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Deal cycle for communications & media
Deal cycle for communications & media
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What is the cycle time of a deal?
How To Calculate a Sales Cycle. To calculate your sales cycle, follow these steps: Determine the total number of days it took from the identification of a prospective client to the point of closing the sale. Divide the number of days by the number of deals you or your sales team made.
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What are the 7 steps in the sales process with example?
There are seven common steps to the selling process: prospecting, preparation, approach, presentation, handling objections, closing and follow-up. The first three steps of the selling process involve research into prospects' wants and needs, with your presentation midway through the selling process.
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What is the average deal cycle?
To find your company's average sales cycle during a specific time period: Add up the total number of won deals in the period. Sum up the total number of days it took for each deal to close. Divide the total number of days by the total number of deals.
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What are the 7 steps of personal selling?
The selling process is generally divided into seven steps that empower you to sell virtually anything you want and satisfy your customers. The steps are: prospect and qualify, the pre-approach, the approach, the presentation, overcoming objections, closing the sale, and follow-up.
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What are the 7 stages of the sales cycle?
What are the 7 steps in the sales process? Step 1: Make contact & build rapport. ... Step 2: Qualify compatibility. ... Step 3: Analyze your prospect's needs. ... Step 4: Pitch your product and handling objections. ... Step 5: Deliver the proposal. ... Step 6: Negotiate. ... Step 7: Close the sale.
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What are the 7 stages of the sales cycle process?
The Seven Stages of the Sales Cycle Let's break down the seven main stages of the sales cycle: prospecting, making contact, qualifying your lead, nurturing your lead, presenting your offer, overcoming objections, and closing the sale.
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What is a cycle deal?
A sales cycle is a clearly-defined set of steps that sales reps use to close deals. Sales cycle management, then, refers to the processes and tools that sales leaders, managers, and reps use to track each stage within the sales cycle.
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start hello everyone nice to be with you and uh talking with you today about dealing with disaster reactions um and going over some tips for enhancing communication I'd like to start by reviewing with you the phases of disaster um we have experienced unprecedented levels of flooding throughout North Dakota for months now um and actually in the case of the devil's like area for years um and so we have many many uh counties that have been impacted many of you have been impacted and your communities that you serve as well so if we look at the disaster phases in terms of emotional reactions uh perhaps you could follow along with me uh as we look at uh these different uh types of emotions that are common during these different phases so during the warning or threat phase people may feel vulnerable or not they may feel safe or they may feel Invincible there are quite a few uh reactions that folks can have um but by the time the event happens when we enter the rescue phase then we see uh many people feeling quite anxious uh perhaps not even believing that it's happen happening feeling somewhat disoriented um uh finding uh for example their familiar signposts um their familiar U visual aspects of the community changed quite a bit uh they may find the emotional disturbance they're experiencing uh quite distressing as well um but during the rescue phase you also will see heroism coming through people setting aside their own um pain and their own distress to help others um and and a lot of strength that's displayed by individuals families and the community as a whole this is followed by a honeymoon phase where predominantly what you'll see is altruism people very selflessly helping one another many Aid agencies coming in to offer support and help um and a level of optimism um usually an unrealistic optimism that we can get through this quickly we'll get back to normal quickly things won't really change that much uh maybe a lot of gratitude if people are recognizing that their needs are great um feeling very glad that people are there to help them with that but notice that the emotional line takes a nose dive after that um unfortunately it kind of looks like a the stock market over the last few days um there's this a high and then it drops off very deeply into a low and I believe that in many parts of the state we are seeing people um and communities entering this next phase the disillusionment phase where people begin to feel quite discouraged they realize that um the disaster recovery is going to be long it's going to be difficult things won't get back to the way they were before some people have had uh great losses if they haven't had great personal losses is they know someone or they're uh or they're experiencing uh others in their Community who have had those so they may be feeling a sense of kind of a false guilt that um they aren't suffering as much as others um some people just want to get on with life and and forget about the disaster but find it impossible to do so they're competing with many other people for the resources necessary for recovery for volunteers for financial help or um cleanup kits you know for all those things that they need and because of this um they may be be feeling a high level of stress um blame and anger are very common during this phase uh some people may even feel rageful I'll sometimes talk to individuals um who've been through a disaster and they say I just can't believe how angry I am how irritable I am how cranky I am this isn't me what's wrong um it's also common that people will feel very overwhelmed tired um just worn out and they wonder how they're going to have the financial um emotional and physical resources to make it uh to to actually um make their reality um come true of being recovered being back to normal um there may be a sense of sadness and grief of the the loss as really becoming uh quite apparent and people have lost more than just uh the visible signs of their former uh affluences in security they've lost more than a home they've lost uh the feel of connection to a neighborhood they've lost more than um their Financial Security they've lost their their sense of confidence in themselves they've lost more than uh perhaps the uh the leisure time they were looking they've lost um their sense of of enjoying life so it's the hidden losses um that compound the visual losses that can make disaster recovery so difficult um and just so you can look ahead um once the disillusionment phase is over people will move into the recovery and reconstruction phase and here folks will begin accepting more and more personal responsibility for their recovery they'll realize that as much help as is offered uh it won't be enough and they'll need to rely on their own resources their own physical emotional and financial resources and while we certainly want them to accept our help and and accept our support ultimately they are going to have to uh figure out how to recover uh themselves how to be able to rely on themselves and their family um and so as they do that actually emotions improve happiness comes back many many people after even a traumatic disaster will experience happiness again and will find a joy and pleasure in their lives and so we try to help them get to that point but um unfortunately we can't make that happen for them uh they really need to go through this journey with us accompanying them and helping them out so that's where it gets um to the point that I'd like to uh address with you how to deal with people who are experiencing these uh negative emotions during the disillusionment phase and then what you can do to help them with that uh before I go on I would um be happy to to answer any questions if anyone has any um about these disaster phases okay terrific let's move forward then dealing with anger and blaming so a natural part of the disillusionment phase of disaster is to be angry about what's happened to you to blame others some people blame themselves uh but ultimately you may end up dealing with uh individuals who you're trying to help with your education um and your other sources of support and you find yourself met with intense anger um and blaming maybe even um directed toward you so what I'd like to say about this is that if you can be empathic if you can suspend any judgment you might have of the person's motivation if you cannot be worried about how truthful their complaints are that is whether the criticism and blame is Justified or not but a try to see things through their eyes and ask questions of them to clarify exactly what they mean then you can help them um best by uh by helping them feel validated they'll actually calm down usually because they're feeling heard and understood by you and then this allows you to communicate with them that you're going to be objective that you're willing to help them that you're not going to be defensive or judgmental and once they believe that they can trust you then they can begin to focus on specific events specific problems they're having rather than just making vague complaints um and that can help you um tailor your intervention the education that you're going to give the support tools you're going to offer um so that it better matches the situation but first of course you have to help them calm down another strategy that you can try um with a person who's angry and blaming particularly if they're blaming you or they're critical of you is a disarm technique um and here what you're doing is um again you're disregarding the validity of the complaint you're not uh going to try to judge whether the person is right or wrong you're just going to listen for something in the complaint that you can agree with something you can agree with um you want to to then agree in a in a calm and honest way um you know it's very important not to use sarcasm or be defensive at this point you just want to be very open and even if inside you're feeling very agitated try to take a deep breath be calm and try to in a truthful way um find something you can agree with if you're giving false assurances or you're just trying to calm the person down by saying what they want to hear that's often counterproductive people can pick up on that but if you're trying to be honestly disarming um then you can make some progress so for example if a person say says well your agency you're putting out all this stuff but um you know most of it's focused on you know how we're going to recover financially but you know we don't even have a house to go back to and so instead of yuking into the part where they're saying you're giving us the wrong information um and then being defensive about that you can say wow it sounds like you're feeling very overwhelmed and you're very upset about losing your house and you're feeling like people aren't listening to that part of what you have to say tell me more okay so that would allow you then to agree with them to show some empathy and then to say wow you've lost your home I could see how that would be very upsetting if people aren't keying into that part of your problem speaking the truth um being non-defensive will build trust and respect and um you will avoid frustrating the person and provoking any further attacks by using this strategy third thing you can do in dealing with anger and blaming is what we could call feedback and negotiation so if you really need to explain to the person that um you have a a certain point of view you have something to offer um and that you can't uh do more than that or you can't do different than that then you want to be tactical and assertive about that uh strive to focus on the facts not protect yourself in your agency not preserve your own Pride but just focus on the facts um and acknowledge that what you have to offer may not be exactly what the person is looking for but you're hoping that it can be helpful to them nevertheless um sometimes when uh we're dealing with someone who's angry and blaming and and you know we're trying to suspend judgment but we may find ourselves complaining uh and maybe even using negative labels to ourselves uh to describe the person that can be counterproductive because it really um gets you caught up in an emotional reaction and it it gets you off track so try to just listen objectively try to figure out what the person is really feeling and experiencing looking at it from their point of view and then try not to be um um preoccupied by your own emotional reactions to that if a person repeats a repeats a complaint over and over and over again um you just need to keep repeating your assertive Comm communication over and over again so um sometimes people feel like they get kind of stuck like a broken record um and you can try you know saying it different ways but if they're just repeating the same thing over and over and over again then the chance is that they're not feeling heard or they're just really preoccupied and they're not able to move on and so you just stay there right with them and you just repeat your response over and over and over again um and sometimes then they they'll be able to get past it and move move on if not you can always make another appointment um or plan to get together with them later when they're in a better state of mind if you are in the wrong please agree with the person thank them for poting pointing out error and apologize for any hurt you may have caused even if it's of course um not on purpose it's not something intentional but if you have done something inadvertently um that's that's causing a problem for the person please try to um make an apology for that so that they can see you as genuine and caring and that way you can gain Goodwill and respect um you can help the person calm down and be more reasonable in working with you and then you can also help them view you in a more positive way and that can help you help them better so that's dealing with anger and blaming I'd be uh really interested um when we go through the the next few slides to take some time um to come back to these and to find out more about what your experiences have been and what you find helpful in dealing with uh your customers your clients who um are having excessive anger before we do that though let's look at another topic um and the next one is dealing with grief and sadness so here of course uh we might be trying to help people who have been through an incredible amount of loss they may have lost lost livelihoods neighborhoods uh sense of family sense of personal competence they may have lost their life savings all kinds of things that can feel very overwhelming to them and to us as helpers um you know our tendency is of course is to want to fix it to help them feel better um but I want to encourage you to take a different tack I want to encourage you to slow down to try to just be present with the person in their grp and sadness and to validate their loss uh to really uh let them know that you uh can understand uh at a very human level how they might be experiencing life as very difficult and very sad and very overwhelming right now um and that that makes sense to you that you hear that that you can validate that um in our in our part of the world um in particular with some of the um the subcultural expectations we have I'm thinking maybe of you know small towns and and AD communities and the like um people are very protective of um of revealing problems of re revealing distress to other people um but I'm guessing that many of you are trusted confidants and and if not that you may find yourself in the role of a trusted Confidant someone uh who who to whom you know the sadness can be revealed the grief can be revealed the tears can be shed um and you want to be you try to nurture yourself help yourself be able to hear that be able to sit with that without rushing to feel like you have to say something in fact our second tip is instead of trying to say something um Your Role now that would be most helpful is really to listen to do compassionate listening um to listen to um if if you feel comfortable uh you know you can put your hand on the person's arm or um or shake their hand as they leave or do something to help them um feel a sense of connection and um a sense that you you truly care you know look at them um Lean Forward um try not to uh look tense try to relax your body as much as you can but if you're feeling sad along with them that's okay uh you can look sad you don't have to be all cheery and make a joke however sometimes they'll want to make jokes and move in that direction that's okay too so you can just follow their lead but you want to be listening you want to to listen with concern and with compassion and then um you want to help them feel connected to you and feel connected to others notice in none of this am I saying you really need to fix it for them because I really believe that first people need to feel their sadness in their grief and then be able to to get to a place where they can TR uh be ready to fix it be ready to recover and we don't want you to rush them too much um now uh you may not be happy with me for saying that uh it may be very different from what you normally do and if it doesn't work if you tried it and it doesn't work I'd like to hear about that uh because I don't have your job I'm just saying that when I've worked with people post disaster I discovered that many of them need fresh ears that can listen they've had um plenty of of time that they've try to withhold their feelings and withhold their um their thoughts from PE from others either because they don't want to um you know be thought of as weak or they don't want to be pied but also um because they don't want to burden others with their problems and concerns they may feel like they can burden you and if you're willing to accept that by just listening um and appreciating um what they're telling you and how uh how heavy it feels to them that can be very helpful and then that can actually get them ready to move forward with recovery the social connections has to do with making sure that they're tied in as much as they can be with people in their lives who are supporting supportive to them so Family Friends Church um are they going back to the cafe uh and hanging out are they hanging out at at the elevator again are they uh you know presuming that that's available to them are they um are they uh going to uh to the quilting group um you know are they doing the social things that provide them that support that they get from hanging out with their peers people who care for them often in in the rush of trying to um respond and recover from disaster people let these social connections uh fade away they don't um attend to them as much they don't nurture their friendships they don't U make time for this for this uh relaxation and Recreation um and and worship and that kind of stuff but um if that's been an important part of their past that can really help them connect with others and get some support with their GR grief in their sadness last topic I want to touch on briefly um and then we can open it up for some discussion is dealing with discouragement so with discouragement um I'm talking about people feeling hopeless and helpless like they can't move forward they don't know how they're going to deal with this um and an important thing that you can begin to do is to Foster hope help them find hope now hope doesn't have to be um you know I hope that everything will be back the way it was I hope that someday uh you know I'll I'll be all recovered and you know we'll be back to normal and this will just be a distant memory um because those kinds of things may or may not be achievable but for Hope to Foster hope now what we're looking at is fostering hope that you can cope Foster in hope that you can begin your recovery or proceed with your recovery fostering hope that you can build a new life for yourself and your family so how do you Foster that kind of hope well what might be really helpful is to remind people that they've been through tough times before and to ask them what they did then to deal with that situation what did you do before when you were facing a financial crisis what did you do before when you noticed that you were not able to um to have um the kind of living situation you wanted what did you do before when your child had to change schools and so forth um how did you deal with that then what can you do now um to cope with it better um so getting them in touch with their own past can foster hope for the future um another source of fostering hope of course is that you have information and you have uh resources available to them and you can let them know that they are not forgotten they're not going to have to struggle with this alone that there will be others to help including you and your agency and any others that you're aware of that can provide that kind of support so you want to give them hope that they can cope you also want to help them engage in problem solving and if people get overwhelmed and are feeling helpless often they're not engaging in good problem solving um and so you can guide them um how do you do good problem solving just think of these simple steps first you have to know what the problem is right um and it can't be the whole thing the problem is I've got to get over this disaster or we've got to um you know we've got to recover that's too vague it has to be more specific we've got to figure out where we're going to live I've got to figure out um how we're going to handle this financially right so that would be the problem and then once you have identified a very discreet problem then you want to engage in free non-judgmental brainstorming right what are the different options available what are some possibilities even Wild Ones um that most people uh would censor uh like well I could just um you know I could just um go back to school and become a clown or something you know um that's a funny example but you know coming up with some brainstorming really thinking outside the box I know you guys are great at being creative and thinking and pulling resources together and so problem solving would be a great thing for you to do because you know what many many options might be and see if you and the person together can't throw out a whole bunch of them and then once you've thought through uh or thrown out a bunch then begin to evaluate them and try to select um options that are realistic given the person's current situation um and once you've identified some realistic options you may just choose one or you may choose uh several that you want to combine or or I actually like to work with people on problem solving in stages so let's problem solve for this week um and then once we've solved this week then we can look ahead to next month and then we might be able to look ahead further right so you might want to do it in terms of a temporal Continuum like that have a a clear plan of action that the person can uh get started with right away and this can help with kind of the third um Step which is enhancing a sense of control having a plan and having something you can do right now right now as you're sitting together right now as you're meeting together right now as soon as you leave this appointment you can go over to XYZ place and register or request or purchase you know whatever it might be you can go online and find ABC resource right you can can put something in their hand and that can increase their sense of control oh now I have a plan now I have something I can do to move forward in the direction I want to go and that can help counteract those that discouragement those feelings of hopelessness and hopelessness uh by giving the person again a chance to u to make a little difference um remember that any Journey starts with one step right so we're not talking about that you have to problem solve and get everything all resolved we're not talking about the person has to feel perfectly back in control of their lives you just want to enhance that sense of control the confidence that they can do something the self-efficacy that what they do will make a difference and help counteract that discouragement thank you so much for listening for a while I hope you've found this um interesting and thought-provoking and now let's let's talk a bit um I'm interested in your questions and learning more about strategies that work for you or or any particular concerns that you might have so go ahead and type them in the text chat or press the top button and ask away I'm listening while we're waiting for questions I have some more slides and we can just kind of talk a little bit about some things if you'd like let's look at this one this is a my not picture um and notice that what we have is uh people in an uncustomary form of Transport Transportation right they're actually in a boat going through neighborhoods and you can see in the background the homes that are flooded so when you look at a picture like that perhaps like me you think that doesn't even look real how could that be and how overwhelming what it would be uh how overwhelming it would be to face that um let's look look at let's think about this in the context of Lor's question um and she asked the survivors are so ready to do something but the answers on rebuilding are so unanswered the frustration of not being able to move forward so think about the enormity of it and you look at these homes and imagine now the water has gone down and here we are um with the the remains of these homes right um and it's been weeks now and people want to move forward and there are no answers there are no answers so let's think about that you might of course want to be the answer person you might want to help them find the answers if there are no answers there everybody's frustrated everybody's frustrated so let's look back then and think about our the things that we could do one is we might want to validate that frustration right yes that is very frustrating isn't it you would expect by now that things would be solved that decisions would be made that um the future would appear clear and it and it isn't um I'm just going to we'll just think back about the anger and blaming so having some empathy yes that's very frustrating um what do you see as you know the main barriers to moving forward and then you may be able to get the person to talk about uh well I think it's you know uh this agency or that agency hasn't made the decision or they may say oh because I think it's so overwhelming you know there's just too many decisions to be made um and then you can say all right given that the decisions aren't made yet and that you don't know ultimately what the answer will be for you what's one thing you can do now what's one thing you can do now because being frustrated about something that you you aren't able to control um Will Will just lead you to be um more and more upset over time right so let's see if we can find there are some things that you can control now maybe you can't control what the city's going to do what the codes are going to be what the ultimate plan going to be maybe you can have some input you know have you thought about talking to your you know County Commissioner your emergency manager or whatever have you thought about doing that was that be something that would be helpful to you have you thought about writing a letter to the editor um but let's say that you know that that that is isn't a direction you want to go what can you do now to cope with your frustration because if you can't control the circumstances you can control how you react so what are you going to do to cope with your frustration maybe it means not thinking about it and talking about it as much right maybe it means thinking about taking a break um I have um friends of mine on many of us do right and and my friends decided that they were going to take a little vacation now because there's nothing they can do for a while so they have some friends um who are giving them a place to stay in Florida and they're going to go away for a few days um and just kind of hang out I talked to other friends that said oh they're going to go visit relatives for a while um so maybe this is a good time to just kind of take a break and nurture and take care of yourself while you're waiting for some decisions to be made so thank you Lori for asking that question um any other questions that people have anybody interested in Sharing more about what they're seeing out there quiet shy group let's talk some let's talk some about some of the situation um yeah so here we have um you know the flood mud and crud the aftermath of the flooding and Lor's commenting that some people are dealing very well and some are not handling it well at all um and so I imagine the people that are dealing well uh are people that are resilient right they're finding um some way to have hope in the future they're trying to maintain some sense of optimism um they're connecting with other people they have a plan they're trying to work their plan and their plan U can be flexible maybe they're setting new goals for themselves um or or they're able to revise their goals and move forwards other people will feel um very overwhelmed like um they really don't know what to do it's so much has gone wrong all at once and they're just not sure where to chart um and maybe they've experienced the loss of some really significant items uh you know here we see just kind of strewn about things that have come out of people's homes and many of those items of course um are contaminated and destroyed and can't be salvaged people will try to salvage them sometimes but eventually they'll they'll realize it's a losing battle and now they're without their sentimental items they're without those things that are irreplaceable um and that can cause a lot of pain and a lot of grief um and so not handling it well um May mean that people are overwhelmed by the emotional aspects of it so if we think about how to help people that are overwhelmed emotionally um mostly it's what you know it's back to we were talking about earlier maybe the grief and the sadness um it's validating it's compassionate listening it's helping people get connected with others um so that they can get some hope um that they may be able to somehow get through this even if it means a lot of them um are not going to have ever returned to life the way it was before um change is really part of life and um helping ourselves adapt well to changes even when they negative changes is something we all can work on um let's think also um thank you Mike uh let's talk a little bit about if we're helping other people um how do we cope with it ourselves how do we cope with the stress of helping the people um that are looking to us um if we're meeting with with folks that have um this kind of emotional um expression on their face you know like this man here this is a a picture from G Coast but post Hurricane Katrina but you can see the the hopelessness the discouragement the the kind of lost look in this man's eyes if we're dealing with many people every day that have that um the stress is going to take a toll on us too and so what is so important is for us to to to validate that ourselves okay it is going to be stress stressful it is going to be hard it's going to be painful we are going to react emotionally to the stories we hear and so we need to do some special things to help ourselves stay healthy to help ourselves be resilient as we're doing this um and those come under the realm of selfcare self-care um let's think about um different Realms of self-care let's think for a moment about caring for our elves physically rest and sleep are critical we need to recharge our batteries we need to restore the Lost energy so we need to take time for rest we certainly need to take time for sleep sometimes we'll be reluctant to do that because there's so much to do or when we lie down we have these images and thoughts going through our head and we're not able to sleep so let's talk a little bit about sleep hygiene to make sure that we can do that um to help yourself have a good night's sleep you want to make sure you're taking time before bed to turn off your brain at least to um turn your brain to a different channel so if you've been uh if you're like me and you're kind of in the habit of watching the Nightly News program right before bed this may not be a good time to be doing that um you can always catch the news in the morning um and you probably don't need to hear more about pain and suffering in the world right before you're trying to sleep so turn off the TV turn on some music or if you are watching TV turn to watch something humorous or something very light um or maybe you know you've got some favorite uh DVDs that you can you know pop in a DVD or something I like to watch British comedy that really helps me at nighttime so I'm going through again this series Faulty Towers uh to kind of help me uh do a bit of laughing um and and relax so I can get a good night's sleep you also want to uh watch your use of caffeine uh because when we get tired and we're not sleeping well we tend to overuse caffeine the next day to try to help ourselves be alert but we want to be careful about that so rest and sleep secondly think about good nutrition uh we might go for comfort food but you know comfort food works in the short run and in the long run isn't the best thing so I know many of you out there um are are experts at nutrition you know think about applying that yourselves and encouraging your colleagues to to use good nutrition and then finally calming your mind and so we want you to to help you be able to release the stories that you've heard not carry them home with you um uh but really just kind of leave them there and so um you know if you're a spiritual person um it might help you uh to do a little prayer or a little meditation at the end of your work day to just kind of help yourself relax and calm down and to leave leave um the people's problems that they've given to you to hold to put them in a place for safekeeping but not to just carry them home uh with you and have them um interrupt your your need for uh rest and and relaxation in the evenings you also might um do a bit of journaling or have a colleague that you talk to if you've had a particularly upsetting story or an upsetting day uh try to uh unload that and someone who will listen compassionately to you and not TRX it U but will really give you some support validate that yes this is a tough day but then help you um find your own resilience remind you that that you're not there to solve everyone's problems you can't be um the solution person for everyone and for everything all you can do is provide your little bit of expertise your little bit of help um and that that truly can make a big difference for people um so remembering that what you do is very important but you don't have to do everything um two two catchphrases with this that I've learned recently that I really like um you may be able to do many things but you can't do everything you can do maybe anything but you can't do everything and the other one is you know your best is all you can do that really is all you can do so do your best and then be willing to walk away and leave it at the office um leave it on your um your notepad leave it in I have a worry jar in my office and I my clients certainly use it but sometimes I use it too leave your worries behind um and they'll be there for you to pick up when you're fresh and rested tomorrow thank you Mike for asking hi this is Holly I just had a comment um I was helping a friend last night and I just made a point I saying when I entered her basically dilapitated gutted out Hol I said wow you just it's amazing how far you've come and later in the evening she said you know she was I just feel really good about all that I've accomplished I never worked so hard in my life she was and I did it I did it and my friends did it she that just feels really good so even in in midst of this Devastation just talking about how empowered she feels on one hand but how devastating it is on the other but just really trying to focus on you know really how far people have come even though it may seem like going backwards in a lot of ways but she's just really feeling good about her support system right now and what she's capable of and I think sometimes we forget that you know I I think people can do a lot more than we think we can when we're when we need to thank you so much for that comment that's that's just awesome to hear that um because what you've identified is that you were able through you know your compliment um you were able to help her recognize her own resilience um and that she could find strength within herself maybe that she didn't even know she had right and that she found um strength in her supports and people to help her that she didn't even know were there um part of uh my professional life is doing research post disaster and and asking people to think back over their disaster experience um and what advice they might give other people or other communities facing disaster and fairly frequently people will say I discovered strength I didn't know I had or I discovered that I could do things I never imagined or I discovered that you know who my true friends are I discovered how strong my community is I discovered that although this is very difficult to live here and to have this you know disaster impact us and sometimes again and again or maybe for a long time nevertheless there are so many good people here and um this is why I'm here this is why I feel connected uh to my community uh so yes there always is um I you know the the sun it still shines even though there dark clouds right the sun is still there and if you can help people find the sun find that Ray of Hope that gleam of of joy that that bit of warmth and comfort um then they can do better emotionally and that will also help them do better um you know physically and socially and occupationally and financially it's a it's a ripple effect so uh let me pass on then um just enclosing some some comments I Deb has has mentioned that um we've gone over some information there's lots to think about um and you know she's encouraging you to use these tips and reminders and really take a a pause today just to think about are there any ways you want to adjust your own Communications clients who need your support um what have you done lately to take care of yourself what are you doing that's working um you know when I when I give you these tips and pointers um I'm trying to point out uh some strategies that you may not have thought of but I'm aware that many of you are already using these things and you've already thought of them and I I want you to to uh Pat yourselves on the back give yourself a a chance to recognize um that you you've been doing some really good work out there um and hopefully uh just going over some basic things you can do to help people that are feeling stressed angry discouraged sad grieving uh going over those uh tips for communication can help you feel more successful when you're dealing with them so so thank you um all of you for all that you do and um just want to remind you here that we know things will get better that is um that's what happens uh life produces changes and we adapt to them and adjust to them as best we can but even in the worst situation um there's a way to look forward to see that something uh will get better and in many cases post disaster a lot of things get better um so have hope in that look toward the future find that sunshine and take care of yourself I think I'm all set thank you so much everybody
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