Culture Eats Strategy For Breakfast

VIDEO BLOG:

Culture is a blend of attitude, beliefs, mission, philosophy and momentum. As a result, culture helps to create and sustain a successful brand. The way people interact with one another and the overall growth of your company is affected by culture. What creates organizational culture? Culture is key in an organization for long-term success. It is the most important thing in an organization and it applies at all levels, from the top of the organization all the way down.  Rules, regulations, and operating standards are important, of course, because you have to have systems in place to guide activities. But culture is the factor that stands above all others.

The factors that go into building the organizational culture and will make your company successful are…

  1. TRADITIONS AND CORE VALUES
  2. VISION
  3. ENGAGEMENT

Please watch my video to learn more about these factors and share your comments below.

Never, Never, Never Give Up

As part of a commencement speech, Winston Churchill is believed to have once said, “Never, never, never give up!”

I love this quote-however, the left side of my brain says that when it comes to business, that’s just not logical. You must know when the time is to give up. Fortunately, my right brain often wins the battle on this issue. You see, I may not be smartest or most successful person in the room, but I am almost always the most determined.

I believe that if you have great information and feel confident in your vision and your goals, then you need to be a “dog with a bone” in your focus and never give up. I have applied that approach throughout most of my life.

In 1992, I completed the manuscript for The World’s Best Known Marketing Secret; over an 18-month period, I sent my manuscript to 45 publishers all over North America. It’s difficult enough to write a book-but to then send it out and hope someone else sees its potential the way you do, is even more difficult. I sent it out to 45 publishers and received 44 rejections–until number 45 came along. I was that dog with a bone; I was not going to give up until someone gave me a chance. In 1994, the book was published and since then, its been through four editions, translated in more than 10 languages and sold more than 200,000 copies.  44-rejections

A few months ago, I was going through some old files and I found the records I kept of everyone I submitted to, and it made me remember the determination I felt. Had I given up on number 44, I may have never become a best-selling author in multiple markets around the world. That, and many other experiences I’ve had over my lifetime, have led me to believe that if you are confident in what you are doing-never give up. Never, never, never give up.

 

 

The printed copy of World’s Best Known Marketing Secret can be found here.

The audio version (yes – we have it as an audio book!) can be found here.

Sometimes, the Best Addition is Subtraction

Sometimes, the best thing you can do is let go.

Let’s say you’re in a networking group and you have hit a plateau. You can remember a time when your group was on fire, when you all had passion and excitement and you couldn’t get to your meeting fast enough. Now, you all seem to have lost steam, and things just aren’t what they used to be. The referrals aren’t being generated, the 1-2-1’s are happening, and the group seems to groan a little every time the meeting begins. You want to regain the passion and help your network grow, but how?

Like I said–sometimes, the best thing you can do is let go.

If you want to add value to your group, you need to take away the things–or people–that are making it dysfunctional. It sounds counterintuitive, but if you want your network to grow, you may have to cut it back.

Your Business is Not an Ugly Baby

When was the last time you heard someone say, “Wow, your baby sure is ugly!” If they’re smart, probably never.

How about this one? “You’re clothing, marketing message and overall business image are not referable?” Ouch.

We occasionally think this about people we meet, but will rarely say it out loud. Which is why you are responsible for making sure your business, your “baby,” is in the right condition for receiving referrals.

I’ve seen thousands of people join networking groups and focus heavily on building their network but forget to take a good, hard look in the mirror, both at your self and image and your businesses. I’m challenging you to make an honest appraisal of yourself and your business and ask, “Am I worthy of business referrals?” If you’re not sure how to start, here are five ways to get you going.

1. Define your Emotional Charged Connection (ECC): If you are asked seven times this week, “What do you do for a living?” do you respond with seven different answers? Your marketing message should be clear, concise and consistent; it should also tug at the heart strings a bit and have some ECC. This combination will leave a lasting impression and, most importantly, give others a clear way of explaining your message to others.

2. Walk your talk. Do what you say in less time than promised. Be on time for meetings, don’t check your phone while others are talking to you–and follow up with everyone and everything.

3. Dress for success: If you’re a mechanic and you wear a three piece suit to a business meeting, one might assume you’ve just come from court. Whatever people in your profession typically wear–uniform, polo shirt and khakis, suit and tie, dress and heels–just be sure to wear it well. You don’t have to spend hundreds of dollars on a new wardrobe, but make sure what you wear is clean, wrinkle-free and tucked in. You want to look sharp, because your first impression when you walk into a meeting is a lasting one. If you’re messy or too casual, people might assume you have the same attitude about your business. board man

4. Be self-aware: Eighty percent of someone’s perception of you are based on your nonverbal cues, including eye contact, facial expressions and mannerisms. Ask someone you trust to simulate a meeting or pitch with you and have them point out what they think is working–and what’s not.

5. Keep your social media presence professional: It’s vital to remember that your professional image exists on and offline. That’s not say you can share a funny joke or have fun on social media, but be aware that people are judging you by your online behavior. Two of every three posts should be about something personal, but don’t make controversial statements or divulge every intimate detail about your life. In this digital age, if you are what you say, you are also what you post.

Your baby is not ugly, it’s beautiful. Your business image is not ugly, it’s also beautiful and worthy of referrals. But nothing else will matter unless our personal brand and referability are in order. After all, we are our biggest advertisement.

Decisions Aren’t Always Easy

I’ve been a member of the Transformational Leadership Council for the last 12 years.  It is a group of innovative and out-of-the-box leaders that meet twice a year from all around the world, and last week we met in Napa Valley, California.  I use this time to expand my mind, brainstorm new content for my blog and articles and most of, all learn from the incredible teachers around me.

One of the topics that really got my attention was the idea of “decision fatigue.”   

In decision making and social psychology, decision fatigue refers to the exhaustion that sets in when someone is presented with the need to make one decision after another, back to back, over and over again.  This can play out in several ways–for example, it can be as simple as going to a grocery store and being confronted with one bad choice for food after another. By the time you are checking out, your willpower becomes weak and you buy that candy on the way out of the check stand (that’s why they have it there!)

Photo courtesy of stockimages at FreeDigitalPhotos.net

Photo courtesy of stockimages at FreeDigitalPhotos.net

 It can also be related to a very long day of making many decisions. If you’re making tough calls all day long, the quality of the decisions will drastically diminish by days end.  Or it might play out over a very long period of time (weeks, months, or years) where you are confronted with one challenging decision after another.  Over an extended period of time, you feel exhausted and drained from having to make so many decisions about so many different issues that it is easy to experience “burnout” as a result.

In running a global organization with an incredible amount of competing demands, this last consideration really rang true for me.  I often felt that the serious nature of the ongoing decisions that needed to be made, could create a massive amount of long-term stress for me. One way I combated this stress was to schedule dedicated “mental health days” to reset my mindset and get in a better place.  

I spoke about this several years ago in my blog here. 

Decision fatigue is a real condition.  What, if anything, do you do to combat this feeling in your life?

Introducing Garage to Global

Garage to Global

What does it take to start a home-based business and turn it into a global organization?  I am sharing the many lessons I’ve learned to do just that.

In 1985, I started a small business from my home in Southern California.  Today, BNI has ovBNI Member Growth Through 2014er 7,400 locations in more than 65 countries around the world (see the member growth chart to the right).

From business networking to management, scaling a business, and surrounding yourself with good people, I will be sharing with you the secrets for building a global brand.

Go here and subscribe to my new Garage to Global Channel (part of the Entrepreneur Network) on YouTube: http://tinyurl.com/garagetoglobal.

Share with me below what you think it takes to go from “garage to global” (but don’t forget to subscribe to my new channel. 🙂

Name Tag

What’s in a Name (Tag)? A few tips

ID-100397028All businesspeople know how vital a name tag can be for developing new contacts and presenting yourself professionally.

That said, there are a few cardinal elements of a name tag that can really make or break its effectiveness.

  • Name size. The whole point of a name tag is to allow people to see your name. Make sure your name is printed in a legible way – this includes making sure it is big enough for people to read!
  • Company name. You’ll want to include your company name, your position, or both, on your name tag so that new contacts can connect you and your business together easily in their minds.
  • We often recommend putting your name tag on your right-hand side, and high enough up to where it can be easily seen when someone is looking at your face, or chin. The lower you put your name tag on your shirt or jacket, the more awkward it will be when someone tries to strain to read it.
  • I’m not a huge fan of those sticky, cheap paper name tags. They have their uses, but I like to carry a plastic or laminated name tag with me at all times so I never have to use one of those stickers. They come off very easily, get wrinkled, and are overall unruly.

Equally important to the make-up of a name tag is when you wear it. I think many professionals tend to wear their name tag anytime it even seems mildly necessary, just to prevent uncomfortable situations arising when the name tag was needed but wasn’t being worn. Here are a couple times when you may want to leave your name tag in your briefcase:

  • During one-to-one settings. This seems obvious, but you’d be surprised how often the name tag is put on for a group meeting, then is left on well after the meeting when the individual is meeting with someone one-to-one.
  • When on stage. First of all, your audience will be so far away from you that they likely won’t even be able to read your name tag – no matter how big your make your name. The name tag can also distract from you and what you are saying, and often when you are on a stage in front of a large group you are giving a presentation that requires the audience’s attention.
  • When on video. A primary reason for this is many cameras flip your image, so your name tag will be backwards, unreadable, and will very obviously be unnecessary to the individuals you’re speaking with.
  • When in an intimate group. The exception to this is of course if every other member of the group is wearing their name tag, because your lack of name tag will draw (negative) unnecessary attention to you. However, in general, when a group is intimate enough to where you can easily remember everyone’s name and profession, or where you already know all of the individuals in the group, your name tag is unnecessary.

What tips do you follow for your name tag? Let me know in the comments below!

Building Up Your Power Team

ID-100223937How do you increase the number of referrals your networking contacts are helping pass to you? One way, of course, is to educate your contacts on how to best get referrals for you. Another easy way to increase your number of referrals is to create relationships with people who, based on their professions, are most likely to pass quality referrals to you. These ideal referral partners are broken up into two groups: Contact Spheres and Power Teams.

The difference between the two is minor, yet impactful. Your Contact Sphere is all the possible professions you can team up with, while your Power Team is the group that you have actually teamed up with. Often times, these groups will be made up of professions that work together symbiotically, and are naturally inclined to refer business to one another. Think somewhat related, but non-competing, businesses.

To build your Power Team, you’ll want to take some time and map out your ideal Contact Sphere. What professions could you work well with, if only you knew someone who worked in that field?

Once you’ve built your Power Team, your work isn’t done. You must always be looking for ways to pass a referral to your Power Team. Over time, you’ll develop trust and your Power Team partners will pass significantly more referrals to you.

Additionally, one thing that I have seen work well for Power Teams is a weekly meeting, or at a minimum every other week. These meetings should be outside of your regular networking events, and should be smaller, more intimate gatherings with your Power Team. To keep your meetings running smoothly, have a chairperson to lead discussion. Each member of the Power Team should discuss their ideal referral, and perhaps dedicate some time to brainstorming places to find these referrals. As a group, you may also discuss potential other professions who would fit well in your Power Team.

Common mistakes I’ve seen with Power Teams include:

  • Confusing them for Contact Spheres. Contact Spheres are a broad list of professions that could work well with you, while your Power Team is only those that you are actively working with.
  • Not dedicating time to them. Just forming a Power Team will not build up referrals for you. Like with any other relationship, you need to build up trust, learn the wants and needs of the other members of the team, and establish best ways to help everyone in the group meet their business goals.
  • Not building the right team. If you have someone in your Power Team who isn’t passing referrals to you, whether that be because they are having your services done in house or any other reason, they shouldn’t be in your Power Team. While you may not be able to avoid having them in your networking group, you are able to partner with someone outside of your group. There is nothing wrong with having multiple networks.

Never Stop Educating Yourself

ID-10041080I’m a huge believer in the value of continued education. No one is ever at a point where they can stop educating themselves, and if you do stop, you’ll surely fall behind in your field.

We can’t always be enrolled in a higher education course, though, so what is the most logical way to continue educating yourself well into your professional life? While the best way to learn indefinitely depends on your lifestyle, your specific field, and your learning style, here are my three favorite ways to keep on top of new (and old!) developments in business.

Read articles and books. Thought leaders are always writing articles and books about their fields, sharing their perspectives on the ins and outs of their specialties. While these pieces will always have some degree of opinion in them, and you won’t always agree with everything you read, well written articles and books will get you thinking, get you interested, and leave you wanting to do your own follow up research.

Attend conferences. When you attend a conference and you listen to the keynote speaker, if those in charge of organizing the event did their job, the speaker not only taught you a little something, but got you fired up to go out and learn more. Not only is the keynote speaker a great source of continued education at conferences, smaller sessions and even other attendees can help get your gears turning, and teach you something you didn’t know before.

Practice practice practice. You probably haven’t reached the point where you can do anything perfectly every time, and even if you have, going without practice can cause you to lose your skill. How can you get better at something if you don’t do it? What’s more, talk to colleagues, people you respect in your field, or consult the internet for new techniques as you’re practicing. If you keep practicing something the wrong way, you’ll get really good at doing it wrong. If you practice something in new and different ways, you’ll be more likely to round out that skill level.

How do you continue your education? Let me know in the comments below!

Make a Resolution You Can Keep for 2016

newyearsThe new year is always a time when people choose to make resolutions to make positive changes in their lives. In general, people’s resolutions tend to fall flat, and I know we’re all guilty of taking up a resolution and dropping it by the end of January.

For 2016, you should consider making a resolution that is not only realistic so you’ll be more likely to keep it, you should also consider making it something that can help you grow your business. Here are three resolution ideas, and how to keep yourself motivated to complete them (if growing your business isn’t enough motivation, that is).

 

At least once a quarter, attend a networking event where you don’t already know everyone

And, to top it off, make it a point to get to know the people you don’t already have connections with. How else are you going to grow your network in 2016? You have to put yourself out there!

Need motivation? At the beginning of the quarter, post on your social media that you are looking for events to attend. As your current contacts suggest events in their circles to you, make plans to attend some and ask your contact to hold you accountable. Having someone to ensure you attend the event can be enough to motivate many people.

 

Make a plan and keep it

This refers to a budget, a hiring plan, and an end goal for where you’d like to see you and your business by the end of 2016. You should spend the first couple weeks of 2016 making this plan, and perfecting it. Above all else, make sure that your plan is something that you will strive to complete, but is also doable.

Need motivation? Set measurable and attainable goals for deadlines throughout the year, and when you reach one of those goals at or before deadline, reward yourself. Go see a movie, have your favorite meal, spend time with loved ones – whatever you can promise yourself that you will work toward.

 

Keep your focus

As I’ve said numerous times before, keep your work at work and your personal life at home. So many of us are guilty of bringing work home, or daydreaming about weekend plans at our office. Keep these things separate and maintain your focus in 2016 – you’ll be amazed at the results.

Need motivation? The quality time with your loved ones, the improved productivity at work, and the cleared peace of mind should be more than enough motivation.

 

What are you resolving to do for 2016? Share with me in the comments below!

Whatever You Do, Make a Difference

Sometimes it’s easy to wonder if anything you do makes a difference in the world.  When I feel like that I remind myself of this story adapted from a story by Loren Eisely:

differenceA young man is walking along the ocean and sees a beach on which thousands and thousands of starfish have washed ashore. Further along he sees an old man, walking slowly and stooping often, picking up one starfish after another and tossing each one gently into the ocean.

“Why are you throwing starfish into the ocean?” he asks.

“Because the sun is up and the tide is going out and if I don’t throw them further in they will die.”

“But, old man, don’t you realize there are miles and miles of beach and starfish all along it! You can’t possibly save them all, you can’t even save one-tenth of them.  In fact, even if you work all day, your efforts won’t make any difference at all.”

The old man listened calmly and then bent down to pick up another starfish and threw it into the sea. “It made a difference to that one.”

What do you do to make a difference, even a small one? Leave your comments in the field below!

The Secret to Success

I do a countless amount of interviews each year, and one of the questions I get asked most often is: “What is your secret to success?”  In this video, I tell my personal story about my journey on the road to success and, if you are thinking the road was a quick and easy one–think again.  

I often tell people who are striving to achieve success in a snap that I am a twenty-year ‘overnight’ success.  In other words, there is no such thing as overnight success.  It took me twenty years of working diligently and consistently, day in and day out, doing the same things over and over in order to achieve some degree of success.  I firmly believe that the secret to success without hard work is still a secret.  However, there is a key idea which I talk about in this video that I learned through doing research for my book Masters of Success, and it can really help when it comes to attaining success.

What’s your take on the secret to success?  Are your ideas on how success is achieved different than the ideas I discuss within this video?  Please share your thoughts in the comments section.

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