6 Steps to a Great New Referral Partner Through Twitter

6 Steps to a Great New Referral Partner Through Twitter

It all started with the Super Bowl. In our household (males are well represented) the Super Bowl is the evening program that is not to be missed. This year, like many other folks, I found my entertainment in the commercials and conversations on Twitter. I have found Twitter to be a delightful way to keep up with content delivered by thought leaders across many industries and listen in on great conversations. One of the conversations I was enjoying regarding commercials was led by my Linked In hero – JD Gershbein. This blog post features how social media created one of the most exciting events I have been privileged to participate in and has opened the door to a fabulous relationship. There’s a lot to this experience and we will be sharing in several posts over the next few weeks along with lessons we learned along the way. My mentor on social media is my business partner, Joyce Layman. I have listened to many ideas she shares on making the most of Twitter. One of the basic tasks on Twitter that often gets missed is acknowledgement of mentions. It is one of the few platforms that you can stand out amongst a lot of noise and engage directly with some pretty cool people. During the Super Bowl JD shared a great article that I enjoyed enough to retweet to my followers (all 186 of them want to be my friend on Twitter? I need more friends). Of course JD immediately acknowledged my retweet (He is the most gracious gentleman you will ever meet) and I responded with a reply to...
Success is a Marathon, not a Sprint!

Success is a Marathon, not a Sprint!

The roads and sidewalks are full of runners and many of my friends on Facebook are posting pics of their 5K, 10K, Half – Marathons and my die hard Marathoner friends. Summer time is here (the pool is open right?), and I am reminded of the draw of the outdoor sports to many of us. All of this training is leading up to an event or competition where the goal is to finish, improve your personal results over last trip, or win. Social media allows us to follow our friends along on a journey and I am constantly reminded of the amount of effort put into preparing for these events. A lot like setting your goals for sales results this year and then committing to the action plan to attain. Today’s post is about maintaining your pace even when you get tired or distracted by mid-year stuff. Halfway through the race, you typically can’t see the finish line, you know you are halfway there, but it’s not real what that actually represents. I know many folks give up at the mid year point, we can see the activity remains consistent until the kids get out of school, vacations hit, prospects go out of town or they get wrapped up in their own activities. I am not picking on those who have other pursuits beyond their sales careers. With 4 kids, 2 businesses and the host of challenges experienced by the sandwich generation, I’m right there with you which is why I’m sharing 5 tips to keep the activity consistent and not lose ground at the mid year mark. 1....
Are You Looking At Me?

Are You Looking At Me?

More than 85% of people currently employed are looking for other opportunities.  Did you get that percentage?  It wasn’t a typo.  Here’s the study from Gallup that proves just how disengaged employees are: Study. It was formulated from data in 2010-2012 and is one of the more complete explanations for how and why employees are tuning out. Do you think it’s gotten any better?  It hasn’t.  The scary part for employers is the economy has improved enough that your team is jumping ship for what they perceive are better opportunities.   Which do you think are most at risk?   Your bottom performers?  Middle?  Or the most productive of your team? So what do you do about it?  Just how in touch are you with your employees personal goals as well as their professional?   Are you aware of their career plan?  In tune to what they aspire to for growth?  Do you recognize that generationally you are probably speaking different languages?   These are all things to consider with your team. Many companies are doing business as usual circa 2009 when people were scared to move or do anything.  Times have changed.  To change with them, you need  to recognize accomplishments of your team, let them know you appreciate them.  Because people don’t leave jobs.  They leave leaders. So go take you’re A+ team members to lunch, talk to them about what they want this year to look like in their career.  How about next?  Where do they see themselves?  And how can you help them get there…. Remember to get what you want, help others get what they want is Emerson’s Law of...
Who Really Cares?

Who Really Cares?

This month our theme is all about 30 second commercials and your messaging. This is an area I see screwed up on an hourly basis at networking events. It seems as if we are a bunch of kindergartners who are conditioned to spew as much of our credentials, experience and certifications as possible in the 30 seconds we are granted which turns into a minute and your audience’s eyes are glazing over. Enough! You are disengaging people who would be good prospects with your self-absorption. I know you’re nice and don’t mean to be arrogant. Just stop. It’s not helping you. It’s hurting you. It’s hurting the people who are leading the group thinking graciously about how to cut you off, when they should be thinking about who they can introduce you to. So here’s a personal challenge – see how long you can have a conversation without referencing yourself once. Just focus on someone else. What they do, what challenges they have. Describe yourself from the perspective of what problems you solve. The client perspective is all that matters. It’s not about you, really. It’s about them. If you are struggling – download our free whitepaper. Please. It’s our public service to fix the world of networking – 1 30 second commercial at a time. When you do a better job, it makes a better event for everyone. It’s about connecting. And relationships. And yes it’s Valentine’s Day, the day for love. So love the people you network with and give them a reason to love you. And we know it’s not about us, so if you are...
A Tale of 2 Meetings

A Tale of 2 Meetings

Someone asked my husband once what I did for a living and he responded with – she drinks a lot of iced tea and hangs out in coffee shops meeting people.    Doesn’t that sound like my job isn’t work? I am one of those coaches who believe you must practice what you teach to have credibility with your audience.  And also, this stuff really works.  This blog is a little about the day in the life of a SalezWORKS coach. We work with a large segment of clients in the financial services arena.  One of the foundations of our process is to be able to offer a comprehensive solution to our clients for their growth challenges, which means we spend our time looking for coaches and resources our clients might be in need of on their path to success.   We have a financial service advisor we are partnering with who referred us to 2 resources he has worked with successfully.  Our blog is the result of those 2 meetings and to share with you characteristics we have found are present in great partners for us.  And probably they’ll be present in your great partners.  And even more importantly – how do you recognize a partnership that will be a one way street not heading your way… Meeting #1 – Highly successful career exec who has been in a leadership role in a fast growing company about a year.  He’s known as a problem solver, innovative thinker and all around good guy.  Scene – Coffee shop in the a.m., he arrived 15 minutes early, Joyce and I were right on...
The Well That Never Runs Dry

The Well That Never Runs Dry

One of my favorite Sunday School stories was of the poor woman who only had enough oil in her bottle to prepare one last meal for her and her son.  As the story goes she was gathering wood for a fire to make their last meal and were visited by the prophet Elisha who requested she prepare a meal for him.  She explained her circumstances and he commanded her to prepare the meal and also told her that her bottle of oil would not run dry until the famine was eased in the land. This story reminds me a lot of how influence works.  Times have been pretty tough the past few years in a lot of industries.  We have become a part of the statistics in our household with the closing of plants, losing jobs and contracts evaporating.  But much like the widow woman we have something left – and that something is influence.  Influence is one of those tricky words in the English language that pulls an extra heavy load, it is a noun and a verb.  Meaning it is and it does.  And the interesting thing about it is that the more it’s exercised, the greater it gets.  And the less it’s used, the more it diminishes.  You can ‘Be all you can be’ but if you don’t ‘Do what you can do’ it’s pointless. So how is influence used?  It’s pretty simple.  You help people.  By demonstrating genuine interest and caring about other people, you find opportunities.  I teach people how to prospect.  One of their first assignments is to go meet with someone that they hold...
Building a Thirsty Culture

Building a Thirsty Culture

As someone reading this blog you are already demonstrating your own willingness to grow and your ‘Thirst’ for improvement.  In a former blog post I related my personal experience with cialis my horse of what happens when someone is not thirsty and how it can be life threatening in some circumstances.  While this may be an extreme example, if you have struggled with inspiring people in your own organization you may be feeling a little thirsty yourself but not quite sure how to inspire it in others. I thought I would relate an example of a favorite client we have worked with last year in the banking industry and how an innovative leader is creating a thirsty culture.  Alterra Bank is a leading bank in the KC lending market.  They are a business-focused community bank founded in 2010; by executing on their niche business strategy, the bank has doubled in size since 2010 with plans to continue a fast pace of growth. We have been working with them on finding and on boarding relationship managers who just happen to be lenders and private bankers.  One common thread resonated with me as I interviewed their current team that has been responsible for their success to date – they are all highly competitive.   As we were looking for relationship managers to connect them to, we asked a few questions: 1)  What do you read? 2)  What last class/continuing education did you participate in? 3)  Tell me about your extracurricular activities. The answers to these questions brought us individuals that who excel on a very fast paced, results driven team.  Did it...
And we’re Off!

And we’re Off!

In High School I had the dream job of any teenage girl. I galloped racehorses. Animals teach you many life lessons and I thought I would share one that has resonated with me throughout my professional career. I was a pretty good rider, and like most kids, had more than my own fair share of self-confidence. I had been at this job for about a month, and my employer had gotten a pretty good handle on my ability, where I was lacking and decided I needed a bit of education. The first thing to realize is that in order to learn, I had to recognize what I didn’t know. One lovely morning at the ripe hour of 6:00 a.m. my lesson began with learning how the racehorse ‘breaks’ from the gate. My teacher for the day was a Quarter Horse gelding named Dust ‘Em. Dusty taught me many lessons in my first few months at the race barn, but on this day it was the importance of humility. The trainers recognized that you don’t put an inexperienced rider on a green horse, you put the green rider on your seasoned campaigner. Dusty had won many futurities as a 2 and 3 year old and was no slouch in the racing game. He knew the drill. And the trainer, Ron, who was helping me get ready for my first experience ‘breaking’ gave me advice that, of course, I didn’t heed as the amazingly talented rider I was then. The specific guidance he gave me to ‘grab hold of the mane like I’m getting launched off a rocket’ didn’t quite register....
Year-in-Review

Year-in-Review

I love December!  But why does it have to come so close to January?  At least it seems like this year has just flown by, but when does time slow down?  As business owners and independent sales professionals we have the same number of minutes every year to spend as we see fit.  What choices did you make with your ‘bank account’ of minutes this year? The joy of working in outside sales is you have the opportunity to have your own business without the headaches of ownership.  If you are a small business owner, you have a chance to become anything you choose to be and wish to work hard enough to achieve. The pursuit of this excellence often has us focusing on the shortfalls which prevented us   from reaching our goals.  We see what and who we wish to become or achieve, but yet so many things stop us from getting there.  Why does this happen? You see where you want to go, so let’s think about why we’re not there.  No, Stop right there!  That is what we often do, we spend all of our time thinking about why we are not there, so what do we focus on?  The obstacles in our path, sometimes we are the biggest one.  Have you ever found yourself the victim of a self-fulfilling prophecy?  This is what we create if we focus on obstacles-we create more of them! It is interesting how when talking to highly successful business owners and sales people the tone their conversations take.  You never hear about what they don’t have or didn’t make. ...
Making Horses Drink

Making Horses Drink

It’s been a bit of an emotional roller coaster this weekend in the Filbert Household. My husband and I have another business that breeds and raises Dutch Warmblood horses for the Hunter/Jumper show market. Our very first ‘piece of inventory’ was a lovely filly born in 2005 who was named Adame by my Grandmother in one of her last lucid moments with our family before our passing. Needless to say this horse has an emotional attachment as well as representing a significant business asset. Well she decided with the weather changing and all, she just wasn’t going to drink anymore for a bit. With horses this creates all kinds of problems and hers escalated into a life threatening situation called colic. During the 5 hour long surgery as the vets worked to save her life, I had a lot of time to think. This blog post will share with you a bit of insight that perhaps will help you as you look to your career growth or perhaps inspiring your team. We know how critical water is to life, so is growth to human beings. The phrase, ‘you can lead a horse to water, but you can’t make him drink’ is a statement we have heard and often counter with something like ‘you may not be able to make him drink, but you can sure make him blow bubbles’. Which represents how often we force new behavior on ourselves or others. Many people are complacent and satisfied with status quo. Others perhaps may want something different, but have no willingness to go through the pain of change. So they...