“Drive One”

August 18, 2008

 “Drive One” 

……..may just become Ford Motor Company’s next slogan.  Faced with a crisis brought on by a sudden surge in gas prices Ford has taken some radical action for an old established business.  Ford has brought in the “A” Team to their Detroit headquarters.


James Farley, Ford’s new marketing guy is known for his ability to break down internal “silos’. He is a team builder who believes in putting only the best players on his team. Everyone on Farley’s’ team gets involved. This fosters hope, buy-in, and commitment. 


So what has this got to do with YOU?


We could learn some things from James Farley:


  1. No “silos” …it’s not sales Vs. eveyone else! It is the team’s responsibility to make things happen.
  2. Involve everyone in the companies’ success. Have a weekly meeting where everyone is expected to come up with ideas, process improvements, and leads.
  3. No tolerance for chronic slackers. If they won’t be part of the team…vote them off the island!
  4. Owners and managers get out and meet with your clients. Find out what more you can do for them . Ask for their input to improve your service.

 Raise the energy level, eliminate any finger pointing, and raise the hopes of the team. You will grow the commitment level through participation and mutual respect.


Then watch your business grow.


Personal Strategic Planning gets better results

August 5, 2008


Personal Strategic Planning

            …is a term that I learned from listening to a Brian Tracy CD program called Personal Success.  Brian Tracy has consulted for more than 1,000 companies and addressed more than 4,000,000 people in 4,000 talks and seminars throughout the US, Canada and 40 other countries worldwide. He is a Keynote speaker and seminar leader and he addresses more than 250,000 people each year.  I am a certified Brian Tracy Coach for Nightingale Conant (www.nightingale.com). That relationship is part of my business model and part of my Personal Strategic Plan. This alliance has provided me the opportunity to coach many people in various industries.


Things are always changing. Are you doing the same old, same old each week, month, year? Do you have personal relationships that you can leverage or are you fighting the traffic jam of email marketing and newsletters?  Do you need to dump any of your current networking groups and find a new one? When was the last time that you added new prospects to your database or contacted former clients? If you are in sales are you prospecting regularly for new clients and new business? Have you been asking for referrals?  Are you “going wide” in your accounts or playing it safe by calling on the same clients all the time. Better planning results in higher productivity and that leads to more placements!


The Personal Strategic planning outline follows. You should devote at least one quiet hour with no distractions. Once each calendar quarter I sit quietly with a blank yellow pad and think about how and where I have been spending my time. I do a plan makeover if necessary for the upcoming quarter. I use this as a sanity check to determine if I need to change my focus or shift it slightly.

            Look at your personal and business goals. Then ask yourself if you are appropriately putting your time and energy in to the things that you want to accomplish. What should you do more of, less of, or not at all? Is there anything that you should STOP doing altogether? Can you plan some fun family events and also make time for yourself?

Make this practice a regular habit and you will see better results and more balance in your life.



What you Gonna do for me???

July 29, 2008

A woman stood up and interrupted a local politician who was speaking about all the wonderful things that his administration was doing for the community.


  “I’m a single mother with 3 kids and I wanna know…What you gonna do for ME?


Our clients, employees, or our bosses don’t usually shout that out in our presence, but you can bet that is what they are thinking. Whoever your “customer’ is you need to be answering that question for them or there is no lasting relationship. Take the time to strategize about what your target audience wants. Then be sure to deliver that to them and you will close more deals, have more productive employees, or a happier boss.


It’s not real complicated. You get what you want by helping others to get what they want.


No Shoes – No Wi-Fi – No Cell service

July 15, 2008

At first I was annoyed when I learned there was no cell service at the mountain vacation resort. You see, this was to be a “working vacation” (is this an oxymoron?). There was Wi-Fi service, but it was in the main building which was a 1/4 mile from our unit. However, all of this turned out to be a blessing in disguise. I re-learned (yes I have learned this a few times in the past) that I don’t have to be “in touch” all the time. Many peaceful mornings were mine to savor. I checked email only 4 times that week!


Guess what? The “crazy busy” feeling left me. I had a couple of potentially break through ideas for my business, read two books, and really relaxed. I was able to use my cell phone when we drove down to the flatlands to go into town or go sight seeing. I checked my messages, returned important calls, and promptly shut off my phone.


Try this sometime real soon. Find the off button for your “labor saving devices” like the cell phone and email. It will free you up from the non stop; interrupt driven, lifestyle that seems to be the pattern for many business professionals these days. Sometimes if you do less you actually get more from the experience…..and Oh Yeah,…kick off your shoes and go barefoot while you’re at it.

Summer Break anyone?

July 7, 2008


Last year on vacation I took some time when my brain was not in overload to take all my notes and to start writing my book. Over the course of the year,  I kept working on it and set a goal to have it done by 12/30/07.  I did it, even though I had never written a book before. The message is, if you free your brain up to focus on something, you can do it. Also, if you set a goal and are serious about it, you will find a way to get things done. 

What could you do if you got focused and set a goal??

Developing your Business

June 28, 2008

If you have a brand new business or service to launch be sure to do your homework. See out other local professionals who have a business like yours or get on the internet to find simlar businesses in other cities and connect with them for advice. This is from page 61 of my book, $elling Strategies for NON Sales Professionals http://www.lulu.com/content/1653679

My Book

Quit Wishin’ & Hopin’

June 22, 2008

 …..that business will get better. Get out there, create a sales process, and stick to it. When I work with a very small business (just the owner or the owner and a couple of employees) I’ll often find that the owner started off with a plan to bring in business, but they get a little weary and then slack off.  They need to pick the kids up, or the car isn’t running well, or there is SOOOooo much stuff to do in the office that they just can’t get out there often for the purpose of business development. UGH!  Then business dries up and they hit the road again to stir things up and then the cycle repeats.  It is important to have a plan and to work that plan. Schedule your time so that you always do the business development part. You can catch up with paperwork in non prime time or on the weekend. It takes a massive effort to get a business rolling, if you coast too long you may start a slide that is steeper than you imagine.

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