Today, I just wanted to say Thanks. This is a big Thanks to all my clients – past and present – and in the future. We appreciate all the we have learned from our clients – applied research in some cases. Most importantly, we appreciate the opportunity to assist our clients in achieving their goals and objectives through the years.

It is important to show and give thanks for too many people and organizations are taking their customers and clients for granted. Even to the point of referring to the clients using slang or degrading code words.

Here’s a key point – Customers and Clients are People not cold organizations. Sure the checks come from an organization in most cases, yet, it is the people within the organization that make the decisions to call on us, and are the ones that we have the privilege to assist in different ways. When you are doing the things that you love, the passion used to assist others in improving their performance is truly an honor.

So as we approach the day for Thanksgivings – let me say to all our customers and clients – THANK YOU. We appreciate the honor to serve you.

This question seems to lead to the holy grail of answers. In fact, I have heard so many answers regarding what is the purpose of marketing, that I thought it is now my turn. Okay, here is my definition of the purpose of marketing:

To be on the Mind of the Prospect or Customer when the Prospect is ready to buy!

I believe that being top of mind when the customer/prospect is ready to take action is the most important thing we can do. To execute a marketing campaign that keeps us on the mind of a prospect is the goal of successful organizations.

So why is a marketing campaign important? One word – Relationship! We must develop a good relationship with the prospect so they will acknowledge us and our solution at the time of taking action. To often, we use a hit and miss strategy of touching our clients, customers and prospects. Or worst, we only contact them when we are trying to sell them something. This is an old school mindset and no longer works with today’s customers and prospects.

So what is the best method? To show our experience and expertise in solving problems that the prospect or customer can relate to for their peace of mind. The key for success in Marketing Campaigns is to develop TRUST. Trust plus the shown ability to solve their problems ensures their interest in you – at the exact moment they are ready to take action. So remember to use marketing campaigns that share information, show successful case studies and “how-to” white papers. This builds the trust for a long term relationship.

Wow, everyone seems to be in a hurry today. While that is not really an issue in my opinion, the underlining factors of moving in the fast lane are the issues I see. This is one of those deep thinking posts so hang in there with me.

First, the faster we go, the less time is available for thinking and reflective thought. There is a lack of self learning as to the effects of the choices we have made or others have made for us. Reflective thought is a key process in personal development. Using this process allows us to learn why certain things have worked or didn’t work, it allows us to check into what to repeat for consistent results and performance. Without this timely thought process, the effects of our actions are left to chance or reaction.

Second, when going fast all the time I have found a total lack of attention to strategy and planning. Long term impact of strategy is ignored for the short term gratification. In fact, there seems to be a lack of understanding about the use of strategy as a method to create or design your future. We learn to react to situations rather than respond with a executable contingency plan – thus passing on a consist growth path.

Third, a lack of attention to details and simple courtesy – which has a direct impact upon the quality of customer service. And, thereby the customer experience is short changed in the name of efficiency. The true powerhouses of retail and service are the ones that focus upon the details of execution with a customer satisfaction goal. The customers get what they want – quality products or services, exact fit regarding their needs, a fair price relative to value, a positive experience and most importantly – someone they can TRUST.

If you are a fast tracker,  cool. The only thing I ask of the fast trackers is the slow down occasionally and take a moment to reflect on your personal progress. What is working? And, what do you need to improve? Then schedule the time to improve. That sounds like a no-brainer, yet, fast trackers have a tendency to just announce to others – that’s just the way I am! Sorry, learn to adapt and you will actually get places faster!

Many will agree that people are the most important asset of an organization. More importantly, however, is how well those people work together to accomplish a common goal.  Whether a company has
thousands of people working in various locations worldwide or just a handful working in one small office, teamwork is vital to success.  So, how can you ensure that your teams are performing at their fullest
potential?  How do people contribute to the team differently?  Have you built effective teams?

To begin answering these questions, you must learn how to really understand each member of the team to
identify their work style and how it compares to others in the group.   You also need to look at the inherent
strengths that each person brings to the table.  Not their expertise or their background, but those things they seem to be good at just because that is who they are.

Once you understand the team members, you can not only build a team with the most effective combination
of strengths, but you can also learn how to leverage each individual’s strengths for a dynamic team that
works at its highest potential.  Only then will teams reach goals that have been unattained by individuals,
work at levels of productivity no single person can achieve or impact the bottom line more effectively as a
group.  In fact, maybe we should revisit the assets of an organization.  Perhaps TEAMS are more important
than people on their own?

A Senior Vice President for a Technology Company discovered the importance of using assessments to assist in selecting a diverse yet functional group to lead a very important company project. His first attempt had been a failure because he selected a team consisting of passive and non results oriented individuals. His second Team consisted of a balance of results oriented, active, detailed, persistant, and influential individuals that produced the project in record time, within budget and a quality product ( as described by their customers.).

To learn more about using assessments in selected or evaluating Team Effectiveness, call me at 901-757-4434. We have been implementing assessments within team for over eighteen years with outstanding results for our clients.

I have recently been talking to CEO’s and Key Corporate Officers about the current economic conditions and how their results are during this time. After listening to all the different opinions one thing jumped out for me. The more successful companies and individuals were the ones that were taking focused and clear action. The ones who really in bad shape were taking the “Field of Dreams” approach – wishing and hoping that someone will come and buy what they offer!

Okay, so taking action should be a no-brainer for everyone in business. Well, it is not so according to the number of people that I meet and talk with on a daily basis. This is why I am writing about this subject today. Get out and touch someone – now!

There are several reasons for taking action. First, it keeps you focused and on target for getting results. Results are still the name of the game and if you are doing things that have no value added results – why do them?

Second, by staying in close contact with customers you can learn about opportunities that are coming up and work for positive results. I still believe that 70% of sales are made because you are top of the mind with the customer. The old saying – “out of sight is out of mind!” is more true today than ever before. Get out and visit or call – show interest in your customers and prospects.

Third, taking action today sets up the future for you – when the economy comes back and budgets are again opened up. Preparation is about taking focused action to develop the relationships even when things are not so great. People who make the big decisions are impressed by the people that care about them – in good and bad times. This action separates you from the “glad handers” who only show up to make a sale – when times are good.

Finally and most importantly, by taking action you feel good about YOU. Nothing works better for building personal esteem than accomplishment – getting results and doing positive things. Taking action is the number one catalyst for improving how you feel. When your attitude is positive, you attract additional opportunities into your life. Thus, the opportunity to succeed when others are flat or declining.

Remember another old saying – “When the going gets tough, the Tough get going!” Well, this one saying summarizes all that has been written in this post. We are in tough times and our responsibility to others, family and yourself is to take positive, focused action for results.

The key to understanding the makeup of your team and each member’s unique strength is a common format for identifying and understanding each person’s work habits, strengths and communication preferences. Using this information allows for a clear understanding of who is capable of delivering upon the expectations of the team.

There are many ways you can classify people through observation and identify what “type” of person they
are.  One of the most common theories addressing styles of communicating is the theory of DISC.  Derived
from the early work of William M. Marston, the theory has since been applied to the world of business and
used in a number of different ways to better understand, appreciate work with and manage people.

In team building, utilizing the theory of DISC helps team members truly understand why everyone is
different, what each individual’s strengths are, and how each person contributes to the team.  Remember,
communication is more than what someone says.  In fact, communication is more about what people do, or
how they act. DISC considers all aspects of communication, from the words we use to how body language
affects communication.  By providing a common language with which to speak about our differences, DISC
allows us to recognize other “types” of people, understand them better and leverage their strengths.  With
DISC, the team can be more cohesive, more productive and more efficient.

DISC also allows us to look at team dynamics in a whole new light, making sure that a well-rounded group
provides all the strengths needed for success, and each member is in a role that suits them best.  Which
person is best to lead?  Who should handle the details?  What is the best combination for small work groups
within the team?

With DISC, it is easy to identify team dynamics to begin strengthening your company’s biggest asset.  Even
if you have a team of star performers, they are only reaching half of their potential if they don’t work well
together.  Imagine the possibilities if everyone came together to work effectively as a team.

Contact us about how to implement DISC within your organization. Call us at 901-757-4434.

Leaders to be effective as leaders must show confidence in their people. This is a wide ranging factor having a direct relationship to success. These leaders show and share their confidence. They show their confidence in their abilities and decisions. And they share and show their confidence in their people.

So how does a leader share and show confidence in their people? First, there is a mental law called the Law of Expectations. This law states that whatever is expected will be delivered. While this is a difficult thing for some people to get their minds around, it happens everyday in real life situations. Unfortunately, this law works two ways – positive or negative. It is important to focus upon the results we want by using positive thoughts supported by a strong belief, then the desired result will happen.

A positive thought supported by a weak or conflicting belief will hinder the people involved in gaining a positive result. The lack of a belief is the same as having a negative belief and must be watched in both our talk and thoughts.

True confidence is shown as support and TRUST in our people. A true leader will show this confidence to their team on a regular and consistent basis. One method used is to tell individuals – “I believe in You.” This simple statement goes to the heart of the individual and usually drives a desire to perform well.

Another method to use is to ask others about their opinions and thoughts on issues that are important and then listen to their response, asking questions for clarity and thanking them for sharing. Again, this simple action shows trust in the person or group. Trust goes a long way to gaining confidence and delivering in their personal performance.

Show your confidence and support your teams using trust and confidence in their performance to get excellent results. If you need coaching or support in personal leadership you can contact us at 901-757-4434.

Yes, Confidence is based upon your Beliefs. So what beliefs are you carrying with you? Do your beliefs help or hinder your performance? How much confidence do you show through your personal actions? The important thing for everyone to remember is that your beliefs heavily influence your actions and the actions of others.

Why are beliefs so important? Well, it is beliefs that create our attitudes which in turn impact our behaviors thereby creating our results or performance. We then have the results validate our beliefs and the “beat goes on!” Using this information it becomes clear that our actions and results are directly related to our inner beliefs. The question then becomes – “Are Your Beliefs Helping You or Hurting You?”

This past weekend I saw two things that stood out as strong belief issues. First, a football game whereby a freshman quarterback was having all kinds of problems during the first half. Yet, his coach never panicked or attacked the young quarterback about his mistakes. In fact, the coach remained calm and told the young player that he still believed in him and expected him to do well in the second half. In fact, he told the team that the young player would lead the team to victory. A very strong statement based upon the four touchdown lead by the opposition!

Well, the young quarterback did lead the team to victory with a record comeback in the second half. After the game he told reporters that he was impressed that his coach remained calm and told him that he would help him win the game. He then stated – it was important that he believed in me. I really want to play and win for my coach.” WOW! The coach was a real leader and expected the young player to turn around his performance AND HE DID.

The second time I heard the validation of beliefs impacting results was a TV show that had a “Biggest Loser” discussing his personal results concerning weight loss. He had lost a hugh amount of weight and looked outstanding. Then he gained about 50 lbs back and was not happy about it. He realized that his belief structure was impacting his success at health. He still believed that he was a fat man! His subconscious beliefs lead him down the wrong path to increased weight. For him to succeed regarding his health, he will need to change these deep seated beliefs.

The thing you need to know is that you can take back control of your live. You can learn methods to control and re-program those old beliefs. Then you can create the new results THAT YOU WANT. No longer do you have to feel bad or be frustrated with your results. We are in a new world of change so lead the pack and make it happen for you.

If you want to learn how to take back control of your life today. Contact Robin at our offices – 901.757.4434. She can assist you in taking control of your life.

Reflecting on my experiences with economic downturns like we are having today… In reality it is quite simple, cash flow has slowed down and there is currently no substitute source for cash. Thus, we have an economic recession. In fact, during the mid-80’s Louisiana, Texas, Oklahoma and some border states had their own severe recession. Back then it was called the oil and gas driven downturn. Only these areas were affected, thus the national economy and the media did not report this on a national level.

Okay, here were the lessons learned during this time period. First, it started in one industry – the oil and gas industry. Many people felt that since they were not directly tied to the oil and gas industry that they would not be affected. Wrong! Here are the cash flow issues: people were laid off; the supplier industries were impacted due to lack of sales and they started going under or laying off employees; the Mortgage industry started noticing higher default rates, decreasing home values and loses; the FDIC and FSLIC started closing S & L’s and Banks due to bad retail, commercial and mortgage loans; retail sales dropped – closing stores and creating vacancies in shopping centers; office building speculators found themselves with empty towers and foreclosures rose; and people stopped buying things in all categories – some had lost their jobs, some had lost oil and gas revenue checks, and the “beat goes on… Does this all sound familiar?

We are seeing the same situations that occurred during the mid 1980 in a limited geographic area – but now it is global in nature. This is a difficult situation because the system of cash flow has to restart and grow to “normal” levels. What we call normal, however, is the big question. Does “normal” include speculation, free or low cost loans, senseless refinancing for short term gratification, unnatural home value increases, or hyper anything for short term gains?

What needs to occur is for people to understand that the lottery ticket mindset is not normal. Normal is earning a fair return for a fair day’s work. Greed is not acceptable and systems need to be reset for progress to happen everyday. I learned all this the hard way. The key point is that I learned how to earn back my self-esteem and start growing everyday and passing on the “get rich quick” mentality that seemed to be everywhere.

For the system to work, national and community leaders need to focus on how to get business jump started and operating at efficient levels, train employees for higher level work, and get cash flowing again based upon the commerce system. The lottery winner is only one person – what we need is for large groups of people to win while providing value for themselves and their organizations or communities.

If we don’t focus upon the right things, we will all lose and lose big. All industries will suffer to survive and people will be hurting – financially and mentally. If we all start adding value and losing the non-value added activities, we will all win in the long run. Yet, remember this, economic issues will rise and fall, our job is to focus upon ways we can grow personally, add value to the world, and earn our fair share during the process.

While attending a meeting one gentleman stood and shared a statement with the group – Networking is all about relationships. This was a major statement and most people miss the boat on understanding just how true this statement is for success.

Relationships is the core to everything we do. Our family life is impacted by the relationships we have established with our loved ones. Our business success is a direct reflection of the quality of relationships. Is is based upon Trust? Is it long term in nature? Can we depend upon someone to be helpful and sincere? All these factors count in the world of relationships.

People need relationships to grow and learn. The more people we meet and get to know – the better our quality of life. People have a tendency to share their life experiences. When exposed to different points of view and opinions it gives us a chance to truly think about things. As we think about the nuggets of gold placed in our pathways, we have an opportunity to explore new ways of thinking and acting. We get another slice of knowledge to play with, grow with and experiment with as we move toward success. Our knowledge and wisdom gets a chance to expand.

Another point for all business people is the fact that relationships expand our business opportunities. When others get to know you, they check out your sincerity and authenticity. They can then decide if they trust you and are you credible? This is the beginning of a relationship and possible business situation. One thing that I have noticed over the past twenty years is the changing levels of trust that people get today versus 20 years ago.

When I first started my existing business in 1988 it was easy to meet people, get to know them, visit them and well – get business opportunities to fall in line. Today, if people do not already know you, they will not return phone calls, come to meetings or briefings, or let you in their office building! The need for security and an overall lack of trust has become the standard.

Therefore, it is a now a key factor in successful business to make as many contacts through networking, social gatherings, and group meeting activities. This allows for people to get to know you. Gain credibility with others and you gain an opportunity for business – if you can truly help the other person.

Learn how to network, start a long term relationship, educate yourself on the techniques and methods to stay in constant contact with others – these are the keys to winning in life. Do it for them as well as yourself.  Others need to learn about who you are and do you have credibility and the expertise to assist them with different solutions. Get to know them and they will in turn get to know you. Start and maintain your relationships with people – you never know when they will need your help.