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Create Success with One Simple Pivot, Gratitude with Dr. Alan Zimmerman



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On this show, Gary Pinkerton hosts Dr. Alan Zimmerman is an internationally recognized motivational speaker for business. They discuss the ideas of being a lifelong student and then talk about some of Dr. Zimmerman’s books, focusing on the best-selling Pivot: How One Simple Turn in Attitude Can Lead to Success. The two talk about how we should put gratitude in the center of our lives rather than happiness and give the implications to doing so.

Announcer 0:04
Welcome to the heroic investing show. As first responders we risk our lives every day our financial security is under attack. Our pensions are in a state of emergency. A single on duty incident can alter or erase our earning potential instantly and forever. We are the heroes of society. We are self reliant and we need to take care of our own financial future. The heroic investing show is our toolkit of business and investing tactics on our mission to financial freedom.

Jason Hartman 0:39
Welcome to the heroic investing show, a podcast for first responders, members, the military, veterans, and anyone looking to improve their financial future and gain some freedom with their time. We teach America’s heroes how to build passive income, build their startup business and safely grow wealth through real estate and other alternative investments. We have current and prior First Responders put protections systems and a team in place to help them build a life where they can focus on their passion, that service or product that they’re uniquely gifted to share with others, making the world a better place for all of us. My name is Gary Pinkerton and I co host this show with Jason Hartman. This is Episode 230, Episode 230. And as we do on all 10th episodes, here on the heroic investing and on creating wealth, we’re gonna go off topic to something of general life interest. And as you know, typically I’m focusing on things that are personal development, personal growth focused, maybe health focused, but it’s something that’s going to help you play at a higher level because it is my intent that the audience for this podcast is someone who is looking to share their unique genius with the world, start that business, start that service, something where they are better at something than everyone else around them. And I want you to be able to share that and I want to be able to share it with a lot of people which means You need to perform at a higher level. And that’s why I’m a personal development junkie and someone who tries to put the best of the best in that realm. To all of my awesome followers here on Heroku invest. This episode is with Dr. Alan Zimmerman. He is an internationally recognized motivational speaker for business. In addition to being a lifelong student, he is the author of the payoff principle the three secrets for getting what you want out of life and work and the best selling book, pivot. How one simple turn in attitude can lead to success. his blog tackles subjects such as how to get what you want, how to be a great leader, and how to reframe any type of situation into a positive one. That is Gary in essence right there, right. He believes everyone should have an attitude of gratitude and chasing happiness is dangerous. That alone should be adequate to take a faith heroic investing listener who’s focused on growth and remaining positive into this episode. I hope you really enjoy Dr. Alan Zimmerman. It’s my pleasure to welcome Dr. Alan Zimmerman to the show. He is an internationally recognized motivational speaker for business, helping people to maximize their payoffs. He’s the author of the bestseller, pivot, how one simple turn in attitude can lead to success. And also author of the new book, the payoff principle. Discover the three secrets for getting what you want out of life and work. Allen welcome. How are you?

Dr. Alan Zimmerman 3:39
I’m doing great, Jason. Glad to be here.

Jason Hartman 3:41
Yeah, it’s good to have you here. And before we started recording, I kind of misquoted Earl Nightingale but I just remember as I’m talking to you, you know that the incredible importance of this topic, and when I was 17 years old and discovered Earl Nightingale I remember him saying to ask the role of attitude and One success is like asking what the role of h2o is in the Pacific Ocean.

Dr. Alan Zimmerman 4:05
Well said,

Jason Hartman 4:07
this is vitally, vitally important to every aspect of life, isn’t it?

Dr. Alan Zimmerman 4:11
Well, the strange thing is we’ve done tons of research for years on this at universities, etc. And it comes down to something very simple. Almost all was good attitudes lead to good results and bad editors lead to bad results.

Jason Hartman 4:24
Yeah, it’s pretty hard to escape that, you know, maybe there will be a lucky exception once in a while. But 99% of the time, I would say, Yeah, you got to be right about that. So what can we do to control our attitudes? Is it under our control?

Dr. Alan Zimmerman 4:39
Well, absolutely. When people say I can’t help the way I feel I’ve always been this way. It’s really a lie. They may not know how to change the attitude but it’s changeable and controllable. The first thing I recommend is to act as if it’s no psychological trick, but as a lot of power. In other words, if you wait until you feel positive You’ll wait forever. You have to start acting that way. Behave confidently have an upbeat tone to your voice. Actions always precede feelings. Interesting. Yeah. So that

Jason Hartman 5:11
that feedback loop it is a circle, but we can jump in, in that circle and create feelings. It’s not like feelings are just, you know, some random circumstance they’re created. They’re created by us, right?

Dr. Alan Zimmerman 5:27
Yeah, we have a lot of control. People don’t realize, one of the things that we can do to become more of an actor instead of a reactor is to see something positive in every situation. Not everything is good. Not everything is easy. Nothing is positive. But there’s always something positive there. It may be a chance to meet somebody else, or a lesson from that presentation, feedback or make me better my next sales attempt to see something positive in all situations. And what I find is that those who struggle those who have The horse attitude when they fail, there isn’t an excuse to give up. But those are really when use failure as a lesson for the next step.

Jason Hartman 6:10
Yeah, absolutely. We’re gonna talk a little bit about sales. And I just want to say to the audience that we are all in sales. We’re always trying to sell an idea whether it’s what movie Are we going to see tonight? Or where are we going to go for dinner? versus something more important, like actually being in business and in the business of sales? So we’re all in the sales business? I think that that’s important to understand as a as a context for what we’re going to talk about. But what are some of the sales formulas that you recommend to people to be really, really exceptional?

Dr. Alan Zimmerman 6:46
I use a formula they called purpose plus passion, plus process equals payoff. And the thing I find wrong in a lot of the research, a lot of the books on sales on success is they Focus on one of those elements. They may focus on purpose, for example, and they’ll say to have a Purpose Driven Life. Well, certainly that’s true. But we all know folks who have a great sense of purpose, don’t have much to show for it. The second part is the passion. That’s the attitude. And we hear about things such as attitude is everything, and not quite true. A big part of success, but not everything. We all know folks who have a great attitude. When it comes to getting results, they leave a lot to be desired. And a third element process that’s the sales skills, things you do. We have all three of those things in place in good shape, purpose, passion process, you get amazingly good payoffs.

Jason Hartman 7:47
I like that it’s easy to remember, you know, the three P’s purpose, passion and progress is always a process.

Dr. Alan Zimmerman 7:54
Yeah, process. Exactly.

Jason Hartman 7:55
So let’s kind of drill down on those if we could, you know, maybe go into a little More detail on each of those three.

Dr. Alan Zimmerman 8:01
Yeah. The first one is purpose. It’s as simple as thinking if you don’t stand for something, you’ll fall for anything. What’s your purpose? Why are you here on earth? What are you trying to achieve? What’s your goal? What’s your dream? And it’s a word that people use, but don’t often figure out what their purpose is. And so I use a three legged stool. each leg of the stool represents a key question have to ask yourself, when you get an answer to each question, you get the platform of the stool, which is your purpose. The first leg asked the question, What are you good at? We’ve all got talents and abilities, write them down, spend two three days if you need to get the longest list possible. What are you good at? second leg and that is what excites you. What turns you on? What gets your motivation juices pumped up? Got to know what excites you. And thirdly, what difference Do you want to make? Maybe it is in your industry, with your clients with your family. In the world, your church, whatever, we know those three answers, you get a clear purpose. And that’s a driving force for the other two steps of the process. So first of all, there’s the purpose. Once you’ve got a purpose figured out, some call it goals, some call it dreams, I simply call a purpose. The second element, the passion that has three elements as well. In terms of the passion, part of that is attitude. I look at a fire and for a fire to be effective. It needs three things. The fire needs some fuel, maybe it’s wood, maybe it’s coal needs some fuel. That particular fuel I call attitude. It’s part of the passion, but it keeps on burning and fire needs oxygen. It needs persistence, and also needs a fire rate otherwise it gets out of control. And that guidance that fire ring is character with Attitude persistence and character you get a fire that burns hot he got the passion. That’s the second element.

Jason Hartman 10:07
I really looked at firing metaphor. that’s a that’s a good one. I’ve never heard that before. Because passion uncontrolled, is just reckless, isn’t it?

Dr. Alan Zimmerman 10:16
Watch any news program, you’ll see exactly what happens without a character or fire ring. And the last one is process and that is what are the skills to accomplish what you want to achieve. And I talked about four sets of skills. Two of them are personal skills. One is the whole idea of affirmations, programming your mind for success. You can put the right kinds of thoughts in to get the right results out. Part of that is avoiding mind binders people saying I can’t close a sale. Now. I can’t. prospect I’m no good at giving a presentation. I can’t do such and such as long as they think that way. They will not have success. need to get some positive affirmations in your mind. That’s one process. Another process is continuing education. You can’t expect to be better at sales or anything else without continual education. And one of the big mistakes people make is thinking that yesterday’s skills are not for tomorrow’s expectations, not true. There’s also two interpersonal skills in this process. And that is what I call connective communication and compassionate listening. How do I connect with other people? So they want to hear me, take me seriously. We have mutual respect, and they give me their willing cooperation. But also how do I listen to understand their needs, so I can meet those needs? Those four processes are key.

Jason Hartman 11:39
Yeah, interesting. Really, really interesting stuff. You know, it See, we can all control the process can’t wait. So all we really need to do is just ask ourselves in any given situation, you know, if we’re feeling down if we’re feeling bad about the world, bad about ourselves, about about our lives, whatever, we can just ask ourselves, have we done the things in The process, the process is completely under our control, right?

Dr. Alan Zimmerman 12:03
So much the case. I’ll hear people say to me, I gave it my all. I gave 100% to some project, and they’re still failing. When I coach them, I interviewed them more carefully. Maybe it’s a salesperson, he’ll say, I sent out 1000 emails and get any, any response. And they call that hundred percent effort. And I would say no 100% effort might be doing more than other salespeople. It’s researching your product more deeply, coming early, staying late, making more phone calls, sending more notes, asking for more referrals, going to more classes. It’s doing a lot more so that would be 100% effort. Sorry, to our control.

Jason Hartman 12:46
Talk about this from both sides and let’s talk about the work environment for a moment if we can, how does this apply to business owners or managers in in a corporate environment and employees terms of employees who think I don’t like it here, I want to leave, I want to quit my job, should they be thinking of some of these processes you mentioned, or the three P’s? And you know, what should managers do with it when they face various frustrations and challenges?

Dr. Alan Zimmerman 13:15
We made a good comment at the beginning chase about everybody being a salesperson. And that’s true, whether you’re selling to your spouse, to your customers, to your colleagues. And if that’s the case, people don’t realize the power of persistent communication or asking for what you need. For example, research tells us that 92% of salespeople give up after the fourth call, or fourth, no. And yet 60% of people who buy buy after saying no four times what that tells me the majority of sales, most of business goes to a minority of folks who are persistent enough to keep at it. So part of what I would suggest is to learn how to ask for what you need is a powerful skill. How do you phrase It. So they are willing to say yes, I’ll listen. I’ll follow. I’ll get on board.

Jason Hartman 14:05
Okay, so so there is a technique in terms of the way you ask how you phrase it, rather than just asking I mean, asking is better than nothing? I would guess. Because, you know, you’ve got at least ask, right. But what’s that technique distill that a little bit for us? If you would,

Dr. Alan Zimmerman 14:21
in a very succinct fashion, it has three parts. Will you when you do, if you don’t? Will you be at the meeting at eight o’clock sharp, your specific your positive, your firm expecting a positive response? The second part when you when you do what I’m asking, what’s the positive consequence? For example, you ask the kids to do something they always say, Well, why? Why? Well, all adults are our big killers. They’re big kids, children, big bodies, right? adults think the same way. Why would he come to the meeting later block will finish by nine o’clock, I can assure you that when you give out that presentation, we have a better chance of keeping that account. And the third part, if you don’t do it, I’m asking what’s the possible negative consequence? not meant to be a threat? Simply the big picture. If we don’t do certain things, we lose customers lose time, energy momentum. You put those three elements together, you increase dramatically the chance of getting a Yes, yeah,

Jason Hartman 15:24
yeah, you do. Yeah, that’s it’s good formula. Good formula. I want to ask you, well, just maybe finish up on the employer employee relationship if he would, because I want to ask you about one of your particularly interesting blog posts about happiness. I really enjoyed this one. But more comments on the employer employee relationship,

Dr. Alan Zimmerman 15:42
one of the things that people sometimes don’t realize that it is a relationship. I don’t take that word lightly. People spend more time with their co workers, their bosses, their customers, they do they’re oftentimes your aunts, uncles, kids, spouses, we spent so much time with them. And so So, not attending to the relationship not working on making it better is rather foolish. I would say there’s three, four things you have to do. One is respect. It’s non negotiable doesn’t mean you agree with people, but you must communicate respect to build a relationship. Secondly, keep them informed. This old idea of no noses good nose might sound catchy, but it doesn’t work. People want to know as much as possible. Thirdly, and that is tangibles. What did they get out of the relationship? Maybe it is your attention, a better chance of serving a customer a promotion. There’s something tangible they get out of that. So respect keeping informed, something tangible. And it may sound silly, but there’s element of fun in a relationship. It’s not grim gloom and doom. It’s fun working with communicating with the other person. Absolutely.

Jason Hartman 16:57
Okay, good. So let’s talk about happiness. For a moment if we can now attitude obviously plays a huge role in this. But you you have a interesting blog post and it’s entitled is happiness a dangerous goal? And so I want to ask you about that. But one of the parts that I just love here is the way you help people practice the attitude of gratitude. And, and how you turn, you know, every lemon into lemonade, you know, it’s just awesome. The way you do that in here. is happiness, a dangerous, cool, interesting, compelling title.

Dr. Alan Zimmerman 17:33
I’ve surveyed thousands of people and I ask, what do you want out of life? And by far, the number one answer is people say, I just want to be happy. Well, that’s fine. But what is it? If you don’t know what it is, it’s very hard to achieve it. And happiness is a little dangerous because it is determined by something else happening first, and then I’ll be happy. It makes you a victim instead of a creator of circumstances. It’s not a choice. You Make its result here. Good. So it disempowers you. So I think happiness is nice half certainly not against it, but it’s a little bit dangerous to seek that is the goal.

Jason Hartman 18:10
So what should we be seeking is the goal then?

Dr. Alan Zimmerman 18:13
Well, I like the word joy, because that’s a choice. I can choose to be joyful. Even though I may have some pain in my life, have some difficulties, and we all do. It’s a choice I make. attitude is not something somebody gives you. It’s probably the choice you make, and you can choose to be joyful or positive. And one of the ways you can choose to be joyful, and encourage the happiness to take place. Let’s practice that attitude of gratitude. As you mentioned in my blog post on that, one simple thing. I tell people, take a walk outside, find a nice day, walk by yourself. And I’ll sign say 1000 times out loud, thank you. Thank you. Thank you, thank you 1000 times, and what will happen when something negative comes into your life something you’re grateful for will pop back into your mind and neutralize that negative negativity. You can literally practice an attitude of gratitude until it becomes a part of who you are.

Jason Hartman 19:09
Yeah, it really does. But I think the reframing that you talked about in your blog post is is really excellent. I’ll just share some of the examples of that I’m thankful for and then you know, the teenager who’s not doing the dishes, but is watching TV, because that means he is home and not out on the streets. Okay. You know, me and here’s one I remember many years ago now, I have since cancelled this goal that I’m about to share with you. But many years ago in my early 20s, I remember thinking I was starting out in my real estate career back then. And I was making a lot of money. And I remember I paid the IRS at $140,000 that year, and I actually took the check and I stuck it on my wall. And I thought my goal is Pay the IRS a million dollars a year because that means I’ll make about 4 million right? Well, not so much anymore. tax rates are higher, but I’ve since cancelled that goal because I know there are ways to get around those big taxes and still make a lot of money by owning properties. But what’s interesting here is you say, you know, I’m thankful for the taxes I pay, because it means I’m employed. Look, they don’t take money, they don’t take part of money you don’t earn right. So that is, you know, these reframes are really good. I’m thankful for the clothes that fit it a little too snug, because that it means that I have enough to eat right, looking at the bright side reframing things. Of course, one of the most famous reframes ever is probably the reagan Mondale debates where Mondale called Reagan out on his age, and Reagan famously said, I will not make my opponents youth and inexperience an issue in this campaign. Everybody Oh for with that,

Dr. Alan Zimmerman 21:01
but it was classic and it turned the election

Jason Hartman 21:03
you did the probably did that one statement probably did. But I mean, these reframes are great. Do you want to share any others?

Dr. Alan Zimmerman 21:11
Well, I think you’ve mentioned quite

Jason Hartman 21:12
a few there. There’s there’s a whole list of them here. Yeah. There’s a whole list, you know, no, I’m, I’m thankful. And finally, I’m thankful for too much email because it means I have friends or really, it should be people, business people, maybe who are thinking of me, right.

Dr. Alan Zimmerman 21:29
You can refrain there’s always something positive there. One person that a lot learned a great deal from a colleague of mine happened to be one of the Iran hostages. When we had that situation years ago. They’re locked in for 444 days. And he came back and said, that was the greatest experience of his lifetime. And I thought what? And he said, he found out it was great because he got back American soil, he realized that he could make it through a tough situation. That it didn’t matter if he went bankrupt or not. He could always start over the head with a took to get through challenges. It changed his whole way of thinking. And it happened to me a bit later during the Khmer Rouge killings than Laos and Cambodia. I was working with the refugees that were escaping the refugee camps in Thailand. I listen to them talk about their situations of despair and escape, came back to my home and realize they had kids were complaining about having to unload the dishwasher. Like that was a major task in life. Let them know that some folks don’t have dishes, let alone dishwashers, let alone food to cut the griping and start appreciating and again, working literally on those reframes that you’ve talked about. You can always find something positive look for that, and it’ll do so much better. Mm hmm. Yeah, right, right.

Jason Hartman 22:43
Yeah, it definitely is.

Dr. Alan Zimmerman 22:45
Well, Ellen, give out your website, tell people where they can find out more and find the books. Well, thank you. Yes. My website is simply Dr. Zimmerman, calm. That’s Dr. ZI, M. M, er, ma n, Dr. Zimmerman, calm and there’s several things you can find There, my newest book is the pay off principle. Discover our three secrets. lead to success. You’ll also find my blog, my newsletter, I got a large subscription of people getting my weekly blogs as you just received mine today. Feel free to sign up for that love to be part of that again, Dr. Zimmerman, calm.

Jason Hartman 23:19
Good. Dr. Alan Zimmerman, thank you so much for joining us. Thank you so much for listening. Please be sure to subscribe so that you don’t miss any episodes. Be sure to check out the show’s specific website and our general website Hartman. Mediacom for appropriate disclaimers and Terms of Service. Remember that guest opinions are their own. And if you require specific legal or tax advice, or advice and any other specialized area, please consult an appropriate professional. And we also very much appreciate you reviewing the show. Please go to iTunes or Stitcher Radio or whatever platform you’re using. And write a review for the show. We would very much appreciate that. And be sure to make it official and subscribe so you do not miss any episodes. We look forward to seeing you on the next episode.