Maintenance Engineering Curt Kesselring “Year End Plan”

Now is my favorite time of year! Nothing beats Christmas, my favorite holiday with my favorite music! New Years brings with it the opportunity for reflection on the past year and a new beginning filled with new opportunities. And best of all, this is a fantastic selling time! There is a lot going on in the next 5 weeks…consequently, it is more important than ever to have a plan. I’ve enclosed a holiday calendar to help you in your plan.

There are really two important parts to every holiday plan. First is to make a plan, second is the discipline to actually do it. Here are some key points to an effective holiday plan:

1. Identify the time you want to take off… and can afford to take off.

2. Review where you are on your yearly volume and set you goal for year-end volume.

3. Identify the time you are going to work… and your income and volume target.

4. Commit to your plan and stick to it.

Great Holiday Time, Great Selling Time, Great Plan and Great Execution will make this the fun and profitable holiday season you and your family deserve.

Curt Kesselring

President of Maintenance Engineering

Maintenance Engineering Lighting “The Best Decision I Ever Made!”

Rookie Coordinator Mark Kemper shared a phone call he received from one of his new customers. Several weeks ago Mark was in the field training and sold a box of Maintenance Engineering’s Xtra-brite 4′ fluorescents.
The young business man was the owner of a very successful cabinet shop and decided to give these lamps a try. When the lamps arrived and the customer put them in, he was in awe of the tremendous change they made in his work shop. The owner next made a very wise decision and called Mark and ordered three more boxes to complete the rest of his shop.
What an exciting story and this is also typical of what we see happen when a box or two of Maintenance Engineering’s great Xtra-brite lamps are installed. Mark thanks for sharing this story and congratulations on this great new customer. His comment to you “This is the best decision I ever made” tells the whole story.

Maintenance Engineering Vice President Dennis Leno “My Favorite Quotes”

“Whether you believe you can do a thing or not, you are right.” -Henry Ford




“Thinking is the hardest work there is, which is probably the reason why so few engage in it.”- Henry Ford



Anyone who knows me knows of my love for quotes. Quotes have done a great deal for me over my life. They have been like road maps for me. Obviously the quotes I love most are those that seemed to be written for me. Those that gave me great advice at exactly the time I needed them.



However, there are others that are timeless and ageless, always giving me advice that is perfect no matter when I think about them. Therein lays the power of a quote. I believe they are a tool that can keep you very positive and excited.



In case you didn’t notice, this week we have used two of Henry Ford’s quotes. These are two of my all time favorites. What do these two quotes tell you? To me, they speak volumes about positive thinking and hard work; Two critical requirements to success.



Vice President Dennis Leno







Maintenance Engineering

Maintenance Engineering Sales Tip “Put Your Armor On”

What do you do every day to prepare yourself for a succesful day? are you reading positive books? Are you listening to motivational CD’s ? The truth is there is nothing more critical than staying excited and motivated, and that comes from staying positive. We have one other idea for you. Kevin Trudeau, a 50 year old self made billionaire says the most important thing of all to keep you excited is this! -Write down your goals every day in the present tense as if they have already happened. -Example: I am so happy and excited now that I have purchased my new automobile. I love the smooth ride and its awesome power. I feel so excited each time I drive it. As you can see, this kind of writing will fire your imagination. Mr. Trudeau also says “Write your goals in a “Goal Book” so you can look at them every day.”

Maintenance Engineering President Curt Kesselring “Dream”

“You gotta have a dream, if you don’t have a dream, how you gonna have a dream come true?”
-lyrics from the song “Happy Talk” from the Broadway play “South Pacific”

In direct sales… you gotta have a dream… to motivate you in the morning… to motivate you after a “No” or series of “No’s”. Dreams make you positive. Dreams uplift your spirit. People who dream are magnetic, more fun to be around! People who dream expect more, ask for more and receive more. But first you have to have a dream.. preferably a big dream.

As we go through life we sometimes consider downsizing our dreams. Sometimes it’s because we haven’t achieved, feel they’re out of reach, don’t need those big achievements or because the effort required to make those BIG DREAMS come true is too difficult. Whatever the reason, I believe we are missing an important point. The value on dreaming big comes not only from achieving your dream but also from the effect it has on our energy level. Dreaming gives us a “sense of purpose” that jump starts us in the morning and propels us throughout the day! Dreaming gives us that “sense of purpose” that focuses all of our mental and physical energy that is required to make our dreams come true.

Big dreams are magical in their effect for they are what puts sparkle in a youngster’s eyes…as well as in oldsters’ eyes. The power of big dreams to energize us never fades. Hold onto your dream, nurture them, continue to pursue them for they are the stuff life is made of and BIG DREAMS are the stuff a BIG LIFE is made of! So keep that sparkle in your eye.. Dream.. and DREAM BIG! because” You gotta have a BIG dream, if you don’t have a BIG dream, how you gonna have a BIG dream come true?”

Curt Kesselring

President of Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Attitude Determines Altitude”

Never before has attitude been more valuable in sales. If one thing will determine your income for 2011 it is Attitude. Here are some of the ways Attitude can impact your career:

- ALARM CLOCK- People with great attitudes get up with out an alarm clock because they’re anxious to get started on the day..

-GET UP EARLY- Your pituitary gland inject melatonin into your blood stream to make you sleep at night. It takes 2 hours of birght light ot clear it form your body every morning. Only then can your mind be sharp and your positive attitude be at its peak.

- MORNING PREPARATION- Positive people use early morning to prepare their mind for the day by focusing on positive thoughts which will be mimicked by customers throughout the day.

-FIRST 5 CALLS OF THE DAY- Make 5 calls in rapid succession and your positive attitude grows ever stronger with each call…like putting your armor on for the day.

- CUSTOMERS MIMIC YOUR ATTITUDE- They mimic your confidence in yourself, your product (prices) and your company; they mimic your enthusiasm and say “YES” to an order.

-ATTITUDE FUELS YOUR BODY WITH ENERGY- to cause you to work hard and late.. because you’re pumped!

-ATTITUDE INSURES A SUCCESSFUL AND PROFITABLE DAY.

How do you control your attitude? It’s a choice you make. If you only dwell on problems you cannot solve YOU WILL HAVE A NEGATIVE ATTITUDE! If you dwell on solutions to problems you can solve YOU WILL HAVE A POSITIVE ATTITUDE! It’s that simple. Decide to have a POSITIVE ATTITUDE and it shall be so!

President Curt Kesselring




Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “Awards Goal Setting”

Virtually all the great achievements in the world have come from an idea that turned into a passion. What are you passionate about? what is it you want to see yourself accomplish? What do yo want to have come into your life? What do you want to be able to do in your life?

If you have the courage (and it takes courage) to ask then answer these questions, you’re a goal setter. Most people never ask or answer these questions, therefore they never are able to accomplish anything in life.

Decide now what awards you are going to earn in 2011. Get passionate about them. Write them down. “A goal properly set is halfway reached.”

Maintenance Engineering
Vice President Dennis Leno

Maintenance Engineering President Curt Kesselring “Emotion Vs. Logic”

This week I’ve enclosed, a sheet with two messages, to you in your packet. What’s the difference? Both contain the same “information”, the same “Facts” but the message is different.

The reason of course is EMOTION. “Just the facts Jack” is insufficient in communicating a message. If just facts sold then all TV ads would look like my typed message. In actuality, TV ads go far beyond my red lettered message. They pile on the emotion because the sales emotions produce the QUICKEST and STRONGEST decisions.

Take a look at your sales presentation. Is it more like the typed message I sent, or more like the red message… or is it more like a TV ad?

At Maintenance Engineering we teach on the words (railroad tracks) to our sales presentation. You must add the emotion to it. The words are merely the vehicle carrying the real message which are the sales emotions, CONFIDENCE (trust) which customers’ mimic and ENTHUSIASM (Yes) which the customer also mimics. The words are the vehicle and it is up to you to load that vehicle with emotion.

Take time to roleplay with your spouse or a friend or your manager. Give your presentation to a recorder or video camera and see how small changes in your delivery create huge changes in your message.

Bottom Line rule of sales success is less logic and more emotions means more sales. Remember the quote from two weeks ago, “You fight like you train” so train well.. add the sales emotions to your presentation which will cause the customer to TRUST YOU and SAY YES TO YOU!

Curt Kesselring


Curt Kesselring, President Maintenance

Maintenance Engineering Vice President Dennis Leno “Man, Know Thyself.’-Plato”

Maintenance Engineering Vice President Dennis Leno “Man, Know Thyself.’-Plato”



What kind of a year will you have in 2011? Have you thought about it? Are you excited about it?

You know, I have wondered many times about the challenge the great philosphers and teachers down through the centuries have given us. Think! Think! Think! That has been their constant theme.

Think about what? Well, about who you are. What you are. What you want. What you want to become.

Perhaps the saddest commentary that could said about anyone is that they went through their entire life and wasted their precious God given talents.

“Man, know thyself.” Think about what you are going to do with your amazing amount of God given talent and then make 2011 the best, the most profitable year of your life. Yes, it will take work. Yes, it will take thinking time but with only one life to live, shouldn’t we make the most of it?

Dennis Leno

Vice President Maintenance Engineering

Live Streaming Of Maintenance Engineering Sales Rally 1/6-1/7 2011

The Year-End Blowout is this week! For those of you who will not be in attendance, there will be a live streaming from our home office on Thursday 1/6 and Friday 1/7/ 7 am-5 pm (CST)


LIVE STREAM

Maintenance Engineering Vice President Dennis Leno “2011 GOAL SETTING”

As one of America’s top motivators, Zig Ziglar has those gems in his talks that you had better take seriously. One of those gems is his quote, ” A goal written is a goal half achieved!”

Why do you think that is? Well, let me give you a few more quotes that might answer that question.

- “You have to have goals to get you excited and deadlines to make you run.”- Ben Feldman

- “Whatever the mind of man can conceive and believe, it can achieve.”- W. Clement Stone

- “Write out your goals everyday in the past tense as if they have already been achieved.” -Dr. Maxwell Maltz

These great authors and motivators understand the old adage, “You don’t have goals until your goals have you.”

In fact, President Kesselring has said many times, “If you have to look at your goals to remember them, then they’re really not a goal.”

For 2011, I challenge you to do something really special for yourself. Set a goal that really excites you and challenges you. To do that, give it some thought. Write out your goals. Spend some time them. Your career and this opportunity deserves some extra planning time for 2011.

A Happy and Profitable New Year Everyone!

Dennis Leno


Vice President Maintenance Engineering

Maintenance Engineering President Kesselring “Be Proud To Be A Salesperson”

One of my all time favorite quotes is from Teddy Roosevelt, our 26th President. The thing I like most about the quote is that it perfectly descibes salespeople. Read it and I’m sure you’ll agree. I’ve included an 8×10 printed version for you to frame and hang on the wall of your office. Read it whenever you feel over-criticized and underappreciated.

MAN IN THE ARENA by Theodore Roosevelt our 26th President:

“It is not the critic who counts; not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sewat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself for a worthy cause; who, at the best, knows, in the end, the triumph of high achievement, and who, at the worst , if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory or defeat.”-Citizenship in a Republic” Speech at the Sorbonne, Paris, April 12, 1910

And he repeated the message again in 1912 to drive his point home.

“Far better it is to dare mighty things, to win glorious triumphs even though checkered by failure, than to rank with those poor spirits who neither enjoy nor suffer much because they live in the gray twilight that knows neither victory nor defeat.” (1912)

President Curt Kesselring



Maintenance Engineering