Making it Up

I Make Stuff Up.

I read this on my son?s T-shirt as if I?d never seen it before, yet on this particular morning, it looked much different and even made me laugh at the simplicity of it.

When I first bought the shirt, I pictured a child simply making up stories. You know, telling a few white lies. Not that my son lies (not my angel!), but more that this was a function of what kids do. On this particular morning, though, I pictured other ways that children Make Stuff Up. Did you ever see a child become engrossed in the box, quickly tossing aside the gift? Or the child in a clothing store, finding sheer entertainment in the racks of clothes, the cracks in the floor or simply the tickets that have fallen astray? I once witnessed my children make an entire day of entertainment from the tickets they?d found: making them into money, passports, golden tickets?you name it, they had created it.

At what point did we decide that we have to be more realistic and see things as they are, not as we want them to be? At what point were we only able to see the gift for the gift, unconsciously tossing aside the packaging it had come in?

I recently had a discussion with a client of mine about his sales staff. He had noticed that the longer his staff was with him, the less energy they seemed to have. He recalled the enthusiasm they had as they walked in the door on their first day and the first few weeks that followed, and how each ?no? they were faced with, seemed to take one more notch off their enthusiasm platform.

?How do I help them hold onto that excitement on each call they make?? It?s a good question and one that most managers have to deal with on a daily basis. Although there are high producers that maintain that energy with each call, most have trouble recreating it day after day. But the answer is so simple, it is often overlooked.

Think about what creates the enthusiasm that comes with a new job. There is the excitement of getting the job, the hope of being successful and of making money. As you think about it, you can almost taste it and feel it. Yet if you really look at where those feelings came from, you would see that you simply created it through your own desires. Some of it even came from the meaning you created in simply being hired. Surely knowing that someone believed in you helped to create a spark of energy, though it is difficult to hold on to.

Difficult, but not impossible.

In order to have that same enthusiasm each morning, you will simply need to create it. You will literally need to "make it up". When your eyes open each morning, tell yourself all of the things you told yourself when you first were given the job. Imagine your success. Imagine the money in your hands. Imagine what you will do when you become as successful as you had hoped. Don?t focus on what they will say, but what energy you will create when in front of the prospective client.

Making it up, as if it really exists, will have an amazing effect on your results. People will feel your confidence and enthusiasm and buy into your anticipated success. So put down that gift (closing the deal) and start looking at the box (selling yourself) and you will find a renewed energy in

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Economic Growth Continues - More Than 5.3 Million Jobs Created Since August 2003
On June 2, 2006, The Government Released New Jobs Figures – 75,000 Jobs Created In May. The economy has created about 1.9 million jobs over the past 12 months – and more than 5.3 million since August 2003. The unemployment rate fell to 4.6 percent – lower than the average of the 1960s, 1970s, 1980s, and 1990s.

The Economy Remains Strong, And The Outlook Is Favorable

Revised Report Shows Fastest Real GDP Growth In Two-And-A-Half Years. Real GDP grew at an annual rate of 5.3 percent for the first quarter of this year. This follows our economic growth of 3.5 percent in 2005 – the fastest rate of any major industrialized nation.

Productivity Increased At A Strong Annual Rate Of 3.7 Percent In The First Quarter.

Real Hourly Compensation Rose At A 3.2 Percent Annual Rate In The First Quarter.

Personal Income Increased At An Annual Rate Of 6.7 Percent In April. Since January 2001, real after-tax income has risen by 12.9 percent, or 7.3 percent per person.

Real Consumer Spending Increased At An Annual Rate Of 5.2 Percent In The First Quarter.

Employment Increased In 47 States Over The Past 12 Months Ending In April. Nonfarm payroll employment increased in 41 states in April.

Industrial Production Increased 4.7 Percent Over The Past 12 Months. Over the past 12 months, manufacturing production has increased by 5.5 percent.

President Bush Has An Aggressive Agenda To Keep The Economy Growing

This Week, President Bush Nominated Henry Paulson As Treasury Secretary. Paulson has an intimate knowledge of financial markets and an ability to explain economic issues in clear terms. For the past eight years, Paulson has served as Chairman and Chief Executive Officer of the Goldman Sachs Group, one of the most respected firms on Wall Street.

The President Has Expanded Tax Relief And Is Working To Make His Tax Relief Permanent. Two weeks ago, President Bush signed into law a bill that extends the tax cuts on dividends and capital gains. This legislation also contains an Alternative Minimum Tax (AMT) patch enabling millions of middle-income families to avoid paying higher taxes in 2006.

The President’s Tax Relief Has Helped Spur Growth By Keeping $880 Billion In The Pockets Of American Taxpayers. The Administration reduced taxes for every American who pays income taxes, doubled the child tax credit, reduced the marriage penalty, created investment incentives for small businesses, and put the death tax on the road to extinction.

Growing The Economy And Reducing The Deficit Depend On Controlling The Spending Appetite Of The Federal Government. Every year since the President took office, the Administration has slowed the growth of discretionary spending that is not related to the military or homeland security. The President's last two budgets cut discretionary spending that was unrelated to the military or homeland security, and we are on track to cut the deficit in half by 2009.

If The Emergency Supplemental Bill – Which The President Has Requested To Help Fund The War On Terror And Hurricane Recovery – Includes Non-Emergency Or Wasteful Spending Or Exceeds The President's Set Limit Of $92.2 Billion Plus Funding To Prepare Our Nation For A Pandemic Flu Emergency, He Will Veto It.

In The Long Run, The Biggest Challenge To Our Nation's Budgetary Health Is Entitlement Spending On Programs Such As Social Security And Medicare. We call on members of both parties to join us in a bipartisan commission to address this critical issue.

The President Will Continue Working With Congress To Restrain Spending In Other Ways, Including Passing A Line-Item Veto. A line-item veto would allow us to cut needless spending, reduce the budget deficit, and ensure that every taxpayer dollar is spent wisely – or not at all.