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Work it Now! How Winners Deal With Adversity

I remember the first time I was deployedfrom you) right now. I know I'll get
to Iraq during Operation Southern Watch.over this slump, but business is
I sat in an intelligence missionterrible!"
briefing with 50 of my fellow fighterI felt for her.
pilots (my wingmen) where we wereYes - business is bad all over. Look at
briefed on the multiple threats thatthe economy and it's quite clear that
scattered the enemy terrain in Iraq. Thethese are tough times. It's a huge
SAM's (surface to sir missiles) and AAAmissile and it's pointing at us all.
(anti-aircraft artillery) wereHow we deal with this missile will
everywhere - each with the reach andultimately determine whether or not
power to shoot us out of the sky.we'll defeat it. For it's the tough
I couldn't help but notice the anxioustimes that determine the true character
feeling that was in the pit of myof a winner. If you want to test the
stomach. The dread, panic, and fear werecharacter of an individual in business,
almost overwhelming. For the first timesee how they act when the sales are
in my military career, I was going to bedown, when they're having bad month, or
tested in combat. It was 'gowhen the competition is taking away
time'...time to put all mytheir business.
training…the years of study, focus,Will you Forget Everything And Run or
sacrifice, and sweat...to the test. FromFocus Energy and Accept Responsibility?
the Air Force academy where I learnedHere are a few wingtips to help you to
the fundamentals of discipline andtake action with courage:
teamwork, to the 79th Fighter Squadron1. Flight plan your day - Get up
where I learned to fly the sophisticatedearlier, schedule your action items,
F-16 and the complicated tacticsreduce or eliminate your TV time, take a
necessary to defeat the enemy. All ofcourse on sales. Get focused on the
this training would soon be put to use.preparation fundamentals that lead to
But deep down I wondered if I was ready.business success.
How would I perform under this real2. Surround yourself with positive,
pressure? Would I get shot down? Was Isuccessful wingmen - eliminate the
truly prepared for this ultimate test? INaysayers and attract the "Yaysayers."
thought to myself, what good was myThese are your comrades of confidence
military and fighter training if Iwho will lend you their wings to fly,
wasn't able to execute when it reallybut who will also hold you accountable
counted? I had to get focused!for your actions.
Despite my insecurity, the bottom line3. Be a WingGiver - Help others.
was that I was ready. When I reflectedRemember, there are folks like you who
on all of my training and preparation,are struggling (personally and
the more confident I became. All of myfinancially). Find a way to help ease
previous work would allow me to win intheir suffering with your skill,
Iraq. I didn't need to be afraid.connections, and compassion
Each day, we're faced with missiles of4. Be thankful - Appreciate all your
business and life that are being shot atblessings and take inventory where your
us as we execute our missions. How willlife is going well, and don't focus on
you deal with them? Will you takethe negative.
action, or shirk away in fear? Do youLife has its ups and downs. As soon as
have the foundation of training,we think we have it under control...BAM!
preparation and mental focus necessaryAnother missile gets launched at us.
to face those missiles with courage andDon't resist it. Rather, accept it as a
confidence?challenge to upgrade your flight status
Winners work hard and plant seeds ofand strengthen your wings. Remember that
success long before the enemy strikes.winners deal with adversity by ensuring
That's why WIN stands for Work it Now!they have done the necessary work and
I recently received and e-mail from arelationship building before the
friend who works in real estate (she ismissiles of life are launched.
a very successful time shareIf you wait until after the missiles are
salesperson). She wrote, "Waldo, I surein the air, then it's probably too late.
could use a sale (and some motivation



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