I AM THANKFUL!

I AM THANKFUL!

On this past Sunday, a special holiday for so many in the world, it seemed appropriate to exclaim – GIVE THANKS! It also begs the question – what are you thankful for? The act of being a “thankful”, and an appreciative person can be an especially effective means to improving the quality of one’s life, and business. It is very much like positive attitude in that too much of it is actually a good thing.

For business professionals, the act of being thankful is one of humility, for it shows that you are acknowledging the efforts others, or other beings, and the contributions they’ve made to you and to your business and/or life status. In this article, I’ll show you just how powerful it is, to GIVE THANKS!

I am thankful – TO MY PARENTS

What an amazing example they set for me in life. Unconditionally charting a course of love with a selflessness that borders on overwhelming. I am full of hope, joy, love, optimism, concern, compassion, courage, reverence, respect, charity, and kindness. This is because of my parents showing me all of these things all of my life.

I am thankful- FOR MY HEALTH

Without a healthy mind and body, we as human beings, have nothing. We cannot make a difference if we are constantly fighting to find balance, or to merely stay alive. Although you could argue that life is a fight every day, some of us are blessed with emotional balance, physical strength, intellectual capacity, and a strong genetic disposition. I am one of those fortunate few who have enjoyed a very healthy life, and I am thankful.

I am thankful – FOR MY OPPORTUNITIES

Someone once said “luck is what happens when preparedness and opportunity meet”, and they were right! Over the course of the past twenty-nine years I have enjoyed the good fortune of being in position for preparedness and opportunity to meet. I’ve had the opportunity to play sports at the championship level. I have showcased my theatrical and vocal talents. I led my college as the chair of activities and as a student senator. I was recruited, transferred and attended an ivy-league caliber university, on my own dime. I accepted a position with a Fortune 500 company during a recession, which relocated me to Miami. I have lived in several great states, including: Minnesota, Florida, Tennessee, North Carolina and Indiana. I founded a business network which today is the largest of its kind in my area. I accepted a position which I created to transform the traditional law firm and it worked. I have married (and divorced) successfully and without tragedy. I was invited and am near completion on my Master’s Degree at a top-10 U.S. university. Take a look at your opportunities, to find where you’ve been fortunate, if not downright lucky!

I am thankful – FOR MY RELATIONSHIPS

As I look at my life, I can see a pattern of longevity with those people close (and closest) to me which I believe has been a key to my personal and business success. I am not talking about your social media relationships. I am talking about those people in business and life with whom you have a five-year or more history. Business and personal relationships take dedication, commitment, communication and hard work; and yet, when you do the work in your relationships from a place of integrity, everything is possible. My best friendships span 25, 26 and 27 years respectively. Tessa, Dave and Bill know me. These old friends are like the gold you keep secure, as they are in investment. These new friends like Jeff, Adam, Allan, Drew, and Jessica are like silver, for they too know me, yet they are appreciating in value. These are but a few of the names who know my life, my family, my stories, my journey, my faith, my successes, my failures, and this is to say – they know me. So who knows you? I am thankful for my relationships.

I am thankful – TO AND FOR MY COMMUNITY

Have you ever stopped and taken more than a moment to look around at your surroundings? What you will see are buildings, streets, parks, bridges, museums, schools, universities, roadways, airports, beaches, or even monuments. These are often named after prominent, historical, meaningful, and valuable persons. Some are celebrities, former Presidents, community activists, titans of business, or unsung heroes in your city or town, all of whom have one thing in common: they made a difference to someone or something with their life. As a result of the difference these people made, we all enjoy a better life, and can thus be thankful both “to” and “for” our community.


I am thankful – TO YOU

If you are reading this blog, it means that we have a relationship. It is likely that we have worked together, and over time, whether as friends, colleagues, associates, or perhaps as family members. We have invested the time and effort to get to know each other, trust each other, and to support each other. This is how relationships are built, and sustained. It is for that reason I can say that I am thankful to you.

I Dare You!

"I Dare You!" is the perfect starting point for my blog efforts in 2012.

We have all heard "I Dare You!" from someone at sometime in our lives. It was most likely someone who cared enough about you to encourage you to do something, such as something new, perhaps something a bit risky, or even something dangerous. The point was to get you first to read the blog, and then to act. I Dare You to read on!

"I Dare You!" is a little-known book, written by William H. Danforth (1870-1956) which was a gift to me from a successful man that I hardly knew. He was the Founder of a vibrant business that helped me to earn my way through college. Prior to graduation, I was advised to sit with him for a cup of coffee, and I did. I shared my plans for getting a job, with no Google, no internet, and an economy in recession. Whatever I said, he reached into his desk drawer, and pulled out a copy of the book. I can only assume that he saw something in me, and felt this book would inspire me to act, so he gave it to me and asked only the I read it. So, I did! Below please find the Author's Preface:

"I Dare You" is for the daring few who are headed somewhere. Those afraid to Dare might as well pass it up. It will weary the lazy because it calls for immediate action. It will bore the sophisticated, and amuse the skeptics. It will antagonize others. Some will not even know what it is all about. It will not be over-popular because it calls for courage, swift and daring. But in the eyes of you, one of the priceless few, I trust will come a renewal of purpose as you read on. You can be a bigger person than you are, and I am going to prove it to you." - W.D.

In 1998, I read "I Dare You!" for a second time. It inspired me, reminded me that I could be bigger than I was, and so I accepted a new dare. BNI was thus born in Miami-Dade on October 21st, 1998. I can't say for certain that this book was the sole reason that I started BNI with BNI Coral Gables; however, I can say that it contributed to my effort for without the concepts of this book, I may not have taken the steps necessary to endeavor to become a bigger person than I was at that time.

So now what?

I DARE YOU....

- to change something about your life, yourself, your business or all three!
- to educate yourself on a topic of life or business importance!
- to debate someone about advantages/disadvantages of the status quo!
- to invest in someone deserving of your time, experience, or
- to explore your community!
- to develop and execute a new business development strategy!
- to serve your customer in a world-class way!
- to develop your people as if your business depended upon it (b/t/w, it does!)
- to care more about others!
- to give more to charitable organizations!
- to donate your time to someone or some organization in need!
- to solve your most challenging life or business circumstance this week!
- to learn a new skill!
- to form a new hobby!
- to start a blog!
- to post on Facebook!
- to write your U.S. Congressman/woman or U.S. Senator!
- to start a non-profit organization to serve the underserved!
- to get involved in the upcoming election!

I DARE YOU to accept the dare, to confront something boldly, and to enjoy your life more as a result!

Five P-words to Success

PEOPLE

Every business, regardless of industry, country, or model, consists of people. The quality of your people drive the quality of your business, and most importantly, the experience one gets buying or working with you. How much time, energy, and resources do you dedicate to personnel development? Likely, not enough to meet the rapidly changing demands of the marketplace, including your vendors, customers, clients and partners. Dedicating resources (time, money, training and mentoring) can pay huge dividends as you strive to succeed, in any economy.

PASSION

What is this passion-thing really? Is it joy? Is it love? Is it winning? Is it succeeding? Is it graduating? Is it marrying? Is it recognizing? YES, all those things and too many more to mention, because passion begins with/within YOU. Do you display an energy that resonates, attracts, excites, motivates, encapsulates and dedicates others to follow your lead? Passion is an obsession for better___________, en route to best. It is the stuff that you bring to the equation. It is a force for good. It is a genuine desire, and positive intention. It is always being part of the solution. It helps you to embrace change. It guides you through adversity. It is what together we create, and it starts with YOU.

PREPARATION

How do you make ready for a meeting, a lunch, a client, a prospect, a family reunion, a breakfast, a dinner, a conference call, a convention, a date, or an impromptu encounter? If your answer takes too much thought, you're likely in need of a reminder of how to prepare for success. Research the person. Get to know their industry, company, goals, hobbies, interests, involvements and if possible, their burning desire. The more you prepare, the more someone knows you care, which drives the conversation (and relationship) beyond selling to advising, and success is now within reach.

PRACTICE

So what do you say/write, how do you say it/write it, and why say/write that when you are meeting someone new? Lawyers, doctors, accountants, athletes and musicians practice, so why don't you? Successful sales calls, golf shots , surgeries, trials, investments, and seasons have one thing in common: practice. Are you working hard enough, and smart enough, to achieve the success you say you want? If not, one thing you can do immediately to position yourself/your company/your team more success, is to practice.


PROFITABILITY

In business we measure much of our success in financial terms. Revenues, profits, premiums, assets, ebita, percentages and margins are but some of the measures most commonly used. In networking, people are your gateway to success, and social capital is the currency we measure, and trade. The goodwill you create in the service to others can be deployed for positive results in ways beyond imagination. Social capital is not always tangible, yet we can use it to help others, and ourselves, to ongoing success. How do you get it? By creating value in your relationships beyond the product or service you provide. Always do for others more than you take in return, and watch your social capital (and success) grow.

3 Steps to Grow Your Referrals!

The most frequently asked question (FAQ) by my client's, and my business network, is as follows: "how can I/we get more new business by referral?" Over the 20+ years since beginning my sales and marketing career with Deluxe Corporation,(www.deluxe.com) a Fortune 500 company based in St. Paul, Minnesota, it has been my experience that the absolute best way to "get" more referrals, is to "give" more referrals. Aside from that, you and your organization can master the following "3 Steps", and watch your referrals grow!

Step 1 - Practice ProActive Listening!

Consider this simple, yet powerful fact: each and everyday, your friends, family, clients, prospective clients, alumni, association, religious, and non-profit organization colleagues (a/k/a your network) tell you that they have needs. In other words, they want something, or someone, better. Are you listening? I mean, are you REALLY listening to what they are saying, and actively thinking about who you know that might be able to help them, better their business, or their life? The needs are obvious. A better dry cleaning service, an honest auto mechanic, a reliable contractor, a quality locally-owned restaurant, a banker who knows their name and their business, an accountant who files on time, a realtor who presents properties that match their buying ability and lifestyle, an attorney (or law firm) who values the client more than the hourly rate, and the ever-important medical doctor who won't make you wait for an hour (or more) just to see them! I trust you can understand what I am saying, when I say that we all want (and deserve) something, someone, better. If you care enough to proactively listen, you can make an introduction for them that will forever leave them being thankful to you.

2- Become More Visible!

Who are you? What does your firm do? How are you unique or different in the marketplace? These are not what you want someone in your community to say upon hearing your company name! Simply put, when we source your firm name in the business dictionary (assuming there was such a thing), we could then just replace your company name with the following definition: <_____insert your firm name _____ = "an unknown", "invisible", and/or "irrelevant" firm of some kind that does some thing to which nobody really knows, or cares.> If success is your goal, this is NOT what you want anyone to ever say (or think) about your company. So how do we prevent this from happening? Become more visible! Word-of-mouth marketing is more like farming than hunting, so it requires you to be on the ground, in-person, attending, talking, meeting, greeting, planting seeds, opening and nurturing new relationships. This also requires that your team accurately communicates your brand, your story, your uniqueness, and your strategic advantage. To get more business by referral requires you to train your network (a/k/a your friends, family, clients, prospective clients, alumni, association, religious, and non-profit organization colleagues) on what makes you unique, different, and ultimately the preferred company in your field or industry. Unlike business over the internet, which is cold and impersonal, your business referral network is an organic, ever-changing ecosystem of people. In this way, your network is much like a farm, which requires that you invest time, energy, resources, and purpose in order for the seeds you plant, to grow, flourish, and yield those fruitful crops which we call referrals! Through active involvement with your network, and in your community, you and your business will become visible enough to be credibly referred to others.

3- Less is More!

Success by word-of-mouth requires that you communicate clearly, creatively, and constructively - in less than 60-seconds. Think about it: t.v. (or radio) ads rarely run longer than this, and yet, they tell you a whole lot about something. Arguably, they are not always completely clear; however, they are 60-seconds or less. Why? Time is money, in advertising, in business, and in life. Word-of-mouth provides you an opportunity to say less, while accomplishing more. Don't think so? try saying (and timing) this: FLY, SLEEP, DRIVE, CRUISE, CHEAP. If you're like most, 3-5 seconds is as long as it should take to say those five things, which are the entire business model of an online internet travel services firm known as Hotwire. (www.hotwire.com) Do you know your five things? For many years now, I have consulted our clients, and my networks, on the value of saying more, with less. This is especially important for networking events, galas, elevators, airplanes, front lobby/reception areas, restaurants, bars, stadiums, theaters, court rooms, schools, board meetings, parties, and anywhere else where you might happen across that ideal prospective client (which is everywhere!) Why? Because everyone you meet, and yes even at funerals, almost always asks you that involuntary question: "what do you do?" The key to everything in business (and sports, medicine, law, copier sales, insurance and any other business which requires someone to say yes - which is every business), is practice. Every other professional has to practice, so why don't you? Practice being clear when you communicate who you are, what you do, and most importantly, how your clients in _____ industry _____ benefit from working with you. Verbal vomit (anything more than 60-seconds) is the death knell of word-of-mouth marketing, and an expensive proposition for advertising mediums. Be creative about what you say, how you say it, and especially how you say why your clients work with you. Please avoid the boring, biographical, pedigree-laden, plethoric details of your experience and qualifications because to be honest - they do not care! They want to be excited, inspired, and motivated! Finally, be constructive about sharing how you help others, with real stories that showcase two, three at the most, client success stories. This will generate enthusiasm, attraction, and curiosity, which are keys to setting a formal meeting to talk business.

By proactively listening to your network, while getting involved in your local community and organizations, you can deploy the less-is-more tactic, while giving (and gaining) more referrals by word-of-mouth!

Word-of-Mouth is Always Working - For You or Against You?

HEADLINE NEWS - ANYWHERE, USA

Gas prices reach record highs! Real estate prices sink to record lows! Banks and credit markets in crisis - again! Dollar drops - again! Trade deficit disadvantage. Debt ceiling exceeded. Economy signals potential for double-dip recession!

OK, does any of that sound familiar to you? The headline news in your town or city or country likely contains one, if not all of those subjects in the very recent past. WHY? To sell newspapers? YES. To scare consumers? YES. To create reality? YES. It is a strange reality today that "bad news" sells in the newspaper, TV, magazine, and social media. On the contrary, bad word-of-mouth, which is essentially the same thing as a negative headline, is the kiss of death for you, and your business. What do we mean by bad word-of-mouth? Good question!

Consider the last time you dined out at a restaurant that did not meet your expectations. What did you do about it? If you're like most people, you are still talking about it! You've told everyone within shouting distance, and on your social media pages, that this restaurant and the experience were not acceptable. The _____ (insert your own)______ was terrible. You can insert service, food, cost, atmosphere, server, wait time or etc. into the blank, as there were likely all part of the conversation.

Conversely, let's take a look at the last time you dined out at a restaurant that exceeded your expectations. What did you do about it? Nothing, other than to tell one person, maybe two about the service, food, cost, atmosphere, server, wait time or etc.

WOW. Bad experience? Tell everyone everything! Good or great experience? Tell one someone about one thing - maybe. How can this be? Good question!

Because word-of-mouth is always working, it is vital to make sure it is working for you and your business, and not against you. How? ASK! Ask others what their experience was in working with you, buying from you, learning from you, flying with you, or just being served by you. Ask if they are getting what they expected, more-than they expected, or less-than they expected - they being your customers both internal and external. You'll get great answers, and if you listen, and take action, you'll grow your opportunities to serve, and likely your business and your profits, too!

The great litmus test of whether word-of-mouth is working for you (or against you) is to reflect upon the number of times people refer you, prefer you, and/or go out of their way for you. Another test is to measure how many times in a day, week, or month you hear the following when the phone rings: "hi, my name is _____, and I was referred to you by ________ and they said you are the best. When can we meet?"

If you are not hearing this 8 or more times per/month, then take greater control of your word-of-mouth marketing (a/k/a networking) efforts by working harder to ensure that word-of-mouth is working for you! HOW? Good question!

Please contact us if you'd like to know more about how our clients are using word-of-mouth, to grow their relationships, grow their referrals, and grow their revenues, too.