Posted: March 26, 2020 | Categories: Self-Improvement, Time management

We are in the midst of a world Pandemic, and to slow the spread of the virus, many businesses in the country have been closed temporarily.  That means many of us are experiencing a long, unexpected chunk of discretionary time.  How can we best use this time?

Let’s fast forward to 6 months from now.  Business is back in full force, and we have resumed our busy schedule.  What would we wish we had done with this idle time if we had it to do over?  Asking this question can generate many answers.  Here are some that might pop up on the list:

Relationships:  Most families in America could spend more time in quality conversation.  In a survey done by Nick Stinnet and John DeFrain, they found that married couples spent an average of 5 minutes each day with each other, and less than 30 seconds with their children.  What?  Yes.  They weren’t talking about transactional dialogue, like “Did you take the trash out” or “Be sure and pick up milk and bread”.  The goal is quality conversation, and it can make a big difference,  During this “off” season, it can be good time to set up a routine where you have time for more important interaction.

Health:  There are three areas that 90% of our goals fall in to:  Health, relationships, and financial security.  They are the three legs to the stool of a stable, happy life.  Are you intentional about planning nutritious meals?  Do you have a well-balanced daily exercise routine that includes cardio, flexibility, and strength exercise?  Do you have a special time each day to do it?

Financial security:  OK,  I am an executive coach, not a financial planner.  What I do know is that success in your career can lead to more financial security assuming you are wise with money.  Where do you want to be in your career 5 years from now?  What do you need to learn to get there?  What courses and certifications will be required?  Have you been putting off getting started in these areas?  If so, now might be the time.

Remember:

1.  Select the area.
2. Make a detailed plan.
3. Set up a routine and block time.
4. Hold your feet to the fire and be committed

Let’s turn this lemon into a lemonade!

Posted: March 9, 2020 | Categories: Self-Improvement

“Good manners are made of petty sacrifices”

-Ralph Waldo Emerson

In September of 1992, my oldest son entered 1st grade.  After a week went by, Kevin shared something special that his teacher did.  She boosted his confidence, and made him feel better about himself.  When Kevin shared this story, I began reflecting on my 1st grade teacher.  I had just moved from another state, and I didn’t know anyone.  Mrs. Wingard made me feel special, and she did it by her genuine smile and interest in me as a person.   I never forgot it.  I decided it was time to say thank you.  I took 15 minutes to write a hand-written note expressing my gratitude, and telling her how important she was in my life.  Three days letter my mother called.  Mrs. Wingard called her, and was ecstatic about the note.  She had retired, and said that in all her years, she had never received a note like that.  I had done something that was very meaningful to someone else, and it only took me 15 minutes?  It was an eye-opener.

Are you a busy person?  Are you too busy?  Here are some words I read many years ago that may help answer this question:

You know you are too busy if you don’t…

• Write thank you notes
• Call family members just to say “Hi”
• Give a hug to someone
• Cry with someone who has experienced a recent loss
• Write a letter to a friend
• Acknowledge birthdays in some way
• Read a good book
• Listen to some good music
• Visit a friend
• Play with your grandchildren
• Say “I love you” to your parents
• Say “I love you” to your children
• Learn something new
• Smile
• Compliment someone
• Share a sunrise/sunset with someone
• Listen to the birds/smell the roses
• Climb a mountain

Time to get really busy!

Posted: January 7, 2020 | Categories: Presentation skills, Sales, Self-Improvement

“You can get anything you want if you help enough other people get what they want”

–  Zig Ziglar

Mr. Ziglar shared his priceless secret.  As much sense as it makes, I still see so many folks trying to be persuasive by talking about what they want.  Sorry to burst your bubble…most people aren’t thinking about what you want:  They are thinking about what they want.

For example, many years ago I was working with a manager on her communication skills with her boss.  She wanted her boss to give her a raise, and when she approached him he wasn’t receptive.  We talked about her strategy, and changed it to a WIFM discussion.  (What’s in it for me?).  She talked in terms of what her boss wanted.  Here is what happened in her own words:

“On Tuesday of this week I met with my boss and asked for my promotion.  This has been a sore point for well over a year now, and this time I tried a different approach.  I laid out figures and talked about what he was interested in, and how I had helped meet some of his main corporate objectives,  Towards the end, he said, “Maybe it’s time we started paying you for the management job you are doing”.  It works! 

Some sales professionals need to learn from Barb.  Instead of saying, “I want to meet with you”, say something like, “I help people achieve more peace of mind with their financial future.  I may be able to do the same for you.  My goal in calling you is to set a time when we can get together, understand your situation and what you are looking to do, and see if we have some common ground.  Would you like to set a time?”

When selling yourself or your ideas, remember to talk in terms of the other person’s interest.  You will have more success!

Posted: December 27, 2019 | Categories: Self-Improvement

We are at the threshold of entering a new year and decade.  If you believe that each of us as individuals have special gifts and that every day is a gift from the almighty, you are probably one who strives to live a life of purpose and fulfillment.

In my coaching, I occasionally will come across people who are unsure of what they should be doing and where they should be going.  If this is a challenge for you, allow me to share some questions you can ask yourself that can channel your thoughts in a direction that is right for you.  These questions are from Brian Tracy, a noted speaker and author.  .  Here they are:

8 Ways for you to identify and determine your special talent and what you are uniquely suited to do:

1. You will always be the best at something that you love to do. If you could afford it, you would do it without pay.  It brings out the very best in you, and you get a tremendous amount of satisfaction and enjoyment when you are engaged in that particular work.

2. You do it well. You seem to have a natural ability to perform in that area.

3. This talent has been responsible for most of your success and happiness in life up to now. From an early age, it is something you enjoyed to do and you got the greatest rewards and compliments from other people.

4. It is something that was easy for you to learn, and easy to do. In fact, it was so easy to do, you forgot when and how you learned it.  You just found yourself doing it easy and well one day.

5. It holds your attention. It absorbs you and fascinates you.  You like to read about it, talk about it, and learn about it. It seems to attract you like a moth to a flame.

6. You love to learn about it, and become better at it all your life. You have a deep inner desire to really excel in this particular area.

7. When you do what you are ideally suited to do, time stands still.  You can often work in your area of special talent for long periods without eating or sleeping hour after hour because you get so involved in it.

8. You really admire and respect other people who are good at what you are most suited to do. You want to be like them and be around them, and emulate them in every way.

It is the holidays.  You likely have some extra time.  Why not dig in to a couple of these questions?

Posted: October 4, 2019 | Categories: Customer service, Sales, Self-Improvement

When I began my career, one of my first objectives was to build my skills in professional selling.  I enrolled in a 12-week course that broke the sales process into five steps that contained 23 fundamentals.  Soon after I began the training, I asked myself, “Why do they just teach the sales process to salespeople?  Why not everyone?”  What I discovered was that learning the fundamentals of the sales process not only helps our success in selling, it also positively affects our personal lives with friends, children, and partners.  Allow me to illustrate by giving a simple overview of the 5 steps of selling:

Step #1:  Generate rapport.  We begin in a friendly way that results in the prospect viewing us favorably.  This enables us to generate a willingness to have a conversation.

Step #2:  Show genuine interest.  That’s fine that we are a nice person.  Our next step is to understand the other person, their situation, and what they need.  We do this by asking good questions, listening to the answers, and affirming that we have heard correctly.

Step #3:  Present the solution. Now that we know what someone needs and why it is important to them, we can recommend a solution that appeals to their interest.

Step #4:  Secure commitment.  Once we have agreed on the solution, we ask for their commitment.

Step #5:  Act.  Now that we are committed, we take action!

OK.  Now imagine you needed to have a serious conversation with your teenager.  Wouldn’t this process apply?  My recommendation:  Learn the sales process (but don’t tell them you are not in selling)