Category: Success

Who Needs to Care for the Caregiver? You. Me. All of Us.

 

Delivering motivational keynote addresses to the healthcare industry on managing change in the nursing profession, I am struck not only by the enormous changes sweeping across the broad nursing landscape, but by the renewed awareness of caregivers as people.

The new generation of nurses wants more for themselves than simply sacrificing for others, an unchangeable given, but they embrace the vision to see the importance of their own needs as well.

At the start of 2019, Jennifer Thew, RN, wrote an article for Healthcare Leaders entitled the “Top 5 Nurse Leadership Issues for 2019.” The issues identified included recruitment and retention, innovative technology, cultural awareness, employee engagement and promoting self-care. In the article, Ms. Thew interviewed Paula McKinney, RN, vice president, patient services at Woodlawn Hospital in Rochester, Indiana.

As I speak at healthcare conventions, “collecting stories” of change management challenges in nursing, I was struck by how McKinney’s observations parallel many of the current concerns I frequently hear.

For example, on the topic of recruitment and retention, she said: “I think [healthcare executives] need to look at being more creative in recruitment activities to attract people to their facilities…the generation of nurses that have been coming out [of nursing school]—and the ones that will be coming out over the next five to seven—want something different than what the baby boomers wanted. They want flexible schedules. They want to feel appreciated. They want engagement…The boomers ‘lived-to-work,’ whereas this next generation has a work-to-live mindset.”

The theme was further clarified under the topic of promoting self-care, where she stated: “For me, the thing I think we need to emphasize is getting nurses to take care of themselves. It starts with CNOs [Chief Nursing Officers]. What are we doing for stress relief? When we’re struggling in the personal world, it’s reflected in your professional world…as nurses, we do not typically take good care of ourselves. What are things we can encourage nurses to do right where they are?”

Who has the vision to Care for the Caregiver?

While healthcare struggles with important issues of managing change such as facility consolidation, major insurance issues, ever-changing computer platforms and technologies, are the nurses themselves being neglected? Are they neglecting themselves?

Study after study has found that “business decisions” that encourage higher stress levels among nurses result in nurses walking away, more forced overtime and higher burnout. Nurse anesthetist Nick Angelis believes “that by ‘taking steps to reduce burnout among the staff, [hospitals can decrease] turnover and expensive hiring and training of new nurses. The current shortage is regional and varied, so by encouraging employee loyalty with flexible, empathetic management, hospitals will find no need for recruiters or agency nurses.”

Carrie Silvers, MSN, RN, clinical instructor at the University of Arizona College of Nursing warned, “Nurses aren’t going to stick around if we don’t see some changes in their work environment.” As more nurses work overtime to fill this deficit, expect burnout rates to soar.”

It comes down to a collective vision. Do healthcare facilities have the vision and then the determination to reduce nursing staff stress, have meaningful nursing staff engagement, and do they have the daily grit to make sure that changes in the way we care for the caregivers matches the broader industry changes? The answer must be yes.

 

To Contact Scott Burrows, Inspirational Healthcare Speaker on Changes in the Nursing Profession for your next meeting or convention, reach us through this website or by calling: (520) 548-1169

 

Comfortable Sales Goals Lead to Sleeping at Your Desk

 

Not long ago, I was leading a seminar on real estate sales and setting sales goals when a new agent asked if I thought daily prospecting and follow-up did much good. She clarified she prospected when she had a chance, but she was more interested collecting referrals. She shrugged when I questioned how she defined goals for collecting referrals. Then I asked if she felt she had the grit be successful. The word “grit” stopped her cold.

What are Your Goals for Real Estate Sales Success?

Depending on the source, the failure rate for real estate agents after one year has been estimated at between 75 and 87 percent. Most of the agents who do make it barely squeak by. The old rule of thumb said that about 80 percent of the brokers make 20 percent of the profits. The new norm is even more intimidating. According to industry experts, it has now become the 90/10 Rule where 90 percent of the realtors earn 10 percent of the commissions and ultimately, just the top 1 percent of the realtors earn 40 percent of the commissions!

Mike Lalji, a highly successful real estate broker for the past 35 years, described some key elements that characterize a “1 percenter.”

“Those 1% Realtors…pretty much make whatever their written goal is for the new year. They write their goals a day or 2 before the 1st of January of the new year… they develop good interpersonal relationships with family and friends and are self-motivated.”

The Close.com website in a January 2019 article entitled “Why So Many Realtors Fail After 2 Years (and How Not To)” listed a failure to set goals as one of the key reasons new real estate agents fail to make the cut.

The article cited a sophisticated scientific paper printed in 2015 in Nature magazine. Simply put, the article stated that written goal setting and the determination to follow it through erases all differences between gender, ethnicity, race and other factors.  No matter where new agents start out, if they write down their goals and have the grit to follow it through, they have an infinitely better chance of succeeding.

The Joy of Prospecting

Alexis Petersen writing in January 2019 for RIS Media, an online real estate magazine, stated several goals in order for agents to be successful and listed the following as being important:  setting realistic prospecting goals, committing to prospecting ideas – including cold calls and visits as well as referrals, focusing on quantity prospecting (not just to friends and family), following up on every call, email, text or inquiry, and my favorite, “Make prospecting part of your daily routine.”

Petersen echoed other articles written by industry professionals. It is having the determination to write down and set goals, the grit to prospect every day, to follow up on every lead, and to network whenever possible. As a real estate sales professional, you must have the vision to separate yourself from the pack and be part of the 1 percent who believe they will succeed.

Don’t get comfortable and wait for the market to come to your feet. It won’t. Have the courage to stand up and be a professional real estate agent, fighting each day for your success.

Book Scott Burrows, Inspirational Real Estate Keynote Speaker on Sales and Goal Setting, through this website or call us at: (520) 548-1169

 

Anyone Can Manipulate, Top Sales Producers Sell

 

In delivering keynote presentations on sales and in helping average salespeople develop their full potential to become top sales producers, I call upon my experience and passion. When I was in the insurance and financial services industry, I was determined to have the single-minded vision to go from a being a novice sales professional to a member of the Million Dollar Round Table. What’s more, I did it within five years.

Despite my top-producing sales success, I wanted more. I wanted to speak, motivate and mentor others. If I could have the determination to rise from my chair and achieve victory over my obstacles, so can you.

Stop Wasting Your Time

Permit me for being blunt, but if you want to be a top producing salesperson, stop wasting your time. Not all that long ago, they were preaching that in order to successfully sell, you had to earn the trust and respect of every prospect. While I would never think of being rude or disrespectful, I agree with what Jacque Werth said in his article, High Probability Selling:

“Most salespeople believe that their primary function is to persuade prospects to buy their products and services.  Therefore, they utilize manipulative persuasion tactics, which most prospects resent.”

Manipulation creates sales resistance and results in low closing rates. Prospects may chomp the doughnuts you bring, but they won’t buy. I’d go further and suggest that many salespeople waste their time on people who have no intention of buying at all.

In fact, I would go even further and suggest that many salespeople fail to correctly prospect or to cultivate the customers who will potentially buy from them. This often leads to disappointment where a salesperson might say, “I thought we were friends, and in the end, I was told they couldn’t buy from me. It was a waste of time.” Don’t blame the prospect in such cases, turn the spotlight on yourself.

You are Plenty Good Enough

It is not a matter of dressing for success or copying someone else’s style. Be yourself but understand self-discipline. Every top producer knows that there is absolutely nothing easy about sales which is why manipulation never works. It takes grit to develop the focus to get to the right prospects every day and to power through leads, calls and meetings. It is not a matter of developing a friendship with a prospect, though it sometimes happens, but learning your product, putting in the work, and being confident enough to start closing the sale the minute you walk through the door.

When I was in a hospital bed battling with quadriplegia, my toughest customer was myself. I had to convince myself that I had the ability to overcome the adversity that was in front of me, then I had to convince the medical team of what I could do to exceed their expectations.

Barry Farber, in his article for Inc. magazine entitled, 7 Reasons Sales Pros Fail, noted that salespeople who fail are typically unorganized, have negative attitudes and poor work ethics, and my “favorite,” don’t believe in themselves.

Salespeople who manipulate rather than sell, who are unorganized in how they seek out prospects, who develop a negative attitude during times when sales aren’t easy and who shy away from putting in the daily grind of selling, will fail. Don’t be one of them. Have the grit and determination to see the success of your efforts.

 

Contact Scott Burrows today, top-rated inspirational Keynote Speaker for Top Sales Producers, through this website or call us at: (520) 548-1169

 

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