ActionCOACH of Akron/Canton

The Power of Priorities

2008-09-29T20:28:00.000-04:00

Priorities and time are always key issues. In my years of helping business owners to grow I’ve guided them to discover many things about themselves and their businesses. Here are two things that business people find very challenging: (1) thinking ahead and (2) doing things in order of importance.
Doing these two things makes the difference between success in business and just surviving. And the same is true for all areas of our lives.

Leadership trainer and author John Maxwell says, “Thinking ahead and prioritizing responsibilities marks the major differences between a leader and a follower.”

Most people have heard of the Pareto Principle, more commonly known as the 80/20 Principle. Roughly stated this says that in most businesses 80% of your business comes from 20 % of your customers.

Here are other examples of the Pareto Principle:
Reading: 20 percent of the book contains 80 percent of the content.
Job: 20 percent of our work gives us 80 percent of our satisfaction.
Products: 20 percent of the products bring in 80 percent of the profits.
Picnic: 20 percent of the people will eat 80 percent of the food!

So… when it comes to your priorities, 20 percent of your priorities will give you 80 percent of your production… Ask yourself: “do I spend my time, energy, money and personnel on the top 20 percent of my priorities”?

When you focus on the top 20 percent, you are getting a 400% or fourfold return in productivity. Think what this would mean in your business?

Every business person needs to understand the Pareto Principle as it applies to the areas of customers, team and leadership.

In the area of customers, it is vital to identify the 20 percent who account for 80 percent of your business. These are your “raving fans” and strategies must be put in place to care for them appropriately.

For your team, you must identify the top 20 percent producers. Spend 80 percent of your “people time” with these people to develop them to their full potential.

In leadership, take an honest look at the question, “What do I have to do that no one else can do?” Remember a leader can give up everything except final responsibility. You can decide whether you will be reactive or proactive when it comes to the use of your time. The question is not, “Will I be busy?” but “How will I invest my time?” It’s not “Will my calendar be full?” but “Who will fill my calendar?,” It’s not “Will I see people?,” but “Who will I see?”

Do this and watch your productivity and personal satisfaction rise to new heights!

A Lesson From the Olympics

2008-08-19T20:46:00.003-04:00

I've enjoyed watching the Beijing Olympics over the past week or so. Of course, the story of the week has been the exceptional performance of U.S. swimmer Michael Phelps. It has been fun to watch him perform and the poise and dedication he has brought to his performances. There were a couple of close calls but he still managed to win an unprecedented eight gold medals.

What got me thinking though was an interview I saw with Phelps. He was being interviewed by Matt Lauer from the Today Show. There was one question Matt asked that I want to focus on for a minute.

Matt asked Michael if he really believed, before the games started, that he had a chance to win eight gold medals. Matt was basically saying that he didn't understand how Michael could really have thought he had a chance to win all eight events he was participating in. Michael was very gracious and politically correct in his answer by saying that he just had to come to the games and take each event one at a time and couldn't focus on winning them all. He felt he could do it but had to just deal with each one as it came.

What Michael didn't specifically say, but did imply, is that he HAD to absolutely believe he could win all eight or he had no chance of doing it. As soon as he would let himself start to doubt his ability to do it, he would be doomed. There is no way he could let it enter his mind that it was even remotely not possible.

The mind is an incredibly complex and infinite machine. Its potential to create and invent is unlimited. For Michael to accomplish what he did, he had to believe with all his heart that he would do it. What the mind can conceive it can achieve.

We can take a real lesson from Michael. We too can accomplish great things in our business and our life if we believe it without reservation. Don't let anyone tell you what you desire is not possible. People will question your ability and beliefs --just like Matt did with Michael -- but don't let that stop you. Michael refused to listen to those who doubted him and so can you.

Determine what your dreams and goals are and then go for them with everything you've got. Believe with all your heart that you will achieve it and don't listen to the naysayers. When you do this and achieve your goals there will be a sense of worth, happiness and contentment.

Congratulations Michael and thank you for the inspiration.

by Dennis Kelley
Author of Achieving Unlimited Success

Leadership – Who’s Driving Your Business?

2008-08-18T16:47:00.001-04:00

In recent blog entries my partner, Dennis Kelley has explored the importance of leadership and mentoring. Perhaps the best first question to ask is: "Who’s driving this business?”

When business performance needs to be improved, it is wise to start the improvement process by first exploring the source of the business leadership. From our coaching experience we have found many instances, when a business is not performing, the leadership direction is unclear and is not understood by the team.

Leadership is about painting a current picture of the future in the form of a vision. Ask yourself, “Where do I see this business in 100 years?” Shape the company’s vision on the answer to the question. The common thread in all great leadership stories is the ability to create a vision and then to share the vision with the team, customers, suppliers and other stakeholders. Leadership is a powerful creative tool. When embraced by business owners, a clear vision has an immense impact on the success of the business.

Corporate managers have been guided by this leadership concept for some time. Many of tomorrow’s leaders embrace this philosophy:

“Every executive, every manager, to fulfill their role, must have a vision – a vision of where the organization will be and what it will look like in the future.

They must create that vision and then share it with those reporting to them, if they are to gain a high level of employee involvement and commitment and attain a high level of productivity.”

So it is in businesses of all sizes. To succeed, the owner must paint the picture and be willing to share that vision with the team. It is from this beginning that so many success stories have evolved. And, unfortunately, it is in the absence of vision that so many businesses have failed.

Who is driving your business?

Many business owners are challenged when their future direction becomes unclear because of rapid technological changes occurring in the market. Furthermore, excellence in the level of service demanded by the customer increases as you meet yesterday’s level of expectations. The need to continue to deliver better products or services challenges the vision of leaders and the team’s mission. The unfortunate result is low morale, absenteeism and resignations, which are signs that leadership has become overwhelmed and needs to be revamped.

Increasingly, we are encountering business owners who seek help to refocus and to reignite their vision for success. With a little help many business owners are able to regain that leadership so vital to their success.

Dennis and I work everyday with clients on vision, leadership and strategy for their businesses. We’d be happy to meet and talk with you about where your business going and how to create a successful pathway.

Your Coach says -- Take A Vacation!

2008-08-14T20:46:00.003-04:00

I spent last week with my family on Hilton Head Island. It was hot but wonderful. Vacations are such a wonderful thing. It is a chance to step back and reflect on where you are going with your life, and your business. To take some time and think back on what you have accomplished in the last year and what you need to work on.

My wife and I spent several evenings taking a long walk on the beach. The evenings were beautiful. The ocean was calm, the sand smooth and the breeze wonderful. It was very relaxing and helped me open my mind and remove all the clutter that gets in the way during our day-to-day work world. I recommend it for everyone!

As a coach, one of the things my partner, Ralph Berge, and I always recommend for our clients is to take some time off and get away from the hustle and bustle of your daily existence. Without doing this it is so easy to burn out or to lose touch with what is really important. Even if you can't get to the beach or travel someplace exotic, it is still critical to get away. Take at least a week where you do not show up at the office and don't attend to the day-to-day business. Clear your mind and re-focus on what you want and what you need to do to get it.

If you are saying, "Boy, I would love to do that but there is no way I can leave my business. If I did that my business would fall apart," then you need to make some changes to your business. Give us a call and let's talk about what is holding you back and how we can help. Vacations are as essential to the success of your business as anything else is.

As your coach I'm giving you the assignment of taking a vacation sometime before the end of the year -- you'll be glad you did.

by Dennis Kelley
Author of Achieving Unlimited Success

What Does Success Look Like?

2008-07-31T15:37:00.003-04:00

To achieve success in life, you first must know what success is. What does success mean to you? What does it look like in your mind? Everyone must define success in his or her own terms.

Marketing messages bombard us daily trying to define success. Our popular culture works hard to sell a commercial version of “success.”

The images seen every day in the media tell you what you should own if you are truly successful. Clothing companies tell you what you should wear and how you should look. Images and messages of “successful” people and the size and style of home they live in, how big the swimming pool is and all the associated luxuries bombard us constantly.

What is your vision of success? Is it driven by images of movie stars or business tycoons? Maybe you equate success with images of sports figures. Ask people from all around the world about popular movie stars and professional athletes and you will get an immediate and enthusiastic response.

The reason movie stars and professional athletes are successful has very little to do with what they own, where they live or how much television or media coverage they get. They are successful because they decided what they wanted and went out and got it. These people thrive on their definition of success and are passionate about it.

Michael Jordan, considered the most admired sports figure in the world, achieved the highest level of success by knowing what he wanted and pursuing it with passion. However, his success did not come without a lot of hard work and effort.

Jordan was cut from the varsity team as a sophomore at his high school. “Whenever I was working out and got tired and figured I ought to stop, I’d close my eyes and see that list in the locker room without my name on it and that usually got me going again.” He eventually made the team and led it to the state championship. Jordan knew what he wanted and made it his mission to accomplish it. By staying focused on his goal, he ended up leading the Chicago Bulls to six NBA Championship titles.

The common denominator of all successful people is their passion for their dream. They have defined what they want from life and are willing to do what it takes to reach their dreams. Define what you want from your life and be willing to pursue it with the same passion and commitment.

“A successful life is one that is lived through understanding and pursuing one’s path, not chasing after the dreams of others.”
- Chin-Nihn Chu

You could to choose to be like Lily Tomlin who once said, "I've always wanted to be somebody, but I see now I should have been more specific."

A life without vision is a life left to drift and take whatever is thrown your way. If you wait too long to decide what you want from life, you may look back and agree with Ms. Tomlin!

By Dennis A. Kelley

http://www.achievingunlimitedsuccess.com/

Life Can Be the Best Leadership Teacher

2008-07-14T20:53:00.002-04:00

In my last post I talked about the importance of strong mentors in life. You can learn so much from good mentors -- especially in the area of leadership. However, the opportunity to learn leadership skills comes to us in many different ways throughout our life.

I was reminded about this today when I spoke to the leader of my son's Student Ambassador program. If you are not familiar with the Student Ambassador program, it was started in 1956 by Dwight D. Eisenhower to promote world peace through personal contacts. The program allows high school students who are selected for the program to travel to other countries and learn more about their cultures and interact with their citizens to promote cultural education.

My son has traveled through Italy, France and will be heading to the U.K. in a few days. My daughter participated in a trip with the Student Ambassadors to Ireland, England, Scotland and Wales a few years ago. This is a wonderful experience for these kids who get to participate. The benefits to these kids will last a lifetime and create memories they will cherish forever.

Today my son is in Paris and we talked to one of his leaders. She was so complimentary of him and how wonderful of a kid he is. How he is liked by everyone and has been such a positive influence on the group. In essence, she was saying that he is acting like a leader and helping to make his experience and those of people he interacts with positive as well. She went on and on about how he has helped others and offered to do things for them. Of course, I couldn't be more proud of him and there might just be a little bit of bragging going on here ... hopefully you can understand.

After this conversation I started thinking about her comments and how what she was describing were the traits of a leader. The fact is, the opportunity to learn leadership skills and practice them is around us all the time. Whenever you are in a situation with others you get to choose how you will react. Whether you are traveling, planning an event, visiting another city or country or even attending a family reunion, you get the opportunity to practice leadership skills. In groups people are always looking for someone to lead. Take advantage of these opportunities to practice how to create an environment where everyone feels important and welcomed and creates an environment of cooperation.

As a business owner, you can create this same work environment in your business. Be conscious of your actions and how you are reacting with your team to make them feel appreciated, a part of the team and motivated to do their best. Take the lead and others will follow.

by Dennis A. Kelley
Author of Achieving Unlimited Success

The Importance of Strong Mentors

2008-07-10T09:47:00.003-04:00

Recently I had the privelege of being interviewed for an article in TheStreet.com regarding the importance of mentors in business and some of the things you should look for in a mentor. The article is titled Hunt for the Right Mentor and you can check out the article here -- http://www.thestreet.com/story/10424959/1/hunt-for-the-right-mentor.html.

Having a mentor to help you in business can be such a tremendous benefit and jump start your journey to success. Having someone who can give you an outsiders perspective, hold you accountable to accomplishing your goals, and keep you focused on what is important is a very powerful way to accomplish more than you thought possible.

My partner, Ralph Berge and I are here to help mentor you in your pursuit of your dreams. Just give us a call or send an email and let's us know how we can help.

by Coach Dennis Kelley
Author of Achieving Unlimited Success

5 Reasons Most People Fail at Goal Setting

2008-07-03T14:49:00.003-04:00

Have you set any goals in your business or for your life that you just haven’t managed to accomplish? Or, maybe you started to set some goals but never went back and finished them or checked to see if you really accomplished them? Many people avoid setting goals because they tried it once and when they didn’t achieve them, they decided goal setting just doesn’t work.

The fact is the people who are most successful in the world are avid goal setters. They are driven to accomplish what they set out to achieve and they know what they are aiming for. That is what goal setting really does for you – it gives you a clear target to aim for. You are much more likely to hit a target if you have one to aim for.

So, why don’t goals work for most people? The reason goal setting fails is because the goal setter has not followed the steps necessary to establish clear, focused goals that create a roadmap for success. Here are the five reasons most goals don’t work and how you can avoid these mistakes to create powerful goals that lead you to the wealth, success, happiness and prosperity you seek.

1. Generic goals - many people set very generic goals that do not create a vision of what they are trying to accomplish. Goals such as, “buy a new house,” “increase my profits,” “save money for vacation,” do not inspire action and do not give you a specific target to achieve. If you want to buy a new house then set a specific goal for what kind of house your want to buy, where it is located, how much it will cost, what it will look like, how big it is and what amenities it has. Create a very clear picture of what you want and write your goal accordingly. Determine what your goals are and BE SPECIFIC. That is the key to avoiding the mistake of generic goals.

Be as specific as possible. Create a clear vision of what you are aiming for. Whatever it is, be specific when setting the goal. If you are trying to increase the profits of your business – decide exactly how much more you want to produce. Pick a dollar amount or a percentage increase you are determined to make. If you are planning a vacation and want to save for the vacation, then determine an exact amount, where you will go and what you will do.

No matter what the goal is, the more specific you are the better chance you have of achieving it. Why? Because the more clearly you define what you want the more solidly it will be locked into your subconscious mind. Locking your goals into your subconscious is a critical component of achievement. Once you have created a clear vision of the goal and locked it into your subconscious then you will find that the actions you take tend to lead you toward the accomplishment of the goal.

2. Inability to measure results – if the goal you set does not allow you to measure your progress then how will you know if you are getting closer? Specific goals will make it much easier for you to measure progress. Generic goals that cannot be measured are doomed to fail. Measuring your progress allows you to make adjustments along the way so you stay on track. Make your goals measurable and they will be more powerful.

3. Setting unachievable goals – if the goals you set are so outlandish that you simply cannot reach them in a reasonable time period then you will become discouraged and give up. Establish stretch goals but not unachievable ones. It is good to establish goals that make you learn and grow and challenge you to reach them. However, don’t hurt your chances of succeeding by being unrealistic. Strong goals are those that are realistic and achievable.

4. Setting goals that are not relevant– make sure the goals you set tie into your long-term plans and mission for your career and life. Too many times people set goals that sound good in the moment or are relevant to someone else’s plans but not yours. Make sure your goals support what you are trying to accomplish or else why pursue them at all? Don’t waste your time chasing unimportant goals.

5. Not setting a timeframe for achievement – if you set goals that are not time bound then it is easy to let yourself off the hook and not take action. Setting a timeframe to meet the goal creates an accountability to take action. It also allows you to adjust your activity and make corrections along the way. If you create a goal to save enough money for a dream vacation in June two years from today then you can regularly check your progress and adjust as needed. If you didn’t set a timeframe and waited until you were ready to go then you may be surprised by not having the money and have to delay your dream. That would be a shame.

Avoid these five common mistakes and you will find that you accomplish more than you thought possible. Another important point is to make sure you put your goals in writing. Once you commit your goals to paper they move from a thought to an action and you create a commitment. Share them with someone else and the accountability increases dramatically.

Visit me at www.AchievingUnlimitedsuccess.com.

Twenty-five Other Things to Consider When Selling Your Business

2008-06-26T09:49:00.002-04:00

As promised earlier this month, here are the other 25 things to consider when getting ready to sell your business.

The point of this 50 item “to-do” list is (1) there is much to be done and (2) its never too early (or too late) to start. Your ultimate goal is to build an efficient business that can successfully operate and provide significant cash flow even if you (the owner) aren’t at the control panel. When you have a business that can operate without you, you have created significant value for you and you have the time to enjoy what you have built.

Take a look at the following points and those listed above. Ask yourself what you are doing about them? When will you develop a plan that guides you to building a successful business? And when will you take action?

1. Hire competent advisors and understand their roles
2. Screen potential buyers
3. Differentiate your business by creating a niche
4. Make sure partners / decision makers are on board with the decisions
5. Plan for training and transition
6. Understand the letter of intent is a starting point for negotiations
7. Understand that not all lenders are the same
8. Keep running the business as normal
9. Be flexible on business meetings and showings
10. Learn how to confidentially market the business
11. Diversify your customer base and products
12. Create a list of growth opportunities that have or have not been pursued
13. List strengths and weaknesses
14. Consider outsourcing some services
15. Create database of past and current customers
16. Review / upgrade software and technology
17. Report all sales
18. Consider a product display or showroom
19. Systematize processes
20. Prepare for the unexpected in selling the business
21. Consider lease vs. buy for equipment
22. Total cost analysis of products / services
23. Consider selling the business separate from the real estate
24. Calculate inventory carrying cost
25. Think like the buyer

We are ready now to work with you. As certified business coaches Dennis and I would be happy to help you build your plan for selling your business. More importantly we can discuss creating value in your business (before its sale) by using the above considerations.

We call it: “Building a commercial profitable enterprise that works without you.”

A Lesson from the US Open

2008-06-18T19:56:00.002-04:00

This past weekend I found myself mesmerized by the US Open Golf Championship. Golf is one of those passions I have -- I love playing the game and really enjoy attending PGA Tournament events. In fact, one of my life goals is to attend the Masters Tournament at Augusta -- a goal I have every intention of achieving!

But, this last weekend millions of people were witness to a true exhibition of sporting greatness. Who else to deliver such an amazing performance than Tiger Woods. I have watched Tiger play in many tournaments and have followed him around the course at various tournaments. His US Open performance this past week was one for the record books.

What made this performance so special? Tiger had knee surgery on April 15 of this year. Two months later he is on the course competing for his 14th major championship. Early in the tournament it became apparent Tiger's knee was bothering him. The tournament runs for four days and with each day the knee caused more trouble for him. He fought through it and continued playing and giving it his all. Not only did he continue to play but he kept himself in contention.

The course at Torrey Pines, where the tournament was played, presented a challenge for all the golfers. The golfing was excellent and the lead changed hands many times. But, Tiger did what a champion does -- he played with determination and a passion to win. He refused to talk to the media about the severity of his knee pain but instead wanted to focus on the competition. He refused to make excuses and took responsibility for every shot he made - the good ones as well as the bad ones - and didn't blame it on his health. Tiger made the shots when he needed to and won the championship after an 18-hole playoff and even needed a 19th hole to win the trophy.

Tiger's performance was amazing and made even more so by the fact that he beat the best golfers in the world while still recovering from knee surgery. During the tournament Tiger was interviewed by a reporter who ask him about a particularly great shot he made on Saturday. It was his second shot into the 18th green and it set him up to eagle the hole (2-shots below par.) He made the eagle putt and that shot put him in the lead for the first time.

When the reporter ask him about the shot Tiger said that it was a shot he had been rehearsing with his coach prior to the round. He knew that he might need to use that shot -- a cut shot over the water -- on that particular hole. So, he "rehearsed" it. I found that to be a fascinating way to look at his preparation.

We can learn a lot from Tiger that works well for us in our business and life as well. We need to bring our passion, persistence, perseverance and desire to win with us to work every day. There can be no excuses for poor performance or "missed shots." Stay focused on the job at hand and analyze our strengths as well as our weaknesses to always get better. It is also important to rehearse for the work we need to do and what we need to be prepared for in our business. The rehearsal may be the most important part of all. We can't assume we can succeed at everything we try without rehearsing it. Even if it is something we may have done before, the preparation is critical.

Take a lesson from Tiger, prepare to win everyday and don't let anything get in your way. No excuses! Just a sheer determination and a will to win. That is the sure sign of leadership and success. Make today a great day -- stay focused on your goals and dreams and don't let the missed shots stop you from achieving all the success you desire.

Recession? What Recession?

2008-06-11T13:17:00.008-04:00

The other day I attended a business networking function with about 80 other business owners and was struck by how negative the majority of these business people were about the current economic situation. This is a group that is generally very positive, but that day the weight of their concerns started coming out.

Part of the agenda for the meeting was to discuss what we were challenged with in our business right now and brainstorm ideas about what to do about it. We did this in small groups and then shared our thoughts with the larger group. The range of issues was huge. Everything from government regulation and control to the cost of energy and the increasing cost of goods sold through increases being passed to them by suppliers. There were also concerns about the lack of a qualified workforce and the inability to attract and retain good employees. It would be fair to say that most of the people in the room are worried right now.

The power of what I heard that day has stuck with me and prompts me to write this post today. The title of this post -- Recession? What Recession? -- is all about asking you to think about what your current beliefs are. The reality is that we are having some difficulty in our economy right now. I don't think anyone would argue with that. I have felt it in my business and I am sure you are feeling it in yours.

The question is -- what do you believe and what are you doing to find a new solution? You must eliminate from your vocabulary the negative words that bring you down and create barriers to your success. Words like; recession, depression, terrible, out of control, etc. These words will drain your energy and cause you to focus on the negative things around you. Your mind will focus on whatever you spend time thinking about. Think about all the negative things going on in your business or the economy and you will find more of them. This makes it difficult to lift yourself above it and find answers.

However, if you focus on the positive things going on in your business and create positive beliefs, you will be much more likely to uncover ways to deal with your issues. It is about re-solutioning the problem. The old solutions may not work right now. It is up to you to look for new solutions, temporary adjustments, and creative ideas to organize your business most effectively and to promote it. Your attitude will be the biggest driver about how you handle the current realities and how well you position your business for when the current reality changes.

Your job is to be fearless, courageous, undaunted and an eternal optimist. To look for new opportunities where others see nothing but trouble. To create lemonade from the lemons others are serving up. Market like you have never marketed before. Look for creative solutions to those things outside of your control. Train your team and educate yourself in the newest and best ways to market, sell, organize and systematize your business. You will be amazed at how much your business can grow and prosper during times like this with the right focus. When the economy improves you will be very well positioned to take your business to the next level very quickly.

Don't allow others to dictate your reality and your beliefs. We all have a wonderful God given gift ... the gift of choice. You can choose to let the current situation control you or you can choose to create your own results and outcomes. The choice is yours ... what will you choose?

If you would like to learn more about how to take control of your beliefs and create the business and life you want, then pick up a copy of my new book, Achieving Unlimited Success. And give Ralph or me a call if you would like to talk about how an ActionCOACH business coach will lead you through these current challenges. Also, register here to receive my monthly Achieving Unlimited Success monthly email newsletter and a FREE copy of the report "5-Step Success Formula."

To Your Success ...

Twenty-Five Things to Consider When Selling Your Business

2008-06-09T20:24:00.001-04:00

My partner, Dennis Kelley and I recently invited a group of clients and strategic alliances to meet with us and Business Broker, Kipp Krukowski from Sunbelt Business Brokers to explore the really important things to consider before selling your business.

In addition to leading the dialogue on what is the value of your business, Kipp told the audience that the time to ready the business for sale is not at the last minute. The right time is perhaps ten years and no less than three years in advance of the proposed sale date.

The fact is it takes considerable planning to sell anything. In particular it takes time, planning and significant effort to sell a business. Kipp has developed a list of 50 things to consider when planning to sell your business – here are the first 25:

1. Understand different types of buyers
2. Understand how to calculate Seller's Discretionary Earnings
3. Understand different ways to value a business
4. Understand that different buyers pay different prices
5. Understand deal structure - asset vs. stock
6. Understand seller financing pros & cons and how to structure
7. Value stream map processes and materials
8. Clean facility
9. Improve appearance on the internet
10. Solidify workforce
11. Cross train employees
12. Create employee manuals
13. Understand the sales process and timeline
14. Emotionally detach from the business
15. Remove non-operating assets
16. Formalize contracts with customers
17. Formalize contracts with suppliers
18. Clean up legal issues
19. Understand the "true" value of the assets
20. Repair / maintain equipment
21. Sell excess inventory/write-off obsolete inventory
22. Collect aging accounts receivable and make them current
23. Remove unnecessary family expenses
24. Understand the "net" after the sale proceeds
25. Create a control plan for quality control

I’ll share the other 25 things sometime in the future. Meanwhile, Dennis and I would be happy to talk with you regarding the planning for selling your business. More importantly we can discuss creating value in your business (before its sale) by using the above considerations.

We call it : “Building a commercial profitable enterprise that works without you.”

When Something is Measured -- it Improves

2008-05-31T14:22:00.005-04:00

In the 1930's research was conducted which determined that what is measured will improve. This became known as the Hawthorne Effect and it found that when something is measured it improves, but when it is measured and reported, it improves exponentially. By reporting the information, accountability is instantly incorporated into the measurement.

At first, it can be somewhat uncomfortable or cumbersome to start tracking results. Many times the accuracy of the information is not completely accurate. It takes some time to get it right and make the tracking process efficient. But, over time it becomes easier and the information more reliable. The important thing is to stay with it and don't stop.

What should you track? The answer is simple -- anything that you want to improve! Track anything that has an impact on the efficiency, profitability, service quality or systematization of your business. Determine what is important for you to understand in order to make your business a better business and put the tracking systems in place.

Be sure to use the information though. Tracking the information and then keeping it secret or just putting it in a file somewhere won't maximize your efforts. Report it to anyone and everyone that will benefit from knowing it and can help you improve the area being tracked. By measuring how well you do things in your business you will be able to build a stronger, more efficient and healthier business. Many of the items you track may not directly show up on the bottom line of your financial statements, but the impact will ultimately make the business better and a healthily, efficient and growing business is essential to improving profits and happiness in your business.

Don't hesitate to get an outside perspective on what and how to track all the important things in your business. An outsider perspective can be priceless when it comes to working on the health of your business. As business coaches, my partner Ralph Berge and I have the experience to help you with this. Give us a call and we will be happy to help.

Seize the Moment!

2008-05-29T12:18:00.000-04:00

During our business building workshops Business Coach, Dennis Kelley and I ask participants what they consider to be their most valuable asset. We always receive a wide range of responses including: equipment, money, real estate, employees (team) and family….all good answers.

The answer, however, is TIME. It is without doubt our most valuable asset.

Time is the ultimate finite asset…when it’s gone, it’s gone. We are here on this earth for a certain amount of time and it is important that we use our allotment of time wisely.

So how do we best invest our time to get the best return on our investment? First, don’t waste time; and second always be present.

Being present is not as easy. In this age of chronic multi-tasking it is often difficult to keep your mind on the task at hand. Consider the SUV careening down the road with a driver on the cell phone, adjusting the radio and managing the kids in the back seat! Or the business meeting to consider a company’s future direction where Blackberrys are sending and receiving texts. In both cases being present is only an after thought.

Living in the past also leads to short changing the present and the future.

Recognizing that the past cannot be changed is a start, but what can you learn from the days that are gone?

Reliving the past is an all too common habit of trying to change things that have happened in our past. “If I had only stayed with the company”, “what if I did it differently?”, “I wish I had that to do again”, or “If I had only known then what I know now”…are all examples of thoughts relating back to the decisions and actions of the past. But the past is just that, the past. There is not one thing we can do to change history.

Successful people have determined what the value of the past means for today and tomorrow. Being present means taking the action that leads us toward our goals.

Don’t waste your most valuable asset by not paying attention or living in the past or the future. The only place we can be to successfully influence change in our lives and our businesses is NOW. Keep yourself “Above the Line” always work at being present in your thoughts, words and actions.

Seize the Moment!

A Powerful Success Secret

2008-05-19T17:10:00.002-04:00

Recently this story came across my desk. I'm not sure where it originated but it tells a great story so it seemed appropriate to share it with you. Take some time to reflect on it's message as it can have a powerful impact on what is so often overlooked ...

During a meeting of top salespeople from around the country, "the grand old man" himself, a man who consistently had the highest sales figures for the last 20 years, and who earned more money than even the owner of his company, got up to speak.

“I'm now going to reveal the secret of my success,” he said. “I wrote it on a piece of paper and put it in this envelope. But success must be earned. So I’m going to sell the envelope to the highest bidder. You have my word that it contains what I said -- the true secret of my success, not only as a salesman, but in life, as well.”

The bidding started slowly ... $5, then $10, then $50, $100, $130, $150, $200, and on it went. Finally, one of his colleagues bought the envelope for $1000. The happy buyer took the envelope, keeping it to himself until he got home that night. Only then did he open it to learn the prized secret of success.

And what do you think was written on that piece of paper?

Think about it. Make a mental note of whatever comes to mind before reading the answer. In fact, what was written on that piece of paper was worth much, much more than $1000.

The winner of the auction tore open the envelope, unfolded the piece of paper and read the following hand-written words:

The secret to success is...to ask.

So many times we look for the complicated answer to our success. Our ActionCOACH coaching programs help business owners look at things from a practical straight-forward viewpoint. Achieving success doesn't have to require complicated formulas and super human effort. Most of the time it is the simple steps that lead to the best results.

And that's worth thinking about ...

People Plus Systems Equal Great Sales …

2008-05-01T11:00:00.002-04:00

When you ask the greatest salespeople what their secret is many would answer – personality. But when asked how to quantify and teach personality to others, these super salespeople are often stumped. Teaching great sales involves a major re-education and a focus on systems that make sales simple.

Sales scripts not only increase the sales of top performers but also produce amazing results for the entire team. One rule of thumb, which can be used in selling and in life, is that what you can measure you can manage and grow! The ultimate test of a superior salesperson is how consistent their results are and how consistent the results are for the entire team. Using a sales script achieves this consistency and makes the training of new team members simple and effective.

By introducing a sales system like a script, you can measure conversion on a daily basis and your sales will automatically increase – guaranteed. So, exactly what does a sales script look like, how do you write one and how is it used?

Let’s look at this now.

A sales script is a documented, methodical, learnable, effective system of selling your goods and services. It is a written process on paper designed to give the salesperson control of the call (while the customer ‘feels’ in control) and create a desired result – the sale. It is written by your number one salesperson, in answer to the question – “Exactly what do you say to a prospect to get them to buy your product?” You may even choose to reward your top salesperson for doing this by offering them an incentive such as a percentage of extra sales.

Let us briefly outline key parts of a sales script. Obviously, there are differences between sales scripts used on incoming and outgoing calls; however, I will just explain some of the universally used key Action selling lines taken directly from our sales scripts.

The opening: “Could I just outline the reason for my call?”
Permission: “Would if be okay if we go through the call that way?”
Rapport Building: “What’s your biggest challenge right now in that area?”
Below Waterline: “What's most important to you in…?”
Paraphrase: “Based on what you just told me, it sounds like…”
Temperature Check: “How does that fit with what you had in mind?”
Secure the Sale: “Would it be okay if I give you the steps in getting that process under way?”
Conclude the Encounter: “Thank you and bye for now.”

A script can be read, learned and must be practiced, used, measured and improved (if needed) to increase conversion rate of prospects to customers of all the team. Imagine taking the guess-work out of selling once and for all by using a system which makes your sales results less people dependant and more system dependant.

Making a Good Impression

2008-04-25T14:21:00.004-04:00

Something has been bothering me lately. It seems that lately I have met several people -- professional people -- who offer weak, unimpressive handshakes. I'm not sure why I have noticed it so much lately. Maybe it's because as a coach with ActionCOACH, I tend to notice things that impact business and success. But, it got me thinking about the impression you leave someone with when you meet them or finish a conversation and offer your hand for a goodbye handshake. So, today I want to give you my 5 Keys to Making a Great Impression With a Handshake.

Use these 5 steps to ensure you create the strong, professional image you want to portray in a business setting to impress your customers and prospects.

1 - Smile and be enthusiastic. A sincere smile and a confident tone, both in your body language and your voice, puts the other person at ease. It says to them that you are happy to see/meet them and are looking forward to your conversation. Maintain eye contact as you approach and extend your hand. Looking away or down tells the other person you are timid or uncertain or can portray that you are not sincerely interested in them but are thinking about what you are doing next. Be pleasant and sincere and the conversation will become much friendlier right away.

2 - Avoid the power squeeze and the limp grip. It is not necessary or even appropriate to try to over power the person with a bone crushing grip. A firm grasp is all you need. Don't make it too relaxed or you may come across as weak and no one likes a limp handshake. You risk turning off the client or prospect. The 'dead fish' grip is the one I have run into a lot lately. When you grasp the other persons hand it is virtually limp at the wrist and there is no confidence in the grip -- this is the 'dead fish' syndrome. Firm, friendly and sincere is always the correct way to go.

3 - Grip the whole hand. Never just offer your fingers or half of your hand and never grip the other persons hand in that manner. When you extend your hand, bend your arm at the elbow, thumb pointing up with your fingers extended and close together. Take their full hand into yours so the space between your thumb and forefinger touch the same space on your customers hand. Close your hand around theirs and offer one or two quick short pumps. Do not linger the grip -- make a confident firm grip then release and continue your conversation.

4 - Offer a warm greeting and don't crowd them. As you take their hand make sure to offer a warm professional greeting. You can't miss with something like, "it is a pleasure to meet you," or if this is the first time you have met, make sure to clearly state your name and the greeting. Never leave the person hanging about what your name is. Even if you have met the person before but are not in regular contact with them, offer your name. It relieves them of the need and possible embarrassment to remember your name. Also, when you offer your name they will automatically offer their name back in response, which may help you as well. After your greeting is offered withdraw your hand slowly while still engaging them with your smile and eyes. Withdrawing slowly conveys that you are interested in them and what they are saying. Be sure not to crowd them as well. Stand erect and about three feet in front of the person.

5 - Practice. Ask someone you know and trust to practice with you and give you feedback on your handshake. Ask them to be honest with you. Is your grip to firm or too soft? Does it convey confidence without being overbearing? How is your posture and eye contact? Do you seem friendly and interested? Spend time working on your skill now and it will pay off as you meet people in your professional setting. Whether you are at a sales meeting, networking, interviewing a new vendor, or for a new job, your handshake will convey a lot about you and get your conversation off to a great start.

BE x DO = HAVE

2008-04-11T12:08:00.004-04:00

To be meaningful, any change in life or in business has to be dramatic. Minor change is easy to accomplish but results in only minor differences. To increase the sales in your business by say 150% in three months will take massive changes in both your thinking and the way you do things.

In order to HAVE anything in life we all recognize that we have to DO something to achieve it. If you want wealth you must invest. If you want love you must first give it. If you want respect you must earn it. No matter what you want, you need to DO in order to HAVE.

But DOing is not the only thing you need to change in order to HAVE. You must BEcome the person who would have the things or persona that you desire. You must develop the identity, beliefs and values that the person who has those things has. We’ve all heard of the Lotto winner who, within three years, lost the several million he won. He didn’t become the “millionaire”.

Let’s talk a bit about BEcoming. Everyone has an identity that they developed, usually at a very young age. That identity has values and beliefs that can limit you. Perhaps you believe that customers are always looking for a discount. You will attract that sort of customer to your business because of your belief. Maybe you believe that business owners are greedy. What do you suppose you will be when you own your own business?

In order to HAVE something like a million dollars, you have to develop the beliefs and values of a millionaire, and believe me they have an identity that needs to be copied. In fact it is said that you will earn + or – 10% of the earnings of the three people you associate with the most. Why? Because you develop the values and beliefs of these people.

Business is no different.

In order to HAVE amazing customers, and amazing businesses need amazing customers, you must develop your business into one that will attract amazing customers. What is an amazing customer? It is specific to your business. Only you can define for yourself the characteristics of your amazing customer. Perhaps it includes a customer who always pays cash. Maybe one who sends you lots of referrals. You must identify who your amazing customers are and what these customers want. You must know how these customers shop. You must BE the place where these customers want to shop.

And the same is true of an amazing business. It is one where your amazing customers shop. It consistently delivers more than your customer expects. The amazing business attracts these amazing customers.

Once you are the business, then you must DO the things that make these customers know what the perfect business will do for them. Imagine, if you will, an owner of a Jaguar leaving his automobile at the local garage that looks as though it has never seen anything better than a ’64 VW Microbus. Not likely. If you want the customer to come you must BE the business to which he will come.

If you are the person or business that attracts the people in your ideal target market then they will come. Just remember you must Be as well as Do in order to Have.

To learn more about how to BE the person you need to be to succeed check out my book Achieving Unlimited Success. I'll help you define what you want from life and develop the plan and habits to guide you to HAVE what you want.

“If It Doesn’t Add Up, Don’t Do It”

2008-03-31T13:45:00.000-04:00

Business coach, Dennis Kelley wrote recently about the “Language of the Numbers” and the importance of understanding what the numbers are telling us. At the risk of being blunt, business is all about making a profit. So if your numbers or business strategies aren’t adding up to business profits, don’t do it, or do it differently; plainly spoken “If It Doesn’t Add Up, Don’t Do It”.

At Action Coach of Akron/ Canton we teach clients that a successful business is, “a commercial, profitable enterprise that works without you”. This means your business must give a good return on investment plus a full wage for every hour you spend working in your business. You can then pay someone to do your job and the business profits are not affected.

Our quote, “if it doesn’t add up, don’t do it” can be applied in all areas of your business. Advertising is an example. If an ad is run and does not get an immediate response, there is no point in keeping that ad running. It is wasting precious time and money. Change the ad or where it is running.

Increasing your team must also add up in dollars. Perhaps a business should consider setting training and operating systems in place so less expensive team members can be hired to follow the systems, rather than hiring seasoned veterans who have the “head knowledge” of how it should be done. Alternately perhaps the business should look at new machinery or technology instead of more team members.

If you want to buy a business the figures also must add up – or have the potential to do so. Make a list of the criteria the business must fill and make sure this list is completed before you commit yourself. Many people buy into something believing it would fulfill their needs, only to discover the figures were inaccurate or did not add up. If you are not sure, get help. Two heads are better than one, and prevention is better than cure.

A great idea when looking at a business is to check the industry average and see how your business compares. Given that four out of five businesses go broke in the first five years, you may want to be better than average.

Finally the bottom line where your figures must add up is in net profit margin. To get this figure a business must add all expenses, including an appropriate wage for all the hours put in the business, plus interest on the capital you put into the business. This will give your real margins.

“If It Doesn’t Add Up, Don’t Do It” must be applied regularly. Don’t wait until the end of the financial year to find if you have made a profit. Business is work, but it should also be fun.

The Language of Business is Numbers!!

2008-03-25T20:15:00.001-04:00

Numbers are the language of business or your SCOREBOARD in the game of business. If you are challenged by the numbers of your business you are not alone. Many owners struggle to understand the financial statistics that are so critical to the health of any business. Most people do not get this education in school and many times do not take classes in financial management in college. The task of understanding your numbers can be intimidating at times and we tend to shy away from things that we do not understand.

The key with numbers is to gain a good working knowledge so you can make quality decisions to positively impact your success. A good accountant and/or bookkeeper can assist you getting the specific and critical numbers you need to interpret in your business. Accountants and bookkeepers have much more to give and do than just your tax returns. Use them to increase your knowledge and get your money’s worth. A coach will then help you to use this information on a weekly or monthly basis in order for you to use it to YOUR advantage in a practical sense.

Putting together the scorecard that you review on a regular basis is one of the keys to business success. At a minimum EVERY business should have an income and expense budget, a cash flow budget and the key performance indicators needed to understand how the business is performing. It is also critical to produce and review performance against these budgets as well as a Profit and Loss Statement, Balance Sheet, and Cash Flow projections. Obtaining this information and analyzing it on a regular basis will keep your business on solid ground.

Making decisions in business without this information can quickly lead to major problems. In fact, a business that is doing really well in sales and growth can get into as much trouble as a business struggling in these areas if the owner doesn’t know the language of business … their numbers! Learn your numbers, and if you need help take ACTION today and ask for it. Your business depends on it!

Achieving Unlimited Success book launch

2008-03-12T17:04:00.004-04:00

I am pleased to announce the completion of my new book titled Achieving Unlimited success; How to Get Out of Your Own Way and Live the Life of Your Dreams (Aviva Publishing, NY.) The book will be released at the end of March and is available for pre-sale today. Visit http://www.achievingunlimitedsuccess.com/to learn more and order a copy.

All of us have the extraordinary coded into us. Many times we just need to get out of our own way to achieve the success we seek in life. In this book you will learn how to identify what you truly want from your life and create a success plan to get you there. By identifying what has been holding you back and creating a plan for your life you will be able to accomplish anything you desire.

Whether that is a highly successful business, a strong career, a 6 or 7 figure income, or something more, this book will teach you what you need to know to create the life you want. The task of achieving unlimited success in your life is yours. Take action today to begin building the business and the life you desire. Nothing can hold you back once you have identified what you seek and commit to taking action on your plan. Order your copy today and begin your journey!

Building Trust in Your Business

2008-03-07T13:27:00.001-05:00

Over the past several months there have been many instances where consumers have been left with trust issues about business. From E. Coli in spinach, to lead in toys -- there have been many concerns about product safety lately. Add to that the trust concerns consumers have about price increases in energy, food and health care and trust in business would seem to be taking a hit.

It's interesting then that a recent study called the "Edelman Trust Barometer of 2007" indicates that 58 percent of U.S. college-educated opinion leaders age 35 to 64 say they trust business, up from 44 percent in 2002. That is a significant increase over the last five years. The study indicates that overall, people trust local brands more than global ones. That could be a major factor in the message you convey to your clients and prospects.

Another interesting finding is that, "People are nearly twice as likely to believe a regular employee of a company as they are the CEO," says Laurence Evans, president of StrategyOne, the research arm of Edelman. Typically, your customers are interacting with your team members on a day-to-day basis so empowering your team to make decisions and take action to WOW a customer will pay big dividends in your customer satisfaction levels.

Take the time to train and build credibility with your team. Create a culture of truthfulness and integrity in your business and this culture will come out when serving your clients. If they trust you and they believe you then they are much more likely to buy from you ... and come back for more!

Build Your Referral System

2008-03-03T10:09:00.002-05:00

Referrals are your best source of future prospects and can be one of the most economical prospecting methods you will ever use. However, before asking for referrals effective customer service techniques must be implemented.

Before you can ask clients for referrals, you must be sure they are pleased with the product or service they have received. Prior to implementing a successful referral process, effective customer service techniques must be practical, or they are unlikely to be carried out. Most of the customer service techniques are simple and can be easily carried out. This is about doing what you say you will do. Remember: Always under promise and over deliver.

Great customer service builds great relationships.

Be attentive to customers, it will gain customer loyalty and acquire new customers. When customers receive proper attention, they often feel that they are getting their money's worth and that their needs are being satisfied. It is also important for sales professionals to solicit customer opinions often about how products or services can be improved so that customers feel valued. In addition, sales professionals and then-clients can brain-storm regarding cost-saving methods, thus creating customer loyalty by accommodating customers' needs. By taking time at the beginning of a sales negotiation to create better customer service, sales professionals can ensure that customers' needs are being met while maintaining good relations.

Sales professionals need to work "smarter" to meet customers' needs instead of simply closing sales. These simple, inexpensive methods of customer service will establish good relations with customers, which is the prerequisite for requesting referrals.

When should you ask for referrals?

Is it better to ask clients for referrals during the sales closing or during the client follow-up? According to several sales process experts client follow-up is the best time to ask for referrals. Wait until you know that the customer is pleased with your service.

There are several ways to implement the referral process.

The direct approach, which involves asking customers for referrals after the customer-service techniques have been implemented. If customers do not immediately give recommendations, then the sales professional could mention colleagues or businesses associated with the customers. This will help customers to remember their business contacts, and usually they will give referrals.
Offer incentives to customers for referrals. For example, sales professionals/management could offer a 10 percent discount on the next purchase or contract after customers' referrals become new customers.
Give gifts to show appreciation. This can be as simple as inviting customers to lunch (under the presumption of showing appreciation), at which time you can easily request a referral.

Requesting referrals and implementing the referral system are both very basic. First, build a relationship with customers. Once you are confident that a customer has a favorable attitude and opinion of you and your company, it is the ideal time to begin requesting customer referrals. These referrals include the customer's colleagues, friends, or competitors, which can create a huge network and more sales. It is mandatory, once a referral system is implemented, that you create, maintain, and improve relationships with new customers while continuing to build networks.

Always remember these new customers are candidates for additional referrals. Sales professionals who continue to build this process and improve their customer relations will see a significant improvement in their overall dollar sales and number of customer accounts.

How to Sell Price Focused Shoppers

2008-02-26T10:33:00.002-05:00

A common complaint we often receive from small and mid-market business owners is that, “we can’t compete with the big guys on price.”

The perception in the market place is that people are shopping on price alone. The only reason your customer asks the price up front is because that is what we (business owners) have trained them to do.

How many times have you called or gone into a business not really knowing what model, style, color or features you were looking for and purely asked for the price? At this point did the sales person come back with “that is $29.95” or did they ask you some questions about what you were looking to use the product/service for? In this instance let’s say it is a coffee pot.

Now in most people’s eyes a coffee pot is a coffee pot; but, they have many different features and offer many different benefits. So what if the sales person simply said to you when you inquired about price, “just so I can help you best, is it okay if I ask you a couple of questions about the coffee pot you are looking for?” Would you have answered yes?

My bet is that the answer would have most definitely been yes!

The sales person could then ask questions like; are you looking to replace an existing coffee pot or is it a gift for someone? Do you regularly use your coffee pot or is it rarely used? Would you like a coffee pot with a quick heating element? Have you seen the cordless options that are available? Are you looking for something to match your kitchen? So what color are you looking for? Is it important that it has an automatic cut off when the coffee is done? Are you after a stove-top option, or an electric coffee pot? Coffee pots come in different cup capacity; do you require 10 cup capacity or is 5 a better size for you?

From these questions the customer gets the idea that the sales person is genuinely interested in their needs and the salesperson is able to offer options that best suit their needs. At this point the price is not their primary concern. Now it is just a matter of asking the customer to buy.

A good salesperson would then ask, “Well based on what we have just spoken about there are two options to choose from, model x and model y, which one suits you best? Great, I can either put that away for now or I can process it on credit card for you – which do you prefer?”

If the option is credit card ask “which credit card is it easiest to process that on?” And make sure the prospect is aware there will be a delivery charge of x amount. If the option they choose is to have it put away, this gives the sales person the opportunity to get the customer’s name and contact details for your data base. If the customer chooses this option make sure the sales person gets a time frame for them to pick the item up. Be definite with the infinite. If the customer is in your business the sales person then simply takes them to the point of sale terminal and transacts the sale.

This example was based on a coffee pot, a relatively small dollar item. How does this apply to your business? This process works equally well on cars, houses, furniture, service based businesses and any other product I can think of, including plumbing, remodeling and construction projects. You just need to work out what your customers are actually looking for when they ask for the price, and what’s most important to them in their buying decision.

Remember you’re not selling, but you are building relationships and helping your customer to buy from you.

5 Reasons to Learn Via Live Events

2008-02-21T17:16:00.002-05:00

Today I received an e-zine from Alexandria Brown that I found very interesting and want to share with you. As I've mentioned before, I subscribe to several different e-zines and newletters that help to continue my education and help me grow. I have found that Ali Brown always has some insightful ideas to share. Take a few minutes and review her article below. It reinforces what we have said before about taking the time to invest in yourself by attending programs that will help you advance your business, your income and your life in a very meaningful way.

"5 Reasons to Learn via Live Events"

by Alexandria K. Brown

I remember six years ago making a decision that would change my life and business forever. I decided to travel across the country to attend a marketing seminar. A few things about this were completely new to me.

1) The fact that I was going to spend over a thousand dollars of my own money to invest in myself. (And also maxing out one of my credit cards to do so - yes, things were pretty tight back then!)

2) Traveling across the country alone and paying for my own flight, hotel, ground transport, meals, etc.

3) Throwing myself into a new environment where I didn't know anyone else.

I'm so glad I made that decision. Not only did I learn amazing information to help my online business (which was brand new at the time), but I met some folks who remain my friends to this day. And my investing in myself in that manner also sent a message to the universe that I was stepping up and "ready to play big."

Today, I spend a minimum of $30,000.00 each year on continuing education, including home study courses, coaching, and especially... attending live events. I'd say the latter is the most important, and it pays off TENFOLD! Here are 5 reasons attending live events is one of the BEST ways to leapfrog your business forward:

1) Complete Immersion in Your Subject.When my friend Jen was in college, she wanted to learn French, so she took the opportunity to spend a semester in France. She shared with me that by doing that she made progress faster than she'd ever thought possible. They call that learning by immersion, and it's proven to be one of the BEST ways to learn fast.Hey, I'm a big fan of home study - books, CDs, and courses - and learning in "bits". But NOTHING compares to getting away from your office or home, spending a few days with teachers and other "students", and completely focusing on learning new strategies to improve your business.

2) People Who "Get" What You Do.When I first started my online business, I really didn't have anyone else to talk with about it. My friends, while supportive and sweet, didn't "get" what I was trying to do and of course couldn't offer advice. I remember walking into that first seminar and within five minutes realized I had hundreds of people to talk with who "GOT" what I was doing! We could exchange ideas, share resources, coach each other, and even cross promote. It was a whole new world and I could never go back.

3) More Business, More Leads, and more High-Level Opportunities.It wasn't unusual -- even in the beginning of my attending live events -- to come home with on-the-spot sales, more subscribers to my ezine, a few joint venture partners, and speaking invitations. Another tip I'll give you: The quality of the people at an event often correlates with the price tag of the event. I've found I generally meet more successful people at the events that cost more. Case in point: In 2003 I attended a very expensive training (the deposit alone was $5,000.00) and for the four days there I sat next to a very successful marketer from Australia whom I got to know well during that time. Well, a few weeks later, he invited me to come speak overseas in Australia, all expenses paid and including a business-class flight! (I doubt that opportunity would have manifested so soon, had it not been for my being there live.)

4) Deals on Continuing Education and Coaching.Many of the speakers at these events also offer home study courses or some type of continuing education. So it's a great place to check everyone out and decide whose stuff you want to get and who you want to continue learning from. Plus there are usually special offers given there to encourage buying on the spot. This is a smart move, and you should plan to invest in at least one speaker's package while you're there. I recently attended a seminar in Dallas where I happily dropped $10,000.00 on three different programs while I was there, because their content had just what I was looking for to help skyrocket my sales for the coming year.

5) Visit New Places and Have FUN - in a Tax Deductible Way!Talk with your accountant about this one, but in most cases these events and trips are completely tax deductible. After all, you're traveling there to learn, network, and increase your business. And for many of us who work alone a lot, these trips are a great way to let off some steam and enjoy the company of others who are in the same types of businesses we are! Tip: Even if you don't imbibe, hang around the hotel bar. You'll find that's where everyone congregates and deals happen. But be sure to get OUT of the hotel at least one night to enjoy the city you're visiting!

BONUS: Access to the "Gurus" - in Person. One more thing I forgot to add is that the speakers at these events are usually very accessible. You'll find them hanging out in the hallways, in the lobby, and in the bar. You can catch a few minutes of their time to ask them a quick question or discuss a point they made in their presentation. This is an extremely rare opportunity - you can't just call these guys and gals up and get them on the phone! This type of access is priceless and will also get you more exposure and credibility.

And When All Is Said and Done...And when it's all over, you'll be dead tired, but you'll have more energy and enthusiasm toward your business than ever before. Plus you'll have new, powerful connections with people and proven strategies ready to implement!

Online entrepreneur Alexandria K. Brown, "The E-zine Queen," publishes the award-winning 'Straight Shooter Marketing' weekly ezine with 22,000+ subscribers. If you're ready to jump-start your marketing, make more money, and have more fun in your small business, get your FREE tips now at http://www.ezinequeen.com/