The Code of the West...

First chronicled by the famous western writer, Zane Grey, in his 1934 novel The Code of the West, no “written” code ever actually existed.  The hardy pioneers who lived in the west were bound by these unwritten rules that centered on hospitality, fair play, loyalty, and respect for the land. There were no laws in this wild, untamed frontier and it became necessary to frame a rule of behavior of which to live by.  Though never formally devised, these “rules” became the “code of the West” of which every cowboy, and frontiersmen respected.  Failure to abide by these informal codes was often more serious than the formal laws of the local and federal governments.

Live each day with courage. We are in challenging times and must stay prepared and ready for whatever waits around the corner.  With an every changing economy, complacency has no place in the work place.  Your best effort in everything you do is the minimum requirement in today’s marketplace.  Take pride in what you do. 

Every day there are certain daily disciplines that need to be done.  Procrastination will lead nowhere.  Setting goals on a weekly basis will help keep you on track and help you always finish what you’ve started.  Unfinished goals are disappointing.  Create a system of checking off your goal list and celebrate each and every victory.

Do what has to be done.  Daily disciplines such as prospecting, follow-ups and appointments will mean a continued stream of value business.  Set specific times to return emails and voicemails, time block your appointments and commitment time every day specifically for prospecting opportunities.

Be tough and be fair. There are times that you need to stay firm in your business and sales decisions. Always play fair and you will win more opportunities than lose. When you make a promise, keep it.  Under promise and over deliver. Talk less, say more. Do not dominate conversations. Time is money for you and your client. Say what needs to be said and move on. Bring value in every conversation.

Ride the brand. Be proud of your company, your profession and your skills. Brand yourself with excellence and integrity.   Remember, some things are not for sale. Never back pedal your deep seated beliefs, your trust, your word and your integrity.  They are not negotiable commodities.  Know where to draw the line. Use every sense to guide you in all decisions. Know where to draw the line with the use of your time, talent and treasures.  Management of your time and resources is a treasure. 

The “code of the West” lives on in the guise of sale professionals.  You are the pioneers of a precarious economy.  Remember some of the old “codes of the West”…..’Never pass another without saying “Howdy”; complain about the cooking and you become the cook; never steal another man’s horse; and lastly, remove your guns before sitting at the dining table….it’s just good manners. Happy trails and sales to all.

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