Nothing Happens Until Something Is Sold

Morning Gallop


A 38 second read for your success




 Memo$ hat

  5:31 A.M. Eastern    

Tue.,May 11,2010

Tuesdays are busy days.

Monday's fogginess and confusion is history.
On Tuesdays, you want to get things done in your business. 

Thirty eight seconds of motivational thought follows below.

Read it now, not later.



Nothing Happens
Until Something Is Sold

is written for hungry salespeople about perfecting the art of
salesmanship. Skilled salespeople satisfy their hunger with books,
recordings and seminars offering knowledge and wisdom. With time and
persistence as allies, they get what it means to be a good salesperson.

other 80% of the sales force continue to stumble through each day. 
Some have no plan or strategy simply because they are mirroring the bad
example of the person who intended to teach them how to sell.  

are terrified of rejection and let fear dominate their thoughts and
stifle their success.

the absence of good training books and materials or a successful mentor,
you need to remember only three words

Like and Trust

any customer is ready to buy from you he or she needs to:

that is recognize you and your business

that is feel comfortable with your relationship

most of all, Trust you.  When there is no trust, there is no

get your boots on and get to work. You've got sales to make!





Live Profitable Horseman Workshop Wednesday, May 12,
2010  Fallbrooks Farm, North Plains, Oregon
Fallbrook main 







not too late to register!      go to:

it a great day!

 $ hat

Doug Emerson
Profitable Horseman
[email protected]

Ten Tips for Interviewing to Avoid Hiring the Wrong Person

If you are like
many professional horsemen, finding the right people to help you in your
business is one of your biggest challenges.
 That's partly because
candidates with horse experience are limited, the rate of pay in the equine
industry is low in comparison to other industries and much of the work is
unsupervised requiring employees with good work habits.

A resume, job
application and a short interview will you tell you only part of the story
about an employee candidate.

You know what I mean if you've ever had your promising new hire show up for
work on Monday morning and you find out that not only did the name on the job
application and the face from the interview show up, a whole person came along
as well with a life history and assorted baggage.

There are many books and articles written every year on the subject of
hiring. Read one, or skim several to expand your skills.

But, like most
things, experience is the best teacher on the practice of hiring good

Experience has taught me that the following points are important to consider in
your interview process. They're in random order and may seem blatantly obvious.
But, like a mare with her ears pinned flat on her neck, the obvious is still
worthy of your attention.

  1. Does
    the applicant show up early, on time, or late for the interview?
    Late arrivals are often backed
    by good excuses: "heavy traffic, difficulty finding the place, drop
    children off, etc." These are the same excuses you'll probably hear
    every day from the applicant once hired. If you expect punctuality
    every day, lack of it at the interview is deal breaker.
  1. Is
    the applicant dressed in a way that is acceptable to you for your business
    unconventional body piercings-offensive tattoos and sloppy general
    appearance don't bother you or your customers, no need to worry. If they
    do, keep in mind you are probably seeing the best image of the
    candidate at the interview.
  1. Does
    the candidate have reliable transportation?
    You know what happens when a
    worker is a no-show. You either find a way to pick up the employee to get
    him or her to work, or you go through the day running on one less
  2. Look
    life in
    the eyes
    – good eye contact, enthusiasm and energy.  And while the
    following is not absolute, it's worthy of your careful observation.
    When someone
    is remembering details, their eyes move to the right (your right).
    When someone is making something up, their eyes move to the left.
    It's usually opposite for left handers.
  1. Bad
    mouthing and negative comments

    past employers, industry, relationships, family, excessive bad luck. If
    you hear too much of it in the candidate interview, you'll be
    forever hearing it from the employee.
  1. How
    many days off, benefits, what's the pay ?
    If too many questions like these
    come early in the interview, you know that Johnny is all
    about his Paycheck.
  2. Lack
    for horses
    and or animals in general. Captain Obvious says this could
    be a problem.
  3. Messy
    – no science
    or research backs this up, but I got in the habit of walking a candidate
    to his vehicle to have a peek at the car. Back seats littered with adult
    beverage cans and fast food wrappers, duct taped door handles and turn
    signal lenses and out of date inspection stickers tell part of a story.
  4. Poor
    though you will only be doing twenty percent of the talking at an
    interview, the candidate should show signs of coherence and listening
    carefully to what you say. After all, carrying out your directions is a
    key job requirement.
  5. Lacking good manners-you'll never
    be happy apologizing for your employee's crude behavior and impolite
    habits. Even though it's not you being rude, his reflection tarnishes
    your silver

We both know
there is no perfect employee
. But, as a profitable business owner, screening for bad habits
and attitudes makes good sense. Good attitude trumps work experience.

People with
good attitudes, but weak on work experience and skills can always be trained
for business.

People with bad
attitudes, but strong on work experience and skills are often train wrecks
for business