The Difference Between Ego & Excellence

One of the least understood behaviors is what most of us refer to as being egotistical. While some individuals voice much bravado and appear to be applauding themselves and patting themselves on the back continuously, someone with a truly healthy self - image does not find that type of self praise necessary. The reality is that if someone speaks about achievements in order to demonstrate experience and expertise, and they were real achievements, that is not bragging, but if someone exhibits false bravado and overstates his achievements, then it is simply self promoting. Walt Whitman stated, "If you have done it, it ain't bragging." Perhaps this is best demonstrated and understood by looking at this year's Presidential election, where the nominee of one of the major parties seems to often be best suited as a Carnival - barker, or self - promoter, rather than the expert businessman, he claims to be! Evaluate based on the record and facts, rather than merely how someone portrays himself!

1. There is often a huge difference between mere experience and true expertise. Just because someone has had some experience, it does not mean he has learned sufficiently from it, for it to provide some advantage or expertise. I'm sure we have all met people who appear to be egotistical, whose behavior ends up being more based on insecurity and the need for attention, applause, gratitude, etc., than it is related to any type of superior knowledge or expertise. For example, in politics, when a politician points to his record, it can either be a case of bragging, or true excellence. Was he actually the cause of the positive results? Were there actually any positive results at all? Especially as it relates to politics and politicians, there is often a distinct line that gets blurred between true achievement and excellence, versus falsely taking credit or distorting one's achievements. This is caused partly by convincing one's self that they were actually excellent and actually believing it, a desire to win and election, political spin, ego or false ego, or being delusional.

2. I have been involved in the event industry for well over thirty years. During that time, I have come across quite a number of people who thought of themselves as being event planners or event experts, while the reality was that they, at most, chaired a program, event or a committee, and perhaps got involved in certain aspects of the event planning process. Therefore, when it comes to event planners, while I can state that I will guarantee cost savings and superior event planning and superb results, that statement is not bragging but rather the facts based on my years of experience, my gained expertise and knowledge, and the results I have consistently achieved. On the other hand, it is bragging when someone who perhaps was involved in previous events but does not possess the prerequisites to be considered expert, claims to be an event expert.

3. Real estate professionals must serve and service their clients and customers in many ways, but perhaps the one which demonstrates expertise, is the ability to negotiate. Interview your potential agent before hiring him, and ask some probing questions! Use the situation, what - if, approach!

Bragging is only offensive when it is untrue. Otherwise, it may be merely a recitation of the facts. In either case, however, it should be done with tact and without being offensive.

Happiness Comes From Helping Others

The Founder of the renowned civic organization, Grand Street Boys, the late Judge Jonah Goldstein was fond of saying, "Happiness is the one thing in life that multiplies by division. The more you give to others, the more you have for yourself." Goldstein used this expression repeatedly at meetings in the 1940's and 1950's. If everyone followed this, wouldn't the world be a better place? Dictionary.com offers two definitions for happiness: "1. the quality or state of being happy 2. good fortune; pleasure; contentment; joy." At the same time, Dictionary.com offers three definitions of happy: "1.pleased or delighted 2. pleasing 3. bringing good luck; fortunate." Obviously, Judge Goldstein felt strongly that for one to be truly happy, he must repeatedly bring joy to others as well as himself, thus providing one with a sense of joy, pleasure, delight and contentment.

So many people today seem to follow the "What's in it for me?" philosophy. It seems that too many people today often only "do the right thing" if they believe it will somehow materially benefit them. Beware of those in your community, who serve in so - called service, or civic groups/ organizations, not necessarily based on their commitment and caring, for their neighbors, but rather, how they might benefit. One of the speakers at the Democratic National Convention, made the point, we can judge someone running for office, by what they did many years previous, to their quest for an office. True happiness only comes when our service is genuine and caring, and helping others makes us feel better, about ourselves! However, when one realizes that many of the wealthiest individuals in the world are also amongst the most miserable, it takes far more than merely the accumulation of material things, or self- satisfaction, to bring about true happiness. How many truly happy people can you honestly say that you know?

Besides being a well - known judge in New York, Jonah Goldstein was famous for founding a civic and philanthropic group known as Grand Street Boys. Almost all the members of Grand Street Boys were professionals- - most of which were attorneys. The legal profession has often been much maligned, yet it is one of the first professions or occupations with an organized methodology of "giving back" to the most needy, via the "pro bono" process. Attorneys are regularly expected to, and do, perform a certain amount of "pro bono," or free legal work, for those unable to afford the cost of legal representation. Judge Goldstein encouraged widespread discussion and fabulous debating during the Grand Street Boys meetings, and in an interactive manner, encouraged members to "give back" to society, in any number of manners.

Why are so many "troubled" individuals so very unhappy? Some people have attributed this unhappiness to a variety of items, including financial reversals, financial pressures, "personal problems," or the often-stated, "He's just not a very happy person." Yet, all evidence points to the fact that those individuals that appear to be "happiest" are often those that "give back" more to society and to mankind. "Giving back" does not have to be financial, but it can be. However, merely donating money generally does not create the level of happiness that non- financial volunteerism does. Think about the people you have met who are the happiest - - - aren't they invariably the ones who volunteer more, are more charitable, and/ or more philanthropic? Should this not be a valuable lesson to all of us, and to society, especially in these difficult economic times, when many worthwhile charities so much need assistance?

Judge Goldstein was certainly a sage. He was an incredibly successful man professionally, yet he got more pleasure, fulfillment and happiness from "giving back" than from anything else. Wouldn't our world, especially in these troubling and trying times, be far better, if we had more truly happy people?

What Is Your Elevator Speech?

It is generally believed that the most meaningful single component that determines the potential strength of the American economy is related to the health of small business and small business people. This includes consultants, real estate professionals, accountants and CPA's, physicians and dentists, small law practices, salespersons, commissioned individuals such as stock brokers and insurance agents, etc. These are often highly competitive industries, where there is a need for an individual or small business person to differentiate himself, develop a personal niche, and maintain and develop the ability to effectively and seamlessly communicate why others should utilize his services. In other words, he develops an elevator speech, which in thirty seconds or less, whets the appetite of those around him, motivating them to ask more, and creating a mystique or aura where he sticks out in a positive and productive manner.

1. How do you interest others without appearing to simply trying to sell something? How do you make your message both compelling and interesting, showing a positive message where others not only listen and hear, but pay close attention and retain what the messenger is trying to convey? How is it possible for anyone to have an effective elevator speech unless he maintains a positive mental attitude combined with actual self - confidence? What do you say that differentiates you from the rest of the pack? Do you believe your own words? Are you capable of seamlessly promoting yourself in an impactful and meaningful manner?

2. Why is an elevator speech so important for someone to develop? This thirty second opportunity comes about often, not solely in an elevator, but in brief meetings in the supermarket, at cocktail parties, and in any social or business gathering? What is your brand, and why is your brand one that others should care about? How do you differentiate yourself? One example could relate to, for example, a real estate agent, who might be asked some version of the question relating to why one should use him rather than others. The individual who does not hem or haw, wax philosophical, get hung up on cliches or empty rhetoric, and simply claims he'll do the best job for them, will rarely attract much positive attention. However, on the other hand, the individual who clearly and without hesitation states emphatically that while there are many real estate agents available, and even confidently states that many of them do a decent job, avows confidently that they lack one key ingredient that he possesses. Therefore, each individual must ponder what makes him different, unique and someone others need!

Think about the impact of your elevator speech! Does it motivate others to care more, think more, and understand why you are someone they should seek out and do business with?

Everything is NOT a FACT!

One of the greatest obstacles to achieving whatever we consider to be personal and meaningful success is often our inability, refusal or failure to properly differentiate between empty rhetoric (or exaggeration or manipulation) and actual FACT. While being successful must and should be personal in nature, so as to actually motivate others to drive ourselves further, we must develop the willingness and ability to differentiate the facts from not only fiction, but also merely what others might state to be so! When we drive ourselves to focus in this manner, and develop the skills, abilities and willingness to enhance our potential to understand this concept, we can be better assured that what we are doing directly relates to reality and needs.

1. Begin with an emphasis on consistently being fair! This is a combination of factors, including our inherent fairness to others and their points of view (even when they may disagree with our own), treating others the way we would want them to treat other (also known as The Golden Rule), and being open - minded enough to listen to and explore alternatives. When we proceed in this manner, we are more capable of being focused on what needs to be done (and why). After all, isn't the common thread to everyone's concept of success, to become more functional and worthwhile?

2. How can you know if something is factual if you do not take the time, expend the energy and seek to better understand what it means? This requires a consistent commitment to thorough analyses, combined with a comprehensive assessment of needs and possibilties. We should strive to maintain our positive attitude in a manner where we explore the alternatives in a realistic, but open manner!

3. Our approach must be to convert and transform, the rhetoric and statements of others in such a manner that the crux of the issue becomes clear - cut and better understood. We need to thorough evaluate and consider things fairly and thoroughly, but must do so that our focus is on the entire concept, and all the potential ramifications.

4. Perhaps the simplest and most direct approach might be to simply ask ourselves, "Is it true?" Being true does not mean simply being in alignment with our personal priorities, self interests and our own truths, but rather evaluating things objectively in terms of reliability, consistency and whether it aligns with those things that are self - evident because they are time - tested.

Truth (or real facts) and what someone says is a fact are often vastly different! We will enhance ourselves when we commit to only truly factual items, rather than permitting ourselves to be less than objective by blindly accepting what others merely claim! This applies to everything we do, including: our personal lives; business; etc.

Components of a Business Plan

One of the major challenges facing any entrepreneur is understanding all the various nuances involved in preparing to, and actually opening a new business. In discussions with many graduating college students, as well as many professionals (physicians, dentists, etc.), I have often been told that while the individual feels completely (or mostly) prepared with the "academic" and technical subject matter, they feel inadequate when it comes to the business aspects themselves. One of the major omissions seems to be a lack of familiarity with the basic components of a business plan, and how to use these. This lack of preparation, especially regarding necessary analysis of needs, goals, objectives, priorities, and finances, as well as time commitments, makes utilizing a business plan, a needed skill, for many individuals, such as Real Estate professionals (what is the goal, why, and how will you get there?), organizational leaders, and executives of every size organization/ company!
 
1. The first question one must ask, before even beginning to create a business plan, is what is the owner's "vision" for the business (or practice). What does the individual want from his business that might differentiate it from the "pack?"

2. One of the most challenging items to many novices seems to be the ability to identify costs, particularly startup costs and reserves. What if the business takes longer to open than anticipated (for example, awaiting permits, licenses, etc)? What if the revenue flow is lower than expectations? One of the biggest identifiable errors, and the overwhelmingly biggest cause for the demise of new businesses, is being under- capitalized. Businesses with insufficient reserves cannot pursue many effective strategies, and often resort to disastrous or at least disadvantageous crisis management instead of forward looking planning.

3. Part of a business plan must include in- depth financials. This information must include forecasts for revenues (which should be done with at least three different scenarios; optimum, average, and below average. The listing and analysis for revenue must include a discussion of why these revenues are anticipated, and how these numbers are devised. Next, a complete list of expenditures must be included. These expenditures must include start- up costs (including renovations, equipment, tools, labor, licenses, inspections, etc.), an in- depth marketing plan including a timetable and all expenditures related, fixed expenses such as rent, taxes, fees, salaries, benefits, shipping (if applicable), etc. Start- up business plans should include a starting take home salary for the owner, because if the owner is not compensated from the onset, many delay taking a salary (which causes undue stress and pressure, often creating burnout scenario).

4. A thorough, comprehensive marketing plan, with particular emphasis on the first three months, six months and one year must be developed as part of this plan. These expenses must be planned for and considered part of the start up plan, at least for this preliminary period. Many businesses make the mistake of saying they will market, but because they are under- capitalized, fail to expend sufficient funds to this endeavor. Invariably, if there is any type of financial shortfall, the marketing is often the victim, which then also adversely impacts revenues, etc. Abandoning marketing is generally short- sighted.

In four decades of counseling start up businesses and practices, I have come to the conclusion that one of the major faults of many educational programs is not academic, but instead an insufficient emphasis on needed and necessary business basics. I urge colleges, universities, etc. to reconsider, and include more business related information, so that their students are better prepared for the real world.

5 Components of Effectively Marketing Yourself

Most would agree that marketing is perhaps the most, if not one of the most essential ingredients for success in nearly every field of endeavor. Why do you think that the largest and most successful corporations spend so much time, effort and resources on marketing themselves, and attempting to create a specific and unique brand, that creates an attractive niche and compelling story? Since all of us, regardless of what we do, are involved in some sort of selling, it is important to understand what is needed to successfully market ourselves. Whether someone is a doctor, lawyer, salesperson, teacher, or stay - at - home mom, success requires selling every day. We either sell a product, a service, or ourselves, but we do sell! Since the advent and increased popularity of the Internet, however, many people have abandoned the previous fundamentals of marketing, and begun to rely exclusively on the Web. However, success means using a broad - based, multi - media campaign, where we maintain a common focus throughout, in order to distinguish ourselves, thus creating a niche that develops our personal, quality, respected brand. While there are many possible components, those who seek to effectively market themselves should both understand and utilize these five components listed below.

1. Don't abandon direct mail and snail mail. There are still many individuals who prefer being contacted that way, and effective mailing pieces that enhance our brand, are key. However, cost containment requires doing this wisely, so make sure that you study the best and most effective way to use this, including your mailing list, types of piece, etc.

2. Use email and texts judicially and wisely. Under - utilization will have no impact, and overuse will strike many as a form of spam. Make sure that you use these forms when appropriate, but don't become overly reliant on them.

3. While a strong Social Media presence is wise and needed, don't fall into the trap of assuming that because you posted something here, there is widespread communication going on. The most effective usage is generally having links to compelling information, so that others will be interested. Don't either over or under - post, and remember that you must use these in coordination with the overall brand you wish to create and develop.

4. What is the feeling someone gets when they look at your Website? How easy is it to locate, and what does it say about you? Does it enhance your brand? Does the message being sent say what you are trying to communicate? Have you looked into SEO (Search Engine Optimization)?

5. Far too many individuals today build artificial walls by relying too heavily on these methods, while ignoring or nearly ignoring the all - essential methods of professionally using the telephone, and getting out and being face - to - face, with your potential constituents, stakeholders or desired audience. Therefore, it is very important to become professional in these methodologies.

Don't use one of these components, while overlooking others. Those that want to market themselves to their fullest potential, and thus get the best results, need to have the discipline to use all of these.

Face The Facts: Excessive Greed is Often The Economic Reality!

In the run - up to the upcoming elections, we have witnessed a couple of years (or more), where there has been lots of discussion about who (if anyone) is serving constituents' needs! On the political right, we've witnessed the Tea Party, who espouses less government involvement, etc, and on the left, The 99%ers, who bemoan the fact that the vast majority of wealth and advantage, falls with the upper 1% economically. Whenever politics gets involved, of course, the issues get clouded, but to simplify the matter, to a large degree, it comes down to greed or excessive greed: Whether by the 1%, the government, or those feeling they are entitled to more (also known as shared wealth).

For several years, the entire world, including the United States, underwent a severe economic recession, with record bankruptcies, bank closures, corporate failures, and extreme rates of unemployment. However, as in all things economic and political, all entities did not suffered equally. While many people struggled, and demand for many items, including gasoline have fallen, certain companies have prospered. For example, Exxon Mobil had fourth quarter of 2010 earnings climb 53% to $9.3 billion. In light of the "spin" that has blamed oil producing nations for the run up in oil prices, it is important to understand that if prices were merely rising because of increased costs, companies such as Exxon Mobil would should revenue growth, but they would simultaneously have greater expenses, so their earning would not grown nearly that substantially. When earnings grow by 53%, I believe that this is indicative of corporate greed, where large multinational corporations benefit at the expense of the public. Certainly, corporations are entitled to profits, as long as they are fair. When there is such substantial profit being made, it is simply a form of corporate greed and the public is being dramatically impacted. While the economy has improved, especially in the United States, since the extreme depths, it stills has a long way to go, and many challenges to be faced, in the upcoming years. How much will greed play into this picture?

It would be impossible for anyone not to notice what went on, both at the gas pump, filling up one's car, or at one's home or business, with the run up in energy costs being precipitated by this dramatic price increase. This even defied the economic law of supply and demand, because consumer demand for oil  actually decreased during that period. The large oil companies that profited by this said that they are entitled to a profit, which they most certainly are. However, when oil and gas rose as quickly and dramatically as it had, it is important to recognize the ancillary impact that has on many aspects of our lives. We all, of course, saw the obvious increase at the gas pump and when heating oil was delivered. However, since most products are delivered, at least partly by truck, and trucks use diesel fuel (which in most areas of the country is even more expensive than gasoline), the increased costs get passed along to the end user, the consumers (also known as the American public), in the form of higher prices. Anyone who goes to a supermarket saw their average grocery bill go up, as either prices rose to cover these increased costs, or sizes were reduced (at the same cost as the original larger size- obviously, also a price increase). Isn't it interesting, for example, that while FedEx implemented fuel surcharges when that occurred, they have not eliminated them, even though the price of gas has dropped dramatically?

My cleaner has been complaining about how his cost of packaging, hangers, plastic, etc., have been dramatically increasing. Obviously that has cost him to raise his prices, which has translated either into fewer people using his services because of costs, or higher prices to those who have continued using his service.

How foolish must our government think the average American is when showed almost no increase in the cost of living? About the only thing that has gone down was the price a homeowner had to accept if he wanted to sell his home (a situation, which has reversed itself, in the last year or so. Then, the government assesses homes at a lower price, making some individual think that their real estate taxes will also decrease. However, all that actually happens is that the taxing authorities raise the rate taxed per assessed dollar, so again the individual takes the brunt of the pain.

Recently, NJ politicians have been bickering about substantially raising their gas tax. It is a political football, and a result of many, in politics, replacing reason with rhetoric and threats!

Are the 99%ers any less greedy? While there should be more opportunities, and there should be income equality regardless of gender, etc, should someone with lesser skills, education or training, automatically be entitled to earning the same amount as someone who became well educated, works hard, and uses his training effectively? The reality is, that generalities are often little more than a form of greed! The Tea Party often complains about government intervention and involvement, yet, complain, when one of their cherished concepts, etc, does not get supported by the Government. Aren't all these behaviors a form of greed and selfishness?

Corporate greed, combined with governmental "spin" and inability to create a system to protect the average American during these times, has made these economic times trying, at best, for most Americans. We have laws known as usury laws, that protect consumers against unfair loan practices, where greedy loaners charge excessive interest for loaning money. Isn't corporate greed simply another form of usury, with even worse ramifications to the country and its economic health and well-being.

We all have choices - complain about the greed, or seek solutions that are not merely idealistic and empty rhetoric, but viable and pragmatic?!

Negotiating Using the TELL METHOD

Many people think they know how to negotiate. However, in a large percentage of cases, these individuals end up being ill-prepared, rarely achieving anywhere near optimum results. This is especially true when events are negotiated by these individuals, and in far too many instances, their organizations suffer. Since I have been a professional negotiator for nearly forty years, I often refer to these types of people as either the amateurs or the wannabes, and have observed far too many instances when their errors cost organizations substantial quality, revenue, and increased their expenses. There is perhaps no single attribute more essential for successful negotiations than adequate preparation, which includes doing one's homework, understanding what both your organization and the venue need, prioritizing, and attention to details (with adequate consideration of necessary contingency planning). I refer to my preferred method for effective negotiating as the Tell Method, because I advocate full disclosure and integrity as the basis for effective negotiations. This requires a mindset of telling the truth about your needs, expectations, budgetary requirements, and your willingness to be somewhat flexible (as long as it makes sense for both sides). This creates an atmosphere of cooperative rather than adversarial negotiations.

This approach works effectively, regardless of the industry or side served! It is often obvious when we consider negotiations related to hotels and/ or event venues, but is equally so, in every other field! Consider real estate - buying or selling a home: Opt for an agent who will seek a meeting of the minds, and a win - win result! Avoid adversarial negotiations, but also avoid weak negotiating skills! It is the requirement for a real estate licensee to fully disclose and be fair, but we often witness less than stellar adherence to this requirement!
 
1. Many amateur negotiators seem to believe that they should exaggerate what they are offering the venue in order to obtain the best deal. The belief seems to be based on the concept that venues will offer more if you provide more. This invariably creates difficulties down the line, when you under- deliver, and the venue feels deceived and then tries to cut corners wherever they can, in order to compensate. The Tell Method means that you explain the historic data of previous events (by the way, in today's digital age, venues generally share this information anyway), so if you exaggerate, the venue doubts your credibility from the outset. Obviously, a negotiator should explain this in a favorable light, but in a realistic and honest manner.

2. Telling the truth from the beginning creates a feeling of mutual trust and respect. A professional negotiator also understands the venues strengths and weaknesses, and presents how the organization and venue can best help each other. Negotiators should stay away from merely negotiating percentage discounts from the published pricing, but rather should pre- negotiate as many items, in as much detail as possible. Negotiators should always work with a Request For Proposal (RFP), and that document should become an attachment to the final negotiated contract.

Professional negotiators should also discuss ways, for example, that the venue could save money in certain lower priority areas, and then those savings could help to offset items that are priorities for the group. Only if a venue fully understands the organizations, its attendees, its needs, and its heritage, can both sides agree to something that is mutually beneficial.

Professional negotiators should always aim for a win- win result, because invariably when both sides are happy and satisfied, they work better and more effectively. True concessions come from trust and understanding, which requires beginning with a large amount of honesty and disclosure.

The ABCDE of Strategic Planning

Any organization, business or individual, who wishes to maximize his potential, and to plan effectively both for the present and the future, should undergo and prioritize strategic planning. This means considering not only how to react, but planning how to act, not simply going from crisis to crisis, but evaluating in advance, and learning how to prioritize one's actions based on needs and degree of importance and relevance. Many organizations claim to do strategic planning, because at one time or another, they created a committee or panel to evaluate needs and strategy. Effective strategic planning is a continuous and ongoing process, and requires both commitment and vision. When I refer to the ABCDE of strategic planning, I am referring to: analysis and assessment; best way and because; caring and then creating; deciding to deliver; and evaluating to achieve excellence.

1. Because we do not live in a static society, sustainability often requires remaining relevant, by evolving on a gradual, ongoing basis. Groups, including businesses, not - for - profits, and individuals, must truly examine their identities and purposes, in order to assess needs currently, and in the near term and longer term future.

2. This means that an organization must find the best way or best methods of achieving their goals, and meeting their needs. They must take an honest look at themselves, to understand the because of membership (in other words, why would someone want to belong or be associated with the group). What purpose or direction or combination of items, does the organization serve that is either not served or undeserved elsewhere? In the case of someone in a service/ sales business, such as a Real Estate professional, the question you must answer should be, Why would someone choose you to represent them? 
 
3. Why should someone care about the organization? What does the organization care about; what are its values or ethics? Are these concerns relevant and significant to others? Based on what the group cares about, what does it do, or in other words what programs, visions, goals, and actions has it created?

4. It is never enough to just have goals, address needs, and to simply, talk about them. Talk may at times be soothing, but until an organization actually makes the conscious decision to deliver on its goals and promises, no one will take the group seriously. Organizations are judged and attract attention, not by the loftiness of its rhetoric, but rather by whether or not it takes steps to deliver on its promises. Isn't this also true of those who serve others in a business relationship?
 
5. Part of the strategic planning process must be to do things better, and never settle for being less than it can be. This means that the process must also be evaluative, in order to come up with an approach that will emphasize excellence and achievement.

Those Who Don't Know Should Remain Silent, Until They Do!

Why would you go to the time, effort and expense of interviewing and hiring a consultant, if you refuse to listen effectively, and find the need to voice your opinion, at every opportunity? Once you discover or feel you need a consultant, step aside carefully, and let the professional, provide the expertise you seek?

There is very little as aggravating to a professional consultant than when ill-informed individuals find it irresistible to offer their opinions on issues that they have little to no knowledge. Perhaps the most aggravating is when these individuals banter around numbers, financial figures, or analysis based on incorrect or faulty premises. One of the major "problems" with using data or numbers, is that it often follows the computer rule of "junk-in, junk-out." All too many untrained individuals either misinterpret data, or do not actually understand it, yet find it seemingly impossible to "remain on the sidelines" when they have nothing to offer.

As a professional negotiator and conference/ convention/ event planner/ organizer for more than four decades, it is even more aggravating dealing with these types of individuals, because their momentary lapses in judgment, are so often extremely detrimental to achieving optimum results. A quality, professional negotiator understands, almost to a science, what needs to be negotiated, and what is realistic and fair to ask for. Asking either too much or too little can be potentially equally disastrous to getting the best results in a negotiation. The opinions and interference caused by often well - intentioned, yet nearly clueless individuals regarding conference/ convention/ event planning and organization, can cause poor planning, lack of preparedness, efficient time utilization, etc.

Prompt responsiveness is essential in many aspects of various dealings. While professionals generally understand and appreciate this necessity, others often procrastinate or delay, which in many instances, causes cost overruns, inadequate or proper planning, and lack of necessary and proper attention to detail.

One of the most overused terms by these types of individuals is "micromanagement." It seems that whenever someone tries to explain away a lack of preparedness, they say they don't want to micromanage. To make it even worse, many of these individuals become "defensive" and object to receiving input, because they claim that they "refuse to be micromanaged." What does that mean? If one does not give feedback that is necessary to remedy and correct errors, the professional is neglecting his duties. Yet, the same individuals that are so woefully inadequately prepared in terms of understanding necessary issues, will complain that giving them input is micromanaging.

If all volunteer leaders were so well prepared in all necessary aspects, then there would be no need to utilize the services of a professional consultant. Unfortunately, however, most individuals that ascend to positions of organizational leadership are often not prepared. While it might be considered somewhat harsh to refer to many of these people as "clueless," that is often the case. Many of these well-intentioned individuals are in way over their heads.

This will continue to happen as long as organizations do not recognize that training is so essential for leaders. Organizations using professionally designed and administered leadership training programs generally experience far better leaders, and evolve successfully.

The 5 Components of Effective Negotiating

Regardless of which aspects or activities we are involved in, whether it involves our personal, business, or self - confidence impacting scenarios, we often end up in some sort of negotiations or negotiating activity/ aspect. Effective negotiations involve conceptualizing needs and focusing on solutions. In most cases, negotiating is dependent on these five components: 1. Do one's homework carefully and thoroughly; 2. Effectively listen; 3. Absolute integrity and transparency; 4. An ability and willingness to prioritize and inform one's adversary what our needs are; and 5. The inevitable achievement of a significant meeting of the minds. When one approaches negotiating as a cooperative rather than adversarial activity, the ability to negotiate a meaningful agreement is potentiated exponentially.

1. We often hear someone discuss the need to do one's homework, but what does that actually mean? In negotiating, it means coming to the table completely prepared and "armed" with the necessary details and reasons for one's position. However, it also requires studying the needs of the opposite side, and understanding their strengths and weaknesses, financial implications, and needs and potential areas of flexibility.

2. There is a big difference between simply hearing, and effective listening. It is a physical condition to have the ability to hear, but it is a needed (but acquired) skill to become an effective listener. To do so means avoiding the tendency to interrupt and dominate a forum with one's own rhetoric, and focus on listening and posing questions that gather information while positively developing relationships. It also creates an opportunity to further one's understanding of the other side's needs and priorities.

3. A great negotiator must approach this process with absolute integrity, understanding that it is better to develop a relationship based on trust and honor, rather than on mistrust or opposition. Many have attempted to mislead an adversary during a negotiation, and while this at times may seem to have temporary positive results, in the end, it almost always destroys the essential fiber of producing a productive result.

4. Focus on the priorities and needs, and clearly inform the other side of what you are looking for. In many cases, when both sides are willing to look at alternatives, they can come out with a mutually beneficial result.

5. However, the goal of any negotiation, must be to come up with a meeting of the minds, where both sides feel they can walk away from the table, believing they have come up with a fair and equitable solution. This means using a win - win emphasis, and never approaching a negotiation with the objective of defeating an opponent.

Do you want to be an effective negotiator? If so, focus on these five components, work on the necessary skills, and maintain your objectivity and integrity.

Using Social Media to Market Yourself: 3 Options

Although several of the social media vehicles have been operating for over a decade, nearly every seminar or article about how to best market yourself now spends a significant amount of time on the necessity for, and use of these options. However, while one should use these as one part of their overall marketing and promotion program/ plan, it is important to understand how, why, and when to use them optimally, and that their best usage is to complement other modalities, rather than to totally replace them. Done properly, using social media should expand your exposure in a positive manner, but care must be taken to make the effort efficient and effective, by using it synergistically with one's priorities and overall theme of what and how one wishes to be perceived and portrayed. While the relative ease and lack of costliness is an important component, using social media for your best advantage should be more about creating and enhancing your overall image and exposure. Here are 3 Options For How You'll Use Social Media For Marketing Yourself.

1. Not use it all for marketing purposes: Merely having a page or a presence is far different from using it for marketing. In most situations, especially when one uses the media that most individuals believe to be the most significant and largest one (Facebook), it is generally best to separate one's personal page from their business effort. This business exposure can be achieved by either creating a separate business page (and developing a strategy to get the right niche of people to like it) or setting up a separate business group (and similarly attracting or including the desired market). Some people avoid getting involved with social media, either because they don't (or don't want to) understand how to utilize it, or merely because they feel it's not for them, or they fear what they don't fully understand, or don't want to dedicate sufficient time and effort, to make it somewhat worthwhile.

2. Subscribe to a service: Many people feel they should be involved and/ or have a presence using these vehicles. However, often they either do not have or want to dedicate the time to manage it, or feel their personal content would not achieve their desired results. They then hire/ contract with one of the many companies that will perform social media management, and will post, manage and promote the effort for them (obviously for a fee). The advantage is convenience and that it will be done, while the disadvantage is often a lack of any unique personality. Be careful the service is posting in an unique manner for you, and not just posting the same things, for all their clients.

3. Do it yourself/ personal touch: Those of us who write articles and blogs, etc., have the ability to easily share content (that we have created). Obviously, personal, distinctive and unique content provides a far greater reason for others to follow you, but, on the other hand is also more time consuming, and requires a commitment to schedule time every day to make this effective, attractive and serve one's best purpose.

Social media is here to stay, at least for the foreseeable future. Know and use whichever of the 3 Options For How You'll Use Social Media For Marketing Yourself, best serves your needs, priorities, goals, and personal comfort zone. But realize, using Social Media, in and of itself, is no magic elixir!

Using A Mirror To Be A Better Teleseller!

For four decades, I have both personally transacted business on the telephone and trained telemarketers, customer service people, and both inbound and outbound phone sale people, as well as organizational leaders, on how to obtain optimal results using a telephone. I have discovered many interesting things about phone selling, not the least of which is that one can be great on the phone and awful face to face, and vice versa. Selling and transmitting business on the telephone takes specific skills and actions, and is something that nearly anyone willing to be trained, can be taught to do. 

I am a major proponents of using two small tricks to help with phone success. The first is to employ the phone's mute function, and to only disengage the mute when you are prepared to speak. That keeps you from blurting out something without due consideration, or interrupting the other person. However, while many people use the mute function, the employment of a small table mirror is even more helpful. Realize while many attempt to telemarketer, using the techniques and skills properly and effectively, make you a better teleseller!

Studies show that many people can sense the mood or attitude of the person on the other end of the phone, either by their voice, their attitude, their tone of voice, or factors such as politeness and patience. Since we often do not hear ourselves as others do, I suggest that someone place a small table mirror directly in front of them while they are on the phone. Look in the mirror at yourself as you are communicating on the telephone. What is your facial expression? Are you smiling, "smerking," or moping? Do you look like you are enjoying yourself? Do you appear as if you are getting angry (turning red or changing facial expression) based on what is happening on the call? Do you look like someone who doesn't want to be there? Do you have the same expression on your face as you would if you knew the other person could see you, as in the face to face scenario? How about your posture? Are you sitting up rigidly, or sitting comfortable? Are you sitting erect or slouching into your chair? Are you focused on what is being said to you?

Only by knowing what you have been doing mostly subconsciously, will you be able to address it. Using a mirror is an easy aid, and a helpful one. I have seen telemarketers increase their closing ratios on the telephone exponentially just by paying attention to these details. Similarly, I've observed businesses Customer Service satisfaction rate rise dramatically when these unconscious negative acts stop bringing down the perceived sincerity level. In many cases, when I have done Leadership Training for leaders of organizations, I have gotten the feedback that they were far more able to motivate their members when they addressed their own personal telephone body language.

This concept is true, regardless of whether one is making appointments, selling a product or service, or motivating individuals to join an effort or meeting. It can be helpful and useful to leaders, appointment makers, Investment advisers, Real Estate professionals, etc.
 
Even in today's digital and electronic age, there is an important need to be professional and caring on the telephone. Simply by thinking about how we look in the mirror and addressing those things, we can enhance our performance significantly.

When Life Hands Out Lemons, Make Lemonade!!

We all experience periods of bad times as well as periods of good. Individuals who adapt to misfortunes by learning from these experiences, and somehow benefiting, are generally both the happiest and the most successful. The adage, "Life is not a bowl of cherries" tells us that not everything will always work out the way we hope, or even anticipate, and to understand that limitation in order to best adapt to circumstances. This is true in our personal lives, but also in our business and/or professional careers! Consider, for example, the Real Estate Professional, who puts his all into helping and serving his client, only to have a deal fall through, due to circumstances beyond his control. He can either fixate and feel sorry for himself, or he can lift himself up, put a positive spin on it, and move on, in another direction, immediately! 
 
Many people seem to enjoy complaining that life is unfair, and hasn't dealt them a fair hand. Realistically, life doesn't "deal," it simply offers us opportunities to either take advantage of, do nothing, or use poorly. There is never any guarantee in anything we do, but our "odds" of succeeding are distinctly enhanced when we take advantage of possibilities, improve our abilities, and upgrade our skill-set, rather than say, "I can't do that." Many individuals seem to prefer making excuses than taking the necessary actions to enhance skills that might be lacking (or need upgrading).
Obviously, not everyone can do writing or mathematics easily. All too many of those individuals, either due to frustration, inadequate training or education, or a "mental block," simply give up, and stop attempting to write or use mathematics, unless absolutely necessary. Others recognize their limitations, and use the opportunities offered to enhance their training, learn other skills, take training, or discipline themselves, and do to this added commitment, become "above par" in these areas.

A great example of using ones limitations, and "making lemonade when life deals you lemons," is how one might adapt to difficulty "keyboarding." Unfortunately, many, if not most individuals, handle this "obstacle" by using "avoidance techniques," and by avoiding using the keyboard, often neglect necessary tasks and duties, such as doing school or work assignments, as well as enjoying activities that comfort with using the keyboard would afford them. The individual who wants to "make lemonade," on the other hand, would find an alternative way of handling this circumstance. One such alternative might be installing and using "voice recognition software, such as Dragon software. In that way, the obstacle of the use of the keyboard, whether due to a physical reason, a lack of patience, or some other disruptive "force," can not only be as productive as someone comfortable with the keyboard, but in many ways even more productive. This program permits one to use e-mail, word processing, PowerPoint, spreadsheets, etc., via the use of voice commands, instead of keyboards. The programs are easy to install, and easy to use, yet, of course require the individual to become familiar with the many features to fully take advantage of the program. For example, it is estimated that someone can "type" something approximately four times as quickly using voice commands than using the keyboard. Therefore, the individual who takes advantage of this alternative is using a potential obstacle, and instead of merely complaining about it, finds "another way" to function effectively.

If a deal falls through, find another avenue or approach, and pursue it, without delay! Believe you can, and you optimize your possibilities!  Henry Ford is often credited with telling us, that we can either think we can, or can't, and either way, we'll be correct!

In many areas of everyday life, we find tons of obstacles where we have choices - - either complain and be negative, or "think outside the box" and find a better way. Successful individuals do not give up, but rather find ways to get things done. Most things are possible if one thinks positively!

Enhanced Customer Service Helps Restore Image & Reputation

It may often take a lifetime to work on and build either your personal, your business, or your organizational image in a positive manner, but it will usually take as little as a fleeting moment to damage your image and reputation. It is important for us to understand that our reputation is directly related to our ability to achieve and accomplish, because we are given only one, and it's up to us what we do with it! All you need to do is think about the last time you may have had some conflict, difficulty or issue with a company's service or product, and focus on how their customer service department handled it (whether they were comforting and helpful, or on the contrary, exacerbated the situation).

1. One of the most essential things to understand is that while price and pricing may be able to bring a sale or sales, only quality customer service has the ability to transform customers into clients, who remain loyal in their personal purchasing habits, as well as how they refer to you and/ or your business. We must consider the two aspects of meaningful and positive customer service are putting the customer first (as the adage goes, the customer's always right), combined with providing actual service that helps the customer get what he desires and needs, and especially what is promised. For example, if a package delivery company guarantees delivery by a specific time, and fails to deliver, and the customer service personnel merely says that it was not delivered or mis - delivered, but makes neither any accommodation nor remedy, the customer's feeling for that company will generally be negatively impacted, and the likeliness of him referring others to them is negligible.

2. Especially after anything that in any way harms a customer's image of a company, etc., the damage is compounded if the customer service personnel drop the ball, and do further harm rather than positively impact the relationship. Whether it is a major corporation, a smaller company, an individual retail outlet, a service - oriented company, an organization or personally involved, unless service is the focus, the needed relationship often fails to develop or evolve.

3. Without any doubt, the most valuable asset there can be is one's reputation. Our reputation's are either positively or negatively impacted by everything we do, so wouldn't it make sense to prioritize this service? While this may make sense and seem obvious, unfortunately it often is not the result.

Often, however, companies and organizations, when finances become more challenging, often cut their prices and reduce their customer service support. Nothing could generally create a less productive result.

Regardless of whether this is a personal issue, or involves either sales of a product or a service, we must understand, we are always selling something - either our self, a product or a service. People feel confident in those who treat them with respect and consideration! Those selling products must stand behind what they sell, and remember the adage, The customer is always right (even when he may not be!). Service professionals, such as Real Estate professionals, must respect their customers and clients time, and pay attention to details, needs, priorities, concerns, and hold their hands. Respond to emails, texts, phone calls, immediately, and answer questions to the satisfaction of them - NOT YOU!