So today officially marks 8 months without a "real" job and I have broadened my search. Today i sent out about 15 resumes and applications to the West Coast...Some in Oregon, some in California....Funny, both states have a higher unemployment rate but more jobs than here locally... Hmmmm, how do they rate that anyway?
Donna and I have been talking and have realized that we have got to look outside of the box so we did some research. We found the West Coast (Pebble Beach up to about mid State Oregon) is the most appealing area for us both.
There are beautiful oceans, coastlines, trees, etc... But of course, there is earthquakes, the people aren't as friendly and in Oregon there is a fine line in regards to rain. Once again, I am dumbfounded in regards to how difficult it has become for me to find a job. I have looked everywhere in my immediate (and short distanced) area and cannot find ANYTHING....HOW IS THIS POSSIBLE!?
We still want to avoid major cities and don't want to live in a hot climate, there are a ton of places to choose from, but its going to be one hell of a shift when we make it happen...Selling the house, moving a long way off, etc...
So, starting today, I have officially started to broaden my scope and look around. It seems for now that the depression about all of it has subsided to a place of acceptance and "what the hell am I gunna do" type of mentality. Its still frustrating that it has to be this hard but it IS what it IS and I will deal with it as it comes. If anyone has any ideas, connections, tips (positive ones....I know about the earthquakes, economy and cost of living already, ;) ), job sources, or anything else....I am open to the help!
Tuesday, May 31, 2011
Wednesday, May 25, 2011
Never say never
Its funny how life creates truths out of what was once untruths and vice-versa. I remember when I was close to completion of my undergraduate degree and went to go visit Donna at a temp job she was working... It was a really hot day in July and I was struggling with summer classes. I was complaining and worrying about the outcome of my grades and Donna said...
"Why do you put yourself through this?"
As she said that, I looked out the window and saw a 40-ish year old man in the parking lot of where she was working who was slinging a pick axe into the blacktop pavement in 100+ degree weather. He was tanned to almost black, was soaked in a sweaty shirt and was just hammering away at the asphalt. I told Donna....
"You see that guy out there in the heat, digging up that asphalt? Well, the reason I put myself through this is so I never have to put myself through that again!"
I have done my fair share of manual labor....Working car washes, installing insulation, roofing, stocking roofing materials, painting, etc... over the years and always thought that someday I would be able to walk away from that type of job AND pay into something better.
Luckily, I was able to secure a job as a Deputy Sheriff years ago and from then on, I claimed I would never go back to that kind of job again....Well, things change! (NEVER SAY NEVER)
Now I am not saying there is anything wrong with those types of jobs....As a matter of fact, in many aspects, I liked the manual type jobs.... It kept me in shape, the responsibilities were minimal and all I had to do was my job and then go home.... I wasn't on call, I didn't have to work weird hours and had weekends off...I just wanted to be more of a "professional" type of person and step into a white collar type of working environment... A job where I could serve people and advocate for those unable to do so for themselves...I felt it was/is my calling.
Well, here I am, graduated with my bachelors degree and have a Masters degree as well....UNEMPLOYED!
I remember when I was in grad school...I was about halfway through the program and remember thinking that public education was not going to be the route for me but having a Masters Degree would secure me from EVER having to search for a job again.... I even told people...
"The best thing about having my Masters degree is that I will never have to worry about a job."
Man, how naive I was huh?
So today, I took a great big bite of my pride and made a call to a guy who I know that runs a maintenance crew for an organization I worked for a couple of years ago. He has been aware of my situation and has told Donna that he could always use an extra hand. I was really grateful for his offer but figured I needed to continue on my path to find a job suiting of my experience and education....Again, never say never and realize that truth changes with time.
After talking to him today, he said he was sure he would be able to work something out. I told him that I have no real skills in any type of maintenance or construction type work but if the offer was still good, I would like to talk to him about getting a temporary position with him until I could secure something more aligned with what I have been looking for. He stated that he understood and told me we would work it out and he would call me tomorrow.
Now I am not so proud that I wont go sling a shovel or crawl in an attic, or whatever, but I tell ya, I felt "heavy" after that call...
I am finding that much of what I have believed in my life is really a fabrication of an idea...A concept, a "possibility" and not a truth in any way. I DECLARED to the universe that I would advance on a particular path and here I am.... I BELIEVED that doing good things brings good things to people... Here I am struggling to find the way but in my moments of focus, helping old folks load furniture on the side of the road, helping others when and how I can, feeling "less than."
"NEVER EVER EVER QUIT"....Then I see my loans go back in deferment, scraping to make my payments on my motorcycle so I don't lose it, putting in resumes and applications every day, going to interviews at every opportunity, reaching out to people, using every resource I can find...and now, all I am is tired and worn down.
"KEEP YOUR CHIN UP".....And every time I stick it out, i get a right cross in the kisser....
"NOTHING GREAT COMES WITHOUT RISK"....So I took a job in another town, uprooted myself from my wife and my home, took on a job that had "potential" only to find out that it was far more stressful to do that and the risk to my homelife and relationship was not worth the return.... I could go on and on!
I have so many people who encourage, support and cheer me on and now when I get that, it is like a chalk board being scrapped with rusty nails.... I really do appreciate everyones care, belief and support of my advancement, but all those words aren't making the jobs come any faster or paying my student loans... PLUS, all those kuddos and living this result makes me feel evenb worse...man, PRIDE is a bitch!
Donna and I went to Bandera the other night to have dinner... As we drove along, I reflected back to the days when we wanted to move here and then finally did move here.... Everything was brilliant, colorful, inspiring, beautiful, stunning, wonderful, breathtaking....Now, on that same drive, I don't see, taste or smell that anymore. Its the same trees, the same roads, the same animals, etc....But the feeling of it all has diminished...Its just another place...And then I am reminded of the old saying...
"No matter where you are....THERE YOU ARE!"
So its been 10 years now, we had this passion and drive to better our lives, we gave up careers to pursue happiness on a higher level, and in many respects, attained that level over and over... We have had some wonderful experiences here in the Hill Country and have accomplished things that we didn't think would be possible...And now, I feel like I did before I moved here... stagnant, searching, reaching, and trying to find answers...
Now, after 10 years of working hard and truly chasing dreams (and catching many of them) I am getting ready to go make less money than I made 15 years ago... Back to manual labor... and really, its not all THAT bad, but now I have 70k in student loans that I cant pay, back problems I didn't have then, much older and much less tolerant of BS and have to say....I am angry!
I am no victim...no one did this to me, no one put me in this place...I am here of my own doing and my own choices....I am also here because of my arrogance, pride, and hard head...I have no one to blame but myself... Sometimes that is the hardest pill to swallow!
So, I guess its about just accepting, surrendering to the fact that I have to do what I have to do. Who knows, maybe I am just a blue collar worker with a white collar education and my "place" in this world is wherever I am at any given time...THIS is where I am!
Truth is found in experience, not in words, concepts or ideas and everyones truth is different and changing all the time... I can either accept it and move on, or fight it and let my pride win... My pride has NEVER won (in the larger scope of the picture) so why fight it huh?
Well, I guess I have some things to look forward to... Back in shape, a little weight off the tummy that has gathered from my sitting, a bitchin farmers tan, no REAL responsibilities (other than just getting the job done) and working with some folks that don't take life so friggin serious all the time... I might just find great pleasure in going back to this kind of thing... Again, experience is where truth is and I am getting ready to have another one of those!
"Why do you put yourself through this?"
As she said that, I looked out the window and saw a 40-ish year old man in the parking lot of where she was working who was slinging a pick axe into the blacktop pavement in 100+ degree weather. He was tanned to almost black, was soaked in a sweaty shirt and was just hammering away at the asphalt. I told Donna....
"You see that guy out there in the heat, digging up that asphalt? Well, the reason I put myself through this is so I never have to put myself through that again!"
I have done my fair share of manual labor....Working car washes, installing insulation, roofing, stocking roofing materials, painting, etc... over the years and always thought that someday I would be able to walk away from that type of job AND pay into something better.
Luckily, I was able to secure a job as a Deputy Sheriff years ago and from then on, I claimed I would never go back to that kind of job again....Well, things change! (NEVER SAY NEVER)
Now I am not saying there is anything wrong with those types of jobs....As a matter of fact, in many aspects, I liked the manual type jobs.... It kept me in shape, the responsibilities were minimal and all I had to do was my job and then go home.... I wasn't on call, I didn't have to work weird hours and had weekends off...I just wanted to be more of a "professional" type of person and step into a white collar type of working environment... A job where I could serve people and advocate for those unable to do so for themselves...I felt it was/is my calling.
Well, here I am, graduated with my bachelors degree and have a Masters degree as well....UNEMPLOYED!
I remember when I was in grad school...I was about halfway through the program and remember thinking that public education was not going to be the route for me but having a Masters Degree would secure me from EVER having to search for a job again.... I even told people...
"The best thing about having my Masters degree is that I will never have to worry about a job."
Man, how naive I was huh?
So today, I took a great big bite of my pride and made a call to a guy who I know that runs a maintenance crew for an organization I worked for a couple of years ago. He has been aware of my situation and has told Donna that he could always use an extra hand. I was really grateful for his offer but figured I needed to continue on my path to find a job suiting of my experience and education....Again, never say never and realize that truth changes with time.
After talking to him today, he said he was sure he would be able to work something out. I told him that I have no real skills in any type of maintenance or construction type work but if the offer was still good, I would like to talk to him about getting a temporary position with him until I could secure something more aligned with what I have been looking for. He stated that he understood and told me we would work it out and he would call me tomorrow.
Now I am not so proud that I wont go sling a shovel or crawl in an attic, or whatever, but I tell ya, I felt "heavy" after that call...
I am finding that much of what I have believed in my life is really a fabrication of an idea...A concept, a "possibility" and not a truth in any way. I DECLARED to the universe that I would advance on a particular path and here I am.... I BELIEVED that doing good things brings good things to people... Here I am struggling to find the way but in my moments of focus, helping old folks load furniture on the side of the road, helping others when and how I can, feeling "less than."
"NEVER EVER EVER QUIT"....Then I see my loans go back in deferment, scraping to make my payments on my motorcycle so I don't lose it, putting in resumes and applications every day, going to interviews at every opportunity, reaching out to people, using every resource I can find...and now, all I am is tired and worn down.
"KEEP YOUR CHIN UP".....And every time I stick it out, i get a right cross in the kisser....
"NOTHING GREAT COMES WITHOUT RISK"....So I took a job in another town, uprooted myself from my wife and my home, took on a job that had "potential" only to find out that it was far more stressful to do that and the risk to my homelife and relationship was not worth the return.... I could go on and on!
I have so many people who encourage, support and cheer me on and now when I get that, it is like a chalk board being scrapped with rusty nails.... I really do appreciate everyones care, belief and support of my advancement, but all those words aren't making the jobs come any faster or paying my student loans... PLUS, all those kuddos and living this result makes me feel evenb worse...man, PRIDE is a bitch!
Donna and I went to Bandera the other night to have dinner... As we drove along, I reflected back to the days when we wanted to move here and then finally did move here.... Everything was brilliant, colorful, inspiring, beautiful, stunning, wonderful, breathtaking....Now, on that same drive, I don't see, taste or smell that anymore. Its the same trees, the same roads, the same animals, etc....But the feeling of it all has diminished...Its just another place...And then I am reminded of the old saying...
"No matter where you are....THERE YOU ARE!"
So its been 10 years now, we had this passion and drive to better our lives, we gave up careers to pursue happiness on a higher level, and in many respects, attained that level over and over... We have had some wonderful experiences here in the Hill Country and have accomplished things that we didn't think would be possible...And now, I feel like I did before I moved here... stagnant, searching, reaching, and trying to find answers...
Now, after 10 years of working hard and truly chasing dreams (and catching many of them) I am getting ready to go make less money than I made 15 years ago... Back to manual labor... and really, its not all THAT bad, but now I have 70k in student loans that I cant pay, back problems I didn't have then, much older and much less tolerant of BS and have to say....I am angry!
I am no victim...no one did this to me, no one put me in this place...I am here of my own doing and my own choices....I am also here because of my arrogance, pride, and hard head...I have no one to blame but myself... Sometimes that is the hardest pill to swallow!
So, I guess its about just accepting, surrendering to the fact that I have to do what I have to do. Who knows, maybe I am just a blue collar worker with a white collar education and my "place" in this world is wherever I am at any given time...THIS is where I am!
Truth is found in experience, not in words, concepts or ideas and everyones truth is different and changing all the time... I can either accept it and move on, or fight it and let my pride win... My pride has NEVER won (in the larger scope of the picture) so why fight it huh?
Well, I guess I have some things to look forward to... Back in shape, a little weight off the tummy that has gathered from my sitting, a bitchin farmers tan, no REAL responsibilities (other than just getting the job done) and working with some folks that don't take life so friggin serious all the time... I might just find great pleasure in going back to this kind of thing... Again, experience is where truth is and I am getting ready to have another one of those!
Monday, May 23, 2011
8 months
So, this month will mark 8 months of me not having a job... I really don't count the timeshare deal as that wasn't a job as much as it was just an "experience" or a "try"....One that wasn't "me" at all.
I guess with this blog, I am more venting and documenting so I can reflect back on this time and have the appreciation for wherever I am at that time when I look back at all of this.
This is the first time in my working career (even as a teenager) where I have gone this long without a job. I have experienced unworthiness, depression, anger, resentment, questioning life as I have looked at it for a very long time...Man, this has been something "new" thats for sure.
I find myself in a gamment of emotions and they seem to change from day to day and even sometime hour to hour. I often wonder if this is natural or is this some kind of "problem" with my psyche...Although my psyche has always been in question.
Its funny though, it seems since I have turned 40, life has gradually taken on a different feel and appearance. I have things that ache now that never did before, I find my tolerance for bullshit is becoming even more short than ever, Many of the things that I thought were fun and important I find not so thrilling anymore (so many things...hunting, kayaking, social gatherings, partying, etc...) I am starting to find that my time alone is sometimes soothing... Although I have the drama of my situation, I don't have the drama of direct care, case management, others "work" drama...and at times, I feel lost without it. And amazingly, you don't realize how much drama there is in your working life until you aren't working.
I am doing all I can, I am hunting jobs, looking for a fit that will serve me and those I work for and in all of that, i am being a bit particular....But I have to be! I remember when Donna and I moved here and I would say "man, if I could wash dishes and live in the hill country, I would be fine" ...I dont feel like that anymore....BUUUUTTTT I didnt have 70k worth of school debt at the time and really have his attachment to the idea that....
I did what everyone says...I went to school to secure a path in life and with that accomplishment, I guess I have a "deserving" feel and refuse to go back to some 8.00 an hour job as a "grunt." One of the things that sticks in my head from my time in the timeshare business, I had a 27-28 year old girl, good salesperson, doing well in the field, but she said one day
"oh, you are going to have to realize that its going to take 6 months to prove yourself in this job"
First of all, I just completed college, all the way through grad school and I dont have to prove myself to ANYONE....My debt is that proof!! LOL!! I also took that with a bit of arrogance....
"I am 45 years old, I have lived more life than you of ten of your friends have, and I dont owe you SHIT bitch!"
Again, I guess its my growing intolerance!
I will say that much of the things I have heard in life that I wasnt aware of before are really becoming true.
"Truth changes with age"
"Money doesnt make the world a better place, but it helps"
"Never count on tomorrow being what you think it will be...It wont!"
"Save some money!"
And some of ideas I have about the world are shifting....
People will self preserve FIRST, I dont care how caring you are (unless you are the Dali Lama)
The weak will be eaten
Give Peace a chance and then add A-1 to it because it will be eaten
The only thing certain in the world is nothing is certain
No matter how much good you do in the world, "bad" is always a part of our dualistic universe....Someday, someway, no matter how much good you do, bad is a necessity in this world.
When the world gives you lemons and you make lemonade...Go get a bottle of rum and mix it!
If you trust unconditionally, you better be REAL secure with your life, what you read and what your history is on your browser.
energy attracts like energy, put you cannot have a positive energy without a negative energy....Look at any battery.
Well, I am done venting, I figured I would just add this. I realize I am in a tough spot and when in those spots, its hard to see the flowers through the weeds... But man, I am really doing my best to stay "up" and above the weeds, but its getting harder and harder to see the roses through the brush.
If the downs equal the ups and vice versa, I really havent lost the belief that there must be something REALLY amazing ahead and I am sure looking for it. Maybe I need to reflect....
I watched a move called Under the Tuscan Sun and I am reminded of my favorite part of that movie...The line went like this, after a discussion about finding love...
I remember when I was a child and one day I went out into the rose garden to find ladybugs....I searched, I dug, I looked and looked....I did it until the point I was exhausted so I laid down in the garden and fell asleep....When I awoke, I was covered in ladybugs.
I love that line and maybe, just maybe.... I need to just take a nap!
I guess with this blog, I am more venting and documenting so I can reflect back on this time and have the appreciation for wherever I am at that time when I look back at all of this.
This is the first time in my working career (even as a teenager) where I have gone this long without a job. I have experienced unworthiness, depression, anger, resentment, questioning life as I have looked at it for a very long time...Man, this has been something "new" thats for sure.
I find myself in a gamment of emotions and they seem to change from day to day and even sometime hour to hour. I often wonder if this is natural or is this some kind of "problem" with my psyche...Although my psyche has always been in question.
Its funny though, it seems since I have turned 40, life has gradually taken on a different feel and appearance. I have things that ache now that never did before, I find my tolerance for bullshit is becoming even more short than ever, Many of the things that I thought were fun and important I find not so thrilling anymore (so many things...hunting, kayaking, social gatherings, partying, etc...) I am starting to find that my time alone is sometimes soothing... Although I have the drama of my situation, I don't have the drama of direct care, case management, others "work" drama...and at times, I feel lost without it. And amazingly, you don't realize how much drama there is in your working life until you aren't working.
I am doing all I can, I am hunting jobs, looking for a fit that will serve me and those I work for and in all of that, i am being a bit particular....But I have to be! I remember when Donna and I moved here and I would say "man, if I could wash dishes and live in the hill country, I would be fine" ...I dont feel like that anymore....BUUUUTTTT I didnt have 70k worth of school debt at the time and really have his attachment to the idea that....
I did what everyone says...I went to school to secure a path in life and with that accomplishment, I guess I have a "deserving" feel and refuse to go back to some 8.00 an hour job as a "grunt." One of the things that sticks in my head from my time in the timeshare business, I had a 27-28 year old girl, good salesperson, doing well in the field, but she said one day
"oh, you are going to have to realize that its going to take 6 months to prove yourself in this job"
First of all, I just completed college, all the way through grad school and I dont have to prove myself to ANYONE....My debt is that proof!! LOL!! I also took that with a bit of arrogance....
"I am 45 years old, I have lived more life than you of ten of your friends have, and I dont owe you SHIT bitch!"
Again, I guess its my growing intolerance!
I will say that much of the things I have heard in life that I wasnt aware of before are really becoming true.
"Truth changes with age"
"Money doesnt make the world a better place, but it helps"
"Never count on tomorrow being what you think it will be...It wont!"
"Save some money!"
And some of ideas I have about the world are shifting....
People will self preserve FIRST, I dont care how caring you are (unless you are the Dali Lama)
The weak will be eaten
Give Peace a chance and then add A-1 to it because it will be eaten
The only thing certain in the world is nothing is certain
No matter how much good you do in the world, "bad" is always a part of our dualistic universe....Someday, someway, no matter how much good you do, bad is a necessity in this world.
When the world gives you lemons and you make lemonade...Go get a bottle of rum and mix it!
If you trust unconditionally, you better be REAL secure with your life, what you read and what your history is on your browser.
energy attracts like energy, put you cannot have a positive energy without a negative energy....Look at any battery.
Well, I am done venting, I figured I would just add this. I realize I am in a tough spot and when in those spots, its hard to see the flowers through the weeds... But man, I am really doing my best to stay "up" and above the weeds, but its getting harder and harder to see the roses through the brush.
If the downs equal the ups and vice versa, I really havent lost the belief that there must be something REALLY amazing ahead and I am sure looking for it. Maybe I need to reflect....
I watched a move called Under the Tuscan Sun and I am reminded of my favorite part of that movie...The line went like this, after a discussion about finding love...
I remember when I was a child and one day I went out into the rose garden to find ladybugs....I searched, I dug, I looked and looked....I did it until the point I was exhausted so I laid down in the garden and fell asleep....When I awoke, I was covered in ladybugs.
I love that line and maybe, just maybe.... I need to just take a nap!
Saturday, May 14, 2011
Cute story
Ok....Ok.....I admit, I am a typical Harly Davidson fanatic. I wear mostly HD t-shirts and blue jeans and my HD boots... I know, mid life crisis all over that huh??
Well, let me tell ya a cool story that happened a few weeks ago.
I was at my middle daughter Brandis apartment on my bike. I was getting off my bike in te parking lot and two young girls (maybe 8-9 years old) came up to me on the bicycles and said...
"OH WOW....That is a nice bike"
and
"That sure is a pretty paintjob...."
Of course, I turned and smiled and thanked them and one of the little girls said....
"Why do you guys that ride motorcycles always wear black?"
I pondered the question for a minute and before I could answer, the other little girl spoke up for me....
She started to peddle her bike and ride away and she said as she went...
"Because it just adds to the awesomeness of em!"
And all I could do is smile as she rode off and the other little girl followed her...
Too cute!
Well, let me tell ya a cool story that happened a few weeks ago.
I was at my middle daughter Brandis apartment on my bike. I was getting off my bike in te parking lot and two young girls (maybe 8-9 years old) came up to me on the bicycles and said...
"OH WOW....That is a nice bike"
and
"That sure is a pretty paintjob...."
Of course, I turned and smiled and thanked them and one of the little girls said....
"Why do you guys that ride motorcycles always wear black?"
I pondered the question for a minute and before I could answer, the other little girl spoke up for me....
She started to peddle her bike and ride away and she said as she went...
"Because it just adds to the awesomeness of em!"
And all I could do is smile as she rode off and the other little girl followed her...
Too cute!
Thursday, May 12, 2011
Making a difference
Yesterday I had an interview and left the house at 10:00am to drive a couple of hours to sit and discuss the opportunity. In the back of my mind, all day, I had an event I wanted to attend but due to the time frame of the interview, I didn't think I would make it. The event was to say goodbye to a couple who I had on my caseload as houseparents at Medina Children's home....Dennis and Connie Triplett.
There are no accidents and as I drove to the interview I got a call from the people and asked if I could come in a little earlier... ABSOLUTELY!! I got there, had my interview (which was great) and then headed back to be at the ceremony!
Now let me explain a bit about what houseparents are....
Houseparents are generally a couple who have decided that the life they live isn't near as important as the lives of others and sacrifice that to go serve children. Most of the time, these are simply well meaning folks who want to give back and have absolutely NO IDEA of what they are stepping into. Being a houseparent is no easy task... Its takes alot of work, alot of love, alot of patience, alot of understanding, alot of "shifting" and changing....It takes special people to do this job! These two folks are special for sure!
When they take the job, they are generally required to take on anywhere from 6 to 10 children who have been abandoned, abused, neglected, etc.... and offer them a home environment with morals, standards and lessons that would not generally be instilled in their lives from their current or past situations.
The kids have all kinds of issues and problems and can range from minor to sever in behavioral problems... Cases that even the best trained professionals struggle with. Housparents (in my experience) generally don't have any specific training in these areas and simply take on the role from the goodness of their heart with a desire and passion to create a better life for kids....Human beings DESERVING of a great life!
When I started at Medina Children's Home, this couple was one of the first I worked with as they had some troubles going on in their "cottage" and I was to help them manage these troubles. Not only were these two people wonderful with the kids, they were ALWAYS eager to learn better tools to help them manage these problems and assist these kids into a better future...They were always ready and eager to help in any way they could.
As I got to know these people, I found they were a couple with a huge heart, a passion for their faith that was unmatched and a desire to serve that was inspirational... I was taken by them from the start!
I moved on from Medina Children's home but even to this day I stay in touch with the houseparents and kids... It is/was a true blessing to be a part of the process at this home and to watch as these kids grow and blossom into young men and women with the past behind them and a bright future ahead... Puts a smile on my face as I type this!
Due to circumstances beyond their control, they had to give up the role of houseparents but stayed on with the organization because of their love for the mission, the kids AND the single moms at this place... They refused to give up, or give in and continued on in other roles at the home spreading their love and care for the people needing help there.
They were always ready to take on the "problems" and gave their time and personal space up whenever it was asked of them... They would take kids to places when we didn't have others, take kids into their homes when problems arose and more direct attention was needed....To me, they always were ready to offer any hand they could... DEFINITELY people I could count on in hard times....I am forever grateful for their service! If not for them, I am quite certain we would have "lost" a few of those kids who are now doing fantastic!
As life goes, opportunity knocked for them and they decided that their mission and time with MCH was completed and heard the calling to bring their hearts and passion for their faith to other areas to serve... Although it was a difficult decision for them, they answered that calling and put int heir resignation with Medina Children's Home....yesterday was their going away party and I was NOT going to miss this!!
So, I went to my interview, drove from 10:00am until 6:00pm to get back to Medina Children's Home and as I walked into the gym at the home to take part in the ceremony, EXHAUSTED from my day of driving, I saw kids and single moms from the home standing up and acknoledging them for their service.... I was energized again!!
As many of you know, I am just a big ole softy at heart and I was moved to tears numerous times as each person stood up and stated how meaningful this couple was/is in their lives.
Of course, I wanted to stand up in front of that room as well and say my part but I just sat back and soaked in the love and compassion from others and just allowed myself to be covered with the love being spread to them from the lives they had touched... What a wonderful experience it was!
I felt it was necessary to blog this experience as it really did move me and I always think its important to give credit where credit is due.
I am unable to mention names of the kids or other people they touched, I can fill you in on some of the impact they made.
I saw kids who were MORE than a handful that came into the home with WAR on their minds, battle in their hearts and struggle as their crutch, turn into fine young people with standards, morals and drive that would not have ever been instilled without the care and love of this couple.
One young man that was in their care who came from terrible abuse is now in college, DRIVING his way through with a passion and determination for excellence... A young woman who came to the home lost, quiet, introverted....Now a college student taking 20+hours a semester, joined the Sorority, making a 3.7-3.8gpa, a passion to become a doctor and the drive to make it happen.... Single mothers who were lost, and through the ministry of this couple have now found Christ and HOPE and BETTERMENT for their lives and the lives of their children... All, in my opinion, because of this wonderful couple! And this is just a glimpseof their accomplishments!
I spoke to Dennis last night before I left, hugged them both, wished them luck and reminded them....
"I know you are like me and the reason you do this work is because you want to make a difference....and like me, you know that if you change just ONE LIFE its worth every step, every struggle and every hardship.... YOU GUYS have impacted and changed more lives here than you will ever know!"
And I mean it!!
So, with this blog, I want to celebrate Oma and Opa and all they have done and will do to touch the lives of others. You deserve the recognition and the praise! The lives of others are forever better because of you!!
I wish you Gods speed in your endeavors....I wish nothing but great things ahead for you and yours.... I am excited to know that there are still people like you in this world because just a short time watching the news or any TV show will make any of us easily forget that the world is not full of selfishness and hate....There is LOVE and CARING and COMPASSION still in this world and you are both the epitome of all of those wonderful things and more! The people out there in the world that are waiting on the path you are walking have no idea how wonderful an experience they are getting ready to have....Have no idea how impacting your presence will be in their lives and I am excited to know you guys will be out there touching those lives!
I will miss you both and I am so very blessed to have gotten to know you and been a part of your lives and witnessed the impact you have made in the lives of others... Way to go guys!!! WAY TO GO!!!!!!
Oma and Opa, you always have a friend in Donna and I! You are special people and I can tell you for sure that you have two cheerleaders here in Texas that see what you have to offer and are excited! Go live large, keep finding the life you deserve, always know with every step you take you are leaving a footprint in the heart and lives of others... KEEP ON ROCKIN!!
I want to end this with a story of Imo, the Hunreth Monkey.... THIS is representative of you both!
The Japanese monkey, Macaca Fuscata, had been observed in the wild for a period of over 30 years.In 1952, on the island of Koshima, scientists were providing monkeys with sweet potatoes dropped in the sand. The monkey liked the taste of the raw sweet potatoes, but they found the dirt unpleasant. An 18-month-old female named Imo found she could solve the problem by washing the potatoes in a nearby stream. She taught this trick to her mother. Her playmates also learned this new way and they taught their mothers too.
This cultural innovation was gradually picked up by various monkeys before the eyes of the scientists. Between 1952 and 1958 all the young monkeys learned to wash the sandy sweet potatoes to make them more palatable. Only the adults who imitated their children learned this social improvement. Other adults kept eating the dirty sweet potatoes.
Then something startling took place. In the autumn of 1958, a certain number of Koshima monkeys were washing sweet potatoes -- the exact number is not known. Let us suppose that when the sun rose one morning there were 99 monkeys on Koshima Island who had learned to wash their sweet potatoes. Let's further suppose that later that morning, the hundredth monkey learned to wash potatoes.
THEN IT HAPPENED!
By that evening almost everyone in the tribe was washing sweet potatoes before eating them. The added energy of this hundredth monkey somehow created an ideological breakthrough!
But notice: A most surprising thing observed by these scientists was that the habit of washing sweet potatoes then jumped over the sea...Colonies of monkeys on other islands and the mainland troop of monkeys at Takasakiyama began washing their sweet potatoes.
Thus, when a certain critical number achieves an awareness, this new awareness may be communicated from mind to mind.
Although the exact number may vary, this Hundredth Monkey Phenomenon means that when only a limited number of people know of a new way, it may remain the conscious property of these people. But there is a point at which if only one more person tunes-in to a new awareness, a field is strengthened so that this awareness is picked up by almost everyone!
Way to lead the way guys!!
There are no accidents and as I drove to the interview I got a call from the people and asked if I could come in a little earlier... ABSOLUTELY!! I got there, had my interview (which was great) and then headed back to be at the ceremony!
Now let me explain a bit about what houseparents are....
Houseparents are generally a couple who have decided that the life they live isn't near as important as the lives of others and sacrifice that to go serve children. Most of the time, these are simply well meaning folks who want to give back and have absolutely NO IDEA of what they are stepping into. Being a houseparent is no easy task... Its takes alot of work, alot of love, alot of patience, alot of understanding, alot of "shifting" and changing....It takes special people to do this job! These two folks are special for sure!
When they take the job, they are generally required to take on anywhere from 6 to 10 children who have been abandoned, abused, neglected, etc.... and offer them a home environment with morals, standards and lessons that would not generally be instilled in their lives from their current or past situations.
The kids have all kinds of issues and problems and can range from minor to sever in behavioral problems... Cases that even the best trained professionals struggle with. Housparents (in my experience) generally don't have any specific training in these areas and simply take on the role from the goodness of their heart with a desire and passion to create a better life for kids....Human beings DESERVING of a great life!
When I started at Medina Children's Home, this couple was one of the first I worked with as they had some troubles going on in their "cottage" and I was to help them manage these troubles. Not only were these two people wonderful with the kids, they were ALWAYS eager to learn better tools to help them manage these problems and assist these kids into a better future...They were always ready and eager to help in any way they could.
As I got to know these people, I found they were a couple with a huge heart, a passion for their faith that was unmatched and a desire to serve that was inspirational... I was taken by them from the start!
I moved on from Medina Children's home but even to this day I stay in touch with the houseparents and kids... It is/was a true blessing to be a part of the process at this home and to watch as these kids grow and blossom into young men and women with the past behind them and a bright future ahead... Puts a smile on my face as I type this!
Due to circumstances beyond their control, they had to give up the role of houseparents but stayed on with the organization because of their love for the mission, the kids AND the single moms at this place... They refused to give up, or give in and continued on in other roles at the home spreading their love and care for the people needing help there.
They were always ready to take on the "problems" and gave their time and personal space up whenever it was asked of them... They would take kids to places when we didn't have others, take kids into their homes when problems arose and more direct attention was needed....To me, they always were ready to offer any hand they could... DEFINITELY people I could count on in hard times....I am forever grateful for their service! If not for them, I am quite certain we would have "lost" a few of those kids who are now doing fantastic!
As life goes, opportunity knocked for them and they decided that their mission and time with MCH was completed and heard the calling to bring their hearts and passion for their faith to other areas to serve... Although it was a difficult decision for them, they answered that calling and put int heir resignation with Medina Children's Home....yesterday was their going away party and I was NOT going to miss this!!
So, I went to my interview, drove from 10:00am until 6:00pm to get back to Medina Children's Home and as I walked into the gym at the home to take part in the ceremony, EXHAUSTED from my day of driving, I saw kids and single moms from the home standing up and acknoledging them for their service.... I was energized again!!
As many of you know, I am just a big ole softy at heart and I was moved to tears numerous times as each person stood up and stated how meaningful this couple was/is in their lives.
Of course, I wanted to stand up in front of that room as well and say my part but I just sat back and soaked in the love and compassion from others and just allowed myself to be covered with the love being spread to them from the lives they had touched... What a wonderful experience it was!
I felt it was necessary to blog this experience as it really did move me and I always think its important to give credit where credit is due.
I am unable to mention names of the kids or other people they touched, I can fill you in on some of the impact they made.
I saw kids who were MORE than a handful that came into the home with WAR on their minds, battle in their hearts and struggle as their crutch, turn into fine young people with standards, morals and drive that would not have ever been instilled without the care and love of this couple.
One young man that was in their care who came from terrible abuse is now in college, DRIVING his way through with a passion and determination for excellence... A young woman who came to the home lost, quiet, introverted....Now a college student taking 20+hours a semester, joined the Sorority, making a 3.7-3.8gpa, a passion to become a doctor and the drive to make it happen.... Single mothers who were lost, and through the ministry of this couple have now found Christ and HOPE and BETTERMENT for their lives and the lives of their children... All, in my opinion, because of this wonderful couple! And this is just a glimpseof their accomplishments!
I spoke to Dennis last night before I left, hugged them both, wished them luck and reminded them....
"I know you are like me and the reason you do this work is because you want to make a difference....and like me, you know that if you change just ONE LIFE its worth every step, every struggle and every hardship.... YOU GUYS have impacted and changed more lives here than you will ever know!"
And I mean it!!
So, with this blog, I want to celebrate Oma and Opa and all they have done and will do to touch the lives of others. You deserve the recognition and the praise! The lives of others are forever better because of you!!
I wish you Gods speed in your endeavors....I wish nothing but great things ahead for you and yours.... I am excited to know that there are still people like you in this world because just a short time watching the news or any TV show will make any of us easily forget that the world is not full of selfishness and hate....There is LOVE and CARING and COMPASSION still in this world and you are both the epitome of all of those wonderful things and more! The people out there in the world that are waiting on the path you are walking have no idea how wonderful an experience they are getting ready to have....Have no idea how impacting your presence will be in their lives and I am excited to know you guys will be out there touching those lives!
I will miss you both and I am so very blessed to have gotten to know you and been a part of your lives and witnessed the impact you have made in the lives of others... Way to go guys!!! WAY TO GO!!!!!!
Oma and Opa, you always have a friend in Donna and I! You are special people and I can tell you for sure that you have two cheerleaders here in Texas that see what you have to offer and are excited! Go live large, keep finding the life you deserve, always know with every step you take you are leaving a footprint in the heart and lives of others... KEEP ON ROCKIN!!
I want to end this with a story of Imo, the Hunreth Monkey.... THIS is representative of you both!
The Japanese monkey, Macaca Fuscata, had been observed in the wild for a period of over 30 years.In 1952, on the island of Koshima, scientists were providing monkeys with sweet potatoes dropped in the sand. The monkey liked the taste of the raw sweet potatoes, but they found the dirt unpleasant. An 18-month-old female named Imo found she could solve the problem by washing the potatoes in a nearby stream. She taught this trick to her mother. Her playmates also learned this new way and they taught their mothers too.
This cultural innovation was gradually picked up by various monkeys before the eyes of the scientists. Between 1952 and 1958 all the young monkeys learned to wash the sandy sweet potatoes to make them more palatable. Only the adults who imitated their children learned this social improvement. Other adults kept eating the dirty sweet potatoes.
Then something startling took place. In the autumn of 1958, a certain number of Koshima monkeys were washing sweet potatoes -- the exact number is not known. Let us suppose that when the sun rose one morning there were 99 monkeys on Koshima Island who had learned to wash their sweet potatoes. Let's further suppose that later that morning, the hundredth monkey learned to wash potatoes.
THEN IT HAPPENED!
By that evening almost everyone in the tribe was washing sweet potatoes before eating them. The added energy of this hundredth monkey somehow created an ideological breakthrough!
But notice: A most surprising thing observed by these scientists was that the habit of washing sweet potatoes then jumped over the sea...Colonies of monkeys on other islands and the mainland troop of monkeys at Takasakiyama began washing their sweet potatoes.
Thus, when a certain critical number achieves an awareness, this new awareness may be communicated from mind to mind.
Although the exact number may vary, this Hundredth Monkey Phenomenon means that when only a limited number of people know of a new way, it may remain the conscious property of these people. But there is a point at which if only one more person tunes-in to a new awareness, a field is strengthened so that this awareness is picked up by almost everyone!
Way to lead the way guys!!
Wednesday, May 11, 2011
Damn crabs!
So, Shanna went back to Houston for a visit about a month ago. Her intention was to go back for a week and due to "circumstances beyond her control" she ended up staying for a month. I am not clear exactly what unfolded but I do know that she was back spending time with Joseph and some of the other people living "that" life down in Houston.
After Donna and I talking, Donna was able to talk to Shanna and explain that she was not living up to her end of the bargain in regards to what we agreed to with her coming to live with us... This was all the nudge she needed and she decided that she was going to go back to Houston, and back to the life she was living...Sadly, really WORSE than she was living... Today Shanna makes her way back to Houston...No real plans, no real security, and NOTHING secure....WOW!
She has no idea where she will live for sure, Joseph is going to jail, Her father told her he didn't want her living with him so she is apparently going to hop around friends houses until she finds a place she can settle in.
Its sad man, she was really starting to move forward here...Had plans for school, was getting things lined out for an apartment here, was set up for the baby coming...She was making headway! Once again man, CRABS can really be pulling!!
When she got back from her Houston visit, he had already discarded many of the things we had worked on together to help Shaylin progress....She was not holding her accountable, had stopped with the potty training, Shaylins tantrums had gotten worse, there was no discipline or consequences for her actions.... Everything we had started to create and put into place to establish some structure with her was pretty much gone.... 6 months of work was gone in 3-4 weeks and she was back in the "Houston Mode" and ready to drive forward in that mode... Nothing left for us to do!
We were in this place once with Brandi and Brandi did the same thing....She went back to Houston, back to the shit she was in before and luckily she saw that what she went back to was not changing and that the only way to a better life was to get away from all of that crap there... All we can hope for is Shanna will do the same, but I am pessimistic about that.
Her father....HER FATHER NOW!!! He told Shanna... "Why don't you just lie to Brad and your Mom and tell them you are going to stay there and go to school.....Get to have the baby there and THEN come back to Houston.... Just a little taste of the influence she has to support her where she is going...Liers, cheaters, enablers, abusers, addicts, no drive, no ambition....VICTIMS!! Just really tears us apart!
The old saying of you "can bring a horse to water, but you cant make him drink" is so true.... She saw the value, saw the benefit, saw the destructiveness of where she was and STILL chose to go back to all of it....What can you do man??? What can you do???
I am not mad, I am not angry, I am not really even disappointed.... We did our part, we risked our safety and opened our home so SHE could come create if differently... It really seemed like we were "dragging her along" the whole time and if she doesn't want it, then that's really OK with me.... I would rather she went and lived the life that makes her happy (as dysfunctional as it appears to me) than live here miserable and fighting the whole time.... She is a grown woman and GETS to make her own choices....
Sadly, those choices don't and wont affect just her... But I have said it before....No one knows what the path or life of another is supposed to be or will be...
I have also learned a lesson in all of this....Now I get to keep my word.... I WILL NOT go rescue her again...I WILL NOT risk my safety and my life for her again.... I WILL NOT sacrifice my time and my life to go and "save her" again.... She has made her choice, she has decided that life is better for her and her children, she has chosen all that crap and dysfunction OVER a life of possibility and I am no one to judge the path of another
Good luck Shanna.... I hope it works out the way you have it made up in your head.... Not just for you, but for the children you are going to be raising in that life... Good luck and remember, we love you and only want the best for you and your children's lives....No matter how that looks!
After Donna and I talking, Donna was able to talk to Shanna and explain that she was not living up to her end of the bargain in regards to what we agreed to with her coming to live with us... This was all the nudge she needed and she decided that she was going to go back to Houston, and back to the life she was living...Sadly, really WORSE than she was living... Today Shanna makes her way back to Houston...No real plans, no real security, and NOTHING secure....WOW!
She has no idea where she will live for sure, Joseph is going to jail, Her father told her he didn't want her living with him so she is apparently going to hop around friends houses until she finds a place she can settle in.
Its sad man, she was really starting to move forward here...Had plans for school, was getting things lined out for an apartment here, was set up for the baby coming...She was making headway! Once again man, CRABS can really be pulling!!
When she got back from her Houston visit, he had already discarded many of the things we had worked on together to help Shaylin progress....She was not holding her accountable, had stopped with the potty training, Shaylins tantrums had gotten worse, there was no discipline or consequences for her actions.... Everything we had started to create and put into place to establish some structure with her was pretty much gone.... 6 months of work was gone in 3-4 weeks and she was back in the "Houston Mode" and ready to drive forward in that mode... Nothing left for us to do!
We were in this place once with Brandi and Brandi did the same thing....She went back to Houston, back to the shit she was in before and luckily she saw that what she went back to was not changing and that the only way to a better life was to get away from all of that crap there... All we can hope for is Shanna will do the same, but I am pessimistic about that.
Her father....HER FATHER NOW!!! He told Shanna... "Why don't you just lie to Brad and your Mom and tell them you are going to stay there and go to school.....Get to have the baby there and THEN come back to Houston.... Just a little taste of the influence she has to support her where she is going...Liers, cheaters, enablers, abusers, addicts, no drive, no ambition....VICTIMS!! Just really tears us apart!
The old saying of you "can bring a horse to water, but you cant make him drink" is so true.... She saw the value, saw the benefit, saw the destructiveness of where she was and STILL chose to go back to all of it....What can you do man??? What can you do???
I am not mad, I am not angry, I am not really even disappointed.... We did our part, we risked our safety and opened our home so SHE could come create if differently... It really seemed like we were "dragging her along" the whole time and if she doesn't want it, then that's really OK with me.... I would rather she went and lived the life that makes her happy (as dysfunctional as it appears to me) than live here miserable and fighting the whole time.... She is a grown woman and GETS to make her own choices....
Sadly, those choices don't and wont affect just her... But I have said it before....No one knows what the path or life of another is supposed to be or will be...
I have also learned a lesson in all of this....Now I get to keep my word.... I WILL NOT go rescue her again...I WILL NOT risk my safety and my life for her again.... I WILL NOT sacrifice my time and my life to go and "save her" again.... She has made her choice, she has decided that life is better for her and her children, she has chosen all that crap and dysfunction OVER a life of possibility and I am no one to judge the path of another
Good luck Shanna.... I hope it works out the way you have it made up in your head.... Not just for you, but for the children you are going to be raising in that life... Good luck and remember, we love you and only want the best for you and your children's lives....No matter how that looks!
Monday, May 9, 2011
One of my tours
So, in timeshare they call the "ups" "tours" and generally you would have 2-3 tours a day... 3-4 tours and you can bet your gunna be absolutely exhausted.... Let me tell you about my last tour in this business....
So I get called to get my next tour, go to the registration desk and get my tour sheet....I call the name off the sheet into the crowd of people in the waiting room and i see a hand raise up. As i make my way towards the hand, I see a young, mid 20's couple who i am moving towards. The girl is tanner than any Caribbean native i have ever seen and her hair bleached blonde... She has a huge purse covered in sparkles and crosses, she has huge bracelets on, a ton of makeup and some gaudy rings on her hand.
The guy is tall, slim, wearing a ball cap and a short sleeved t-shirt....He has two very large tattoos on the inside of his forearms and he has a very serious look on his face, chiseled chin, chest out....THIS is the one who didn't want to come to this!!
The girl walked up, smiled, introduced herself and gave me her name....She turned to the guy and introduced him as her husband and I reached out to shake his hand. He put on a fake smile, gripped my hand with a death grip (I hate that....firm is OK, but seriously, is that necessary?) and we got "cordial."
I went through my spiel and started to warm up with them.... I got them into the pit and spent some time asking questions and getting to know them. As the guy sat down, he had his arms crossed and was actually turned sideways in the chair...He was on the defense and I had to break through if this was going to work!
I asked a bunch of questions and he responded, she responded, but it was still kind of cold.... I asked him what he did and he told me he was in the Army.... I thanked him for his service and asked him what he did in the army.... His response....
"I hunt people..."
And I didn't dig much further into that area, but i did want to know other things....How long he had been in...... "8 years"...... how many times he had been deployed........ "3 times to Iraq" and then started in about their family.
It took a while but i finally found some common interests and gave him enough kuddos that he came around....he had turned to face me, arms uncrossed and he even giggled at some of my lame jokes....I was making some headway!
Her, she was easy....Talk about shopping, tanning or any kind of bling and she was just a chatterbox.... again, NOT who i was going to have to sell on this tour!
So we got through the process and we left for the tour of the resort.... As we drove, their teenage daughter started to call them with a variety of issues.... As they both explained to me (and I am fully aware of having been around teenage girls) was that their daughter would get very dramatic if she didn't get her way or if they went and did things without her and now she was calling with that drama.... I even tried to joke with them and said, "turn off the phone man, I promise you, the drama will be there in an hour!" but they wouldn't listen...
So, while on tour, we would get interrupted about every 20 minutes from this teenage girl...EVERY TIME I would have to re-sell them, re-warm up, get them back on task...etc....
We get to the first condo and I show them around....They LOVE it, ooooohhhs, aaaahhhhhhs and the like everywhere....used some "tie downs" and could tell they wee getting themselves "into the picture".... Perfect!!!
Then........RIIIIING, there goes the cell phone and I can actually hear the girls screaming on the phone... the girl stepped off to the side to deal with the drama and I decided to at least keep the husband interested....
"So, very cool tattoos, what do they represent?"
The tattoos were of matching crosses on both forearms with words scrolled down from just below his bend for his elbow to his wrists...
"They just mean that fear is futile and it can cause you to make serious mistakes....How you can control fear and not let it control you....Along those lines...."
"Very cool!! What inspired you to get those?
"Watching my best friend die in my arms....."
OOOOOPS!!! SHIFT!!! CHANGE THE SUBJECT!!!!
"Oh, I am sorry to hear that...... have you seen this view?"
The girl got off the phone and we continued around to the amenities of the resort.... he explained that he was probably going to be deployed again soon and briefly hit on him going back to Iraq.... Man, I sure wanted his mind to be here at the resort!!
So we walked out to the pool area, the gameroom, the theater, the grill, etc.... as i was showing them around the guy said...
"I feel a little pigment challenged"
and as I looked around I noticed that the crowd was huge (it was a Sunday) and there were a ton of people in and around the pool and other amenities....However, I did NOT notice that me, this guy and his wife were the ONLY white people anywhere to be seen... There were a variety of people of color but not one white person in the large group....to add to it, there were about 6-8 people walking around with tattoos on their necks, stomachs, backs....etc....
As I hurried them from that area, he said...
"Man, are we the only white people here?"
and his wife made a huff at the statement as well....
OK, this is NOT going well!! This sell is falling apart and I still have about an hour of "pitch" left before this is over....OH MY GOD, WHAT AM I GOING TO DO!!??
So as we walked back to the car, I had an idea.....
Let me just get them away from the resort, away from the crowd, away from the hustle and bustle of all the folks....Let me take them down to the lake, drive a little in the hills, go check out the marina.... YEAH, THAT'S IT!!
So, I take them down to the lake, let them know how convenient it is that they get more weekdays than weekends off and how desolate the place is on the weekdays, etc..... We drive down by the lake and I can feel them getting more at ease....Shoot, I might actually be able to save this sell!
We get down to the marina and there is a small driveway to drive around and drop people off at the marina....It goes by a real nice restaurant, the boats are beautiful, the lake is beautiful....People in the water, on the boats, at the boatramp....kids fishing and playing.....Just a GREAT place!!
As I am telling them about the marina and pointing to the place to rent jet skis, I catch movement out of the corner of my eye and notice there are people in the crosswalk to go to the marina.... I turned my head quickly, hit the brakes quickly and even said... "OH SHIT!" as I almost rolled into them in the crosswalk.
The truck came to a stop and about one foot in front of the hood of my truck and about four feet from this soldier that "hunts people" is a family of Mid-Eastern heritage walking in front of my truck, staring at me stupidly because I almost ran them over and the woman is fully dressed with a "Basra" (sp? definition?).... It is light blue, wrapped up on her head, fully covering her body and face and the only think you can see is her eyes and her sandals.... At that very moment, the guy says...
"Jeezus man, I cant get away from these people!"
Right then, I knew that anything else I had to say was going to be absolutely useless... Man, no accidents huh!!??
So we go on the rest of the tour, I try to bring it back around but the spite, the anger, the racism that this guy had inside of him was just too much for him to overlook.... The deal was a "no-go" and in all actuality, they got up and left before the presentation was even completed as the calls from the daughter became more frequent and "urgent."
So the people didn't buy but the story is one for the books for sure.... Just figured I would share....
So I get called to get my next tour, go to the registration desk and get my tour sheet....I call the name off the sheet into the crowd of people in the waiting room and i see a hand raise up. As i make my way towards the hand, I see a young, mid 20's couple who i am moving towards. The girl is tanner than any Caribbean native i have ever seen and her hair bleached blonde... She has a huge purse covered in sparkles and crosses, she has huge bracelets on, a ton of makeup and some gaudy rings on her hand.
The guy is tall, slim, wearing a ball cap and a short sleeved t-shirt....He has two very large tattoos on the inside of his forearms and he has a very serious look on his face, chiseled chin, chest out....THIS is the one who didn't want to come to this!!
The girl walked up, smiled, introduced herself and gave me her name....She turned to the guy and introduced him as her husband and I reached out to shake his hand. He put on a fake smile, gripped my hand with a death grip (I hate that....firm is OK, but seriously, is that necessary?) and we got "cordial."
I went through my spiel and started to warm up with them.... I got them into the pit and spent some time asking questions and getting to know them. As the guy sat down, he had his arms crossed and was actually turned sideways in the chair...He was on the defense and I had to break through if this was going to work!
I asked a bunch of questions and he responded, she responded, but it was still kind of cold.... I asked him what he did and he told me he was in the Army.... I thanked him for his service and asked him what he did in the army.... His response....
"I hunt people..."
And I didn't dig much further into that area, but i did want to know other things....How long he had been in...... "8 years"...... how many times he had been deployed........ "3 times to Iraq" and then started in about their family.
It took a while but i finally found some common interests and gave him enough kuddos that he came around....he had turned to face me, arms uncrossed and he even giggled at some of my lame jokes....I was making some headway!
Her, she was easy....Talk about shopping, tanning or any kind of bling and she was just a chatterbox.... again, NOT who i was going to have to sell on this tour!
So we got through the process and we left for the tour of the resort.... As we drove, their teenage daughter started to call them with a variety of issues.... As they both explained to me (and I am fully aware of having been around teenage girls) was that their daughter would get very dramatic if she didn't get her way or if they went and did things without her and now she was calling with that drama.... I even tried to joke with them and said, "turn off the phone man, I promise you, the drama will be there in an hour!" but they wouldn't listen...
So, while on tour, we would get interrupted about every 20 minutes from this teenage girl...EVERY TIME I would have to re-sell them, re-warm up, get them back on task...etc....
We get to the first condo and I show them around....They LOVE it, ooooohhhs, aaaahhhhhhs and the like everywhere....used some "tie downs" and could tell they wee getting themselves "into the picture".... Perfect!!!
Then........RIIIIING, there goes the cell phone and I can actually hear the girls screaming on the phone... the girl stepped off to the side to deal with the drama and I decided to at least keep the husband interested....
"So, very cool tattoos, what do they represent?"
The tattoos were of matching crosses on both forearms with words scrolled down from just below his bend for his elbow to his wrists...
"They just mean that fear is futile and it can cause you to make serious mistakes....How you can control fear and not let it control you....Along those lines...."
"Very cool!! What inspired you to get those?
"Watching my best friend die in my arms....."
OOOOOPS!!! SHIFT!!! CHANGE THE SUBJECT!!!!
"Oh, I am sorry to hear that...... have you seen this view?"
The girl got off the phone and we continued around to the amenities of the resort.... he explained that he was probably going to be deployed again soon and briefly hit on him going back to Iraq.... Man, I sure wanted his mind to be here at the resort!!
So we walked out to the pool area, the gameroom, the theater, the grill, etc.... as i was showing them around the guy said...
"I feel a little pigment challenged"
and as I looked around I noticed that the crowd was huge (it was a Sunday) and there were a ton of people in and around the pool and other amenities....However, I did NOT notice that me, this guy and his wife were the ONLY white people anywhere to be seen... There were a variety of people of color but not one white person in the large group....to add to it, there were about 6-8 people walking around with tattoos on their necks, stomachs, backs....etc....
As I hurried them from that area, he said...
"Man, are we the only white people here?"
and his wife made a huff at the statement as well....
OK, this is NOT going well!! This sell is falling apart and I still have about an hour of "pitch" left before this is over....OH MY GOD, WHAT AM I GOING TO DO!!??
So as we walked back to the car, I had an idea.....
Let me just get them away from the resort, away from the crowd, away from the hustle and bustle of all the folks....Let me take them down to the lake, drive a little in the hills, go check out the marina.... YEAH, THAT'S IT!!
So, I take them down to the lake, let them know how convenient it is that they get more weekdays than weekends off and how desolate the place is on the weekdays, etc..... We drive down by the lake and I can feel them getting more at ease....Shoot, I might actually be able to save this sell!
We get down to the marina and there is a small driveway to drive around and drop people off at the marina....It goes by a real nice restaurant, the boats are beautiful, the lake is beautiful....People in the water, on the boats, at the boatramp....kids fishing and playing.....Just a GREAT place!!
As I am telling them about the marina and pointing to the place to rent jet skis, I catch movement out of the corner of my eye and notice there are people in the crosswalk to go to the marina.... I turned my head quickly, hit the brakes quickly and even said... "OH SHIT!" as I almost rolled into them in the crosswalk.
The truck came to a stop and about one foot in front of the hood of my truck and about four feet from this soldier that "hunts people" is a family of Mid-Eastern heritage walking in front of my truck, staring at me stupidly because I almost ran them over and the woman is fully dressed with a "Basra" (sp? definition?).... It is light blue, wrapped up on her head, fully covering her body and face and the only think you can see is her eyes and her sandals.... At that very moment, the guy says...
"Jeezus man, I cant get away from these people!"
Right then, I knew that anything else I had to say was going to be absolutely useless... Man, no accidents huh!!??
So we go on the rest of the tour, I try to bring it back around but the spite, the anger, the racism that this guy had inside of him was just too much for him to overlook.... The deal was a "no-go" and in all actuality, they got up and left before the presentation was even completed as the calls from the daughter became more frequent and "urgent."
So the people didn't buy but the story is one for the books for sure.... Just figured I would share....
Time Share sales....
OK, so now let me explain how this works.... I will say, I am AMAZED there has not been a documentary of how this all works because OH MY GOD is it a game!! I will document how it all started and then try to add how the training part of the game worked.... It really is quite a MACHINE and many times during the process, I thought about Pink Floyds song "Welcome to the Machine."
So, day one of training....We were told we would have 3-4 days of training and then we would be cut loose...
On day one, it was me and two other people sitting in a small training room and we were met by a younger woman and the Director of the resort. It was explained to us (and this was a VERY common thing) that we were standing a the door of possibility of making a TON of money.... It was explained to us that this was a job where we could make more money than we could imagine but that there is a method to the madness which we would be taught. We were told how this job is 150% commission and I am one who always cringes when people say....
"As long as you give it 110% then I will have no problems!!"
How the hell is one gunna give MORE than 100%??? Isn't 100% all of it??
Well, she went on to explain.... "Your next three checks are guaranteed to be 400 a week, after that, you are strictly commission, you make 7% of every sale until you reach "bonus" and then after bonus you can make up to 9% commission....Basically, if you make 2 deals a week, you are gunna make over 100k a year."
After explaining this in more detail, I could see the possibility... She went on...
If you draw a "blank" one week (make no sales) then you will get a "draw" check of 400.00 that will come to you but when you make a sale, that money will come out of your commission, do it 2 weeks in a row then you will owe two weeks....So, you get a loan from the company each week you don't make a sale and you have to pay it back when you do make a sale....150% commission..."
Now I get it! HOLY CRAP!!
She went on and explained the days off which would probably not be consecutive....Everybody gets Mondays off and then you are given a second day off during the week but EVERYONE works EVERY Saturday and Sunday. She went on to explain how she would not tolerate tardiness and how she had an "open door policy" how "this is a team here" and how she simply expected us to be professional, dress professional and just have fun.
When she left, she turned it back over to our trainer, a young 30-something girl who was educated to be a teacher but struggled and then came to do sales and made 120k in her first year... She explained her experience and life there and then got to the "SCRIPT"
The funny thing about this business is that in all reality, it is just a play....The salesmen are not salesmen, they are actors! The managers aren't really managers, they are actors.... The entire show is all and act and the only people who don't know they are in the middle of the play are the customers or guests, or "ups" as they are called in other fields of sales... Man, is it a game!
So, for the first three days, we are to hand write the script and memorize it....It is broken up into thirteen parts... Each part is vital to the process and each part is scripted
1. Meet and Greet
2. Warm up
3. Gifts
4. Survey
5. Break the Pact
6. Comparables
7. Concept
8. White Book
9. Property Tour
10. RCI
11. T-Sheet
12. Ask for the Money
13. Turn the Table
Every step has a scripted part and you are expected to know the script word for word and play the part with the script word for word. You are tested every day on your ability to recite the script and are continuously tested on it after training.
The first three days is focused on memorizing the script....I would get off at 5:00pm and then be up until midnight learning the script, re-writing it, memorizing it....Man, I had not done this much memorization since my time going through my work to become a Mason...WHEW!!!!
Day four, we were scheduled to "ride" with other salesmen to get a feel for how it works... Talk about screwing you up!!
It was explained to us how vital it was to know the script word for word and present it in such fashion and every salesperson I went with used the script, but presented it in a different way... Talk about confused!!
The bad thing about my personality is if I don't understand something, it makes me feel stupid and if I feel stupid that makes me irritated and short, so the time "riding" just aggravated me because even after riding, I was told I HAVE to recite the script with the ups word for word... I will say, I was ready to go after my second ride....I had the script down and these guys were just messing me up...Let me go fail and learn myself!
My first Sunday at the job, I was put out on my own... Man, i was nervous....Trying to remember the script, trying to keep it simple, working to not lose my place in the script....Its more difficult than you think!! If you start into the process and the "up" asks a question or interrupts you, BAM! you are lost in the process and have to remember where you are without giving away to the up that you are remembering a script....HOLY HELL!!
This process is TRULY exhausting...You have to be personable, friendly, find a common bond, make sure you are getting viable information out of the ups to use in the sale, keep it lively, remember the script and not be too serious....I tell ya, my first three or four days was harder than even my days in my 20's as a roofer....I was completely and totally spent!! The first Sunday on my own, I got home and felt like my legs were 300lbs of noodles, my torso was knotted and tense, my eyes felt like the weighed 800lbs but my head would NOT shut up!! The script, the people, the process....Man, it was just soooooooo much to take in....
Donna was there that first Sunday night and I tried to lay down, completely exhausted, at 11:00pm ready to go to bed, but my head was so busy, my thoughts going so many directions, my day just going through my head, kicking myself for the steps I had missed, etc....I could not sleep....It literally felt like I had a mouse running around in the frontal lobe of my brain.... I had to get up and sit out on the porch and just let it all unwind.... I got to bed that night at 2:00am.
So let me take you through how it works.... Again, it really is amazing to me how this has not been on some undercover documentary from some news series...
I was told when I started by one of the long time people in the company..... "This is all a play....You have your actors (the sales reps and managers) the stage (the sales room) a Director (the sales director) and everyone is here to play their part!"
The marketing of this is incredible.... The company gives a variety of gifts....Cruises, trips to Orlando or Las Vegas (with restrictions in small print), gas cards, the opportunity to win 49k or a new car, there are registration booths at every mall, every festival, every trade day, every event, every zoo, function or public gathering you can think of....Sign your name, drop a card in to win the car or the cruise and you have sealed your fate....You will be hounded by phone and snail mail, e-mail, or whatever until you commit to come get your free gifts and hear an hour and a half presentation (which is stated to be required for you to receive your gifts)
1. Meet and Greet
The object is to make a great first impression, smile, call out the ups name, approach them and introduce yourself.... "Hi, welcome to the Hill Country resort, my name is Brad, I will be your tour guide today..." and the script goes on to the next step....
We walk from the visitor center to the sales floor (called THE PIT) where there are a large amount of tables in the room, music playing kind of loud, the buzz of the other salesmen and people talking, every "up" facing a certain way and situated just as directed to sit, there is a "front end" section and a "back end" section that helps the other actors in their portion of the play.... The room is just a BUZZ of energy, noise, activity.... Remember, there are generally 100+ tours scheduled EVERY day, 30+ sales reps on staff and 20-25 of those reps there any given day...all 30+ on weekends.
2.Warm up
Make a friend, find a common bond.... "so, ever been in this area before? What brings you out here (Duh, the frickin gifts!!)... How did you get off today? What are your kids names, how long have you been married, where are you originally from, yada, yada, yada.... It is recommended that this part of the process be at LEAST 15 minutes and you are encouraged to find a way to break the ice with these people where you are becoming their friend...a person they can trust.... Remember, this process is FAST and ALOT of information is given very quickly...again, all part of the machine!!
3. Gifts
"So, lets see what you came out down here for today...." and you go in to explain the gifts they have.... They vary and sometimes the gifts aren't as extravagant as the others, so you just explain them to them. At the end, you ask them "Do you have ANY questions about your gifts?" Because the idea is that the ONLY reason the people are there is FOR the gifts....Once all the questions are answered about the gifts, then they can focus on what you have to say about the program.... (and the answers about the gifts are scripted....If they ask a question outside of the script, you are to say "I am new, I don't really know that answer, I don't want to lead you wrong (build trust right) so when we get back, I will make sure those questions get answered" (which the questions are NEVER remembered by the end of the presentation but you have now got that portion of the process out of their head.)
4. Survey
This is BY FAR the MOST important part of the process....This is where you are getting the ammo to use to secure the sell... Its so subtle, most people NEVER get what is happening but the better you do this part of the play, the more secure you are in getting YOUR part of the process completed. "Let me tell you a little about our company......" and then you tell them you are completing a "vacation planner" and there are "no right or wrong answers" "We ask you these questions, you answer as honestly as you can, we take your answers and send them to corporate which uses your answers to build our resorts to suit you and people like you so just give me your honest responses....."
Now this survey asks things like "when was your last vacation" (which tells you how much the travel and IF they vacation) "How much did it cost you" (so now you know how much they generally spend on a week) "How many weekend getaways do you take? How much do those cost you" (now you know about how much they spend a month on getting away and how much money they are spending each year on FUN....This is a VITAL tool later in the game and in the closing) "Where do you REALISTICALLY see yourself vacationing in the next three to five years?" (this is vital because it gives us an idea on how much money they plan to spend, where they intend to go and allows us to use this again later to show them how to do it cheaper....Again, all part of a VERY big process and NOW you have JUST become part of the machine...And you don't even know it!)
The survey gets very detailed and this is a point you can continue to warm up....remember, people LOVE to talk about themselves.... "So Bob and Mary, how did you like going to New Orleans? I have never been there, what are some of the fun things to do there in case I ever want to go" (I have been to New Orleans 3 times)....And man, the people now will go on forever....Just be interested and make them think their vacation is the coolest you have ever heard....Gets them excited about taking the next one...
Do you hear the song in your head???
"Welcome my son, welcomeeeee to the machine!!!"
5. Break the Pact
It is a VERY well known thing that couples come out to this resort with one not wanting to go, it is also very well known that they make a "pact" when they come out that they are "not going to buy anything"...As a matter of fact, in the process, you even make jokes about it... "Oh I know how it went, "Honey, I don't care what they say, we aren't buying anything" so just keep an open mind OK?
Anyway, this is the process that is so simple, so very subtle, and OH MY GOD, its so much more powerful than you think!!
"So Bob and Mary, what did you expect when you came out here today? Well, let me explain... We invited you out here today because every time we build new condos (there hasn't been a new condo built in years) we invite people like you to come and see what we have to offer....IF YOU LIKE IT AND YOU CAN SEE HOW IT WILL BENEFIT YOUR FAMILY, THEN I AM GOING TO ASK YOU TODAY TO BECOME MY NEWEST OWNER... (and you reach out to shake their hand) once your hand has been taken, the PACT is broken.... The word they gave each other when leaving the house has just been re-established with you....man, such a subtle twist but so impacting... I have read other things like this in different manipulations of thoughts...its planting a seed and reaching in to that part inside all of us that makes us value our word....some not as strong as others, but its there! Trust me, these resorts weren't built on luck!)
6. Comparables
Once the pact has been broken, then you go to another sheet of comparables....This shows you in writing and with queuing comparables of what people are doing now in regards to their vacations and showing them how to do it "BETTER" and more "COST EFFECTIVE".... Here is the first place "numbers" really come into play with the ups knowledge... You take the cost they are spending on a variety of vacations (which we can answer to with our resorts) and then show them how stupid they are for spending their money that way and how brilliant they would be if they spent it our way.... Again, a very subtle way to keep nurturing the seed you have planted....the information is fast, scripted and really doesn't give the up time to consider any other options... Its not a joke, its real numbers, real money they are spending and this shows them how they could spend it with us and have just as much fun with an enormous amount of savings over a lifetime of vacationing....
I will say right now, before I go any further, and I will say it again throughout this.... I BELIEVE IN THE PRODUCT THEY ARE SELLING!!
What I was selling is a weeks vacation, quality time, memories spent with family, things that will literally change peoples lives....The only way a person could lose on this deal is to NOT USE IT!!
I have worked with struggling families, problem marriages, problem kids, etc....or a VERY long time.... One of the KEY things in those problems is that families DON'T spend quality time together.... I am a firm believer that if families took more interest in spending quality time together, there would be ALOT less breakdowns in the family structure we see today.... With that said, let me continue....
So you take the people through a process of what they are spending and then show them how they could have the same experiences with us for alot less money.... Generally, people are dumbfounded by now, seeing the amount of money they are spending on just fun stuff....AND how they are spending it WITHOUT spending quality time TOGETHER!! Its CRAZY!!
7. Concepts
This portion of the process is also done on a worksheet....Its funny, they teach and teach and teach you how your "pen" is a magic wand and the people will follow your pen....It is SOOOOOOOO True!!! I can direct peoples attention anywhere I want with a simple movement of my pen....I can break their concentration or direct their concentration with JUST my pen.... And folks, I now there are skeptics out there who will say "Oh no, not me....I am brighter than that" let me again remind you....This place has 14 resorts all over the USA...RESORTS!! Not hotels.... THOUSAANDS of owners and it was all done with this process....Don't think it doesn't work! 120-180k of business from ONE resort a day, EVERY day (average) with 14 resorts....you do the math!
In concepts, you are showing the people how they are "renting" their vacations and how "renting" is "bad" and then show them how to "own" their vacations and how owning is "good".... Again its a GREAT concept and there is alot of truth to it.... If people will use this program like its intended, it really is a GREAT thing for families!
You explain in concepts how most people use hotels to vacation, how you rent hotels, how silly that is and then show them how they can get a 2bdrm, 2ba condo with us, that's exclusive, at a resort, with all the amenities, etc, is the smarter buy.... You are also explaining to them how you are buying a "week of vacation" for the rest of their life, their kids lives, etc....
8. White book
This is the part where you have covered the money, what they are spending, shown them how they are wasting their money and then you get to the White Book which is the notebook with all the pictures of all the resorts. You go through each resort, what they have to offer, what the area has to offer, by using the information they have given you on the survey, you make sure to hit on the topics that are of interest to them and their families and "SELL" it! You take a short amount of time to explain how the weeks ownership works and then you take them out on property to see the resort they have been "invited to."
9. Property tour
This was part of my favorite thing in the process....It got me out of the big ass room (the pit) with the loud music (to cover the voices of the people next to your table going over the same script) where the ups are facing away from the front of the room (for a reason) and it really felt like you were in the "wheels" of the machine... This got us outside on the property.
This was the good part because the resort and the area are beautiful so it really just sold itself. We would go out and see a 2 level condo, then go tour the amenities, I would take them down to the lake, explain all the cool places around us, go show them a one story condo....SELL, SELL, SELL!!! But don't oversell....Let it sell itself!
The goal for a sales rep is to get the people to this point and leave the last condo with no other reason to not do this BUT the money.... My job was to sell it to every personality, every type of person, use the survey and our amenities to fit their lifestyle and then ask them....
"So, you love it right?"
"Oh yes, I/WE LOVE IT"
"You see how it benefits you and your family right?"
"Oh absolutely!!"
"So what would stop you TODAY from becoming my newest owner?"
"Uhhhhhmmmmm, THE MONEY"
And if you get ANY other answer than that, you have NOT done your job....As one of the old timers there explained to me.... "Your job is to funnel it all down to where the ONLY reason they wouldn't do this is the money....If you do that, you have done your job!"
If you get answers like.... "Oh this just isn't for me" or "this isn't suiting my lifestyle" or "I would never use it" or ANY OTHER excuse but the money, you have missed them somewhere in the process.... But I learned the keys to this quickly....I had a few people who gave me those other answers but once I understood "tie downs" I never had this problem again....Let me take a sidenote to explain...
"Tie Downs" is "putting them in the picture" and again, it is so friggin subtle but I actually SAW it work time and time again.... Amazing how manipulative words can be when put in the right order....
A "tie down" is simply asking the person.... "So, do you see yourself using more of the resorts here in Texas or more the ones outside of Texas?" "So, do you see yourself out here BBQ-ing or inside making cookies?" "So, when I come to look for you am I going to find you at the pool or at the horseshoe pits" "So, will your kids like the gameroom or the movie theater better?"
Shit like that....Those are tie downs and man, I saw it work over and over again....People all resistant to the place and the process but after asking these questions, holy shit, they would really start to just see themselves at the resort, doing those things, making those choices....It really was incredible to see this shift!
10. RCI
"RCI stands for Resorts Condominiums International and when you become my newest owner TODAY, you will get enrolled into RCI."
Back in the survey section, you ask the people where their DREAM vacation is....If they could go anywhere in the world, where would they go...And you ask for 2-3 places.... Again, a tool to use later, NOW!
So after showing them the tour, explaining all the benefits and getting them to it being nothing more than the MONEY, you drop/pitch RCI....The way to make your dreams a reality!!
"RCI works like a checking account....you put your money in, you take your money out.....RCI works the same way...You deposit your week in, then you take your weekout. So, Bob and Mary, in about 2 weeks, you will get your owners card (love those little subtle sales notes huh)....Lets say you don't want to use any of the resorts for your week....the kids have moved off....it time for you guys to live your dreams.... So you call the 1-800 number on your owners card and tell them "I want to deposit my week" and then hang up the phone (then you bring this 1" thick book of pictures of resorts onto the table)..."You pull out your RCI book and you guys told me you want to go to Jamaica" (You open up the book to Jamaica or wherever their "bucket list" destination is), "well now you can go to Jamaica!....You open this book, find Jamaica, pick through this list of resorts and find one you like and tell them at RCI the number and time you want to go and you can go stay in Jamaica for your week, 8 days, 7 nights, in at least a 2bdrm, 2ba condo for a transfer fee of 199.00...Bob and Mary, that is 28.00 a day for a 2bdrm, 2ba condo, anywhere in the world for 28.00 a day.... Now you get to make those dreams a reality!"
Then show them the other destinations they stated or show them others that are amazing and beautiful... Its the cherry on top...
"Now Bob and Mary, let me show you what all this costs"
11. T-Sheet
"What we have been talking about is TODAYS offer but we do have an anytime offer...." And you go through a process of just how sweet todays offer is verses the tomorrows offer....And in all reality, based on what people say they spend on vacations and fun, the offer is pretty good.....BUUUUUUUTTTTTTTTT!!!!
The offer is CREATED for the ups to say "NO!" and to say NO because of the money (Down and monthy to be precise)
12. Ask for the money.
Bob and Mary, you told me a little while ago that you were going to spend 90k conservatively over the next 20 years vacationing (and yes, that's realistic...I just havent gone through the process here). So let me ask you, if you could vacation over the next 20 years for 90k (and circle that figure with your pen) or 15,5k for the rest of your life (and circle that figure with a line going to it) WHICH ONE ARE YOU GOING TO DO!? (and they ALWAYS choose the 15,5)
"Of course you are.... Now that's just 3875.00 down today, 36 months at 491.11 a month and then you own it! Bob and Mary, how would you like to take care of that today, cash, credit card, debit card?" (and drop your pen on the tabel and sit back....First one to talk is a sucker!!)
Generally you hear.... "oh man, that down is a killer" or "I have the down but that monthly" or "I love it but the down and the monthly"
And this is EXACTLY what you want them to say....PEEERRRFECT!!!
So now you go back to the script, the play....
"You know Bob and Mary, I understand....This isn't for everyone.... But you know what, you really see the value here in this, you see how this will help your family and I know you had some questions that I couldnt answer because I am new.... Let me call a manager over here to answer your questions and see if HE CAN HELP US!"
You raise your hand and this is.....
13. Turn the table
After raising your hand, you get the attention of the manager at the front of the room (remember, the "ups" are facing a certain way for a reason) and then they come to your table for their part in the play. As they walk up to your table you say.....
"Mr or Ms manager, this is Bob and Mary, they love EVERYTHING about the program, definately see the benefits in owning verses renting, the only thing stopping them from becomiong my newest owners today is the down payment and the monthly....Is there anyhting you can do to HELP US OUT?"
And then the manager goes into his part of the script.... Here is my understanding of how that part is played...
The manager comes up, grabs a seat and "warms up".... "were ya from, what do you do, how long you been doing that, how long you been married????" Etc..... and then they find a common bond..... "Oh your brother drives a dump truck? My uncle does that, been doing it for 20 years....."..... "Oh, you are from San Antonio, I am too??? You know that little BBQ shack on the corner of town by (whatever)? I use to go there all the time"
Now the funny thing here is that the manager probably has never been there or even have an uncle but there is always a BBQ place or Chicken Shack in every town...if there isn't, there use to be so the people always say "Oh yeah, that little red building on the south side of town?" and the manager responds "Yeah, that one....Your right, it was called Henrys now that I remember it....Man, they had good food!"
HOLY CRAP!!!!!
I hear the song........
"Welome my son, welcommmmeeeee to the machine!!!"
After they warm up, they generally say...
"Man, I don't generally work in this department and I was called over today to cover for how busy they are....I generally work in member services" (not true)
SIDE NOTE!!! And its ALWAYS busy....Every day, the marketing department schedules 100+ tours to be there with the gifts....On the weekends, it can be as many as 250 tours A DAY!! The place is always packed and it always works to tell them "Yeah, this is a multi million dollar resort, people are just dying to get in here...You see the crowd...Sorry you had to wait....
And let me tell you, these people will WAIT and WAIT, and WAIT....I had some people that waited as long as 4 hours to take a tour so they could get those bullshit prizes....they have to take the tour to get the prizes and they will WAIT to get them ALLL FRIGGIN day in a room with people and a TV playing AFV (video, repeats), playing bingo, listening to people sing kareoke....Its INSANE what people will endure for something FREE!!
So the manager goes on....
"I work in member services and sometimes I get deeds come across my desk from people that upgrade and go into different seasons or transition up to presidentials...When that happens, I have 4 hours legally that I can hold onto that deed before I have to relist it back to market value....In all reeality, the deed Brad spoke to you about today is TODAYS promotional offer....It is generally set at 19,8k so its a great buy at 15,5k (and generally the people agree) but I am with you, this financing is kinda rough and its done this way because we dont check credit....but hang on....give me just a second...I have an idea.....I might just....Wait right here....I AM GUNNA HELP YOU!
And the manager walks off from the table.... Generally, since the "ups" backs are to the managers, the managers will give you cues behind their back about where to hit them up, to keep talking, entertain the kids, get them some water...Whatever...
They walk off for about 3-5 minutes and then come back... In that 3-5 minutes, the managers take the survey you filled out and go look at their answers, money commitments, places they want to go, etc.....Like I said, the survey is VITAL!! They come back to the table and.....
"OK, I thought I saw this earlier....Like I said, I dont work in this department, I work in another department but I think I have a way to HELP YOU.... I found an old deed that really has the same benefits as the one Brad talked to you about (or depending on the feel of the up, the manager will pitch them a wide array of options)....Let me show you...."
Then they go through the process of explaining the options and how this deed was bought "years ago, before we had a pool or the other resorts...So it was bought alot cheaper....These people just upgraded and I have this deed...After talking to you guys, I can see how this would really help you and your family and want to offer this to you.....You can get this same deed for xxx.xxx and save you xxx.xxx but the killer deal on this deed is it was bought back then and has "VIP time" and you will get that benefit with the purchase of this deed...."
Such a game and such a ploy but the people are just FLOORED!!!!
The down payment is cut in half, the payments are cut in half and now the people are drooling over it.....Torn, twisted, WANT IT!!
BUUUUUTTTTTTT!!!!!!!!!
There is still always the problem of the money and the job of the manager (closer) is to make that money appear....my job is now done...All I do is listen and MAYBE interject some tips I have gotten from them with our time together to give more tools to use to close the deal.
The managers (closers) go back and forth, using mental mind games they gathered from the survey to apply pressure to the ups to get the deal done....the beauty of this is the pressure is there but its never presented from the pitch or the salesmen....the people have put the pressure on themselves with the answers they gave....You are simply reminding them of their answers....
I remember a few years back when in school reading about "mind control" and its amazing how many of those simple gimmicks are incorporated into this process.... Its just amazing to see it unfold.
Now, the way it works is for every 10 No's you get 2 yesses so you are expected to fail 80% of the time... If you arent doing 20% you are missing something in the script or there is a flaw in your process somewhere.....The hardest part of this business is figuring out the game because it changes with each individual.... Every person is different, every person has different hot buttons...Honing your skill allows you to find those better and faster....Until you do that, a day with three ups is fricking exhausting!!
So, the manager gets to a point where the people buy or they dont...If they buy, you are going to have another hour or so with them, if not, you leave and IMMEDIETELY go get another up and start the process all over, EXACTLY the same.
Generally the managers/closers will give you feedback about what needs to be done the next time or to congratulate you but once you are off the table, the saying is....
"Fuck it.....NEXT!"
And you move on!
Now this sounds all simplistic and easy but let me tell you, if people intimidate you or you dont know how to warm up to people, you might as well hang it up!
EVERY person comes through that door expecting a pitch....EVERY person comes in thinking its a scam or there is some catch or whatever....Every person you meet is resistant in some way....some are subtle, some are firm...You have to read it....You have to realize that when a couple sits down, ones going to be more resistant than the other one and the one talking to you and with you IS NOT who you should be working on....You want to get the person that is shut down to come around and its amazing when that light switch turns....You can actually see it....arms unfold, purses get taken out of laps, people actually scoot closer to the table to you....and much of this strategy is in simple little tips and cues...MANIPULATION!!
There is so much to it man....reading people, staying alert, paying attention, listening to people.... Because at anytime that switch can turn RIGHT back off and it does!! ALOT!
If you lose them, you have to get them back....if you win them, you have to keep em won....It really is exhausting in a way that is hard to describe....
When I first started, I saw everyone drinking MONSTERS all day long to keep their energy up (if your energy is up, your ups energy is up) and I tried it.....Found very quickly that MONSTERS make me a MONSTER because after 2 days of taking them, all I wanted to do was choke people!!! LOL!! I stopped those quickly!!
Let me revisit this before I end this portion of it.....
I REALLY DO BELEIVE IN THE PRODUCT!!!!
Sadly, as I have found in all of my professional fields, you CANNOT talk people into their greatness or into betterment of their lives....Sometimes it just takes a little trickery for people to "get it" and this was no different.
I worked for years trying to let people know how to create their life better from a broken down place and it was always tough....This was no different!!!
How can tricking people into spending quality time with their family be a BAD thing?? I mean really, if this tricking keeps one kid off the streets, one family together (because families that play together stay together) then how is it a bad thing???
The place is beautiful...walk around the facility and you dont see any sad faces or mad people....its families having fun, enjoying their time together, BBQ-ing, playing horseshoes, swimming.... It really is the fiber that kept me moving forward in the job....
BUTTTTTTTTTTT...... (always a butt ;) )
The hours were long and tedious....No breaks, no lunches, sometimes working 13 hour days, no set time to know when you would be off work, no pay unless you made a sale (and I made about 1 a week....1 week I made no sells) work every weekend, no paid vacation time, always being harped on for better numbers, so many shallow and uncaring people in the business, the "act" of it all, the egos, the attitudes, the "game" of it all.... THIS was not why I moved to the Hill Country....As a matter of fact, this type of job is one of the very reasons we RAN to the Hill Country... The rat race is not a place I really want to live in anymore.
Plus, (this is a good plus) Donna and I really did not enjoy being apart....It was hard, it was painful and we decided long ago that we want to spend our life together, not apart! We are blessed that after 18 years of being together, we still cant stand to be away from each other....Hardships, trials, pain, struggles....They are all much easier to manage together than apart.... We choose together!
So, as I look back, I am torn....I have a bittersweet feeling about all of it....I went, I failed! It didnt go how I had imagined....
BUUUUTTTTTT had I not gone, I would forever be asking myself "what if" and I have been telling people for a very long time.....
"Never go through life asking "what if" always move forward with "why not." and this is where I find peace in it all!
Truth is found in experience and this experience showed me that my life with Donna and our life together is better than any life apart!
Man, what a ride.... I think about those people who have been doing this type of job for YEARS and how in the world they manage it.... I feel for the young 28-ish year olds who are making 120k a year and telling me they dont have anything to show for it, how they are spending it all as they get it and how much they are going to regret those decisions later.... I think about the families I did sell to and hope they make lasting memories together and that I made an impact in their lives by this play I walked them through.... I will never forget the turkeys in front of my apartment, the wild birds that woke me up, the peacefulness of River Road, my nights going to bed missing Donna and wishing she was close to me, the lonliness I felt when I was sitting on that porch thinking of Donna and my loved ones, my desire to be home, and the game.... I will never forget the game..... WOW, what an experience!
So, day one of training....We were told we would have 3-4 days of training and then we would be cut loose...
On day one, it was me and two other people sitting in a small training room and we were met by a younger woman and the Director of the resort. It was explained to us (and this was a VERY common thing) that we were standing a the door of possibility of making a TON of money.... It was explained to us that this was a job where we could make more money than we could imagine but that there is a method to the madness which we would be taught. We were told how this job is 150% commission and I am one who always cringes when people say....
"As long as you give it 110% then I will have no problems!!"
How the hell is one gunna give MORE than 100%??? Isn't 100% all of it??
Well, she went on to explain.... "Your next three checks are guaranteed to be 400 a week, after that, you are strictly commission, you make 7% of every sale until you reach "bonus" and then after bonus you can make up to 9% commission....Basically, if you make 2 deals a week, you are gunna make over 100k a year."
After explaining this in more detail, I could see the possibility... She went on...
If you draw a "blank" one week (make no sales) then you will get a "draw" check of 400.00 that will come to you but when you make a sale, that money will come out of your commission, do it 2 weeks in a row then you will owe two weeks....So, you get a loan from the company each week you don't make a sale and you have to pay it back when you do make a sale....150% commission..."
Now I get it! HOLY CRAP!!
She went on and explained the days off which would probably not be consecutive....Everybody gets Mondays off and then you are given a second day off during the week but EVERYONE works EVERY Saturday and Sunday. She went on to explain how she would not tolerate tardiness and how she had an "open door policy" how "this is a team here" and how she simply expected us to be professional, dress professional and just have fun.
When she left, she turned it back over to our trainer, a young 30-something girl who was educated to be a teacher but struggled and then came to do sales and made 120k in her first year... She explained her experience and life there and then got to the "SCRIPT"
The funny thing about this business is that in all reality, it is just a play....The salesmen are not salesmen, they are actors! The managers aren't really managers, they are actors.... The entire show is all and act and the only people who don't know they are in the middle of the play are the customers or guests, or "ups" as they are called in other fields of sales... Man, is it a game!
So, for the first three days, we are to hand write the script and memorize it....It is broken up into thirteen parts... Each part is vital to the process and each part is scripted
1. Meet and Greet
2. Warm up
3. Gifts
4. Survey
5. Break the Pact
6. Comparables
7. Concept
8. White Book
9. Property Tour
10. RCI
11. T-Sheet
12. Ask for the Money
13. Turn the Table
Every step has a scripted part and you are expected to know the script word for word and play the part with the script word for word. You are tested every day on your ability to recite the script and are continuously tested on it after training.
The first three days is focused on memorizing the script....I would get off at 5:00pm and then be up until midnight learning the script, re-writing it, memorizing it....Man, I had not done this much memorization since my time going through my work to become a Mason...WHEW!!!!
Day four, we were scheduled to "ride" with other salesmen to get a feel for how it works... Talk about screwing you up!!
It was explained to us how vital it was to know the script word for word and present it in such fashion and every salesperson I went with used the script, but presented it in a different way... Talk about confused!!
The bad thing about my personality is if I don't understand something, it makes me feel stupid and if I feel stupid that makes me irritated and short, so the time "riding" just aggravated me because even after riding, I was told I HAVE to recite the script with the ups word for word... I will say, I was ready to go after my second ride....I had the script down and these guys were just messing me up...Let me go fail and learn myself!
My first Sunday at the job, I was put out on my own... Man, i was nervous....Trying to remember the script, trying to keep it simple, working to not lose my place in the script....Its more difficult than you think!! If you start into the process and the "up" asks a question or interrupts you, BAM! you are lost in the process and have to remember where you are without giving away to the up that you are remembering a script....HOLY HELL!!
This process is TRULY exhausting...You have to be personable, friendly, find a common bond, make sure you are getting viable information out of the ups to use in the sale, keep it lively, remember the script and not be too serious....I tell ya, my first three or four days was harder than even my days in my 20's as a roofer....I was completely and totally spent!! The first Sunday on my own, I got home and felt like my legs were 300lbs of noodles, my torso was knotted and tense, my eyes felt like the weighed 800lbs but my head would NOT shut up!! The script, the people, the process....Man, it was just soooooooo much to take in....
Donna was there that first Sunday night and I tried to lay down, completely exhausted, at 11:00pm ready to go to bed, but my head was so busy, my thoughts going so many directions, my day just going through my head, kicking myself for the steps I had missed, etc....I could not sleep....It literally felt like I had a mouse running around in the frontal lobe of my brain.... I had to get up and sit out on the porch and just let it all unwind.... I got to bed that night at 2:00am.
So let me take you through how it works.... Again, it really is amazing to me how this has not been on some undercover documentary from some news series...
I was told when I started by one of the long time people in the company..... "This is all a play....You have your actors (the sales reps and managers) the stage (the sales room) a Director (the sales director) and everyone is here to play their part!"
The marketing of this is incredible.... The company gives a variety of gifts....Cruises, trips to Orlando or Las Vegas (with restrictions in small print), gas cards, the opportunity to win 49k or a new car, there are registration booths at every mall, every festival, every trade day, every event, every zoo, function or public gathering you can think of....Sign your name, drop a card in to win the car or the cruise and you have sealed your fate....You will be hounded by phone and snail mail, e-mail, or whatever until you commit to come get your free gifts and hear an hour and a half presentation (which is stated to be required for you to receive your gifts)
1. Meet and Greet
The object is to make a great first impression, smile, call out the ups name, approach them and introduce yourself.... "Hi, welcome to the Hill Country resort, my name is Brad, I will be your tour guide today..." and the script goes on to the next step....
We walk from the visitor center to the sales floor (called THE PIT) where there are a large amount of tables in the room, music playing kind of loud, the buzz of the other salesmen and people talking, every "up" facing a certain way and situated just as directed to sit, there is a "front end" section and a "back end" section that helps the other actors in their portion of the play.... The room is just a BUZZ of energy, noise, activity.... Remember, there are generally 100+ tours scheduled EVERY day, 30+ sales reps on staff and 20-25 of those reps there any given day...all 30+ on weekends.
2.Warm up
Make a friend, find a common bond.... "so, ever been in this area before? What brings you out here (Duh, the frickin gifts!!)... How did you get off today? What are your kids names, how long have you been married, where are you originally from, yada, yada, yada.... It is recommended that this part of the process be at LEAST 15 minutes and you are encouraged to find a way to break the ice with these people where you are becoming their friend...a person they can trust.... Remember, this process is FAST and ALOT of information is given very quickly...again, all part of the machine!!
3. Gifts
"So, lets see what you came out down here for today...." and you go in to explain the gifts they have.... They vary and sometimes the gifts aren't as extravagant as the others, so you just explain them to them. At the end, you ask them "Do you have ANY questions about your gifts?" Because the idea is that the ONLY reason the people are there is FOR the gifts....Once all the questions are answered about the gifts, then they can focus on what you have to say about the program.... (and the answers about the gifts are scripted....If they ask a question outside of the script, you are to say "I am new, I don't really know that answer, I don't want to lead you wrong (build trust right) so when we get back, I will make sure those questions get answered" (which the questions are NEVER remembered by the end of the presentation but you have now got that portion of the process out of their head.)
4. Survey
This is BY FAR the MOST important part of the process....This is where you are getting the ammo to use to secure the sell... Its so subtle, most people NEVER get what is happening but the better you do this part of the play, the more secure you are in getting YOUR part of the process completed. "Let me tell you a little about our company......" and then you tell them you are completing a "vacation planner" and there are "no right or wrong answers" "We ask you these questions, you answer as honestly as you can, we take your answers and send them to corporate which uses your answers to build our resorts to suit you and people like you so just give me your honest responses....."
Now this survey asks things like "when was your last vacation" (which tells you how much the travel and IF they vacation) "How much did it cost you" (so now you know how much they generally spend on a week) "How many weekend getaways do you take? How much do those cost you" (now you know about how much they spend a month on getting away and how much money they are spending each year on FUN....This is a VITAL tool later in the game and in the closing) "Where do you REALISTICALLY see yourself vacationing in the next three to five years?" (this is vital because it gives us an idea on how much money they plan to spend, where they intend to go and allows us to use this again later to show them how to do it cheaper....Again, all part of a VERY big process and NOW you have JUST become part of the machine...And you don't even know it!)
The survey gets very detailed and this is a point you can continue to warm up....remember, people LOVE to talk about themselves.... "So Bob and Mary, how did you like going to New Orleans? I have never been there, what are some of the fun things to do there in case I ever want to go" (I have been to New Orleans 3 times)....And man, the people now will go on forever....Just be interested and make them think their vacation is the coolest you have ever heard....Gets them excited about taking the next one...
Do you hear the song in your head???
"Welcome my son, welcomeeeee to the machine!!!"
5. Break the Pact
It is a VERY well known thing that couples come out to this resort with one not wanting to go, it is also very well known that they make a "pact" when they come out that they are "not going to buy anything"...As a matter of fact, in the process, you even make jokes about it... "Oh I know how it went, "Honey, I don't care what they say, we aren't buying anything" so just keep an open mind OK?
Anyway, this is the process that is so simple, so very subtle, and OH MY GOD, its so much more powerful than you think!!
"So Bob and Mary, what did you expect when you came out here today? Well, let me explain... We invited you out here today because every time we build new condos (there hasn't been a new condo built in years) we invite people like you to come and see what we have to offer....IF YOU LIKE IT AND YOU CAN SEE HOW IT WILL BENEFIT YOUR FAMILY, THEN I AM GOING TO ASK YOU TODAY TO BECOME MY NEWEST OWNER... (and you reach out to shake their hand) once your hand has been taken, the PACT is broken.... The word they gave each other when leaving the house has just been re-established with you....man, such a subtle twist but so impacting... I have read other things like this in different manipulations of thoughts...its planting a seed and reaching in to that part inside all of us that makes us value our word....some not as strong as others, but its there! Trust me, these resorts weren't built on luck!)
6. Comparables
Once the pact has been broken, then you go to another sheet of comparables....This shows you in writing and with queuing comparables of what people are doing now in regards to their vacations and showing them how to do it "BETTER" and more "COST EFFECTIVE".... Here is the first place "numbers" really come into play with the ups knowledge... You take the cost they are spending on a variety of vacations (which we can answer to with our resorts) and then show them how stupid they are for spending their money that way and how brilliant they would be if they spent it our way.... Again, a very subtle way to keep nurturing the seed you have planted....the information is fast, scripted and really doesn't give the up time to consider any other options... Its not a joke, its real numbers, real money they are spending and this shows them how they could spend it with us and have just as much fun with an enormous amount of savings over a lifetime of vacationing....
I will say right now, before I go any further, and I will say it again throughout this.... I BELIEVE IN THE PRODUCT THEY ARE SELLING!!
What I was selling is a weeks vacation, quality time, memories spent with family, things that will literally change peoples lives....The only way a person could lose on this deal is to NOT USE IT!!
I have worked with struggling families, problem marriages, problem kids, etc....or a VERY long time.... One of the KEY things in those problems is that families DON'T spend quality time together.... I am a firm believer that if families took more interest in spending quality time together, there would be ALOT less breakdowns in the family structure we see today.... With that said, let me continue....
So you take the people through a process of what they are spending and then show them how they could have the same experiences with us for alot less money.... Generally, people are dumbfounded by now, seeing the amount of money they are spending on just fun stuff....AND how they are spending it WITHOUT spending quality time TOGETHER!! Its CRAZY!!
7. Concepts
This portion of the process is also done on a worksheet....Its funny, they teach and teach and teach you how your "pen" is a magic wand and the people will follow your pen....It is SOOOOOOOO True!!! I can direct peoples attention anywhere I want with a simple movement of my pen....I can break their concentration or direct their concentration with JUST my pen.... And folks, I now there are skeptics out there who will say "Oh no, not me....I am brighter than that" let me again remind you....This place has 14 resorts all over the USA...RESORTS!! Not hotels.... THOUSAANDS of owners and it was all done with this process....Don't think it doesn't work! 120-180k of business from ONE resort a day, EVERY day (average) with 14 resorts....you do the math!
In concepts, you are showing the people how they are "renting" their vacations and how "renting" is "bad" and then show them how to "own" their vacations and how owning is "good".... Again its a GREAT concept and there is alot of truth to it.... If people will use this program like its intended, it really is a GREAT thing for families!
You explain in concepts how most people use hotels to vacation, how you rent hotels, how silly that is and then show them how they can get a 2bdrm, 2ba condo with us, that's exclusive, at a resort, with all the amenities, etc, is the smarter buy.... You are also explaining to them how you are buying a "week of vacation" for the rest of their life, their kids lives, etc....
8. White book
This is the part where you have covered the money, what they are spending, shown them how they are wasting their money and then you get to the White Book which is the notebook with all the pictures of all the resorts. You go through each resort, what they have to offer, what the area has to offer, by using the information they have given you on the survey, you make sure to hit on the topics that are of interest to them and their families and "SELL" it! You take a short amount of time to explain how the weeks ownership works and then you take them out on property to see the resort they have been "invited to."
9. Property tour
This was part of my favorite thing in the process....It got me out of the big ass room (the pit) with the loud music (to cover the voices of the people next to your table going over the same script) where the ups are facing away from the front of the room (for a reason) and it really felt like you were in the "wheels" of the machine... This got us outside on the property.
This was the good part because the resort and the area are beautiful so it really just sold itself. We would go out and see a 2 level condo, then go tour the amenities, I would take them down to the lake, explain all the cool places around us, go show them a one story condo....SELL, SELL, SELL!!! But don't oversell....Let it sell itself!
The goal for a sales rep is to get the people to this point and leave the last condo with no other reason to not do this BUT the money.... My job was to sell it to every personality, every type of person, use the survey and our amenities to fit their lifestyle and then ask them....
"So, you love it right?"
"Oh yes, I/WE LOVE IT"
"You see how it benefits you and your family right?"
"Oh absolutely!!"
"So what would stop you TODAY from becoming my newest owner?"
"Uhhhhhmmmmm, THE MONEY"
And if you get ANY other answer than that, you have NOT done your job....As one of the old timers there explained to me.... "Your job is to funnel it all down to where the ONLY reason they wouldn't do this is the money....If you do that, you have done your job!"
If you get answers like.... "Oh this just isn't for me" or "this isn't suiting my lifestyle" or "I would never use it" or ANY OTHER excuse but the money, you have missed them somewhere in the process.... But I learned the keys to this quickly....I had a few people who gave me those other answers but once I understood "tie downs" I never had this problem again....Let me take a sidenote to explain...
"Tie Downs" is "putting them in the picture" and again, it is so friggin subtle but I actually SAW it work time and time again.... Amazing how manipulative words can be when put in the right order....
A "tie down" is simply asking the person.... "So, do you see yourself using more of the resorts here in Texas or more the ones outside of Texas?" "So, do you see yourself out here BBQ-ing or inside making cookies?" "So, when I come to look for you am I going to find you at the pool or at the horseshoe pits" "So, will your kids like the gameroom or the movie theater better?"
Shit like that....Those are tie downs and man, I saw it work over and over again....People all resistant to the place and the process but after asking these questions, holy shit, they would really start to just see themselves at the resort, doing those things, making those choices....It really was incredible to see this shift!
10. RCI
"RCI stands for Resorts Condominiums International and when you become my newest owner TODAY, you will get enrolled into RCI."
Back in the survey section, you ask the people where their DREAM vacation is....If they could go anywhere in the world, where would they go...And you ask for 2-3 places.... Again, a tool to use later, NOW!
So after showing them the tour, explaining all the benefits and getting them to it being nothing more than the MONEY, you drop/pitch RCI....The way to make your dreams a reality!!
"RCI works like a checking account....you put your money in, you take your money out.....RCI works the same way...You deposit your week in, then you take your weekout. So, Bob and Mary, in about 2 weeks, you will get your owners card (love those little subtle sales notes huh)....Lets say you don't want to use any of the resorts for your week....the kids have moved off....it time for you guys to live your dreams.... So you call the 1-800 number on your owners card and tell them "I want to deposit my week" and then hang up the phone (then you bring this 1" thick book of pictures of resorts onto the table)..."You pull out your RCI book and you guys told me you want to go to Jamaica" (You open up the book to Jamaica or wherever their "bucket list" destination is), "well now you can go to Jamaica!....You open this book, find Jamaica, pick through this list of resorts and find one you like and tell them at RCI the number and time you want to go and you can go stay in Jamaica for your week, 8 days, 7 nights, in at least a 2bdrm, 2ba condo for a transfer fee of 199.00...Bob and Mary, that is 28.00 a day for a 2bdrm, 2ba condo, anywhere in the world for 28.00 a day.... Now you get to make those dreams a reality!"
Then show them the other destinations they stated or show them others that are amazing and beautiful... Its the cherry on top...
"Now Bob and Mary, let me show you what all this costs"
11. T-Sheet
"What we have been talking about is TODAYS offer but we do have an anytime offer...." And you go through a process of just how sweet todays offer is verses the tomorrows offer....And in all reality, based on what people say they spend on vacations and fun, the offer is pretty good.....BUUUUUUUTTTTTTTTT!!!!
The offer is CREATED for the ups to say "NO!" and to say NO because of the money (Down and monthy to be precise)
12. Ask for the money.
Bob and Mary, you told me a little while ago that you were going to spend 90k conservatively over the next 20 years vacationing (and yes, that's realistic...I just havent gone through the process here). So let me ask you, if you could vacation over the next 20 years for 90k (and circle that figure with your pen) or 15,5k for the rest of your life (and circle that figure with a line going to it) WHICH ONE ARE YOU GOING TO DO!? (and they ALWAYS choose the 15,5)
"Of course you are.... Now that's just 3875.00 down today, 36 months at 491.11 a month and then you own it! Bob and Mary, how would you like to take care of that today, cash, credit card, debit card?" (and drop your pen on the tabel and sit back....First one to talk is a sucker!!)
Generally you hear.... "oh man, that down is a killer" or "I have the down but that monthly" or "I love it but the down and the monthly"
And this is EXACTLY what you want them to say....PEEERRRFECT!!!
So now you go back to the script, the play....
"You know Bob and Mary, I understand....This isn't for everyone.... But you know what, you really see the value here in this, you see how this will help your family and I know you had some questions that I couldnt answer because I am new.... Let me call a manager over here to answer your questions and see if HE CAN HELP US!"
You raise your hand and this is.....
13. Turn the table
After raising your hand, you get the attention of the manager at the front of the room (remember, the "ups" are facing a certain way for a reason) and then they come to your table for their part in the play. As they walk up to your table you say.....
"Mr or Ms manager, this is Bob and Mary, they love EVERYTHING about the program, definately see the benefits in owning verses renting, the only thing stopping them from becomiong my newest owners today is the down payment and the monthly....Is there anyhting you can do to HELP US OUT?"
And then the manager goes into his part of the script.... Here is my understanding of how that part is played...
The manager comes up, grabs a seat and "warms up".... "were ya from, what do you do, how long you been doing that, how long you been married????" Etc..... and then they find a common bond..... "Oh your brother drives a dump truck? My uncle does that, been doing it for 20 years....."..... "Oh, you are from San Antonio, I am too??? You know that little BBQ shack on the corner of town by (whatever)? I use to go there all the time"
Now the funny thing here is that the manager probably has never been there or even have an uncle but there is always a BBQ place or Chicken Shack in every town...if there isn't, there use to be so the people always say "Oh yeah, that little red building on the south side of town?" and the manager responds "Yeah, that one....Your right, it was called Henrys now that I remember it....Man, they had good food!"
HOLY CRAP!!!!!
I hear the song........
"Welome my son, welcommmmeeeee to the machine!!!"
After they warm up, they generally say...
"Man, I don't generally work in this department and I was called over today to cover for how busy they are....I generally work in member services" (not true)
SIDE NOTE!!! And its ALWAYS busy....Every day, the marketing department schedules 100+ tours to be there with the gifts....On the weekends, it can be as many as 250 tours A DAY!! The place is always packed and it always works to tell them "Yeah, this is a multi million dollar resort, people are just dying to get in here...You see the crowd...Sorry you had to wait....
And let me tell you, these people will WAIT and WAIT, and WAIT....I had some people that waited as long as 4 hours to take a tour so they could get those bullshit prizes....they have to take the tour to get the prizes and they will WAIT to get them ALLL FRIGGIN day in a room with people and a TV playing AFV (video, repeats), playing bingo, listening to people sing kareoke....Its INSANE what people will endure for something FREE!!
So the manager goes on....
"I work in member services and sometimes I get deeds come across my desk from people that upgrade and go into different seasons or transition up to presidentials...When that happens, I have 4 hours legally that I can hold onto that deed before I have to relist it back to market value....In all reeality, the deed Brad spoke to you about today is TODAYS promotional offer....It is generally set at 19,8k so its a great buy at 15,5k (and generally the people agree) but I am with you, this financing is kinda rough and its done this way because we dont check credit....but hang on....give me just a second...I have an idea.....I might just....Wait right here....I AM GUNNA HELP YOU!
And the manager walks off from the table.... Generally, since the "ups" backs are to the managers, the managers will give you cues behind their back about where to hit them up, to keep talking, entertain the kids, get them some water...Whatever...
They walk off for about 3-5 minutes and then come back... In that 3-5 minutes, the managers take the survey you filled out and go look at their answers, money commitments, places they want to go, etc.....Like I said, the survey is VITAL!! They come back to the table and.....
"OK, I thought I saw this earlier....Like I said, I dont work in this department, I work in another department but I think I have a way to HELP YOU.... I found an old deed that really has the same benefits as the one Brad talked to you about (or depending on the feel of the up, the manager will pitch them a wide array of options)....Let me show you...."
Then they go through the process of explaining the options and how this deed was bought "years ago, before we had a pool or the other resorts...So it was bought alot cheaper....These people just upgraded and I have this deed...After talking to you guys, I can see how this would really help you and your family and want to offer this to you.....You can get this same deed for xxx.xxx and save you xxx.xxx but the killer deal on this deed is it was bought back then and has "VIP time" and you will get that benefit with the purchase of this deed...."
Such a game and such a ploy but the people are just FLOORED!!!!
The down payment is cut in half, the payments are cut in half and now the people are drooling over it.....Torn, twisted, WANT IT!!
BUUUUUTTTTTTT!!!!!!!!!
There is still always the problem of the money and the job of the manager (closer) is to make that money appear....my job is now done...All I do is listen and MAYBE interject some tips I have gotten from them with our time together to give more tools to use to close the deal.
The managers (closers) go back and forth, using mental mind games they gathered from the survey to apply pressure to the ups to get the deal done....the beauty of this is the pressure is there but its never presented from the pitch or the salesmen....the people have put the pressure on themselves with the answers they gave....You are simply reminding them of their answers....
I remember a few years back when in school reading about "mind control" and its amazing how many of those simple gimmicks are incorporated into this process.... Its just amazing to see it unfold.
Now, the way it works is for every 10 No's you get 2 yesses so you are expected to fail 80% of the time... If you arent doing 20% you are missing something in the script or there is a flaw in your process somewhere.....The hardest part of this business is figuring out the game because it changes with each individual.... Every person is different, every person has different hot buttons...Honing your skill allows you to find those better and faster....Until you do that, a day with three ups is fricking exhausting!!
So, the manager gets to a point where the people buy or they dont...If they buy, you are going to have another hour or so with them, if not, you leave and IMMEDIETELY go get another up and start the process all over, EXACTLY the same.
Generally the managers/closers will give you feedback about what needs to be done the next time or to congratulate you but once you are off the table, the saying is....
"Fuck it.....NEXT!"
And you move on!
Now this sounds all simplistic and easy but let me tell you, if people intimidate you or you dont know how to warm up to people, you might as well hang it up!
EVERY person comes through that door expecting a pitch....EVERY person comes in thinking its a scam or there is some catch or whatever....Every person you meet is resistant in some way....some are subtle, some are firm...You have to read it....You have to realize that when a couple sits down, ones going to be more resistant than the other one and the one talking to you and with you IS NOT who you should be working on....You want to get the person that is shut down to come around and its amazing when that light switch turns....You can actually see it....arms unfold, purses get taken out of laps, people actually scoot closer to the table to you....and much of this strategy is in simple little tips and cues...MANIPULATION!!
There is so much to it man....reading people, staying alert, paying attention, listening to people.... Because at anytime that switch can turn RIGHT back off and it does!! ALOT!
If you lose them, you have to get them back....if you win them, you have to keep em won....It really is exhausting in a way that is hard to describe....
When I first started, I saw everyone drinking MONSTERS all day long to keep their energy up (if your energy is up, your ups energy is up) and I tried it.....Found very quickly that MONSTERS make me a MONSTER because after 2 days of taking them, all I wanted to do was choke people!!! LOL!! I stopped those quickly!!
Let me revisit this before I end this portion of it.....
I REALLY DO BELEIVE IN THE PRODUCT!!!!
Sadly, as I have found in all of my professional fields, you CANNOT talk people into their greatness or into betterment of their lives....Sometimes it just takes a little trickery for people to "get it" and this was no different.
I worked for years trying to let people know how to create their life better from a broken down place and it was always tough....This was no different!!!
How can tricking people into spending quality time with their family be a BAD thing?? I mean really, if this tricking keeps one kid off the streets, one family together (because families that play together stay together) then how is it a bad thing???
The place is beautiful...walk around the facility and you dont see any sad faces or mad people....its families having fun, enjoying their time together, BBQ-ing, playing horseshoes, swimming.... It really is the fiber that kept me moving forward in the job....
BUTTTTTTTTTTT...... (always a butt ;) )
The hours were long and tedious....No breaks, no lunches, sometimes working 13 hour days, no set time to know when you would be off work, no pay unless you made a sale (and I made about 1 a week....1 week I made no sells) work every weekend, no paid vacation time, always being harped on for better numbers, so many shallow and uncaring people in the business, the "act" of it all, the egos, the attitudes, the "game" of it all.... THIS was not why I moved to the Hill Country....As a matter of fact, this type of job is one of the very reasons we RAN to the Hill Country... The rat race is not a place I really want to live in anymore.
Plus, (this is a good plus) Donna and I really did not enjoy being apart....It was hard, it was painful and we decided long ago that we want to spend our life together, not apart! We are blessed that after 18 years of being together, we still cant stand to be away from each other....Hardships, trials, pain, struggles....They are all much easier to manage together than apart.... We choose together!
So, as I look back, I am torn....I have a bittersweet feeling about all of it....I went, I failed! It didnt go how I had imagined....
BUUUUTTTTTT had I not gone, I would forever be asking myself "what if" and I have been telling people for a very long time.....
"Never go through life asking "what if" always move forward with "why not." and this is where I find peace in it all!
Truth is found in experience and this experience showed me that my life with Donna and our life together is better than any life apart!
Man, what a ride.... I think about those people who have been doing this type of job for YEARS and how in the world they manage it.... I feel for the young 28-ish year olds who are making 120k a year and telling me they dont have anything to show for it, how they are spending it all as they get it and how much they are going to regret those decisions later.... I think about the families I did sell to and hope they make lasting memories together and that I made an impact in their lives by this play I walked them through.... I will never forget the turkeys in front of my apartment, the wild birds that woke me up, the peacefulness of River Road, my nights going to bed missing Donna and wishing she was close to me, the lonliness I felt when I was sitting on that porch thinking of Donna and my loved ones, my desire to be home, and the game.... I will never forget the game..... WOW, what an experience!
What can happen in a month
So, I have not really been documenting much in my blog for a variety of reasons... One, my internet connection was not the best and two, I was really so busy working and managing what was taking place in my life, I was unable to really devote the time to adequately documenting the process....So, let me try here....
So after moving into the apartment with a vision of what it was going to be like, I found very quickly that the saying "some things are better in theory than in practice" is a truth. The place I was living was wonderful...Great area, great view, great landlords.... But it just wasn't home! I will give credit where credit is due, that's for sure...
In the mornings, I had a flock of wild turkeys that would come out of the roost just across the street from me and put on a show of struts and gobbles as I drank my morning coffee. Hummingbirds coming to my feeder, and BIRDS... Most of the time, this was just one of the shows as the wild birds were so plentiful, they would generally wake me up in the mornings before the alarm clock would go off. My day started with breakfast on the front porch, a cup of coffee and the show of nature to start my day....It was always a wonderful start but the thoughts of home and missing Donna were always what filled my head when I would stare off and away from the play of nature in front of me.
I would take my time to wake up, getting myself ready and then off to work....I will cover the work aspect of this in a few as this kind of work is something I have never experienced before and it really needs a thread all of its own to capture the complexities of what takes place in this type of work... A world all in, and of itself for sure!
After going to work, I would make my way back to my little apartment, usually by 5:00pm and would quickly get my shoes and dress clothes off, get into my comfortable clothes and take my seat back on my front porch.
So after moving into the apartment with a vision of what it was going to be like, I found very quickly that the saying "some things are better in theory than in practice" is a truth. The place I was living was wonderful...Great area, great view, great landlords.... But it just wasn't home! I will give credit where credit is due, that's for sure...
In the mornings, I had a flock of wild turkeys that would come out of the roost just across the street from me and put on a show of struts and gobbles as I drank my morning coffee. Hummingbirds coming to my feeder, and BIRDS... Most of the time, this was just one of the shows as the wild birds were so plentiful, they would generally wake me up in the mornings before the alarm clock would go off. My day started with breakfast on the front porch, a cup of coffee and the show of nature to start my day....It was always a wonderful start but the thoughts of home and missing Donna were always what filled my head when I would stare off and away from the play of nature in front of me.
I would take my time to wake up, getting myself ready and then off to work....I will cover the work aspect of this in a few as this kind of work is something I have never experienced before and it really needs a thread all of its own to capture the complexities of what takes place in this type of work... A world all in, and of itself for sure!
After going to work, I would make my way back to my little apartment, usually by 5:00pm and would quickly get my shoes and dress clothes off, get into my comfortable clothes and take my seat back on my front porch.
My front porch faced river road and just beyond that, a field that led up to two large rolling hills...Really a beautiful spot! The wild birds were amazing and it really was very peaceful here. However, it was very lonely!
I don't know anyone in the area, the people I work with are primarily younger, drinkers and "partier" people....A group I would have easily fit in with 15 years ago or so but now really work to avoid socially as it seems i tend to find "trouble" in these situations.
I didn't have cable at my apartment as I couldn't see the reason to have an expense like that so generally, all I would do would be get home, change, sit on my porch, maybe listen to music, make me something to eat at about 7:00pm, sit back on the porch, iron my clothes for the next day at about 9:00pm, go back to the porch and then make my way to bed by about 10:00-11:00pm... In that time frame, I would generally talk to Donna on the phone once or twice but other than that, I would just sit on that front porch in my wicker chair and just THINK and "wallow." Sometimes I would make my way to the little movie store and rent some movie but that was rare... I was starting to really understand what "alone" was like and the feeling of being lonely.
I have always been a very social person and any other time in my life, I would have found a bar or a restaurant or some stomping ground somewhere and just started meeting people but I am finding as I get older, those types of connections just aren't as important s they use to be... I just really had no desire to get out and BE social but I was also generally so exhausted from work and so tense from the day, I was spending my time on the front porch just to unwind from the day....When I blog about the job, you will understand more.
Donna and I were seeing each other at least once a week, generally only for a day or two, but the goodbyes when those days were over were so horrible for us both. Even though we knew we would be seeing each other in a week or so, we just really hated the being apart, sleeping apart, eating apart, just spending our everyday time apart... I think its a good thing myself.... 18 years together and we still cant stand to be apart... We are blessed!
Each time we would say goodbye, it just seemed to be getting worse, not better....I was getting to the point where I didn't want to spend the time together because the leaving was just too much... Such a strange experience that was!
I had alot of time to really consider my actions, what my next step was, if this job was going to be something for me, if this move was something best for US....I had A LOT of time! I tried to pick up books and start reading again but couldn't seem to stay focused on the story.
I even thought about Thoreau and many of the other writers who went into seclusion and wrote their stories... Guess I just don't want to know myself that good!! LOL!!
The Job??? Well, it was just a job... It was not only that, it was a GRIND, it was the RAT RACE and it was intense, fast paced, demanding and NOT what I moved away from Houston and to the Hill Country to do with my life... Of this I was clear very fast but the attraction of the fast money was still driving me forward.
I really did enjoy the apartment and the place....It was cozy, comfortable and would have been such a great place to have as a weekend getaway for me and Donna but this living apart thing was slowly eating at my soul and really started me thinking about what I was doing apart from the woman I had given my word to all those years ago as a husband and a partner... My life is just not complete without Donna in it... At this point in our life, we aren't spending as much time together as we have in the past but for us to be living apart, well, this just was NOT working for either of us.
About 3 weeks into this adventure, I decided to quit the job and just call it quits.... It was a VERY hard decision for me as I generally like to see whatever I do through to completion and we agreed to give this 2 months to see how it goes.... I was three weeks in and decided that was enough... That was on a Sunday...
I tried to call my friend from years back who encouraged me to take the job and left him a message as well as a text message asking him to contact me that "I needed some advice." That message went unanswered and I never heard from him....As a matter of fact, to this day, I still haven't heard from that old friend about anything, to check on me, the job, nothing....Guess he decided it wasn't worth it to get back in touch with me.... Shortly after moving there and taking this on, he did send me a text message saying "You don't know me anymore" and I guess there is some truth to that.... Not a bad thing in any way.... Change sems to be an absolute in this life....No need to get upset with absolutes!
I went back to the apartment, Donna was there visiting, and I told her I had called it quits. We talked and came to the conclusion that if I could go back under some specific circumstances, I would go ask for another shot....After discussing it, we decided to go get some dinner at a place called "Lucky's" down on the lake.
We walk into the restaurant and there sat my boss with four of the top salesmen from the company. I politely introduced Donna to everyone and we sat and had some food. The salesmen were having drinks and eventually we all started to chat....the boss left to go back to the office (9:00pm now) and the salesmen came over to encourage me to go back to the job.
They explained some of the ins and outs of how the whole game works, showed me some really great tips, showed me some learning curve stuff, ensured me that due to me having a family living in another town, the boss would probably give me consecutive days off, so after all of this talk and instruction, Donna and I talked and decided to give it another shot....So I did! I went back to work the next Tuesday and spoke to the boss about my concerns and got things arranged and went back to work (again, I will cover more in another blog).
Donna and I said our goodbyes again, I went back to my daily practice of "porch sittin" and contemplating my life and the routine of work and coming home and just couldn't shake the misery of being alone and away from home....The pain in how my life was not (in that moment) what I had planned or imagined.
I have some friends that are single and live alone and often times they have expressed to me the loneliness they feel when going home at night.... I never could comprehend what that feels like until this experience... Now I was really starting to get a grip on what this feels, tastes and smells like....I have a new understanding now of what they are talking about... IT SUCKS!!
Each day I got up and went through the process, I was just waiting for something to "snap" where this experience would become less painful, less of a struggle, less of a GRIND and it just never came. The place I was working was becoming less tolerable with how it worked....I was getting there at 8:30am (required) and then had to sit many times until 11:00-11:30am, unable to leave the property, expected to just sit and wait until I was called....Once I was called, it was ballz to the wall until 5, 6, 7:00 at night...No breaks, no lunch and expected to keep the "act" up throughout the day....In all reality, the time working was really OK, the downtime just allowed me to focus on what I was doing, to see people who had been doing this for years and listening to their lives away from family, no vacations, no time for themselves, 12-15 hour days, the constant grind of this kind of sales and me continuously questioning why the hell I am here!
The weekends, well, they were longer....in at 9:00am and sometimes there until 10,11,12:00am....No breaks, no lunches and even chastised for trying to grab a bite between "ups" was growing more and more tiresome.... I would get off at 8-9pm on Sundays and then drive an hour and a half back to Kerrville to go home... Get home, tense, cramps in my back, stressed out and then sleep most of my time home....But oh man, was it good to be home!
May 1st, after some differences in understanding at the job, I went home.... I was still locked into a months rent at the apartment but I was done with this job and ready to go home... Money is just money and to me, a months rent loss was worth getting back to my house, my bed, my life I had created in the Hill Country.... I realized I would be back home where I was before I left to New Braunfels but also came to the realization that although I might have been miserable at home trying to find a job, at least I was home! I would rather be miserable at home than miserable and away from home.... I also realized that my relationship with Donna was stronger than I had imagined and just being able to have her in my everyday life (as limited as it is sometimes) is better than NO Donna in my life!
So, May 1st, after leaving the Hill Country Resort, I cheerfully went back to my apartment and loaded up a truckload of belongings and headed home. I had made my decision, took my licks with this lesson and went home....A bittersweet kind of feeling....
I rarely devote myself to something and it NOT work....I devoted myself to this and clearly, it didn't work! I was happy to be home but I was really beating myself up because I felt like I had failed.... I had some saving grace because I am also very aware that if I had not gone and tried it, I would have questioned myself forever, wondering what I might have missed.... Like they say in the sales field....
"Fuck it....NEXT!!"
I have had a rough go of it these last 6-7 months.... I really NEVER thought that I would have a hard time finding a job after attaining my Masters degree....In all reality, one of the driving factors in getting that degree was for job security....I remember confidently saying "With my Masters degree, I will never have to worry about a job" but I have found that the only thing certain in this life is that nothing is certain!
I will say that AT THIS MOMENT in my life, I really don't care.... I am not going to go deliver pizzas yet or go dig ditches, but my view of "working" has shifted....I really had to go back to some of my journaling when I moved to the Hill Country and re-connect with why I came to this area.
I remember when we left Houston and our perspective fields we were in....We so loved this area that we stated many times.... "I don't care if we have to wash dishes, as long as we can live in the Hill Country" Now granted, this was before going back to school and attaining 100k in student loans between us but the reality is still there....We moved here to live a more simple life, a life without the hustle and bustle of big city life or the drive to have to "prove ourselves"...We have done that.... Now we just want to live simply and maybe because of my self worth conversations, I was ready to give up simplicity to go and try and find something different.... I found "different" and decided that it took from the simplicity that we so enjoy in our life.
I took about two days of being home and then went with Nathan (a friend of the family) back to New Braunfels, picked up the rest of my stuff, Lucy and cleaned the apartment to leave it forever... Truth is found in experience and the truth I found was the life I live here and with Donna was more important than trying to go create a life without her by my side... Its GOOD to be home!
Its funny how life works.... I made a statement 15-18 years ago how I would love to live on river road in New Braunfels and then it happened....I loved the place and the area but as I have told Donna before throughout our life and trying new things.... "I wouldn't want to experience this with anyone else but you" and although there was some really great stuff to experience in my time there, it just wasn't as much fun experiencing it alone!
So, here it is, May 9th, 2011 and I am back home, unemployed, hoping that life will continue as it has to this point and an opportunity will present itself. Simplicity (with duties... LOL!!) is where I seem to find more peace in my life now and something simple has to be out there just waiting on me... I am wondering if I can find me a Forrest Gump job and just go mow a lawn somewhere and find contentment.... It seems that "contentment" is a distinction that is like jello to me....You can get it in your hands but its hell to hold on to!
Back to the blog, back to the hunt, back to the deferment of loans....But I am back!! and that is whats important! Besides, I have alot of blogging to do so stay vigilant, I have alot to cover!
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