Recently, in this space, I wrote a piece about the value of creating good habits (knowing that the bad ones don’t need working on–they just seem to evolve without care and feeding).

One positive habit that I formed many years ago is that of taking notes. I have discovered that even if I never look at them again after the event, the very act of writing down what has been said seems to stick with me much longer than if I had just listened.

Ten years ago one function of the job I had was lining up speakers for conventions sponsored by the life insurance company that employed me. At one such conference in Tulsa, I heard a novice speaker deliver an absolutely stirring presentation to hundreds of salespeople that garnered him a standing ovation. His name is Van Mueller (pronounced Miller) and he was (and still is) selling for New England Financial Services out of his office in Milwaukee, Wisconsin. Mueller is not a professional speaker in the strict sense of the word since his main vocation is still that of a life insurance and annuity salesman.

http://www.speakinc.com/keynote-speakers/van-mueller/

It delighted me when I learned that Van was chosen as a main platform presenter this past May at a state insurance convention held in Des Moines. I made it a point to attend, curious to see if he was as good as when I first saw him at the Oklahoma meeting back in 1997.

To my absolute delight, he is even better. Mueller still has a passion for his business like I have never seen. His enthusiasm for his profession and eagerness to share his ‘secrets’ with others in the business is nothing short of remarkable.

I busily scribbled barely legible notes throughout his talk and recently read what was written on the hotel-provided note cards. Frankly, his material supplied me with ideas for many future essays, but my favorite is the one that follows:

"The power to move people to action is the most important power that you have."

Think about that for a moment. Whether you are a parent, a salesperson, a preacher, a supervisor or an entrepreneur, you have an incredible ability to shape a person’s future. Using your skill-sets based on experience, product knowledge, and the ability to persuade–you are in an enviable position to help change lives.

First, you have created revenue for yourself and your family.

Next, you benefit some company with whom you partner through the sale of their products.

Finally, and in my mind most importantly, you help to improve the lives of your clients or customers by getting them to take action by purchasing your service or product.

In your role as a small-business person, "Show and Tell" is simply not enough. Unless action has been taken, nothing more than a nice discussion between two people has occurred.

I wish all of you could have heard Van Mueller present. It is difficult to do justice to his presentation in a few paragraphs. At the very least, I hope that you have digested the heart of his message.

You DO have power. That power is to MOVE PEOPLE TO ACTION!

Bill Sheridan—SHERIDAN WRITES: Bio under Guest Authors

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