Sales Motivation - Vince Lombardi and The Second Effort

Reblogger Guy Thomas
Mortgage and Lending with WR Starkey Mortgage

This blog exemplifies the beauty of an old message. The keys to success are powerful in their ability to revitalilze your attitude and goal achieving ability.

Original content by Ryan Shaughnessy

A Brief Profile of Vince LombardiVince Lombardi

ESPN named Vince Lombardi "Coach of the Century."  In 1959, Vince Lombardi took over as head coach of the hapless Green Bay Packers with a record of 1-10-1.  Starting from day one, he transformed the Green Bay Packers from perennial losers to champions.  In doing so, he was a great motivator and instilled in his players a sense of commitment and mental toughness.  Over 9 seasons, he amassed 89 wins culminating in six divisional championships, five NFL championships and two Superbowl victories. 

His Business Philosophy - The Second Effort

Vince Lombardi developed players who were committed to the "second effort."  In football terms, the "second effort" was the additional effort expended after the initial hit.  It required the player to surge ahead after initially being stopped.  Vince Lombardi explained that "football is a game of inches."  For Lombardi, it was important to take advantage of each opportunity.  The Lombardi philosophy transcends football and can easily be applied to sales.  In fact, in 1969, Vince Lombardi directed and produced an instructional sakes video entitled "The Second Effort" in which he applied his on-the-field philosophy to sales.  Here is a clip from the movie:  The Second Effort

212 Movie - The Extra Degree

Adopting a similar principle, Sam Parker developed the concept of the "extra degree" and directed a movie entitled "212 - The Extra Degree."  In the movie, Mr. Parker initially uses the physical properties of water to show how the "extra degree" makes a difference.  At 211 degrees, water is simply hot.  At 212 degrees, water boils and produces steam.  The initial premise is that the "extra degree" is the difference between inert water and steam that can, for example, power a train.  From this initial premise, Sam Parker uses examples from sports ranging from golf to auto racing to swimming and more to show that the difference between winning and losing.  Mr. Parker quantifies the difference both in terms of the small difference between first place and second place using number strokes, car lengths, seconds, etc. and the difference in the payout between first place and second place.  Here is a link to the 212 Movie on the Just212.com website: 212 Movie.

Keys to Success

Whether you are motivated by the words of Vince Lombardi or by images of the 212 movie, the underlying principles are the same.  Success at sales starts with a winning attitude.  Here are the keys to developing a winning sales philosophy:

  • Be Positive - Visualize Success - Winning is a Habit.
  • Decide on your Goals - Develop a Plan - Take Action Now.
  • Never Stop Improving and Learning - Make Adjustments - Learn from Mistakes
  • Be Persistent - Work Hard - Develop your Own Winning Style - Do More than Others.
  • Take Control - Be Responsible for your Actions.

If you are looking to elevate your sales performance, the 212 Movie or The Second Effort are both worth a look.  Both videos are available for purchase for commercial use at sales meetings.

________________________________________________________________________________________________

PREA SIGNATURE REALTY

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PREA Signature Realty is a full service brokerage located at 1709 Park Avenue in the Lafayette Square neighborhood of the City of St. Louis.  PREA Signature proudly serves the following city neighborhoods:  Lafayette Square, Soulard, Benton Park, Benton Park West, Downtown Loft District, Forest Park Southwest, Central West End, Tower Grove East, Tower Grove South, Compton Heights, Shaw, The Hill, Dogtown, Carondelet, Holly Hills, St. Louis Hills, Dutchtown, and the Other Historic Neighborhoods of the City of Saint Louis, Missouri. 

The opinions expressed herein represent the opinions of the author only and do not reflect the opinions of PREA Signature Realty.  All photos and written content were produced by PREA Signature Realty.  All Rights Reserved - PREA Signature Realty (2009).  This content may not be reproduced or reprinted, except for Active Rain re-blogging, without express written permission of PREA Signature Realty.

For more information, visit our website at www.PREASignatureRealty.com or contact Ryan Shaughnessy at 314-971-4381 or send an email to Ryan@PREASignatureRealty.com

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Rainer
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Dave Slater
Academy Mortgage - Briargate - Colorado Springs, CO

Great points Guy, It is for sure the extra call or just the little things that are not the norm that will set us apart.  It is tough right now and we need to be really pushing the second and third efforts right now!

Nov 18, 2009 05:08 AM #1
Rainmaker
440,220
geri wehry
RE/MAX Select R.E. - Covington, WA
your agent for life

What a great post Guy.  And Dave you are so right - it is tough but that extra push and staying focused is what will make us successful.  Off to watch the video clips - thanks!  ...geri

Nov 18, 2009 07:25 AM #2
Rainer
229,238
Ryan Shaughnessy
PREA Signature Realty - www.preasignaturerealty.com - Saint Louis, MO
Broker/Attorney - Your Lafayette Square Real Estate Partner

Guy - Thanks for the reblog.  Lombardi's wisdom and insights on what it takes to be a winner are timeless.

Nov 22, 2009 02:05 PM #3
Anonymous
Anonymous

Dave, It is amazing that the little things are what really can make the difference.

Geri, Thank you. Good motivation to dig in a little more each day.

Ryan, you are welcome. That really was a well written blog and a great subject.

Nov 22, 2009 02:25 PM #4
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