Author Archives: admin

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Top Three Sales Tips | What we can learn from Internet Marketers

Everybody has an opinion on the Top Three Sales Tips but I want to show you from a different perspective.

Many years ago I was accepted as a Fellow of the Institute of Sales Management. It was and still is a huge honour. As a young teenager I had started a company, built some success and studied a lot about sales and marketing. As a result I was recognized for that success at a young age.

Several months ago I decided to check out a few new cars in my home town. In the past I had done the same and was disappointed generally in the sales prowess of the employees. On this morning, with my wife I visited about 5 car dealerships.

top three sales tipsThe first one was around 9:30am so not too early. I was looking for a particular car and hoping to speak to a salesman. We walked in to the showroom browsed around a few floor models waiting for someone to acknowledge us. There was certainly a lot of busyness… around the coffee machine. In fact three staff were chatting to each other and completely ignoring us. Perhaps they were discussing their own top three sales tips! We loitered in the showroom for a few more minutes without a single person acknowledging our presence. I suggested to my wife that we try walking around the lot outside and see if someone realized we were a potential buyer… nope. A few more dealerships led to the same or similar results.

So we left to the next. Out of all the dealerships, including one of the highest end dealers in town, we only had one meaningful conversation. As a rally driver, I really wanted to take a look at one particular car. It is a real competitor for the Subaru WRX/STi. Thanks to the salesman this time, my contact details were collected, I was promised that I would be called for a test drive. This guy at least knew one of the top three sales tips and kudos to the dealer for some staff training, but that actually was the second time I had tried to take an up close look at the car, with no follow up. Not a single person has called me to pre-qualify me or ask why I would be interested. I certainly have never been called to take a look at one. You might think a guy who has a won a couple of rally championships would be a good client to get on the books…

So what can we learn from the Internet Marketing world and how does it even relate?

Last year my business partner and I formed a partnership with several leading players in the Internet marketing industry. It is a business that is renowned for selling information as opposed to products. Two of the partners alone had sold $70MM last year on the internet. My guess is that they did not do that by hanging around a coffee machine. Well, perhaps, to a certain extent they did because they work from home!

So here are my top three sales tips

Here are the three things that stand out to me that a few car dealerships in town could learn from:

1. They entice me to leave my contact details. You see, these guys know their numbers inside out. They know exactly how much money it costs them to get a visitor to their web page and they want to maximize their return. So, they make it easy for me, if you leave your email address here, I will give you my information. So a car salesman could ask if “I forward you an electronic copy of our brochure?” Bingo, he has a clients email address. One dealership last year even told me to go to their website to download the brochure, which did not require me to leave an email address… So for goodness sake, if you have a business that people walk in to, land on a webpage or otherwise connect with you, do something to get a name and contact.

2. They build a relationship with me. Internet Marketers actually know that they have little time to build credibility. I may have landed on their website but I don’t know who they are. So in a matter of a few weeks, they give me advice, for free. They let me know what success they have had in the past and they build a relationship with me. It might seem like a crazy idea, but if one salesperson at the first dealership and had said good morning to me, they might have closed a sale. just by saying good morning… So if I were in the car sales business and I was smart enough to get a clients contact details and knew they were looking for a particular car, I may in fact send over some independent reviews of the car, perhaps some video links. I might even send over some recent client testimonials. I would attempt to develop a relationship with a new client.

3. They follow up with me and start to sell me benefits. Internet Marketers are very astute sales people. While the car industry brags about features, the internet marketing world talks about benefits. For example rather than telling me that a car has air conditioning, perhaps ask me if I would be interested in having a car that kept me more energized for business meetings in the summer months so that I could close more business deals, have a more successful business myself and enjoy the increased success, because the car has a superior air conditioning system designed for busy people like me!

Perhaps if I had some downtime in the car sales business, rather than chat around the coffee machine I would study the art of selling a little more keep a head up for new clients walking in the showroom. I would perhaps look for an article that disclosed the top three sales tips so that I could improve in my profession.

If you are interested in sales training for your sales team, feel free to send me an email at bookings@markjenningsbates.com


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Living the dream

Living the dream | Leadership Training

Many people say to me “You are living the dream”, do you provide leadership training?. For sure, I get to participate in a lot of different activities and businesses and because of that, I am always on the go.

Part of the reason people perceive I am living the dream, is because of the fact that I am always on the go. I keep my plate full. In fact, my business partner does too!

Even though we work together we often have to question what continent we are on in the coming week to coordinate various schedules.

For that reason we have decided to create a Leadership Training program to help people reach their biggest goals in life.

Leadership Training

For many people Leadership training is an expensive undertaking and sure enough if you are one of our fortunate One on One coaching client, there are typical commercial fees. But we have a variety of programs to help you.

If you register at http://introducingsuccess.com you will immediately get access to three very powerful training modules. They will give you a brief introduction to what we have done in the past.

If you join our Inner Circle, you will be part of our bi-weekly training webinars where you will hear the most current business development viewpoints and get a chance to put us on the spot. Find out more about our Inner Circle by registering at IntroducingSuccess.com

Finally, if you want a chance to be considered for a one on one business development coaching program, please fill contact us to be considered for an interview through our office.

Our bottom line is no different than yours. We are in business to “do business” but in the process if we can add some tangible value to your life or business, it would be our absolute privilege.

Feel free to connect with us, or reach out to me personally to find out more information.

 

 


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well known canadian adventurer

Well Known Canadian Adventurer gets busy on the speaking circuit | Motivational speaker inspires people to tackle their biggest project

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Well Known Canadian Adventurer gets busy on the speaking circuit | Motivational speaker inspires people to tackle their biggest project

well known canadian adventurerMotivational Speaker and well known Canadian Adventurer, Mark Jennings-Bates has never been afraid of big projects. Since a young age, he has lived a life of adventure and at fifty-three years old he still enjoys setting himself challenges that make many people cringe.

Jennings-Bates’ diary is getting busy as he speaks to more and more business groups of late.

“I think all of us have a project that makes us uncomfortable. It could be the scale, the fear, the perceived lack of experience – whatever it is, it usually prevents us from starting” said Jennings-Bates, adding “I have personally started a large adventure project without knowing all the answers to the many questions that will come up but it did not stop me from getting started, many adventurers are the same”

As a well known Canadian Adventurer, Jennings-Bates’ background offers a perfect example to CEO’s and entrepreneurs of how sometimes the seemingly impossible can in fact become possible. His style of delivery during his keynotes allows an audience to engage and lean in to his presentation while he supports his points with entertaining and often humorous stories as well as stunning video from his adventures.

His latest keynote topic focusses on innovation which is tied closely to his current business consulting work. “Innovation is a fascinating area to study at the moment, but as we progress in our knowledge and application of technology we are seeing innovation without practical application – that is not necessarily progress” comments Jennings-Bates.

His talk which can include a workshop focusses on the culture of innovation that you can expand in to an existing organization. The culture will help improve products, processes and services to stay ahead of the competition, if not, Jennings-Bates indicates you could be obliterated from the competitive landscape.

Jennings-Bates who spoke at Kelowna TedX last year with an inspirational presentation titled “When Pigs Fly” always leaves an impact on his audience. He is currently represented by several agencies in Canada. For information in regards to bookings, email bookings@markjenningsbates.com or call 250 859 4893.

“The instant choice was Mark, he is enthusiastic, entertaining and can keep car lovers on the edge of their seats with stories of cross country bike racing through the deserts of Africa and training for the Dakar with International drivers. As well as being a philanthropist, Mark has a wonderful personality that connects with everyone in whatever size crowd he is engaging. After the event, Mark’s speech was the talk of the group and was received incredibly well in the post-event reviews.”Nicki Beverley, Co-Organiser, TARGA Canada West

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Mark Jennings-Bates is a well known Canadian Adventurer and Motivational Speaker who spends much of his time planning and conducting exciting adventures. He has led a team on a successful Guinness World Record expedition and has participated in other World Record attempts. He runs a Canadian rally team and is a two times winner of the Western Canada Open Class Rally championship. Mark speaks to businesses, non-profits and adventure groups about innovation, living on the edge and overcoming fear.


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Innovation Management – 5 ways to energise your organisation

Innovation Management Tips

When I was a student, I remember working for a year in industry during my tertiary education. At one point I received a lesson in Innovation Management.

I was working with a gentleman called Eric Stonebank, a VP with Cherverton & Laidler in the printing and packaging industry in the UK. Eric had asked me to go into the plant and research some information to allow them to make changes in some processes that would increase efficiency.

I remember chatting to a few of the guys on the presses and asking about some pretty direct questions about how they were doing certain jobs. Between my age and foolhardy line of questioning, something was lost in translation.

Then Eric decided to give me a lesson in Innovation Management. In a fraction of the time, he was getting all the answers he needed and more in a casual conversation.

What was I missing? Eric had learned to speak their language and could phrase a question very differently to me with my lack of experience. If he failed to get the answer he was looking for he would ask again slightly differently.

innovation managementIn a way, he managed to get the employees themselves to be excited about future potential innovation.

What can we learn in our organisations to help progress our business and production practices?

Let me give you my five tips to improve innovation management that I have learned through business and adventure:

  1. Follow Eric’s advice. Ask questions differently. Phrase the question to let the employee know they are a partner in the process.
  2. Listen intently to their answer. Engage with them in what they believe is an idea that can help you and answer your question.
  3. Don’t be afraid to copy from a peer/competitor. The rest of your company may be in great shape and just needs a tune up – someone else may have just what you need. Innovation can be a little like music. In a scale there are only twelve notes which limits our ability to create a unique phrase (string of notes) because somebody has probably put them together in that order before. Innovation has more to do with a “basket of good ideas” used together in the right recipe than it does a singular good idea.
  4. Take innovation seriously – make time for innovation. The tech industry is notorious for beer and pizza sessions where staff take time out to innovate and create a new idea/theme/game.
  5. Communicate better. Learn to transmit and receive information in a way that benefits a culture of innovation. Innovation can come from employees, managers, clients, suppliers and competitors. Have a plan to talk more openly to those sources. One big question I have always asked my staff to ask in our businesses is “What is the one thing I could have done that would have made your experience even better”? Try it…

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ethics in business

Ethics in business – would Artificial Intelligence score higher?

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Are we challenged with ethics in business today?ethics in business

When it comes to ethics in business I always remember a talk I was at with John Maxwell, famed leadership guru.

John was teaching a group of us in the Portland, Oregon area. It was shortly after some scandals where piles of garbage were found under the corner of someones proverbial rug.

Interestingly it was prior to the toxic mortgage bundles that were sold to banks with little due diligence or conscience.

At the time I remember thinking that the devolution of ethics corresponded to the evolution of self-help books. The more we focus on ourselves, the less we seem to focus on the community we are a part of.

In the immediate pre and post WWII era, the focus was on nothing but community. More recently as the trend towards “entitlement” evolves we see an overwhelmingly tendency to put self before service, the opposite of the famous Rotary “creed” and certainly at opposition with community values of the early and mid 20th century.

So what are ethics in business

According to John Maxwell at that talk, there are none.

It was a shocking statement – and it was delivered exactly in the way he wanted. In fact, if I recall correctly his statement about ethics in business was delivered to a high powered US journalist who was writing about ethics in business.

The journalists question in reality was “What are business ethics?”

John’s reply as I stated was “there are none… there are just ethics. No group gets to choose ethics or create a separate list of ethics, there are simply ethics”.

I guess the world has not been listening, because several years later we lived through an enormous financial collapse around the globe.

On a smaller scale in relation to ethics in business, I keep running in to people who had invested locally in a business. They are coming to me with similar stories and it always goes back to the same couple who have raised money for and run a business very unethically and have negatively impacted the lives of many people.

So, together with Andre Voskuil, I have decided to start running webinars and training sessions on how to evaluate a private business investment. In every case, literally ten minutes online or ten minutes with the business plan should have revealed that what my friends looked at was not viable. The challenge was simply that they did not know what they were looking for!

Time to bring an end to that!

If you are interested in finding out more about the coaching we will be offering, sign up below and get a free copy of Andre’s book – The Only Business Book You Will Ever Need

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Distractions to success – My five tips to stay on task

How to simply avoid Distractions to Success

Distractions to Success are something that at one time or another we all fall foul of. They are like little white lies. No such thing exists. We try and rationalise our bad habits like texting or abundant amounts of time on social media as if they were acceptably non-productive – but in truth it is an oxymoron.

As streamlined as we think we have made our lives, it appears to me as though we have just jammed in more tasks to the already limited time we have.

As I speak to audiences about productivity and time management it becomes clear we don’t distractions to successneed time management practices so much as a clear focus on what tasks we need to achieve.

What ever way you cut it, the jobs which really need to be completed will always rise to the top of our list, but often at the wrong time… just as you realize you don’t have enough time to complete them.

So how do we avoid distractions to success?

In a sense it is simple. We need to shake the jar and see what rises to the top.

You have probably heard the analogy about how many rocks can you get in a jar?

The story goes like this…

Add some big rocks until the jar is full. That is then all you can add right.

No because you can add some pebbles in the cracks and fill the jar. Then it is full right?

No, because we can add sand and really fill the jar.

Wow, now we have a lot of stuff in that jar.

That, my friends is how we go so busy. That annoying analogy of how we cram our workday is what has lead to a chronic and systemic distraction to success.

Something the size of a grain of sand can stop us, and does, from focussing on the real task at hand.

But how do I find the big rocks?

If you have been to a town in Western Australia called Kalgoorlie, you will know that despite all of the massive amounts of underground mining, some of the biggest nuggets of gold are found where? Right at the surface. Right under our noses.

The problem is that we are so focussed on moving sand that we forget to look on the surface. We get too deep in to the administrivia and distractions we let the world throw our way.

Sorting out the important from the distractions can be as simple as shaking the jar.

Technically, it is a process called granular convection.

You see if we put all of those mixed sizes of rock in one jar and shake it, the big stuff rises to the top. Right where we need it to be.

So you need to get used to shaking your day up a little.

In a productive world we give 20% of our time to the important tasks. That is it. Pareto’s principle in effect right there.

So what if we were to reverse the principle and give our important tasks 80% of our time… wow, what a concept.

It is possible, and it has little to do with time management. It has a lot to do with focus.

How to avoid working in the sandbox.

We encounter numerous distractions to success because we have a habit of focussing on a grain of sand more easily than the critical task.

Those grains of sand could be:

Email

Social Media

Coffee meetings

List writing

Texting

Meetings

But to be truly productive we need to isolate the most critical tasks – the big rocks.

A friend of mine calls them the MIT’s, (Most Important Tasks).

He gave up writing exhaustive lists of tasks that never were completed and led to guilt and frustration, in favour of writing a list of five MIT’s. It is kind of like the big rock analogy. The typical task list includes the grains of sand – the stuff we truly don’t need to worry about to be successful.

So here are my five tips to focus on what is important to avoid distractions to success.

  1. Identify your big rocks – what are your MIT’s
  2. Keep the big rocks at the top – shake the jar a little and analyse what sandbox you have been wasting time in
  3. Purposefully cut back sandbox time and if necessary play in the sandbox during unproductive times of the day
  4. Watch out for the big rocks floating to the top – analyse your MIT list to make sure it is current
  5. Never put more than 5 MIT’s on your list

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motivational speaking

Motivational Speaking – My five tips to giving a great talk

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When it comes to Motivational Speaking, for most people it ranks up there with falling from a great height.

But rest assured that when it comes to motivational speaking, we all started in the same place.

motivational speakingSure, we either have a solid background in a process or technology and we have become an expert or we went and gathered a whole pile of life experiences and can use them to inspire people.

But if we want to turn that in to Motivational Speaking income, how do we put together a great talk?

It is not as hard as it may seem, although it takes time, structure and discipline.

For me personally, I started speaking in front of audiences as a politician. I had had some experience in chairing committees so I was used to being in spotlight somewhat, which really helped. At the end of the day though, just having given a lot of presentations doesn’t make you a good keynote speaker.

For that matter, being one of the top speakers at your local Toastmasters club will not do much to further a speaking career either.

To be good at Motivational Speaking you must have a story to tell. You must be seen to be an expert in that area, and you must add value to the lives of your audience.

Does it mean you are technically a great speaker? Frankly, today that is low on the list of qualities. I have seen amazing speakers who did not have the perfect delivery, who hummed and err’d their way through their talk but had the audience captured.

Learning to get the audience on the edge of their seat listening to you is one of the most important goals you should have.

So here are my five tips for Motivational Speaking

  1. Don’t try and live off one presentation. Life changes and your experiences and knowledge should grow too
  2. Have an introduction that grabs the attention of your audience in the first minute, use humour or emotion but get their interest immediately.
  3. Speak to them about how they can improve their lives. Your stories can help but don’t make the whole talk about YOU – make it about them.
  4. Give your audience tacit examples of how their lives can improve if they apply some of you ideas. Think of the benefits of what you shared, not the features.
  5. Make sure you get their attention enough to lean in to your talk. The best way to get another booking is for that audience to be telling the organiser how life transforming your presentation was.

To carve out a career in motivational speaking, you need to be disciplined with your preparation, hard working with your outbound sales calls and tenacious when starting your career. Put that all in the mixing bowl and it is just hard work after that.

One guarantee is that it is an exceptionally rewarding career.


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Motivational Speaker | How to get your start

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Motivational SpeakerSo you want to be a motivational speaker but you are not sure how to get started?

Like any business, developing a keynote speaking income is hard work. The good thing is that a plan combined with tenacity will pay off.

What are the steps to become a Motivational Speaker

Let me share with you the five steps you can focus on to becoming a motivational speaker.

  1. Develop your talk. There is so much information on the internet that is free in regards to developing a good keynote that you don’t need to look far or pay a lot of money. At the end of the day, you can boil a keynote presentation down to a methodology that psychologically delivers what an audience and more importantly a meeting organiser are expecting,
  2. Practise, Practise, Practise. Look for opportunities to talk. Start free, offer your services to service organisations, schools, community groups – all people that typically don’t have a budget for a professional Motivational Speaker. Build a resume of talks that you have done and testimonials from organisers.
  3. Communicate. In order to develop a good business as a Motivational Speaker, people need to hear from you. Building your database of potential clients is critical to your success. Make sure you are adding valuable content to your website and delivering it to those interested parties on your list.
  4. Build your stories. Just because you know a lot about a subject does not necessarily make you a good motivational speaker. The art of story-telling is disappearing. You need to learn to keep it alive. Learning to incorporate your own personal experiences as analogies is extremely important but remember they must be relevant and entertaining.
  5. Don’t worry about uhm’ing and err’ing. I know Toastmasters will tell you it is a terrible thing to do and so was talking a cell phone to a concert at one time. Times have changed and along with it came a lot of grace for speakers who may have the occasional uhm or err. You will overcome that. I have seen some amazing speakers who were so good at delivery that unless you went back and counted how many times they stumbled you would never have known. Relax, enjoy the ride, and gauge the feedback from the audience not somebody who wants to be a professional speaker but has  not made it yet.

I understand this is a very simplistic overview but the main point to remember is tenacity will pay off. It has taken me a long time to even build the stories that I can share with an audience. I am not an Olympian or Movie Star, but to a certain extent that is what makes me relatable.

You can check out my promotional video here:

 


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SOME DAYS I FEEL LIKE MY TRUCK!

just do your bestI had a young friend message me the other day. He knows me from the rally driving community, so he see’s me driving a shiny well cared for rally car (at least until the end of an event)! So he asked me what my daily driver was. He might have been expecting my reply to be a Subaru STi or a BMW M5. Instead, I answered “a beaten up old Dodge Truck” I don’t think I ever received a response from him again after my reply!My truck has had a hard life. Some people look at it and chuckle, others wonder why I haven’t fixed it or taken better care of it! In truth, it has been very loyal to me. It really is a utility vehicle.

There was a time when I could have taken passengers in my truck. I can now, so long as they only see the truck only from the passenger side. The truck, you see, had an “off” at a rally. It wasn’t racing, just being it’s utilitarian self when the road underneath it went all slippy and shiny and so the truck panicked and went in the ditch. Not only did it take a very long time to get out, but the two cranes that were needed to get it out actually arrived just at the end of the rally and blocked the only road out until quite late in the evening. We all had the best time we could watching my truck get extracted while the Pizza went cold at the town hall we were supposed to be at.

The truck has certainly seen some trauma, and like me is starting to show it’s age. We are similar in as much as we haven’t given up yet. I suppose in relative years we are the same age. I am not sure if it is like dog years, but my truck was born in 1998 and I was born in 1963, I think that makes us fairly close.

My truck also likes to help people, another trait that we share in common. People borrow my truck less now that it looks a little tired, but it can still do it’s job.

I suppose I could put a new box on it and replace the door and put some shiny new running boards on, but I am quite happy with my truck the way it is. It has character. It is rather like an English movie actors teeth compared to an American movie actors teeth. You can tell a lot about a person from their teeth, like, for instance, how much money they have had to give to a dentist to get their teeth so white and straight.

As I think about the next few years, it would be easy for me to get a little excited about the plans. I am not a very good runner at all. In fact the only marathon I have attempted, I did pretty dismally in. So you might ask why I am planning to do a 100km race in November and an 800km run in Kenya and Sudan in 2013. The answer is simple, if I can save someone’s life, it will be worth it. If you can think of a better answer please send me an email .

Add to that my second least favourite sport, swimming, and you may question why I plan to do a 250km open water swim next year. The answer would be the same. In fact, I am really not terribly good at swimming, biking or running which is why I enjoy triathlons so much, lump the three together and I can at least get to the end.

My truck, like me, when it gets a little daunted by a long journey, steep hill or heavy trailer, just puts his head down and digs a little deeper. I personally find the throb of a big diesel engine very comforting. There is something about that diesel engine that gives you comfort, a certain confidence that it can get you to the end. That is what I tell my body when it complains… we can at least get to the end, maybe not fast, but we can get to the end!


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SOMETIMES YOU JUST HAVE TO RE-BOOT

When life gets too busyI guess it is genetic! Lack of hair in my family I mean. In fact half of the family is blessed with flocks of thick heavy hair and the other side, well, they just don’t have much. Nothing  you can do about it really.

As I think about it, it may not be entirely true. I had an uncle when I was growing up and I guess he knew what was coming so he grew lots of hair. He didn’t wear his hair long, instead he accumulated it on his head by sort of twirling it around and around. If you were behind him in a strong wind you were certainly in danger of losing an eye with the whiplash effect of his hair getting thrown around in a breeze. Thankfully nobody in our family suffered any life threatening injuries from my uncles hair.

As for me, I have spots on my head where hair looks like it has been rubbed off. Some people say it is an excess of testosterone. I am not sure, but whatever it is, it doesn’t bother me. When I look at my options, it was to grow long hair and store on top for the inevitable day, just like my uncle, or cut it off. I took the latter option and now I don’t have bad hair days.

My computers used to have bad hair days. That was back when I used PC’s. They would get all confused, quite routinely in fact, and you were left with no options. The computer had stalled, a screen staring at you blankly but no activity. It was a bad hair day and so, like my head, my computer ended up with bald spots. The Ctrl, Alt and Del keys were the most bald in actual fact, because pressing them all at once a few times caused the computer to re-boot. It was the most common sequence of keys I ever pressed on a Windows based machine. I often wondered why they never made it one key. On reflection the “one” key  was probably the power button. That was a last resort, you knew that no other keys worked so you re-booted the computer by hitting the power button.

The reason I think this happened a lot is because generally, a computer has quite a bit going on. Billions of calculations a second or something crazy. I know how a computer feels. My life for the past several years appears to have been billions of decisions a second and when that happens, something called “cross-linking” occurs. It is like filing memories in little pieces in the wrong cupboards. I do that all the time. I can never find simple things like shoes. I look in the wardrobe, tell my wife I can’t find them and she looks in the same wardrobe and there they are. So the diagnosis is serious, I am cross linked.

In training, there is something called “super recovery” I believe. When you have been training hard for a while and you are feeling a little cross linked, you can stop, allow your body to recover and when you start again, you are at a much improved level (unless your nearly 50, in which case everything seems to be a bit of a struggle still!). It is a little like what a PC does. It has to turn itself off, gather it’s thoughts and start again.

Now I think about it, we can learn a lot from PC’s. You see, many of us quit on tasks because of some serious cross-linking. We are just not thinking straight. We put our faith thought in the wrong closet and like, me, we need our wife to drag it out again. It is at these times when I consider re-booting. I have to re-boot quite often now and certainly during exercise when I think about quitting.

I have no idea what possessed me to verbalise the fact that I was going to do a 100km run in November. In fact it has been verbalised so much that quite a few people are coming to join in or spectate. I get swallowed up in the romantic adventures of people like Ray Zahab or Squash Falconer or Dave Cornthwaite I guess, people who are doing some remarkable feats. Ray for example, ran 7,700km across the Sahara (http://www.runningthesahara.com) in 110 days… in sand. So I look at that and think “Well I can do a shorter distance, like, say 100km… that should be achievable, after all, Ray did 7,700km”. I already know that I am going to have to re-boot a couple of times on the run. I should have a T-Shirt printed that has a Ctrl, Alt and Del key on the front and says “If you see me laying down, press all three buttons simultaneously”.

If I am horizontal or staring back at you blankly, it is because my mind has started storing the thoughts about not being good enough in the wrong closets, the most accessible ones, so I need to re-shuffle my thoughts around and get the faith thoughts back in that closet and put the thoughts of despair in the storage locker with a padlock on. We are all challenged, every day of the week, and some of us, like Ray or Squash or Dave, tend to challenge ourselves a little more, but me, I know I need a re-boot from time to time, then I know, like a PC, I can get to the end of the adventure. That or buy a Mac computer!