one person. If you’re giving a speech to 230 people, you’re reaching 230 people. Mind you, reach is different from reception. Just because you have 230 people in the room does not mean all of them are listening! It simply means that 230 people are there presumably to receive the message you’re sending.

The goal is to reach as many people as you can through both direct and indirect contact. Direct contacts are those you reach yourself. You speak to a group—everyone in that group who hears your message is hearing it directly. Indirect contacts hear your message through others.

Frequency  is the average number of times a person in the target audience is exposed to a given advertising message or schedule. Consider this: research has shown that the average person will hear an advertising message three times before recalling it. What’s more, the same message must be heard fourteen times before identifying it with a particular product! While you may not have the opportunity to repeat your speech to the Kiwanis Club members fourteen times (nor would they want the opportunity to hear it that frequently), you do have the opportunity to reach the same people at least that many times in any given week or month.

The other lesson from the reach and frequency approach is don't give up. When you believe there you are sick of it, keep going and stay the course. By being consistent, you're idea will have an opportunity to spread beyond your network of friends, family and co-workers. Once it's really out there is when you will see if it flys or falls flat.

One way to avoid being annoyingly repetitive is by networking to spread your message. Networking is making contacts and giving people the chance to help you in a way that's mutually beneficial. It works. And it’s easier than you think.

I network all the time in an effort to promote my Human Audio Programming (HAP) technology and the ideas behind being Tuned In.  I recently became acquainted with a wonderful lady named, Jeanie Marshall. Jeanie is an Empowerment Consultant and Coach with Marshall House who writes extensively on subjects related to personal development and empowerment.   

Jeanie posted a question on the newtorking site, <A HREF="http://www.linkedin.com" TARGET="_blank">LinkedIn</a> to ask if members were interested in being listed on a <A HREF="http://priscillapalmer.com/priscillapalmer/2007/08/21/personal-development-list/

" TARGET="_blank">Personal Development List.</a>  I emailed her to express interest on being included on the list with this very blog and in an instant, she helped me to become listed with other people who write and blog about personal development. It was a terrific opportunity to reach Indirect contacts so they may hear the Tuned In message through others.

But, to my surprise, Jeanie didn't stop there. She contacted me later and asked if I would do an interview with her about Tuned In for her website. Check it out here: <A HREF=" http://www.jmviews.com/" TARGET="_blank">Jeanie Marshall Interviews Sammy Simpson, Motivational Writer and Speaker. </a> You can also read more about Jeanie and her amazing work.

Who you reach is as important as how many you reach. Take extra care to make sure the people you reach have heard the message you intended to deliver. Make sure also that you leave them with a good impression of who you are and what you’re about.  The frequency and format of your message are the building blocks to creating a new, inspiring you! Tuning in to who you are, then projecting that image to others, is the key to finding better success in your work, your money and your life.  Do it and you'll be surprised too, and reach farther than you ever imagined.

"This is a very interesting metaphor and very true so much of the time. People can choose who they want to be...where and when. The choices are out there, and the more you look, the more you find." Margy

Cut through the clutter of your work, your money and your life. Get Tuned In today and start to achieve your unlimited potential.‏ www.thetunein.com

"Please see me after the show today and let's grab a sandwich." I sunk in my seat and felt the fear creep into my bones. It was fairly common knowledge that when Chris invited you for a quick lunch, it was most likely an invitation to be fired. And the fact I was the only member of the morning show to be asked was a strong signal that the rumors may become a quick reality for me. I immediately started to go through my mind to try and figure out a reason, but I was driving myself nuts. So I just decided to finish the show and get over this part of my life so I could move on, but to what?

After the show, I marched into Chris's office feeling like the entire building was peeping around the corner with the Dead Man Walking idea in their mind. He was there with our Operations Manger, Ashby. He said before we grab that sandwich, let's chat here for a moment. All I could think was, "Great! It was so bad that he wants to get it over with even faster than I imagined!"

I sat down and Ashby closed the door. Chris didn't waste much time. He told me that the company was reconfiguring a few positions and it was decided that our morning show should only be two people moving forward, instead of three. I'm sure by now you can guess who the third person on the show happened to be! As I just sat there confirming the worst thoughts in my mind and preparing for the "You're Fired" moment, I was suddenly surprised by what he said next.

It turns out the station Promotion Manager was transferring to the Sales Department. Chris looked at me straight in the eye and said, "You have two options here. You could be unemployed. Or, and the one I hope you choose, is to become the new Promotion person for the station."  I just kind of sat there for a minute because suddenly I had options. I had never even thought about promotions before, but suddenly it was looking very attractive.

The idea of having no job, no money and no idea of what to do next made this an easy decision. But, would it be an easy transition?  I was a small player on a radio show where just about everything I did was following the orders of someone else. Now, I would be right in the center of attention for all of our sales and programming promotions. I would be making the decisions and coming up with ideas to boost our ratings and revenue. I had  convinved myself that I wasn't a creative person, even though my entire purpose throughout my life had been to follow creative paths. My inner DJ was having a field day with this change and constantly reminded me that I should have taken the unemployment.

As I started in the new position, something amazing happened to me. I absolutely loved it! It was if the moons had aligned and the heavens were reading my thoughts to grant wishes! All the stress seemed to wisk away and I was totally in a zone in this new setting. But what had made such a big difference, and how did I happen to have this literally just fall in my lap?

Sometimes it's amazing how our strengths and purpose can find us. I am convinced this was the case for me. All the things that happen inside a Promotion Department play right into my passion, strengths and purpose. To devote myself completely to causes and people I love and believe in. It seems with all those other avenues before this one, I may have been putting the cart before the horse, because I wasn't clear on a purpose. No wonder it wasn't working out.

You have to remember that nothing precedes purpose. It's your foundation in your work, your money and your life. If you do not have your purpose defined, how can you be motivated or expect to go in the right direction? Your purpose tells you what you should do (i.e. Why do I exist?). It will also give you the power of living a life of your own design where you see the whole more clearly than the parts.‏

We all have needs, abilities and desires, but until you align your purpose with each area, you will end up setting goals for each one individually and go in a general direction. You will remain unfulfilled and be like everyone else. Yes, most people are really great at achieving parts. Few are really Tuned In to a life of purpose.

Today you can’t just blend in, you must stand out! And standing for something distinctive is critical. When you answer question, Why do I exist? and  live it. You will be clear for yourself and everyone else and start to set the right goals that meet your needs, allow you to do what you love to do, and what you’re really good at, and fulfill you like never before.

Take a moment today to define your purpose. Use a piece of paper or your computer and list your strengths, passions, needs, desires and abilities. Look for the common themes you see over a period of time. When you find your unique answer, it will resonate with you deeply. The words will jump off the page and you'll know in your gut this is it! Just don't wait, like I did, for it to show up someday and just fall in your lap. The sooner you know, the faster you start living a Tuned In life.

"Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness, that most frightens us. We ask ourselves, who am I to be brilliant, gorgeous, talented, and fabulous? Actually, who are you not to be? You are a child of God. Your playing small doesn't serve the world. There's nothing enlightened about shrinking so that other people won't feel insecure around you. We are all meant to shine, as children do. We are born to make manifest the glory of God that is within us. It's not just in some of us, it's in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others." Nelson Mandela

Get Tuned In and cut through the clutter of your work, your money and your life at www.thetunein.com

You are distracted, just admit it! It happens to a majority of us when we talk to our friends, family and co-workers. Instead of REALLY listening, you're half listening and thinking about something else. There's little focus on the person communicating because you are often busy formulating a response to what is being said or looking for a way to contradict their story. How does it feel when you are having a conversation with someone and no matter how hard you try, there seems to be no common ground?  If you are like most people, it either puts you on the defensive, or you simply withdraw and say nothing more.

So what do you know?

I want to challenge you to an active listening contest. Find someone today that you know, but aren't that close to. A great candidate would be a co-worker, a class mate or anyone you would like to know more.  Ask each other the questions below and just listen to the responses. No writing or recording them, outside of your own memory.  Once each of you have answered the questions, ask someone to read the questions back to each of you  to see how many things you can remember.

What is my name?

How I summarize me in one sentence?

What is my middle name?

Do I drink? What is my beer, wine or mixed drink?

Do I smoke?

What makes me happy?

What's one of my favorite things to do?

Who do I love more than my life?

What's my favorite type of music?

What do I consider my best feature?

Am I shy or outgoing?

Am I a rebel or do I follow the rules?

Do I have any special talents?

What is my favorite food?

Do I have (or ever have) a nickname? What is/was it?

What is my worst habit?

If you and I were stranded on a deserted island, what is the one thing I would bring?

Who is my best friend?

What would active listening do for you?  It will force you to listen attentively to others and improve your mutual understanding for one another . You will avoid conflict and misunderstandings because you will really understand what another person has said. And, it will open people up and get them to say more.

Get Tuned In to active listening by doing the following:

1. Repeat key points in your own words to affirm your understanding and encourage additional dialogue.

2. Be curious and ask questions to go deeper and show genuine interest in what they are saying to you.

3. Pick up on the key words, favorite phrases and their way of speaking and build these into your responses. Do not mimic them, make it suttle.

4. Adopt a similar stance to them in terms of your body language, gestures, voice tone and speed.

5. Breathe in unison with them.

6. Keep pace with them.

The key is to stay in the moment and be totally focused on them. Do it and they will be Tuned In to you like never before, and this time without all the distractions.

"Just the chance to consume the variety of formats that are available by simply adjusting the frequency is a lot more relevant to everyday life than I ever would have philosophically submitted as an idea myself.' Jeff

Cut through the clutter of your work, your money and your life. Get Tuned In today and start to achieve your unlimited potential.‏  www.thetunein.com

"Bullshit!" I was stunned for a moment. In fact, the whole group was stunned when he stood up and made the declaration in the middle of our meeting. It started off like any other new business pitch where my partner and I were proposing our services. We discussed our approach and the benefits our company could provide to them as a client. We had a polished presentation, or at least we thought so, until this ackward moment. It wasn't until Tim, the manager, explained his sudden outburst that I started getting Tuned In to a valuable lesson in this very memorable meeting.

Tim and his colleagues, along with many other business professionals, sit through pitch meetings all the time. Tim explained that he had simply heard the idea to yell, "Bullshit" anytime someone used more than three current buzz words in any presentation.  It was funny, but hit home a valid point about the way most of us approach any conversation.  You may already have started to become aware of a similiar moment for you. 

What happens when you communicate with others in your work, your money and your life?  Is the approach one where your goal is to dominate, prove to them you are right or dazzle them with your one-upsmanship? You may have a great routine complete with all the lastest buzz words and the ability to always make yourself look good. A good strategy if your goal is to simply complete a conversation and become another static moment in their life.

That's right, I said a static moment. The whole world is becoming a static moment. Look at it this way. Remember a time when you had to work really hard to pick up a signal just to hear a conversation, a hot topic or a great song on the radio? You probably remember the interference and the time wasted trying to hear it, more than the actual content. It may have been something you could get away with many years ago, but the expectations have changed dramatically and no one will accept that today. Everyone filters out the empty phrases along with irrelevant information and quickly calls, "Bullshit" too! No one has the time or attention any longer! Each of us see and hear more messages in a day than the average person saw in their entire life time in the early 1900's!

If you want to have someone Tuned In to you, make the communication relevant, memorable, sensory, emotional and meaningful. Create a connected experience by talking to them (not at them), listening to their wants and needs, desires and hopes, dreams and visions.  Imagine how good you'll feel when you act on "co-creating" a convesation that has true meaning and leaves both of you fulfilled.  It's one neither of you will soon forget, and that's no bullshit.

Now, go cause something in your conversations today and come back and talk about it here.

Cut through the clutter and static of your work, your money and your life. Get Tuned In! "I always tell people 'everyone needs a sammy in their career'" Al

www.thetunein.com