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The Move-able
Written Sunday 12/05/04 by Joseph Rossini

In last week's lesson, we discussed the principle of "Doing the Do-able." We focused on setting achievable goals and continually performing do-able tasks en-route to their accomplishment. As a continuation to that discussion, we will focus this week on moving the people who are move-able and leaving the un-moved-able behind.

This concept applies to many areas of life. However, for this discussion, we will concentrate on the context of my own experiences relating to schools, sales and business. Super-selectivity at top rated universities has been commonplace for years. When selecting students, top universities desire to choose students with the greatest chance of success. They are looking for students who will potentially pay their tuition; complete their education; and make a positive contribution to the over-all success of the school. In their selection process they are not only interested in students with top grades and SAT scores. They are also interested in whether or not the students held part time jobs; took part in volunteer or community service; traveled outside the country; spoke other languages; or took part in sports or extra-curricular activities. In essence they are looking to move the move-able through their educational process. They want positive thinking, action individuals, who really want to perform. The un-move-able need not apply.

When you are a rookie salesperson and don't know any better, you will try to sell everyone in your industry your products whether they need it or not. You don't know how to qualify a customer yet, so you may have to make 100 presentations to make one sale. With training, study, knowledge and experience, you begin to narrow down your suspects into true prospects who are worth your time investment. You do more homework ahead of time and research the exact customers that have a need for your product and have the capability of paying for it. In essence you have uncovered prospects that are move-able and have a good chance to purchase your products. All of a sudden instead of making 100 presentations to make one sale you might narrow the field down to 10 presentations for every sale. If you become a real pro and keep honing your skills you may drop the ratio to 5 presentations for each sale. If you become exceptional and work from referrals only, prospects may begin to seek you out and you may begin choosing who you even want to sell. People will then start to call you lucky. However, your real luck and success began when you decided to concentrate on the principle of moving the move-able.

In Business, I was once told that a top blue chip tech company reviewed one million applications and resumes to yield 1000 hires. They invested enormous resources in the process of choosing the relatively few people they would even interview. Then the interviewing and testing process was extreme! However, once they settled on those 1000 hired (.001% of applicants); they usually turned out to be the gems of the industry. Their super-selectivity process incrementally increased the chances of successful hires. They were interested in moving the move-able.

So what does all of this moving the move-able mean? In essence it means you should concentrate your precious time, energy and efforts on the most qualified and most willing relationships you can create. Too often, people go through life frustrated and stressed out, because they are constantly struggling to convince others who are un-move-able. Employers get ulcers from workers who are always late or absent; don't follow company policies or procedures; and have no intention to change their ways. Investing time and effort in these individuals is a futile attempt to move the un-move-able. Instead these employers should concentrate every ounce of effort on recruiting and hiring the move-able. Look for positive people who have great attitudes and want to be moved into action. Use the money you save on doctor bills and ulcer medication to pay these people well. Empower these employees; give them more responsibilities and incentives to perform; and encourage them to find more move-able people to work for them.

As I matured and gained wisdom about business and life - I learned that our physical visit here on earth is just too short to try and change or move everyone you come in contact with. Most individuals are creatures of habit and set in their ways. In order to move the move-able, you have to research and qualify the candidates for relationships as thoroughly as possible. By doing so, you are truly investing your time, instead of spending it. Your results and lifestyle will be the beneficiaries of your excellent choices.

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