Core Messaging


I recently had the pleasure of reconnecting with an old friend and colleague.

Paul was a financial advisor in the same office where I work but about a year ago, he moved on and started a consulting firm for tech start-ups and embarked on a professional speaking carrier.  Because I write a lot and produce short videos I wanted to meet up with Paul and pick his brain on how to get more exposure and start booking speaking gigs myself.

Our conversation was wide ranging, but Paul’s advise could be boiled down to just one key point.

  • “Get super clear about your core message and repeat it over again every chance you get.”

What’s my core message?  I’ll get to that in a minute.

Bruxy Cavey, another mentor of mine broke his core message down into three separate statements, each one more succinct than the one before.  In doing so he was able to clarify his message and use each of the statements in different contexts.  The longer statements are good for writing and speaking when there is adequate time to express the nuances of the message while the shorter statements are better as conversation starters or when brevity is required.  Bruxy’s core message can be easily stated in one word, three words and thirty words.

The other thing Paul encouraged me to do is to claim a title for myself, something that clearly states who and what I am and aligns cleanly with my core messaging.  The title itself should say as much as possible without the need for further explanation.

So here it is, taking a page each from Bruxy and Paul my core message broken down into a five-word title, and then clearly stated in five letters, five words and five paragraphs.

**************************************************************************

I am an Ambassador of Peace and Justice.

My core message in five letters is: Let go.

My core message in five words is:  Peace without Justice is Oppression.

My core message in five paragraphs is:

God is Love.

In the beginning God created the heavens and the earth and made mankind both ruler and caretaker over all that He had created.  There was only love.  There was no war, no violence of any kind, no injustice and no oppression.

Mankind was deceived into thinking that God was holding something back and rebelled.  We set up systems and institutions to try and take control of that which belongs to God and which He was freely sharing with us.

As a result, the world is broken.   All man-made systems and institutions (including our government and the church) are broken.

But God is still Love and wants nothing more than to reconcile with His creation.  Mankind is still in rebellion and cannot let go of the control we have taken for ourselves.  Reconciliation with God is the only cure for our broken world.  That reconciliation begins with mankind letting go and taking a posture of surrender, gratitude and other-centredness.

That is my core message.

Further to the message I have chosen the word “meekness” to describe the mindset that mankind needs to ascribe to in order to achieve reconciliation with God.  Meekness is not weakness, it is the willing submission of personal power, entitlement and ego, a form of surrender and laying down in the presence of God’s pure love.

The meek shall inherit the earth but only through letting go.  Peace shall be achieved but only through justice.  And God’s creation shall be restored but only through surrender.

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Confession and Forgiveness


The following is an excerpt from the upcoming book and training series "Prayer School" For more information or to book a Prayer School training seminar write to the Matthew 5:5 Society here and subscribe to the blog for regular updates and release dates as they become available.
Chapter 6 – Confession and Forgiveness

And forgive us our debts,
as we also have forgiven our debtors. [Matthew 6:12]

Depending on your translation this verse could read either, debts, sins or trespasses.  I originally learned it as trespasses and still say it that way today, but the sentiment is the same no matter how you say it.

The apostle Paul reminds us in Romans 3:23 that “all have sinned and fall short of the glory of God.”  Sin separates us from God’s glory. It’s been that way since the very beginning.  Ever since the original sin God and mankind have been separated.  At times God has broken down the barriers and come to his people but mankind has had to create elaborate rituals designed to cleanse sinfulness from himself before he can approach God.  The entire sacrificial system of the Old Testament was designed to provide this cleansing and remind mankind of his sin and unworthiness to approach God.

Jesus, as the final sacrifice blows that whole system up but not before giving us a hint of how we can maintain our intimacy with God long after he is gone here in his prayer.  Forgiveness of our sins is available to all of us, all we have to do is be willing to give forgiveness as freely as we have receive it.

But you can’t receive forgiveness if you don’t first confess.  And you can’t offer forgiveness if you don’t first examine the motives behind the wrong act.

This is very hard.

As we go through the list of wrongs that we have both committed and endured we must think about the people we have hurt and those who have hurt us.  While we don’t have to forgive their actions, we must be willing to look beyond the act itself and see the person behind it.  In the case of our own forgiveness we must examine our motives and resolve to find better ways to express our needs and desires without causing harm to anyone else.  And in the case of the wrongs committed against us we need to look deeper at the motivations of the perpetrator before we can forgive the person.

We can still hold people accountable for their choices, as we will likely be held accountable for our own.  We can expect to be asked to pay some form of restitution before we can fully restore a relationship so asking for restitution in return is generally acceptable but that cannot prevent us from freely forgiving the person who committed the act.

Forgiveness is not tied to restitution.  Even between us and God, when we ask for forgiveness God may still require us to do something before we are fully welcomed back into community and that’s okay.  We are still freely forgiven simply by confessing our sin and offering the same kind of forgiveness to those who have wronged us.

At this point in the prayer we break it down into it’s two component phrases and pause while we list off both our sins for which we need forgiveness and the wrongs which have been perpetrated against us.  If you find it too difficult to forgive the act that was done to you, focus instead on the person who committed it.  We may never be able to excuse some of the wrongs we have endured but we also can’t carry a grudge against a fellow image bearer of the divine.  God’s loving nature demands that we see the humanity in everyone, even those who commit unspeakable crimes.

It’s been said “Love the sinner, hate the sin.”  When we start by examining the person forgiveness gets a little easier.  It’s also been said “There but for the grace of God, go I.”  When we start by examining the person, we sometimes start to see ourselves in a different light.

This is perhaps the hardest part of the entire prayer.  Confession and forgiveness requires a level of self-examination beyond anything we’ve done so far.  Don’t skimp on this aspect of prayer.  We are all sinners in need of a relationship with the savior.  The more honest we are with ourselves at this stage, the deeper that relationship will be.

 

 

 

Stand Up to Bullies   


You can’t see it but I’m wearing a pink shirt today.

That’s because it’s Stand Up to Bullies day.

A few years ago a couple of students at a school in Nova Scotia asked their classmates to wear pink to school on February 28 because another one of their friends had been bullied when he wore a pink shirt.  A movement was born and now, all across Canada, people wear pink shirts in solidarity against bullies everywhere.

Bullying is a problem not just in our schools but in our workplaces, recreational activities and even in or governments.

Dictionary.com defines bullying as:

                The use of superior strength or influence to intimidate (someone), typically to force him or her to do what one wants.

I think the key here lies in the words “intimidate” and “force”.  The use of superior strength doesn’t necessarily mean physical either, strength can also derive from a position or power such as that of a boss or government official.

While I was reflecting on the effects of bullying today I came up with a number of examples of where and how mean and aggressive behaviour can damage us all, young and old.

Some examples I thought of.

1 – School yard intimidation.

This one’s obvious and what most people think of when they think of bullies.  The physically large and pushy kid that threatens violence against weaker kids in order to get what he wants.  Every school has one and every kid has felt intimidated by another kid at one time or another.  It’s part of growing up. The real problems arise when the bully is allowed to continue his or her reign of terror indefinitely or long enough to cause lasting physical or psychological damage.

2 – Toxic work environment

Workplace bullying is a growing problem.  I’m not talking just about a tyrannical boss here.  The source of a toxic work environment isn’t always management.  It can also result from difficult interpersonal relationships in the rank and file.  Management is ultimately always responsible for recognizing issues before they start to damage productivity and employee mental health however.  Loss of productivity due to mental health and the cost of prescription drugs for anxiety and depression are growing concerns for all kinds of businesses.  Making sure the workplace is free of bullying at all levels is a huge part of keeping these costs under control.

3 – Inhumane social policy

We don’t hear much about this one, at least not yet, but I think over the next few years psychologist may begin sounding the alarm about bullying coming from the way in which our social institutions themselves treat citizens.  Already in the province of Quebec we have seen governments try to ban certain articles of clothing and force women who’s religion requires them to wear head coverings off of public transit and out of government buildings.  This is nothing more than bullying on a massive scale.

Just last week there was another mass shooting at a school in the United States.  I’m not prepared to get into a debate out gun control or mental health.  But the way in which the pro-gun lobby has approached this and every other mass shooting in recent history is also a form of bullying.  Shouting down opposition with arguments that have no grounding in facts and pandering to irrational fears about government tyranny is classic bullying tactic.

The best way to fight a bully is to organize a group (there’s strength in numbers) to confront and let it be known that their behaviour is not going to be tolerated.  The students who marched on Washington in response to the latest school shooting are one such group that is starting to fight back.  As I watched the news reports about the student protest I was reminded of similar protests that eventually had a hand in ending the Vietnam War some forty odd years ago.  It was around that time that Buffalo Springfield recorded the song “For What It’s Worth” the lyrics of that song could just as easily apply today in our fight against systemic bullying, especially the 4th verse:

Paranoia strikes deep
Into your life it will creep
It starts when you’re always afraid
You step out of line, the man come and take you away

Don’t take my word for it, check out this television appearance from 1967.

L C Sheil writes regularly about, spirituality, life and business coaching.  He is the founder and director of The Matthew 5:5 Society (formerly The Meekonomics Project) where he coaches ministry and business leaders to Live Life to the Fullest in Complete Submission to the Will of God. 

Mr. Sheil has authored two books and is available for public speaking and one on one coaching in the areas of work life balance,  finding and living your core values  and financial literacy.  Write to The Matthew 5:5 Society here for more information or follow L C Sheil on twitter and instagram.  

Goals and Resolutions – 2018 Version


Every year around this time I sit down and work on my goals for the coming year.  Not New Year’s Resolutions per say but a handful of things that I plan to do on a regular basis over the course of the year to reach my major goals.

It’s a two-step process.

In accordance with the second of Steven Covey’s famous Seven Habits of Highly Effective People, I begin with the end in mind.   What are my major goals for 2018?

1 – Complete an Olympic Distance Triathlon

The Olympic Triathlon is the official distance run at the Olympic games and is approximately one quarter of an Iron Man.  It consists of a 1500 m swim, 40 km bike and 10 km run.  World class athletes can generally complete an Olympic Tri in about 2 hours.  The world record is 1:39:50, set at the World Championships in Cleveland Ohio in 1996.  That record has stood for over 20 years and is the stuff of legend in the Triathlon community.  I’ll be happy if I complete my Olympic Tri in under 4 hours.

2 – Finish my Third Book

My first two books came relatively easily to me.  I poured a lot of pent up energy into those books.  My third effort has been quite a bit harder.  I’ve been writing a book on Leadership for about 3 years now and it’s just not working.  Probably because I don’t really have a lot of experience in leadership.  I’m more the solopreneur type so writing about leadership seems a bit disingenuous.  I have several other books sketched out so I’m going to return to my favourite topic – behavioural economics, and work on something along those lines.  I’ve also started writing a memoir of sorts, maybe that could be something, we’ll see, keep an eye out here for more information as these projects grow.

3 – Develop the Financial Coaching Aspect of my Practice

The Meekonomics Project, (financial coaching) has been near and dear to my heart and my plans since the very beginning.  For the past six years I’ve focussed on building my financial practice along traditional lines, Life Insurance and Investments for the family market, Disability Insurance and Group Health Plans for businesses and business owners.  But that’s not where my heart is.  I have a passion for the poor, disadvantaged and victims of predatory lenders.  The Meekonomics Project is my assault on the PayDay Lending industry and stewardship planning for the working poor.

4 – Grow my practice to $85,000 in gross income

Two years ago, I made $74,000, and I thought I was on my way.  The next year I struggled to make $60,000 and this year I will make about $66,000.  These past two years have been hard.  I made a few mistakes, missed a few opportunities and got drawn off on some tangents.  To hit these goals, I need to remain focused and learn to filter out the noise that could pull me off track.

So those are the major goals.  But how are we going to get there?

Covey’s third habit is to put first things first.  In other words, work backwards from the end goal and figure out what to do next.  As a result, I have figured out five daily goals that are going to move me closer to the four major goals every single day.

1 – Go to the Gym for an hour at least 3 days a week  

There are several different triathlon training programs on line.  Most of them say that you can train for an Olympic Tri in about 10 weeks.  They all require at least six days a week in the gym, but I don’t have that kind of time.  I’m pretty sure I can modify a program to work over a 3 day cycle and be ready to complete the distance in about 20 weeks.  In fact, I’ve been working on this for a few months already and should be ready to complete the distance by April.  If I do, great, if not I will save eight months to work on it and hit the goal by the end of the year.  I’ll let you know how it goes.

2 – Spend 30 minutes in prayer and meditation every day

Now I know what you’re thinking.  Why isn’t this the number one priority?  If I was a good Christian boy nothing should take precedence over spending time in prayer, but hear me out.

This list is semi-chronological, and I have learned from experience that if I get up early and do anything other than get out he door and go the gym, it’s not going to happen.  Therefore, for the three days that I plan to go and train for the triathlon, nothing else happens until I can check that off the list.  That being said; my 30 minutes of prayer is the only thing that I am committing to doing every single day.  It keeps me grounded and on point for the rest of the day.

There is a lot more I could say about the importance of connecting with a higher power, however you define it, but I think maybe I’ll save that for another post.  For now, I’ll just say this, releasing my stresses and worries to the God of the universe while at the same time expressing my hopes and dreams and confessing my short comings is incredibly relaxing.   Starting my day in a state of peace and relaxation is the best way I’ve yet found to remain centered, balanced and calm.

3 – Reach out to 40 Individual Clients and Prospects each work day

Working backwards from my goal of making $85,000 this year I need to make approximately 2 new sales per week.  Decades of statistical research in the insurance and investment industry has proven that it takes 5 face-to-face appointments for every sale.  Many of those appointments are simple policy reviews and service calls that don’t necessarily lead to anything new and of those that do require additional services it usually takes 3 or 4 meetings to move someone from prospect to client.  That means I need at least 10 appointments a week.

The same research has show that it takes approximately 20 client “touches” to book an appointment.  Again, many of those touches are simple check in calls or emails that don’t necessarily lead to a meeting right away.  All of this to say that I need to reach out to 200 clients and prospects a week to book 10 appointments.  Broken down over the course of a 5-day workweek that amounts to 40 unique “touches” per day.

4 – Initiate 5 Cold Introductions to new Prospects each work day

This is the law of attrition.  If I’m reaching out to 40 individual clients and prospects each work day it stands to reason that a percentage of those prospects are going to be non-responsive or say they aren’t interested.  All that research about the number of sales and the number of meetings also says that a little better than 10% of your prospects will die on the vine.   So, to keep the numbers consistent I need to be reaching out to 5 new prospects every day.

5 – Write 500 words or film 2 minutes of video each work day

I’m a writer and writers write, ‘nuff said.

Not everything I write will be worth publishing and not every piece of video I record will make it out of my phone but like training for a triathlon the daily discipline will help to improve the final results and hopefully lead to a lot more content on my blog and another book.

500 words is approximately one typewritten page and takes less than 2 minutes to read, the perfect length for a blog post.  2 minute videos get more views than 20 minute videos.  It’s about accessibility, short sweet and too the point, that’s what a blog or vlog should be.  Save the longer thoughts and more detailed analysis for the books.

This combination of major goals and daily goals aren’t exactly New Years Resolutions.  They are more like an execution plan.  I do have a few resolutions tough.  These are simple tweaks to my personality designed to boost my productivity, social capital and emotional connections.

1 – Just Do It

Procrastination is the enemy of productivity.  If a job takes less than 5 minutes to complete it should be completed immediately.  If it takes less than 15 minutes to complete it should be completed by the end of the day.  If it takes more than 15 minutes to complete make an appointment to work on it before the end of the week.

2 – Smile   

Happy people are proven to be more successful people, especially in sales and customer centric industries like financial services.  Even if you don’t feel happy, smiling has been proven to trick your brain into thinking you are happier and so becomes a self-fulfilling prophecy. Smiling puts people at ease and increases your credibility so that they like you more.

3 – Say Yes as much as possible

Defaulting to yes, even when it’s a yes, but or a yes, and is far better than saying no.  In difficult situations, starting with yes makes you appear as though you are a problem solver even when the eventual outcome is not what was originally desired.  Saying yes is collaborative, while no is confrontational.

So, there you have it.  My goals and resolutions for 2018.  What do you think? Do you have goals or resolutions?  I’d love to hear them, please comment back.

“Just Like You…”


Continuing where I left off last week in discussing my Elevator Pitch for new prospects.  Once I’ve successfully converted a prospect to a client or decided that there is no real opportunity there the next step is to ask for referrals.  I’m always on the lookout for new clients and where better to find them than through the endorsement of people I have already worked for and who are presumably happy with the service I provide?

I start by saying something like this;

“As you know I’m actively working to expand my practice.  Now that you know first-hand the way I work perhaps you can help me find more clients just like you who recognize the importance of protecting their loved ones and know the value of professional advice.  Who do you know that I should be talking to?”

The exact wording of what I say, when and how I say it during my conversations varies but there are three elements (highlighted) that never change.

Just Like You…

Gratitude and a little bit of flattery never hurts especially when you are asking for something.  By telling a client that I want to work with people just like them I am expressing thanks and giving them an ego boost at the same time.  I am saying that you fit the profile of my ideal client, you are special, I wish I could clone you and spend the rest of my life working only for you.  But alas that’s not possible so who else do you know that you would be proud to bring in to our exclusive little club?

One of Dale Carnegie’s famous tips from “How to Win Friends and Influence People” is to start with a complement.  Telling a client that I want to work with more people like them certainly fits that formula.

Protect Their Loved Ones…

One of the reasons why Life Insurance and Investment products can be so hard to sell is that at the end of the day, they aren’t really for you.  At best, in the case of a retirement plan they are for a future version of you and in the case of Life Insurance they are for the people closest to you but they are never truly for you in the here and now.

Legendary Life Insurance agent George Sigurdson of London Life and author of the book, “In Search of Friends; A Guide to Prospecting” says –

                “Life Insurance is a product bought with love and paid for with healthy choices.”

By telling clients I’m looking for people who want to protect their loved ones I’m reinforcing the flattery of the first statement by saying I see that in you and helping them fill in the picture in their mind of who else would be a good fit for me.  Another way of saying it is that I want to work with people who love their families enough to sacrifice a little bit of their cashflow to make sure they are going to be okay.

My friend Bruce told me a story once about driving on the Autobahn in Germany.  The first time he got behind the wheel he was excited to see just how fast he could drive but after a few minutes his wife leaned over and whispered to him, “Remember – you love your family.”  Suddenly it was no longer about how fast he could drive, it became more about safely getting to their destination with his is wife and their three young girls in the back seat.  He sacrificed his selfish desire to drive fast for the safety and security of the people he loves the most.

At the end of the day that’s what Life Insurance and Investing are all about.  I want to work with people who get that.

The Value of Professional Advice

Admittedly this last point can back fire if I haven’t laid the ground work for it in the previous two statements.  It basically says – “You are not the professional, I am.”

I’m poking at your ego a bit.  But by know you’re either already a client or I’ve determined that you aren’t likely to become one in the short term.  A little dig can serve to either snap you back into the conversation or further enhance the warm and fuzzy feelings I’ve evoked by reminding you how great you are for buying Life Insurance or starting an Investment plan.

The Investment Funds Institute of Canada (IFIC) has determined through numerous studies that people who work with a financial security advisor, on average, have up to four times more investable assets than those don’t.  Professional advice is clearly valuable to those who care to seek it out.  Similar studies have shown that the main reason people don’t seek out professional advice is a perception that it is too expensive or too complicated and that they are not sophisticated enough to benefit from it.  Lastly, many people don’t adhere to the need for professional advice because they have an unrealistic perception of their own ability to go it alone.

By telling people that I want to work with those who value professional advice I’m reinforcing the previous points, you’re great, you get this, congratulations on your good decision-making ability.  While at the same time reminding you that this is not too expensive or complicated.  I’m also drawing a line in the sand and making it clear the type of person I don’t want to work with.  If you think you can go it alone, without the help of a professional, good luck with that.

The world’s greatest philosopher Jesus of Nazareth said it best:

                “It is not the healthy who need a doctor, but the sick.” Luke 5:31

In other words, if you think you’re okay, I’m not here for you.

So that’s my referral pitch.  It is designed to help reinforce in my clients and prospects a sense of their own worth to me and my practice and frame in their mind a specific picture of the people in their lives that I think I can help.  When I finally ask the question “who do know that I should be talking to?” a specific someone immediately pops to mind.

Who just popped into your mind?  Let me know – I’d be happy to meet them.

Lauren C Sheil is a Serial Entrepreneur and Financial Security Advisor.  He helps people live life to the fullest along the way teaching them to Eliminate Debt, Build Wealth and Leave a Legacy.  Write to themeekonomicsproject@gmail.com 

 

VLOG Episode 7 – Ballistic Beings


Walking up the street by my office, the other day I took a minute to clarify a blog post from a few days before.  What does it mean to be a “Ballistic Being?”

It’s all about focus and velocity – but that doesn’t necessarily mean what you think it means…

VLOG: Episode 6, The Heart of An Entrepreneur


Driving in to the office the other day I started thinking about what it takes to be an entrepreneur and how much mad respect I have for entrepreneurs and what they do.  Here’s the video I recorded about it.

Once again sorry about the audio, I need to both speak up and get a better microphone  I think.  And for some reason I thought sitting in front of a window on a sunny day would be a good idea, won’t make that mistake again, I promise.

I’ll get these technical issues figured about eventually, bear with me okay…  For now enjoy the video.