Choices

Customers have choices. Don't fool yourself, everyday those who do business with you are bombarded with advertisements, phone calls, direct mail and personal interactions with your competition.

The number of choices we constantly face is staggering:

19,000 Different Beverages Available at Starbucks (think about that for a minute, with three all the different sizes, flavors, syrups, temperatures, etc....you could have something different to drink everyday for 52 years)

19 Flavors of Oreos (I just thought there was one)

80,000 New Blogs Created Daily (But you choose this one....THANK YOU)

Google Search "Attorney" and you will get over 151 million websites. (Narrow the search to “Corporate Lawyer” – 6,680,000 websites)

With so many choices, how is a consumer to ever make a decision?

People choose what they know and like. From a vanilla lattes to cookies, ...... From blogs to lawyers.... all things being equal, consumers will choose what they are comfortable with.

While this is good news about your current customers (your competition is constantly trying to lure them away...but they usually stay), it is bad news for your business development efforts.

If you want to grow your business, you have to realize that it will take a lot of time to convince potential customers to switch their business. You need to build trust and that takes a long term commitment. If you are not working on your business development, networking, marketing and PR plans today, then you will not have new clients tomorrow.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

***Source for Oreo and Starbuck's statistics: Seth Godin

Re-Invent Yourself

Is your industry changing? The answer is probably yes. Even if you do not see it, the business world is a very competitive place, and advances in technology are causing most companies to re-assess how they operate..... And everyone I know, in all industries, is facing tougher competition.

So what can you do to succeed in this changing world?

1. Be honest with yourself about "where you are". Too many professionals do not honestly review where they stack up in their universe. Are you the "top" in your industry? Or do you just pretend that you are. Does you competition do a better job than you? What can you do to improve your product or service?

Avoiding honesty with yourself will prevent you from improving.

2. Where do you want to be? (What does success look like?). Just saying you want to have "more" sales or deliver "better" customer service is not enough. You need to define what want to achieve. If you want to increase sales, what is your target number? If you want more customer loyalty, how will you measure "more"?.

If you do not know what is success..... how will you know when you get there.

3. Be Flexible. Be Creative. You need to approach this challenging business climate with a sense of "why not me?". Someone will excel in this new environment. Why not you? Do not be set in your ways. If you look at an idea and think "We don't do it that way around here"...then you are doomed. Those who are flexible and open to new approaches will triumph.

Re-Invent yourself in the marketplace.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Weekend Blog #25 - Let Him Eat Cake

The "Weekend Blog" is my chance to rant and rave about topics other than networking, business development, sales, marketing and business. It's my blog, I will type if I want to.

Let Him Eat Cake

I was at the gym today and overheard two women talking. One is a "bride-to-be", and she spent a lot of time complaining and be-littling her fiance. I was sort of sad for this guy, as I was sure that she does this sort of talk to his face.

I was right. When he came up to join them she jumped all over him for his lack of a work out. Apparently his time spent on the cardio machines was too short, and she was making it clear that she felt he should work out harder while at the gym.

I had made some small talk with them earlier, and proceeded to jokingly add "Gosh, give the guy a break". Now I was part of the conversation, although it was all in fun and good natured.

They were bantering about wedding plans, gift registries, and their schedule for the rest of the day. It was funny, but she was clearly hen-pecking the guy. Then they asked my opinion about the "grooms cake".

Since I am not originally from the south, I had not heard of a "grooms cake" when I got married, but after 15 years in Texas, I am now very aware of the custom. Apparently this soon-to-be groom has designed "the worlds ugliest cake" for their reception (her words).

It will contain a photo of his dog and a frosting bar bell in 3-D. While I agree that it sounds awful, I told her to "let him have his cake, it is the only part of the wedding that is 100% up to him". After all, it is his wedding too.

Well, I am not sure she appreciated the advice (but she did ask for my opinion)..... he was grateful for the support. I am not sure I will ever see them again, and I know I wont be at the wedding....but I do hope she lets him have his goofy grooms cake....as it sounds like the only thing he will ever get his way for the rest of his life.

Have A Great Weekend.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Open Question Friday - Week # 2

Every Friday I will answer a question from readers of this blog. Since my book was released in October, I get a lot of questions from readers who want to know how they should handle a specific issue with regards to networking, business development, career, etc...

Each week I will select a question from my email and try to answer it to the best of my ability. However, as with any free advice, you get what you pay for. If you disagree with my opinion, please add to the discussion by posting a comment to this blog.

Question # 2

This question comes from Rob:

"How do you connect with someone you only met once, but know would be a good addition to your professional network?"

The most important part of networking is following up with those that you meet. You need to follow up or you will never have the chance to build a professional relationship.

Most people who attend networking functions meet amazing people all the time. The problem is that they lose touch and let too much time pass before reaching out to people.

If you got their business card, be sure to send an e-mail or handwritten note within a few days of meeting. Think ahead for what your next action should be (lunch, coffee, a business meeting, inviting them to a corporate event, etc....). If you did not, look them up on their company website.

If you feel like this person could be a good addition to you professional life, you need to take action. Friendships are not built without some kind of follow up and future interaction. Although not everyone you meet will become your friend, you get nowhere without at least trying to build a connection.

The best way to follow up? However you want. Just do it.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Got a networking, business development, sales or marketing question? Send me an email. Thanks!!!

"Don't Settle For Silver"

In a sold out meeting of the Austin Chapter of TEXCHANGE, successful entrepreneur and venture capitalist, Jimmy Treybig, gave solid advice to the audience of Texas technology executives.

"Don't Settle For The Silver"[...be working for the gold] was the message that rang though the loudest. Those who want to build businesses that will change the world need to know in advance that they want success. While it is not just about the money, you need to strive for the big win.

Regardless of what you do for a living, this is how you should live: Go for the gold!!!

Treybig does not do a lot of public speaking, which made his nuggets of information even more of a treasure chest of inspiration for the standing room only crowd at the Austin Country Club last night.

Throughout his talk, it was clear that he is a businessman, advisor, technology guru, CEO, mentor, coach, student, teacher, thought leader and a huge fan of start-up companies. Sometimes he was funny, often insightful and his presentation rocked the room. Occasionally when we attend a networking event we get lucky with a spectacular program. That was what happened this time!!!

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Avoid Artificial Buyers

If you are in sales you need to beware of the artificial buyer. At first glance you think they are the decision maker because of their title, or their clear ability to say "No!". But do they have the power to say "Yes!"?

Very often these people even think they are the buyer. But in the end, someone else must approve the purchase.

This can cause big problems for sales professionals. If you do not treat these artificial buyers with respect, they can knock out your chances of ever getting the sale. But if you spend too much time with them, and never meet the real decision maker, you will have no influence on the prospect's decision.

You need to meet with and build rapport with the real buyer. This can be tricky, especially if the artificial buyer is not forthcoming with the truth and will not facilitate the introduction. (Often artificial buyers will try to block you, keeping themselves in the loop).

The best approach is to never rely on any one person inside a company. Always look for two, three or four contacts (including the CEO or some high level executive). The more people at various levels who know you, the better chance you have of winning the business.

Let you competition chase the artificial buyers. You are smarter than that!

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Experts Among You

There is a great post on Michelle Golden's "Golden Practices Blog" (which I just discovered, but is full of great information and I will add to my own regular blog reading list).

In this post she continues on some other blogger's comments (Patrick Lamb and Tom Kane), but Michelle sums up my biggest complaint about professional services firms. They hire very talented marketing professionals, and then ignore their advice.

She says this:

As a lawyer or accountant (or consultant), equate it to a customer who refuses again and again to heed your advice. Then imagine that same customer coming to you repeatedly to justify the value you bring to the relationship demanding ROI and results. Yet they haven't taken most of your advice.

The frustration you experience in that situation is only a taste of what a marketer you've hired feels because you are their ONLY customer.

That's why marketers leave firms in a matter of a couple of years. And that's why results aren't half as amazing as they'd be if you'd listen to your marketer and act on a lot more of their advice.

She hits the nail on the head. I know dozens of marketers who exited professional services firms within two years for this exact reason.

In addition, I know lot of attorneys who can't figure out why they cannot attract or keep high level marketing or business development professionals (try paying them as a professional and treating them with respect....there is a concept!!!!).

If you have a marketing professional in your firm, start treating them as a "professional" and not assuming you know more than they do (maybe you do...MAYBE YOU DON'T). You might be amazed with the results.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Weekend Blog # 24 - MOMZILLA

The Weekend Blog is off the topics of business development, marketing, networking, sales, PR and other related business themes. It is my chance to pontificate on any subject or to just tell a story.

"Momzilla"

Today I ventured out into the beautiful, unseasonably warm weather with my youngest daughter, and one of her friends. They are both "three and a half" (do not forget the half...it is VERY important. I in fact have taken to saying I am "thirty-nine and a half").

The day was great, not a cloud in the sky, and so we went to the park. Yes, they had a blast. They went on the swings, the slides, and they climbed the big monkey bars (are they still called "monkey bars"?). They played very well together and it was a delightful way for all of us to spend the afternoon.

Then it happened. A random parent in the park turned into "MOMZILLA". While it did not directly impact our fun, it was much like passing a car accident..... I had to watch.

First, the woman had three kids and she and her husband must have been at the park to enjoy a family outing. But how any of them enjoyed themselves is beyond me.

Her youngest daughter, not much more than a year old, slipped and fell. Now, one would think if she got to the third kid, she would have seen a kid fall before. However, she was overly freaked out (there was no blood and all limbs remained attached)..... and then she also began to brow-beat her husband about his not being able to prevent the fall. She was yelling at this poor guy, using words like "useless" to describe his parenting skills.

YIKES. The kid just slipped. She was still breathing. But the guy just seemed to absorb her sharp words, which made it obvious that he had heard them before. Maybe quite often.

Next, my daughter and her friend were taking the pea gravel and stacking it in the slide, then taking turns sliding into it. While I am sure that touching the small rocks is some huge "park mom no-no", the girls were having a blast. The older daughter in this family, who seemed to be the same age as my kid, wanted to join in. Momzilla immediately pulled her away and screamed at her (very sternly) that she could NEVER play with the rocks, adding "just because other parents allow their children to play with the rocks, does not mean you can do it". OUCH.

She went on to tell her kid that throwing rocks would hurt someone's eye. NOBODY was throwing rocks, in fact, we had already discussed that the girls had to move away before the other one went down the slide..... to make sure they were careful. Not a single kid in this park lost and eyeball.

Finally her middle kid went wandering off, and she chased him screaming wildly, as if he was about to meander onto the freeway. She was ballistic on the poor kid. So much for his growing up with any curiosity about the world. Momzilla will make sure he never explores anything.

I just kept watching this woman interact with her husband and children in amazement. I felt so sorry for the dad. More than once she belittled him in front of everyone.

Just an observation with commentary.

Of course if this woman has her own blog, her new post would be about the horrible dad in the park who let his kid and her friend play with the rocks. It's all perception.

Have A Great Weekend.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Open Question Friday - Week #1

This year we will try something new on Fridays.....I will answer a question from readers of this blog. Since my book was released in October, I get a lot of questions from readers who want to know how they should handle a specific issue with regards to networking, business development, career, etc...

Each Friday I will select a question from my email and try to answer it to the best of my ability. However, as with any free advice, you get what you pay for. If you disagree with my opinion, please add to the discussion by posting a comment to this blog.

Question #1

From John in Chicago (last name removed per his request):

"I read you book, and think that it has good tips. But as an associate in a law firm, the partners think that networking is not worth the time commitment. I am only judged on my work product and my billable hours. How do I get them to notice the importance of what you say?"

Bill, I don't think you can change anyone's mind about networking (or anything else). Especially your bosses. However, if you know it will help you find new business and advance your career, then make the time to do it anyway. I worked with lawyers for a long time, and I know from experience that a young associate who brings in his own book of business and has a strong reputation has a better chance of making partner....OR being recruited into another (better?) firm.

Do not rely on senior partners for your future. They may take care of you now, but if times get difficult, they will protect their own future first. I have seen many lawyers work dry up because they relied on someone else to bring in the business.

Build your network, your reputation, your client base and your referral sources. Nobody can take those from you. If you are not bonused on bringing in new business, you can be sure they will notice it. If they don't, there are lots of law firms out there who desire to find good "rainmakers".

Thanks for your email, and thanks for reading my book.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Do Not Spar With The Customer

Sometimes we forget the old (but true) cliche:

Rule #1: The customer is always right.

Rule #2: If the customer is wrong, see Rule #1

It is easy to focus on metrics, teams, marketing, image, sales quotas, strategic plans, stock price, water-cooler gossip, and the lunch hour. But often we forget why we are at work in the first place.

The customer.

Without the customer, everything else stops. Sometimes customers are difficult. Often they are annoying. Regularly they are unrealistically demanding. And yes, on occasion the customer is wrong.

But when they are wrong, you cannot dig your feet in with the hopes that you will "win" and educate them on the error of their ways. To beat the customer is to lose the customer, and all the goodwill.

Your relationship with your customer should never be compared to a boxing match. If you feel you are going twelve rounds and hoping for a TKO, you need to step back and take the fall.

Too many people have forgotten that. They want so badly to be right, that they alienate customers along the way. If this has not happened to you recently, then consider yourself lucky.

(On the other hand, yes, there are times when you should "fire" a client when they are not a good fit with your long term goals. But you do that in a professional manner....not by beating them to a pulp).

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Time Warp

We get so caught up in our own lives, and we think that the trials and tribulations we face are so difficult. Take a look at the below (that was sent to me by email, something that was not even commonly used until the last decade. I am not sure of the source).

Makes you wonder what our great grandchildren will think when they look back at our lives. My mother's parents (both Irish immigrants) were married in 1905. My favorite is the average wage of a worker. You can spend that on dinner in 2006.

THE YEAR 1905

The year is 1905. One hundred and one years ago. What a difference a century makes! Here are some of the U.S. statistics for the Year 1905 :

The average life expectancy in the U.S. was 47 years.

Only 14 percent of the homes in the U.S. had a bathtub.

Only 8 percent of the homes had a telephone.

A three-minute call from Denver to New York City cost eleven dollars.

There were only 8,000 cars in the U.S., and only 144 miles of paved roads.

The maximum speed limit in most cities was 10 mph.

Alabama, Mississippi, Iowa, and Tennessee were each more heavily populated than California.

With a mere 1.4 million people, California was only the 21st most populous state in the Union.

The tallest structure in the world was the Eiffel Tower!

The average wage in the U.S. was 22 cents per hour.

The average U.S. worker made between $200 and $400 per year .

A competent accountant could expect to earn $2,000 per year.

A dentist $2,500 per year.

A veterinarian between $1,500 and $4,000 per year.

A mechanical engineer about $5,000 per year.

More than 95 percent of all births in the U.S. took place at home .

Ninety percent of all U.S. doctors had no college education.

Instead, they attended so-called medical schools, many of which were condemned in the press and by the government as "substandard."

Sugar cost four cents a pound.

Eggs were fourteen cents a dozen.

Coffee was fifteen cents a pound.

Most women only washed their hair once a month, and used borax or egg yolks for shampoo.

Canada passed a law that prohibited poor people from entering into their country for any reason.

Five leading causes of death in the U.S. were:

1. Pneumonia and influenza
2. Tuberculosis
3. Diarrhea
4. Heart Disease
5. Stroke

The American flag had 45 stars. Arizona, Oklahoma, New Mexico, Hawaii, and Alaska hadn't been admitted to the Union yet.

The population of Las Vegas, Nevada, was only 30!!!

Crossword puzzles, canned beer, and ice tea hadn't been invented yet.

There was no Mother's Day or Father's Day.

Two out of every 10 U.S. adults couldn't read or write.

Only 6 percent of all Americans had graduated from high school.

Marijuana, heroin, and morphine were all available over the counter at the local corner drugstores.

Back then pharmacist said, "Heroin clears the complexion, gives buoyancy to the mind, regulates the stomach and bowels, and is, in fact, a perfect guardian of health." (Shocking!)

Eighteen percent of households in the U.S. had at least one full-time servant or domestic help.

There were about 230 reported murders in the entire U.S.
***********************

Have A Great Day in 2006 !!!

Thom Singer

www.thomsinger.com

One Step Ahead Of The Competition

My post yesterday originally had a glitch in the calendar that showed it was posted on January 12, 2006 (which was four days in the future).

My friend Tim Homan sent me an email to point out this error, to which I jokingly replied that this is how I stay ahead of my competition,..... I operate four days ahead of them in the cosmos.

I corrected the mistake, but it made me think.....

What about the competition? Are you ahead of them or are you chasing them? What if you could magically be four days out in front of them in your marketing, prospecting, sales calls, closing and delivery? If that was possible, then you would have all the business completed before they even knew it exists.

I think if you consistently are looking for ways to out think your competitor everyday, then you can have the same results. But too many people wait to see what others in their industry are doing, and then they mirror those actions.

Don't look to your competition for how to build your business. Make them eat your dust. You only want to see them in the rear-view mirror.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Don't Stall, Call

The beginning of the year is a great time to reach out to your top clients, prospects and business friends and simply reconnect.

While you can't sit down and have lunch or coffee with everyone in your network, you can do it with the top 25 people in your inner circle.

During January and February you should not eat alone. If you find yourself at 11:30 roaming your office looking for a co-worker to go to lunch with, then you are wasting valuable time to build and cultivate your networking activities.

But to set up lunches (or coffee on the way into work) you need to plan ahead. Pick up the phone and call your contacts. Tell them that you would like the chance to get together and "catch up". Start today to fill your calendar for the next few weeks. Try to leave one day open each week for important meetings that come up last minute.

Once it is scheduled in your calendar, treat it like gold. Even if it is just a friend, do not cancel (unless it is a real emergency). Too often people will have something come up (or just feel over-worked) and cancel appointments at the last minute. REMEMBER, that other person might have had other things come up too.... but they moved those other meetings, NOT YOURS.

I had one woman whom I was to meet with send me an email just before the holidays saying "I need to cancel our lunch. I have decided to take a personal day and get a massage". I was thrilled to know that I ranked just below a back rub on the level of importance.

If you are not visiting with the key members of your network regularly, maybe your competition is spending time with them. OUCH. Don't stall. Call today.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

"Guest Blogger Friday" Contest Winner

For those who were following this blog in December, we had a contest for the favorite "Guest Blogger Friday" post of 2005.

With all the voting in, we have a winner. It was close, as those who voted had a variety of favorites....

Tie for second place, and special honorable mention to Monica Bay (October 7th) and Steve Harper (September 2nd).

But the winner is....

Carlon Haas.

Click here to read his post from November 18th.

Carlon will win a $50 gift certificate to QuickGifts.com. Quick Gifts is one of my favorite things on the web. It allows you to easily give a gift certificate, and let the recipient select their vendor of choice. Check it out!!!

Thanks to Carlon and all the Friday Guest Bloggers.

Have A Great Day.

Thom Singer
thom@thomsinger.com
www.thomsinger.com

Attitude

"A positive attitude may not solve all your problems, but it will annoy enough people to make it worth the effort" - Herm Albright

I have found that a good attitude will take you a long way in the business world. We all face the same economic challenges, and have the same number of hours in a day, but we do get to select our attitude. Either way, bad situations will occur.....how you react can make a big difference in what happens next.

I have had the misfortune of being laid-off three times in the past seven years, due to companies closing their doors. That is no fun (especially with no severence package). But I never moped around and felt sorry for myself. I realized that my career path had some bumps and curves in the road, but that just provided more vistas from which to view the world. My positive attitude has always lead me to bigger and better opportunities (some of which came years later).

How about you. How is your attitude? There is a bumper sticker that says "Attitude is contagious, is yours worth catching?". I love that. Who would want to get close enough to catch a poor attitude?

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Hook 'Em Horns

The University of Texas Longhorn Football Team just won the Rose Bowl and claimed the national college title.

If you missed the game, it was the best football game I have ever watched.

WOW.

And the crystal football trophy comes home to Austin.

Great job Vince Young!!!! Who needs the Heisman Trophy when you can win it all!!!

Hook ' Em Horns.

Imagination

"There is a boundary to men's passions when they act from feelings; but none when they are under the influence of imagination" - Edmund Burke

Many people I know have "feelings" about the status of their careers. While these "feelings" may or may not be true, they believe them 100% without question.

Few people are true students of imagination. To look at a situation and not see things for what they are (or what you "feel" about it), but rather to view things for what they could be.

I wish I was more like that. I try.

I desire to look for more opportunity in my daily life. I believe that successful people are those who go beyond the here and now, ignore first impressions, and discover unique connections between unrelated items.

A friend recently questioned why I write this blog (or why I wrote my book). She could no value in the time commitment that I have made to share my pontifications on the subjects of business development, networking, marketing, sales, etc.... To her, since there is no immediate pay off, then it is a waste of time. She could only see things for the present and was unable to imagine the future.

Since she had no imagination, I told her to check back with me in a few years, and I would let her see how these things were a great investment of time. She just shrugged her shoulders. I on the other hand, I will dream, and dream BIG.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Ready, Set, Action

There has been a lot of advice on this blog (and other business related blogs) about preparing to excel in the new year. Many people look to January as a time for a fresh start, and smart people set clear goals so they can stay on track toward achievement.

Well,....

Happy New Year !!!

Yep, 2005 is over. Hopefully you completed all your goals for last year and have more clients than you can handle....but either way, 2005 is yesterday's news.

All the planning for excellence in 2006 should be planned. Now the time has come to "DO IT". You can't spend your whole life planning, wishing and hoping for better things. Eventually you have to do something to make your dreams come true.

And now that it is Monday, there is no better time to take action than today.

Start your year off by doing something that leads to success in your business career.

Do not waste any more time. Even if you are off from work today, do something. Too many people spend their life in the habit of procrastination. But you want more (or why would you be reading blogs like this one?). If you really want more, then go out and make things happen.

If you have successfully figured out what you want for your career this year, then starting should be easy. If you have not yet committed your plan to writing, then do it now. Either way, do not let today end without taking action. Begin the habit of doing.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Great Article on Goals

My friend Steve Harper over at the Ripple Effect Blog has a great post on setting your new year goals.

The main message, DO NOT SET UNREALISTIC OR CONFLICTING GOALS.

Keep it simple. Make them realistic.

But do set goals!!!

Click Here to read Steve's post.

Happy New Year.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Weekend Blog 23 - Happy New Year

The Ten Best Things About 2005

1. My wife and kids. Simply everything about them.
2. Completion of writing and publishing of my first book.
3. The book is selling well.
4. Having a GREAT job come my way in December (which will make for a great 2006).
5. Meeting some very cool people and establishing new, mutually beneficial friendships (many of whom I met because of my book and my blog).
6. CRHP 25 at St. John Neumann.
7. The trip to Italy and France.
8. Annual Family Reunion with my dad and brothers (and their families).
9. Business trip to Chicago (I love Chicago)
10. Losing 30 pounds, and keeping it off (well, mostly).

I want to wish everyone a wonderful 2006.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Guest Blogger Of The Year

This is your last chance to vote for the best "Guest Blogger" of the year on the Some Assembly Required Blog.

Leave a comment or send me an email.

We need your vote today (Voting ends at midnight on December 31, 2005). The winner gets a $50 Gift Certificate to QuickGifts.com.

Click on the names below to read their great posts.

Scott Ingram

Steve Harper

Bert Decker

Rich Ottum

Bruce Allen

Mark Merenda

Monica Bay

Liz Ryan

Bryan Menell

JD Moore

Cookie Wherry

Mike Sigers

Carlon Haas

Adam DuVander

Have A Great Day

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Thank You Notes

Ahhhhh, the Holiday Season is drawing to a close.

OH SHOOT....It is time for Thank You Notes.

Your mother was right, you must properly thank people for the gifts you received during the holiday season (or anytime throughout the year).

Were you invited to a great corporate holiday party? Send a note thanking the person/people who invited you.

Got a great gift basket, popcorn tin, cookie bouquet or other present of good cheer (an ipod with a vendor's logo on it?)? Send a short note to acknowledge your appreciation.

Did someone give you a big piece of business or refer you for a new job in 2005? Send an expression of "Thanks".

A short investment of time to pen a handwritten thank you note is worth more than its weight in gold. So few people send thank you notes in our busy society that you will stand out from the crowd if you show others that they are worthy of this gesture of gratitude.

If you cannot immediately think of ten people who deserve your thanks, then you are not really networked in the first place (and therefore not reading this blog anyway).

Go on, just do it. Send your Thank You Notes today!!!

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Network Everywhere

The day after Christmas I decided to brave the local shopping mall. My wife and I had gone to lunch, and I mentioned that I needed some new clothes for work (I start my new job this week), and I thought that the Nordstrom's Men's Sale might have some good deals. She dropped me off at the mall, so that I would not have to hunt for parking, and launched me into "shopping hell", promising to return three hours later.

I had never been to the mall the day after Christmas, and had no idea what a nightmare this can become. I decided to grab a cup of coffee to perk me up before my sale rack adventure, but the line at the coffee bar was about twenty people deep. My patience was already short, and if I had a car, I would have left immediately (I suspect my wife knows me too well and this is why she abandoned me with no transportation).

Since I could not flee the place, I ventured into battle.

First of all, I immediately learned that if you are a somewhat average size, you cannot show up at a big sale at 2:00 PM. To find deals, you must be there when the doors open. If I was short and fat, there were lots of great pants to choose from, but the 34/34's were nowhere to be found. In addition, the great dress shirts that Nordstrom had on sale did not exist in my size. After about 45 minutes, I ended up with five new shirts, but only two were on sale. So much for my plan to take advantage of the sale.

However, during my shopping spree I did run into five people I knew from the local business community. I was able to have some quick conversations, catch up and alert these folks to my new job which I will start in the new year. I even set up lunch with one important person, whom I had lost touch with. You never know when you can do a little business networking.

I then decided to venture out into the open waters of the mall. Again I glanced at the coffee bar.....more in need of caffeine than I had been an hour earlier, and yes, the line was longer.

The mall was crazy. There were more people than at a rock concert, and it did not take a genius to realize that by December 26th people's Christmas Spirit was already running on empty. I was able to buy some pants and a nice blazer, but the next two hours were peppered with running into more friends and business contacts, who also had decided to brave the After-Christmas sale day. And everyone was glad to see a friendly face. Even some people I hardly knew were stopping me to chat. I think the chance to take a fast break from the madness of the shopping experience to talk with an acquaintance made their day, too.

Always remember, you can network anywhere and everywhere.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Business Networking A Good Idea

While browsing through the blogs I read regularly, (BW Price's Marketing U Blog) I ran across a link to a great article about networking from Business Week OnLine. The article, "Networking for the Right Reasons", by Carmine Gallo, is a quick read and has some great pointers.

Click here to read the whole article.

I have never understood people who are critics of networking. (How can anyone criticize reaching out to clients and prospects and showing them you think highly of them?). While networking alone is not the answer to all of your business needs, to ignore the importance of building strong business relationships is a HUGE mistake.

People do business with people they know and like. Don't kid yourself into thinking that you can be a jerk and win in business. Sure, there are lots of examples of legendary tyrants who succeed, but do you really want to be that kind of person?

But sitting around (or claiming that you are "too busy") is not how to create a network. It takes a commitment of time and effort. You must reach out to other people, get to know them and assist them with what is important in their life. Building relationships means putting other people first.

If you agree that being "networked" would help your career, then get to it. Do something now to start the process.

If you disagree, please leave a comment on this post explaining why you are better off not having strong business relationships. I'd love to hear your side of the story.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Weekend Blog 22 - A Christmas Memory

A Christmas Memory

I vividly remember Christmas Eve 1971. I was five years old.

After dinner my mom tucked me into bed. Getting to sleep early was very important, as Santa Claus, the big guy, would come that night. To not be asleep could risk his passing your house in his sleigh. That would mean no toys....and at five years old, it is all about the toys.

As she tucked me in I heard the bells outside in the distance. The jingling got louder, and through the drapes I could see the distinctive glow of Rudolph's red nose.

Swwwiiishhhhhhhhhhh, the red light passed at high speed right past my window while the jingle bells chimed.

"Hurry", my mother advised. "Santa is checking to see if the good boys and girls are asleep".

OH MY GOD!!! I pulled my head under the covers and tried to fall asleep as quickly as I could. I had seen the light from Rudolph's nose. HOW COOL IS THAT.

Years later I realized that my older brothers, all teenagers at this time, were working the bells and with a flashlight and some red plastic,.... running past my room.

Ahhhhhh, but the magic of Christmas was alive and well that night.

Have A Great Christmas.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Merry Christmas / Happy Holidays

In this holiday season, people from all beliefs can come together in the spirit of brotherhood, goodwill, and renewal.

Regardless of your religious beliefs, I wish you much joy and success in 2006.

Thank you for being a reader of my blog!!!

From my famliy to yours:

Merry Christmas, Happy Holidays and Happy New Year.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Christmas tree image courtesy of Wendy Bumgardner, About.com Walking Guide http://walking.about.com

Read My Book, Please !!!

Start the New Year off by reading
"Some Assembly Required:
How To Make, Grow and Keep
Your Business Relationships"
(New Year Publishing, 2005)

Buy the book now at:
www.thomsinger.com

Help your company jumpstart 2006:
Buy a whole box of 10 or 25
and give them to co-workers as
a "must read" for the new year.

We NEED Your Vote !!!!

The "Best Guest Blogger of 2005 Contest" is nearing the end. With just one more week to of voting, it is a close race.

Please review the "Guest Blogger Friday" posts and vote (by leaving a comment or sending me an email) for your favorite article.

Those who have taken the time to read all the guest blogger posts have commented on what a fountain of useful information and tips our wonderful guest bloggers have provided.

Come on.....you know you want to re-read these posts and help propel your favorite victory and the $50 Gift Certificate from www.quickgifts.com.

Click on each name below to read their post.

Scott Ingram

Steve Harper

Bert Decker

Rich Ottum

Bruce Allen

Mark Merenda

Monica Bay

Liz Ryan

Bryan Menell

JD Moore

Cookie Wherry

Mike Sigers

Carlon Haas

Adam DuVander

Thank you for voting.

Have A Great Day.

Thom Singer

www.thomsinger.com

thom@thomsinger.com

Lessons From Rudolph

Rudolph was just an average raindeer. Sure, he had that red nose, which was very shiny. If you had seen it, yes.... you would have said it glowed, but it was really just annoying and caused him all kinds of problems.

All of the other reindeer simply did not appreciate Ruldolph. They even went so far as to constantly make fun of him and excluded him from reindeer networking events. Even his own father, Donner, was not fully supportive of him and privately confided to his best friend, Blitzen, that he was unsure if Rudolph would amount to anything in the reindeer business.

However, Rudolph hung in there. He believed in himself and his unique abilities, even when others did not. He continued to do his job and fine tuned his flying skills.

Then one rather foggy Christmas Eve there was a problem. The fog was so thick that the boss, Santa Claus, was not sure how they were going to honor their delivery guarantees to their clients around the world.

That was when they discovered that Rudolph was not so average after all. His red nose had the technology to shine through fog and light the way. His flying skills were superb, and he got a field promotion to lead reindeer, which included a raise of more straw and hay.

Because of his tenacious attitude and the gracious manner in which he treated his fellow co-workers (he never rubbed it in that he got the top job), they were not jealous of his assent into management, but rather, very supportive of Rudolph. One might even say that they loved him and shouted out with glee, as his contributions to the company made everyone more successful in their jobs.

The whole reindeer opperation flourished thanks to Rudolph's not quitting when faced with adversity. In the long run, he prevailed because of his "stick-to-it"philosophy.

Rudolph The Red Nosed Reindeer, He'll Go Down In History!!!

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Making A List, Checking It Twice

Lists are not just for Santa.

As you plan you business development for 2006, you should make a list and identify your top prospects. If you do not know who you want to do business with, you may not recognize them. Nothing is worse than letting an opportunity slide past because you were not prepared.

I suggest that you first identify your fifty top current clients. Make note of their industry, how you originally landed the account, and reasons why they stay with you (rather than switching to the competition).

Now look for trends. Once you understand who your clients are and why they do business with you, it is easier to start looking at who should be your prospects.

If you identify your prospects in advance, it will make your cold-calling, networking and business development/sales activities much more easy to prioritize.

Only Six More Networking Days in 2005. Don't Waste Them!!!

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Have You Purchased

Your Copy of

"Some Assembly Required:

How to Make, Grow and Keep

Your Business Relationships"?

Available for $19.95 at

www.thomsinger.com

Don't start the New Year without

thinking about your network,

your brand and your goals.

Focus On Your Network

I have heard from many people who want to do more in the new year to grow their business network and build their "brand" and reputation. This is a great goal. Since everyone agrees that "people do business with those they know, like and trust", making sure that people know about you and your company is the first step to more business.

I recently heard from a man who is very interested in networking. He began his comments to me that he really understands the importance of a network, and he knows that he has to do for others before they will do for him (many people miss this point). However, he added that he hates networking events, and sees most of the people he meets as "professional time-wasters". He wants to find a way to dive right in, make deep connections and still get home every night to his wife and kids.

While we would all prefer that we only interact with others who are "ideal" people to add to our network and that we quickly build that rapport and trust, it just does not work that way. To make real connections in the business community you need to invest a lot of time, and this will involve some events that do happen during the dinner hour. Sorry, it is just the way it works.

Additionally, you will have to meet a lot of people who you may be able to establish a relationship. Not everyone is "ideal" for your business, but you should not write those people off because you never know who they might know. While their business might not be a match for what you do, they just might be friends with someone else who would be a perfect connection.

To properly build and cultivate relationships in the business community you must focus on networking and make it a priority. Look around, those who are "Well Networked" did not luck into those friendships. They worked over time to create them.

I recently was offered a new job with a fantastic company. I am very excited about the opportunity and look forward to starting in January. A local business person told me yesterday "wow, you are so 'lucky' that they called you". Fortunate, YES. Lucky....NO. I was fortunate that my networking in the local business community over the past few years had allowed me to meet my new co-workers and develop a relationship. I was fortunate that they thought of me when the "Business Development" position opened up. It was NOT luck.

Best of luck to you in growing your business network in 2006. I hope you will consider reading my new book, "Some Assembly Required: How to Make, Grow and Keep Your Business Relationships" (New Year Publishing, 2005). It was a lot of fun to create this book, and it is filled with many useful tips and thought provoking ideas on how to build your own brand through your networking activities. More information is available at www.thomsinger.com.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Holiday Slacker

During these last two weeks of the year, do not allow yourself to fall into the "Holiday apathy" trap. It is easy to just coast at work for the last part of the year, as there are many distractions, and your boss and co-workers might be away visiting family.

Many people justify a "slacker" attitude during December and make excuses like:

"All of my clients are on vacation" (I doubt everyone is gone)

"I will get refocused in January" (Maybe, but why waste December?)

"My boss is gone, so who cares" (You should care)

"People do not like to be called by salespeople in December" (Really, do they LIKE it in January?)

"I am busy with 'year-end' activities" (That busy?)

"It has been a tough year" (So what? Finish it strong!!)

"Nobody else around here is working hard" (Then you will stand out from the crowd)

Instead of making excuses, look at the next two weeks as a time to double you efforts and set the momentum for 2006. Even if people are on vacation, leave a voicemail wishing them a "Merry Christmas"(no, it is not THAT politically incorrect to say that....or say "Happy Holidays") and letting them know you will call them in January.

If you have not yet sent your Christmas Cards (yes, there are a lot of people who still have not done that), then scrap that idea and make plans to send "New Year" cards. If you have not mailed your cards, the odds are slim they will arrive on time, and at this point the underlying message is "I could not get my act together so I am just rushing and sending these late". Use that time for more productive activities. (yes, this could mean throwing away or saving for next year the cards you already paid for...but that is better than broadcasting to your clients, prospects and friends that you are just not organized).

Come on, get excited for the last two weeks of the year and don't be a Holiday Slacker.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Rock The Vote

Guest Blogger Friday Contest - PLEASE VOTE!!!

In August this year I began "Guest Blogger Friday". This has been a great addition to the "Some Assembly Required Blog", and we have all been treated to some fantastic posts on topics relating to business development, networking, sales, public relations, marketing and other business themes.

In an effort to say "Thank You" to all the guest bloggers, and to re-introduce new readers to their great posts, I am going to hold a contest.

Please review the below "Guest Blogs" and vote for your favorite post. You can vote in the comment area of this post, or send me an email at thom@thomsinger.com. To vote you must fill in your name (no anonymous comments), and you can only vote once (honor system!!!).

Voting will take place from now until January 1, 2006, and I will link to this post every Friday remaining in December (reminding everyone to vote) rather than having a guest blogger. The winner will be announced the first Friday of the new year.

"Guest Blogger Friday" will resume the second Friday in January 2006. I will need lots on new "Guest Bloggers" from the readers of this blog, so start thinking about what you will contribute in 2006!!!

The winning "Guest Blogger" will receive a $50 gift card from Quick Gifts (http://www.quickgifts.com/), where they can select a top retailer to redeem their prize. This is a non-scientific poll, and I reserve the right not count any suspicious votes, all rights reserved, final decision is mine to make, blah, blah blah.

Voting began last week. Please tell all your friends to vote. The Quick Gifts $50 prize is at stake (and all the guest bloggers are counting on you to take them to victory!!!!)

Click on each name below to read their post.

Scott Ingram

Steve Harper

Bert Decker

Rich Ottum

Bruce Allen

Mark Merenda

Monica Bay

Liz Ryan

Bryan Menell

JD Moore

Cookie Wherry

Mike Sigers

Carlon Haas

Adam DuVander

Thank you for voting.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Goal Setting -- Day Four (Audio Blog)

Audio Blog

Just setting goals is part of the equation, you need to take action to make them reality.

Click on the arrow or double click the "MP3 File" link to listen.

1 minute, 31 seconds in length



MP3 File

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Last Minute Gift Idea

Need a quick gift for a business associate, employee, boss or anyone else on your Christmas List?

Give them a copy of "Some Assembly Required: How to Make, Grow and Keep Your Business Relationships".

This book is a great gift for anyone who could benefit from better business networking skills.

www.thomsinger.com

Have A Great Day

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Goal Setting -- Day Three

This week we have talked about the importance of clarifying your goals and writing them down. Today I would like to focus on the three types of goals.

Business Goals: Since most of us spend over half of our days at work, achieving success in our careers is very important. Everyone has different ways of judging what success at work looks like, so their is no right or wrong answers to what types of business goals you should create. Maybe you want to find a new job, get a promotion, make more money, attain more responsibility, etc... The important thing is that you know what you want. By having goals in the workplace it will help you to be more productive and waste less time, as you will be focused on why you are there in the first place.

Personal Goals: All work and no play makes Jack a dull boy. No matter how important your job is, everyone has a personal life. Do not fall into the trap where you only look at goals as something you have for work. These goals may be some thing you create alone or with your spouse, kids, friends, etc.... Paying off credit cards, taking that trip to Europe, buying a new home, losing weight, attending all of your daughter's soccer games, etc... are all personal goals. Anything that you know you want to accomplish (or should accomplish) during the year, but that you know from experience get forgotten when all the other pressures of life pile up.

Soul Goals: These can often be the most important goals, as if you pay attention to your soul, it makes the rest of the things seem less daunting. I am not just talking about religion, but if you are a person of faith, that is part of it. Additionally I am talking about finding those activities that help you recourse your batteries. Golf, reading, running, meditation, talking a walk in the mountains, prayer, etc... are all examples of things that people do to get away from their daily routines. Find one or more activities that you enjoy that allow you to take some personal time and energize your soul. Even when you are busy with your business and personal life, take some time for yourself.

As I mentioned yesterday, you should have three to five goals in each category. Having just one goal would be too narrow of a focus, and having more than fifteen in one year would be too many.

Since all of your goals will be attainable, but not easy, you may or may not achieve them all during the year. That is okay. If you are trying to lose thirty pounds and you only use twenty-five, just because you did not meet the final goal, you are still better off because of the progress you made along the way. Do not obsess about checking the goal off the list, thrive in the process.

Have A Great Day

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Goal Setting -- Day Two

Yesterday we talked about the importance of knowing what you want to accomplish and writing your goals down on paper. Like a flight plan, your written goals are like a map that you should refer to regularly to keep yourself focused on where you are going.

But what should you write down? What does a goal look like? And how many goals should I chase at one time?

I suggest that you select five professional goals, five personal goals and five "Soul Goals" (we will discuss these three types of goals tomorrow). These goals should be things that will require your focus and effort to achieve, and something that you really desire.

Do not write down things that are too easy to accomplish or things that are impossible to achieve. A real goal needs to make you stretch yourself, but at the same time you should not be chasing windmills.

Be specific in what the goal is and WHAT SUCCESS LOOKS LIKE. Many people set random goals that have no end. ("Make more money in 2006" is not specific nor does it allow you to know when you have had success) .

Think about the "Who, What, When, Where, Why and How Rule" and apply them in creating your goals.

Who will be involved in helping me achieve this goal?

What will I need to do to reach this goal?

When will I start doing the thing necessary to accomplish this goal? (and how often will I need to focus on it?)

Where will the success be?

Why am I doing this?

How will achieving this goal effect my life?

Having this clarity on your goals will make them more than just something you wish or hope for, but instead you will feel the desire in your heart.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Goal Setting -- Day One

This week's posts are dedicated to the importance of setting goals and working toward achieving them in the new year.


"A Goal Not Written Down Is A Wish" - Anonymous

I am not sure who said it (A goal not written down is a wish), but is sums up the whole argument about setting goals. Most people want to achieve more in their personal and professional lives, and spend a lot of time day-dreaming, but few people take the time to actually set realistic and achievable goals. Fewer still write them down and refer to them regularly.

Basically they just "wish" things would get better.

There are many studies and statistics that show that those who set goals achieve more. The most famous is survey of the 1953 graduating class from Yale University (although I have read that some have argued these statistics are not accurate, it is still a compelling story):

In 1953, researchers surveyed Yale's graduating seniors to determine how many of them had specific, written goals for their future. The answer: 3%. Twenty years later, researchers polled the surviving members of the Class of 1953 and found that the 3% with goals had accumulated more personal financial wealth than the other 97% of the class combined!

No matter how you slice it, setting goals is a powerful tool. Imagine you were boarding a 747 for a flight from Los Angeles to Honolulu. Your pilot should have a fight plan that shows him how where he will be going. If the strong winds blow the plane of course, the pilot can make minor corrections along the way and guide you to a safe landing at your destination.

If the pilot decides to take off and fly west hoping to find Honolulu you are in big trouble. There is an awful lot of blue on the map west of California. Finding the right place to land would be difficult without a plan.

Just like a flight plan, your goals help you set the course for where you are going in your life. When you get off course or encounter unexpected obstacles, knowing where you are going makes it easier for you to make decisions.

With the new year approaching, many people take advantage of this time to create "Resolutions". While I believe you should be creating, reviewing and revamping your goals all year long, this part of the year is an ideal time to begin.Take stock of where you are right now in your life (both personally and professionally). Review 2005's (both the successes and the failures). And finally, think about what you would like to accomplish over the next 12 months.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Weekend Blog #21 - Book-O- Rama

My wife, Sara (co-author of the "Mad At Martha Cookbook"), and I participated in a "Husband and Wife Book Signing" yesterday at one of Austin's top retail stores. The holiday shopping crowds were out in force at Breed & Company in Westlake. We sold a lot of books and had great conversations with dozens of people.

Sara's homemade fudge (which I claim to be the best fudge in the world, and yes, the recipe is in her book) was a big hit.

Sara's cookbook out-sold my business networking book, but that was because of the fudge samples and the store's focus on kitchen gadgets and other home related items. But no complaints from me.... as it was a great time.

We would like to say "THANK YOU" to Darla and the whole staff at Breed & Company, as they were simply delightful to work with.

More info on our books at by clicking on the title below. Both books make a great holiday gift for anyone on your shopping list.

Mad At Martha (Whisk Publishing 2002)

Some Assembly Required: How to Make, Grow and Keep Your Business Relationships (New Year Publishing 2005)

Have a great day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Guest Blogger Friday Contest

In August this year I began "Guest Blogger Friday". This has been a great addition to the "Some Assembly Required Blog", and we have all been treated to some fantastic posts on topics relating to business development, networking, sales, public relations, marketing and other business themes.

In an effort to say "Thank You" to all the guest bloggers, and to re-introduce new readers to their great posts, I am going to hold a contest.

Please review the below "Guest Blogs" and vote for your favorite post. You can vote in the comment area of this post, or send me an email at thom@thomsinger.com. To vote you must fill in your name (no anonymous comments), and you can only vote once (honor system!!!).

Voting will take place from now until January 1, 2006, and I will link to this post every Friday remaining in December (reminding everyone to vote) rather than having a guest blogger. The winner will be announced the first Friday of the new year.

"Guest Blogger Friday" will resume the second Friday in January 2006. I will need lots on new "Guest Bloggers" from the readers of this blog, so start thinking about what you will contribute in 2006!!!

The winning "Guest Blogger" will receive a $50 gift card from Quick Gifts (www.quickgifts.com), where they can select a top retailer to redeem their prize. This is a non-scientific poll, and I reserve the right not count any suspicious votes, all rights reserved, final decision is mine to make, blah, blah blah.

Click on each name below to read their post.

Scott Ingram

Steve Harper

Bert Decker

Rich Ottum

Bruce Allen

Mark Merenda

Monica Bay

Liz Ryan

Bryan Menell

JD Moore

Cookie Wherry

Mike Sigers

Carlon Haas

Adam DuVander

Thank you for voting.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

5 Books Everyone Should Read

This week's posts are dedicated to the importance of reading.

5 Must Read Books

This week I have focused my posts on the importance of reading and learning. I have received so much positive feedback in comments and emails, as well as some great book recommendations. Thank you to everyone for the wonderful response to this topic.

But I realize that not everyone will read twenty-five books next year, or even ten (although you should). However I am going to list the five most influential business books I have ever read on today's post. If you have not read these books, I suggest that you add them to your Christmas gift list and make them priority reading in the new year. You wont be sorry.

1. The Seven Habits of Highly Effective People. By Stephen Covey
2. Peak Performers. By Charles A. Garfield
3. The Tipping Point. By Malcolm Gladwell
4. Becoming a Category of One. By Joe Calloway
5. Swim with the Sharks Without Being Eaten Alive. By Harvey Mackay

And I would not be a good salesman if I did not add a sixth "BONUS" suggestion. I hope you will consider reading my book, "Some Assembly Required: How to Make, Grow and Keep Your Business Relationships" (New Year Publishing, 2005), which is available at www.thomsinger.com for $19.95. Writing this book was a great experience, but having people read (and enjoy) it is the best part.

Happy Reading!!!

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Saturday Book Signing - Austin, Texas

This Saturday (December 10th) my wife, Sara, and I will be having a "Husband and Wife Book Signing" from 1:30 to 3:30 PM at Breed & Company in Westlake (3662 Bee Cave Road).

I will be signing copies of "Some Assembly Required: How to Make, Grow and Keep Your Business Relationships" (New Year Publishing, 2005) and Sara will be signing her successful cookbook "Mad At Martha" (Whisk Publishing, 2002).

If you live in Austin, stop by Breed & Company and say hello.

Thom Singer

www.thomsinger.com

Beyond Books

This weeks posts are dedicated to the importance of reading and learning to help advance your career.

Beyond Books

I have spent a lot of time singing the praises of reading books. Heck, I even wrote a book (Thank you to all the blog readers who have read my book, by the way). But reading goes far beyond just leafing through the latest best seller from Barnes and Noble. You must read all kinds of materials if you want to stay informed on current affairs, business, history, trends, etc...

Magazines: There are countless magazines that you can read regularly. Most are monthly (some, like Time, are weekly) and cover a specific topic. I suggest you select a business magazine, a trade journal, a news-weekly and an entertainment/pop culture magazine to subscribe to and read regularly. I read Business 2.o, Professional Selling, Time and Esquire on a regular basis. In addition I also read Fast Company, Professional Speaker and The Beta Theta Pi Magazine (my college fraternity's quarterly publication) on occasion. This is a lot of periodicals to cover, and if you do not read regularly, it is easy to acquire a big stack of un-read magazines. My wife helps out by tagging articles in these publications that she knows would be of the most interest to me.

Newspapers: You must read your local daily paper everyday, even if you think it stinks!! Many people boycott their local paper because of the editorial political slant (some think their local paper is either too liberal or too conservative). But if you do not read your local paper, you are not able to keep up with the events that are happening in your own back yard. Read every section. If you are not a sports fan, you at least need to have enough knowledge to know what teams will be playing in the Rose Bowl on January 4th (did you even know that the Rose Bowl will not be on New Years Day this year???). Yes, the USC Trojans had better watch out because the Texas Longhorns want that National Championship!!! In addition to your local paper, The Wall Street Journal and your local Business Journal are important papers for business people to read every day.

Websites and Blogs: There is so much information on the internet that it can be overwhelming. You could never be able to read everything. However, you should regularly check a couple of sources. Find a news-sight (Fox, CNN, MSNBC, etc...) that posts updated headlines throughout the day. This will help keep you be aware of what is happening in the world. In addition, I recommend you find three or four blogs on topics that interest you and read them regularly (This blog is a great choice!!!). If marketing topics interest you, take a look at the blogroll list on the left of this page and you will discover some great blogs.

Newsletters: You probably subscribe to one or more email newsletters . Often times people just delete these without reading them, but I find that reviewing them often reveals some great information. Do not subscribe to too many newsletters, as they seem to come too often (like magazines) and you will always feel behind on your reading.

I know this sounds like a lot, and it is. But information is a powerful tool. To not read is to fall behind. Just remember that your competition is always looking for ways to out-shine you. You must stay ahead of the pack.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

What I Am Reading Today

This week's posts are dedicated to the importance of reading. Continuously learning new information is a great way to advance your business career.

What I Am Reading Today

I thought I would take a moment and let you know what book I am reading this week. It is my 23rd book this year, and although I am only on page 47, I am quite enthralled with this one.

Freakonomics, by Steven Levitt and Stephen Dubner is at twist on how to look at all things in the world. Levitt is a rogue economist who explores the hidden sides of everything. Topics from crime, public schools, sumo wrestling, abortion, real estate agents and bagel sales have all been covered so far, and I have not yet reached page 50.

I can already tell that this book will challenge me to think. That is what I enjoy about reading books, it forces me to look at the world through a different window. For this I am grateful to my friend, Dave Horn. Dave gave me the gift of books. He was always reading something, and we would discuss the books for hours over strong coffee or cheap beer. While his passion was fiction, his encouragement to read novels lead me to a thirst for knowledge that I did not have while I was younger. I owe much of who I am now to my love of reading.

What are you currently reading and why is it something you would (or would not) recommend? Please post a comment with your opinions of the most influential books.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Books, The Breakfast of Champions

This week's posts will be dedicated to the importance of making a habit of reading and learning.

I once worked with a man in his early fifties who was SHOCKED when he found out that I have read 20 - 25 books a year since I was twenty-five years old (I will turn forty in 2006). I told him that although I had not been a particularly attentive student in high school or college, I later discovered the importance of learning.

He claimed that it would be impossible for me to read that much, since I had a successful career and was obviously very active with my family. I told him that I wake up early every morning to fit in 30 minutes of reading, and on the weekends I find a hour where I can curl up and get lost in a book. I read mostly business, marketing and sales books, but about one in four books is a novel, biography or spiritual topic.

His response: "I have not read 20 - 25 books in my lifetime". I was not surprised. While he was very good at his job, he did not usually express that he had a well rounded view of the business world.

So why do I recommend everyone devote daily time to reading books? The more you read, the wider the variety of ideas encounter. Nobody is smart enough to know how to react in every situation we encounter in our business and personal lives. Since people tend to learn from experiences, it makes it much easier to learn from others.

I also find that if you read the "best-sellers" that it gives you a lot to talk about in your networking situations. People often discuss the themes from books they read. If you have not read the book, you have nothing to add to the conversation. Additionally, if you know what topics others are interested in, referring a book (or buying them a copy) is a great gift to give another person.

Never claim you do not have the time to read. If you travel for business, airplane trips are an ideal time to read a book. Wake up early. Lunch hour. And lets not forget your commute (those who take the train, don't just sit there, read), book on tape are a good substitute for reading. (I know, the morning drive DJ's on the radio are funny....but make the time productive!!!).

Set a goal for 2006 on the number of books you will read. Start small. Ten is a good target (my book could be one, it is only 100 pages!!!). If you were to read ten books a year that would be fifty books in five years. If you have read fifty books, and the competition has read zero, who do you think will be the most competitive in business? Or, you can be the guy who does not read and learn. Your choice.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Guest Blogger Friday - Adam DuVander

It is another "Guest Blogger Friday" and today we have a great post contributed by Adam DuVander. Adam is a programmer for various Web sites, but he tells his family that he does "web stuff." He writes how-to technology articles from the front lines Webmonkey and pontificates about doing things the easy way at Simplicity Rules. He lives in Portland, Oregon with his girlfriend of four years and several dying plants. When it's not raining, he likes to play wiffle ball.

Embrace Your Smallness
by Adam DuVander

The biggest mistakes of my young career have come from pretending to be something I'm not. Individuals and small teams often try to appear big. A consultant might use the Royal We. A salesman might say "I'll run that by programming team" when he is the programming team.I have pretended to be big. You have probably pretended to be big, too. It's really easy to fall into the trap, because huge corporations are our most available role models.Here are two reasons for us to stop pretending to be something we aren't:

1. We'll get caught eventually.

2. It doesn't really work.

Even in these days of virtual offices and affordable phone menuing systems, we can't look like anonymous big corporations forever. At some point, customers will realize that no matter whether they dial 1, 2, or 3 at the prompt, they're going to talk to the same person. So, why pretend otherwise in first place?

Sometimes it's even unintentional. One of my projects is a site that lists free Portland WiFi. Part of any list upkeep is to make sure it is up to date. In my contact with coffee shops, I sometimes found them a little cold when I approached them as a company. It wasn't a lie--I do run a multi-talented Web development company. But almost all of my company's talents come from me and that's the full truth. When I say, "I'm just a guy who created a web site," I actually come across better to these folks who just happen to be a guy or gal that started a coffee shop.It boils down to people working with other people. Do you know why fish swim in schools? It's to look mean, right? When you or I pretend to be bigger, like the fish we end up looking scary. That's not what we want! We want customers to feel happy feelings. Big companies have no choice about whether to look big. Let them scare away customers.There's a lot of talk about small teams being better these days. Marketing guru Seth Godin has declared small is the new big.

Embrace your smallness. Turn your team's product into Brand Us or your consultancy into Brand Me. Doing otherwise is futile. You can't get away with it and you might be covering up your team's greatest asset--being real people.

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Thanks Adam for this weeks great "Guest Blogger Friday" contribution.

We are still looking for guest bloggers!!!! Email me at www.thomsinger.com

Have A Great Day.

Thom Singer
www.thomsinger.com