Mid-Week Mentor...30 Second Business Time Out with John Rodgers

What a great Mothers Day!

2010-05-21T14:46:00.000-05:00

How are we doing to Waking Up our businesses?

What a great Mothers Day!

My mother just happens to be one of the most successful business women I know. She has been managing a property since 1984. Within the property, she manages an antique co-op and every Wednesday from April through October she manages a Farmers Market/Flea Market. She has always been customer focused by caring about what items her vendors have up for sell. How does she do this? By always staying focused on what the customers are motivated to buy!

What an example…right under my nose! It doesn’t just happen and run by itself. Nothing ever does…let alone for 26 years!

Now that you’ve looked again at your markets and adjusted your offerings, we need to sell them and not cave into price objections. Of course the biggest issue is the belief that your sales team has that major objective…price! Remember, if this is the case, they are communicating the wrong story to your market. If you’re struggling, call me…

A more challenging problem comes when we negotiate. The challenge lies in that we are weak on negotiation skills and many of our customers are quite skilled.

Negotiations are necessary when both parties want to proceed; there are just a few aspects of our solution that need to be clarified. For example, this may include specific features of our services, goods, or products. This may include price, delivery, maintenance, warranty, and other issues. The goal is to find a mutually agreeable common ground that fulfills their needs and requirements and allows you to close the deal. This is defined as negotiation! The challenge is that most of us cave on price and then close the deal - but at lower margins - which make it challenging to stay in business.

Attitudes towards Negotiations:
1. This is good news; it is a buying signal
2. Great opportunity to build a more positive relationship in creating “win-win” negotiations

Five Human Relation Approaches in Negotiation
1. Begin in a friendly way
2. Listen attentively
3. Let the other person save face
4. Show respect for the others person’s opinion; never say, “You’re wrong.”
5. Try honestly to see things from the other person’s point of view

Seven Negotiation Guidelines
1. You do not have to be aggressive to be a good negotiator
2. Negotiating is not fighting
3. You do not have to compromise your ethics to get what you want through negotiation
4. Negotiating is not always a formal process
5. Expect customers to ask for a better deal
6. Learn to say no
7. Look for creative solutions to reach an agreement

Six Negotiation Strategies
1. Know your walk-away position
2. Silence
3. Delay or Inactivity
4. Time pressure
5. You go first
6. Throw ins

Key point: Do not negotiate when you should be selling. Do not be selling when you should be negotiating.

SAVE THE DATE: Wednesday, June 30, 2010

WHY: For a “Wake Up Your Business” Seminar!

WHERE: Pittsburgh, PA

PRESENTER: Kevin Crone, Dale Carnegie Strategic Coach and my mentor. Kevin has been in business for almost 40 years.

More details next week…..STAY TUNED

Make it a great week!
Coach Rodgers

Succession Planning…Are they really ready!

2010-05-21T14:45:00.004-05:00

Last week I sat with an executive who was quite comfortable with his role as the #2 guy for the family run business. However, what was causing heartburn for this man was whether or not the next generation is really ready.

As a business advisor and coach, often the soon to be retiring executives ask me this same question. Since it came up twice this week, I thought I would address the issue in a quick format. Please respond if you need additional information or resources.

The issue at hand is that currently three family members, in their late 20’s, are working in the business. It is interesting because the question was two fold. A) are they ready and B) would any one of the three ever be ready? The question was framed well because we have a 7-10 year ideal transition time. In most cases, there is little to no transition time. Already, a company thinking ahead of their competition!

Here are 5 keys to determining if a family member is capable of leading the family business:
1. Do they want to (gosh, I forgot to ask)? Remember, what they shout so loud I can not hear what they say.
2. What does their “Success Autobiography” tell you? In other words, where else in their life have they demonstrated the kind of leadership it will take to run a business? Think of sports, social clubs, involvement in school government, leading role in school plays, community involvement, etc… where did they have to demonstrate and excel in leading without authority.
3. Do they save or spend money? I want some one who makes and then understands the word keep.
4. Other than their name what makes you think they can? Most importantly what do their current subordinates and peers think about there ability to lead?
5. Do they know intuitively who your customers are? Do they value your customers? Have they made decisions while working for the family business or any business that exhausted the value of the customer? Remember, to see any business prosper it is always about keeping your current customers, finding new ones and making money.

Three actions if you are facing questions about succession:
1. Have a battery of assessments taken to determine if they are hardwired and to develop a master succession development plan for the individual.
2. Follow-up the above assessments with a detailed succession plan for the organization. Multiple people will be potentially displaced and moved into higher positions. Will you be ready?
3. Make sure when you make the move that the key players working in different roles will be surrounded by talent or key business advisors and or coaches. Sometimes it is as simple to having the right administrative assistant in place.

Late Friday afternoon I got an urgent call from a customer, “John, is he ready.” After I took the weekend and read my own draft of today’s Mid-Week Mentor…I smiled because my same advice applies to the executive I am currently coaching.

Get out of your rut!

2010-05-21T14:45:00.003-05:00

Definition of a rut- It is a grave with both ends kicked out. It goes on and on and on… Stop the cycle, be intentional and make things happen!

Just last week I talked with a good customer of mine who is an executive of a wholesale company; which is in need of driving sales as the economy slowly bounces back. Sound familiar? One strategy is to have the CEO and founder go visit their almost 600 retail outlets. Yes, literally walk through the doors and reconnect on a personal basis. Lights are out in his office and might be off for quite some time. Early financial returns are in, business in that market segment is up almost 25% and that is giving this company an early cash jolt in 2010.

Also, last Monday, I had the opportunity to have dinner with a CEO of a global sales company. His company seems to be flat in their major markets which are North America, Europe and Asia and growing in the merging markets like the Middle East and Eastern Europe; but this really is only a short term solution. Their sales team is in a rut and they need to wake up, stand up, show up and write up new orders!

Dale Carnegie often said, and we teach it in our executive training…“if you act enthusiastically you will be enthusiastic!” So with enthusiasm, get up out of the rut you or your company may be in. Do not become victims by blaming the economy or other individuals within and out of your organization. Instead, be empowered to take the necessary action to realize your desired outcomes.

The Basics: Action Plan!
1. Review or re-write your vision—your aspirations and values
2. Set major goals or outcomes you desire to achieve
3. For each outcome, write a corresponding current reality
4. Stare at the gap between your reality and your desired outcomes
5. Get mad…start a fire in your belly
6. Clearly make a list of the activities you must do to get from here to there
7. Prioritize your actions
8. Take action and GO!

Oh! Which part of GO did you not understand?!?!

Customer focus!

2010-05-21T14:45:00.001-05:00

In the last 60 minutes of work…were you involved in activity that was profitable action? Meaning, activity that was helping you or your organization make money.

If the answer is “yes”…please continue.
If the answer is “no”…please stop doing that and immediately transition.

We have a sales meeting once a month. One activity we do is to invite a customer to join us for lunch and then have a business discussion centered around why they do business with us and how could we do more business with other like companies. Wow! Is it ever enlightening to our sales staff, administration and trainers.

Last Friday, we hosted such an event. Here are just a few sound bites of what we heard from our valued customer…

When asked “In the people learning and development area what would you be looking for from a vendor/partner?”

“Well, we are not really interested in the product just convince us that you will help our people connect with our customers”

“We need to become more sophisticated in dealing with external customers”

“In the people development area, it is time not price that holds us back from doing more”

Note: Nothing about how great our programs are, how unbelievable our trainers are, the really exciting seminars we provide, or how competent our sales team is…motivates our customers to buy. Now we still provide the above but the story to the market needs to better align with the customers motivations if we want to do more business.

This 90 minute discussion with our customer was eye opening. It is easy to lose sight of what’s really important in our pressure packed days. The major emphasis should be in keeping customers, finding new customers, staying focused on creating strategy and structure and finally meeting our goals. Sounds simple enough…but what a challenge to execute! I guess that is why we get the big bucks? Smile!

Action steps:
1. Always be asking the three power questions about your market…
a. What are my customers motivated to buy?
b. Do our offerings match?
c. Where does our valued competition fail our customers?
2. Host customers to be your honored guest at a meeting where sales, service, and administration get to hear what is really happening in the market place.

Time out!

2010-05-21T14:44:00.002-05:00

Every year I love the changing of the seasons in Central Pennsylvania. This past year was a particularly challenging winter with cold, snow and ice and it seemed to stretch on forever. Spring comes with newness, a refreshing of the air, birds singing, new smells and the warmth of the sunshine which gives us hope of what is to come. Stop what you are doing today and everyday and enjoy the change.

Several years ago, while working in Scranton, PA, I walked out the door of the hotel where I was staying and stood waiting for an associate to pick me up. While waiting, I could not help but notice the doorman standing off to my right with a bright cheerful smile and I noticed his name tag read “John”. “John” I said, how are you?” He smiled and said “Sir, I am Terrific!” I continued with “John, that is great, but why are you terrific so early this morning in the middle of Scranton, PA?” He said “Sir, listen. Do you hear them…the birds?”

That day I decided that for the rest of my life I would be terrific as well! If John the doorman in Scranton, PA can be terrific and up lifted by a beautiful newness of a spring day with nothing more than the singing of birds…I had no excuses.

I wonder what would happen to our businesses if we approached our markets, our current customers and new potential customers with the same freshness as we embrace the changing of the seasons. I wonder what we would really hear! What new customer motivations might influence our offerings that would directly impact our cash flow and profits? I wonder what John the doorman would hear because he would be beyond the normal customer and prospect needs, wants and benefits. John the doorman would hear the motivations behind the benefits!

Action Steps:
• Tune into your environment, enjoy this Spring like none other
• Tune into the motivations behind the benefits of what really motivates your customers to buy
• Adjust your offerings, if necessary, or tell a refreshing new compelling story about your offerings
• Stop and smell the daffodils

1st quarter is in the books. How did you do?

2010-05-21T14:44:00.001-05:00

Scale of 1-10, one being disaster and ten meaning we exceeded expectations. Above a six, what must you keep doing? If below a 6, what must you stop doing? Regardless of your score what do you need to make happen in the 2nd quarter?

This past week I had the opportunity to meet with several executives; although none were completely satisfied. I heard more optimism and hope than I have heard since last fall. An executive in a retail chain said that business was strong and profits were up because they are doing more with less people. An executive with a large construction manufacturing facility was excited about the next 6 months, specifically, the next two months of planned overtime to meet production requests. A C-level executive in technology was encouraged with the 1st quarter, but with April projections, believes production will be ahead of planned revenue goals. In all cases they were great examples of companies adjusting to their customer wants by always being in tune with their motivations to buy and then quickly matching their offerings or adjusting their business strategy.

The key point is simply this: the days are gone when you can lay out a one year business strategy and then simply work the plan. Successful businesses of the future will always need to adjust to their market demands and changing their offerings to match their customer’s motives to compete and win against their competition.

Robert Fritz, in his book The Path of Least Resistance for Managers, talks about 11 key questions to continually build and adjust your business strategy:
1. What is our Offering?
2. Who are our Customers? (internal and external)
3. What do they want?
4. What do we want?
5. Is their a match between their wants and ours?
6. How do they know about us?
7. How do they obtain our offering?
8. What is the current market?
9. What is the future market?
10. How will our offerings change?
11. Where are we going?

In the coming weeks this news letter will dig deep into these questions. Regardless, together let’s revolutionize our businesses to meet and deliver what our internal and external customers are motivated to buy.

I have enjoyed the last 90 days sharing with you some insights through my customer visits and my executive coaching. If you have enjoyed or more importantly value some of these insights please send me a quick note at midweekmentor@dalecarnegie.com.

All right! Let’s go make the 2nd quarter rock!

Remember the three most important functions of business...

2010-05-21T14:43:00.002-05:00

Remember the three most important functions of business:
1. Keep your current customers
2. Find new customers
3. Make a ton of money

Too often we take for granted our current customers. Let’s take a quick look at some strategies to keep our valued customers.

This past week I spent 5 days at Disney. My son’s baseball team was spending a week playing practice games in Orlando at the Disney ESPN Sports Complex. Once again Disney exceeded expectations and the team booked next years visit with 100% support from the coaches, players and parents. There were challenges and disappointments but what made the experience so positive was their people; they responded to every situation with class and professionalism. Again, it was their people that made us feel almost happy about the expense and created a willingness to give 20% to 25% tips whenever possible.

How about the prank that was played on my son’s team! Someone, apparently from a rival team, called his coach at 1:15 AM claiming that their game the next day, scheduled at 4:30 PM, had to be moved to 7:00 AM the next morning due to a water main break. The entire team showed up dressed and ready to play at 6:00 AM only to find out they were the only team in the complex. When Disney discovered what happened, of no fault of their doing, they arrived on the scene turned on the lights for practice and brought in, at their expense, a custom breakfast with smiles for the entire team.

From Dale Carnegie’s Book “How to Win Friends and Influence People” here are seven strategies to help you keep customers; all of which were demonstrated by Disney’s employees:
1. Give honest appreciation
2. Become genuinely interested in others
3. SMILE
4. Remember that a person’s name is to that person the sweetest and most important sound in any language
5. Begin in a friendly way
6. Try honestly to see things from the other person’s point of view
7. Make the other person feel important – and do it sincerely

Make it a great week and when thinking about keeping customers…go make their day!

Stop doing that!

2010-05-21T14:43:00.001-05:00

When was the last time you made a “stop doing it list”? We have limited time, so as a manager and a leader, I need to be sure I am focused on doing the critical actions throughout my work day. One of the greatest challenges I face as an executive coach is with executives who will not let go.

Just recently, while coaching an executive who was running a 30 million dollar business that was looking to double in size in the next two years, he said to me “like football, I am the tailback, give me the ball.” I replied “No! You are to be the coach, and as president of your organization if you want to hit your growth targets you need to find other team members to carry the ball.”

The biggest challenge with delegation is giving up doing activities that you are either comfortable doing or are really good at doing them. Regardless, to be an effective leader it is no longer about you, but rather the people you develop.

The reason why we delegate is to better serve our customers. Delegation allows us to develop and train others to keep our current customers, find new customers and to make money. Whistle…. Listen up… pay attention, look in my eyes… if we do not learn to delegate, business growth is not sustainable.

After we identify the need and/or select the right person, here are three keys in planning delegation:

1. Determine your desired outcomes. What is it you want to create or what result do you want to achieve? Write them down; are they specific, measurable, attainable, relevant and timely, if not, please adjust.
2. For every outcome their must be a correlating current reality. Write it down do not embellish or take away from the reality, just be honest in stating the current situation.
3. Prioritize the action steps that one must take to move from the current reality to the desired outcome. In studying the actions you will know to whom and when the delegation would be appropriately implemented.

OK…Now go make it a great week! Hands in – one, two, three WIN!

Hey! Do remember our favorite FOUR Letter word in business…”NEXT”

2010-05-21T14:42:00.002-05:00

“True luck consists not in holding the best of the cards at the table; Luckiest he who knows just when to rise and go home.” - John Hay

Bob Spinazzola, one of my business mentors, always reminded me of my favorite four letter word by saying “John, quit seeking the living amongst the dead.”

Reminder for this week: Let’s stay focused on the potential customers who want to hear our story and lets let go, for a time, of those customers who appear to be disinterested for whatever reason. Just think about the wasted time and energy you spend on call backs, written proposals and anxious moments when we were never really in the running for the business. Stop doing that and spend more time discerning positive interest which is usually felt within the first 5 minutes in talking with a decision maker.

Finding new business is one of our three most important goals and tasks we need to be focused on each and every day; along with keeping current customers and making money.

Here are four key reminders to finding new customers:

1. Asking for referrals – The phrase to a decision maker “who else might you know…” should be every bit as comfortable as “based on what you have told me, here are several possible solutions…”

2. Networking – Continue to expand the network of people who want to know you.

3. Develop an account strategy – Always work your “Top 10 List” and be specific about what actions that you need to take in order to be successful…then take action!

4. Cold Calling – It is a lost art. Mainly due to lack of confidence. Believe in yourself and take that extra risk each day by walking in somewhere and either make something happen or refine your account approach.

Remember, HOPE is NOT a method! If it is to be it is up to me. Make something happen right now!

Overcoming an Objection…Be Bold!

2010-05-21T14:42:00.001-05:00

Most of us have 30 days left to finish the 1st quarter with a bang. Whether it is in sales, management, professional services or with our family we all face objections either to purchase, take action, respond to a request, or join a cause. These all can cause frustration and despair.

Stop feeling sorry or defeated! Instead, put more energy and enthusiasm into getting to the root of issues and win people to your way of thinking. The secret lies not in their benefits, but rather in understanding what is their motivation to buy.

One of my favorite sale representatives in the whole world discovered this while trying to close a sale in California. He was selling to a school district where the apparent objection was that it would be political suicide for the school Superintendent to purchase his offering with all the impending layoffs happening due to the California Sate budget crisis.

My friend found out that all the product benefits in the world about why his offering would help the local school district was not going to be able to overcome the potential political fallout. However, when my friend was able to understand what the school boards desired outcomes were for the Superintendent, it helped him to put into context what the buyer’s true motivations were in writing checks. Once this was uncovered, political reluctances turned into political pull to authorize a purchase order.

7 Steps to Determine Motivators to Buy and to Overcome any Objection:

1. Develop an honest and open relationship.
2. Always be curious as to what individual desires are and what people want to create.
3. Once you discover what an outcome is, spend time refining it to be certain its real; a major issue or a challenging outcome.
4. Question every outcome to determine the real correlating current reality. (This will create natural tension).
5. Explore what actions have been taken and to what level of success. Then determine what actions need to be taken to move them from their current state to their new reality.
6. Refine the action steps.
7. Make your offering a critical connection to the action steps or strategy.

No time for negative energy!

2010-01-14T15:04:00.001-06:00

Wow! What a response to the 1st "Mid-Week Mentor, A 30 Second Business Time Out". Thank you and please feel free to forward to other business minded people in your organization or personal network.

Now, let's get busy...it's already the second business week of January 2010.

Lee has 30 days to turn major rental retail sales branch revenues from last year to reasonable numbers and customer satisfaction scores must be increased...just to keep his job. Sounds like fun! The company is giving him one day of training and then he must drive five hours home and meet his new crew at 6 a.m. the following morning....oh...wait...did I forget to mention his newly inherited crew of employees are all union.

It's no wonder when I came across Lee he was considering drowning himself in a few beers at the Outback Steakhouse. What a day for Lee! By happenstance, I sat down beside him at the bar and ordered a diet Coke, a steak and started asking questions. It didn't take long for Lee to down his beer, switch to water and begin taking notes.

After I heard how unfairly life was treating Lee, now that he had finally gotten his dream management job and only 30 days to prove himself in an unfamiliar environment...my first question was going to be simple. I kind of like the guy because he is 29, full of vim, vigor and vitality; so I raised my hand and asked the following: "Ok, Lee, so you got 30 days, what's your strategy?" His reply was humorous but quite normal. He looked me in the eye and said "I think the timing is right and I hope the economy is on an upswing and we will ride the natural flow of increased spending." I smiled and said I had bad news for him, the last time I checked "HOPE" was not a good business strategy. So, let's start focusing on what you can do in 30 days versus what you can't do in the next 30 days.

He agreed and so I continued to help by asking a few more pointed questions:

> Tell me what business outcomes you must hit to keep your job?

> To the best of your knowledge what is the current reality?

Once we examined the difference, Lee became excited about thinking specifically about "action steps" he could take to make the outcomes become a reality. We are now thinking strategy! After an hour of give and take Lee is at least 1) armed with a strategy 2) has four specific actions to take around (*sales, *service, *motivation and *12 questions to ask in his training session).

My final advice to Lee was to stay focused on keeping current customers and winning new customers and he would have his job after 30 days.

Stay tuned....we should have an update from Lee in two weeks.

Action steps for you:

1. What strategic steps are you committed to?

2. Are you willing to lead your team, from this day forward, to staying focused on what you can do versus what you can't do?

Focus on 3 Things This Week...

2010-01-14T15:00:00.001-06:00

Walking back from lunch with a Divisional President of a large professional services organization, a probing question was asked of me. "John, is this really the right time for our organization to restructure? I mean really, with the down turn in the economy and all the issues we are facing and our customers are facing does it really make any sense at all?"

I stopped and smiled and said "now after spending an hour with me at lunch, two hours with your executives and an additional meeting with you... what do you think my answer will be?"

Ok I get it! He exclaimed! It's all about for whose benefit! If it is to help you keep and win more customers then the answer is "YES" anything else save your resources, energy, and frustrations.

Business is just about 3 basic functions:

1. Understanding what your market is motivated to buy, aligning you're offering, and telling the compelling story.

2. Organizing your business to deliver those offerings your market is motivated to buy.

3. Leveraging every opportunity to execute the plan of delivering what your market is motivated to buy.

Earlier in my career an exchange that I had with my mentor, who I was working for at the time, said to me "John, if you choose to make it harder than I just outlined please go somewhere else". Two years after, I left the organization and George sold his business for 20 million dollars. I guess keeping it simple worked for him.

Action steps this week:

1. Please take an honest look at what your customers are motivated to buy... I mean really listen and ask a lot of questions.

2. What is your current offering? I said current don't go making stuff up on me... (smile).

3. Do your offerings and market motivation match?

4. Make the necessary changes to match what your market is motivated to buy!

What Sales Managers Need To Know To Win!

2009-05-14T13:56:00.012-05:00

Manuscript

Breakthrough Sales Management:
What Sales Managers Need To Know To WIN!

Introduction

I have several biases. One I am a student of Dale Carnegie’s famous book “How To Win Friends and Influence People” I believe in taking the positive approaches with people to a fault in leading greatness. Second, I believe in being intentional and making things happen and do not depend on hope or luck to determine my success or others victories. Although; I do believe, as I heard Arnold Palmer, the world famous champion of golf, say “the harder I work the luckier I get”

Maybe you are having the same challenge I had: as your organization is growing and your sales management team is maturing in their abilities and talents, I began to look for reading resources that would aid their professional development. What I discovered was a lot of material on sales, motivation and management but nothing that pulled all the disciplines together specifically targeted to Sales Managers. Therefore, I took it upon myself to write several drafts over the last 5 year as I flew across country, visiting our businesses. I would pull out my lap top and write about my experiences and thoughts as a personal memo to my Sales Managers. As I flew late at night between State College, Pennsylvania, Detroit, Michigan, Milwaukee, Wisconsin and Las Vegas I wrote a lot of words with little order or congruence. Therefore, I asked an English Lecturer from Penn State named Faith McDonald to help with the editing. I am not a writer. I am a speaker; however, I was not confident that the other 200 USAir passengers would have enjoyed my speaking into a microphone at 30,000 feet while they were trying to sleep.

If you are reading this book, most likely you are a Sales Manager and I trust you will read with an open mind and receive the information as it was intended -- not as a management code, but as a helpful guide to your continued success. If you are not in sales management perhaps someday you will be, regardless enjoy!

Would you like to read more of my manuscript? Please post a comment. I would like to hear back from you and as always, please visit our website for more informaiton and for our upcoming training schedule.

http://www.dalecarnegiesystems.com/

Five Successful Strategies for Selling in Turbulent Times

2009-05-14T10:40:00.005-05:00

Several years ago at our International Dale Carnegie Convention John Hines befriended my, at the time, 11 year old son Sam. A retired franchisee, John had had an outstanding career with Dale Carnegie and was well respected. John told Sam that he had written a book and when he got home to Wisconsin he would send Sam a signed copy. He then went on to tell Sam that if he could understand the essence of the book he would never be without a job or money for the rest of his life.

As you can imagine Sam was rather excited and anxious to receive Mr. Hines’ book which he believed would contained the secrets of financial freedom. I forgot about the exchange held in early December and when we returned home I was preoccupied with year end business stuff and of course the holidays. I missed Sam’s expectant look each day when the mail arrived. I am sure after a week even Sam gave up thinking it was a nice thought but really, what are the odds that an elderly gentleman would remember to send his book.

Much to our surprise a week before Christmas a package arrived from Wisconsin. Sure enough it was Mr. Hines’ book. Sam tore the package apart and grinned from ear to ear as he read the title. Then his smile turned to a frown as he opened the book and then back to a grin as he understood the thesis of Mr. Hines’ book. The title was “How to Sell and Make Money without Working” . . . and all 145 pages were blank.

There is no easy street in true selling; it is the discipline of consistently doing the right activities under pressure. I remember writing a commission check to a sales associate for $12,000 for six weeks of work, and then having the person resign, thank me and simply say, “I am not interested in working that hard.” I appreciated the honesty and felt bad that she missed out on all of the seeds that were planted during those six weeks.

Selling in good times is about discipline. Selling in turbulent times is even more about having the right personal discipline to win. So with the right work habits and right personal discipline here are 5 strategies that will work today:

Make contact daily with your current customers and ask for two things: (1). What else can we do to help you meet your business objectives and (2) ask for referrals
Go see your most valued customers and top 10 prospects. They most likely did not wake up this morning looking for you. Go see how you can help.
Dare yourself to break all Sales Records
Use Mr. Carnegie’s Golden Rule . . .”Try honestly to see things from the other persons point of view.”
Be a relationship builder . . . build trust and drive out fear . . . we are helping, not selling.

Remember during turbulent times we need to draw upon our courage as sales professionals.

Eddie Rickenbacker the famous World War I fighter pilot said, “Courage is doing what you’re afraid to do. There can be no courage unless you’re scared.”

Also remember the words from Peter Drucker, “Whenever you see a successful business, someone once made a courageous decision.”

What strategy is working for you? Let us know with your comment here.

If you are interested in learning a time tested sales process or honing your sales skills check out our upcoming Sales Program.

7 Tips to Stay on Top of Change

2009-04-04T13:19:00.003-05:00

Change is a constant. People, departments, and teams respond to change differently. The same change implemented in different areas can produce distinctly different outcomes. Helping everyone in the workplace to be and stay engaged during a change will increase the probability of an end result that is positive. These tips show you how to stay on top of the change engagement process by thoroughly preparing for it, while allowing for various outcomes. These tips allow you to take a structured approach to organizational change and still maintain flexibility.

1. Motivation for Change
There are internal such as well as external reasons for change. Internal reasons could include upgraded technology, expansions and growth, or continuous improvement. External reasons could include reorganizations, management changes, relocations, or acquisitions/mergers. Recognizing the motivation for change can help everyone start the process together.

2. Analyze the Situation
As the change moves forward, leadership takes the time to analyze the risks and opportunities associated with the proposed change. This will include the following questions:

What are the potential gains in undertaking the change?
What are the costs?
What are the risks of making the change?
What are the risks of not making the change?

3. Plan the Direction
Once the analysis is complete and the decision to move forward has been made organization develops a plan for change implementation. This is a critical step and many organizational change initiatives fail because of lack of careful, thorough planning. In this step, the stage is set for the ultimate success of the change. Key elements of the plan must include:

Planning for the impact of the change on individuals who will be most affected.
Planning for the impact of the change on the systems within the organization that will be most affected.
A step-by-step plan for integrating the change into the organization.
A review plan to measure the success of the proposed change.

4. Implement the Change
Depending on the type and scope of the change, implementation within the organization may be gradual or abrupt. Changes such as layoffs or acquisitions often are implemented with little prior warning; while staffing, reorganization, or technology changes may be phased in over a period of time. The team's most critical role in this step of the change process is to maintain open, honest lines of communication with each other. Consider the following:

Define individual responsibilities.
Announce and launch the change.
Adhere to timetables.
Promote the anticipated benefits of the change.

5. Review the Direction
Once the change has been implemented in the organization, the outcomes of the new structure and system need to be monitored. Change evolves. This means that the change may not develop exactly as planned or that every individual affected by the change will react as anticipated. Everyone can observe review checkpoints to see whether the change is working as anticipated and is producing the desired results. To help everyone participate in the review establish and communicate the following:

Establish ways of measuring results.
Communicate criteria for successful change outcomes.
Coordinate the gathering and measuring of change effects.
Inform key team members consistently during the review process.

6. Adopt
When you have reviewed the change implementation and found it to be succeeding as planned, the organization adopts the change and it becomes part of the new organizational norm. The review process transitions to the ongoing monitoring of the changed systems and relationships within the organization. Some questions in continue to ask include:

How well is the change meeting planned outcomes?
How well have you adjusted to the new status quo?
What aspects of the change have not met expectations?
What is your role in making those aspects more successful?

7. Adjust
If the review process concluded that the change is not working as planned, you should adjust the change implementation. Assuming that the organization executed the change analysis and plan accurately, you should be able to adjust the implementation of the organizational change to achieve your desired results.

Determine where the outcomes are falling short of your plan.
Engage key individuals in determining adjustments that need to be made.
Keep the lines of communication open with everyone involved.
Make adjustments to the review process and to the change implementation.

Leadership Training for Managers helps managers and supervisors discover how to lead people and manage process. Contact us for more information.

How to Lead in Turbulent Times

2009-02-17T15:11:00.008-06:00

It is easy to lead when things are going well. It is natural to use good human relation principles when everyone around is happy and upbeat. In fact, during good times, leading is pleasurable, fun, exciting, and exhilarating. During good times almost any leadership philosophy can be made to fit any situation. Most of us have lived through the upbeat thinking and have volumes of leadership guru books on our shelves. Today seems hollow and uninspiring as we face the challenges of 2009.

Growing up, I was always reminded by my grandfather and father of a simple truth. Albeit a little league baseball game, high school football game or in business; when things get tough the tough get going!

This is why I am so excited. Not just for myself but for companies and institutions all over North America who are feeling the financial squeeze.

Truly Great Leaders have the opportunity to emerge.

Use these five time-tested hints to improve your leadership during these turbulent times:

Be an encourager – Always look to encourage others who are feeling the same pressures as you. How? Pick up the phone, make a call, have lunch, send an inspiring personal email or write a note (hand written). People always feel better when they see the positives.
Choose to be positive – Have a positive attitude that is contagious and not phony. Be real and believable in what you say and do.
Be strong in grace – Always give others the benefit of the doubt. See the good in what they say or do and ignore or forget what causes you frustration.
Be a visionary – Remember what goes up always comes down and what goes down always goes up. Keep in mind the morning after the storm . . . the sun always comes up. Use this time to see a more exciting and prosperous future . . . Keep in mind what could and should be regardless of what is.
Keep your perspective – Always remembering that it is just money, a car, a house, a job or whatever is causing you the moment’s stress . . . this too shall pass. Last night I visited a neighbor whose wife, age 40, is in the hospital with little hope. Perspective is the ability to keep in mind “what” is really important!

Lead with intention and purpose this day, week and month.
You will watch turbulent times turn into extraordinary times!

What do you focus on when, "things get tough and the tough get going"? Post an idea!

Participant in our poll to see which Leadership Hint is the most effective for you!

Looking to give your managers a competitive edge? We can help.

Be As If You Are

2009-01-15T14:13:00.003-06:00

In life and in business there are always first times.

I remember my first wrestling match in 9th grade on the Junior Varsity team. My coach told me I looked nervous. He was right! I was so nervous I wanted to go hide. He gave me a small key to success when he said, “act as if you are a state champ.” Well, I could do that. I wasn’t sure what would happen when the whistle blew but I could look good. It must have worked, I won 7-4.

When I was 28, I had to run my first Dale Carnegie workshop. If the workshop went well up to 6 individuals might enroll in my upcoming public class. I tried to get someone else to run the workshop. I had never conducted one and sure didn’t want to blow it. No one was available. I had to do it.

I arrived an hour early and sat in my car in a panic because this would be my first time. I then remembered Mr. Carnegie’s words, “if you act enthusiastic you will be enthusiastic.” I could do that. Then, I remembered the words of my junior high wrestling coach “act as if you are a state champ.” Well, I got out of my car with enthusiasm and renewed confidence. This company was so lucky because the best Dale Carnegie workshop presented on planet earth was just about to happen in Chambersburg, PA this very morning. Yes, great things were about to happen.

After 20 years, I really don't remember too much about what went on in that workshop. I do remember two clear results.

1. All six potential class members enrolled.

2. I never again asked someone else to run a workshop for me when I was available.

When you train and commit yourself to being the best that you can be at what you do on planet earth you will exceed expectations, yours and others!

Put another way. . . .

Be it!
Act like it
Think like it
Feel like it
Look like it
Speak like it

What are you going to differently to today to “Be it?”

Turkey Bowl Update - A Lesson in Selection

2009-01-09T17:44:00.003-06:00

Since the 3rd grade we’ve known that if you pick the best players you win. My new son-in-law, Jeremiah, was selected by the other team in the Turkey Bowl. (to read more about the Turkey Bowl, click here) Not only did the other team win but Jeremiah, my new son-in-law, was awarded the Outstanding Player trophy. To think that my daughter Alexandra, in her first year of marriage (the wedding was 12/29/08), will be displaying the Outstanding Player of the Turkey Bowl trophy proudly on her mantel. . . WOW what a life! After all, my wife, Colleen, had to wait 10 years for that honor. It was the year that I dazzled the family team by throwing several touch down passes. As a result, I received that prestigious award. Interesting, now that I think back, shortly after I got it home somehow it was misplaced for 11 months. . . .

The facts above are true. The lesson for us as business professionals, who are growing and developing work teams, is that it’s all about selection and finding the right people. I know there are assessments and profiles to take that can help us determine who might be the right fit. I do believe they have a place in our thinking. We must also remember the skills we used in 3rd grade when picking our team, our intuition, our guts. It just makes me smile, thinking back over the last 20 years of sales management experience. Sometimes I wish I had trusted my guts more, like I did in the 3rd grade when picking a kick ball team at recess.

Selection of talent is critical this year as we all work through these challenging economic times. Those who survive and win, without question, made the best talent selections.

What is one of the best tool you’ve found to help select exceptional talent?

We have a wide range of assessments available, contact us for more information.

Life Lessons on a Bike

2008-12-17T19:59:00.008-06:00

It was hot. I was tired. My legs hurt and I was wondering, “How did I get myself in this mess”? It started out as a dare. Then it seemed like an exciting adventure. At the end of day one I just wanted to throw in the towel, call my Dad and go home. My challenge? I was attempting to ride my bicycle across the United States of America. It was day one, and I was only 35 miles into my 3237 mile trek!

I learned two lessons that summer as I rode my bicycle from Solana Beach, California to Rehobath Beach, Delaware: “gear down” and take life one day at a time.

The first lesson, take life one day at a time:
On May 28th, our first day, I was convinced that I would be riding for the rest of my life and panic set in. By taking it one day at a time, even one hour at a time the daunting task began to seem possible as the miles, mountains, Great Plains, Mississippi River went by. The Ohio Valley, the West Virginia Mountains, our Nation’s capitol and then the final road into Robeth Beach, Delaware on July 4th came and went. Yes, it was fun. The accomplishment was even greater. Knowing that I did something that for most people would seem impossible to do, by taking life one day at a time.

The second lesson, “gear down”:
The reason I was in so much pain the first day is that I wanted to be the first to the top of the hill. I want charging up in high gear. Yes, I made it and was totally spent. As I learned to “gear down” it took a little longer but I was rested at the top and could enjoy the vistas. “Gearing down” allowed me to be consistent, avoiding the highs and lows that would have certainly derailed my journey either through discouragement or injury.

I know we live in challenging times. Here are some tips to get to the top and enjoy the vista.

Live and enjoy each day.
Realize that tomorrow will come, be present today!
Remember there is a difference between fore thought and worry thought.
Finally, “gear down” to increase your efficiencies and over all effectiveness.

These tips allow us to enjoy the trip and not be blinded by the final destination.

I have discovered a little secret in life that I will now share with you. No matter what you do, hiring the right person, closing the challenging sale, sweeping the floors, or riding your bike across the dessert in 120 degree heat. . . . .

Stay focused on what you can do rather than focus on what you wish you could do.

The Turkey Bowl - Life Lessons, Hiring the Right Talent

2008-10-14T14:21:00.007-05:00

A life lesson about success from a family tradition is included in this 2 minute read.

Family traditions are all about creating oneness and connections with family and memories that last a life time. One tradition in our family is the annual Turkey Bowl Thanksgiving morning. Ten am is kick-off at Plum Bottom (the name given to our family farm by our Native American neighbors 200 years ago). Everyone is welcome, family, visiting friends, men and women. My brother Dave lines the field 60 yards by 30 yards.

The rules are simple:
- 7 players on a team (quarterback, three linemen, three eligible receivers)
- 3 one thousand rush count
- 30 minute rolling time per half
- 6 points for a touchdown
- one point for the extra point
- no kicks

As you can imagine it eventually boils down to a guy thing; your team winning and the team captain displaying the turkey trophy on their living room mantel (the year I won my wife put it in a box in the basement). It’s a great conversation starter with guests.

The team captains have two important tasks:
1. Picking the teams
2. Selecting the most outstanding player at the end of the game.

By dinner time, all over the hill, the participants older than 28 are really hurting and can barely walk. Of course, at dinner in the various homes mental highlights are replayed with the ball thrown farther, guys running faster, and jumping higher than anyone could believe. Like many holiday traditions this is all in fun and forgotten until the next year.

This year. . . . could be different. A ringer is coming to dinner from California, Jeremiah my son-in-law to be. Somehow we need to get him on our team. He is fast, unknown and will give his team a real advantage. The key, my team captain has to pick him. The strategy has already begun. . . . . smile

The point, the team captain who picks the best players wins every year. This is something we have known since kindergarten and it is as true today as back then, whether you are winning the family Turkey Bowl or hiring your management or sales team.

Do you want to win? Then determine to pick or to recruit the right talent. Yes, I know, we can coach people and see improvement. To win our Superbowl in life and in business we need to pick the right players who have the talent and skills to help us win today.

What will you do today pick and recruit the right people?

Motivation

2008-09-15T13:03:00.004-05:00

What can a High School student teach us about motivation? Find out in this short, 2 minute, story.

Spring of 9th grade my junior high coach, Jon Walk and my father threw down a challenge that motivated me to give up my summer of leisure. They dared me to become the starting quarterback of my High School football team. As a result, I got up early every morning for 68 days and threw over 400 passes daily to increase my arm strength and prefect my quick release and drop back footwork.

Before starting my summer workouts I needed to learn three things to be successful. They were the proper:

technique for gripping the football
throwing motion
footwork

To do this I spent two weeks at camp with Coach Bob Phillips. In the summer of 1975, Coach Phillips was the Penn State University quarterback coach. Coach Phillips first taught us the fundamentals. Then we practiced throwing under his watchful eye for 6 hours a day. Without this experience with Coach Phillips my self-imposed summer throwing schedule would have been useless.

Yes, in the fall of 1975 I won the starting varsity quarterback role for my High School. I was truly motivated by being challenged, and without the learning and training in football camp the challenge would have gone un-met.

Today in business I see and hear the same challenge from managers at all levels in organizations. They want to learn the art of motivation. The challenge most managers face is that motivating someone to do something they do not want to do is more involved than just a fiery speech or presenting an award that creates excitement and awe. More often than not, motivation of human potential starts much further up stream.

It starts with vision (becoming the starting quarterback).
Then we can move on to education (camp with Coach Phillips).
Training with appropriate coaching and encouragement (6 hours a day with Coach Phillips, 400 passes a day on my own).
And finally celebrating the success (playing as starting quarterback).

Remember, as the motivator you also need to be motivated. Who motivates you?

I dare you this year to educate and train yourself to be the best at what you do on planet Earth!

Life Lessons from Abe

2008-08-13T15:26:00.004-05:00

Be inspired by a true story of what a 15-year-old learned from a 60-year-old! It’s about a 2.5 min read that’s well worth the time. At the end, tell me what you think.

It was a hot June Saturday in 1975. My dad had informed me the night before that I’d be helping Abe, our farm hand, pick rocks the next morning. To say I was not excited about the next days work would be an understatement.

Abe grew up as an Amish man and converted to the Mennonite faith early in life. He worked for our family for almost 40 years. Abe loved to work, always finished what he started and never worried about time. I, on the other hand just want to get started, finish as soon as possible and get ready for my baseball game later in the day. We met at the tool shed and threw two crowbars into the truck. I sure hoped we did not run into any rocks we would need the crowbars for because that could take . . . . f o r e v e r.

Rocks in Pennsylvania need to be picked after the fields had been plowed and before the ground is worked for planting. To pick rocks, two or three men walk behind a flat bed truck and when they find a rock they throw it on the flat bed. There are always plenty of rocks to be picked.

This morning it was just me, a 15 year old and Abe. The good news, I got to drive the big truck even though I was a year away from getting my PA drivers license. The bad news, Abe was a perfectionist and did not want to miss a rock. Within minutes of arriving at the field Abe had the crowbar out wedging a giant rock from the soil. I began to think I might miss my game and we might be here forever. And where did all these rocks come from anyway?

Two hours into our job we had made one pass through the field. The truck was half full and I was tired and thirsty. The temperature had soared to at least 85 and it felt like 100. Abe, who was 60 years old, seemed happy. He was singing, whistling, smiling and occasionally reminded me of missed rocks. I had walked by them hoping he would not notice, after all a few rocks left, who really cared.

After that first pass we took a short break. Abe found ways to encourage me, to catch his enthusiasm for picking rocks. Abe said, “A job was only worth doing if it was done right the first time. Rework was a waste of time and it was actually stealing from your employer.” For Abe work was simple: do the best you can do, and do it right the first time. I was feeling guilty knowing that I might not have met his expectations and I was determined to do better on the second pass.

Ten minutes into the second pass I lost my renewed enthusiasm and just wanted to be done. So I asked Abe the question that had been haunting me since we began. “Abe how much longer will we be picking rocks?” Abe looked at me with the most bewildered look and simply replied “We’ll be done when all the rocks are picked.”

Abe recently died at age 93. What a mentor he was in my life. Helping mold me and teaching me life lessons within the tasks of picking rocks, holding a hammer, building a cement block wall, picking cherries, butchering hogs, building a hot fire to cook the head meat, pouring concrete, gathering eggs, framing a wall, painting a fence, sweeping a barn floor, unloading hay, or doing small chores right.

Abe taught me how to live:

Be committed to excellence
With a work ethic to finish well
Enjoy what I have
Always give thanks to God, not just in prayer but in how I lived, for His blessings on my life.

Who has inspired you with a life lesson?

Globalization and Business

2008-06-30T14:49:00.000-05:00

I recently did an interview with Ben Lawrence for his eZine. The interview focused on the current business environment and what could be done to move forward.

Interviewer: How is globalization affecting your business?
John: Recently I was asked to train a local executive from a fortune 500 company who was becoming a VP of a Global position. Specifically he almost was not given the promotion because he lacked global people skills. Meaning he had little patience and or tolerance for different work schedules and attitudes towards work in various European markets where he now will be a leader. Fortunately, for this new Global VP Dale Carnegie human relations principals are global in perspective , for example, “try honestly to see things from another persons point of view” once understood and implemented builds relationships cross cultures.

Interviewer: What are the biggest changes you've seen in your business in the last 10 years?
John: Companies that “get it” invest in developing their people. Twenty years ago I would have high level executives tell me we hire quality people if they need training they can not work here. Today, what is good can always be made better. So what if you are currently good with people what if you got a little bit better? Can you imagine if Tiger Woods thought he was as good now as he will ever be? Tiger knows better than anyone else he needs to continue to work on the habits that do not come natural to him. That’s training at its best! No, that’s results!

Interviewer: What are the biggest challenges facing your clients' businesses today and the biggest challenges facing senior executives?
John: People Strategy. To build a global culture that allows execution of business strategy to make their visions of a profitable organization realized.

Interviewer: How can business overcome these challenges? How can senior executives overcome them?
John: Establish a clear global vision, mission, and core values that can be understood and implemented across various cultures. Then building in clear leadership competencies at all levels in the organization, so that real business results can not just be realized, but exceeded.

Interviewer: What's the single most important question that business leaders are forgetting to ask themselves? Their team?
John: "What is the wise thing to do?"

Interviewer: The best advice you ever received was:
John: From my First Dale Carnegie Class in 1985, the ten two-letter words that changed my life: “If it is to be it is up to me!"

Now it's your turn, readers. . . .
What do you see as the challenges facing companies, teams and employees in this global economy?

John R. Rodgers is the franchise owner for JR Rodgers & Associates, Inc., one of the world's largest and most highly ranked Dale Carnegie Training® franchises.

How to Ignite Your Personal Development Plans (PDP)

2008-05-27T02:36:00.000-05:00

Does this sound familiar: we spent all this time getting all excited about doing the analysis and then writing the plan and dreaming about what might, could, should happen, but then. . . little if anything is ever implemented.

I have recently been involved in some high level executive coaching and this is a common frustration at their level and below.

Here is the challenge. . . options are limited. Basically your choice is to engage in one or more of the following activities:

1. Self-directed learning opportunities
2. Experiential learning opportunities
3. On–line learning opportunities
4. Educational learning opportunities
5. Training in competencies

To do any of the above you need to be ignited! None of the above activities will happen just because you have a great PDP (Personal Development Plan).

You can not change directions sitting still, you've got to move!

Dale Carnegie has been in business for 97 years. Moving people, by building confidence and courage, to do what they do not want to do. Remember the old sage Albert E. N. Gray who said "successful people form the habits of doing things that failure do not like to do."

Be ignited, take a Dale Carnegie Course this summer. Has time been your excuse? Then enroll in our new and exciting three day immersion course today. . . I dare you!

Selling -- The Fundamentals!

2008-04-16T17:15:00.000-05:00

Every summer for years, our family vacationed in the small fishing village of Noank, Connecticut where my wife’s parents still live. On one visit I learned a lot about the community’s leading youth sales professionals.

Early one afternoon I visited the town park in the middle of Noank with my three youngest children: my son Sam, and his twin sisters Jillian and Kaitrin. Each of them sat in a swing. I pushed each in turn.

Behind the swing set, a black wrought iron fence enclosed the park. On the other side was the sidewalk and Main Street. On this hot summer afternoon two young entrepreneurs sat on the sidewalk selling lemonade. As I pushed my kids in the swings, I listened into the sales’ conversation.

I heard the oldest boy Mike (he looked about ten-years-old) say, “Let’s just go home. No one is buying. This is a complete waste of time.”

The younger boy, Tim (who looked about eight) said, “Yeah. We can drink the lemonade ourselves.”

“I don’t think that’s a good idea,” replied Mike. “We paid for the fresh lemons. Let’s just put the lemonade in the refrigerator and try again tomorrow.”

As I listened I thought about how often sales people talk themselves out of doing business. We wait for the phone to ring and hope that somehow, without too much effort, business will find us. Just like my two soon-to-be-clients sat, hoping cars would stop and people would enthusiastically jump out, with smiles on their faces to purchase glasses of lemonade.

With a smile I asked across the fence, “So boys, how are your lemonade sales going today?”

Tim jumped up and moved toward me, “Not so well. It must be too hot.”

Mike nodded his head in agreement.

“Good news, guys,” I said. “I am a highly paid sales consultant and if you are interested I can help you sell out in 30 minutes guaranteed.”

Tim’s eyes lit up but Mike looked skeptical.

“Here is the deal,” I said. “My fee will be three small glasses of lemonade for my kids. I ask you a few questions and then you must promise to do exactly what I tell you to do. Deal?”

They agreed.

“Ok, first question. Why are you selling on this side of the street? You see cars stop on the other side of the street at the stop sign.”

Mike looked at me as if I was from another planet and I feared I was to be fired before I even got started. “Mister,” he said, “In case you hadn’t noticed the only shade tree on the street is right here.”

Like many sales people he prioritized pleasing methods over pleasing results. People, old and young, look for the easy way to sell. I could not help wonder how many of my sales people were sitting under their shade trees instead of taking initiatives and make things happen.

I convinced the boys to move to the other side of the street. The next step I told them was that when people stop at the stop sign you need to have a powerful message to get them to buy.

“Can you give me a fact about your lemonade?”

“It’s the best lemonade in Noank!” Mike shouted.

“That’s a claim. Give me a fact.”

Tim jumped in and hit the nail on the head. “It's fresh hand squeezed lemonade!”

“Now we’re talking! Now connect the fact to a need.”

“The ice-cold, hand-squeezed fresh lemonade will quench your thirst.”

“Good. Now all we need is to entice customers is a deal.”

Both boys quickly agreed that they would sell one glass for $1.25 or two glasses for $2.00.

With enthusiasm the young boys picked up their lemonade stand, walked across the street and started shouting to every car that stopped, “Ice-cold, fresh, hand-squeezed lemonade that will quench your thirst how many glasses do you want…

Of course, I made the small correction, “Say ‘do you want one or two glasses?’” They both smiled and within minutes they had created traffic jam on Main Street Noank.

I still laugh years later thinking about how excited the boys were when they sold out of their lemonade. They thanked me and gave me the remaining lemonade--a third of my fee (one glass) and ran home. Note to self - get your fee at the front end.

From selling lemonade to high tech computers to big and small equipment to Real Estate, to consulting projects the fundamentals never change:

Do the right activity, in the right place.
Communicate the benefit of your product, good or service.
Tell how it will meet your customer’s need with enthusiasm and turn your frustration into real business results.

Rethinking Goals for Spring!

2008-03-24T12:55:00.000-05:00

Don’t confuse New Year resolutions with goals. I have read and heard thousands of New Year Resolutions over my life time. Consider this…95% of them all fit in one of four categories:

I am tired of being Fat
I am tired of being Poor
I no longer want to be Stupid
I now want to do something Exciting before I die

In most cases resolutions make us feel better for 7 days or less then reality sets in when we have to make choices that are unpleasant. Well maybe next year we say wink wink... Goals go deeper and can be long lasting because they are adaptable and flexible. Goals become stepping stones to your future rather than your future. Goals initiate action which always produces results beyond just hoping. My challenge to you is to get beyond resolutions by setting a pathway for real results in your life by setting meaningful goals.

For example, no one would walk up to an Airline ticket counter and say “please give me a ticket.” To where would be the natural response of any professional receiving such a request. Of course it sounds ridiculous and so does living and working without goals.

Knowing where you are going is critical to you arriving. Vision and mission give us a destination and a purpose. Goals give us steps to achieve our vision and mission. Goals take us from our current reality and transform us to our future potential in helping us fully understanding what could be and should be regardless what is. Goals give us hope and encouragement when we are most discouraged and are tempted to lower our expectations.

Goals should be set in all areas of life. (Family, work, mental, physical, financial, social, spiritual, community) To become a well rounded individual progress and growth should be obtained in each of the above life areas. When was the last time you did an analysis in each of the above mention areas? I dare you to look at your check book over the last year and determined where you spent your money, in fact, to make this more real color code each check entry, or produce a bar graft to determine in which life area you spent or invested the most dollars.

I encourage each of us to set goals for the New Year and check on them regularly to determine progress. Remember when setting goals apply the tried and true method in using the acrominum SMART:

S—specific is it clears
M—Measurable easy and obvious
A—Attainable or realistic ask for professional advice, remember big steps start with small steps
R— Relevant to you! Few if any others will really care
T—Timetables that are reasonable

If It Is To Be It Is Up To Me! My favorite ten two letter words.

John Rodgers,
CEO JR Rodgers and Associates, a Dale Carnegie franchise