Building Membership
Ideas on pulling members to your organization17 Sep 2007

The phone rings and Jill is on the other end. “We need a speaker for our program at Rotary.”

“Sure I can help you out. Any ideas on what the topic should be?”

“Well we’re on our membership drive and I think you know how tough it can be to get members to get out of their comfort zone and ask someone! Can you do something that will help our members to be better recruiters?”

“Jill, most of your members are business people with lots of connections, why such a challenge with new members?”

“I find that just because their in business does not mean they understand how to persuade or influence others positively or even just ask others to join!”

“Ok, I think the picture is a bit clearer. Here is what we could do to give them a couple of quick tools they could apply…MORE…..

Sopranos and Business Leaders
Maximizing the right skills in the right place10 Sep 2007

Its late evening and a long day. Red and I sit on the couch and start flicking through the channels looking for something to unwind with.

A lovely women with a high soprano voice is doing “Over the rainbow” in A cappella when another and then another lovely high soprano joins until there are five of them in perfect unison, harmony and pitch!

If you have never experienced your emotions being pulled out and the hair standing up from the exquisite sound of a high soprano, I would encourage you to put the experience on your “things to do before I go” list! This particular performance was “Celtic Woman” and featured many of the old Celtic songs that really pull you in when performed by the haunting sound of a high soprano. It’s coming live to Fargo in November.

Unfortunately this was on TV and we did not have surround sound!

The performance continues with more great sounds and fantastic music. I begin to think about what can a business learn from such a great performance?

What can we learn from a group of performers that can be applied to business today?

Here are four key ideas that any business has to apply to be successful…MORE...

Secret to getting Yes
One tool to get others going your way. 3 Sep 2007

It’s Saturday and the family is home this weekend instead of at the lake. The two teenage girls are like any teenage girls, focused on enjoying the day and doing their thing.

Kathy, the mom, had other plans as most moms’ do. There needs to be some room cleaning and some thing done around the house.

“I’m going outside to do some lawn and yard work. When your TV show is finished cleaning your rooms is next and you should be done by the time I get back in.” states Kathy.

Guess what? Yep, an hour or so later Kathy is back in the house, the girls are still at the TV, on the phone, still in pajamas and no the rooms had not been entered.

By the way, does this ever happen at work with employees or customers? How about your home?

Usually one saves the outcome till last, yet because this is an important story I’ll give you this. Kathy does get almost miraculous obedience from the girls, yet not in a conventional way. You’ll want to get the full story …MORE…

What about Papa
Questions to ask about your communications 27 Aug 2007

Sebastian is three years old and is somewhat shy when talking. As with most children learning to use language, words do not always mean the same thing to them as they may to us.

When I come in he calls “Papa” but calls his dad “Rob”. Ok, I’m your grandfather so why does he refer to me as “Papa”?

How many times have you had a conversation with others and wondered what are they really trying to say? What is being conveyed? Where did that come from?

All good questions if you are trying to improve your communications and relationships. This is where the last 4 of 9 questions comes into play and how they can make you a better listener and communicator…MORE….

Body Language and Your Awareness Aptitude
How your body speaks louder than your words 20 Aug 2007


It’s January of 1998 and President Bill Clinton is saying, “I did not….”.

In Minneapolis the phone is ringing every five minutes.

“Have you got it figured out yet? Is he lying? We know he is lying, but we need some type of proof!”

“Yes, I know he is lying, I just am not putting my finger on it yet!”

“Dr. Hogan, we have to go to press on this, can you verify it?”

Thus the conversation went that day until Dr. Hogan, body language expert, said “AH, HA, I have it!”

Major news media had asked Dr. Hogan to examine the report and indicate by body language that President Clinton was lying.

Have you ever had the sense that something just wasn’t right, yet could not put your finger on what is telling you that?

Here are the answers Dr. Hogan discovered and some ideas that could help you…MORE.

Awareness Aptitude Part II
3 questions to improve communications 13 Aug 2007


Last week’s article gave us 9 questions to provide insight into our communications aptitude. This week we’ll look at the first 3 of the 9.

Many times during my conversations with business people and others, it appears there is a recurring concept that Sales Skills are very different from Leadership or Management Skills.

Generally, after clarifying the thought processes with questioning the conclusion becomes very different. In fact, most agree that the skills and tools are the same; it is a matter of how they are applied!

Two recent examples I have recently came across that discovered this conclusion are a plant coordinator and a physician.

The plant coordinator worked with both the upper management and the production floor. He hated the idea that he was a salespeople because he did not want to be pushy. Yet, 90% of his time was trying to persuade people to take action or make changes. Hmmm, sounds like selling?

The same feelings occurred with the physician. She views her position as technical based, yet the majority of their time was spent with people. The other people being either patients or staff members. He task was usually trying to get some type of cooperation or change from them. Hmmm, sounds like selling?

Both of these examples improved their communications and ability to get cooperation by utilizing the 9 questions. Let’s start with the first 3…MORE …

Your Awareness Aptitude
9 questions to assure you truly understanding what you see and hear
6 Aug 2007

Obviously last Wednesday, August 1 got everyone’s attention when the bridge in Minneapolis collapsed. We offer our condolences to those families with losses.

My daughter called me later that evening and indicated everyone was fine on their end. The son-in-law and grandson were fine. They had headed to the Twins Game that evening, stopped for some snacks, then decided to take University instead of 35W and the bridge.

Upon hearing about the bridge on the radio, they went to a parking lot with a high view and could see some of the carnage. No one is sure if they would have been by, on or past the bridge when it collapsed, but glad they made another choice.

What is really interesting is how our politicians and government leaders have now moved infrastructure repair to the front of the discussion, even over Iraq!

So what is the connection to you as a manager or a salesperson?

What is meant by “Your Awareness Aptitude”? Read on to find out ...MORE....

Getting them to call back
12 Tips on getting others to call back

Every so often we all need to have a reality check.

At a social event I ran into Rick, someone I had not seen for some time and had lost track of what he had been doing.

At lunch a few days later we were talking about sales and our approach to selling and customers. It was amazing how we used different words yet said the same thing.

Then I asked about his prospecting and how he found his better customers, much less how he got them to meet with him.

Rick indicated others had asked him to write out what he did to get prospects and customers to call him back. Of course I asked for a copy and he obliged.

Thanks to Rick I can share with you his key points that get prospects and customers to return his calls. ….MORE...

Greedy little Monkeys
Another element of all good leaders

Last week we talked about “life long learning” as a key element to all good leaders. They are always learning something.

So what do they do with this new knowledge and understanding?

Hopefully they are not like the greedy little monkeys.

You see, greedy little monkeys get caught very easily because they are curious, yet also selfish.

Let’s transport ourselves to the equatorial jungle area of Africa, South America or South East Asia. Your job is to hunt the elusive, quick climbing and evasive monkeys.

So how does the idea of a greedy little monkey come in….MORE..http://www.busarconline.com/articles/article/4045793/84176.htm

Learning Leaders
One element of all successful leaders

Every day I get an email, mailing or have a conversation about Leadership.

Perhaps you do as well? Does it matter if we are a factory line worker, salesperson or manager? Could we be leaders?

One challenge seems to be defining just what is Leadership and who or what is a leader? If you have the same question, perhaps this article will give some insight.

In past articles items such as persuasion, sales, management, culture and other aspects of business have been discussed. These issues are broad and complex and certainly take more than just one article or conversation to fully understand.

It’s the same with Leadership, it is simple yet complicated, has many facets yet can be simple if given elements or points are followed.

Here is one very simple yet important element of all leaders…MORE..

Killing the Worry Bug
6 steps to get rid of stress, worry and problems

I was listening to a speaker some time ago talking about a trying time in his life.

If you can relate to bills piling up, collection calls, struggling to make things happen and only disappointment was occurring.

He went on to relate an incident where the sheriff came to the door with papers to collect a debt. With no money the sheriff went away empty handed.

The speaker went on to describe his feeling of dread and failure over the incident, and then something occurred to him that changed his view, his thinking and his future!

That something put him in a different frame of mind and provided a different view of his situation. I wonder if this might not work for you….

Independence
Our thinking and choices create our independence

Susan and Tammy had been together since the first grade. Through school and high school they were in classes together as well as the sports and a few parties.

Both went to college and got their degrees in marketing together.

Susan now works for a retail company at the local mall doing her shifts on weekends and rotating holidays.

It’s July 1 and Tammy is doing some shopping for the long holiday she has planned when she sees Susan.

“Great to see you Susan, you’re looking good!”

“Thank you Tammy, what is new with you these days?” asks Susan.

“Oh the kids and I are going on a ten day tour over the 4th holiday. We’re going to follow some of the original landmarks of the Revolutionary War so the kids can get a feel for what the Fourth of July really means.” Tammy responds with a smile.

“That sounds absolutely great! How is it you can get so much time off and afford such a trip?” inquires Susan with anticipation.

“I guess it has been some time since we’ve talked. Actually I took my own Independence Day about a year ago…..MORE..

Gut Level Persuasion
Persuasion; is it a gut feeling or factual understanding?

You’re at a friend’s house party and Billy is wowing the group with his magic and mind reading demonstrations.

“How does he do that?” is what everyone is asking.

Now Billy is definitely what we would call an “entertainer”, yet there is more to his ability than just his personality!

You see, Billy is a scientist of sorts. Through observation, study and practice he has developed an understanding of people’s behaviors, thinking and joined that with scientific data.

Kevin Hogan gave us a couple of examples to test our “gut” reactions, here are some:
It takes 367 people in a room to guarantee two people will have the same birthday. How many to have a 50/50 chance? 187?
As parents we have the most influence on how our children will turn out? Yes?

So what is the right answer and how does this help us persuade, influence and sell? …..MORE..

Are you at a disadvantage?
Using your strength strategies.


In many of my past articles there have been references to historical events as examples of how ideas and strategies can be applied in today’s world.

I find it interesting how events and behaviors from ancient times are still viable today and still occur in our society.The reality is that the human race has gained great technical knowledge, yet many of our human behaviors still remain just as they were in history.

It is because of this we can take those history lessons and help us in our strategies today.Here is one from the Greeks and Persians around 500BC. It all started…MORE….

Breakfast of Champions
3 Keys to meet your goals

Last week the article was about gaining more willpower and how to keep it going. After all I think most would agree that champions do have a great deal of will power!

So what is it that keeps the champions in the front of the pack?

What is it that each of us could be doing to be more of the champion?

But wait, we have to get up each morning, get the kids moving, get to our job, do our job, deal with the daily issues, get home and more kids, do the lawn, the laundry, cook a meal and then have the energy to get excited about our goals and being a better champion!

Let’s get real! We are bushed and exhausted!

So how do we take more control over our lives direction and be more of the champion?
Here are some thoughts…MORE…..

Unlimited Will Power
What is it, How do you get it?

Here it is Monday morning and my commitment to have an article out every Monday is in jeopardy.

Usually the mind is going all week on potential ideas and by Friday evening it’s formulated and written by Saturday and definitely by Sunday morning.For what ever reason there were too many distractions and suddenly its Monday early AM. (this ever happen to you?)

So early Monday AM the keys start to rattle because it’s a commitment to a group of people and it is a habit that I have worked to develop.

Then comes Kevin Hogan’s Coffee and his article on willpower this morning and gives me a new idea on what to give you today.If you are not getting Kevin’s Coffee I would suggest you sign on, he gives you more than enough to chew on! (link at end of article)

The question is why do we hear stories about people who come to this country, do not speak the language, have nothing with them and yet become successful and become part of the top 10%? What do they have that we do not? How can we get it? …MORE..

Thinking likeEinstein
4 Creative tools that Einstein would use

Jerry is on break and playing cards with other employees when the pad he is keeping score on continues to slip and slide around. His frustration shows and then his expression changes as though something significant has occurred.

“Be right back” he tells the rest of the group.

He returns with a small cup full of glue, but not just any glue. This is some stuff they did not know what to do with. It would stick alright, but a slight tug and it came loose and the engineers could not come up with a use for this weak glue.

A dab on the end of the score paper and it stayed put for the whole game. When they were done, a slight tug and up it came without leaving a mark.

Yep, that is the story as I have been told how one of 3M’s biggest sellers came to be. Post
It Notes® came to being from something that was considered waste and had no value.It was someone’s creativity in solving a problem that made that useless glue into billions of dollars!

Recently I purchased a book called, “How to think like Einstein” by Scott Thorpe. Here are just a few ideas you could apply to tap into your natural creativity! …MORE..

Negotiation Tactics
Insights in preparing for any negotiation


This weekend I had the opportunity to spend time with a young business man that is doing exceptionally well. Having started in the proverbial two stall garage eight years ago and now expanding his eight million dollar operation for the fifth time, he obviously knows something.

We talked about several situations he recently had involving some negotiation tactics and the results of both.

This week’s article will cover two examples of negation tactics being applied and examine why they obtained the results they did.If you want more insight into negotiations, read on ...MORE..

No One Trusts Business
6 Actions leaders can take to change it

Only 51% of the public polled indicated “trust” in business to do the right thing!

What does that say about how the public sees business today?

Now consider the fact that all these people work for a business of some type! How are they viewing their own employer?

This comes from a presentation by Mark Sanborn during a simulcast on Friday, May 11, 07.

Along with Mark were 8 other nationally recognized leaders in business, education, social reform and sports.

So what was their answer to the 51% “trust” factor? What could business leaders and individuals be doing to improve that public perception? Here are six actions they have seen work! …MORE…

You Expected What
The power of setting expectations

“Wow” says Joe as his body starts to stop shaking. “That was really a tough call for me. I knew there would be name calling and I would be the whipping post, but he really chewed me up.”

“Joe, I’ve never seen you handle anything like this the way you did tonight! You really were in control of this guy! You need to feel good about this.” Exclaimed his wife.

“Did I come across to strong at the end when the new expectations were set? I’ve just never really done that before.” Queries Joe.

“Where did that come from Joe, I wish the other side of the conversation could have been heard. Did you really did get him to agree to do what you wanted in the end?” asks his wife.

“Yes he did and now I’m going to hold him to it, just like I will with every customer from now on.” Is Joe’s confident response.

So what is it that Joe is doing differently to effectively handle the tough situations he comes up against? What has created this new confidence in his communications and position in the situation? …MORE….