Posts Tagged ‘progress’
Nothing in the world can take the place of Persistence.
Talent will not; nothing is more common than
unsuccessful men with talent.
Genius will not; unrewarded genius is almost a proverb.
Education will not; the world is full of educated derelicts
Persistence and Determination alone are omnipotent.
- Calvin Coolidge
Many highly revered books on the subject of selling contend that it takes five to 10 follow-up actions with a prospect to make the first sale. Obviously, persistence is a key ingredient for sales success.
But persistence is key to everything in life and business: from meeting a deadline to losing 20 pounds; from providing excellent customer care to finishing a triathlon (pic is of oldest daughter finishing her first triathlon – check out the ‘I got this’ smile and red sweaty face). The greatest skills in the world are useless unless combined with the correct amount of persistence. That amount… a bunch! Consider:
Persistence is a Byproduct of Passion.
If you see persistence, passion is at work. Passion leads to a zest for the pursuit. Plus, passion is extremely attractive. Passion is dramatically damaged by discouragement, cynicism and apathy. If you are going to be a top sales pro you must eliminate these from your vocabulary and behavior. The challenge is that facing what could be many months of sales effort can be discouraging and lead to a loss of passion. Don’t focus on the long sales process. Instead break it into a series of short steps.
Sell Yourself on Your Sales Goals.
To keep the passion, constantly remind yourself of the benefits you are expecting from your efforts. Keeping your thoughts constantly on the benefits of your sales goals will allow you to dispense with failure quickly and decisively re-adjust your sales efforts .
Persistence is Not Pushy.
Persistence is sometimes confused with being pushy and a lack or respect for the prospect. Sales persistence demands respect for and good rapport with your prospects. It is much easier to follow-up with someone you have a good relationship with. Your ability to follow-up will determine your success in sales. If you ever feel that your prospect is pulling back because of your follow up, you may want to try saying something like, “I don’t want to seem over eager or as anything less than professional. How would you like me to follow up with you?”
Keep Your Sense of Humor.
Professionals who maintain a sense of humor gain respect. Plus it’s good for you. When you laugh, you release endorphins in the brain that make you feel better. You have more energy to tackle sales challenges. People are drawn to people that are upbeat and have a positive jovial frame of mind.
Do Not To Take Rejection Personally.
I know this is tough, especially when you have passion for what you do. But consider that a huge reason so many sales people never persist is they take every sales rejection, setback, or failure personally. To an unhealthy degree, they equate the success their product or service with their personal self-esteem and thus each business setback becomes a personal failure. Work hard to get out of the limiting habit of beating yourself up mentally when you can’t get to the decision maker, when the presentation doesn’t go well, when you forget to pop an Altoids in your mouth after that lunch of garlic and onions. By focusing on blaming yourself, you are seriously breaking down your level of resolve and persistence and believe me there are plenty of other people out there who are only too willing to do that for you. Give yourself a break. You ain’t perfect and wouldn’t the rest of us feel weird if you were.
Things Can and Do Go Wrong.
Each lost sale, missed opportunity or A / V problem should not be allowed to become an emotional ‘downer’. Self pity is not part of a rocking sales professional’s make up. Re-frame the setback to your advantage. Invest the time in stepping back and analyzing what went wrong. Play the event back in your mind and try to find the words or solutions that might have made the difference. Consider that by eliminating another sales idea that didn’t work, the path to sales success became clearer. Pay constant attention to implementing necessary changes in marketing and sales strategy, while keeping long term goals the same.
Go. Do Try.
The average, self-made millionaire in this country was broke, bankrupt or financially destitute 3.7 times before becoming a financial success (I’didn’t make that up, but I read it somewhere). Even Wal-Mart, a two billion-dollar corporation founded from nothing, had to struggle to avoid financial collapse in the early days. But Sam Walton was extremely extremely persistent and I hear Wal-Mart is doing pretty good these days. Don’t quit. Keeping doing something you believe will lead to progress. We haven’t lost until we quit trying. As the Japanese proverb teaches, the eventual winners are those who ‘fall down seven times, get up eight.’
“We create our future with our responses to change. Be Progress.” -Dean Lindsay
Inspirational Motivational Quotes
“When the going gets tough, sometimes the mind has to get tough to get going.” – Dean Lindsay
Inspirational Motivational Quotes
“Change is inevitable, Progress is a Choice.” – Dean Lindsay
Inspirational Motivational Quotes
Inspirational Motivational Quotes
“Turn people on to you by tuning into them.” – Dean Lindsay
Inspirational Motivational Quotes
“If an organization wants first rate external customer service, their internal customer service must be first rate first.” – Dean Lindsay
Inspirational Motivational Quotes
“Progress in service leads to progress in sales.” – Dean Lindsay
Inspirational Motivational Quotes
“Stop changing and start progressing.” – Dean Lindsay
Inspirational Motivational Quotes
“Keep your eyes, ears, mind, and heart open for ways to progress.” – Dean Lindsay
Ever call up a buddy and ask, “What are you doing?” and they said, “Nothing.” You can’t do “nothing.” Doing nothing requires taking heavy medication. Actually, taking heavy medication is still doing something. Sleeping is doing something. So is staring into space; so is flossing your teeth; so is scratching your arm; so is eating a plate of lima beans; so is waiting in the dentist’s waiting room. We are always investing our time somewhere for some reason. We might not connect with the reasons consciously, but we are always doing something.
“Doing nothing is not as easy as it looks. You have to be careful, because the idea of doing anything could easily lead to doing something, which would cut into your nothing and force you to have to drop everything.” — Jerry Seinfeld
We have each said to ourselves at some point, “Why am I doing this?” Consciously or unconsciously, we choose to do what we believe to be the best option at the time. We may even know consciously that the activity is not good for us but still we do it. There are reasons. They are our reasons. We may not be able to vocalize them, or even wrap our minds around them, but we have reasons for the actions we take.
The action may not be what we wished we would have wanted to take. Still, we chose to act (based on the circumstances and anticipated consequences). That is what personal regret is: wishing we’d have wanted to do something differently.
When we look back upon actions we have regretted, we find that, at the time, we thought that taking the action would help us attain some mixture of pleasure, peace of mind, profit, prestige, pain avoidance, and power. We regret the action because we did not receive the Ps that we expected, and/or because our actions deprived someone else of those good outcomes.
Have you ever heard someone say, “I don’t have a choice”? Not true. We always have a choice, usually several. The choices may not be enjoyable, safe, or even legal, but there are always choices. Every choice has consequences. Maybe we view the consequences as unpalatably negative for us, but we do have choices. The choices might not be choice choices, but there are always choices from which to choose (that was a fun sentence to write).
We don’t have many have to’s.
We don’t have to kiss our spouse.
We don’t have to exercise; we don’t have to pray.
We don’t have to smile, or even brush our teeth.
We don’t have to sleep or pay our mortgage.
We don’t have to feed our pets or hug our kids.
We don’t have to pay for our kids’ higher education (or for our pet’s higher education, for that matter).
We don’t have to eat.
You say, “Wait a minute, Deano. We have to eat.”
Are there people who chose not to eat? Yes.
What has happened to them? They died (painfully). It’s still a choice. (If you know me, you know I choose to eat, and hug my kids, and to pray, for that matter.)
We do not have to pay our income tax. The consequences may include us going to jail but that is our choice.
We do not have to stop at stop lights. The consequences may include injuring ourselves and others – again, our choice. We do not have to work. We’ve sold ourselves (most would say rightfully) on the idea that the benefits of working outweigh the benefits of not working.
I asked a group I was working with once:
“Do you have to work?”
Somebody yelled out, “You do if you don’t want to live in a tent.”
I said, “Are there people who choose to live in tents?”
They responded, “Yeah. But I don’t want to live in a tent.”
I said, “Exactly.”
These are choices that we are making. There is power in that. At each moment, we make decisions based on what we believe will help us feel the Six Ps of Progress – in the short term or long term. As an example, let’s take an activity that most people would say they wish they didn’t have to do – mowing the lawn.
Why mow the lawn?
- Maybe we want to have a good-looking yard like the neighbors do, and don’t want to look like dirtbags. (Prestige; Pain avoidance)
- Maybe it gives us a sense of accomplishment and a chance to think. (Peace of Mind, Pleasure)
- Maybe we believe lawn mowing offers exercise. (Pleasure, Pain Avoidance)
- Maybe we don’t want to get fined by the city. (Pain avoidance)
- Maybe a significant other “told” us to. (Pain avoidance of not doing what significant other wants; Pleasure from pleasing significant other)
- Maybe we would rather keep our money than pay someone else to mow it. (Profit, Pain Avoidance)
How we judge the results is subjective. Having a well-groomed lawn offers progress for some. For others, amassing a noteworthy collection of vintage lipstick holders offers progress. There is always a result, an outcome.
We cannot not accomplish something. Some shift in feeling attends everything that we do. There is a new normal. It may be only ever so slightly new, but it’s new.
There is some profit in having a garage sale.
There is some power in punching someone.
There is some pleasure in eating a bag of Pringles.
(I know it is not a bag of Pringles but what is it — a cardboard sphere of Pringles? What? A tube of Pringles, I guess.)
We may not like or care for what is achieved, but there are outcomes and consequences – and these outcomes affect our next action.
Did the action (eating that sandwich, working for that company, using that wireless company, reading that book, wearing those shoes, buying that house) result in us feeling enough pleasure, peace of mind, profit, prestige, and power?
Did the action help us avoid enough pain?
There are outcomes for both parties when someone chooses to utilize our products and services. There are outcomes when someone decides not to utilize our products and services. This is also extremely subjective. We value achievements, as well as gauge success, based on whether the time and effort invested in the activity help us feel enough of the Six Ps of Progress.
We can’t choose nothing. Choose Progress.
2010′s BEST Stress Management Tip! – Say Yes to NO.
In 2010, most of us take on too many responsibilities, try to do too much, and even own too much. Being too busy is a big source of stress in today’s get, get, get and go, go, go world. Often, we are so chronically over-scheduled that we never give ourselves a chance to offer our best or to enjoy the moment.
Are your days fulfilling, or are they merely full?
It is possible that we could get more out of life by doing less. When we internalize the difference between full and fulfilling, we realize it’s not how many events we attend, activities we get involved in, or how much stuff we have that’s important. We do not have to say “yes” to every demand on OUR time. And we shouldn’t feel bad, since we are saying “no” to the event or project, not the person.
Being busy can wear us out. If we are committed to working and winning in this world of change, we must know our limits and not limit our NOs.
- Consider your well-crafted goals and your schedule before agreeing to additional work.
- Start your own Just Say NO campaign to regain quality time. Review priorities and see if a request fits. When you see things that waste time or hinder your progress, speak up.
- Stop trying to make everyone happy. (We can’t do it anyway.)
A polite way to say NO to a request for YOUR time: “I’m quite committed. I can be your backup, but please keep searching.”
Be Progress (not busy).
Become Buzz-worthy — Key # 1 to Becoming a Business Attraction Magnet
Business Attraction Magnets provide so much value, so much heat, and so much enthusiasm that customers are inspired to talk about them. A BAM is worthy of attention, worthy of the spotlight, worthy of wattage, and worthy of referrals.
As Progress Agents, we must not only show enthusiasm for our work – we must HAVE enthusiasm for our work. If we want prospects to get excited about our products and services, we need to have that excitement first. Likewise, if we want others to believe in our products and services, we must believe in our products and services first.
To win the prize, we must be the prize. Enthusiasm shows in the way we hold ourselves and in the passion we have for our jobs and our lives. If we want loyal customers and referrals (and we do), then we need to feel worthy of loyal customers and referrals. I am sure you have sensed by now that, whenever possible, people do business with people they like. Passion for our lives and belief in our work make us attractive and likable. They draw people to us.
In sales, we have got to be on. Have game. Bring heat. Same is true for customer-service professionals and those in leadership. Buzz. Buzz.
Next Up: Key #2 to Becoming a Business Attraction Magnet — Ask Progress-Based, Open-Ended Questions.
For info on the Be a BAM Sales Training Program Click here
(a series on how to set goals)
4. Progress-Crafted Goals Are Detailed and Measured.
We are able to measure and track progress only toward goals that are detailed and specific. It is imperative that we craft goals with precise and vivid outcomes so that we can be sure we are progressing and not merely changing.
A vague, general, or conflicted goal produces vague actions and vague results. A specific goal produces specific actions and specific results. The more information we can give our subconscious mind about our intentions – our wants, our goals – the clearer the right next steps become, and the more focused our actions will be. It is fine if the goal takes many words to map out. The key is to crystallize our intentions.
For example, “I have a new job” is generic, not very helpful, and certainly not very inspiring. Most of us could get a new job within a week, if not a day. It probably would not be a job that matched our skills, paid well, or that we even liked, but we could get a job. So be darn sure to specify:
In what industry?
What position and responsibilities?
What pay range?
What benefits, 401K, vacation?
How much travel?
How long commute?
Work from home?
What kind of boss (if any), and coworkers?
Our “specs” can go on and on. Generic goals do little to propel us to action. Yes, it takes time, but it is vital that we craft our goals in as much detail as possible. It is perfectly fine to rewrite the goal, refine it, add to it, mess with it.
Becoming almost ridiculously particular about what we want, and why we want it, helps create the inspiration that propels us to progress toward our goals – instead of focusing attention on the countless other options of how we could invest our time and energy.
Next up Goal Setting Rules 5 and Goal Setting Rules 6!
(a series on how to set goals)
Motivational Speaker Dean Lindsay Author of The Progress Challenge and Cracking the Networking CODE
Business Leadership Funny Humorous Keynote
Contact Dean Lindsay at: 214-457-5656 and Dean@DeanLindsay.com
Follow Dean’s Blog Posts on Twitter: www.Twitter.com/DeanLindsay
An authority on harnessing human potential and creating authentic business growth, Dean Lindsay is an engaging and highly sought-after business consultant and speaker.
Dean is an active member of the Viktor Frankl Institute of Logotherapy and the American Society of Training and Development.
Each of Dean Lindsay’s programs (whether a motivational keynote, convention breakout or interactive boot camp), contain powerful and useful insight on workplace performance, building priceless business relationships, dealing with change, communication, and business growth that can be customized for sales professionals, leadership teams, customer service representatives, or those in management positions.
Dean’s unique and humorous style captivates and inspires audiences to take positive action. Dean’s practical strategies, “street tested” techniques and proven concepts increase productivity, boost sales, strengthen employee morale along with customer loyalty, and much more.
Using this trademarked 6 Ps of Progress, Dean Lindsay is a motivational keynote speaker that delivers programs that help companies realize greater productivity, while creating a rewarding work environment for all team members.
With his refreshingly daring, imaginative and highly effective style, Dean Lindsay has the rare ability delivering profitable, valued and important information to a wide variety of audiences even in the midst of challenging economic times or negative change. Dean Lindsay’s process for creating customized content includes:
Researching your industry, company and organization
Having discussions with key professionals in your organization
Conducting brief phone interviews with top performers
Dean Lindsay knows that personal and professional progress is by design, not chance. He also knows that personal and professional progress is directly correlated to the progress you provide others and is therefore dedicated to your organization’s progress.
A Baker’s Dozen (plus 1) Things about Dean Lindsay, Author and Motivational Business Keynote Speaker
Featured contributor to Executive Travel, Sales and Service Excellence and the American Management Association’s Moving Ahead magazine as well as the nationally distributed audio publication Selling Power Live
Spotlighted as an OUTSTANDING SPEAKER by the International Association of Speakers Bureaus
Served as Guest Lecturer to International Customer Management Institute as well as both the UCLA and University of Dallas MBA programs
Delivers Killer Motivational Keynotes, Breakouts, General Session Presentations, and Interactive Boot Camps that Empower PROGRESS in Sales, Service and Workplace Performance
Cum laude graduate of the University of North Texas and serves on the Executive Advisory Board for UNT’s Department of Marketing and Logistics and the Board of Directors of the UNT Alumni Association
Recognized as a ‘Sales-and-Networking Guru’ by the Dallas Business Journal
Author of The Progress Challenge: Working and Winning in a World of Change – “a much needed kick in the pants for all of us… What an enlightening book!” — Ken Blanchard, coauthor of The One Minute Manager®
Author of Cracking the Networking CODE: 4 Steps to Priceless Business Relationships ( Recommended Reading by United Professional Sales Association and Profit magazine). “Perhaps the most powerful way to leverage and multiply your talent and ability is by expanding your personal and business network. This book SHOWS YOU HOW.” – Brian Tracy, Sales Training Legend
Hailed as a ‘Master of Progress’ by Jay Conrad Levinson (the father of Guerrilla Marketing)
Avid runner and has completed the Stockholm Marathon in Stockholm, Sweden, and the Motorola Marathon in Austin, Texas.
Clients range from Fortune 100 companies to budding entrepreneurs, and from national and state associations to successful small businesses on both sides of the Atlantic.
Lives in a suburb of Dallas, Texas , with his wife Lena and their two strong and wonderfully nutty daughters, Sofia and Ella.
Sees an important connection between sales, motivation, solid customer care and leadership. All are achieved by effectively positioning ideas, recommendations, solutions, products, services – even ourselves – as PROGRESS in minds of those we wish to inspire to action. All must be positioned as Progress and NOT Change. It is natural to resist change but we embrace PROGRESS. All progress is change but not all change is PROGRESS. Dean helps you become a Progress Agent and “BE PROGRESS”.
Refreshingly daring, imaginative, and a LOT OF FUN!! — Be sure and watch Dean’s speaker demo above —
“Dean Lindsay is one sharp and funny guy. I have been in the business arena for over forty years and we have needed his unique voice for far too long.”
– Max Derden,
Partner, Pricewaterhouse Coopers LLP
“Dean Lindsay is truly one of the best and most insightful speakers out there. I have hired him, heard him and read his work. He is always top notch with profitable tips and strategies – plus he is fun to watch. Dean Lindsay rocks!”
– Paul Rosowski
Regional VP – Central, Teknion
“Lindsay’s energy level seems to know no bounds.”
– Dallas Business Journal
Your organization deserves a truly forward focused motivational business keynote speaker who is funny, engaging and has something fresh and empowering to share.
Schedule your PROGRESS Today.
Motivational Speaker Dean Lindsay – Business Leadership Funny Humorous Keynote
Selling In A Down Economy and Tough Times : Harnessing the Power in Numbers
“One of the most beautiful compensations of this life is that no one can sincerely try to help another without helping himself.” – Ralph Waldo Emerson
When challenged with selling in a down economy, it is important to remember that there is still power in numbers. And by numbers I do not mean the stock market average or the sinking worth of our homes. I mean people power. It is well documented that most people have some form of relationship with around 250 people (widely referred to as their Circle of Influence). These are not 250 people we would invite to our Christmas – Hanukkah – or even Festivus party (just a little something for the Seinfeld fans).
These are 250 people we know directly or indirectly, ranging from family members to random contacts that involve some amount of persuasion. This persuasion is used all the time to recommend a good restaurant, shoe store, plastic surgeon, energy drink, personal trainer, handyman , florist or _____(insert your profession here).
Theoretically, each of our 250-some-odd contacts could recommend us and our services to 250 additional people. That is cool to think about and empowering to consider!
But here’s the rub:
Just because they COULD recommend us, our products, and our services to 250 others does not mean that they ARE or that they WILL.
It comes down to trust and value.
This is especially true when selling in a down economy and tough times. Trust is a feeling. It is a buzz. Trust is fluid. It is fragile. Value is established in the mind of the beholder. Trust between people is built moment by moment, year to year. Value is established over time. It takes a series of progress based impressions.
How do we build trust?
How do we establish value?
Think about the people you trust.
Why do you trust them?
Is it because they said “Trust me” or “You can trust me”? No, these people have proven themselves trustworthy by continually doing things in a way that has built our trust. They got to know us. They care about us. They are reliable.
Some quick questions to ask yourself:
Do people have a trusting impression of you and your services? Why, or why not?
Do they see you, your company, and your services as providing progress?
Do they value what you do for them and others?
Enough to recommend you to others?
Enough to use your service themselves?
Do they value their relationship with you?
Do they feel that a relationship with you means progress for them?
In short, they earned our trust by “giving a hoot.” Few people give a hoot these days. When we show genuine interest in others, it shines a big attractive spotlight on uw as someone with whom to cultivate a relationship. Work diligently to increase the number of people you actively support and who support you. Helping others to progress is the proverbial two-sided coin. It helps us to progress in equal measure.
You can’t achieve your best in these challenging business times without learning the all-important art of connecting. As William Allman, the author of Stone Age Present, states, “The key to our species’ success is our great skill in making close alliances with others.” True enough. There are many benefits to harnessing the power of building priceless business relationships and Cracking the Networking CODE. These benefits become even more priceless in times of economic uncertainty. Here are the Top Ten benefits of sales training that addresses the power of business networking:
The Top Ten Benefits of Business Networking
1. Friendships and support
2. Advice and access to different points of view
3. New career paths, employment, and business opportunities
4. Referrals and introductions to professionals and quality prospects
5. Important information
(Market/organizational shifts, upcoming events, etc.)
6. Promotions or lateral moves within your organization
7. Unique sales ideas from sales professionals in other fields
8. Introductions to quality vendors and resources
9. Advocates within related organizations and industries
10. More sales
“You have to accept that no matter where you work, you are not an employee; you are in a business with one employee – yourself.” – Andrew S. Grove
I am honored to share that my book, Cracking the Networking CODE: Steps to Priceless Business Relationships is Recommended Reading by the United Professional Sales Association, Networking Times and Profit magazine.
Even cooler that it has been endorsed Ken Blanchard – author of The One Minute Manager and Brian Tracy along with many others. Jay Conrad Levinson – the author of Guerrilla Marketing, thought so much of the CODE that he wrote the book’s foreword.
Please contact me to discuss our customized sales training programs and our business networking training programs.
Twitter Link: http://twitter.com/deanlindsay
Video clips of me in action at YouTube: http://www.youtube.com/user/TheProgressAgent (more videos posting shortly)
Selling in the ZONE
The old adage- People hate to be sold, but they love to buy – is truer than ever. The days of the ‘ Sure Fire Closing Statement’ and the ‘Glad Handing Slick Salesman’ are thankfully things of the past. Today it is imperative for sales professionals to truly get to know prospects and help prospects get to know them.
Selling today is about relationships. It is about attraction. It is about Trust. The customer has a need- a step they need to take. They must trust we can meet that need- help them take that step. They need to trust our belief in ourselves, in our companies and in our products / services. Trust comes easy when we sell (and live) in the ZONE
ZEST – Emerson said, “ Enthusiasm is the mother of effort, without it nothing great was ever accomplished.” As sales professionals, we must have authentic enthusiasm for our work. If we want prospects to get excited about our products and services, we need to have that excitement first. We need an air of gusto. Likewise, if we want people to believe in our products and services, we must believe in our products and services first. This shows in the way we hold ourselves and in the passion we have for our jobs and our lives.
Whenever possible, people do business with people they like. Passion for our lives and our work makes us attractive. It draws people to us. We must be continually offering people our best attitude. Ask yourself: Would you want to talk to, much less do business with you?
ORGANIZATIONAL SKILLS – Structure is vital for the sales professional. Solid self-management (formally known as time management) leads to higher productivity and reduced stress. Our desks need to be workstations, not storage space or shrines to past accomplishments. We must be able to quickly find important information. Being well organized show respect for time (the prospect’s and ours).
Looking sharp is also part of organization. We must always be presentable. If we can’t even get ourselves together enough to look presentable how is someone going to see us as together enough to handle their challenge. Plus, how we present ourselves shouts volumes about how we feel about ourselves and our work.
NETWORKING SKILLS – It is not just who we know, or who knows us. It is also, what we know about who we know and more importantly who TRUSTS us. Being known as a reliable (and likable) resource is the ultimate goal. The more we can present ourselves -in person- in a positive light the better. First impressions are powerful so turn someone on to you by tuning into them. When you meet a new person, show genuine interest in them and invest the majority of the time asking questions about them and their business. Powerful networking is totally linked to the other terms in the ZONE acronym. People are drawn to our enthusiasm, our respect for their time and our…
EMPATHY – Empathy is sympathy without pity. Empathy means understanding that people make decisions for their reasons not ours. Empathy is always thinking “ What that means to you, Mrs./ Mr. Prospect, is…” Empathy is focusing on benefits not features. Empathy is truly committing to doing what is best for the customer and working to help provide the right product or service to meet their needs.
The most powerful way to understand the prospect’s need is to ask questions. In the medical profession, it is known that prescription without diagnosis is malpractice. The same is true in the sales profession. We must ask a variety of open and closed ended questions to diagnosis the situation, so our recommendation (prescription) will meet the need.
Solid listening goes hand in hand with asking powerful questions. We must LISTEN to prospects. I don’t mean listen. I mean LISTEN. Calvin Coolidge said “ No man ever listened himself out of a job.” We must listen as if our life(style) depended on it – because in a large way it does.
Get in the ZONE, and try to help someone.