It is often said that fear is False Evidence Appearing Real. While this is often the case, there is more to fear than that.
Fear is an emotional response to a perceived, unknown threat. For example, if you hear a loud knock on your door in the middle of the night, you might experience fear—you perceive a threat because you do not know who is at the door. However, if you are expecting someone, the same noise will not evoke a feeling of fear.
The owners of paint contracting companies are often reluctant to make changes in their business because of fear. They perceive some threat—perhaps failure—and the consequences of the change are unknown. This isn’t necessarily irrational, or making false evidence appear real. The chance of failure does exist, and there are unknowns.
Overcoming our fear is necessary if we are to move forward. There are several key steps in this process.
The first is to identify the actual facts. Are there as many unknowns as we think? Have we made similar changes before? Can we learn from others who have made similar changes? Answering these questions can help us realize that the unknowns are not as significant as we think. We may actually know more about the situation than first appears.
The second step is to identify what information we can obtain to reduce the unknowns. This may involve soliciting the input from someone who has made a similar change or doing research. Knowledge is certainly an ally, as it helps eliminate or reduce unknowns.
Armed with this knowledge, we can then develop a plan that will reduce risks and address any remaining unknowns. The plan allows us to think through the change, identify potential obstacles, and have a specific course of action.
The process of overcoming fear is designed to reduce the perception of an unknown threat. As we gather more information, the unknowns decrease. As our knowledge expands, the perceived threat is reduced. In combination, our fear will be greatly diminished and we will be prepared to move forward.
Friday, January 30, 2009
Monday, January 26, 2009
The Paint Police
As the owner of a paint contracting company, I have an eye for spotting poor paint jobs. Almost without thinking about it, any time I enter someplace I am inspecting the paint job. And often, what I see is offensive to anyone with a semblance of standards.
I see brush strokes going in five different directions. I see touch up that doesn't match. I see lines that wiggle more than a worm on hot pavement. I see application problems and preparation problems. But most of all, I see a serious threat to the well-being of anyone who enters that building. We need a law to protect people from shoddy paint jobs. We need the Paint Police.
You may think that this is absurd. You may think that I am being sarcastic. You would be correct on both counts. But this is no less absurd than many laws that are proposed. And I can make a good case to support such a law.
Paint is composed of hundreds of chemicals, including volatile organic compounds, titanium dioxide, resins, and some other things I can't even spell. Some of these chemicals can be quite dangerous, and when combined they become a virtual Chernobyl. For example, if you ingested one ounce of 100% pure acrylic latex paint, you would experience severe stomach problems.
Few people realize that paint off gasses for a prolonged period--sometimes for years. So, while you may not saddle up to the bar and order a shot of SuperPaint on the rocks, you could be ingesting toxic fumes anytime you are in the proximity of paint.
Look around you. I bet you can spot a lot of things that have paint on them-- your walls, the woodwork, your furniture, and perhaps your shoes. (A little known fact is that most leather shoes are painted in Brazilian sweat shops by artisans who make cheap banana leaves look like expensive leather. But that is a different story.) All of these products are emitting toxic chemicals that are slowly destroying your liver. And the problem gets even worse if you start gnawing on one of these items.
You are probably thinking that you never gnaw on your furniture, your walls, or your shoes. And if you don't then I give you a lot of credit for your self-control. You see, paint manufacturers add secret ingredients to their products that subconsciously create strong gnawing urges in humans. During WWII, government scientists worked with the paint companies to find ways to influence enemy behavior by adding certain ingredients into paint, and then Allied bombers dropped tons of paint on villages throughout Europe. The result was very colorful. But I digress.
One of the primary problems with paint is poor adhesion. If the paint doesn't stick to the surface to which it is applied, it will come off. The result is peeling, flaking paint. Because of the secret, enticing ingredients in paint, humans will unknowingly ingest it. This often occurs in the middle of the night. This phenomenon has been documented in numerous B-grade movies.
Many people mistakenly believe that a paint job just requires picking a color and slapping some paint on the wall. Au contraire. There is much more to a high quality, long lasting job. Things such as picking the proper roller nap, using the right primers, and drinking an approved beer. Unfortunately, there are many people out there who are applying paint and don't know the difference between an eggshell and a satin. These people pose a tremendous public health risk.
It is time that we do something about it, and given the aroma of change that is in the air, this is the perfect time to do it. We need the federal government to enact sweeping regulations to insure that all paint is applied properly. We need to crack down on those who denigrate our trade, and do other things that I don't like. I urge you to write your Congressman and Senators in support of this proposal.
And while you are at it, you might suggest that they make me the Paint Czar.
I see brush strokes going in five different directions. I see touch up that doesn't match. I see lines that wiggle more than a worm on hot pavement. I see application problems and preparation problems. But most of all, I see a serious threat to the well-being of anyone who enters that building. We need a law to protect people from shoddy paint jobs. We need the Paint Police.
You may think that this is absurd. You may think that I am being sarcastic. You would be correct on both counts. But this is no less absurd than many laws that are proposed. And I can make a good case to support such a law.
Paint is composed of hundreds of chemicals, including volatile organic compounds, titanium dioxide, resins, and some other things I can't even spell. Some of these chemicals can be quite dangerous, and when combined they become a virtual Chernobyl. For example, if you ingested one ounce of 100% pure acrylic latex paint, you would experience severe stomach problems.
Few people realize that paint off gasses for a prolonged period--sometimes for years. So, while you may not saddle up to the bar and order a shot of SuperPaint on the rocks, you could be ingesting toxic fumes anytime you are in the proximity of paint.
Look around you. I bet you can spot a lot of things that have paint on them-- your walls, the woodwork, your furniture, and perhaps your shoes. (A little known fact is that most leather shoes are painted in Brazilian sweat shops by artisans who make cheap banana leaves look like expensive leather. But that is a different story.) All of these products are emitting toxic chemicals that are slowly destroying your liver. And the problem gets even worse if you start gnawing on one of these items.
You are probably thinking that you never gnaw on your furniture, your walls, or your shoes. And if you don't then I give you a lot of credit for your self-control. You see, paint manufacturers add secret ingredients to their products that subconsciously create strong gnawing urges in humans. During WWII, government scientists worked with the paint companies to find ways to influence enemy behavior by adding certain ingredients into paint, and then Allied bombers dropped tons of paint on villages throughout Europe. The result was very colorful. But I digress.
One of the primary problems with paint is poor adhesion. If the paint doesn't stick to the surface to which it is applied, it will come off. The result is peeling, flaking paint. Because of the secret, enticing ingredients in paint, humans will unknowingly ingest it. This often occurs in the middle of the night. This phenomenon has been documented in numerous B-grade movies.
Many people mistakenly believe that a paint job just requires picking a color and slapping some paint on the wall. Au contraire. There is much more to a high quality, long lasting job. Things such as picking the proper roller nap, using the right primers, and drinking an approved beer. Unfortunately, there are many people out there who are applying paint and don't know the difference between an eggshell and a satin. These people pose a tremendous public health risk.
It is time that we do something about it, and given the aroma of change that is in the air, this is the perfect time to do it. We need the federal government to enact sweeping regulations to insure that all paint is applied properly. We need to crack down on those who denigrate our trade, and do other things that I don't like. I urge you to write your Congressman and Senators in support of this proposal.
And while you are at it, you might suggest that they make me the Paint Czar.
Wednesday, January 14, 2009
Happiness Journal
This could be a rough year for many painting contractors. With construction slowing and home owners holding on to their money more tightly, leads are likely to slow. Customers will likely be more price conscious than ever. Since "anyone can paint", we might see an increase in competition.
It could become very easy to get stressed out and focus on all of the negatives. This can feed on itself-- often when we focus on the negatives we stop being pro-active and wallow in our misery. Focusing on the negatives can blind us to the many positives in our life.
In late December somebody turned me on to the idea of a Happiness Journal through HBL. The idea is pretty simple-- each day you write down 3 things that made you happy or brought you pleasure. These don't need to be huge events-- it could be as simple as a good meal or hearing your favorite song. The idea is to spend a few minutes reflecting on the positive.
This can have a huge impact psychologically. It gets us to recognize the good things that we have in our life. It reminds us that there are positives. Just a few minutes a day thinking about what makes us happy can make a huge difference, and it can change our perspective on the problems.
Running a business can be difficult at times. And with the economy the way it is, it could get worse. Anything we can do to keep a positive outlook helps. As the owner of a business, it can sometimes seem like the weight of the world is upon our shoulders. Thinking about the positive can help lift some of that weight.
I started doing a Happiness Journal on January 1. I tend to be optimistic and focus on the positive, but I’ve still found it both fun and illuminating. Some days I struggle to select only 3 items—I have many more to choose from. Other days, finding 3 items has been a little more difficult. For example, I came down with a cold on New Year’s Eve, which made the entire weekend a bit of a downer and less active than normal. But just thinking about what I had enjoyed during the day brightened my spirits.
Life is full of ups and downs. We don't hit a home run everyday. But we don't strike out every time at the plate either. Sometimes a series of singles are just are rewarding and meaningful as a grand slam. After all, a grand slam isn't possible without three other runners getting on base.
My wife is also keeping a Happiness Journal, and we intend to share and discuss the items we have listed. This will be a lot of fun in a number of ways. It will be an opportunity for us to share our thoughts and discuss positive events. We will probably learn a few things about one another.
I certainly don’t mean to imply that we should ignore our problems or pretend that everything is fine and dandy. But at the same time, we shouldn’t ignore the good things and pretend that our world is falling apart. A Happiness Journal helps keep the proper perspective, and that may be more important than ever in the coming year.
It could become very easy to get stressed out and focus on all of the negatives. This can feed on itself-- often when we focus on the negatives we stop being pro-active and wallow in our misery. Focusing on the negatives can blind us to the many positives in our life.
In late December somebody turned me on to the idea of a Happiness Journal through HBL. The idea is pretty simple-- each day you write down 3 things that made you happy or brought you pleasure. These don't need to be huge events-- it could be as simple as a good meal or hearing your favorite song. The idea is to spend a few minutes reflecting on the positive.
This can have a huge impact psychologically. It gets us to recognize the good things that we have in our life. It reminds us that there are positives. Just a few minutes a day thinking about what makes us happy can make a huge difference, and it can change our perspective on the problems.
Running a business can be difficult at times. And with the economy the way it is, it could get worse. Anything we can do to keep a positive outlook helps. As the owner of a business, it can sometimes seem like the weight of the world is upon our shoulders. Thinking about the positive can help lift some of that weight.
I started doing a Happiness Journal on January 1. I tend to be optimistic and focus on the positive, but I’ve still found it both fun and illuminating. Some days I struggle to select only 3 items—I have many more to choose from. Other days, finding 3 items has been a little more difficult. For example, I came down with a cold on New Year’s Eve, which made the entire weekend a bit of a downer and less active than normal. But just thinking about what I had enjoyed during the day brightened my spirits.
Life is full of ups and downs. We don't hit a home run everyday. But we don't strike out every time at the plate either. Sometimes a series of singles are just are rewarding and meaningful as a grand slam. After all, a grand slam isn't possible without three other runners getting on base.
My wife is also keeping a Happiness Journal, and we intend to share and discuss the items we have listed. This will be a lot of fun in a number of ways. It will be an opportunity for us to share our thoughts and discuss positive events. We will probably learn a few things about one another.
I certainly don’t mean to imply that we should ignore our problems or pretend that everything is fine and dandy. But at the same time, we shouldn’t ignore the good things and pretend that our world is falling apart. A Happiness Journal helps keep the proper perspective, and that may be more important than ever in the coming year.
Monday, January 5, 2009
Quick Roundup 2
The Power of Pausing
Good sales skills begin with good listening skills. Brian Tracy suggests pausing before you respond to your customers. Pausing has three benefits
I've seen a lot of contractors (and other people as well) who are so eager to share what is on their mind that they completely ignore what the customer is saying. The customer will realize this, and it will greatly undermine their confidence in you. Communication is a two-way street. Do your part by listening carefully and being certain you understand what you are hearing.
Price vs. Service
Many companies are lowering prices in order to retain customers. Bill Hogg points out that Ambercrombie and Fitch aren't. They plan to retain their brand--which is not based on price. Many contractors are going to be tempted to cut their prices during this tough economic times. But what will they do when the market recovers and their customers expect the lower prices? A better strategy is to improve service, which might even permit you to increase prices. Don't view the economy as an obstacle; view it as an opportunity.
Make Their Phone Ring
John Jantsch suggest a simple, yet effective way to generate leads. Rather than sitting around waiting for the phone to ring, make your customer's phone ring--give them a call and thank them for their past business. Discuss ways you can help them now. Ask what you can do better. Most importantly, remind them you want their business.
Low-Cost Marketing Ideas
Maria Garcia offers seven low-cost marketing ideas, including writing articles and networking. If your advertising budget is feeling the pinch, some of these ideas will get the word out without breaking the bank.
Good sales skills begin with good listening skills. Brian Tracy suggests pausing before you respond to your customers. Pausing has three benefits
The first is that you avoid the risk of interrupting the prospect if he or she has just stopped to gather his or her thoughts. Remember, your primary job in the sales conversation is to build and maintain a high level of trust, and listening builds trust.
The second benefit of pausing is that your silence tells the prospect that you are giving careful consideration to what he or she has just said. By carefully considering the other person's words, you are paying him or her a compliment.
The third benefit of pausing before replying is that you will actually hear and understand the prospect better if you give his or her words a few seconds to soak into your mind.
I've seen a lot of contractors (and other people as well) who are so eager to share what is on their mind that they completely ignore what the customer is saying. The customer will realize this, and it will greatly undermine their confidence in you. Communication is a two-way street. Do your part by listening carefully and being certain you understand what you are hearing.
Price vs. Service
Many companies are lowering prices in order to retain customers. Bill Hogg points out that Ambercrombie and Fitch aren't. They plan to retain their brand--which is not based on price. Many contractors are going to be tempted to cut their prices during this tough economic times. But what will they do when the market recovers and their customers expect the lower prices? A better strategy is to improve service, which might even permit you to increase prices. Don't view the economy as an obstacle; view it as an opportunity.
Make Their Phone Ring
John Jantsch suggest a simple, yet effective way to generate leads. Rather than sitting around waiting for the phone to ring, make your customer's phone ring--give them a call and thank them for their past business. Discuss ways you can help them now. Ask what you can do better. Most importantly, remind them you want their business.
Low-Cost Marketing Ideas
Maria Garcia offers seven low-cost marketing ideas, including writing articles and networking. If your advertising budget is feeling the pinch, some of these ideas will get the word out without breaking the bank.
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