MONEY

Walking on coals inspires De Pere businessman

Tina Dettman-Bielefeldt

Green Bay SCORE Mentor Bob Jahnke, and his son, Adam, can say that they have walked on coals and found it to be an exhilarating experience.

Jahnke, owner of Top Hat Marketing in De Pere, is an advocate of Tony Robbins, one of America’s leading motivational speakers. When news broke in late June that dozens of attendees at a Robbins’ seminar in Dallas were treated for burn injuries to their feet, Jahnke felt that the story overstated the potential for injury.

Having served on the crew at the end of the burning coals line, Jahnke said that injuries are rare.

“The first time you go through the coals, you’re kind of nervous,” he said. “But, Robbins says to look up and don’t look at the coals. When you get to the end of the line, they would tell you to stop, rinse off your feet, and celebrate. I’d say that most of the time, and it’s probably less than 1 percent of the people, you might get a small blister because you didn’t wipe off your feet.”

Jahnke has walked across the coals four times, and his son, twice. Both say that it is empowering and gives a person the confidence that if they can do that, they can accomplish anything.

That is the message of the seminars, books and videos. They are focused on helping businessmen and regular people evaluate what they really want in their lives, what prevents them from having it, and how to make changes.

Jahnke participated in his first seminar, Unleash the Power Within, about four years ago. Since then, he has attended programs on business, life, and wealth mastery; a leadership academy, and others. The information has motivated him to transform his life and business.

“Motivation is based on what you do with what you learn," he said. "You can be the most genius person in the world, but if you don’t do anything with it, it doesn’t do any good.”

After the first seminar, he lost 25 pounds in 30 days and got back to his high school weight. He set goals for his business, and made plans.

“After making a plan, you need to follow it, measure the results, and adjust. Not everything works, and if you don’t measure, you don’t know,” Jahnke said.

In addition to changing his existing business model, he also found himself coming up with new ideas such as a VIP marketing system for client follow up. He says that it’s a fact that only 2 percent of sales are made on the first contact, and that 80 percent are made on the fifth to 12th contact, yet only 10 percent of salespeople make three contacts. With the success of that program, he has expanded it for niche businesses such as bars and mortgage companies. He maintains motivation by listening to tapes, continually monitoring his progress and seeking change.

Jahnke said he had learned three key things. The first is the ability to change.

“You can change anything in your business and life," he said. "An example would be something as simple as your physiology — how you stand and carry yourself. When you’re depressed your shoulders are down. You need to stand back and stand tall."

The other items are what you focus on; whether it be personal, business, financial or spiritual. You can’t do everything all of the time, and should pick a few to work on.

Finally, Jahnke learned the importance of how he talks to himself, and to make sure it is uplifting and positive so that he has confidence in business and life.

As he makes changes and continues to grow, one area hasn’t changed. Jahnke continues to have the mindset that one of the most important things anyone can do is give back by volunteering. It is something he excels at.

Tina Dettman-Bielefeldt is co-owner of DB Commercial Real Estate in Green Bay and past district director for SCORE, Wisconsin.