If you are reading this blog entry I extend my sincere gratitude for following my family through the last 20 days leading up to this morning. We are visiting with our family in Kalamazoo and having a really nice time. The children all slept great through the evening, although we did hear one report of reindeer on the roof from our three year old niece, Claire. We were unable to confirm these reports with any physical evidence – so Santa remains elusive, yet his presents were under the tree and well received by the children.
The “Christmas Miracle” that I asked the world for three weeks ago was delivered swiftly; the world’s response was inspiring and life changing – our family was made strong at a time when we needed strength. There aren’t words that can describe how thankful I am that my prayers were answered, in a way that was inconceivable to the man who wrote that email.
I can talk about money for a moment; a number of you are wondering about that, and because so many people opened their hearts (and checkbooks), I would like to cover that topic briefly. The amount raised was beyond comprehension, and it was accumulating faster, and faster, and faster. By the second day we had raised over $20,000 with pledges from families, friends and businesses for more. On day three I started receiving contacts from television shows and magazines… that is when things became clear and I needed to bring my wife into the conversation. I don’t buy a pair of pants without consulting her, so I suddenly felt a little bit outside of my comfort zone. Not to mention, I don’t have days off from work available, so who has time for television shows.
Most donations were accompanied by a brief note, often regarding a personal hardship that the donor was coping with. Many of these situations seemed more challenging than my own – and clearly there was an ethical responsibility to ensure that other people’s hard-earned money was not squandered. As I promised, my wife has sound judgment and quickly realized that anything short of full charitable incorporation would be a disservice to those whom we promised would be assisting families in need. Suddenly we were in a position to do more good for a government in need, than a group of families with disabled children. As you know, we chose to shift our focus from the money to the beautiful letters of prayer and support. Those letters hit home and I won’t trade them for anything in the world with the exception of the health of my baby boy.
Some people were mad that we returned their money, others thought that we were offended in some way, and a third group just wouldn’t accept no for an answer. The last group, mainly consisting of close friends, family, and our friends at UPS made it clear that they were going to give Jaime support regardless of our attempt to back-pedal. That group left us with enough to pay off all of Jack’s existing medical bills, as well as the ability to cover his health insurance and out-of-pocket costs for the entire year of 2012. In addition, there will be enough to immediately pay forward to another family like ours… a conversation that we haven’t had yet, and one that will be pragmatic and well thought out.
The notes that we received from people in the US, Canada, Europe, and Australia were the true miracle. We saw the goodness of the world, not what the media shows; police spraying students with pepper-spray, politics, crime, reality TV – it makes one think that the world may have lost its sense of goodness. I can speak from experience in saying that there is no lack of love, generosity, hope and goodness in this world.
The passion that drives my need to make life better for other people is strong; my wife showed me a Facebook post yesterday that I am going to share with you now, it speaks to me – and is yet another demonstration that I am not alone in this journey:
***
We are now on this journey, and that is what it is – a journey, not a race. We are going to move forward and we will make this world a better place for as many people as we can. It will take some time, because we need to do this right, and we have a very special little angel to take care of while we manage our family and careers. The miracle email lead us to a wonderful group of people that will help us take what was a solitary effort and turn it into a real resource for those families that are just “landing in Holland.”
If you have been a part of this, you aren’t off the hook yet – you’re going to get another email from me someday, with another request – and I can only hope that you receive that email half as well as you received this one.
Never, ever forget that the world is good, prayers do get answered, miracles can happen, and an email can pick a father up off the ground and make him strong again.
I hope that you are enjoying the day with your family as much as I am enjoying the day with mine.
Thank you so much, Merry Christmas, and God Bless.
Jack’s Dad
P.S. - I love you Jaime, thank you for being my best friend, wife, companion, and bringing meaning to my life. Merry Christmas - 2011.
BraveHeart Sisters... I'd like you to meet my Great Nephew Jack. & little sister Ava, whose Daddy is a true BraveHeart Man!
Love Rescue Me
(visit www.havehalf.com to download the song)
In March of 2010 my wife and I welcomed our son Jack into the world. Jack was born thriving with an Apgar score of 9; our little boy was healthy. The following month I completed my MBA curriculum and put the world of academia in the rear view mirror, shifting focus to my young career. The world was in balance and our plans were coming together just as intended. One month later Jack had his first seizure; suddenly the plans that seemed so clear and the balance that was so comforting faded as we learned the depth of our son's challenges.
Doctors have told us it is unlikely that Jack will develop vision; he detects light, but cannot track or single-out objects. In addition to his epilepsy and visual impairment, Jack is developmentally delayed. I quickly realized that I needed to find new ways to interact with my son - music seemed like a great option. Fortunately, Jack had the good sense to buy me a guitar for Christmas in 2010, and I have been playing it for him every day. Recently I recorded a song that we enjoy, and now I'd like to share this song with others.
To me the song, originally recorded by U2 titled "Love Rescue Me," is about transition; the past, a struggle, and the bright future ahead. I recorded this so that Jack can hear my voice when I'm not home - the music relaxes him... and I love that.
We hope that enough people receive word of our musical effort, and our family gets a bit of relief. Hopefully this will allow us to help other families with special-needs children, which is something that we desire to do.
Please take a moment to download and enjoy our song. In addition, we ask that you share our story with the people close to you so that they have the opportunity to help as well.
This song means a lot to us; we hope you enjoy and find some meaning in a song that is changing our lives.
Thank you, and God bless. Brent, Jaime, Jack, and Ava. www.havehalf.com
The Journey continues for Eve, the posse and I .... this is a continuation of my previous blog below:
For now at least....Eve is still staying close by...
You see, she came to visit me one evening during the week of 11-11-2011...
I turned around and tripped over her...because of course, I wasn't expecting her to be lying on the floor right behind me as though it was business as usual...!
Granted, it was over in an Instant and she was gone by the time my mind could register what had just happened but....
It was clear and real ...as I could see it in the faces of the posse members who were close by....What loving beautiful reminder to stay Grounded!!!!
Thanks Eve....love and gratitude as always!
Here is the Original Blog.... posted Nov 7, 2011 9:02 AM | 10 Comments
In memory of Eve... loyal companion and faithful posse leader!
Eve ....Thank you for all the years you watched over me, my children and every rescued posse member that crossed our path along the way.
Early Friday morning, Nov. 4th ...Eve, my long-time loyal companion and faithful alpha dog passed away.
She had courageously stayed with me longer than expected to comfort me and love me unconditionally …. as these last couple of years have been challenging at best!
Eve never complained about the pain....loyal and struggling to meet my needs till the very end....so determined to stay…. for all of the rest of US!
Thursday night (Nov 3rd) In response to what I can only describe as Eve’s thoughts coming to me telepathically; I began telling her as we walked together and then lay side by side for the last time, that I would be “OK” if she needed to go…and early Friday morning her body rapidly began to shut down.
I held Eve closely that morning, reassuring her, that her loving posse and I would be all right… Quietly whispering into her ear that she had served us well….Thanking her for all she had given to Us!
She relaxed into my arms as we recalled the first time we saw each other, all the places we traveled, the things we had done, the people we met and the animals we rescued together....!
Eve and I shared the best of our Memories together as she courageously slipped away…leaving her beautiful face and knowing eyes vividly imprinted in my mind’s eye forever!
That night ….my Beautiful Eve…. Danced in my Dreams All Night Long!
Eve ....Thank you for all the years you watched over me, my children and every rescued posse member that crossed our path along the way.
Early Friday morning, Nov. 4th ...Eve, my long-time loyal companion and faithful alpha dog passed away.
She had courageously stayed with me longer than expected to comfort me and love me unconditionally …. as these last couple of years have been challenging at best!
Eve never complained about the pain....loyal and struggling to meet my needs till the very end....so determined to stay…. for all of the rest of US!
Thursday night (Nov 3rd) In response to what I can only describe as Eve’s thoughts coming to me telepathically; I began telling her as we walked together and then lay side by side for the last time, that I would be “OK” if she needed to go…and early Friday morning her body rapidly began to shut down.
I held Eve closely that morning, reassuring her, that her loving posse and I would be all right… Quietly whispering into her ear that she had served us well….Thanking her for all she had given to Us!
She relaxed into my arms as we recalled the first time we saw each other, all the places we traveled, the things we had done, the people we met and the animals we rescued together....!
Eve and I shared the best of our Memories together as she courageously slipped away…leaving her beautiful face and knowing eyes vividly imprinted in my mind’s eye forever!
That night ….my Beautiful Eve…. Danced in my Dreams All Night Long!
Do you feel pressured and fear when communicating with a prospect? Check out my video and learn how to overcome this fear and communicate effectively.
I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!
You are never going to be 100% ready for a sale... and that's okay! Check out my video and please post your comments and questions below.
I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!
When we are Selling, Sharing, Qualifying, Assisting a Prospect with a Decision or even Motivating a Coaching Client, our communication is filled with Subtleties.
Now, on a "Conscious Level" we use specific words to communicate a particular message. However, much our communication is Non Verbal and a lot of information is communicated on a "Sub Conscious level". But, I have also witnessed another form of communication that we
women use quite often. Let's call it "Un-Conscious" communication.
It's the things we say or do without even realizing it. A very common example of "Un Conscious" communication is frequently saying "You Know" while talking.
Ok, so here is the problem. While saying "You Know" may be irritating to the listener it does not really undermine our expertise or the message we intend to convey. But, there are several phrases that we use habitually that really work against us. They take away from our Authority, our Posture
and lessen our Credibility. Also, many times we "Un Consciously" blurt out statements totally unaware of their negative effect. By sending an "Un Conscious" message, we wind up "Planting Seeds" that actually "Undo" all that we've accomplished!
So, we must strive to understand the Psychological messages behind certain phrases and monitor ourselves in order to identify "Un Conscious" statements we make which reduce our effectiveness. Highlighted below are some "Seeds" that we really do Not want to Plant!
* We shouldn't habitually or automatically apologize. It makes us the psychological under dog. Save apologies for when mistakes are made. Otherwise the apology is
not genuine. Examples of apologizing without cause are a voice mail message that says, "I am sorry I am not available to take your call." Simple alternative voice
message is, "You have reached Anne at phone #_______. Your call is important, please leave your name and number and I will return your call ASAP." Another example:
saying "Sorry I didn't call you back sooner" when returning phone calls. The subconscious feeling underlying an apology puts you at a psychological disadvantage. Think about it. You shouldn't be sorry. You are busy because business is booming! That's Great!
So, when you return a phone call, simply say; "This is Anne, I am returning your call."
* We must Resist the urge to "Thank" everyone for their time. By "Thanking" the other person you imply they are doing you a favor by letting you talk to them. Psychologically
it reduces your Posture, Authority, Credibility and puts you on the Defensive. Depending on the situation, a more effective strategy is saying, for example, "It was a pleasure
speaking with you" or "Have a good evening" or "I look forward to meeting you". That puts you in the position to say "You are Welcome" when the Other Person says
"Thanks for your time"!
* Never ask the prospect "Is this a good time?" Asking the question Plants the Seed that it's Not a good time even if it is. So they say "No" and it's game over. So be
professional, introduce yourself and Assume it's a good time. Trust me people will always tell you if it's really Not!
An extremely Detrimental "Un Conscious" message or statement is "You do not need to make a decision at this time". This attempt to minimize the "pressure" actually confuses the decision maker. They get a Sub Conscious message that says; "There is a reason you should NOT make a decision"! Now they have more pressure because they are unsure about what to do. Decision makers need us to say… "This makes good sense so let's move forward"!
I am Anne Johnson, join me in the "Bold & Classy" Women Community, where you get access to 'Bold and Classy' selling tips! Click Here to join!
Are you nurturing and enabling your prospect? Stop making your prospect feel so comfortable. Check out this Bold and Classy Selling Tip.
I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!
Ever been fooled by a prospect that agrees with everything
you say but then does not buy? We like it when the prospect appears enthusiastic and agrees with us.
Beware; prospects who do not voice objections are not really engaged in the process.
We are easily fooled into thinking it's a "slam dunk" when the
prospects smiles, nods, agrees with us. Caution; sales are
rarely made to a prospect without questions, concerns, or
objections. Typically the sales person is caught off guard and cannot recover…resulting in no sale!
Hunt for objections early in the process.
Hunt for objections; ask: "What are your questions or concerns"?
Still hunting; ask: "How do you see this product solving your needs"? "What specific features or benefits do you like the most"? or "Is there anything lacking"?
Silence is effective…. Let the prospect sit in silence after they answer questions. They will feel compelled to speak. That is when you will discover the real objections or concerns and the sales process can begin.
Get excited and Hunt for Objections early in the process!
Remember, until you find one… you are not in the game. Embrace Objections, they confirm the prospect is actively thinking about buying! Restate, Clarify then Answer Objections! Then present product features and benefits as
the solution! OBJECTIONS = SALES!
I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!
Many times women miss out on the sale by being to “Chatty” because the prospect cannot process the information fast enough to keep up. Watch this video to learn more about this topic.
I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!
Learn the numbers you need to track to improve your sales. Please post your comments below. I am looking forward to hearing from you.
I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!
Clients need to Really Hear the Answers to your Questions…More than you do! Questions, Questions, Questions…It seems I can Never Stop talking about the Importance and the Power of asking Questions throughout the Sales Process! Well…that’s because I cannot Emphasize Enough how important it is to keep asking questions until Everyone involved Really Hears the Answers… Clearly!
To be sure we are on the same page here’s a short list of questions I feel are most critical to Successful Selling:
1) What specifically does the prospect want or need?
2) Why do they “truly” feel it’s a must have for them personally?
3) Is their desire for what they want… Urgent and Important enough for them to take action?
Here’s my point. People will Not Acknowledge their need to make a Buying Decision until they’ve really heard Their Own Answers (at a minimum) to the three questions I just listed. I know from experience that Really Hearing their Own Answers to those questions is Exactly how a customer’s specific Desires are Clarified and how their personal sense of Urgency to Take Action is brought to Life!
Until that happens I firmly believe you’re just dancing around the Sale!
Now what do I mean when I say the client needs to “really” hear their own answers? Ok, stay with me because this is one of those Bold & Classy Selling Philosophy Aha Moments…so here it is: The answer to “What” someone wants is usually pretty straight forward. But…“Why” they want it, I mean the real reason “Why” they want something is Not quite so Obvious. In fact the authentic answers to “Why” people want certain things are downright Elusive! To start with… the First answer someone gives you just might make perfect sense but it is Rarely the Real answer as to Why they want what they want. Plus, it gets slightly more complicated because the elusive yet Real answer is usually tucked away inside their sub-conscious mind! So Don’t overlook this proven Selling Secret: ***You must ask the “Why” question a few times*** Ask until both you and the prospect Really Hear the answers Clearly … Clearly enough… to create the urgency required to make a final buying decision!
For Example: a woman starting a home based business might tell you she wants to earn money so her family can take vacations and have a few extras. So when you ask her “What” she wants and her answer is “to make $500 a month” it’s not a surprise. Then you ask her “Why” it’s important to earn money for those extras. Her answer may be, “So the family can have more fun”. But, if you dig a little deeper by asking her to tell you more about “Why” it’s really important for to earn and contribute the money…. You may discover that she “Truly Feels” her family would be proud of her if she contributed Financially! Wow, that Answer is Powerful … and probably quite a surprise to both of you!
Yes, the Power of asking Questions Serves both you and the Decision Makers. Let me simplify a few things about asking questions and eliminate some potential stress:
Your Questions don’t need to be perfect…and the same question can be asked many different ways! Don’t stress over perfect questions just focus on real answers.
Ask for the same information more than once… Not only does it clarify the need for you…but it creates an urgency to take action within the decision makers. Be sure and ask enough Questions to ensure everyone really hears those authentic answers more than once too.
If the Questions lead to a dead end…No Worries! There’s no shortage of questions to ask and no one knows specifically what questions you intended to ask… so you can always regroup and try again! Start by saying…”I want to be sure I understand your needs clearly” and then ask whatever questions you feel are appropriate!
Last thought: How do you know when you have discovered the real answers? It’s when you hear and feel the Emotions behind the client’s words. Then you know you have gotten to the truth…an Answer the client needed to hear even more than you!
I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!
Have you asked your clients what the value of your product is? Do you understand what the marketplace finds valuable about your product? Knowing this information will help you gain repeat sales!
I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!
Step out of your comfort zone! You don't want to cheat your clients out of your knowledge, do you? Watch this video to learn more about this topic.
I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!
Are you over thinking and staying in your heard during your sales process? Watch this video to learn more!
I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!
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. & little sister Ava, whose Daddy is a true BraveHeart Man! 
