The Success Principles

In this video, I talk to my good friend Jack Canfield about Jack’s just-released updated edition of his bestselling book, “The Success Principles.”

Watch the video now to hear the truly amazing story of a man whose life was completely transformed as a result of following the principles in Jack’s book and to get both  Jack’s take  and my take on what it takes to be truly successful in any given area of life.

if you’ve read the earlier edition of Jack’s book, I’d love to hear your thoughts on it. Please share your feedback in the comment forum below. Thanks!

To learn more about the newly released edition of “The Success Principles,” please visit www.TheSuccessPrinciplesBook.com.

Why Wait for Business? Go out and Get It!

Photo courtesy of pakorn at FreeDigitalPhotos.net

Photo courtesy of pakorn at FreeDigitalPhotos.net

The best referral efforts I’ve seen happen by design, not by accident or wishful thinking.  Many business people view referral generation somewhat like the weather: “Sure, it’s important, but what can I do about it?”

Referrals and business networking efforts can be planned and nurtured.  Anyone, including business owners, entrepreneurs, sales representatives, staff employees, even individuals serving in a volunteer capacity in any field, can accomplish plenty with a well-structured and systematically executed referral plan for a business.

All too often I have seen business people waiting for business to walk through the door.  They think because they are good at what they do, people should be flocking to them. I’m afraid the truth is, it doesn’t work that way! You have to take charge, no matter what business you’re in or how good you are, and bring the business in to you.

I once saw a cartoon strip of two large, ravenous-looking vultures perched on a tree limb, overlooking a dry desert plain. After quite a while, one vulture turns to the other and says, “Wait for something to die? Hell, let’s kill something!” So it is with referral marketing. You can’t simply wait for people to come to you. If you do, one of your competitors who also provides good customer service will most likely find them before they show up at your door-step.  If you want to succeed, you have to go get your business, or better yet, have someone else get it for you through referrals.

So . . . don’t wait around.  Do something!  Think of three things you can do this week to actively strengthen your referral marketing efforts and please feel free to share your ideas in the comment forum below–you never know whom your great ideas might help!

How to Set Goals for the Year Ahead

As 2014 draws to a close, many people are beginning to think about what goals they would like to accomplish in the coming year. In light of this, I’d like to take this opportunity to share with you how I personally go about setting and achieving my own goals.

Watch the video now to get my top three tips on how to plan your goals and what actions to consistently take in order to achieve success when it comes to reaching your goals.  Also, I’d love to hear what tactics have worked for you in regard to goal accomplishment so please share your thoughts and ideas in the comment forum below.  Thanks!

Classic Video Feature–What Do Most Successful People Have in Common?

I have been doing video blogs for quite a few years now and a while back it occurred to me that some of the videos I’ve previously posted focus on timeless topics that deserve to be revisited and not buried way back in the video blog archive.  For this reason, just this past JulyI decided to occasionally feature a “classic” video blog from my blog archive and today I am sharing the third one–”What Do Most Successful People Have in Common?”

In this video, I talk about the one thing the majority of successful people have in common–a positive attitude.

In the video, UAE networking expert Bijay Shah and I discuss how a positive attitude is one thing that you’ll find in almost any successful person anywhere.  More importantly, we explain how YOU can stay positive and headed toward success, despite challenging situations in both your business life and personal life.

After watching the video, I invite you to leave your feedback in the comments section–what do you think of our strategies for staying positive?  Have you personally used any of these strategies already?  If so, how effective was the strategy you used in helping you maintain a positive attitude in the face of the challenge(s) you were facing?

Could You Be Doing Things All Wrong?

The business I’m in involves a lot of coaching and guiding of franchisees to teach them how to coach and guide entrepreneurs, salespeople, and professionals to generate referrals for themselves and others.  Sometimes this feels a little like ‘herding cats’; entrepreneurs hate being told what to do and it takes a real skill set to move them in a direction that involves a lot of hard work but will help them achieve the results they want.

One of the biggest challenges I have in this process is not with the actual entrepreneur or salesperson but with the individual I’m coaching to be able to guide the entrepreneur or salesperson. These people have gone through many hours of training, tend to have a fair amount of field experience, and have support manuals that exceed a thousand pages of documentation to assist in the process.   They are true expertsI’ve discovered, however, that sometimes expertise can actually be a problem. Just because your expertise may arm you with the knowledge to recognize the solution to a problem or challenge, it doesn’t mean other people are going to automatically ‘believe’ you know the solution and/or want you to actually tell them the solution.  I know that sounds counter intuitive; however, if you’ve ever raised a child, you know that this is often times absolutely true!

So, let’s say you’re an expert.  You know you’re an expert.  You know that you can help someone else.  You also know that this “someone else” is a grownup who runs their own business or is an independent sales rep who chose their particular career for good reason . . . they like the freedom of being independent.  How do you move these people in the right direction?

I had a person who worked for my company who once went into one of my locations and was appalled by how badly things were being run by the members of the group.  She let them know in no uncertain terms what they were doing wrong and how they needed to turn it around. Her assessment of the situation and the solutions she proposed were spot on but her presentation of them was all wrong. She was so blunt with the group’s members that she received a very negative reaction from them and ended up leaving the place an even bigger mess than it was when she first walked in.  When I met with her to talk about how she might have done things differently, she grew furious with me for not supporting her since she was right and the members of the group were wrong.  I wasn’t arguing that she was right–she was.  The problem I had was how she handled the situation–in that area, she was completely wrong. I tried to explain this to her by sharing one of my favorite sayings relating to the dilemma:  “Don’t burn down the barn to roast the pig.” In other words, don’t make things worse than you found them when you were trying to fix them in the first place.

She could never really wrap her head around the concept that people may not welcome her advice with enthusiasm and agree with her stance on an issue when she was clearly right.  She didn’t work for me for much longer (make of that what you will) and, eventually, we got an expert to work with that group who ‘listened’ to their issues,  Built relationships with the group members, and then coached them into achieving the greatness they had within them.  It’s important to note that this process took time and patience.

There are two things I try to teach people in this situation.

First, people don’t care how much you know until they know how much you care.” If you want people to listen to you when you are coaching them or re-directing them, they have to know that you care about them and want them to succeed.  If they don’t know this down to their core – they will not listen to your advice.  Ever.

Second, is a saying given to me by mother on a paper weight when I was about 16 years old and I was running an uphill battle for a student council race.  My mother gave me this paper weight (which is still on my desk in my home to this date).  The paper weight says: Diplomacy is the art of letting someone else have your way.” When she gave me that, she explained that I had to learn how to work “with” people – not “through” people.  She said that even if I did know the answer to a problem – it did no good if no one else believed me.  That advice helped me win the election and it has helped me many times throughout my life.  I have to admit that I don’t always use it as well as I can – however, when I do use it, things almost always go more smoothly.

The bottom line is this: being right doesn’t help much if no one is willing to follow you.

What are your thoughts on this issue?  Maybe you can share a story . . . please keep it positive though.  Let’s focus on positive outcomes more than just horror stories.

What Does It Take to Achieve Referral Success?

A while ago, I met with my business partner in the Referral Institute, Mike Macedonio (pictured below), and as we were discussing what it really takes to drive your business by referral, one of the first things Mike mentioned was that the first core competency of referral success is the need for correct knowledge.  It didn’t surprise me that Mike would start with this; after all, we co-authored Truth or Delusion–Busting Networking’s Biggest Myths which directly adresses what works and what doesn’t work in referral marketing.  In the book, Mike paraphrases Mark Twain’s statement about having correct knowledge, which appropriately says something to the effect of, It’s not what you know that will stand in the way of your success as much as what you know which isn’t so.

mike-macedonio

The second core competency in successful referral marketing is to stay engaged with your referral marketing plan.  This is harder than it sounds.  Many referral marketing concepts are counter intuitive.  It’s like telling a driver to turn into a skid.  This is not the natural reaction.  Even when the driver understands it’s in his best interest to turn into the skid, it’s only when he does it that he learns how it actually works.

Referral marketing is the same way.  When we’re going out looking for more business, it’s natural to look for qualified prospects and approach them.  However, referral marketing shows us that we will be even more effective if someone who has a credible relationship with the prospect sent them to us.  We understand this is in our best interest, however it may not be our natural reaction.

So, how do you get the business owner to network in a way that may not come naturally? Some of the solutions Mike and I discussed are to:

*  Stay connected to blogs and podcasts on networking
*  Participate in networking groups
*  Get involved in ongoing referral trainings

The first two core competencies, obtaining correct knowledge and staying engaged with your referral marketing plan, apply to any personal or professional development programs and it is important to keep in mind that though they may be “simple,” they’re not “easy.”

The third core competency, implementing a system to train your network on how to refer you business, is the missing piece that most business people do not have in place to create referral success.  No matter how brilliant you are in referral marketing, or how skillful you are in “leaning into the punch,” if your referral partners are inadequate your results will be insufficient.

Mike gave a great football analogy for this.  He said, “What if Tom Brady, one of the most successful quarterbacks, were to get on the field with a team that was lacking skills and knowledge of the game?  Tom Brady would be throwing perfect spirals to players who can’t catch and don’t know their assignments.  It wouldn’t take long for Tom to recognize that he’s better off just keeping the ball and running.  This could be equated in business to direct prospecting.  It is hard work for short yardage.

So, what can we learn from this?  That if you make the three core competencies a priority, you will not only be on the right track for referral success, you will also be gaining much more “yardage” from your efforts!

What has your experience been and/or how do you think you can apply these ideas to your business?

Coaching Skills

Are Your Coaching Skills Lacking?

In this video, I talk  to Dave Buck, the owner of Coachville, about the importance of coaching skills for entrepreneurs.

Any successful entrepreneur can tell you that success depends on the quality of the results produced by the people on your team; and the best way to get better results from the people on your team is to coach them.

Watch the video now to find out what Dave thinks is one of the key skills for entrepreneurs to have when coaching their team and, also, how you can participate in an entire program to become a really powerful and effective coach.

Do you have any coaching tactics or strategies that you’ve found to be particularly effective in coaching your team/employees?  If so, I’d really love to hear them.  Please share your thoughts in the comment forum below.  Thanks so much!

To find out more about Dave and Coachville, please visit: www.Coachville.com.

brilliance

Bringing out Your Brilliance in Business

In this video, I talk to my friend Arjuna Ardagh, author and world class business trainer about Arjuna’s latest book Better Than Sex.

Watch as we have a lively discussion during a recent visit to Croatia about this unusually titled business book.  The book teaches businesspeople how to find their brilliance by tapping into the dimension within themselves from which their most free thinking and creativity originates. 

Click “play” now to learn the relevance and the story behind the book’s racy title and to find out more about how to bring your inner brilliance to the forefront in a structured way for unlimited heights of achievement and success.

Thoughts on the video?  I’d love to hear them, especially since this video topic is quite different than any other I’ve previously touched on in my blog.  Please feel free to share your comments in the forum below.  Thanks!

To find out more about Arjuna’s book, Better Than Sex, please click here

What Are Your Achievements?

Success may be a lasting accomplishment, but the thrill of success is transitory; much of the joy is the journey.  Once it’s over, we begin to wonder, “What’s next?”  This feeling of emptiness cues us to step up and get ready for the next level because success goes on as long as we keep building new steps.  We graduate from one level and, equipped with what we’ve learned, go on to new accomplishments in the next.  Each accomplishment becomes something we can stand on to reach higher.  We can leverage our success.

Small successes can add up to major leverage.  Each experience, each skill learned or honed, each new technology adopted multiplies the results of our efforts.  The achievements leveraged can be our own, or those of other contributors in a team effort.  Those who work alone against tall odds to accomplish what others might consider mundane achievements often end up amassing powerful capabilities.  However they are combined, the whole can be greater than the sum of the parts if used to full effect.

The resources we find most useful as levers depend on both our immediate and our long-term goals.  Many are specialized, closely identified with a particular field or profession or industry.  Trial lawyers, politicians, and motivational speakers cultivate forensic skills, the ability to sway audiences.  This is a vital resource that can be transferred from one project to another, even in different fields.  The same goes for marketing skills, management expertise, and most leadership skills.  The more success we have achieved, the more easily we can apply these resources toward achieving new ends.

As a lever, success is also portable to others.  We can use it not only to help ourselves reach our own goals but to also help our associates, friends, colleagues, family members, even worthy strangers reach their goals.  Success contains many valuable and transferable components: experience, skills, wisdom, insight, confidence, enthusiasm, energy, money, reputation, sometimes just the outsize influence of fame.  These assets can be mobilized in pursuit of different ends, including the needs of others.  All that is necessary is to choose a worthy goal and turn the momentum of success in a new direction.

Networking is a structured system for leveraging success and thereby sharing its benefits.  Helping others achieve their goals not only leverages a person’s success for the benefit of others, but also brings the leverage full circle: what goes around comes around.  Although it springs from an initial good given without expectation of recompense, an altruistic act for a network contact accrues social capital.  The benefits provided eventually come back to the giver.

The ultimate leveraging of success is the philanthropy of those whose accomplishments have made them rich and who look for ways to give back to individuals who have helped them and to the community that nurtured their success.  Their rewards come not in the form of superfluous money or fame but in the prosperity of those they help and in the goodwill and approval of the community.  This is success of a whole new order–social immortality.

No matter where you are in your success journey, it’s important to remember that the joy really is in the journey There will be plenty of times when we not only don’t immediately achieve the success we’re aiming for, we actually end up completely failing at what we were trying to do; and that’s when it’s crucial to keep in mind what Henry Ford once said–”Failure is the opportunity to begin again intelligently.”  In other words, the experience we get in our journey to success is truly invaluable and that experience is what will end up fueling our greatest successes.

Success is a topic that has so many different aspects and perspectives to it and I’d really, really like to hear the thoughts you have as a result of reading this blog post.  Whether you have a story about your journey to success, what success means to you, the experience you’ve gotten/success you ultimately achieved from a past “failure,” or how you’ve leveraged your success to help others, I’d love for you to share your thoughts in the comment forum below.  Thanks in advance for your input and I’m looking forward to hearing from you!

Networking: Men, Women, and Diversity

Charlie&Ivan-MvWIN

 

In this video (click on the graphic above to access the video), I speak with Charlie Lawson, networking expert and National Director of BNI® UK & Ireland, to unfold the differences between men and women in networking.  While men tend to be more transactional in the way they network, women are more relational and understanding these differences can really be an advantage when it comes to achieving success from your networking efforts.

During a survey of 12,000 people, it was found that those who are more relational gain more business and are overall more proficient networkers.  However, just because women are more likely to generate new business through referrals, this doesn’t mean that only they should have a place in networking groups.  In order to have the most successful networking group possible, there needs to be a great amount of diversity.  It’s ideal to have a blend of different people because that diversity is an important aspect of successful networking.

The more diverse a group is, the more connected it becomes.  When networking groups become more connected, deeper relationships are formed, ultimately leading to more referrals and greater success.

Do you or your networking group have any good tactics for seeking out a diverse array of professionals with whom to network?   If so, please share them in the comment forum below.  If not, make it your goal this week to come up with some ways to do so–you have nothing to lose and a whole lot of untapped potential for new referrals to gain! 

The Three Step “Follow-up Formula”

Follow-up is one of the most challenging aspects of networking for many networkers and I often get asked the question; “What is a good system for following-up with the people you meet at networking events?”  In my opinion, here is one of the best ways to follow-up – it’s called the 24/7/30 system.

Image courtesy of Master isolated images / FreeDigitalPhotos.net

Image courtesy of Master isolated images / FreeDigitalPhotos.net

When you meet someone at a networking event, drop them a note within the first 24 hours.  It can be a personal handwritten note or an email, just make sure to use whatever approach that you will do consistently.

Within 7 days, connect with them on social media.  Make a connection via LinkedIn or Facebook.  Follow them on Twitter or join them on Google+.  Find ways to connect and engage with them via the social media platform(s) you are most active on.  Do NOT do this as a way to “sell” to them, do it as a way to start to establish a meaningful connection with them.

Within 30 days reach out to them to set up a 1-2-1 meeting.  If you live near each other, meet in person (that is almost always best).  If you are far from one another, set up a meeting via Skype or by phone.  At this meeting find out more about what they do and look for ways to help them in some way.  Don’t make it a “sales call” make it a relationship building opportunity.

If you do the 24/7/30 approach to your follow-up, you will establish a powerful routine that will help you to make your networking efforts meaningful and successful.

Do you do something similar to this?  Share with me here any other suggestions you’ve got and what you think of this approach.

 

The Top 2 Things You Must Do to Succeed at Networking

Last week, I was asked a question by a young business owner who is quite new to networking.  She asked me what I believe to be the most crucial things a person needs to do in order to achieve the maximum amount of success in generating business referrals through word-of-mouth marketing.  In response to her question, I’d like to revisit a video I filmed a while back because in it I talk with Terry Hamill, a respected business networking expert based in Europe, and he  Terry explains the two most important keys for maximum effectiveness and success in business referral generation–preparation and follow up.

Terry advises that the true gold is in the follow up and that the most successful networkers use the strongest follow-up methods; he also offers a few important tips for preparation prior to attending networking meetings and events.

Do you have a favorite follow-up method or a highly effective preparation tactic that you use prior to attending networking functions?  If so, we’d love to hear about it!  What works well for you could really help other people in their journey to networking success so, by all means, please feel free to share your favored methods and tactics in the comment forum below. Thanks!

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