Mark America Smith, PdH

Or … you could have both.

With respect to “Unknown,” most companies use these platitudes to make employees believe they have to choose one or the other.

Demand to be given the tools to succeed (culture).

Demand to be paid what you’re worth (money).

Unlimited Paid Time Off (PTO) is a scam, and everyone knows it.

If you want happy employees, institute Mandatory PTO.

Remember, the source of 99.9% of corporate (and life) disfunction is:
- Unknown expectations
- Unrealistic expectations
- Unmet expectations

Unlimited PTO checks all of those boxes, and in the worst way.

On the other hand, Mandatory PTO is ideal.

- Makes the expectations known.
“We believe everyone needs to decompress. To support that, you must take a minimum of ___ days off each year, and you cannot go more than ___ days without taking a day off.“

- Makes the expectations realistic.
“We will not even allow you to work while on PTO. We want you to truly recharge. If there's a true emergency and we interrupt you, you will be given 1.5 make-up days.“

- As it is mandatory, meeting the expectation is certain.

As a bonus, in addition to regular Mandatory PTO, give your management team 1 personal day every other month to be specifically used for doctor appointments, banking, errands, etc...

By setting clear, but generous, time off expectations your business and your employees will thrive.

And you'll avoid the disfunction caused by the Unlimited PTO boondoggle.

I'm not sure if I'm annoyed or amused with the common misconception that ideal sales reps are necessarily high energy and competitive.

You see this frequently with the assertion that ideal candidates are intense, extroverted former athletes. Among other examples.

I've managed thousands of sales reps and, more often than not, the best salespeople, when on the sales call, are patient, deliberate, and calm.

My top SDR right now is incredibly quiet, shy, and reserved in person. But when she's on a sales call she is a straight up killer -- you just need to be about 8 inches away from her to hear it because she is so calm and quiet on the phone. The same goes for my top AEs. It's always been this way.

I've seen it time and time again -- top reps who are the loudest at the company party but the quietest when it is time to close.

Stop seeking only those who “look the part.“ Stop favoring only “high energy“ interviewees.

Look for bonafide previous sales success. Those with thoughtful intent. Those who are incredible listeners, who ask fantastic questions, and whose blood pressure stays the same even when a rabid dog is charging.

Big hats don't mean big cattle.

Years ago I had a large tumor removed from my lung, just days after having bone marrow and kidney surgeries. While no one expected an easy recover, this one was particularly horrible.

My fever had reached 104 degrees, failing to break for several days. Although my body was burning I shivered incessantly, adding even more to the pain in my lung and kidney.

Nothing my faithful doctors or nurses did was relieving the agony.

Even my father - who in my religion is the primary minister in the family - was unable to summon a miracle.

Finally, my giant of a father looked at my sweet, physically diminutive mother in resignation, as if to say, “you’re his only hope.”

That’s when she calmly walked over, removed all of my blankets, and grabbed me in her arms, holding me tight to her chest and whispering in my ear to be calm.

Within seconds the fever was gone. The pain became tolerable. Shortly after I was able to fall asleep for the first time in weeks.

My mother saved me.

She still saves me.

Her profession was comfort and peace. And, although it brought her no money or accolades, her work impacts my life daily.

Happy Mother’s Day to the greatest leader I know, my mother.

29 years ago my parents and doctor walked into my ICU room, held my hands, and told me I had only a few months to live. I had a rare disease called Wegener's Granulomatosis and had 18 tumors throughout my lungs, kidneys, and airway.

16 years of chemotherapy, 275,000+ pills, 50+ surgeries, and a million prayers later and I'm still around to annoy everyone on LinkedIn.

Here is some of what I've learned -- I'll hope you find some value:

- We have the capacity to find joy in all things. A negative attitude is worse than a tumor. The best of life can come from the worst of life.

- Everyone has a difficult trial. Everyone. Be compassionate. Help.

- Prayers work. So do work gloves and sweat. Do both.

- Hope --> Belief --> Faith --> Action --> Knowledge --> Humility --> Discernment --> Wisdom --> Hope

- When your looks get taken away, you better have a solid character or you're screwed.

- Priorities are revealed when abilities are stripped. Put them in order before life forces it upon you.

- Don't get Botox in Bulgaria.

- No one learns in the middle of a crisis. Survive. Breathe. Reflect.

- Life is too short to take offense. Assume the best and move on.

- Empathy is negatively correlated to action. Make sure your empathy doesn’t turn into narcissistic inaction.

- Younger generations are not lazy. We are. Look to them for inspiration, energy, and innovation.

- Buy 5x less stuff but, when you buy, pay 5x more for quality and timelessness. You won’t regret it.

- Dalton was right. With the right mindset, pain don’t hurt.

- Freedom is far superior to time.

One day our children will struggle. We must endure our own trials so that, when needed, we can look in their eyes with perfect credibility and say, “I've been through the same struggle. I know your pain. You can do this. Let me teach you how.”

Happy New Year, my friends. Thank you for all you add to my life.

Adoption Myths

1. There are no children to adopt.

There are 160,000 children in US foster care right now with absolutely zero legal restrictions to adopt. Another 250,000 with limited restriction.

2. It takes too long.

Natural birth takes like 10 months. Adoption is faster. Much faster.

Even the paperwork takes only 2-4 hours if you just focus. Add a few Saturdays for classes and a home study and you’re done.

3. It is too expensive.

Adopting a child from foster care costs nothing. It is either free, or tax rebates more than cover any cost.

Kids adopted from foster care typically also get free healthcare until 18, and most qualify for free college.

4. What about the $50k I always hear about?

You only hear about that because it is salacious and rare.

After tax credits and other assistance, even the “hire an agency to find you an allegedly flawless unicorn baby” route nets around $15k.

5. Adopted kids have “baggage.”

We all have baggage. Tell me your homegrown kids were easy and flawless when they hit adolescence.

6. I might not be able to bond.

You will. You’ll love them the moment you look into their eyes.

In the extremely rare case when you struggle — just as when that happens to homegrown kids — there are resources to help.

7. I’m not worthy — I am afraid to fail.

You won’t fail. If you give it your all, you will not fail.

Admit it … you said a million times that you want to adopt a child.

Do it. Start this week. Change the world.

If you have questions, ask away and I’ll do what I can.

I read a post yesterday from a salesman who was, in his own words, “triggered” by a prospect using a mildly condescending tone.

A prospect he cold called.

Let me be clear: Your prospects owe you nothing. You are entitled to nothing.

You must earn everything.

- Earn their time
- Earn their attention
- Earn their interest
- Earn their respect
- Earn their business
- Earn their loyalty
- Earn their referrals

Sure, in a perfect world — such as when talking to any Canadian — everyone is respectful. No one hangs up. Everyone loves you.

Or not. That actually sounds horrible. What a boring world that would be.

Salespeople — especially those cold calling, and especially at the start of the sales cycle — stop expecting a smooth path.

You own the burden of creating value. The mandate to give respect before it is earned, and even when it is not reciprocated.

You alone must control your emotions. You alone must develop the skill to not take offense; the intestinal fortitude to accept the bad that leads to the good.

Embrace the tough calls. Learn from them. Let them refine you. Let them strengthen your resolve to improve. Be proud of how you are growing!

Now, get your mind right, smile, and sell.

Or, you can quit and become an underwater basket weaver.

High demand. Great benefits.

Dear Covid Golfers: You suck.

Not you personally. But your golf skills are super sucky.

What you don’t seem to realize is that everyone sucks.

We’ve all sucked at golf for a very long time.

Some of us sucked long enough that we started to suck less.

Very few never sucked and have never sucked since, but they’re like 0.001% of golfers.

So, here are some tips on how to endure the suckiness:

- Hurry up. You’ll be less sucky in 3 hours vs. 4.5 hours

That’s all you really need to know, but here are a few more:

- You actually suck worse than you think you do. 0% of new golfers play the rules of golf. If you think you’re a 15 handicap, you’re a 22 handicap. That’s ok. Once you accept it, you can improve.

- Bring cash. You’ll win more money games if you have to give out cash and not Venmo.

- Putt out everything. Everything.

- Learn how to hit an 8-iron three different distances. Until you can do that, you don’t need to learn to hit other clubs.

- Stop throwing clubs. You suck. It’s ok. Don’t get angry about it.

- Shut off the stupid music. Enjoy your family and friends. No one wants to hear Sweet Home Alabama.

- It’s the best game ever. It only gets better. But not until you accept your suckiness.

- Young players … nothing is more soul crushing than the first time you have to pay for your own golf. If your parents invite you to play, always go. You’ll regret every time you didn’t. Never, ever say no to golf with your family.

Welcome to the game.

Embrace the suck.