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The Monday Morning Memo

Looking for Good People? Here’s a Classified Ad for Employment.

Are you a gracious host and entertainer? That may seem like a crazy question to ask when the job is basically lift-and-carry. But if you’ll read a little further, you’ll understand why I need to ask it.

Are you a happy, upbeat person? Do people like to be around you? Do you have that cheerful, get-it-done type of grit and determination?

Would you like to work for a company that believes in you and has big plans for your future?

I dropped out of college when I discovered what I wanted to do. What I’m about to say may sound crazy, but I was waiting in the drive-thru line at McDonald’s when everything around me began to glow. It was that famous moment you always hear about. You know, when the angels start to sing and you suddenly know the answer to every question.

It began when I saw an old pickup truck with the words Junk Hauling and a telephone number spray-painted on the sides of the bed and I said, “I could do that.”

My life changed forever in that moment.

That’s the sort of moment I want you to have.

1-800-GOT JUNK? is the world’s largest full-service junk removal company. We’re in every important city and town in the US, Canada and Australia. Dozens of millionaires have made their fortunes in our company. I want that to happen to you, too.

Don’t worry. I’m not trying to sell you anything. You don’t have to pay for any classes or buy any motivational tapes or anything goofy like that. I just want to give you a job. I just want to be part of your future.

You’re still reading? Excellent!

I’m feeling better and better about you.

A few months after my McDonald’s moment, I had 5 trucks and 11 employees! We were making plenty of money but I wasn’t happy. Not even a little bit. The company I saw in my mind that day wasn’t the company I was running. Each morning I woke up a little more bummed out than I was the day before. Finally, I went all alone to a little cabin at the lake to see if I could figure out what was wrong.

I experienced my second big moment at that lake when I wrote down on a sheet of paper exactly what I had seen in my mind: Clean, shiny trucks. Proud drivers with bright eyes wearing snappy uniforms, shirttails tucked in, super-professional. And when they knocked on people’s doors, they were smiling! And the people who opened those doors were smiling, too!

After my wilderness experience at the lake, I went back to my business and fired all 11 of the people who worked for me. It was the hardest thing I’ve ever done because I really liked every one of them. But they weren’t the people I had seen in my mind. The people I saw in my mind were people like you.

Are you beginning to understand my opening question, “Are you a gracious host and entertainer?” A gracious host is a person who makes everyone feel comfortable. An entertainer is someone who works hard to make sure everyone is having a good time. These are the people who make other people smile.

If you’re one of those people – and I think you are – here’s what you need to do next:

[PROVIDE DETAILED CONTACT INSTRUCTIONS]

I want everything around you to begin to glow.

I want you to hear angels sing.

Brian Scudamore,
CEO, 1-800-GOT-JUNK?

© 2017 Roy H. Williams Marketing

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Random Quote:

“The Source of All the Confusion

Two brothers were locked out of their home, so they climbed onto the roof and entered the house through the chimney. When they crawled out of the fireplace, one of them had soot on his face, the other did not. The clean-faced brother immediately went into the bathroom and washed his face. The brother with soot on his face did not. Why?

We are confused by the actions of the brothers until we put ourselves in their shoes and see the world through their eyes.

The clean-faced brother looked at the sooty-faced brother and assumed they were both in the same condition, so he went and washed his face. Likewise, the sooty-faced brother did not know he needed to wash, because he was looking at the brother whose face was clean.

We assume that we are like other people, and that they are like us.

This is the assumption that misinformed the brothers.

This is the assumption that misinforms the salesperson.

Do you put yourself into the shoes of each customer and see the world through their eyes, or do you assume that they are like you?

Do you unconsciously assume that your customer has your financial limitations? 
Do you secretly believe that they should do what you would do?

These are the reasons you struggle as a salesperson.

You believe you are being empathetic, but you are not.

You aren’t putting yourself into their shoes; you’re putting them into yours.”

- Roy H. Williams, Nov 15, 2018

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