“The successful person has the habit of doing things others don‟t like to do. They don‟t like doing them either necessarily. But their disliking is subordinated to the strength of their purpose.”

- Albert Gray

HABITS OF

HIGHLY EFFECTIVE LIGHTHOUSE

REPRESENTATIVES

“Our Lives Change When Our Habits Change”

What does tonight’s call have to do with Laundry?

Topics

Tonight:

Hear some of the habits of the Top 12 Reps in LCM

You are invited to share any habits that work for you

Tips for making a new habit STICK

August 8:

Did your new habit stick?

A challenge:

By the end of the call decide

to incorporate into your life

at least one new habit

to enhance your LCM ministry.

Our Top 12 Share Their Lighthouse Habits…

12. Bill Miller (6007 CDs)

Here are 3 things I do HABITUALLY.

1. Daily Mass attendance wearing a sport coat, tie, white shirt, good pants and good shoes.

2. Praying for LCM and its leaders and the associated ministries and for the other people involved in these ministries and for the family members of those people.

3. Mailing a one page invoice for EVERY ORDER

10. Jane Carey (7351 CDs)

First I have to say that I wish I could spend more time on Lighthouse than I do, but I work full time as a paralegal, so I have to make the most of the time and resources available.

Regarding resources, everyone should already know that the Mass is the most important resource we have. I try to go to Mass every morning before work or over my lunch hour. Time at Mass praying for my Lighthouse parishes is much better spent that my meager efforts on the phone or at the computer.

10. Jane Carey (cont’d)

#1: Try to become as active as possible in diocesan groups that would allow you to get to know priests, deacons, seminarians, and others active in parish life. If you don't have an active Serra Club, consider the Knights of Columbus, the Respect Life groups, or other ministries.

10. Jane Carey (cont’d)

#2: "Don't just tell them what to do to promote the CDs; prepare the document yourself and send it to them.”

I'm a big fan of getting a Featured Lighthouse CD of the Week in the parish bulletin. The pastor doesn't promote the materials at all. But I have a good relationship with the parish business manager who is happy to run the bulletin synopses and feedback each week. I plan about 2 months of featured titles at a time and then prepare a document with the synopses and customer feedback for each one

10. Jane Carey (cont’d)

Doing cold calls is very hard for me. It seems pushy, priests are usually not available when I am, and I'm always afraid I'm bothering them. So I tend to take a softer approach and use emails. But I try to space them out and keep them brief. Too much information can be a turn off.

#3: “Keep your emails brief and don't send too many in a week. Space them out if you can.”

10. Jane Carey (7351 CDs)

Rather than urging them to buy something, I simply present the information and let it sell itself. I remember my first presentation. It wasn't very good. But the pastor decided to go with the program anyway because it resonated with him. He liked it because of its intrinsic value, not because I "sold him" on it.

#4: "Be yourself and stick with what feels right to you. Don't try to sell something.

9. Tim Truckenbrod (7849 CDs)

Sometimes I buy products for my parishes (such as bookholders, a side entrance kiosk, etc) using funds which I have set aside as a tithe to promote God’s causes.

8. Dave Orzechowski (8288 CDs)

1. I e-mail at least once a month - more if there is a special promotion. I also e-mail all of my parish contacts the newsletter when it comes out, and the free MP3 download.

2. I always answer any questions right away, either by e-mail, or phone, depending on how they contact me.

3. And finally, I pray for them on an ALMOST daily basis (not perfected in this yet, but working on it).

7. Julie Laytham (9159 CDs)

Since I have medical issues it makes my routine quite different than most. I realize that I must first listen to my body before plunging into anything. So, as a result I must open myself to the guidance and help of the Holy Spirit. Perhaps this seems trite but it is true.

7. Julie Laytham (con’d)

1-So the first effective habit is quiet time in prayer, specifically Eucharistic adoration as often as possible.

My usual question for God is "Now what do you want me to do? What should I do next?" Often I can just know inwardly the way He is guiding me at that moment.

2-Email and call churches regularly. Become friends with volunteers whenever possible.

I call new churches periodically and when He prompts me. Often I call several at once while feeling well and on a roll. I email and call them more than 1X a month. I always follow up. I have become friends with many volunteers and we chat and keep in touch in many ways. Sometimes when I know a volunteer forgot to order after I sent several pieces of info and even called; a few days later I'll send a nice sharing type email of something like an inspirational website or video and it then gently reminds the person just by hearing from me as a friend.

7. Julie Laytham (cont’d)

3-Go with the flow of the personality of the church, don't push your agenda.

I have not done any kick offs. Our diocese does not want people speaking from the pulpit unless it for the propagation of the faith missions. So I adapt and go with the flow of who and what I am dealing with. I am flexible in technique and adjust my delivery accordingly. Be open to switch gears if God closes a door, His will prevail. He'll open another. Be at peace and trust Him. He knows our needs intimately and He will provide! Just ask Kitty Cleveland! smiles : )

4-Be gracious, let God act, His Will be done, not mine or even LCM's. God is growing this and He is the director. Obviously He loves LCM!

6. Judy Dufresne (10,067 CDs)

Don’t let your parishes forget you!

I email my parishes at least twice a month (newsletter/mp3, new release, special promos, etc.). At the end of my emails, I always invite questions and express my willingness to help with their program in any way I can.

If a parish hasn’t reordered in a couple of months, I make a phone call to find out inventory status and offer ways to promote CDs, or exchange, or reorder.

5. Julie Musselman (10,991 CDs)

Stay involved with Lighthouse every day!

Whether through prayer, national call, email, appointments, kick offs etc, do at least ONE Lighthouse thing a day to stay plugged in!

4. Theresa Ostendorf (13,781 CDs)

1) Keeping In Touch - through Monday night calls and CD of the Month Calls and making friends in Lighthouse - the yearly Conference makes this part easy because you meet all kinds of people who are in Love with Jesus and His Church there!

Someone out there is experiencing very similar things that you are - it's easier to learn about how to handle them by listening to what they did - than by trial and error on your own.

2) Write out a schedule of when you will be 'working'. This lets the family know and gives you focus. Be flexible - yet accountable.- and don't just 'Fit it in as you go along'.

4. Theresa Ostendorf (con’d)

3) Whenever possible - do weekend Launches and follow up CD of the Month Launches in person. It's amazing how different each parish has it's own personality. Get to know the Pastor (other priest if there is one) and Deacons and the 'key' parishioners in person.... it makes a difference!

4) Lastly -- when things seem to be getting to difficult -- read Little House on the Prairie! .... and after you've read about a day in the life of a little prairie girl.... Lighthouse is a piece of cake! (and ice cream)

3. Jen Padilla (15,324 CDs)

Perseverance, perseverance, perseverance….

Email, call, call, and call again…

2. Brian Truckenbrod (16,094 CDs)

When I set out to accomplish something with Lighthouse, I write it down. It is imperative that I get whatever it is on my calendar, or it will not get done, in all likelihood. In other words, I make an appointment with myself and keep the appointment just as I would a meeting or commitment for my full-time job.

In addition, I find that the two scheduled activities that are absolutely critical for higher levels of production are: 1) Time on the phone, calling for new appointments; and 2) Face to Face Meetings

1. Tom Carpenter (17533 CDs)

1) Service, the first part of the week, once a month per parish starting Monday, Flier, e-fliers (Aug 9,2010 conf call) featured CDs of the week/month.

If I can, I time it when the package arrives. Everybody is excited to get a package! I build on it. After that it is exactly 4 weeks apart (or close)

2) Second 1/2 of the week Sales. Who is due to order? Three months or more I am looking at their situation and finding out how they can order.

Tom Carpenter, cont’d

3) Stop in.

It's hard with gas and all but it's always fruitful when I group 5 to 8 parishes on a run, even if it's just to count the CDs and say a prayer.

4) I don't do it enough, but when I am focusing on sales I clear my desk and ask myself "who is going to post up next?"

Other habits to consider adopting:

When you know a parish is ready to re-order, create a quote and select the title for them. Send this to the pastor/volunteer before or during your call to make it easy for them to say “Yes, place that order”.

Sending e-flier to bulletin manager, all department heads, parish website announcing new titles with every reorder.

Other habits to consider adopting:

Put contact information for your accounts in your cell phone or create a spreadsheet to carry in your purse or wallet so you can make calls on the fly.

Having a hard time getting started with a new habit or small project? Set the timer for 15 minutes and then move on to something else. (Tip from Cheryl Martin)

Work in zones throughout the day or week (new appointments, service calls, sales calls, etc.) (See flylady.net for cleaning zones.)

Other ideas?

Please share…

In what area do you need a spark?

Setting up appointments (phoning or drop-bys, referrals)

Servicing your accounts Parish launch or re-launch

Communication (more personal phone calls, more regular email, broaden your email list)

Find volunteers (call key people, search bulletin or website,etc)

CDOM Club (promo weekends, links on website, parish sub)

Time-management Make an appointment with yourself

Wake up earlier/working through lunch

Get organized (last order date, red zone, parish contacts, learn/use NetSuite)

Discipline routine

In what area do you need a spark?

Communication

Plugged-in: comes to the annual conference, almost always on Monday night calls, aware of promotions

In contact with DVM/other AMs

Steady, consistent effort

Goal setting/Vision for what you want (end in mind)

Positive attitude

Tracking results and actions

Prayer life

5 TIPS HOW

TO MAKE

A NEW HABIT

STICK

DECIDE ON A SPECIFIC NEW HABIT

It is important that you be

as specific as possible.

Difficult to implement:

“Make more Lighthouse

calls”

Easier to implement:

“Make 2 Lighthouse calls a

day”

SET UP MEMORY TRIGGERS

You have to set up triggers to help you remember the action at the time you want to do it.

Alarms

Sticky notes

Rubber bands on your wrist

Mark a calendar on your wall

at least

It takes ^ 21 days to form a new daily habit (or 12 weeks if a weekly habit)

“Rituals support remembering” - do it in the same place, same time, same surroundings if possible for the first few weeks.

PREPARE FOR CHALLENGES

Think about what

obstacles may

prevent you from

accomplishing

the task and be

prepared with a

plan.

Know the Real

Reason Why

Your Habit Didn’t

Stick Previously

Ex. What might prevent me from making 2 calls a day?

I may forget/use a visual reminder

I do other things first in my day/make calls before 10 am

By the time I look up the phone numbers, someone or something interrupts me and I never make the calls/have a list ready to go

MOTIVATE YOURSELF TO ACT

Once you have

remembered to do the

habit you have to be able

to motivate yourself to act.

Start Small

Build up to longer

activities (Instead of

jogging a full hour, start

with 10 min)

Incorporate other habits

that affect the main habit

(To eat healthier, the

fridge must be stocked

with healthier food, bring

a sack lunch, etc.)

MOTIVATE YOURSELF TO ACT, CONT’D

Promise yourself a reward for each action.

Find someone you would not want to disappoint and make a promise to them.

Make it hard to not do - set up obstacles and barriers so it is almost impossible to not do.

Celebrate all successful behaviors no matter how small the change.

Do whatever it takes to do the task for the first few weeks.

TRACK THE NEW HABIT

Tracking keeps you accountable to your habits.

Ex. I use a calendar.

For the days where I do the habit, I will give put a cross or a check.

HabitForge – Tracks new habits through a 21-day period. If you miss the habit for 1 day, it’ll restart.

Rootein – Unlike Habit Forge, this is an ongoing habit tracker. There is also a mobile version for you to track your habits on the go.

What‟s your new habit going to be?

Email your DVM or RM

“Your life doesn't just „happen‟…Just remember that every moment, every situation, provides a new choice. And in doing so, it gives you a perfect opportunity to do things differently to produce more positive results.”

- Steven Covey

Ideas taken from these websites:

http://www.lifehack.org/articles/productivity/6-proven-ways-to-make-new-habits-stick.html

http://habitforge.com/

http://www.stephanieburns.com/articles/article06_habit.asp

http://flylady.net/

A special thanks to the RMs and Top 12 who contributed so many great ideas.