“Unworthiness” Sucks!

by Paul Castain on May 10, 2012

There was a time when I wanted to punch Tony Robbins right in his face . . . how’s that for an opener?

I decided not to because I couldn’t afford the 7 foot ladder I would need to do so and also remembered there are laws against that sort of thing but that’s not the point . . .

Tony said that if we don’t have financial success or the things we want in our life, many times its because we believe deep down that we are not worthy of that which we seek.

I remember thinking “You insensitive bastard. Do you think that deep down I wanted my world to turn to crap?”

After some serious reflection, I realized that this statement was spot on.

I must admit that feeling like you’re worthy after you lost your business, your cars, 60 grand and your self esteem is quite a task but

I knew I had to do it because otherwise the internal “Paul” would be sabotaging  the outer Paul and I would never move forward.

I wonder if this might be you at times?

With that in mind, I have a very simple message for you . . .

You are not only worthy . . . you are allowed to feel worthy!

Circumstances should never dictate our worthiness!

We do!

What would you pursue if you truly felt you were worthy of the prize?

Now go out and get after that it because you are worthy my friend!

Take it from someone who once felt he was unworthy!

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My Decision To Pull The Plug On My Book

by Paul Castain on May 8, 2012


As many of you know, I’m open to sharing my thoughts both personal and business.

I’ve shared my story of how I lost everything back in 1995, I’ve written about my Dad’s last Christmas and I even shared it with you when my wife was diagnosed with breast cancer (now cured).

There was one thing that I chose not to share with you because I needed to sort it out and do some soul searching so here goes . . .

I was approached by a major publisher last summer to write a book. As you can imagine, I was quite excited until the woman who approached me flaked on me.

She didn’t flake after seeing a manuscript so I can’t translate that into a “actually its because you suck as a writer” type of moment . . . she just flaked and went MIA after the initial “we’d like you to write a book” discussion.

Something odd happened next . . . I was at peace with it!

That actually bothered me . . . I know, being bothered with being at peace, so I decided to do some soul searching (almost a year’s worth to be precise)

At first I thought I was scared. As many of you know, it was me being scared and admitting it in a classroom back in 2008 that made me face my fears and launch this blog.

After lots of reflection it comes down to a few really significant things. Pardon me while I get brutally honest.

My Personal Life Needs Some Attention

My oldest is about to start college and I’m totally enjoying being home between trips and soaking in every moment. He needs to come first and I’m cool with that. Actually . . . I’m really quite excited about it!

There are some “Paul” things that I want to fix, specifically my weight. I’m not ready to get going on that piece yet, but when I do, I want total focus.

I Want To Grow Castain Training Systems First

My business is doing extremely well but its like a little baby in need of a lot of care.

I have a major launch on this website in the next 2-3 weeks and then have a new product launching every month for the next several months.

I have major plans to scale the business in the next 18 months.

Quite selfishly . . . I want to enjoy the climb and the journey and not have to rush off and write or go off on a book tour.

And now the hardest part to admit . . .

I’m Just Not Excited About Writing A Book!

Truth be told, I’m passionate about this blog, my training business and all those I am fortunate enough to serve but I’m just not feeling it . . . and that’s a really good thing!

Why?

Try forcing yourself to do something you’re not feeling and I’ll guarantee you that you’ll create a piece of sh*t!

I don’t know about you but I resent reading crap or worse yet, something that lacks that certain . . . “I put every ounce of my soul into this”.

You know what folks, I wake up every morning and I can’t to get to work. I can’t wait to serve my clients. I can’t wait to work on the new products I’m launching.

I sit down at night to write this blog and I can’t wait to write it but . . .

I do all this stuff with passion or I don’t do it!

If I’m going to have to pull some of my focus away from my family, Castain Training Systems or this blog . . . I need to be totally into it!

So what once began as a “Face your fears” move back in 2008 has evolved into a “don’t you dare do something that you aren’t passionate about” conviction!

Maybe this soon to be 47 year old finally grew up!

I’ve been advised that postponing my book will hurt my business and I will lose opportunities (and higher speaking fees)

But that’s OK . . . I have the balls to do this on my terms and my timetable.

I’d rather chase my passion and worry about the paycheck later.

And besides, nobody’s saying “never” here . . .

I just have a little more reinventing of me to do first!

Meanwhile, I hope you’ll travel the distance with me . . . I sure could use some company!

Peace!

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Thinking Beyond The Cold Calling Debate

by Paul Castain on May 7, 2012

Sometimes we get caught up in a discussion, debate or full blown argument to the point that our own passion for the subject keeps us away from bigger issues.

Enter the ongoing “Is the cold call dead?” debate.

And just to silence those who feel a need to define a cold call . . . let’s not! Feel free to change “cold calling” to “making phone calls to people who aren’t buying from us” so we get on with bigger and better things.

Like what?

Like what if I hate the phone and I’m not really good at cold calling (or “making phone called to people who aren’t buying from me”)?

More specifically, what if I have zero interest in getting better at my cold calling? (or “making phone calls to people who aren’t buying from me”)

Even more specifically, what if I rock at networking or doing seminars, emails or creative door openers or any one or a combination of other approaches in my “sales mix”?

Just to be clear, sooner or later, all of these things typically will come down to a discussion via phone so I’m not questioning the need for phone muscle groups but . . .

I am questioning the need for us, with all the tools that are available today to have to be good at cold calling (or “making phone calls to people who aren’t buying from us”)

Your turn . . . How important is it for an outside sales professional to utilize cold calling (or “making phone calls to people who aren’t buying from us”) if they are proficient in other ways of acquiring new business?

I work with  individuals and organizations to sell more! For more information on my sales training programs click here. For more information on my sales coaching services click here. Contact me for information about hiring me for a speaking engagement by clicking here

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A Quick & Easy Way To Stand Out

by Paul Castain on May 6, 2012

By now, you should know that I feel that our prospects have way too many things on the brain.

In fact, I believe that they have so many things tugging at their attention strings that’s its way too easy for you and I to be forgotten.

What’s an aspiring sales rock star to do?

I was talking with my friend Richie “The Mayor Of Hardware” DeMarco the other day and he told me about a really cool resource.

The first thing that makes this cool is that there is a free version.

The second thing that makes it cool is that I don’t see a ton of people doing this . . . which means its an opportunity to stand out.

I’m talking about an easy to use tool where you can include an video in your emails.

Possible ways for you to use this . . .

1)   To get the attention of that prospect who won’t call you back. Perhaps you could request the appointment through your video?

2)   To thank a prospect who took the time to talk with you. How many people take the time to thank a prospect for their time in a way that truly puts “a face with the voice”

3)   To thank an existing client.

4)   To send a monthly “did you know” message to your clients letting them know about additional products and services

5) To send a monthly “resource” video to your network letting people know about things (outside of your company) that might be helpful. People get the benefit of the resource while seeing you and hearing you.

Time Out! You might be thinking “Yikes Paul . . . shouldn’t we be doing this on a live call or face to face” You bet we should but that’s provided they take the call or take the meeting. Either way, this could reinforce the discussion.

Here’s something else, that I like about it. It let’s you know when the video has been viewed so you can follow up.

Time Out (Again) Don’t be a pain in the ass with that feature. There is nothing more annoying than viewing something like this and then getting a “So what did you think?” email like 30 seconds later.

I believe Dr Evil said it best when he said “It got weird didn’t it?”

So there you have it, yet another way for you to stand out by adding one more thing to your sales mix!

Now its your turn . . . What are you thoughts of including a video in an email and for the bonus question . . . how else can we use something like this in our sales efforts?

Here’s the link(its an affiliate link by the way. I always like to be up front about those things) : http://mailvu.com/?a_aid=4fa70fdf21972

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