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/

2008-02-16T20:24:00.002-05:00

Have you ever thought about what steps you need to take in your business and your life to take it to the next level? Some people want to improve their profits, others want to expand the business or organize it in a way that allows them to reduce the time they ware working in it. Still others are looking to improve relationships or enjoy the freedom owning your own business was supposed to provide you with.

So where do you begin?

There are two questions you need to ask yourself that are essential to YOUR success. Ask youself these questions:

1.) Where am I now?
2.) Where do I want to go?

Take the time and think seriously about each question. This is your life so you want to make sure you really know the answers so you go down the right path. Most people seem to have a pretty good idea of where they want to go, at least in the short-term, but are usually not very accurate as to where they currently are and what they need to do to start their journey.

Once you have given these questions some real thought, make sure you write them out. Create some clear goals for where you want to go and create a vision of what you seek. Once you have a clear understanding of what you are aiming for and where you are starting from, it will be much easier to get started and make sure you stay on track.

Good luck and don't hesitate to contact us for any support you need along the way!

Attitudes Toward Change

2008-01-28T16:41:00.000-05:00

Did you ever wonder about the process of making changes? Or put another way, what motivates some to make changes while others avoid change at all costs?

Most consultants, advisors, coaches and psychologists drill down to a single word: Attitude. We see the word, hear the word and even act out the word and yet do we really attempt to improve our attitude first - or do we instead attempt to move mountains with a frown on our face?

Review these points adapted from, ‘Taking the Fear Out of Changing’, by psychologist Dennis O'Grady:

1.) The hardest thing to change is a hardening of attitudes; nothing kills change faster than attitudes that resist it.

2.) Failures stem from two sets of words: "I can't" and "Yes, but..."

3.) Those adept at change don't reject good advice just to prove they aren't being controlled by those who give it.

4.) Complaining is good, if it isn't a substitute for action - unfortunately it often is.

5.) High self-esteem results from making small positive changes in spite of fear. Confidence comes from conquering fear of change.

6.) Unexpected pain can result from either huge set-backs or successes.

7.) Change artists analyze how fear of success can stop them from changing. They also know success does not magically bestow happiness.

8.) Fear of commitment to goals can make one stop short of setting appropriate goals. Commitment forces an answer to a tough question: "What do I really want?"

9.) Choices and options are all open. One can make new choices anytime.

10.) Giving positive strokes to one's self is as important as giving them to others. But self-criticism is easier than self-stroking.

11.) Balancing pleasing one's self with pleasing others is often difficult.

So...What's your Attitude?

Turning Website Visitors into Customers

2008-01-21T14:23:00.000-05:00

If you’re reading this you likely believe in the “Power of the Internet”. It’s rapidly becoming your most powerful marketing tool. But, while big business is embracing the Internet with a passion, many other business owners are still wondering “what's in it for me?”

How can your business start benefiting from the Internet?

Here at Action COACH of Akron-Canton we teach clients that the starting point is to cut through all the hype and confusion and start thinking of the Internet as part of the marketing mix. Just like all other marketing elements of the business, the Internet is a tool that can be used to get more profits from your business.

It can be used to generate more leads, increase the number of customers, increase the number of times people buy, increase how much people buy and increase your profit margins.

Let's examine just one of these areas and look at how the Internet can be used to generate more leads for the business.

First, how do you get noticed? Whenever you advertise your business, advertise your website. If properly designed your website becomes an extension of your place of business and your sales process. Just as you advertise to get people to visit your business, you need to advertise to get people to visit your website. Another fantastic way to be noticed is linking your website to other websites and blogs. My friend Ron McDaniel, CEO of Buzzoodle Buzz Marketing, did a nice job of pointing at websites to read and link to, in his blog article "99 Bottles of Beer on the Wall."

However, getting visitors to your website doesn't mean you will have more leads.

You have to capture the details of visitors to your website. The reason is (and here's the point that is often missed) when someone visits your Internet site you can be sure that they have an interest in what you’re selling. This means that just about everybody visiting your website is a potential customer.

Business Coach Dennis Kelley reminds clients that, “visitors to your website are just the same as visitors to your place of business with one important exception. There is no one to talk to on your web site (yet!).” So, turning the visitor into a lead requires a strategy to capture the prospect's details. It doesn't matter if your website sells or doesn't sell product on-line. If you let the visitor “surf” right by, without tempting them with an offer in exchange for their contact details, you’re losing qualified leads and potential revenues.

Promotional incentives work well to encourage prospects to part with their email address as well as other information. As an example, a major airline used its web site to offer a chance to win a business class trip to New York in return for email numbers and permission to send travel information.

Information gathered on your website including email address, work or home address, phone and fax numbers can be put directly into your contact database. Once in your database you can start on converting leads into customers.

Converting leads into customers can all be done automatically and at little or no cost. You can enable programs to send newsletters, special offers’ or any other useful information at pre-set intervals. In every case, your contact with customers provides the opportunity to provide a link back to your website and another opportunity to sell or promote your products and services. Remember to test and measure the website’s results, just as you would any marketing program. Make adjustments to the system and move continuously toward your goal of stronger sales.

Get this far and you are well on your way to turning website visitors into customers. Your website will become an important part of your marketing mix and start generating more profits for your business.

Leader - You're Being Watched

2008-01-14T15:29:00.000-05:00

Coach Bob Roberts' last post included some thoughts on leadership. I'd like to follow his comments up with a few more thoughts about this subject.

Do you ever wonder what your employees think about your leadership style? Would they say it is too demanding or too bureaucratic? Maybe they would say you are too much of a push over and don't hold people accountable equally. The question is ... would they be willing to do more for you?

In order to get your employees to follow your lead and be willing to do more for you and your business, it is important to establish an environment conducive to personal growth. Your employees are following your lead and they are watching what you are doing. Make sure the actions you take each day are consistent with the mission, vision and culture you want your business to be known for. Everything you do counts! If you create the right culture and environment in your business, then your team will follow your lead and get the results you are looking for.

There has been so much written about leadership and there are some great books on the subject. I encourage you to pick one of them up and brush up on the subject. A book I recently finished is from Kevin Eikenberry titled Remarkable Leadership. I found the book to be a good source of practical steps every leader needs to take to grow as a leader. It will give you some great reminders and also a few new things to think about. Visit Kevin's blog at http://www.kevineikenberry.com/blogs/index.asp to learn more about remarkable leadership.

If you are looking for support to build a team that can support your business send me an e-mail. At ActionCOACH we offer several programs that can help.

Motivation and Leadership

2008-01-09T11:24:00.000-05:00

Do you ever feel motivated, charged up, and full of energy?

Frequently we attend a presentation or watch a TV show or read of the accomplishments of someone else and say something like, "That person is so motivating!" But where did the motivation come from - the person we saw or listened to?

It is my belief that motivation comes not from someone else but from within. In other words, if we all relied on hearing or seeing just the right message at just the right time in order to "get motivated" to move forward or make a change then we would be in an awful mess. Really, how many times in your life have you been party to an absolutely incredible presentation that inspired you? Now compare that to the number of times in your life in which you were full of energy, ready to take on the world - in other words, 'motivated.' Probably a much more frequent occurence. Did you rely on someone else to get you motivated in those times?

Motivation is a result of our own Passion and the internal compass that tells us that we need to pursue a particular course of action. We are inspired by others when what they say or do is in line with our passions and desires - but they are not able to motivate us directly.

So why did I include Leadership in the title of this post?

Because too many 'leaders' believe it is their job to 'motivate' their team - and nothing could be further from the truth. A leader's job is to inspire, to provide an avenue for team members' passions. The leader's role includes coaching the team to find out what their internal motivators are and align them with the needs of the organization so that there is a Win/Win/Win - the leader wins by building a successful team, the team members win by fulfilling their purpose, and the organization wins by delivering its product or service.

If you are in a leadership role are you attempting to motivate - or inspire? Are you frustrated because team members don't respond to the same things that motivate you? It's not their fault; they are different people than you with different passions. Find out what their internal motivators are. Then - as leader - inspire them to be the best they can be by reminding them of their internal motivators.

For more insight on Inspirational Leadership that results in a motivated team, read John Maxwell's "21 Irrefutable Laws of Leadership."

Make it an inspiring day!

WOW Factor: What Your Customer Wants

2008-01-06T10:27:00.000-05:00

So, you’ve have a bad experience with a local business…what’s next? If you’re like most of us you tell 10 other people (whether you know them or not) and they will tell others. No matter the size of your firm, this is not a good story for anyone in business. My friend Ron McDaniel, CEO of Buzzoodle “Buzz” Marketing did a good job noting some of the WOW Factor killers.

The WOW Factor is much more than just providing a product or service. It makes the difference in how your customers value both you and your business. Building customer loyalty is not about flashy customer commitments in your marketing messages or solving problems as things go wrong. The WOW Factor is about consistently meeting and exceeding your customers’ expectations. It's about providing the right customer experiences from the get-go, through a consistent and successful effort to understand our customer’s needs and keeping our promises. The “right” customer experience doesn’t just happen. It takes planning and flawless execution.

At Action Coach of Akron Canton we often say, “Under promise and always over deliver”. It’s the essence of the WOW Factor.

Make 2008 Remarkable

2008-01-03T16:01:00.000-05:00

In the last few posts Coaches Bob Roberts and Ralph Berge have talked about the importance of setting a plan for 2008 and changing your perspective to make it a great year. Taking time to plan for your success and think about new ways to approach your business is great advice. We seldom take the time to plan and startegize that we should.

I'd like to add to their list the need to change your beliefs or at least understand your beliefs so you know how they impact you. Making 2008 a remarkable year may, if fact I would bet it will, be determined to a large extent by your beliefs. What do you believe about your business, about the economy, about the competition, about your team...and most importantly about YOU?

As you go through your plan for this year ask yourself a series of questions about your beliefs on each of these areas. Add in some thoughts about your beliefs on your product(s), your service, your ability to accomplish your goals and your beliefs about why your business is where it is at today. Or where you are in your career if you don't own the business. What you tell yourself about each of these areas will have a direct impact on the results you get.

You can create a great plan and begin to think about what you need to do to meet your goals but, if you don't believe the plan is achievable or that the goals are just not realistic then guess what...you are not going to succeed. You have to believe that you will do what it takes to achieve and even exceed the goals and then don't stop until you do it. How much time have you put in your calendar this year to read books or information from business experts? How much time and money have you allocated to attending training or workshops to learn and grow? How much have you committed to networking or meeting other people you can learn from?

A great plan isn't just about the numbers or the tactics you will employ. To make it a truly remarkable year work on YOU harder than you work on your business. That means working on your skills, your knowledge and your beliefs. At ActionCOACH we like to tell our clients that where you are a year from now will depend to a large extent on the books you read, the people you meet and the action you take! And we absolutley believe that!

Make 2008 a remarkable year!

What is Your Perspective?

2008-01-02T11:51:00.000-05:00

Can you believe it?

We have turned the calendar to a new year and we need to get ourselves back into the "business mindset."

As Ralph said in his blog post earlier, now is not the time to throw a bunch of ideas on the wall and see which ones stick - and call that a Plan. Now is the time to change your perspective, reviewing what went right and wrong in 2007 and establish a SMART plan to make changes so that we will achieve the results we want in 2008.

But how do we look at ourselves and our business critically? My wife and I were talking about this during the holidays and realized that 2008 WILL be different than 2007. It can't be the same since we are different people than we were one year ago; we've grown, changed, learned and adjusted based on events of the year. So by design we will be different this year - but how? How will I look at my skills, talents and results and make the right changes at the right time?

I must change my perspective and look at where I am right now from a different point of view. In other words, if I keep looking at my business and my life from the same perspective I am going to get the same view. However, if I look at the current situation from a different perspective (or point of view) then I am going to see different areas to change and improve and therefore get different results.

From what perspective will you view your business today? What might others see that you don't; how is their perspective different than yours? Take a different view and let us know what you see...

Be “Smart” About Your New Year’s Resolution

2007-12-26T09:49:00.000-05:00

Tis the Season when many of us once again think of ways we will improve our businesses and ourselves; perhaps better known as the dreaded NEW YEAR’S RESOLUTION! How many times have we set out at the beginning of a new year to do something really good for ourselves only to miss the mark, fail to accomplish our resolution and give up? Here at Action Coach of Akron Canton we like to think of the New Year’s resolution as a misunderstood goal setting process. We also believe it’s an opportunity to achieve more, in some cases, than you can even imagine. It just needs to done the right way!

Despite their obvious value, our experience with goals have shown that some of us are good at setting goals and sticking to them, achieving great results and others can’t keep a New Year’s resolution to stop smoking for two days in a row.

Goal setting is as important in personal life as it is in business. The most common denominator in all the self-help literature and books is the importance of goal setting. We’re told to set long-term goals, short-term goals, lifetime goals and personal goals.

The benefits of Specific, Measurable, Achievable, Results orientated, Time-framed (S.M.A.R.T) goals have been written about in self-help books for years. So, it follows that goal setting is obviously a powerful process.

It is about, as Coach Dennis Kelley says “eating the elephant, one bite at a time” and of turning vision into achievable, actionable things. It’s the common denominator of successful individuals and businesses.

Failure to set goals can be seen as a fear of failure. That is, the blow to our integrity when we don’t reach our goals. When we make and keep commitments, such as setting and achieving goals, it reflects the amount of trust we have in ourselves. We increase our confidence in ourselves to make and keep commitments to others and ourselves. However, when we don’t achieve our goals we lose confidence in our ability to make and keep commitments and to trust ourselves.

There are many reasons why we don’t achieve our goals. Sometimes the goals we set are unrealistic. New Year’s resolutions are typical examples. Suddenly, we expect to change the way we eat, or the way we exercise just because the calendar changes. It’s like expecting a child that’s never ridden a bike to suddenly jump on and go, or to run a marathon without months of training. These goals are based on illusion with little regard to natural growth. You must be able to crawl before you walk.

So, how do we set and achieve goals? Stephen R. Covey says it best in his book “7 Habits of Highly Effective People”. “To begin with the end in mind means to start with a clear understanding of your destination. It means to know where you’re going so that you better understand where you are now and so that the steps you take are always in the right direction.”

Here’s an example of a S.M.A.R.T. goal that you might choose for 2008:

WHAT
My goal is to maintain a healthy body.

WHY
So that:
I can be fit to do the things I enjoy.
I can be an example to my children in health management.
I can build my personal character strength

HOW
Good Nutrition: I will increase my intake of fresh fruits and vegetables and decrease my intake of sugar, fats, salt and red meat.
Physically: I will exercise aerobically 3 times a week for 30-minute periods.
Focus: I will be aware of my body and look out for any health problems.

Focusing on the smaller, short-term goals and achieving success will give you the confidence to set other goals. So, remember, set your goals based on the S.M.A.R.T. principle to have the best chance of achieving your goals.

Make 2008 your year of setting sensible, achievable goals…That’s good New Year’s resolution!

Creating a Sales System

2007-12-17T11:17:00.000-05:00

Recently coach Ralph Berge posted information about creating systems in your business. One of the systems to look at in your business is the sales system and how sales are created in your company. When you ask many of the greatest salespeople in history 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 then 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 a great incentive such as a percentage of extra sales.

Let us briefly outline key parts of the Action sales script. Obviously, there are differences between sales scripts used on incoming and outgoing calls; however, I will just detail 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: “Congratulations 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!

What Happened to the Team?

2007-12-17T09:23:00.001-05:00

Recently, Coach, Bob Roberts and I met with a group of business owners and quickly the conversation turned to their teams. Specifically they voiced concern of the team’s lack of initiative, energy and passion. One owner said she couldn’t find good people anymore. Another noted his frustration in the team’s inability to “care about the business as he did”. Apparently that team didn’t understand how the business ran and lacked the owner’s level of passion. The frustrated owner could only find time to blame them for their short-comings. But, clearly the issues are much deeper…what about things like vision, mission and culture of the business? What about the systems that run your business? One of the owners queried: “Systems should run your business?”

Systems are your way of empowering your team to do large parts of your job just as if you were doing it personally. They can reduce your hours and stress by getting average people to do a great job…sound far-fetched? Well, it is easy once you know a couple of tricks…

“Tricks of the Trade” for Creating Systems

1. Work until it becomes simple
If the system is complex, then keep working! When you really understand something, and present it well, it will become simple. For example, written procedures can often be clarified by presenting them as checklists or tables.

2. Only write systems that make money (or reduce a big risk)
We are not the government and not in the business of creating manuals, so only create a system if it simplifies a task, improves quality, or speeds up a service. This will keep you focused. Forget your big company or corporate experience of many volumes that mainly gather dust. Rather, the trick is to start small and let it grow with time.

3. Make sure your systems are being used
As you create systems, build into them monitoring systems, so that at a glance you can see if they are being used. Changing the culture of your company takes time and there will be failures. Even when the culture has changed, it needs to be maintained; your monitoring systems will do this for you.

4. Make sure your team members know the positions they play
Unfortunately, it is normal for most team members to disagree on what needs to be done while at the same time believing everyone knows their job roles. Clear written and agreed upon roles will remove the need for 75% of systems. So start here.

By now you truly understand the best systems look very unimpressive… the genius is getting them to look that way.

The Action COACH of Akron Canton Official “Cheat-Sheet” of Popular Systems…
We don’t think of this as cheating, but market research. Please use it the best way you can. If you have questions on how to best implement systems or when to use them call us (330.877.9780)…
· Checklist - tear off pad
· Checklist - laminated cards
· Checklists –numbered in sequence
· Checklists – memorize with acronym
· Quick Contact lists
· Job or Quote Pads
· Position Contracts
· Standard letters
· Team ‘Code of Honor’
· Performance Standards
· Meeting minutes
· Procedure manual using photographs
· Procedure manual using videos
· Weekly or Job Budgets
· Wall Signs & Instruction labels
· Test & Measure Sheets
· Survey your competitors for ideas…

When you are running your business working a three-day week and your team is creating systems for you… you have created an efficient business that has real value and can run without you – Congratulations you have arrived!

You Are What You Think

2007-12-14T10:42:00.000-05:00

One of the cornerstones of coaching here at ActionCOACH of Akron/Canton is the principle that the results we realize are a function of how we think coupled with what we do with that thinking - otherwise known as BE DO HAVE.

I was reading a post in Guy Kawasaki's blog about entrepreneurs and the struggle we have dealing with all of the negative comments and feedback about our business, our skills and so on.

In his post, Kawasaki linked to an article published in Scientific American by Carol Dweck concerning kids and their ability to learn. In essence she states that our ability to learn new things and grow past barriers in front of us is not a function of a fixed intelligence quotient. Instead our positive effort and mindset govern our ability to learn and grow.

In other words...You are what you think.

Let me know what you think by posting a comment below.

Business Dinosaurs...

2007-12-13T16:38:00.000-05:00

The times they are a-changin'...

Entrepreneur Magazine has an online article called 10 Businesses Facing Extinction in 10 Years that brought back some real memories for me. It also got me to thinking about the challenge facing all business leaders - how to keep an eye on the changing, long term business environment while concurrently working on the business today.

A number of years ago I worked at Camelot Music, one of the pre-eminent music retailers in the country. We developed an incredibly successful business that operated at the pinnacle of the music industry; our operations, financial performance and - most importantly - people were considered the best in the business. As I look back on the company now I realize that our very success shielded us from the coming tidal wave of change that could be summed up in one word: Internet. We didn't believe that a brick and mortar company could be supplanted by a tool used primarily by university researchers (and evidently invented by Al Gore...) To use a cliche, we couldn't see the internet forest for the trees. The article I link to mentions another prominent music retailer whose fate was determined by the success of the online retailers and digitization of music and movies.

Think about some other businesses that have made significant changes due to a changing market and yet are still a leader in their industry. Companies like IBM come to mind (seriously, what is a "business machine"?) who have transitioned the bulk of their offering to consulting services rather than products. Or how about Apple? Instead of a computer manufacturer they are now more known for the iPod and the new iPhone.

As a business leader schedule time each week to reflect on the changing industry, the advancements in technology and the financial implications of staying where you are. The most successful businesses are those that know where they are going and seek to get there first.

Add a comment by clicking on the link below, or if you have something you'd like me to respond to directly, send me an email and I'll get right back to you.

Do You Plan to Succeed?

2007-12-11T15:42:00.001-05:00

As I was discussing next year's goals with clients today the thought struck me that our usually-dormant "planning gene" reawakens this time of year and we suddenly hurry to put down on paper what we wish to accomplish in the new year.

For whatever reason many business owners suddenly feel very prophetic in December and know exactly what they will do for the next 12 months and commit their entire year's Plan to memory - or at least it seems that way since they never actually review their plan after about the 2nd week of January...

The problem with the scenario above is that the fit of inspiration you feel in December doesn't help you succeed in June - or July - or October. It makes you feel better in December but that's about it. You've created a Plan to fail when you only commit to the planning process once a year.

Instead, create an annual Plan in December but review it every 90 days and make course corrections as necessary. Certainly your competitors are going to make adjustments throughout the year, your customers' needs and wants are going to shift and your suppliers are going to change their products and services.

So smooth out your "Success Planning" by creating an Action Plan in December to provide you guidance for the year, and then review and adjust at the end of each quarter to account for conditions that have changed. You'll find that you are much more likely to score touchdowns with a consistent gameplan focused on getting first downs than if throw a "Hail Mary" whenever you need more points.

So, what do you want to accomplish in the first quarter of 2008...?

Ways to Work Through a Business Slowdown

2007-12-05T10:23:00.000-05:00

Tis the season when your business is either swamped and you are running at full speed or you are coming into the winter season and your business goes through its natural slowdown. Maybe it's due to the weather or maybe because people are focused on the holidays, year end planning or maybe even because your market segment in the economy is in a slow down. What ever the reason, when running any kind of business it's inevitable that sometimes business will slow down.

As a small business owner you have a choice about how you react to it. It can be a time of high stress, worry and fear or you can view it as an opportunity. Many times our reaction is to stop a lot of things we have been doing and hunker down waiting for the business to come back. Instead let me offer 6 strategies you can use to work through a business slowdown.

1. Market more concertedly. This is a good time to get creative and launch another or a new marketing initiative. It is important to continue to promote your business and take advantage of the opportunities that exist. Just think, if your competitors are taking the 'hunker down' approach this could be your chance to pick up new customers and market share.

2. Invest in training or learning. Take a class, bring in a training program for your team or research the industry and trends. Become more valuable to your customers by improving your and your teams knowledge, skills or adding new products or services.

3. Follow up with existing customers. This is a perfect time to re-connect with your good customers and continue to build your relationship with them and their loyalty to you. Remind them you are there to help and get feedback on what they want/need. Maybe a special offer or discount during this time will build business and loyalty to your brand.

4. Plan for your business success. Take time and review your progress to date against your goals. Revise and update them as necessary and determine what changes you need to make to accomplish them. How will you deal with new projects or trends in the industry. Should you expand your business or add new offerings. Take time to do a complete analysis and talk to others in the company, industry or community.

5. Network. Use some of this time to get out and meet people. Start developing new relationships. Ask the question, "who do you know who _______." Fill in the blank with what you need for your business. Help them connect with resources you know that could use their services and you will be building strong relationships you can rely on into the future.

6. Chill out. It's important to take a little time and re-energize yourself physically and mentally. Don't let the worries of the slow down stress you to the point that you are unable to relax and then when the business picks up again you find yourself exhausted and not ready for it. Keep a positive belief that this is temporary and if you do the right things during this time the business is going to grow and you will succeed. Keeping the right mental attitude and beliefs is a powerful tool to get you through. Stay focused on promoting your business, improving your skills and developing relationships and you will emerge the winner.

These are a few ideas. Please post a comment and let me know of others you use and have worked for you. I'd love to add to the list. If you want some more ideas or suggestions send me an email at denniskelley@actioncoach.com and I'll be happy to share some more with you.

Another Perspective Post...

2007-12-04T11:31:00.000-05:00

In an earlier post Dennis commented on "perspective" and how the view we take makes a dramatic difference in the decisions we make about our business, our life, our daily activities.

Here is some information you may have heard via the media recently:

- Unemployment grew to 4.7%.

- The economy's growth was downgraded 2.1% in the fourth quarter due to the credit crunch.

- The Dow Jones Industrial Average finished the week at 13, 371, a drop from its quarterly high of over 14, 000.

Here's that same information presented in a different way. I think you will get my drift about how our perspective changes our view when we look at the same data differently. Here we go...

- Employment figures for the U.S. changed slightly last month: Currently 95.3% of eligible workers are gainfully employed.

- The forecast for the national economy indicates that it will continue to grow at a 1.9% rate in the fourth quarter of 2007 with expectations that growth will continue at about a 2.3% rate in 2008.

- The stock market last week maintained its 8.5% annual growth for 2007 , with the Dow Jones average ending the week at 13, 371.

What is your perspective? Are you planning, preparing, seeking success or "waiting for the shoe to drop"?

Think about your perspective today - and change it if it is directed toward the negative.

Do You Love What You Do?

2007-12-03T21:12:00.000-05:00

Recently I have had the opportunity to speak with different groups about the concept of finding your true passion in business. The idea that what you do is what you love to do. Knowing yourself, finding your true purpose in life, is the essence of true and real. You have to be, before you do, to have lasting inner peace. In other words, making a living is not the same as making a life. Find what makes your heart sing and create your own music.

Many people work all their lives and dislike what they do for a living. In fact, I was astounded to see a recent USA Today survey that said 53 percent of people in the American workplace are unhappy with their jobs. Loving what you do is one of the most important keys to living a “true and real” life.

You can’t fake passion. It is the fuel that drives any dream and makes you happy to be alive. However, the first step to loving what you do is to self-analyze, to simply know what you love. We all have unique talents and interests, and one of life’s greatest challenges is to match these talents with career opportunities that bring out the best in us. It’s not easy – and sometimes we can only find it through trial and error – but it’s worth the effort.

Ray Kroc, for example, found his passion when he founded McDonald’s at the age of 52. He never “worked” another day of his life.

John James Audubon was unsuccessful for most of his life. He was a terrible businessman. No matter how many times he changed locations, changed partners, or changed businesses, he still failed miserably. Not until he understood that he must change himself did he have any shot at success.

And what changes did Audubon make? He followed his passion. He had always loved the outdoors and was an excellent hunter. In addition, he was a good artist and, as a hobby, would draw local birds.

Once he stopped trying to be a businessman and started doing what he loved to do, his life turned around. He traveled the country observing and drawing birds, and his art ultimately was collected in a book titled Audubon’s Birds of America. The book earned him a place in history as the greatest wildlife artist ever. But more importantly, the work made him happy and provided the peace of mind he’d been seeking all his life.

Can you say the same about what you are doing today? Do you get out of bed every day looking forward to your job or to running your business? You may love the work you do but maybe struggle with some of the challenges you are presented with. Don't give up on what you love...find a way to get the support you need to find your sense of fulfillment. Of course, if you're not doing what you love then it is time for some self reflection and maybe a change.

Tis the Season...

2007-11-26T19:51:00.000-05:00

It's hard to imagine but we are about to begin the final month of the year. If you are like me, you wonder where the year has gone. It seems that each year comes and goes even quicker than the one before. How was your 2007? Did you accomplish all you hoped for? How did you do against your plan? Now is a great time to take a look at how you are doing and what final adjustments you need to make during the next month to make this the best year possible. Taking time for self-reflection and adjusting your activities to get you to your goals is a great practice to get in to. Take some time this week to check how you are doing and decide what you can do to make this year as successful as possible.

Gratitude and Attitude

2007-11-21T08:34:00.000-05:00

The Holidays are here - and depending upon your current work load or stress level - this time of year is either one you greatly enjoy or a time of additional stress. And yet like everything else in life our viewpoint is a matter of choice.

I had an interesting visit with a couple from Australia last weekend who were here visiting our family during a 'pre-Thanksgiving' gathering. They had never been to the States before so of course this was their first American Thanksgiving and they were very intrigued and wanted to learn more about why we reserve a day for 'giving thanks...'

The most interesting part of our conversation was how our Aussie friends were so taken by the fact that we choose to set aside a day to give Thanks for all we have and enjoy it with the people most important to us. They were aware of Thanksgiving in the States but presumed that it was simply a national holiday that was created to give people time off work or an excuse to go shopping (which is sadly too often the case these days...) And yet they picked up from the conversation through the afternoon and evening that we really do make it a point to express our gratitude for what we have. Their wonderment at our Thanksgiving tradition makes it even more special for me this year.

Certainly there are years when it is difficult to be thankful and filled with gratitude when things in our lives don't go the way we desired or planned. Yet even in those times we can look around and see others who are much less fortunate than ourselves.

Will you choose to be Thankful this Thanksgiving? Will you express it to your family, your co-workers, your friends?

Make it a Thankful day!

The Price of Leadership

2007-11-05T16:47:00.000-05:00

Speaking with a business owner the other day reminded me of an article I saw a while back about the challenges of leadership...

So often leaders are envied for the fact that they are leaders and the perceived perks that come with the role - and yet leadership comes with a price. It isn't all accolades and "atta boys;" being a leader - or a business owner - can be downright difficult. And yet I believe there is real truth in the saying "To whom much is given much is expected." As a leader you may be given many rewards yet you must be prepared for significant effort and challenges. Read the information below and let me know if it doesn't strike a chord with you. (By the way, check out the date this was first published at the bottom...)

In every field of endeavor, he that is first must perpetually live in the white light of publicity. Whether the leadership be visited in a man or in a manufactured product, emulation and envy are ever at war – in art, in literature, in music, in industry - the reward and punishment are always the same. The reward is widespread recognition; the punishment, fierce denial and detraction.

When a man’s work becomes a standard for the whole world, it also becomes a target for the shafts of the envious few. If the work is merely mediocre, he will be left entirely alone. If he achieves a masterpiece, it will set a million tongues a-wagging. Jealousy does not protrude its forked tongue at the artist who produces a commonplace painting. Whatsoever you write or paint or play or sing or build, no one will strive to surpass or slander you unless your work be stamped with the seal of genius.

Long, long after a great work or good work has been done, those who are disappointed or envious continue to cry out that it cannot be done. Spiteful voices in the domain of art were raised against our own Whistler as a Mountebank - long after the big world had acclaimed him a genius.

Multitudes flocked to Bayreuth to worship at the musical shrine of Wagner while the little group of those whom he had dethroned and displaced argued angrily that he was no musician at all. The little world continued to protest that Fulton could never build a steamboat while the big world flocked to the riverbanks to see his boat steam by.

The leader is assailed because he is a leader, and the effort to equal him is merely added proof of that leadership. Failing to equal to excel, the follower seeks to depreciate and to destroy, but only confirms once more the superiority of that which he strives to supplant.

There is nothing new in this. It is as old as the world and as old as the human passions - envy, fear, greed, ambition, and the desire to surpass. And, it all avails to nothing. If the leader truly leads, he remains the leader.

Master poet, master painter, master worker - each in his turn is assailed, and each holds his laurels through the ages. That which is good or great makes itself known, no matter how loud the clamor of denial.

That which deserves to live - lives.

- Cadillac Motor Car Division, advertising in The Saturday Evening Post, January 1926.

By the way, join us at Firestone Country Club on November 15 and 16 for BusinessRICH, a two-day workshop for business owners and executives. More details here:

Time - the Great Equalizer

2007-10-30T08:52:00.000-04:00

It seems that every day I keep getting reminded that time is our most valuable commodity. It is imperative to our success that we use the time we are given wisely. All of us have an equal amount of time to achieve success and that becomes the great equalizer in life. The simple rules of health demand that we spend 7 - 8 hours a day in sleep. Many of us spend another 8 - 12 hours a day in the pursuit of earning at least enough to live on. That doesn't leave a lot of time for all the other things that are important to us and that we desire to achieve.

This "free" time is probably the most significant to us as it will determine whether we achieve our life's goal or not. How much time do you spend investing in yourself? When was the last time you set aside enough time to learn something new or to evaluate where you are in life and develop a plan for success? Most of us don't take the time to do this because we are so consumed with everything else going on in our life.

What are you turning a deaf ear to in your life right now? When you look at your business or your career do you see the success you expected and are you content with the results you are getting? How about when you look at your personal life? Are your relationships as strong as you want and are you spending enough time with the people you love? Are you able to pursue the leisure activities you enjoy? Take some time today to self-reflect and examine how you are using your time and are you "spending" your time or "investing" your time? Make a commitment to yourself to change those things you are not getting a positive return on. Set a goal to invest in yourself. Decide what you want from life and what you need to do in order to attain it, then go do it. Attend a workshop, take a course, find a book on the subject and read it, or find a mentor to help you. Determine what you need to do and make a commitment to yourself not to quit until you have achieved success.

If you are a business owner or executive looking for ways to improve the quality of your life send me an email at denniskelley@actioncoach.com and let me know what you are struggling with and what you need to improve. Our mission at ActionCOACH is to help others achieve success in life and we offer many programs to help. If we can't help then I'll point you in the right direction. Have a wonderful day and make sure to invest some time in YOU today!

Are You Grateful for your Team?

2007-10-29T11:41:00.000-04:00

I had an interesting experience over the weekend...

I was visiting a very busy restaurant with the family when my daughter noticed how the managers made it a point to thank the team behind the counter for their hard work and gave them encouragement in what was certainly a stressful situation (the food smelled REALLY good and the patrons were all hungry - a recipe for stress!)

Lauren poked me in the ribs and said, "Did you hear those managers? They're really encouraging the employees - just like you talk about all the time..."

First of all I'm thrilled that she notices the stuff I talk about relating to businesses and what I do when I work with business owners. Beyond that I thought about how as leaders in our companies it is too easy to see all the things that go wrong and therefore focus on the negative. But how much better do we all feel when our efforts are recognized and we are given encouragement during the difficult times in our workday? Without that encouragement our Team will begin to feel unappreciated and assume (rightfully) that we aren't grateful for their efforts. Of course not every day is going to go perfectly and there are going to be mistakes. Yet by focusing on LEARNING from mistakes rather than finding mistakes our Team gains confidence, they know we are supporting them and they sense our appreciation for their efforts AND the results.

Do customers and clients of your business see and hear the appreciation you have for your Team? Could one of your customers hear your grateful comments as my daughter did at the restaurant? Remember, your Team takes on your persona so if you are not grateful for your team will your Team be grateful for your customers...?

Hmmmmmmm......

P.S. Lauren was so taken by the managers' work with the Team that she introduced herself to the restaurant manager, was asked to fill out an application - and then was interviewed, given orientation and hired that afternoon!

Slow Down to Speed Up...

2007-10-22T16:30:00.000-04:00

While watching the Indians/Red Sox series I heard Eric Wedge, the Indians' manager, speak about how the great performers in baseball "slow down the game." Now I'm not a professional baseball player but I think I know what Wedge was talking about.

So many times in sports and in business we get so caught up in the stress and angst of our activities that the game - or the business - starts to get away from us. Wedge advises his players to focus on each pitch, each at-bat, each ball that comes their way and not worry about what happened in the past or what might happen in the future. He tells the players to go into each game with a plan and then focus on executing that plan. And that's true in business as well.

Business owners should take care of business by focusing first on creating a plan for success and then execute the plan - 'planning the work and working the plan.' When we do that the game of business slows down and yet the results come faster; in other words, we "slow down to speed up."

Slow your game down; create a plan for your success and then follow the plan in order to achieve the results you want - only faster.

Unfortunately the sign held up by the fan won't happen for the Tribe in 2007...

You Are What People Think You Are (Perception Is Reality)

2007-10-10T16:10:00.000-04:00

Here's one that's been on my mind for a few weeks. See if this rings true for you. Have you ever had a customer, job applicant or even a friend commit to something and then not follow through? Doesn't it really frustrate you?

So, now look at it from the perspective of the person who didn't follow through. Let's say you get a call from someone and they ask you to come to an event. It could be a seminar, a party or maybe a business celebration. You say yes, I'll be there. Then, fifty-million things come up, and you don't show. What do you do now?

There are several ways to respond. One is to call the person and give your regrets. If this is your response, just a word of caution - nobody wants to hear excuses, because that's below the line. If "by way of explanation" you need to explain, or you feel your host would like an explanation, just be sure to stay above the line. Remember, when we are above the line, we take ownership, accountability and responsibility, when we are below the line, we make excuses, we blame others/circumstances, or we simply deny any responsibility.To simply say, the next time you happen to see the person, "oh yeah, I couldn't make it because something came up," does not help.

You see, whether it's a personal or business event, you will be judged on all levels based on your response. How you respond, even if it's a personal event, will reflect on you and your business. People don't separate these - you are what people think you are. Their perception of you is their reality. You may be thinking, it was just a personal commitment or a simple business function. To the person who invited you, it reflects on you and your business.

People will transfer lack of commitment to your business and think "wonder if that's the way they run their business too?"So, next time you make a commitment, follow through. It'll do wonders for both your personal life and your business.

Learning the Fundamentals

2007-09-24T15:53:00.000-04:00

In sports as in business it is important to learn the fundamentals and become great at them. I was reminded of this recently while reading an article on the most successful athletes and their training habits. The article talked about how top performing athletes and the teams they compete on, work routinely on the fundamentals of their game. Whether it is baseball, basketball, football, soccer, a golfer, or any other sport there are basics that have to be mastered. The most successful are those who understand that and make it a habit to focus on perfecting the basic fundamentals of their game.

Take golf as an example. There are basic things that must occur in the swing of a golfer to make sure they will have solid contact with the ball and are able to control its flight. The way the golfer addresses the ball, rotates the arms, shoulders and hips and then follows through on the swing. Golfers spend hours upon hours practicing these moves. They hire coaches who can't swing the club nearly as well as they can but know the fundamentals and can point them out and correct them. The golfer can't see everything going into the swing because they are too busy executing the swing so the coach observes, teaches and corrects. The athlete is never finished working on the basics and even as they get to be the best in their field they still need to use the basic moves to be successful.

The same is true in your business. You have to learn the fundamentals of running a successful business and then use them consistently. It's not enough to be an expert on the production and delivery of the product or service you sell. You need to understand how to make a business work effectively. Coaches can do the same thing for you as they can for a professional athlete. As coaches, we are trained to teach you the fundamentals of running a business and helping you become masters of it. Everyone needs a good coach to guide them, train them and help them see things in their "swing" they can't see themselves. When you are ready to take your business to the next level send me a note. We'll get started on building the business you want to support the life you deserve.

Sometimes the Underdog Wins

2007-09-17T12:35:00.000-04:00

I've been a Cleveland Browns fan for as long as I knew what a football was. The last several years (ok many years) its been difficult to be a Browns fan. The team has under performed each year and the fans just keep getting more restless all the time. I have to admit that includes me. I find myself expecting the Browns to lose before a game even starts. The start of this season certainly didn't give me much hope things were going to change. They lost the first game in a bad way and they had just made a big quarterback change after the first game of the season. More changes were sure to follow.

Yesterday, the Browns played the in-state rival Cincinnati Bengals. Before the game I told my wife I wasn't even sure I should watch as I EXPECTED the Browns would lose and lose badly. But, as any true fan does, I turned on the game and settled in to watch. It was an offensive battle the whole game and the two teams racked up a total of 95 points - one of the highest scoring games in recent NFL history. Much to my surprise the Browns won the game - 51 to 44. Going in they were the underdogs that very few people expected would win.

After the game it hit me that sometimes the underdog does win, in football and in life. If you ever get to the point were you feel your business is the underdog and you have been struggling to get ahead lately, don't give up hope. Maybe you are the underdog today, but if you are open to making some changes in the business and focus on a positive outcome you too can come out the victor. There's no reason you can't have a winning streak that takes you to new levels of success if you believe you can, are open to change and stay focused.

Who knows maybe even the Browns are going to start a winning streak for all us fans! Hey, a guy can dream can't he? Stay focused, stay positive and work on a plan of change and good things will happen.

Any Benefits of 9-11?

2007-09-11T14:24:00.000-04:00

This morning as I was driving to the office there were a number of tributes to the memory of those who lost their lives on 9-11-01 - and who continue to fight against terrorism today. Frankly it was difficult to listen to a lot of the audio sound bites from New York City, the flight controllers who were attempting to contact the pilots of the ill-fated planes, and relatives remembering their loved ones. And I got to thinking...Have there been any benefits to the events of 9-11?

There has certainly been a lot of negative fallout from that day, especially the loss of life in Iraq (both our military and the Iraqi civilians) and in Afghanistan, to say nothing of the political division in the U.S. And yet I believe that there have been positives as well...

For one, we can say with certainty that the American economic system is the most robust, dynamic and healthy in the world. Our ability to say - individually and as a country - that there is nothing that will stop us from doing what we are fully capable of doing. How many business owners wondered if their company would survive in the immediate aftermath of that horrible day? How many of us were tempted to simply crawl into a hole (as Saddam did...) and hide from the world hoping this would all just go away?

And yet, not only did most businesses impacted by the attacks survive - they thrived. Instead of crawling into holes we reached out and helped the victims in New York, Washington and in our neighborhoods. We gave MORE to charities rather than keeping it for ourselves. We learned that we are a UNITED country with incredible talents and intestinal fortitude. We chose to continue to live and thrive and prove to our detractors that even though we were attacked successfully in the short term, through the long term we will win in the end.

Are you living that way today? Do you feel as though you are under attack? If so, remember the famous quote from Henry Ford:

"Whether you think you can or you think you can't...
Either way is right."

Build on Your Strengths

2007-08-26T20:52:00.000-04:00

I read an article recently that really made me think. The article dealt with how most people tend to spend more time working on their weaknesses than they do trying to build upon their strengths. I remember the story of Lance Armstrong and how he began his career as a tri-athlete. Lance started out in sports spreading his energies between running, swimming and cycling. He was a strong swimmer and a speedy runner but he really excelled at and enjoyed cycling. Once he recognized that cycling is where his real strength was he decided to devote his efforts to it and the rest is history. Lance Armstrong went on to become the most successful and recognized cyclist in the world.

We can all learn a lot from Lance. Instead of focusing so much on our weaknesses maybe we should spend more time understanding and building on those things we really excel at and enjoy. Then we can leverage through other people to get support or help on those things that are not our strongest point. Doing this will help us to achieve more and feel less stress.

Take some time and identify what your strengths are and how you can put them to work for you. Talk to your coach and get him to help you through the process and come up with a strategy to leverage yourself and others to achieve more while stressing less.

Teachers Who Impacted You the Most...

2007-08-16T10:44:00.001-04:00

The other day I had the opportunity to see how one of my kids has been positively impacted by a teacher - and I began to think about teachers and mentors who have impacted my life...

As I thought about teachers and coaches I had all the way through school - including college - I realized that the number of teachers who made a significant impact on my life was small but the effect they've had on me has been huge. In most cases the subject they taught in no way related to the lessons I learned; the impact was more about beliefs about who I am and the potential for doing great things if I truly committed to making myself better.

Take some time to think about the teachers you've had - whether in school, business or friends who push you to be better. Where would you be without them? What kind of person would you have become if you didn't have their influence in your life? Do you need a new a new teacher, mentor or coach to take you to the next level?

Food for thought...

Your Attitude

2007-08-03T11:34:00.000-04:00

"I feel I have 0% control over getting cancer, but 100% control over how I will respond..."

-- Kay Yow, North Carolina State University women's basketball coach

Kay Yow made made an incredibly inspiring presentation when she received an award on the recent ESPY Awards show.

What inspired me so much about her acceptance speech and her story is the way in which Coach Yow has approached this bout with cancer - her third go-around with the awful disease. After three battles with cancer and all of the treatment that goes along with the disease I'm sure you'd agree that it would be natural for anyone to wallow in pity and have a "why me?" attitude. And yet she views this latest round as an opportunity to teach and coach her players and assistant coaches about the value of attitude - whether a positive or negative attitude.

(Click here and then click on the "256" link just above her picture to view the presentation.)

Are you facing a significant challenge right now in business, career or life? Are you focused on what you CAN do about the challenge or on what has HAPPENED to you? I believe it is quite natural for us to focus on the challenge and the results of the challenge - but people like Coach Yow show us that we can only make the turn for the better when we focus on what we can actually control and not allow "head space" to be consumed with stuff that is out of our control or in the past.

As with Coach Yow, the impact of facing challenges head-on with the right attitude not only affects you - it has quite the impact on those who are watching you.

Reflect on Coach Yow's quote above. Are you controlling how you respond to your challenges - or are you letting the challenge control you...?

The Key to Sales Success...Relationships

2007-08-02T10:10:00.000-04:00

I'm sure you have all heard about the terrible real estate market that exist all around the country these days. The meida has been touting how bad the real estate market is and the huge impact it has had on the stock market and the mortgage lending market. There are a lot of pessimists out there these days.

I've seen this kind of market before and having come from the banking industry we went through these cycles every once in a while where houses just weren't selling and people weren't borrowing money to buy or refinance a home.

What has always held true and is true in the current market is that there are still some realtor's and loan originators out there doing pretty well. But why are they doing OK and a lot of other realtor's and loan originators have thrown in the towel and gotten out of the business? The answer is simple.

Those that are making a living today have developed relationships with the right people and know how to maintain those relationships. I've seen loan originators and realtor's that just sit behind their desk staring at the phone wondering why it isn't ringing. Or, when the phone stopped ringing they eventually figured out they needed to go out and sell but didn't have any relationships developed so they were trying to do it too late.

I have talked to a few successful realtor's and originators recently who all say the same thing. They developed relationships during the good times and maintained them so that when the market took a down turn they had people that knew them and trusted them and kept the referrals coming. This same principle is true in any type of business, not just real estate.

What are you doing to develop relationships in your business? Have you identified those people that are important to your success and what are you doing to build and maintain those relationships? It could be key customers, vendors, suppliers, referral networks or other sources that are key to keeping your business and income from taking a tumble when a down cycle hits. Remember, there will almost always be a market for your product, but if the market gets tight or shrinks, like the current real estate market, then strong relationships will get you through every time.

Post a comment and let me know how building strong relationships have helped you succeed.

What is Community?

2007-07-30T10:36:00.000-04:00

I was reading through the Akron Young Professional blog over the weekend and was struck at the emphasis on Community from this YP group.

The Young Professionals organization is built around creating a sense of community and networking focused on professionals under 40. But why is community so important?

In the 21st Century it is increasingly difficult to maintain - let alone grow - a business or career without communicating, integrating and associating with people who are able to provide you a different perspective and knowledge base than what you can develop on your own. With the continued fragmenting of the corporate environment and the ability to "telecommute" thanks to home offices we are becoming more and more isolated from others.

Yes, there is a real sense of freedom that comes from working from home or a remote location. But we are social creatures who gain real motivation and energy from other people. That's why I admire the YP group for their emphasis on helping others connect. So much of what we do in our office is also geared toward creating business owner groups that help owners realize that they're not alone - and that by connecting with others they will learn far more that they could on their own.

Who is in your "community?" Are you connected or are you isolating yourself? Is it time to reach out?

Avoiding Failure Delays Success...

2007-07-25T17:11:00.000-04:00

Failure - it's a scary word for most people. When we think of failure we normally tense and want to run from it. The typical way we think about failure is to put ourselve in the middle with success on one side and failure on the other. Something like this:

Failure> You > Success

We work toward success every day and run away from failure. We do whatever we can to avoid the embarrassement of failing and the challenges that it will bring. The interesting thing is we really should rework this equation to look more like this:

You > Failure > Success

You see, almost all really successful people have had many failures along the way. What I see in my coaching business are people that want to get as close to perfect as they can before taking action in the business because they fear doing it wrong. It's much better to take some calculated risk and learn from it, adjust where needed and move forward than to delay action and not make the progress you should.

I'm not suggesting to me reckless or irresponsible with what you do. Just don't let the need to be perfect or not make a mistake keep you from acting. You will move incredibly faster is you make a decision and implement change in your business or life and learn along the way. Who knows, maybe you have it right after all and you will see great results. But if you did miscalculate you will find that in most cases you can adjust or redirect and get an even better result.

Next time you hold back from taking action because you're not sure it is quite perfect yet, take a chance and move forward with it. You will learn a ton and make more progress than you imagine.

Give me your thoughts. Click on the comment line below and let me know what you think.

Why Do We Work?

2007-07-20T11:22:00.000-04:00

This week I read an article about the declining number of vacation days Americans take year after year and the quotes from a couple of people in the article really got to me...

The essence of my concern is centered around the title of this post: Why do we work?

When I ask the question I'm not being flippant or trying to get you to come up with some standard, pat answer. Really ask yourself the question.

Do you work to feel important? Is your work at the core of your personal value statement - in other words, if you aren't working do you or others in your immediate circle consider you 'valueless'?

We are all given skills, talents and abilities that we are to use to make our lives and the lives around us better - but for what purpose? I think often about author Rick Warren's book "The Purpose Driven Life" and the biting questions he asks and then contrast his theme with the comments from the folks in the article I referenced above.

I don't have answers for you - just a few questions that I hope get you thinking...

What is a Slump?

2007-07-16T08:49:00.000-04:00

I was reading the sports page this morning and ran across an article about Travis Hafner (right), the designated hitter for the Cleveland Indians, concerning how he has emerged from his season-long hitting slump.

The point of the article was that Hafner hasn't produced his usual results this year so fans and the media proclaimed that he was slumping. Yet there are a lot of major league baseball players who would love to have Hafner's numbers from the first half of the year. And it appears that Hafner has worked through his hitting issues over the past few weeks.

So, what is a slump? Is it a period of time when we don't get the results we're used to and we're disappointed? Is a slump a result of never actually gaining the results we should or that we expected? How do we deal with slumps - by fighting through it or trying to change our approach and use different tactics to change the results?

Slumps in business are a lot like slumps in sports. They're very frustrating and can get us focused on the wrong things - like "what am I doing wrong" - rather than "what is my ultimate goal and where am I going"... And much like in sports, business slumps are the result of many different things that are slightly incorrect rather than one big, massive error that - if corrected - will change everything.

A famous golf coach, the late Harvey Penick, had a wonderful perspective on slumps in golf, sports, life and business. Harvey said:

"It takes as long to play your way out of a slump as it did to play your way into a slump..."

If you're in a slump in business, life - or your golf game - work on the fundamentals first. There are no silver bullets - just good, solid, proven principles that have worked for thousands of people in your position.

Now here's hoping Hafner doesn't go 0-for-4 tonight against Chicago...

The Baggage We All Carry...

2007-07-11T08:45:00.000-04:00

We were having a conversation in the office yesterday about the challenges we all face when it comes to making changes in our businesses and our lives.

So we started thinking about what prevents change, why we stop just short of real breakthroughs, and why we avoid facing the root cause of problems. The one word answer?

Fear.

The problem with that one word answer is that we arrive at our fears through the environment we are raised in, the environment we currently live in and the people with whom we choose to associate. In other words, our fears are a result and culmination of our baggage; our baggage makes up the many layers upon which the fear is built.

My good friend Jerry told a group of us on Sunday about a Veggie Tales video he and his son were watching in which one of the characters learns about how others impact his self-esteem and how those negative thoughts load up his 'backpack' - what we call our suitcase or baggage. We all have baggage and we will never get rid of all of the bad stuff. We're human, we're fallible and imperfect. But that doesn't mean that we can't work to get rid of some of the things in our suitcase that create our fears. If we're really going to make good and lasting change we must first decide to determine what makes us fearful.

So here's your challenge today: Think about your fears - not just things like fear of heights, fear of spiders, and so on. But those Fears with a capital "F" that keep you up at night, that make your heart race, that - when you are face-to-face with them - make you jump into "avoidance" mode and get really busy with something that will take your mind off the Fear and enable you to avoid dealing with it.

Be honest with yourself and be ready to deal with some interesting issues. The benefit? You'll realize that your thinking has been shaped by a lifetime during which - like the Veggie Tales character - you have been carrying around some rotten stuff in your backpack. And that old way of thinking prevents you from looking at business - and life - in a new and refreshing way.

Or, as Jerry tells me all the time, we begin to understand the true meaning of "cause and effect."

Will you make this a "fear-less" day?

Oh No! The Air Conditioner Broke!

2007-07-10T08:21:00.000-04:00

That's right. It's 90+ degrees out and the air conditioner in our office building broke yesterday and it's still broke today! It's about 85 degrees in my office right now and there is no air movement at all. It got me thinking about customer service and how we treat customers when something unexpected happens. You see, we are customer's of the landlord for the building and the service we have contracted for is not currently being offered. Now it's not their fault the air conditioning broke. But the question is, what is the response to the customer when something goes wrong.

In this case, the response is we just have to suffer until the repairman can work us into the schedule. I'm wondering how much trouble it would be to bring some fans downstairs and offer to set a few of them up to move some air around and maybe cool things at least a few degrees. Or, how about coming around with an update and a cooler of ice cold drinks or maybe even set up an ice cream sundae bar and make all the tenants an ice cream sundae, get everyone laughing about it a little and creating a sense of community? All these seem like pretty easy and low cost things to do and would buy a lot of goodwill.

Think about that for your own business. How do you react when something doesn't go right for your customers. Do you take a look at the situation and find a way to build goodwill with your customers? It's amazing what impact just a small effort can have on our customer satisfaction and retention. Whenever something goes wrong in your service delivery you obviously need to fix it as quickly as possible, but also look for ways to build satisfaction with your customers by letting them know you care and adding a few unexpected surprises along the way. I'd be interested in hearing what you do when something like this happens. Let me know.

Are You Ready to Accept Success?

2007-07-05T16:38:00.000-04:00

I find it interesting when a business owner finds it difficult to accept their success. Over the past few months I've had a few situations where a business owner has achieved more success in the business than they are used to, but yet they seem reluctant to accept the success. It almost seems as if there is a fear of success.

I think part of it stems from our basic instinct to reflect doubt when we first see good news or something goes better that expected. I find that many owners have spent so much time preparing for and accepting mediocre results that when great results come along they're not sure how to handle it.

My advice...expect success and prepare for it by telling yourself everyday that you are successful. Expect nothing less and as the results improve it will be easy to say, "I expected that!" Believe that you deserve success as much as anyone else and will do what it takes to make success a reality. If you need help, get it. Increase your knowledge about business, hire a coach, take classes, or do whatever you need to in order to get the help you need. But above all, expect to succeed and you won't be surprised when you do!

A Summer of Excuses...

2007-07-03T17:11:00.000-04:00

Kind of a negative headline above, eh?

I didn't mean it to be - it's just that I was struck by the creativity we all use to come up with some great excuses in order to avoid doing what we know we need to do...

We recently held an event in which business owners had an opportunity to join us for a couple of intense days of education and coaching during which they would learn how to move their businesses in a positive direction and get the results they desire. Leading up to the event we invited many business owners and others of influence in the business community to join us; unfortunately for most we spoke with they declined and missed out on some fantastic information.

What struck me and the team here in our office was the range of excuses people used to describe why they couldn't come. Believe me, I understand that we get incredibly busy in our world today. On the other hand - who's fault is that? We wake up every day armed with an unlimited supply of choices; the question is, what choices will I make?

Over the next week take some time to analyze the choices you make and how busy those choices make you and then ask yourself, "Are these choices just making me come up with creative excuses that enable me to justify how I can avoid doing the important things?"

Think about what is truly IMPORTANT in your life so that you can avoid "creative excuses" next week.

Lesson for the day...

2007-06-25T16:38:00.000-04:00

Congruency is an interesting thing in business. As a leader or business owner we are always asking our employees to do things a certain way and expect them to do it. It may be that we want them to track their results and report them, or maybe there is a certain system you have set up in your department or business that you want them to follow.

The interesting thing is...how often do we as owners not follow that prescribed process. It is so easy to tell others what we want done but why is it so much harder for us to apply it to our own job or business?

I had a situation today on a conference call today where that message came through loud and clear. It was a great reminder that what is good for our employees to do is also good for us to do in order to make sure the business runs the way we want it to. I wonder how many times we catch ourselves not doing things the way they should be and let it go. Having the discipline to correct ourselves as well as our employees is really essential to becoming a great leader and building a great company!

A great book by Michael Jordan on excellence

2007-06-24T20:35:00.000-04:00

I recently read a great book written by Michael Jordan titled, I Can't Accept Not Trying, Michael Jordan on the Pursuit of Excellence. If you have a chance, pick up a copy of this book and give it a read. It is only 36 short pages long but is packed full of insights from arguably the best basketball player ever to play the sport.

I had the opportunity to see Jordan play several times when I lived in Chicago and it was a treat every time. He just had a way of making everyone else on the floor look like they were a step behind. He understood what excellence was all about and pursued it with an absolute passion.

In his book he tells how his experience of getting cut from the varsity team as a sophomore in high school taught him a lesson about setting goals and creating a vision and then getting after it. He set a goal of becoming a starter the next year on the varsity team and then focused on it as he practiced all summer long. When he hit that goal he set another one and just kept going.

Jordan tells how he visualized where he wanted to be and what kind of player he wanted to become. He says, "I guess I approached it with the end in mind. I knew exactly where I wanted to go, and I focused on getting there. As I reached those goals, they built on one another. I gained a little confidence every time I came through." What a lesson there is in that for all of us.

We can say that Jordan was born with the ability to play basketball and who knows, maybe he was. But the reality is Jordan knew what he wanted and went after it. Think what we could all accomplish in our life and our business if we approached every day the same way he did! I think it's a great life lesson for all of us and one we can all learn a lot from.

There are a lot of great lessons in this book and it will only take you about 20 minutes to read. Pick up a copy and learn a little from Michael. He can teach all of us a lot about how to lead the life we want.

Let me know what you think about it when you're done!

Posted by Coach Dennis Kelley

The Value of Focusing on Solutions

2007-06-15T12:14:00.000-04:00

Too often we focus on the problems we face and lose sight of the fact that most of us are paid to identify solutions (too bad our politicians don't understand that.)

A mentor of mine told me early on what I'm sure you've heard plenty of times: "Don't come to me with problems, come to me with solutions." It wasn't that he couldn't solve the problem himself; he was a very smart man. However, I learned that he trusted me to come up with the solution because I was the one closest to it to begin with and he believed in his own ability to put the right people in place.

I ran across this great example of the value - in terms of real dollars and time - of focusing on solutions. I hope you like it too...

When NASA began the launch of astronauts into space, they found out that the pens wouldn't work at zero gravity (ink won't flow down to the writing surface). To solve this problem, it took them one decade and $12 million. They developed a pen that worked at zero gravity, upside down, underwater, in practically any surface including crystal and in a temperature range from below freezing to over 300 degrees C.

And what did the Russians do...??

They used a pencil.

It's all about Perspective

2007-06-14T14:30:00.000-04:00

Check out this interesting poem that was sent to me by a friend in Australia, hence some of the "mis-spellings." ;-)

Have you ever been in a position like this?

The Cookie Thief

--Valerie Cox

A woman was waiting at an airport one night,
With several long hours before her next flight,

She hunted for a book in the airport shop,
Bought a bag of cookies, and found a place to drop.

She was engrossed in her book, but happened to see,
That the man beside her, as bold as could be,

Grabbed a cookie or two, from the bag in between,
Which she tried to ignore, to avoid a scene.

She munched cookies, and watched the clock,
As this gutsy cookie thief, diminished her stock.

She was getting more irritated, as the minutes ticked by,
Thinking, if I wasn’t so nice, I’d blacken his eye.

With each cookie she took, he took one too,
When only one was left, she wondered what he’d do.

And with a smile on his face, and a nervous laugh,
He took the last cookie, and broke it in half.

He offered her half, as he ate the other,
She snatched it from him, and thought, Oh brother.

This guy has some nerve, and he’s also so rude,
Why he didn’t even show any gratitude.

She had never known when she’d been so galled,
And sighed with relief when her flight was called.

She gathered her belongings and headed to the gate,
Refusing to look back at the thieving in-grate.

She boarded the plane and sank in her seat,
Then sought her book, which was almost complete,

As she reached in her baggage, she gasped in surprise,
There was her bag of cookies, in front of her eyes.

If mine are here, she moaned with despair,
Then the others were his, and he tried to share.

Too late to apologise, she realized with grief,
"I was the rude one, the in-grate, the thief."

Why Have a Coach?

2007-06-13T19:46:00.000-04:00

I was contemplating a conversation I had the other day with a person who asked, "Why would a business owner need or want a coach? After all, they're the expert in their business..." An excellent question and one that I hear frequently.

The reality is that we have all had coaches around us through most of our lives - we just used different names. For instance, teacher, personal trainer, pastor, professor, mentor. We're just used to having coaches in certain settings but not in others - like having a sports coach or guitar teacher or university professor but not a business coach.

But there's more to it than just not being used to having a business coach. Many owners we talk to question why a successful business owner would need a coach - but guess what? Successful business owners are doing well because they have a coach! The successful owners are those who realize that in order to get better they need someone outside their normal circle of influence to make them better.

The reality of this phenomena struck me yesterday. Being a recovering golf addict I had to get more insight into the U.S. Open golf tournament that starts tomorrow (Thursday) at Oakmont near Pittsburgh. So I checked out some articles on ESPN's Golf page to get my fix.

I was intrigued by an article about two golf coaches - Butch Harmon and Hank Haney - who work with the best golfers in the world and who will leave a significant imprint on this Championship. Midway through the article the author questioned why Tiger Woods and Phil Mickelson would need a coach. He wrote:

"It may seem odd that the top two players in the world would need the help of someone else. Then again, their pursuit of greatness might very well be tied to their ability to seek answers and keep improving."

Isn't that interesting? Seems the author answered his own question...

For another take on coaching in a business setting, check out this article on coaching for financial planners.

I've said it before and I'm saying it again: If the best golfers, musicians and CEO's have a coach - then why don't you...?

Some thoughts on the Cavs and Team...

2007-06-12T09:21:00.000-04:00

Tonight is Game 3 of the NBA Finals between the Cavs and San Antonio - and I would say that this is a "must win" game for Cleveland. They're already down 2 games to none so another loss would seem to make victory in the series to be insurmountable.

This series has been frustrating to me - not from the perspective of the game on the court - but from the point of view of all the experts who have said that Cleveland is the worst team to ever make it to the NBA Finals. They may not be the Celtics of Larry Bird & Co. but they did beat the team that all those experts said they couldn't beat (Detroit) so they've certainly earned their way into the Finals.

But the Cavs won't be successful unless they truly work as a team. They have the best player on the planet in LeBron James but obviously he can't do it alone. He is arguably the most team-oriented superstar in the NBA and at times tries to force his teammates to participate with him in games. But that hasn't worked; LeBron's teammates need to trust themselves, the coaches and LeBron and get out of their own way so that they can perform at the level they're capable of.

So how do our business teams react to new, possibly stressful "championship" series? Do they stand around and let the 'superstar' do everything? Has the Coach (the business owner) given them the gameplan they need to be successful? Are they trained well enough to get out of their own way and let their talents produce the results called for in the gameplan?

There is a lot we can learn from sports teams and then apply it to our businesses. Learn from what the Cavs are doing right now and do the same with your business. Your challenge is to continually update and revise the gameplan to beat the competition and raise your team's perfomance to championship level.

Let's hope that the Cavs' coaches create a great gameplan and the players trust the plan and themselves enough to turn this series around.

Welcome!

2007-06-11T22:48:00.000-04:00

Well it's been a while since we first thought about getting our blog going, but thanks to Ron McDaniel of Buzzoodle Marketing - who spoke for a recent 90 Day Planning Event for business owners - we've taken the initiative and gotten started. So thanks for stopping by!

Up there at the top is the description of what ActionCOACH of Akron/Canton is all about - but to save you the trip up there I'll fill you in down here...

ActionCOACH of Akron/Canton is a business coaching firm owned by me (Bob Roberts) and my partner Dennis Kelley. We have more years of business experience than I guess either one of us care to admit - but that's not what makes us different. The difference is twofold:

1) We are business COACHES. That means that we don't simply consult with you and leave you when our engagement is finished; instead we work side-by-side with you as your coach, teacher, mentor, drill sergeant, marketing director and team builder to gain back your time, build a great team and understand your money situation so that you can build a great business;

2) We care deeply about the role of business in shaping, growing and developing our society, especially when business is approached as the vehicle that supports life and not the other way around. Too often business becomes the purpose for our lives when in fact the business should be there to support our lives.

It's not that the business isn't important; it is critical. But with the implementation of universal business principles that work in the real world the business owners we work with realize the goals of a successful business that enables them to pursue other interests, support important causes and charities and develop great relationships with their families. Business is serious business -but it had better be enjoyable and provide a great return on investment or you'd better go find another line of work.

Enough with the heavy stuff - let's have some fun and learn a little bit while we're at it...

Drop in frequently and let us know what's on your mind about whatever is running around in your brain at the time - business, entertainment, sports, interesting people. The one thing to know before you get started: we WILL be diligent about language, personal attacks and other shady posts so let's make sure that we are staying above board and work to build each other up instead of knocking somebody else down.

Have an awesome day!

Bob