The Two Most

Powerful Words
August 5, 2021
Lou Rofrano
Vice President of Sales
NDT Management Session II
Bio Slide

• Lou Rofrano
• AMS Store and Shred LLC

• Vice President of Sales

• Years in the Industry: 6

• Field of Expertise: Management & Archive Management

• Industry Involvement: NIRMA Co-Director Professional

Development Business Unit, ASNT,
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Because I Can
and I Won’t Quit!
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The Two Most Powerful Words Slide
The Two Most Powerful Words Slide
 The Two Most Powerful Words Slide

Ø We See Them

Ø We Read Them

Ø We Hear Them

Ø We Speak Them

We Are Surrounded by Words . . . .

or Even Assaulted by Them
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The Two Most Powerful Words Slide

We Have So Many Incoming Words

We Have To Manage What We React To

Identify
+
Isolate
+
Process
+
Take Action….Or Not
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There is one more place where words come from that we often
ignore. Worse, we do not Identify, Isolate, Process and often
we fail to Take Action. We choose to ignore this source far too
often.
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With all these sources How do we……

Ø IDENTIFY the Important Words

Ø ISOLATE the Important Words

Ø PROCESS the Identified Words

ØTAKE ACTION Based on Those Words

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Four Amazing New Words To Consider!

Ø Improve

Ø Transform

Ø Elevate

Ø Disrupt

We Are Surrounded by Words . . .

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Four Amazing New Words To Consider!

Ø Improve: Make or Become Better

Ø Transform: Make a Thorough or Dramatic Change

in Form, Appearance or Character

Ø Elevate: Raise or Lift Up To A Higher Position

Ø Disrupt Cause Something To Be Unable To

Continue In The Usual Way

We Are Surrounded by Words . . .

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Ø If we are going to truly

Ø Improve

Ø Transform

Ø Elevate

Ø Disrupt

The Two Most Powerful Words Tell You Where To Start..

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 The Two Most Powerful Words Slide
Business and Personal Business and Personal

ØIdentify a need ØWarn of a Problem

ØEvolution ØIndicator of Pain
ØRevolution ØDanger To Yourself
ØPlan Forward ØDanger for Others
ØIdentify Goals ØIdentify A Difficult Need
ØBusiness Development ØIndicates Deep Seated
Anger or Dissatisfaction

Opportunity Based Action Danger Based Action

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 The Two Most Powerful Words Slide

Wouldn’t it be “cool” if………..

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The “Two Most Powerful Words” are….

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Since these words alert us to

opportunity and danger!
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Business: “If Only”

• If Only we could reduce administrative records. . . .

• If Only I could safely reduce operating costs by 15%. . . .

• If Only we increase profits by 20% over the next 5 years. . . .

• If Only we could compete with the natural gas plants. . . .

Everyone write an business opportunity based
“If Only”
statement on your worksheet now
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Personal: “If Only”

• If Only I could be a Vice-President before I reach 45 years old . .

• If Only I could find a way to save to buy a new house . . . .

• If Only I arrange my schedule to be a coach for my daughter’s team. . .

• If Only I could schedule more free time into my schedule. . . .

Everyone write an opportunity based
“If Only”
personal statement on your worksheet now
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Business
• If Only we could find a way to control OPEX effectively . . . .

• If Only we could make sense out of these record retention requirements. . .

• If Only we truly understood the web of Federal and State Regulations. . . .

• If Only we did not lose opportunities based on things we miss . . . .

Everyone write a danger based
“If Only”
business statement on your worksheet now
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Personal
• If Only I liked my job and felt I had a future . . . .

• If Only I made more money . . . .

• If Only my kid wasn’t using drugs and alcohol . . . .

• If Only I could find a way to effectively communicate with my spouse . . . .

Everyone write a danger based
“If Only”
personal statement on your worksheet now
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We must….
Ø IDENTIFY…. the Important Words

Ø ISOLATE…. the Important Words

Ø PROCESS…. the Identified Words

Ø TAKE ACTION…. Based on Those Words

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Business
• Identify Why is this “If Only Statement” so important

• Isolate How will I create personal and business focus from current tasks

• Process What is the needed process and definition of the plan and execution

• Take Action Begin with people, process, assets and time

Use SMART Objectives and define a success metric

Will It Help You Improve, Transform or Elevate The Team?

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Ø Specific…. Exactly What Needs To Be Done

Ø Measurable…. Can Quantify Results

Ø Achievable…. It Can Be Done

Ø Relevant…. Is Meaningful To Goal Attainment

Ø Time Bound…. Completed By A Specific Time

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Personal
• Identify Which “If Only” will have the greatest effect

• Isolate How do you separate this from my current life agenda to actively
commit and pursue

• Process Identify what you need to move forward, an academic advisor or

a mentor in the area I am pursuing

• Take Action Set a start date , confirm your commitment.

Set milestones and metrics: “What are you willing to do?”

Will It Help You Improve, Transform or Elevate Yourself?

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Business
• Identify Of all my “If Only” Statements which one will I choose

• Isolate Separate this statement from other work objectives and focus

• Process Develop a practical action plan with required assets and personnel

• Take Action SMART Objectives and a Firm Start Date. Validate the teams
commitment and your own.

Will It Help You Avoid A Negative Result? Will It Lead To Process Improvement?
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Personal
• Identify Choose the most important or biggest pain point
“If Only”, arteries, veins, capillaries

• Isolate Separate this statement and confirm its importance to your

happiness and success. Consider all those affected

• Process The process must match the need in both setting and scope

• Take Action Commit, create an execution plan. Institute a “drop dead point”
where you will walk away or change the goal
Will It Help You Avoid a Negative Result and Increase Your Happiness?
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“If Only” Statements might be stretch goals but not truly impossible.
This is equally important in personal and business goals

You Can’t Stand On A Chair In The NBA

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Sometimes you need to . . . .

Cut and Run Call it a Day

Slam on the Brakes

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What can you do for your business right now!

What should you do for yourself right now!
What is the right thing for you right now!

You Make The Difference

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Our Thoughts become our Actions

Our Actions become our Habits
Our Habits become our Character

This is true for people, organizations,

corporate cultures and sales teams!
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™
The Essential Ingredient of Success™
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™
The Essential Ingredient of Success™

Business
Some way, somehow if it is ethically correct, customer appropriate
and operationally effective then we will get this done

The outcome is never in doubt!

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™
The Essential Ingredient of Success™

Personal
Some way, some how if it is ethically correct, life appropriate and
effective you will improve the quality of your life

The outcome is never in doubt!

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™
The Essential Ingredient of Success™

The individual that has this quality will:

Do what it takes to maximize life opportunities to succeed!

Approaches problems as opportunities to demonstrate their ability

to improvise, adapt and overcome, not a reason to quit!

Understands what makes them happy and pursues that

happiness with fury and dedication!
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™
The Essential Ingredient of Success™

“You can get everything that you want if you help enough
other people get what they want.”

“You become authentically indispensable to your

customers and those around you when they see you as a conduit to achieving
their goals.”
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After today you will hear

“The Two Most Powerful Words” differently
To make them your guide, process and culture
you must not just embrace it you must live it.

“You and your organization must believe it and

it must be part of your thoughts,
your actions, your habits
and then it will be your destiny to succeed”

“Have The Discipline To Disrupt”

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Dreams…………………Can Come True

Aspirations…..………….Can Be Realized

Relationships……………Can Be Repaired

Goals…………………....Can Be Attained

The Future…………..….Can Be Created

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Vice President of Sales

AMS Med Waste, LLC

AMS Store and Shred, LLC
13 Prosper Court
Lake in the Hills, IL 60156
AMSmedwaste.com AMSstoreandshred.com
847-658-0400
THANK YOU

Lou Rofrano