Tag Archives: motivation

Update to: Plane Crash in San Diego: Too Close for Anyone

uc-crash proximity to friends & familyI’ve added more photos, links and details for those interested in this event. Click on the photos to enlarge them. Scroll down for yesterday’s post.

Here is today’s post from CNN with video, photos and updates:

Yesterday’s post:
In my last post I told you about seeing the returning Space Shuttle as it flew over our home on its glide path for landing in the desert. The sonic boom shook our house. Now take a look at today’s news:

From Channel 10 News SAN DIEGOA disabled Miramar-based fighter jet crashed and exploded in flames in a University City-area neighborhood moments after the pilot safely ejected Monday, killing three people on the ground with one other unaccounted for, authorities reported.
The F/A-18D Hornet plunged to the ground near Cather Avenue and Huggins Street, about a mile northwest of Marine Corps Air Station Miramar, just before noon, according to San Diego police and the Federal Aviation Administration.
The pilot, who had been on a training flight over the ocean and was heading toward the military base when the accident occurred, parachuted into an overgrown area near University City High School, landing in a tree.

My former home was three blocks from this crash site!
Close enough to crack the windows or knock things off the shelves. Whew!
God bless the poor souls who lost their lives in the crash, and thank God there weren’t even more casualties. He crashed into a neighborhood of “patio” homes, with very small yards separating them.

To put this into perspective for you, here is the link to Google Maps showing the crash site and my former home. Huggins to Rock Valley on Cather.

If you don’t know me then you have no particular reason to care about this proximity, but I’d like for you to consider how any of us could, at any moment be taken away by something that either drops from the sky or arrives in another unexpected way. This life is way too precious and too delicate for us to let opportunities go by.

Stop today and think about someone you need to connect with, or a thank you or “I love you” that needs to be said. Think of the folks whom you haven’t told that you appreciate what they do. Now is the time, this is the place and you are the one to do it.
Live fully, love openly and leave a legacy.
You never know when it might become too late.


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Space Shuttle Landing

by Jim Cathcart


mage above: Space shuttle Endeavour and the STS-126 crew land at Edwards Air Force Base, Calif. after completing a mission to the International Space Station. Credit: NASA TV

About an hour ago I was sitting at my desk when I felt something crash into our house. Paula called out, “Jim are you OK?” I looked outside to discover our neighbors standing in the street excitedly looking skyward. Paula joined me and we rushed out to see what it was.
My neighbor Ron announced, “It was a sonic boom. The Space Shuttle just re-entered the atmosphere and it’s headed for a landing in the desert.”
I ran to get our binoculars and the four of us stood in awe as the Shuttle and its chase plane flew over our home. It was still glowing red from the heat of re-entry.
Quite a sight to see.

Many years ago I had a penthouse office in a 13-story building in Tulsa, Oklahoma and one day I looked out the window as a huge 747 flew by at my eye-level with the Space Shuttle attached to its top. What a sight! It was less than two miles away from me and was being ferried by piggy-back to the maintenance facilities in Tulsa. Wow! Who could imagine putting a huge Shuttle on the back of an already huge airplane?

Well, that’s really the question isn’t it?
Who could imagine?

The entire concept of space flight, or just flight for that matter, started in someone’s imagination.
Everything we experience from zip lock bags to magnetic resonance imaging began in someone’s imagination. Then an important thing happened…someone decided to make the idea into a reality.
That’s when things started to change. When the idea gained the power of a person’s commitment to make it happen.

I’m awed by the amount of intellectual work and physical work required to create and operate the Space Shuttle. Not sure I can even concieve of how much energy and thought that required. But I sure do appreciate it. The discoveries that have sprung from our exploration of space are profound and legion. Most people don’t realize the value we are getting from these missions, but believe me they will be paying off for generations to come.

Every day you and I have ideas for making things better. We say, “Why don’t they just do xxxxx?” Often we see solutions that others do not. I say it is time for us to stop just having thoughts and start communicating them where they can make a difference.
So, the next time you see a solution, stop to ask yourself, “Who is involved with things like this? How could I communicate this idea to them? (Without worrying about being paid for it or getting credit.)”
Through the unselfish sharing of valuable insights you just may open some doors for yourself and others to make this world a much better place.

We have no shortage of ideas. We simply don’t communicate them well enough.
Let me know when I can help you help others make a difference.

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Webinar with Jim Cathcart Nov. 18th

Intelligent Motivation for a Challenging World – Webinar with Jim Cathcart

Do you or your team need some Intelligent Motivation? Simple motivation is merely generating enthusiasm. It is occasionally useful and effective but hardly lasting or of strategic value. Intelligent Motivation, on the other hand, is determining what is important, identifying what action is needed and doing what is necessary to generate and sustain that action.

Jim Cathcart, Intelligent Motivation for a Challenging World

Jim Cathcart, Intelligent Motivation for a Challenging World


If you need “Intelligent Motivation” then you need to be on our upcoming webinar, hosted by David Bush, CEO and Founder of eLifePlans.com as he is joined by Motivation Expert, Jim Cathcart. He is the founder and President of Cathcart Institute, Inc. and one of the most widely recognized professional speakers in the world.

During this 1 hour webinar Jim will speak on how:
– Motivation needs to be intelligently done
– Motivation is about acting on motives
– To determine what matters to you
– To identify ways to get yourself to do what needs to be done when it needs to be done

If a person is not “motivated” to do good work then they probably won’t do it. And if a person has no self-driven motive for excellent performance then they will have to be continually motivated by others. If this sounds like you or your team, you need to be on this webinar!

Jim is known worldwide for his ability to engage, inspire and motivate an audience. He has worked as a corporate executive, training director, entrepreneur, psychological researcher, meeting planner and association executive. He has managed people, products and payrolls for over 32 years. He has also researched and field tested his methods through 3 decades of speaking and training before 2,600 audiences in virtualy every discipline.

Title: Intelligent Motivation for a Challenging World with Jim Cathcart
Date: Tuesday, November 18, 2008
Time: 1:00 PM – 2:00 PM CST

After registering you will receive a confirmation email containing information about joining the Webinar.

System Requirements
PC-based attendees
Required: Windows® 2000, XP Home, XP Pro, 2003 Server, Vista

Macintosh®-based attendees
Required: Mac OS® X 10.3.9 (Panther®) or newer

Space is limited.
Reserve your Webinar seat now at:

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Filed under Behavioral Economics, Books by Jim Cathcart, High-Value Relationships, Inner Circles, Leadership, Relationship Assets, Relationship Intelligence Formula, Relationship Intelligence Training, relationship selling

The Honorable Clarence Thomas, Associate Justice, US Supreme Court

by Jim Cathcart

Last night I had the privilege of attending “A Conversation” with Associate Justice of the US Supreme Court, Clarence Thomas. The event was held at Pepperdine University and was what the School of Law calls “The Second Annual William French Smith Memorial Lecture.”

Justice Thomas, Dean Starr, Associate Dean Shelley Saxer and Charles Eskridge III in Conversation (side view)

Justice Thomas, Dean Starr, Associate Dean Shelley Saxer and Charles Eskridge III in Conversation (side view)

The Dean of the School of Law is Kenneth W. Starr, a delightful and brilliant man whom I’ve come to know in the past few years since he accepted the appointment here. He has been a guest at my Sherwood Parlor Salon Discussion and Paula and I enjoy spending time with Ken and Alice Starr.
Dean of the Pepperdine University School of Law

Dean of the Pepperdine University School of Law

Yesterday’s event was inspiring on many levels. Justice Thomas spoke candidly about how he makes decisions, who he admires, what his daily life is like, where he grew up, how he has dealt with prejudice and injustice in his own life, his own Christian Faith and more. He truly open the robes and showed us who he was.
The surprizing thing is we discovered that he is not only brilliant, he’s also funny!
His humor and playfulness made it clear to all that he was happy to be there, in a great mood and having a good time.

He told us that one way in which he indoctrinates his new law clerks is to have them watch movies with him. Some of his favorites for this purpose are: Fountainhead, 300, Gods & Generals, and Saving Private Ryan. He singled out one special quote from Saving Private Ryan. After all the lives had been lost in effecting Ryan’s rescue, one of his rescuers said to him, “Earn it.” In other words, conduct your life in such a way that all this sacrifice is justified. Earn the salvation you’ve received.

He also said to us, “My law clerks are here to help me live up to my Oath. That is their job description.” I love that! The job is not the collection of tasks, it is the reason the tasks matter.
More people need to adopt that attitude, in my opinion. Job descriptions needn’t be mere lists of tasks, but rather should be statements of purpose. “Here is why your work is worthy of being paid for and here are the areas of your responsibility.” That gives people a better understanding of their real job, not just their duties.

After the conversation the Justice came over to the side of the room where Paula and I had the privilege of sitting on the front row and he greeted us individually. When he shook my hand he noticed my Speaker Hall of Fame ring and commented on it. He was truly connecting with people not merely greeting them in a token manner. An impressive fellow for sure.

Justice Thomas said that he studies the history and circumstances that existed when the Constitution and its related documents were written. He does this so that he captures, as much as possible, the original intent, instead of imposing his own opinion into the interpretation.
That, I believe, is why we need to teach American History and the foundation of our nation to all generations in perpetuity. The only way to preserve America is to teach each new generation not just what it is, but also why it exists and how unique that is in the history of the world.

Thank God for people with the character and humility of Justice Thomas.
To obtain a copy of his book “My Grandfather’s Son”, click here. I bought one yesterday and find it easy reading (with lawyers that is a major consideration) and a great insight into the making of a remarkable leader.

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How much learning is in your day?

How much learning is in your day?
by Jim Cathcart

“If you will spend one extra hour each day in learning in your chosen field then you will be a National Expert in that field in 5 years or less.” Earl Nightingale

How much of your day is devoted to intentional learning? Note that I specified intentional learning.
Every day we each become obsolete in some ways. Something we were just certain was true has ceased to be true as of now. We used to think that gasoline in America was relatively cheap. We used to believe that the best way to teach was to present information in a classroom. We used to think that nobody could run a mile in under four minutes. We thought that 60 was old and that people should retire at 65. We thought selling was done best through persuasion rather than collaboration. We once thought that children “should be seen and not heard.” Our ancestors even believed that the Earth was the center of the Universe and the Sun revolved around us. We used to believe that we could get by without learning how to use a computer and that the Internet was just for geeks. It goes on and on.

Most adults were trained to live in and deal with the Industrial Era. We believed that organizations were machines and behaved accordingly. Then we discovered that an organization is an organism of living beings and it behaves more like a plant or a person than like a machine. That changed the way we sell, manage, organize and plan. In the Industrial Era, we were taught that Physics was the right discipline to apply to business, then we discovered that Biology was a much better guide. In Biology you begin with the assumption of an ecosystem and the interdependency of all the participants within it. In fact we live in an Organic Era. We now understand that the Earth and everything within it is alive.

So, enough theory, let’s get down to behaviors. Who is in charge of your continuing education?
That’s right, you are. As a child, others were in charge of your learning. They chose the curriculum, presented the lessons, scheduled the tests and gave you grades. But today you are in charge. You have the freedom and the responsibility to select what, when and how you will learn. In fact, you even determine your grades by how well you apply what you learn.

In a typical day you are surrounded by information. In fact you are bombarded by it. There is the radio, television, highway signage, internet sources, podcasts, websites, emails, text messages, alerts, and then there is “snail mail”, the old reliable paper based data. You also have books, ebooks, DVDs, CDs and a zillion other forms of data competing for your attention. But what do you learn?

You learn what you attend to. If you scan five newspapers but don’t pause to reflect on anything you’ve read, you won’t learn much. Likewise a full day of TV viewing won’t necessarily enlighten you at all. Only when you focus on a message and then think about it do you truly begin to learn.

“Without reflection there is no true learning.” Kevin Buck

The vast majority of people do not learn intentionally most of the time. They accumulate knowledge but that’s about it. It’s kind of like being able to quote Scripture but having no idea what it means.
That is why it is so easy to get ahead in this world. Really. It is relatively easy, when you are intentional about it. All you have to do is devote a portion of each day to focused and conscious learning. By adding learning to your breakfast time, your drive time, your workout time, your dialogue with others and your relaxing time you will vastly increase your chances of success.

Here are some simple ways to begin introducing learning into the niches of your day.
1. Start your day in silent reflection on your goals. What matters most to you? How is your current behavior guiding you toward it? What do you need to know and do to reach your Desired Outcomes?
2. Be selective in your listening. Choose radio stations, podcasts, music and other media that will advance you rather than only entertaining you. Seek new knowledge and insights.
3. Listen beyond the obvious. If listening to music, notice more, notice the beat, the instruments, the meanings of the lyrics, the vocal techniques, and the metaphors. If listening to a commentator notice his or her point of view, question their sources, ask why this matters. Challenge yourself to be a more active listener.
4. Load your iPod or digital player with books on tape and podcasts in addition to entertainment. Entertainment is valuable and has its place but there must be room for inspiration and education as well.
5. Choose a subject to master. Decide now that you will learn a new topic or skill. Set a time goal and build the learning into your drive time and workouts. In a matter of weeks you can learn a new language or master a subject. Study history, philosophy, interpersonal skills, business strategy, financial mastery, or whatever you can benefit from.
6. Make the learning organic. Build it into your existing routines so that you don’t have to change your lifestyle in order to improve your life. Make it easy for yourself. “Ride the horse in the direction it is going, and then guide it gently to where you want it to go.”
7. Cultivate interesting discussions with friends and colleagues. I started hosting a series of Parlor Discussions to involve my friends in meaningful dialogue. We talk about whatever topics we wish but we really dig deeply into them. I’ve invited guests to join our discussions as we explore; psychology, philosophy, business, relationships, interpersonal issues, music, humor and more. Find ways to use this concept in your own world.
8. Seek out learners. Get around people who are constantly growing and improving. Connect with people who are ahead of you and still growing. Learners love spending time with other learners.

For more on this drop me a line, I’m happy to help you grow. And please let me know what you have done to include more learning in your life.

copyright 2008 Jim Cathcart

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Relationship Selling ™ is still vital

by Jim Cathcart
author of “Relationship Selling” and “The Eight Competencies of Relationship Selling”

My Original Relationship Selling Book

In 1985 my first Relationship Selling book was published in hardcover and a few years later it came out in softcover with Putnam Berkley. Upon arrival it was met with skepticism. People asked, “how can selling and relationships coexist?” Well, today we laugh at that question as being incredibly naive.

But even today there are those who think of “Relationship Selling” as merely being nice to people while hoping for a sale. That, too, is incredibly naive.

A relationship is a connection between people in which value is exchanged. To make a sale without establishing a trusting relationship is to be merely a vending source. But to build a high-trust relationship with someone and to also make a sale puts you in the position to easily get all the future purchases from that person. In other words, with a relationship, one sale can be the beginning of a lifetime of orders.
Relationship Selling, the 8 competencies of top sales producers

A Mass Mutual sales trainer Doug Macdonald once told me, “Jim, for the first 5 years you are in sales you will be underpaid relative to how hard you work. But if you form the right habits and develop the right relationships you will be overpaid for the rest of your career.” How true!

We need to see “Relationship Selling” as what I originally described it as being: a form of business friendship. We should become the business equivalent of a good friend to our clients. When we seek to serve them in that way we will find that every year our sales will grow without us having to increase our sales efforts. We will build on each sale to expand our network of high-value relationships.

Please let me know anytime I can be helpful in your sales efforts. Jim Cathcart

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Filed under Behavioral Economics, Books by Jim Cathcart, High-Value Relationships, Relationship Assets, Relationship Intelligence Training, relationship selling

The Daily Question ™

by Jim Cathcart
copyright 2008

\"How would the person I\'d like to be do the things I\'m about to do?\"

At the Tulsa agency of Massachusetts Mutual Life Insurance Company in the late 1970s the general agent was Joe D. Willard. In a matter of just a few years he turned this agency around from near failure to winning the President’s Trophy twice in a five year period as one of the best out of 120+ agencies. I had the privilege of being “in on” that achievement.

Joe had hired me to conduct a seminar on goal setting for his agents in 1976 and he asked me to join his team in 1977 as an adviser and sales coach. Though my chosen path was professional speaking and consulting, he offered me an office and a monthly retainer to be his agency’s in-house sales coach and his personal confidant. What I learned in my six years with this account was invaluable.

One particular story stands out. Joe Willard had been a company leader for Mass Mutual in group insurance sales before taking over the Tulsa life Agency. So I asked him, “what do you do?” His reply was immediate, he said, “Do you remember the book PsychoCybernetics?”
I said, “Yes, it was written by Dr. Maxwell Maltz and it focused on ‘Self-Image’.” “That’s right,” Joe said. “In the book he said you should think like the person you want to become. So I did that and asked myself each day, ‘How would the sales leader do this work?’ It gave me the point of view and the motivation I needed, so I made more sales. Now I do the same thing as the General Agent and ask how the company’s leading agency would do what we are about to do.”

I was very impressed. Here was a man using a simple principle in the form of a question and with it he had lifted himself to excellence in sales and subsequently his agency to the top of the industry. I started talking about that in my speeches and as others adopted the practice they too were getting impressive results. One notable example, about whom I’ve written in my other books, is Tim Seward whose use of this daily question transformed his one-man auto-detailing business and his career into multi-millionaire status.

Now I offer it to you. Here is my suggestion: capture the graphic at the top of this article and look at it every day. Think about the goals you wish to achieve and then ask yourself several times a day, “How would the person (who had achieved these goals) I’d like to be do the things I’m about to do?”
The question will change your mindset from the present to the future YOU. Then you will be behaving as the person you wish to become instead of merely the person you are right now.
This simple mind shift has the potential to transform your life much as it has Joe Willard’s, Tim Seward’s and my own.

For more information on this check out my book or audio album “The Acorn Principle” at www.cathcart.com.

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