| I remember the first time I was deployed to Iraq | | | | share salesperson). She wrote, "Waldo, I sure could |
| during Operation Southern Watch. I sat in an | | | | use a sale (and some motivation from you) right |
| intelligence mission briefing with 50 of my fellow | | | | now. I know I'll get over this slump, but business is |
| fighter pilots (my wingmen) where we were briefed | | | | terrible!" |
| on the multiple threats that scattered the enemy | | | | I felt for her. |
| terrain in Iraq. The SAM's (surface to sir missiles) and | | | | Yes - business is bad all over. Look at the economy |
| AAA (anti-aircraft artillery) were everywhere - each | | | | and it's quite clear that these are tough times. It's a |
| with the reach and power to shoot us out of the | | | | huge missile and it's pointing at us all. |
| sky. | | | | How we deal with this missile will ultimately determine |
| I couldn't help but notice the anxious feeling that was | | | | whether or not we'll defeat it. For it's the tough times |
| in the pit of my stomach. The dread, panic, and fear | | | | that determine the true character of a winner. If you |
| were almost overwhelming. For the first time in my | | | | want to test the character of an individual in |
| military career, I was going to be tested in combat. It | | | | business, see how they act when the sales are |
| was 'go time'...time to put all my training…the | | | | down, when they're having bad month, or when the |
| years of study, focus, sacrifice, and sweat...to the | | | | competition is taking away their business. |
| test. From the Air Force academy where I learned | | | | Will you Forget Everything And Run or Focus Energy |
| the fundamentals of discipline and teamwork, to the | | | | and Accept Responsibility? |
| 79th Fighter Squadron where I learned to fly the | | | | Here are a few wingtips to help you to take action |
| sophisticated F-16 and the complicated tactics | | | | with courage: |
| necessary to defeat the enemy. All of this training | | | | 1. Flight plan your day - Get up earlier, schedule your |
| would soon be put to use. | | | | action items, reduce or eliminate your TV time, take |
| But deep down I wondered if I was ready. How | | | | a course on sales. Get focused on the preparation |
| would I perform under this real pressure? Would I | | | | fundamentals that lead to business success. |
| get shot down? Was I truly prepared for this | | | | 2. Surround yourself with positive, successful |
| ultimate test? I thought to myself, what good was | | | | wingmen - eliminate the Naysayers and attract the |
| my military and fighter training if I wasn't able to | | | | "Yaysayers." These are your comrades of confidence |
| execute when it really counted? I had to get | | | | who will lend you their wings to fly, but who will also |
| focused! | | | | hold you accountable for your actions. |
| Despite my insecurity, the bottom line was that I | | | | 3. Be a WingGiver - Help others. Remember, there |
| was ready. When I reflected on all of my training and | | | | are folks like you who are struggling (personally and |
| preparation, the more confident I became. All of my | | | | financially). Find a way to help ease their suffering |
| previous work would allow me to win in Iraq. I didn't | | | | with your skill, connections, and compassion |
| need to be afraid. | | | | 4. Be thankful - Appreciate all your blessings and take |
| Each day, we're faced with missiles of business and | | | | inventory where your life is going well, and don't |
| life that are being shot at us as we execute our | | | | focus on the negative. |
| missions. How will you deal with them? Will you take | | | | Life has its ups and downs. As soon as we think we |
| action, or shirk away in fear? Do you have the | | | | have it under control...BAM! Another missile gets |
| foundation of training, preparation and mental focus | | | | launched at us. Don't resist it. Rather, accept it as a |
| necessary to face those missiles with courage and | | | | challenge to upgrade your flight status and |
| confidence? | | | | strengthen your wings. Remember that winners deal |
| Winners work hard and plant seeds of success long | | | | with adversity by ensuring they have done the |
| before the enemy strikes. That's why WIN stands | | | | necessary work and relationship building before the |
| for Work it Now! | | | | missiles of life are launched. |
| I recently received and e-mail from a friend who | | | | If you wait until after the missiles are in the air, then |
| works in real estate (she is a very successful time | | | | it's probably too late. |