Kevin W. McCarthy

The Professor of On-Purpose

Tips

Can I Profit AND Gain My Soul?

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The 3 Tips for Profiting The World AND Gaining Your Soul

  1. Guard your heart
  2. Focus on the soul of people
  3. Be about excellence on-purpose

In the book of Mark (8:36–37) it reads, “For what shall it profit a man, if he shall gain the whole world, and lose his own soul? Or what shall a man give in exchange for his soul?“*

Here is a sharp warning about allowing the pursuit of such fleeting things as money, advantage, pleasures, and fame to so cloud our being that we yield our character, personal leadership, respect, dignity, and relationships. We are wise to take heed because worldly temptations are alluring, but they may not be profitable.

Alarmingly, in that last phrase in Mark, there is an oblique reference to an inevitable transaction—you will have to exchange something for your soul. What will that be?

Does this mean that profiting and soul-losing are inextricably one?

I say, “No!” We can have both. We’re designed for it. In fact, to gain our soul and profit the world is the truest standard of living. Proof: how many times have you said you want to make a difference or make a contribution in your life or your livelihood?

How many times have you felt conflicted between balancing your life and your work? (Remember that life-work balance is a myth.) Purpose integrates your life and work into a meaningful whole.

So here’s the crux of the matter—you must choose which master you will serve first and foremost.

  • What is the exchange you’re willing to make for your soul?
  • Will you first serve mankind or make a profit?

There’s a reason that your personal 2-word purpose statement has a generic beginning of, “I exist to serve by …” That’s a big hint in terms of my recommendation.

After watching this On-Purpose Business Minute, please share your thoughts in the comments section below.

  • What’s your take on the matter of gaining your soul and profiting the world?
  • Do you have an example of someone who is doing both with excellence?
  • Where is your greatest struggle with integrating what seem like two opposing masters?

* The Message is a modern translation that uses more common language to bring forth powerful principles and insights found in scripture. Here are the same verses from The Message:

“What good would it do to get everything you want and lose you, the real you? What could you ever trade your soul for?”

How Convincing Are You?

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When was the last time a salesperson convinced you to buy something? And how did that purchase work out for you?

Some salespeople see selling as a win–lose competitive game of point–counterpoint verbal combat. Be careful! It can work, but it is a highly skilled game that walks a fine line between providing the needed information and intimidating the buyer into a purchase—once!Sales is listening

Sales is learning what’s important to the customer and addressing it.

The best salespeople ask lots of questions; then they shut up and listen with both ears wide open.

For example, in technical sales where buyer and seller are highly qualified and knowledgeable, this approach can be an act of sizing up and iron sharpening iron. Generally, you’ll find that it is the buyer, not the seller, who initiates this more pressured approach.

Be careful, however, because the difference between healthy banter and an unhealthy, dominating buyer may be a very thin line. In the latter case, a humble, noncombative approach may serve you best. In other times, the better the banter, the better your chances. Skilled salespersons can turn it on or off depending upon the buyer’s style and by assessing the appropriateness of the situation and person.

In a sales situation where the seller knows more than the buyer and the buyer is communicating the need for input or insight, attempts by the seller to convince the buyer often result in a buyer turnoff. The buyer may sense that the seller is more interested in making the sale than consulting or serving them with integrity. In short, they don’t trust the salesperson. When that happens the transaction is disadvantaged.

One of the great challenges in selling today is the leveling effect of information from the internet. Most buyers can find tons of information, reviews, and competitive analysis on goods and services. Therefore, as a salesperson or business owner who is selling, counting on your strategic advantage as being more informed than the buyer is a dangerous proposition. In fact, you may be more knowledgeable and experienced than the buyer, but to try to argue or convince the buyer sets up a high-risk scenario for creating distrust. Humility, not hubris, is the better path.

One of your strategic advantages and value propositions is the diversity of clients and customers you’ve worked with. In other words, you see patterns of use and abuse. You’re able to borrow from the experience of other customers and advise clients as to likely scenarios they may encounter and may not have anticipated.

Those involved in selling often find themselves in a really tough place.

From the strength of their knowledge and conviction, they perceive they know exactly what their client or customer needs, yet the client isn’t buying. Your natural inclination may be to lean into the act of convincing them with an even more reasoned set of facts, benefits, and features why this is the right purchase for them. Just how convincing do you think you’ll really be?

When that urge to tell overtakes your tongue consider just the opposite approach. Ask more questions. Ideally, you have what I call a “patterned conversation” in which you have a strong sense of what needs to happen (a pattern of questions that leads to an informative and insightful exchange) but not a preconceived notion of where it may lead.

Ultimately, buyers are looking to advance their larger goal.

If you don’t know the larger goal then you’re not really listening and learning what’s at stake.

Getting into a “convincing-fest” is rarely your best approach for earning the relationship and sale. It is often an indication of a salesperson who is taking shortcuts or is using dominance or personality or style to pressure someone into doing something they don’t want. This manipulation, however, can work.

Alternatively, there’s a time when a customer needs to be led to their decision. Leveraging your experience and capacity to anticipate their needs, you’ll take them along the path of discovery versus jumping to the final destination. It takes more time, but it often makes for a better solution for the client because you, too, will learn some things along the way and be able to provide a more valuable end result. Truth be told, you can make a sale or you can build a relationship. Ideally, you do both.

How Do You Manage Disappointment?

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Disappointment is inevitable but it need not be debilitating.

How you manage it, however, is a choice with profound implications to your well-being, relationships, and opportunities. The easy route is to react negatively and stay there, but what good is that? You have a better choice.

I got to thinking about the word: disappointment.

It led me to this chain of words: disappointment > disappoint > point > appoint > appointment. The common word is “point” as in a mark or dot or direction. When we’re disappointed, the mark has been missed. It does, however, provide an opportunity for redirection.

What if disappointment is really intended to direct us to a greater appointment?

So when we stay in a negative place, aren’t we the ones who increase the price of the initial disappointment and risk missing where we’ve been appointed to shine?

(To see another use of “the point” you can watch this 9-minute video about the punctuation of your life. Is your life a question mark, period, or exclamation point? It is an excerpt from a keynote speaking engagement I did a few years ago.)

The holiday season sets high expectations, which can lead to great disappointment.

How do you turn that around?

As one year rolls into the next, take some time to refocus on-purpose.

I would love to hear your words of advice for getting unstuck when you find yourself disappointed with something important.

What works for you in managing disappointment? Share your thoughts in the comment box below. What you have to say may be the very words that help transform another person’s perspective. Now don’t disappoint me!  : )

Making Money or Making A Difference?

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“Making money or making a difference” captures the crux of the dilemma where many a business person lives. It isn’t an “either or” question. It is a “both and” matter. But, when push comes to shove, which way do you lean?

On-Purpose Peace Online Small Group Forming! Click on Image to Learn More.
Join me for an On-Purpose Peace Online Small Group! Click on Image to Learn More.

Early in my career I was largely driven to make money. I actually made lots of money at different times, but I lost lots of dollars, too—thanks in large part to an ugly business partnership divorce. My dealings with other money hungry people created a series of get-rich quick efforts that rarely panned out. Finding myself in a couple of ethically compromising situations, my spirit was disturbed and I was not at peace with myself.

I decided that my long-term best strategy for peaceful sleep and health was a wide margin from all borderline business dealings. That was in 1987. 

Since the late 1980s, I’ve faithfully nourished the message of purpose and pioneered being On-Purpose® only to see many others leverage (often poorly) the labor and reap the fruit. I’ve held, however, to the scripture that teaches, “The harvest is plentiful. The workers are few,” so I’ve welcomed my co-laborers.

With the release of On-Purpose Peace Fellowship Edition (Christian) and My On-Purpose Folder now I’m sharing my tools with the co-laborers. The live video-conference facilitation I’ll be hosting digs deeper. Come join me and be an on-purpose person in creation.

Back in the late 90s, however, I swung too far to the extreme “making a difference” side of the equation for too many years. I placed at risk my business, finances, and capacity to grow. It made it difficult for my team members. My generosity had personal and family implications as well.

The #1 Non-Fiction Book on Kindle Free!

Good News! My investment in others eventually had a “pay day.” The week of April 24–28, 2012, the fruit of my decision came to life in a humbling manner. At On-Purpose Partners we launched The On-Purpose Person on Kindle (http://www.oppkindle.com) with a free promotion, along with a free webcast called The Power of a 2-Word Purpose Statement.

Wow! My family, fans, friends, and clients came through with an outpouring of returned generosity and support. In the first 48 hours, over 13,000 souls downloaded The On-Purpose Person in the Kindle free market. 72 hours later over 32,539 souls had downloaded The On-Purpose Person during the campaign. This rocketed the message to the top of the Kindle free charts:

  • #5 in all categories
  • #1 in non-fiction Amazon 1 non-fiction
  • #1 Business
  • #1 Leadership
  • #1 Personal Growth
  • #1 Transformation
  • #1 Self Help
  • #1 Religion and Spirituality
  • #1 How to & Advice
  • And more!

At the time Julie Holzmann (Discovering Beauty) and I (Being On-Purpose) had worked together for over ten years. She sent me the closing clip of George Bailey (Jimmy Stewart) from It’s A Wonderful Life. In the scene all of George’s neighbors learn he may have to close the bank and they all pool their money to help. Now I knew what George felt like.

That day on April 24, 2012 as the Kindle e-book download count mounted past 1,000, then 2,000, then 5,000, and Wednesday climbed to 10,000 and 11,000 our George Bailey moment, as Julie so aptly called it, came to life. A few tears have been shed in appreciation and awe since. I could never have imagined that 32,539 souls would ultimately download the e-book.

Our small team here deserves so much credit. Julie works with me on communications. Cheryl helps with the office and keeping track of my easily distracted nature. Mary Tomlinson, my business partner, has taken this message into companies for more than 12 years. Mary Dominguez recognized how to leverage the opportunity with Kindle and brought needed energy and social media effort to the equation. We’ve partnered with technologies from Kudu Publishing, Constant Contact, Xiosoft Instant Teleseminar, Facebook, Twitter, LinkedIn, Amazon.com, Apple Inc., 37 Signals, Copyblogger, and more to pull off this launch. My intercessor, Mary R., brought the ultimate in “high” tech—prayer.

The likes of Seth Godin, Rick Radditz, David Bush, Greg Voisen, and Sandy Shugart and more shared the promotion with their email lists. What a team effort.

The generosity of others is the gift that pushed the launch into the 5-figures and top ranking. Too many people to mention here. You know who you are and how your contribution counted.

I pray that you too will have your “It’s A Wonderful Life Moment” and you’ll see the richness of your relationships and how you’re making a difference.

Thanks all for your trust! Be Yourself. Prosper. Make A Difference!

Be On-Purpose!
Kevin

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The On-Purpose Leader Experience Replay

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OPLeader Cover Watch today's webcast of The On-Purpose Leader Experience, please use this Link to watch.  There is no  charge.   If you want to participate in the next five weeks, you can register from the replay page.

Be On-Purpose!

Kevin

PS – approximately 55 minutes long with a 15 minute Q&A.

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