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Morning Motivation – Week of August 13, 2018

You know that I LOVE to start my week with some positive words of wisdom:

Before you read this week’s email, make sure that you have read the first email in the series all about FEAR and how a negative impact it can have on us, which can be found here.

Fear-Inducing Habit #2: You keep the fear a secret.

One of the biggest problems that I feel that we all have with fear is keeping it to ourselves. When you keep the fear to yourself, it can easily take charge of your imagination and build a horrific and paralyzing nightmare in your mind. Being alone with the fear makes it is easy to lose touch with reality.

What to do instead:

Share your fear with a friend, loved one, mentor, or coach. By sharing and getting some level-headed input from someone, your fear can often be quickly deflated and seen for what it really is. Even just talking about it to someone who truly listens will release a lot of your anxiety and inner tensions.

Fear-Inducing Habit #3: You focus on aspects that will keep you stuck.

If you just focus on the negative things that could happen if you face your fear,it will be very hard to start moving forward.

What to do instead:

A change in perspective is needed. Talk to your friend, mentor, or coach and exchange ideas and experiences about what opportunities lie ahead if you move forward and face your fear. Focus on the positive and on the benefits of doing the thing that you’re afraid of.

Here are a few questions that have helped me to find the more constructive and positive perspective when I have faced a fear:

  • What are the potential upsides that I want and can have by taking these actions?
  • What are the potential upsides in one year if I start moving on this path? And in five years?
  • How will my life be in five years if I continue on the fearful path that I am on today?

Talk these questions over with someone, or take out a piece of paper and write down the answers (or do both!)

Next week, I will talk all about the perils of misinterpreting your fears.

Carlos

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Recap: Earth Day Celebrations

“Earth Day should encourage us to reflect on what we are doing to make our planet a more sustainable and livable place.” – Scott Peters

We celebrated Earth Day on Sunday, April 22. what did you do to make the world a better place? If you haven’t yet had a chance to make an impact on the environment, here is a recap of a few of the suggestions that we gave.

First, everyone should take the opportunity to learn more about the planet, and how we can help it. There are many debates going on in today’s world about what’s harming the Earth, but regardless of your beliefs, there is still an upside to many of the suggestions we have! In addition, you can:

  • Plant a tree to promote clean air or a small garden to provide yourself with food. Planting flowers could aid your local bee population.
  • Cook a meal that is Earth-friendly using local foods from small farms and favoring vegetables over meat.
  • Reduce the waste you produce or recycle more. Start by donating or selling items that you don’t need instead of throwing them out.
  • Use less water and energy in your daily routine. Have you installed a low flow faucet, toilet, or shower head?

If you want to keep the Earth Day celebrations going, try incorporating one (or several) of these into your routine. You could even go one step further and make a bigger impact by starting a campaign at your workplace to recycle or reduce energy usage.

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We Are All Here For A Reason

I like to start most posts with some positive words:

Having a rough morning? Place your hand over your heart. Feel that? That’s called purpose; you are alive for a reason. Never give up!
-Unknown

If you met me during my school years, you would not recognize me today.

Here’s my story, our family emigrated to the US in 1968, I went to school, watched my siblings while my parents worked (sometimes two jobs each). They put food on the table, purchased a home, and kept us as comfortable as possible in order to live the American dream.

In school, English was my second language. In fact, when we arrived in the US I spoke no English and was placed in a second-grade class, despite being eight years old. As I progressed through public school, I messed up a lot. I was placed in the work-study program in High School for students who were feared that they would not graduate. I did the things that youth do thinking that they would live forever. I started working at 13 years old (I lied about my age) and have been working ever since.  I tried community college at night and failed, but, frankly, school was not for me. I came to find out many years later that I have a nonverbal learning disorder (NVLD); you may remember me sharing that with you earlier this year.

I met #TheMan  (click here to see photo) when I met him I was 20 years old and working two jobs. He recruited me into the world of Prudential Insurance, trained me, and taught me to have empathy and make a difference in the life of every person that I met.  He taught me how to prospect and connect in a deeply meaningful way with everyone that I came across who needed or may one day need my services.  He is my second father, and I am blessed to have him as my mentor to this date!

I met my wife Kathy in 1980. She worked at the same Prudential office that I did in Braintree, MA.  we got married in 1983. We (she) raised two sons, I was rarely home as we had decided that she would be an at home mom and I would hunker down and do what needed to be done to make a good living for our young family. Both of our sons are college graduates and are now married, working, and on their own. (click here to see photo)

“Someone needs to pay the price, whether the family pays the price and has a modest lifestyle or one Parent works the extended hours and pays the price to give the family the best life possible.” – #TheMan (Vasco Rodrigues)

I was the 4th child born to my parents, but the first to survive. I have a sister who owns her own insurance agency and two brothers who are co-owners of our agency.

I have always taken great pride in the Vargas and Faria (my mother’s maiden name) names but they took on a special significance recently.

I stopped by to see my oldest living aunt the other day, Aunt Rosa, (click here to see a photo) and as she always does, she brought out the photo albums and starts explaining to me our family history and where we came from (after all, someone needs to keep the mental records for the family, she does this with everyone who visits) we came from a small village on the island of Faial in the Azores.

Of course, my father never talked about his life in the Azores to me or anyone else. After we emigrated to the US, my father never had any interest in ever going back to visit the country of his birth. My mother, on the other hand, had great memories of her youth with friends and cousins. I was able to meet some of them when we visited Faial together on numerous occasions over the years.

I came to the realization while sitting with my aunt that my father and mother came from the same exact place, experienced the same schools and the same ups and downs, had the same wants, but my father never forgot the bad stuff that he experienced, while my mother tried to only remember the good in her life when living in Faial.

I know I am here for a reason. I know that you are here for a reason. We are not accidents. The fact that you are reading this is not an accident. We have a purpose and there is a plan for our lives.

As the people who came before us made our lives possible, we have the opportunity to make the best possible life for others. Let’s use this gift of life we have been given and make a positive impact on everyone we meet!

My mother always told me I was going to do something special (she told all of her children this) and somehow through all the difficult times in our lives I heard her words and believed them. She gave me the greatest gift an adult can give a child. She believed in me. She called out the best in me and I think of her all the time, and always try to look at the “good side” of things. (click here to see photo)

And in case no one has told you recently, I want you to know that you are special. You are here to do something meaningful, and I believe in you.

You are meant to make a difference. You can start today.

Carlos

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Make 2018 Your Best Year Yet!

It’s that time of year once again. Reflection and goal setting are a common occurrence when it comes time to start a new year. Make sure that you kick off 2018 in style, and make it your best year ever by using some (or all!) of the following tips:

  • Try New Things – You have to use muscles in order to build them. This is also true about yourself! Build yourself up as a person by pushing boundaries and stepping outside of your comfort zone.
  • Expand Your Network – Everyone can name a few people in their life who lift them up and make them feel great. Make an effort to expand your list, and to make yourself a part of other people’s lists!
  • Create – There’s little as satisfying as making something with your own hands. Stretch your creativity by cooking, painting, knitting – anything that will let you feel a sense of accomplishment at making something yourself.
  • Build (or Break) Habits – New Year’s Resolutions are common, but you need to make sure that you set these goals in a way that will make you more likely to follow through.
  • Celebrate More – Life is short, so make sure that you appreciate the small things that make you happy. Treat yourself once in a while, and show love to others often.

2017 was a great year here at Vargas and Vargas Insurance Agency, but we’re going to need your help to top it in 2018. Help us have another great year by continuing to trust our agents with your Massachusetts insurance policies. And if you or a loved one ever needs a free and honest insurance review, just call 617-298-0655.

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Be with the ones you love

I’m back in “work mode” after much-needed downtime to recharge my batteries. I enjoyed my time with my family and friends and I am ready to finish out 2017.

I spent Saturday a few weeks ago playing golf with my sons, Jonathan and Matthew. There was a rainy start to the day. We arrived at the clubhouse at 10:30, and about then the skies opened up, so we hung around the Cedar Hill Golf Course for maybe an hour and a half.  It just happened that there was a golf tournament going on and many of the participants were old ‘townie’ friends of mine.  I proudly introduced my buddies to Jon and Matt and we enjoyed Chef Marty Malone’s freshly made chocolate chip cookies (on the house <3) as we waited for a lull in the rain.

Our birthday family tradition has always been that the birthday person got to choose where we went for dinner as a family on their special day. But Jon and Matt are married now, and in their own homes, with busy lives. On normal days, I try to watch what I eat and cook healthy meals at home. Kathy and I don’t spend nearly as much time as we used to with the guys and their wives… so this year when I was asked where I wanted to go for dinner on my birthday I threw everyone a curveball. I said, “I would LOVE to play a round of golf with my family!” (While Kathy and my sons’ spouses were welcome to come and see what golfing is all about, they decided not to).

I started golfing last year, and have come to love everything about the game – the outdoors, a great walk (I always walk the course) with family, friends, and/or business partners, the conversation, and most times we finish our golf game with a cold draft at the clubhouse and discuss how we played, which holes we played well at, and sometimes even the score. So this year I asked Jon and Matt to spend the morning with me on the golf course and to have a simple dinner.  We ended our day at Matthew and Cristiana’s home, they fired up their Uuni pizza oven (what an amazing invention) and we enjoyed being together.  I was in heaven… family, laughs, conversation, and the great outdoors, freshly made pizza and some cold brews (kind of like golf).

As you know, I try to start every week with some words of wisdom:

“Be with the ones you love, and love the ones that love you, ignore everyone else.” -Seth Godin

Although I was away, it was nice to see our businesses continue to run as if I had not left. Jeff Camara (my business partner, operations manager at our company, and rock star insurance professional) kept the momentum going (we are having one of our best years ever). My flexible schedule is the result of my decision that there are much better people who can do what I use to do a lot better. Do what I did – look for great people, build an amazing team around you, and get out of the way and let them take your business to new heights.

There are a few kinks to work out, the MMM stopped (so the telephones got quieter), the face to face meetings stopped, but soon, I will get start them up again, and my Monday morning FROG calls have not been done, but will resume soon (send me a message and I will let you know what FROG stands for and how they can help your business out).

And know that you are loved! As Seth Godin says, It’s your turn (it’s ALWAYS YOUR turn!)

A great big thank you to everyone who sent me the vacation and birthday well wishes! Now go out and have an amazing and awesome week! I hope to see you soon!

Carlos

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“Run Your Week Like You Are Dancing On The Edge Of A..

Everything is NOT important, right?. I’ll even go one step further, everyone is not important. At least not as it relates to you and your business, and your life as a whole.

Our son, Matthew just stopped by to spend a few minutes with Kathy and I before he leaves for his honeymoon in the morning. Before Matthew left our home, he told me a story that gave me the idea for this Message – before Matthew left his branch at #EnterpriseRentACar tonight, he had a meeting with his assistants and support staff and advised them to take some risks this week. He said that he left them with this message;

“Run your week like you are dancing on the edge of a razor blade while trying not to get cut.”

As business owners, you need to take some risks, and it’s the little things that make a big difference. That’s true in marriage, parenting, and in marketing yourself as a mortgage, real estate, legal or any professional. In truth, it’s important in every business. Too often we get caught up in the “thick” of “thin things” and we lose touch with what really drives success in our business.

As we all know, being a loan officer, real estate agent, attorney, solopreneur, or business owner is not easy, BUT having the knowledge and tools to succeed makes running a smooth sailing ship an attainable goal. How many days have you been at the office until 8 pm? How many weekends have you worked when you shouldn’t have? Do you feel like you’ve been running around all day but have not actually done anything you set out to do in the morning? As business owners, these are questions we have all answered “yes” to at some point. But why? Because we don’t have the right mindset to create the job we want vs. the job we have.

In every profession, there are cardinal sins that take you off track and derail your success. Over the next few emails, I will be sharing the marketing sins many of us commit and will help you implement some tips to turn your downfalls into productivity! My challenge to you is to take one or two sins that you’re committing and focus on improving them. When you’ve got them nailed, move on to another sin and overcome it. Business success usually results from the commitment to making small incremental improvements over a long time.

Sin #1: Working “IN” Your Business Instead of “ON” Your Business!
I was working with a friend that I mentor who was in a sales slump. He was putting in a lot of time at work, but was not seeing any results from his efforts. I decided to perform a very simple diagnostic: I asked him to email me a detailed list of all his activities for the next three days and then give me a callback. He did his homework and I received the email listing all his activities and how much time he spent on them. With an immediate glance, I could tell exactly what his problem was — he didn’t realize what business he was in. After reviewing his activities, it was clear that he had become a “Fireman” and was too busy “putting out fires,” because that’s where he spent most of his time. Rather than working “on” his business, he was working “in” his business. The key here is to concentrate on the “non-urgent — but important” tasks and NOT on the “urgent — but not important” tasks.

This mortgage professional (and, maybe you) should be spending more time working “on” your business doing things like proactive sales and marketing activities, which have a higher long-term payoff.

How can less be more when it comes to working? Well, that statement is true, and I would love to show you how to accomplish twice the work in half the time, and reduce your stress in the process. The secret is Pareto’s Law, or the 80/20 Principle – a core foundation of success in business, and in life for that matter.

Now go out and enjoy the rest of your week!

Carlos

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I’m In Love With Many Things…

“Live as if you were to die tomorrow. Learn as if you were to live forever.”
-Mahatma Gandhi

Thank you to everyone who showed their love by replying to last week’s message!

Your feedback and responses have been incredible, AND I am so looking forward to having coffee with you and will reach out to everyone else by the end of this week to schedule a time for us to meet.

I’m glad last week’s emails resonated with so many people!

I am a man in love. I’m in love with many things, and a few people. And I’m also in love with learning – it’s what makes my ‘business-me’ work well.

I’m drinking a Starbucks “Clover Pressed” Panama Carmen Estate Reserve Blend at our local Starbucks shop (I find that I sometimes work better here than at home or the office, it helps me to pause and people watch). What’s in your cup?

I asked in last week’s message, “How are you feeling about your year so far?” I am feeling pretty good about my year… the summer is here, which in my book has always meant that the workload scales back a notch or two and Kathy and I get outdoors more than ever, and all of the meet and greet family and friend events are starting, of which I try to not miss any.

Lately, I’m learning from people who push beyond average. The time for average is over. I am learning from people who live simply but with impact. I’m learning how clarity and the value of integrating your life around the alignment of your mission, your goals, and the targets related to those two points matters a lot more than which social network you use.

We are wasting so much energy in turbulence instead of in forward motion. We are drowning ourselves in distraction (Trump, Russia, impeachment, etc.) and are avoiding facing the work that we must do. We’re still chasing the shiny and new when what we need most are the basics. We are seeking every possible opportunity to lie to ourselves, coddle ourselves, or make excuses.

There are plenty of employees and passive people roaming the planet that are just waiting for “the man” to ruin their lives more so that they will have something new to complain about. But you’re an owner/entrepreneur. Even if you’re an ‘employeepreneur,’ your belief is that you own your choices affect your own your life, and you aim to own your future.

We strive to build our capabilities through learning and executing on that knowledge so that we can be of better service to the people we have the opportunity to serve.

What’s right for you? Even if you’re not sure, I know this: learning is a part of the menu, and it must be. Every day.

Since starting down the path of helping others, I’ve learned that it’s important to be relationship-minded. I’ve learned that, like with all industries, there are good and bad examples. I’ve learned that my concept that “we are all salespeople” is absolutely true in marketing. And I have learned that many self-employed/entrepreneurs are happy to “just be,” rather than growing their knowledge or brand.

Right now I am reading two books, my summer enjoyment reading is Winter of the World by Ken Follet and to stay sharp and continue learning, Fanatical Prospecting by Jeb Blount.

That’s all I have for today. I’m finding myself drawn to people seeking the next level. Those who are making excuses or who feel they’ve already figured it all out aren’t that interesting to me. I’m sure they’re nice people, but I’ve only got 50 years left on this planet (if I’m very lucky) and I’d rather spend it with people who care.

And thus, I end where I began – What you learn matters. Do you agree?

What are you learning?

Carlos

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Where Are You Now? A Half-Year Check-In On Your 2017 Goals

 

“Vision is a destination – a fixed point to which we focus all effort. Strategy is a route – an adaptable path to get us where we want to go.” -Simon Sinek

Can you believe that the midpoint of 2017 is almost upon us? If you look back on the first half of this year, did you get done what you wanted to accomplish? How many of your goals are you hitting or have you abandoned? How are you feeling about your year so far? Pull up a chair and a mug of something warm and let’s talk about it. I’ve sitting outside enjoying a delicious organic coffee from my friends at Plate Restaurant and one of their “chubbs” What are YOU drinking? Leave a message below and let me know.

Deliberate Living
When I looked at my business over 13 years ago, I came to a realization: I wasn’t really working as tightly to my plan as I had wanted. And as you know, I do a yearly goal alignment exercise at the beginning of the year and now I have started also looking mid-year at my progress with my goals.

We all get flustered – something fails, we end up feeling like we can’t make it all work, or we set our goals so high or they are so varied that we can’t possibly hit them. Have you heard that expression “You can’t be a servant to two masters?” I’ve been thinking a lot about that. I want to give you a quick run-through of how I’m handling this and what I’m doing to make 2017 my strongest year ever.

Remember my email message last December that said this on setting goals:

Make them “SMART.” This is an acronym, as you probably know, and it is interpreted in various ways by different teachers. When I refer to SMART goals, I mean goals that meet five criteria. They must be:

  • Specific—your goals must identify exactly what you want to accomplish in as much specificity as you can muster.
    • Bad: Write a book.
    • Good: Write a book proposal for The Life Plan Manifesto.
  • Measurable—as the old adage says, “you can’t manage what you can’t measure.” If possible, try to quantify the result. You want to know absolutely, positively whether or not you hit the goal.
    • Bad: “Earn more this year than last.”
    • Good: “Earn $5,000 more this year than last.”
  • Actionable—every goal should start with an action verb (e.g., “quit,” “run,” “finish,” “eliminate,” etc.) rather than a to-be verb (e.g., “am,” “be,” “have,” etc.)
    • Bad: Be more consistent in blogging.
    • Good: Write two blog posts per week.
  • Realistic—you have to be careful here. A real goal should stretch you, but you have to add a dose of common sense. I go right up to the edge of my comfort zone and then step over it. (If I am not out of my comfort zone, I’m not thinking big enough.)
    • Bad: Qualify for the PGA Tour.
    • Good: Lower my golf handicap by four strokes.
  • Time-bound—every goal needs a date associated with it. When do you plan to deliver on that goal? It could be by year-end (December 31), or it could be more near-term (September 30). A goal without a date is just a dream. Make sure that every goal ends with a ‘by when’ date.
    • Bad: Lose 20 pounds.
    • Good: Lose 20 pounds by December 31st.

Reevaluate your own goals for 2017
If I were thinking through the categories of how I’d change my goals for 2017, this is what I would all myself:

  1. Where am I now?
  2. Where do I want to be?
  3. What do I think is missing/needs improvement?
  4. What do I already know?
  5. How can I reach my goal?
  6. What needs to be in place to stay consistent?

I hope that these questions are helpful. Work through them and you’ll see that it helps in lots of ways. Use it however you see fit. It’s how I’m starting my mid-year goal review exercises to prepare for the remainder of 2017.

I’m looking forward to living deliberately from my plan, and my plan involves serving you to the best of my ability. Help me stay accountable? Please help me understand how best to serve you – please leave a comment below.

And know that you are loved.

Hope to see you around the neighborhood!

C

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Storytelling Is A Powerful Tool

“Storytelling is the most powerful way to put ideas into the world today.”
– Robert McAfee Brown

Humans are born storytellers, and we do not relate to visual communication very well. Storytelling brings to life a scenario and makes an emotional connection, provoking feelings of ecstasy, sorrow, or peace, and captivating an audience. This is exactly what you need when it comes to your marketing strategy.

We all love a good story, especially when it catches our attention and draws us in. Stories have the power to captivate and increase our customer conversions and referrals from our customers. They also make your audience think of you as the local expert in your field, with the help of your satisfied clients.

Every good business has customers that have had such a wonderful experience doing business with us that they rave to their friends and family about their experience. We should capitalize on these satisfied customers to help promote our businesses. In order to best learn from these customers, you must listen to them.

Making sure that you have people, processes, and technology in place to put your customer first is critical. But none of it matters if you don’t activate it the right way. If you don’t act on feedback or show your customer that you and your company cares each and every day, you are missing out on a big opportunity!

My friend Peter Shankman says in his book Zombie Loyalists: Using Great Service to Create Rabid Fans that these are the customers that you should turn into Zombie Loyalists by getting them to share your story.

“You get the customers you want by being beyond awesome to the customers you have,”
-Peter Shankman.

According to Peter, “Zombie Loyalists” are fervent fans that help companies massively increase their customer base, brand awareness, and most importantly, revenue. After all, why should you have to tell the world how amazing you are if you can have your existing customers do it for you? Imagine an army of customers who will do your public relations, marketing, and advertising without being asked, each and every time they interact with your business. These are Zombie Loyalists. They are ready to buy what you sell, respond to your email offers and demand that their friends do the same.

So…, are your satisfied customers telling your story?

Zombie Loyalists will disappoint you if you are looking for a science fiction horror story about blood-lusting zombies. Instead, this book is for anyone who is in customer service, sales management, and marketing. It will serve as a reminder of what customers – like you and me – deserve from the businesses we patronize.

Your business will see an increase in revenue if you begin taking care of your current clients and giving them an amazing experience every time they have an interaction with you and your company. Let them know your story and ask them to share their experience with their friends and family. Then you will be well on your way to creating your very own army of Zombie Loyalists!

Remember, I’m always here to help you and your clients win. It’s what I LOVE to do.

Carlos

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