Thru Jim's Eyes 
An acquaintance of mine was asking me this morning about sales. She just started in the industry of sales and said she didn’t know anything about sales. I was dumbfounded. Things which I take for granted and thought everyone knew, I find out they don’t. I told her it’s like dating. I asked her if she had ever had a relationship with someone. She said yes. I told her, “Then you have done sales.”
It was interesting because I was brought back to when I first put on the hat of salesman. I remember my boss, Julie Brazeau a beautiful French-Canadian woman, was my boss. She said, “I think you have what it takes to do sales.” I said “Really?” So I tried. That was more than 20 years ago. I now realize I have been selling since I was selling Boy Scout Fair tickets at age 8. When I collected money door to door for Muscular Dystrophy in my teens, I was doing sales. When I was trying to get a date, I was selling. When I was trying to get out of the house and go do something with my friends, I was negotiating with my mom. That was selling. Generally considered the greatest salesman ever, Zig Zigler said that we are all selling to each other all the time. We sell our boss on the idea that we need to take a break from our work day and go eat lunch or go on vacation. We sell others on the idea of spending time with us. We call that a date. We sell or negotiate how much we are willing to invest in something based on the value we feel that thing carries. That is selling. You are selling a company on how much of your time you are willing to trade for their product or service.
Sales is an emotional decision which is backed up by logic. That is why our political environment gets so ugly in this country. The political sales teams understand that even if you do not feel good about their candidate, they will make sure you hate their opponent. That is why the mud slinging starts. That, to me, is selling gone wrong. I believe a person should be able to present their case on merits and not simply by tearing others down. I will not vote for anyone who can not explain to me, in detail, why they believe what they believe and why they vote the way they vote. The most ridiculous politicians these days are using absolute fear tactics. If you don’t vote for this person the “illegals” are going to steal your jobs, or the Muslims are going to attack you, or that race over there will rape and pillage everything you have worked for and you will not be a patriotic American. STOP THE MADNESS!!! (I got a little off track there)
To me, as Zig says, “Selling is a noble profession, when it is done right.” Let’s face it. No one wants to be sold. But we all love to buy. Buying makes us feel empowered. We can afford things. This makes us good patriotic capitalists. As a man this means that I have done my job and I have been a good provider for my family. For my wife, she knows that as long as she can go shopping and not have to worry about balancing the checkbook at the end of the day then we are doing okay. Thus we each have our necessary certainty in life.
Another thing I learned from Zig is when selling, become a co-buyer. I used to explain this to my clients all the time. I would slide over to their side of the table. I would say “The company is going to make money anyway. I know more about what the company has to offer. Share with me what you are looking for and let’s see if the company has a product that will fit your needs.” I have told many newbies and veterans in the selling industry, “Stop Selling. Become a co-buyer and help them like you would help yourself, or your grandmother.” Love them, respect them, and they will return this to you. This is what it means to be a sales professional. It is what I refer to as “The art of selling without selling.” Just care about people. Help them. The business gets done naturally as it should. I hold so many records in sales from a very successful career in the sales industry. I contribute it all to learning these basics early.
So if you are in sales, please remember these tips. Respect yourself, your industry, and your clients enough to be honest in all you do. This is how you develop trust, create repeat business, generate endless referrals, and establish yourself as a leader.
aloha,
James Christopher
ThruJimsEyes.com
We are at a party today celebrating with some friends and I am grateful for my belief system. We are enjoying a wonderful meal and playing some games at our good friends house. I just finished a discussion with a sociologist who is here. It was most interesting. I love listening to the world views of sociologists. They have studied things I haven’t. They have the facts, figures, and data that I do not, for I have not studied this field at all.
One of my basic beliefs states that we can do anything, anytime, anywhere. This is a basic belief in the possibilities of life. As we discussed in my 10th grade philosophy class, it is possible that a rhinoceros will come running through the wall right now, but it is not probable. There is the obviousness that it is possible I can dunk a basketball like Michael Jordan, but it is not probable. Why? Because I have not done the work and training that he did. If I were to perform the exact same practice and eating regimen that he did, there is a higher probability that I could perform as he has. This is referred to as modeling.
The interesting thing about our discussion is this. We agreed that people are in the situation they are in life, because of the conscious and unconscious choices they have made. We agreed that the first step to change one’s status in life is to realize we have a choice in everything we do. Second, is to model those who are successful in whatever way one defines success. Third, is to take action steps toward becoming more like the model they have chosen.
We talked about how self limiting beliefs create our conditions in life. If we don’t like our conditions then we need to change those self limiting beliefs. What I found interesting was the way she clung to her current belief system which was supported by status quo data. For instance, she knows that because she is a female and not a white male she will not advance in her job as quickly as a white male. I say “Bull Puckey!!” If you believe it, the universe will respond accordingly. Even with all that we talked about, she clung to her self limiting beliefs and thus is creating her future reality.
How can I hold to my belief system even in the evidence of historical facts which contradict said belief system? Throughout history it was believed that it was physically impossible for a human to run a mile in less than 4 minutes. In 1954 Roger Bannister broke the world time record for running the mile. His time was 3′ 59.4″. The glass ceiling had been shattered. The previous known truth was redefined. This new world record was bested by 1.5″ just 46 days later. Since then, more than 1,000 people have run a sub 4 minute mile. My point is this, never believe what someone else tells you of what you can or cannot do. You always have a choice in what you believe and who you choose to be.
As we were discussing society she asked how do we change the world. I told her we start by realizing we have a choice. I recommended she read, “Think and Grow Rich” by Napoleon Hill. This book was written in 1937. It is what the entire self development industry is based upon. I told her that her mom, I am sure, has the book. She confirmed that her mom does have the book and she has seen it around the house. As I suggested she read it and how it would open her mind to the possibilities of life, I could see the resistance forming inside her. Even if she reads it, she still has to “buy in” to the belief system. She can choose to believe only the data that supports self limiting belief or she can choose to believe in possibilities. All this is a choice. I hope curiosity gets the better of her and she reads the book. It can be life changing.
In closing, I remind you that regardless of your level of intelligence, to view the world as possibilities will allow you to grow much quicker than choosing to stick with the status quo. I share some things that work for me. I choose to keep an open mind. Your choice is to buy into some or all of my beliefs. The choice is yours.
aloha,
James Christopher
ThruJimsEyes.com
I awoke today remembering the fresh smells of the desert in winter. Now some of you may say the desert has no smell, much more, in the winter. I say it does. You know that time just after the sun comes up, when the birds aren’t quite awake yet. You must strain your ears to hear signs of life. Then you quiet your mind. Close your eyes and you see with your ears as the leaf turns over in the weeds as the dust of the past ten thousand years rolls off. You notice the moisture in your mouth in contrast to the sound of the desiccated leaf and the smell of the dust as it works its way up to your arid nostrils.
Yes, there is a hint of a scent of the desert. You see, the desert is a world of pastels, and hints of something, a smell, a color, a life. It is not teeming with life the way the North is with all its’ water verdantly, abundantly teems. If you ever are in the desert, I invite you to get up early, just before dawn. Find a place where there is no one around, preferably for miles, and bring a chair. Sit down in the chair. Close your eyes. Quiet and open your mind. Ask the desert to reveal its’ secrets. Thank the desert for sharing its’ beauty with you. The same desert that settlers died in trying to make a life for themselves. Then listen. Feel. Love. Be grateful. For what? You will know.
I have often described the desert to people who didn’t like it. Only to turn their understanding around. You see I am firm believer if someone says they don’t like something it simply means they have yet to gain an understanding of that something and appreciate it for all it’s worth. Dr. Wayne Dyer speaks of having appreciation for all things: the cockroach, the homeless man urinating in public, the things that we look on with judgement. Although I can not claim to have mastered this, I appreciate the direction of his inclination. I choose to be worthy of witnessing all things free of judgement. Things are what they are, until you attach a new meaning to them. Stephen Covey speaks of, “Seek first to understand, then to be understood.” I like this approach. See all things for the divine brilliance which is within them. If everything has been created by god and everything is of god, then when we view everything with the purity that it is and that we are, we learn, grow, and are able to see the pastels in all things.
aloha,
James Christopher
ThruJimsEyes.com
We can officially say we have friends in high places. Growing up in San Diego, California I knew I would someday own my beach house and my mountain cabin. In San Diego you live at or near the beach. The proximity of the ocean water makes you relax as the smell of the salty sea air permeates your clothes, fills your day, and the warm light breeze caresses your body. As you drive an hour east you find yourself in the mountains. If you drive another 30 minutes you are in the desert scaling boulders, hiking up a wash in Palm Canyon, or four wheeling.
Since the population of San Diego grew sooooo much, I vowed to not go back until after half the people slide off into the ocean in The Great Earthquake to come. lol. Now that we are living in Hawaii I see no need to go anywhere. We live at the beach in Kona. We live at the base of Hualālai Mountain which, at 8271′, is a foothill to Mauna Loa at 13,678′. So, we have the mountainous area a short half hour drive up the hill when we desire a cooler climate. If we desire snow in the winter we drive up to Mauna Kea (13,796′). The temperature at the beach is consistent 75-85 degrees throughout the year. Life is good. The pace is relaxed, even slow some would say. What more could you ask for?
Well it would be nice to not have tsunamis. The land born shockwaves which send an energy ripple through the ocean until it reaches you in the form of a massive wave of water which destroys most things in its way, are not pleasant. Tsunamis claim businesses and lives. They take away joy and they share pain, frustration, fear, and anxiety. They wake you in the middle of the night via the tsunami warning sirens. Thank G@D they don’t come often. Thank G@D our government has created a tsunami early warning system. A system of buoys in the ocean that warn us of an approaching tsunami.
When you hear the sirens or the announcement on your tv or radio an adrenaline based feeling of panic rushes through your body as all the horrific possible realities come to mind. Your mind races as you listen intently for the details of where is the epicenter of the event which caused the up coming tsunami, how fast is the wave moving, how tall is the wave expected to be, when is it expected to hit, and what area? Will your home or part of the island be sheltered by the natural terrain of the island or ocean’s floor? Did we remember to buy a home which is above the tsunami evacuation area? Honey, did you hear how far inland the wave is expected to hit? Can we grab what we need? What do we need? Where will we go? Are we prepared for this? Do we have an evacuation plan? Do we go to the shelter or do we know someone we can stay with who lives upcountry at a higher elevation? Can we get there in time? Will the roads be clogged with panicking people? Will our home be safe from looting while we are evacuated?
Then we remember. We have a very good friend who lives in Waimea at an elevation of roughly 3000′. The largest possible tsunami anticipated would hit 1000′. We breathe a sigh of relief as we realize, we have friends in high places.
aloha,
James Christopher
ThruJimsEyes.com
I am truly grateful. I feel I came a long way last night. As I have mentioned before, my vision of moving to Hawaii is something like a Hollywood movie. I arrive. I learn the native language, their customs, their dance, their chants. Then the king comes down and greets me as one of their own. Their after I am Hawaiian. I learned that I can never be Hawaiian, because I have no Hawaiian blood in me. I then settled for being a “Resident of Hawaii.”
I was helping my brother sell the amazing jams he creates. Keeping in the Spirit of Aloha, samples are always aloha meaning we give expecting nothing in return. We give because we can. We give because it is pono. Having said that, there has still been some hesitation from the locals in meeting and striking up a conversation out of the blue. Right or wrong, I am judged for my skin color. I am haole. So when a group of locals were passing by I greeted them properly, “Aloha.” They responded in kind. I joked with them for a minute and asked them if they like chocolate. The young women said, “Do you know a woman who doesn’t?” I casually picked up the Hawaiian Cacao Butter and offered them a sample. They, like everyone, melted. I told them I know I can’t just ask locals if they would like to try some Lilikoi jam. I said I know everyone’s Auntie makes a lilikoi jam or butter. I shared with them how I knew I needed to impress the heck out of them with something truly unique. So I asked them if they had tried the Kona Coffee Coconut Butter. They hadn’t. Upon trying it I could tell the young women were in for whatever I was offering. The guys were still hanging back a little. They loved the jams but they were not going to let down their guard so easily. I am haole after all.
We moved on through a few more flavors, Tahitian Lime Ginger, Lychee, Poha, Jaboticaba, even the Passion Fruit Jalapeño jam. At one point I heard one of the guys ask, “Eh, is dis your longboard?” referring to the longboard skateboard my wife purchased for me for Christmas. I replied, “Yes. It is.” He responded, “Nice board,” with a tone denoting he was impressed that an older guy like myself would own and still be riding.
In the end one of the women decided she wanted to purchase 3 jams. I suddenly remembered something truly special. I told them “Wait. Before you finish, you have to try one more. It’s something truly special.” Their curiosity had been aroused. They asked, “What is it?” I pulled it out of its private refrigerated hiding place and told them, in a hushed tone, “It’s Blackberry.” Now to you this might not be a big deal. You can go to your local grocery store and find most berries throughout the year. What you can’t find though is tropical fruit year round. In contrast, for locals who have never been off the island except to go to Oahu, another Hawaiian island, having homemade organic blackberry jam is the most amazing flavor in the world. When anyone tries our passion fruit jams, they are impressed. When a nonresident tries it is an experience beyond description. Imagine a sweet flavor explosion which touches your soul and let’s you know you are loved. That is what these tropical fruit jams do to people. That is what this blackberry jam did for these locals.
They decided to purchase the blackberry jam as well. Since it was my last jar and no idea when we would have more, I gave them the sample as well which was 3/4 full and the equivalent of liquid gold. They were so very grateful for the experience and the aloha shared that when they said goodbye, I received the royal treatment. We met as strangers and not friends. When we parted the women gave me the traditional Hawaii goodbye of a heartfelt hug and a kiss on the cheek. The guys gave me the bro handclasp with the pull-you-in bro hug. This is the greatest compliment they could have given to me. I feel very blessed and humbled. These people have huge hearts and are filled with so much love and passion for life and people. They have also gone through a lot watching their people and their culture dwindle away by the haoles. I feel blessed because I was treated as an equal and because I was able to touch their heart in such a short amount of time. I am humbled because I recognize my energy and my self, has grown so much since we first arrived on this island. I am humbled when I see my Hollywood version of moving to Hawaii coming true. Mahalo ke akua mai ko’u pu’uvai.
aloha,
James Christopher
ThruJimsEyes.com
We are sitting in an outdoor, covered, open air patio with Hawaiian accents. Don the Beachcomber’s Mai Tai Bar is on the rocks in beautiful Kailua-Kona with one of the most amazing views I have seen of Kona Bay. I am finding very tranquil listening to the melodious sound of the continuous waves on the rocks. The pristine blue water turns white as it washes up on the rocks below. It’s very mesmerizing. You feel yourself carried away on the trade winds to topical places. Then you realize… You are already here :).
We ordered the Soup of the Day, Tiki Chips, and Chocolate Lovers Sundae. The soup was okay. It tasted like a semi-homemade vegetable soup. Nothing to write home about. I wouldn’t order it again. When it arrived with saltine crackers on the side I was a little concerned. That is often a clear sign that you are not in a gourmet place. Next was the Tiki Chips which were cracker thin crust topped with their spicy plantation sauce, whole roasted garlic, lots of garlic!!!, asiago cheese, and green onions. This was delicious. If you love garlic you will love this dish. It definitely had a very strong freshly roasted whole garlic flavor.
Finally we had the Chocolate Lovers Sundae. It was very rich and thick with a warmed nut brownie and a big scoop of chocolate ice cream, covered with whipped cream, chocolate syrup, a artistically cut strawberry and nuts. We found it too rich for one person and we had to split it. The Chocolate Lovers Sundae is a must for any true chocolate lover. I am now in a chocolate coma.
We give Don the Beachcomber Restaurant 4.5 out of 5 surfboards for ambience. The place can become noisy if truly busy or there are loud guests. It is still has a bar feeling. With lots of cement and hard surfaces the noise can reflect around a lot. For the food we give 4 out of 5 surfboards.
Aloha,
James Christopher
ThruJimsEyes.com
http://www.tripadvisor.com/members/ThruJimsEyes
Today is Cinco de Mayo. Thus we find ourselves at Rosa’s Cantina and Sunset Grill. The location is ideally set in Coconut Grove shopping area on Ali’i Drive in downtown Kailua-Kona. The restaurant is upstairs. Other than the power lines cutting through the horizon the view is great and an excellent place for sunsets. The waitstaff delivers chips and salsa while Leise awaits her virgin strawberry daiquiri. At first look I am concerned. The salsa is more like watery soup than the thicker salsa I grew up with in the Southwest U.S. Other than the wateriness of the salsa, the flavor is good. Leise says she likes her daiquiri. Rosa’s was recommended over Pancho Lefty’s because I was told that Pancho Lefty’s is dirty. Then I look at the menu and it states that Pancho Lefty’s is a sister restaurant. Luckily Rosa’s is clean.
I order the chile relleno with boracho beans. Boracho beans? Drunk beans? I must ask more about this. I have found that if a mexican restaurant can get relleno right then everything else is bound to be pretty good. At first bite I reach for my iPad to share how amazing it is!!! The batter covering the chile is light and flavorful. The chile is spicy but not too spicy with good flavor. The cheese inside the chile is better quality than most and has good flavor as well. I immediately go back in for a second and third bite before I have to share it with Leise. The beans and the fried rice both have great flavor. Leise ordered the fish tacos with the black beans. The fish has a light flavor and the black beans taste great. There is enough food that we were not left hungry for desert. Maybe next time.
With the waves crashing across the street and the Cinco de Maya give always and raffle supporting the local high school, we are truly enjoying this experience and will come back again. For ambience I give Rosa’s Cantina and Sunset Grill 4 out of 5 surfboards. For food quality I give 3.5 out of 5 surfboards. For service I give 3 out of 5 surfboards. Overall I give it a 3.5 surfboards.
Aloha,
James Christopher
ThruJimsEyes.com
When I used to do sales…
A typical day would be… I get up and I am all excited and very positive minded about how I am going to help the world. I would go out and talk to everyone I know and anyone willing to listen. If I was not talking to someone and pushing myself to talk to the next person I had feelings of inadequacy. As if I should have been pushing myself harder. Then the self talk would start… “Well that was stupid. Oops. That was negative. Aaaarrrrggghhh. Okay, we must stay positive.” Negative thoughts equals negative results and pushing away abundance. I know I am a successful person. I can do anything. Why does it feel like I am always pushing? Pushing myself. Pushing my prospects. Pushing a rope up hill. Did you ever try pushing a rope? It’s not very productive. This is not the way sales is supposed to be. This is what I said I would never do or become… a pushy salesperson. “Wait! I remember the Law of Attraction.” This states that we align our energy, thoughts, and actions with that which we choose to attract to us. Then we sit in the field and the cows come to us to be milked. So I, “Let go and Let G*d.” Guess what it worked… for a little while. Until I no longer trusted G*d because things were not happening at the speed I wanted them to. “Aaaaarrrrggghhh. Let go again. Work. Let go. Work. Let go.” It felt like a merry-go-round… no, it felt more like an emotional roller-coaster. The problem was I would put my success in G*d’s inbox. But then I would pull it right back out and tell him he was not powerful enough to handle my needs. I have noticed when things are not going as I would have them go, I have learned to let go so much quicker and simply share with “the universe” what my intentions are and trust it is coming to me in a perfectly divine fashion. And it does. Thus, my advice is work diligently and persistently instead of work hard. And when you are having a rough day and you ask yourself, “Is the universe conspiring against me?” Remember the words of the great ones who replied: Morpheus: “No, what happened, happened and couldn’t have happened any other way.” Neo: “How do you know?” Morpheus: “We are still alive.”
aloha, James Christopher
ThruJimsEyes.com
It’s 12:09pm and there is no boat. As I look over at the Body Glove Cruises sign it indicates the next boat is at 7:30am. Since we know that we were scheduled for around noon time today, a short quick little panic goes through our mind as we wonder if we missed the boat. Then I realize that the sign is probably from this morning’s excursion and they didn’t change the sign. That sort of thing happens here in Hawaii. We’re on Hawaii time here. I check with others around me and confirm we are simply early for the 12:30pm whale watching adventure.
Sitting here at Kona Bay I look across the bay and up the hill to cloud covered Hualālai mountain. Paddle boarders play and paddle around the bay in front of me. You can tell who is a newbie and who has done it before by their posture. Various boats tied up to their moorings jostle and sway with the motion of the water. As you watch the motion and the water you feel a relaxing sense of calm as the excitement gives way to gratitude. Gratitude for the opportunity to be in Hawaii. Gratitude to be going to see the mammoth whales and their babies. This is the birth place of whales. They journey every winter from Alaska waters to the happy warm waters of Hawaii to calve their baby whales before sojourning back. I sit with relaxed anticipation as the boat arrives and our fellow adventurers board the boat. I will talk to you again once settled in on board.
Now settled, we are off to the south. A sister boat sighted whales about 5 miles away earlier. On the way there the onboard naturalist Denver shares with us some of his knowledge of what defines a whale, how they are similar and different from porpoise, dolphins, sharks, and humans. Many preconceived notions misguided from half remembered truths are dispelled by the clarity of true knowledge. Denver moved to Hawaii over 30 years ago and has been with Body Glove tours for 17 years. His knowledge is wide and deep. Everyone found him engaging and entertaining.
After about 20 minutes of riding in the boat someone spots a whale spout off on the horizon and we make a b-line for it. We quickly find a mother and her 2-3 week old calf. We know the approximate age by the color of the youngling’s skin. They start out light, almost baby blue, and darken quickly to a deeper blue. We hangout, eat snacks, people drink, we take lots of pictures and video, and enjoy the time spent with the whales. When it is time to return, with hesitance we turn and leave mother and calf to spend some good quality time together. On the return trip we are blessed with a bonus as we come across a pod of spinner dolphins. Denver shares details of this species as we all take more pictures and video.
At last our time has come to an end and we cruise into Kona Bay harbor. As we dock and at the pier we glance over our shoulder grateful for this experience and for the fact that we took advantage of playing local tourist.
Aloha,
James Christopher
ThruJimsEyes.com
Thru Jim's Eyes 
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