Jim just finished a 7 week odyssey in Romania. He drove over 6,000 kilometers, visiting 30 agencies, trained over 2,300 agents and managers, and visited 25 cities in Romania for ING Romania. As well he presented at the MDRT conference in Romania. As in many companies in most countries of the world, ING was coping with a downturn in the economy. ING chose to pro-act rather than react. They hired Professional Sales Plus, and Jim in particular, to interact, motivate, inspire and change their sales force.

This event was emotionally, intellectually, spiritually and physically demanding. Jim traveled with an interpreter by the name of Adrian Iacobus. Jim and Adrian became great friend through this odyssey. Because of their efforts, they touched a large number of consultants and managers and apparently inspired them. Following is the message Jim conveyed to all who would listen.

Many companies around the world found 2009 and the beginning of 2010 to be difficult and challenging. Consultants and managers were struggling to fill the gap between the customer's rising expectations of our industry and their diminished trust in us. It is apparent many consultants and managers around the world have walked away from the customer. They do not really listen to or problem-solve with the customer. Far too many have become product pushers rather than relationship managers.

Many consultants and manager do not touch the heart of the customer, show them a process that is focused on the customer or find the gap between where the customer is today and where they would like to be in the future. Therefore they struggle to be successful.

We observed and participated in a very deep and insightful look at the financial services industry. It was so apparent to us that there is a huge gap between what we offer, how we behave and what the customer expects from us. We tried to fill the gap by encouraging the consultants to think more about the customer and behave in manner the brings them closer to customer, and begin to repair the lack of trust they have in us. We gave them processes and tools to allow them to walk with the customer.

We realized this odyssey was truly a gift to us, although it was incredibly demanding, it raised our awareness of the reality all financial services companies is facing as they try to survive and thrive in 2010. The information we learned and the experience we gained will allow us to add greater value to our existing and future clients all around the world.

This trip was a highlight of 22+ years in business in Canada. The Romanians are wonderful and treated us with kindness and courtesy. What an amazing experience. Our thanks to to all of you that allowed and made this happen.

Passion? Why am I so passionate about what I do?

Certainly this business of Life Insurance and of training/coaching has something to do with it. I know our business inside and out and I love it. So mastering a business probably has something to do with passion. Being a professional versus an amateur also has something to do with it. It is unlikely you can gain passion about something unless to truly learn about it. Your thirst creates passion, if your thirst is rewarded.

I guess it is also about wanting to make a difference. Make a difference in people's lives; your customers, your team and yourself. Being passionate, when rewarded, is very stimulating emotionally, intellectually and physically. Yes physically! I am physically energized to do my job because of the intellectual and emotional rewards.

Doing something of value stimulates my spirit. When the light goes on in the eyes of anyone I train or coach I get such a buzz from it. When they get it. When I successfully reach them and they understand. When they go out and use what I train and it works ... WOW! I explode!

To truly be passionate you need to believe in what you do and not allow doubts to cloud your thinking.

I believe each of us has passion, but most of us keep it bottled up and hoard it for another day. Some feel they cannot get too excited or too involved, therefore never experience true passion. I feel my passion gives me special gifts like; persistency, enthusiasm, commitment, energy and a great love for what I do.

I hope my passion is well directed and of value to all who recognize it and ultimately to God.

I wish each person would seek and find their inner passion and let it out. Don't be afraid to be passionate about what you do or say!

Yes, as a sales manager, you can be happy, even when your team is not reaching all its' objectives. Sounds crazy I know. Meeting results should not be the only thing that determines your happiness. Growth determines mine. When I see people growing and developing as professionals it encourages me to work harder and contributes to my overall happiness. Meeting or not meeting objectives is a moment in time, an event if you like. Growth is a process. For some individuals a small growth is more significant than a large growth in someone else. Growth in any form is always exciting, if only to me. When you see growth or improvement, make a big deal of it. It might become the turning point for your follower. It may be the high point of their day. Celebrate growth. Growth makes me happy!

Just last week we received the published copies of our new book called The Passionate Salesperson. My son, Chris and I, wrote, edited and published this book in less than 6 months. This was a record for me and for the process. I am really proud of the book for it is an excellent resource to help any professional salesperson to more effectively do their job. It is filled with systems, processes and tools to help the professional salesperson progress through their career from the beginning to the end. The professional career is divided into three stages; the intern, the established and the mature salesperson. It also breaks down everything the salesperson does into four areas; Business Management, Sales Process, Activity Management and Market Development. We expect this book will be warmly received by the marketplace.

All of our books can be ordered either in a paperback version or a e-book (electronic) version.

I am in the process of gaining different certifications levels as an Agile trainer, consultant and coach. This is a two-year process that I began in August of this year (2008). Mainly, Agile project methodology is used in an IT (Information Technology) environment.

We are in the midst of some very challenging economic times. It seems everywhere you look, the economy is failing. Nobody wants to talk about the 'R' word, but we are definitely in a Recession. For many, this is very scary times. Many are uncertain what they should or should not do to survive economically.

Based on our own experiences, what we have read and learned, we have found those people who develop passion for life tend to have better lives than those who don’t. Change often is good and provides each of us with excitement, joy, growth, interest and livelihood.

My co-author and I are writing our 3rd book together, my 6th book. This one is on change. It is called 'Another Flippin' Change Book - Hooked on and Passionate about Change!" One of the topics I am writing about is Finding my Passion. It is an interesting exercise to find out what turns me on in life and excites me enough to unleash my passion.

Last night an amazing event occurred. I traveled to Toronto (2 hours from my home in London) to attend a special dinner with 38 of my former participants and now friends from Turkey. Some I met in Turkey this year and some last year.

For the past 10 years I have been building my company (Professional Sales Plus, Inc.). I don't think I will slow down any time soon for I love what I do. The challenge is to find alternate sources of revenue and to keep adding value to my existing and future clients.