Snakes On Your Network

It is just a fact that sometimes you will encounter "snakes". Not the slithering kind that Samuel L. Jackson will soon be fighting at 20,000 feet in the upcoming overly-hyped film "Snakes On A Plane" (Yes, I think the title sums up the whole plot).....but rather those people who are just icky.

If you are actively meeting people and building a professional network of contacts, occasionally you will welcome into your life those who do not have honorable intentions:

Some are "takers". These are selfish individuals who are networking only for their own benefit and they do not give a damn about you or your success. They "play the game" to get in your good graces, but never once think about anyone but themselves. It is disappointing when you discover the truth, as you have usually invested a lot of time providing them assistance when you realize they will never return the favor.

Others are "back-stabbers". Sadly you will build relationships in your lifetime with people who will openly point out your flaws to others in the business community. They love to gossip and expose your shortcomings. They think that by tearing down the success of other people they will elevate themselves. Usually it is just the opposite, as those who are successful see right through their blabbering. Unfortunately, they will also sometimes tarnish your reputation.

Finally there are the the "Klingons". Not the kind from Star Trek, but rather people who attach themselves to you and your network, and go along for the ride (they "cling-on"). Their intentions are good, and they would love to help you if they could, but they do not have any connections of their own. They provide no value to those around them, yet they are very nice. In most cases they cause no harm, but sometimes these people are very high maintenance friends who take up a lot your your time and attention.

Much like the passengers on the ill-fated "Snakes on a Plane" will learn, snakes can hide anywhere and everywhere.

On a side note, this "Snakes On A Plane" seems to have created more buzz than any other summer movie.....and you now see people lampooning the otherwise horrible looking movie in all kinds of ways. See Snakes On A Blog for a good laugh and the journey of one man's quest to get a free ticket to the Hollywood movie premier!!!

Have A Great Day.

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

Star Jones Not Headed For The Poor House

With all of the publicity this week I have to admit that I have never once seen an episode of "The View". Apparently I am missing out on some cultural phenomena that is much bigger than I could have imagined.

I do know that eight years ago Barbara Walters and a bunch of unknown women launched this mid-morning talk show...which must be quite informative and entertaining.

That being said, is the show so popular that the departure of one of it's co-stars, Star Jones(the once fat attorney - turned Hollywood-chic-bridezilla), warrants this much attention? I would think not.

And yet the news channels (both entertainment news and traditional news) have been buzzing with the apparent firing of the star, Star. Rosie O'Donnell (comedian, actress, activist) will replace Ms. Jones later this summer. Apparently the recipe for success of The View calls for a chubby woman in that chair.

CNN, Fox, and all the networks have covered the story in depth. Larry King Live dedicated an hour to the topic.

The most entertaining part of the whole spectacle is the photo montage of Star Jones. She has lost so much weight that she looks like four different people when they show old clips from "The View".

The controversy circles around the massive weight loss and the techniques used to gain Star's new, svelte body. Was it exercise and diet or a major medical procedure? Does she owe it to the public to fess up to having gastro-by pass surgery?

And now the real question..... WHO CARES?????

The woman's contract was not renewed so that the show could go a different direction.

News Flash....this could happen to anyone tomorrow. Any employee can be fired, laid-off or otherwise separated from their job with little notice. I was laid off three times in eight years (due to the downturn in the economy)....Larry King never called once.

Being out of work can be a scary thing for a regular person. But Ms. Jones is not a normal person. Regular people have to go out and get a new job or launch their own company. Not easy, but it happen every single day. Regular people do not have agents and PR firms getting them interviews with People Magazine. Let's not confuse Star Jones with someone working at General Motors.

Star Jones is celebrity and so it is big news. But millions of Americans have lost their jobs over the past decade. Why is it that we are giving so much sympathy to this woman? Star Jones is not about to go hungry (especially since she had her stomach stapled!). She makes BIG money, and will have multi-million dollar contract coming in from every other media company (besides of ABC) within a month.

Have A Great Day.

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

A Different World - Four Eyed Monsters

This month's FastCompany Magazine has an interesting story, "Revenge of the Nerds", that highlights the budding film careers of two young twentysomethings. Arin Crumley and Susan Buice met on-line in New York City and early in their dating relationship they decided to make an independent movie.

With over $54,000 in credit card debt they are now trying to promote their film to the world.

I live in a different world. My wife and I met in a bar: We dated, married, bought a house, had kids, pay a mortgage, plan trips to Disneyland, etc.... On most levels I could not relate to this artistic and fascinating young couple who have charged their way into the outskirts of Hollywood. Yet with their faces placed against the glass looking into the film industry, I could not help but find myself pulling for these kids to achieve unimaginable levels of success.

They are an example to anyone in business when it comes to creativity, tenacity, unique business development/marketing and enthusiasm. They are cutting edge entrepreneurs in the genre of the young Bill Gates and young Michael Dell of twenty years ago.

Their website has some interesting stuff, including video podcasts that tell the story of the making of the film and the making of their relationship. I am still not sure what the film, Four Eyed Monsters, is about. However, if they bring it back to Austin, Texas....I will be the first to buy a ticket. I imagine I would be the oldest person in the audience, but damn it.... I will be there.

The film, music and publishing industries are all changing. Who is to say that with today's new technologies that anyone can't make a film, burn a CD or write a book and take it to international fame and fortune!! The internet and word-of-mouth advertising changes everything.

Personally, I am pulling for Arin and Susan. Red carpets? Paparazzi? Tonight Show banter with Jay Leno? Little gold statues named Oscar? Hey, why not?

Have A Great Day.

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

**Photo from FastCompany.com

More About Cold-Calling

Last week I wrote a post called "Networking vs. Cold-Calling" in which I recommended that business professionals use all the tools available to them to make connections with prospects that will lead to increased sales. Too often people discredit the use of networking or cold-calling (or sometimes both), yet most of the most successful people I know do both (and more).

I recieved the following email from a reader of this blog who disagreed with my opinions about the importance of cold-calling as one of many important business skills:

Dear Thom-

Are you kidding me???? Cold call to be successful??? Anyone who recommends cold calling in this day and age has absolutely no credibility. Time to wake up and do away with the old lines from decades ago - it's a new world Thom!

You need to become much more creative and discontinue this kind of empty rhetoric.

Cold calling does a number of things:

- annoys potential customers

- frustrates sales people

- creates sales force turnover

- establishes the salesperson as a "peddler" in the mind of the customer

- establishes the salesperson as just that - a SALESPERSON dialing for dollars. Their presentation will not be viewed as consultative or expert in any way...it will be viewed as what it is, a SALES PITCH

- wastes valuable time much better spent on just about any other activity. In fact, I would recommend a "nap" instead of cold-calling, at least that's a positive and refreshing experience!

You just have to be kidding, does anyone take this kind of "advice" seriously anymore?

First of all, I love it when people disagree with me. I am a big fan of civilized debate. Too often in today's society people are too afraid to publically voice a contrary opinion...OR when they do disagree they go NUTSO CRAZY on the other person and violently attack them personally and their point of view. I thank my reader for this letter. We exchanged emails, and he or she proved to be articulate and civil (although very very much against any form of cold-calling for any reason for any person on this planet or in any other galixy). Below I will respectfully debate his or her anti-cold-calling beliefs.

1. Cold-Calling annoys potential customers.

Yes, recieving a cold-call can be annoying. But most professionals expect some level of solicitation in the business world (unless they are one of those folks with an inflated sense of self-importance, in which case they are annoyed by everything).

2. Cold-Calling frustrates sales people.

Nobody likes rejection. Sales people who are easily frustrated by cold-calling will most likely never be successful in sales. Life is full of frustrations. Just because something is not easy does not mean it is horrible.

3. Cold-Calling creates sales force turnover.

The top people in my position at the company where I work are the most avid cold callers. They also make the most money. Oh, and they have worked there the longest.

4. Cold-Calling establishes the salesperson as a "peddler" in the mind of the customer.

If you are in sales you should never be ashamed to sell. All businesses have to sell their services to stay in business. Most professionals I know respect good sales people.

5. Cold-Calling establishes the salesperson as just that - a salesperson dialing for dollars. Their presentation will not be viewed as consultative or expert in any way....it will be viewed as what it is, a SALES PITCH.

I am not suggesting that you call, pitch, and close on the same call. A cold-call is simply a tool to get a meeting. You have many steps to get through before you get to the "trusted advisor" stage...but if you never meet them, then you will never be viewed as anything.

6. Cold-Calling wastes valuable time that could be better spent taking a nap.

I love to nap. But napping has never led to me making a sale. Cold-calling has.

7. Anyone who recommends cold-calling in this day and age has absolutely no credibility.

Ok, this was the part where my reader was not being civil, as he or she is automatically saying that I have no credibility since I did recommend that cold-calling could be a skill that sales people use. I say that if something works for you...do it. If it does not work, don't do it. To say that any business practice that is legal and ethical is always bad is just silly.

It is sort of funny that I have to defend cold-calling on a networking blog....but I do not believe ANYONE has the right to rip on people who cold-call. It is just silly as hell. This is just a fun little blog where some guy rants and raves about his views.

Have A Great Day.

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

O'Keefe Knows Blogging

Kevin O'Keefe knows about blogging for lawyers and other professionals.

Do you know Kevin O'Keefe?

O'Keefe, CEO of LexBlog, was the speaker today at the Austin Legal Marketing Association, and he had the twenty legal marketing professionals in the room taking notes so fast that their pencils almost caught fire.

His talk was captivating. He spelled out the tips and tricks that lawyers need to know if they truly want to promote their practices and position themselves as thought-leaders in their practice areas.

"A blog is NOT your website", proclaimed O'Keefe. "Your website is promotional information. It is an electronic brochure. A blog is an educational magazine - your opportunity to be part of the discussion on an important topic" (They are your chance to be seen as the expert).

Kevin has built a successful business by training lawyers about how to blog. Many of his clients are surprised by their own success (which means the speed at which some get real results). He has promoted his business the same way he teaches his clients....by blogging!

"Any idiot can write a blog, but if it does not add value then you will get no links or traffic....nobody will read it, much less comment on your thoughts. You must be adding to the discussion".

O'Keefe says to follow the FLEE principle:

F - Find your audience
L - Listen to the discussion
E - Engage your readers
E - Enhance the discussion

(*note, I might have that last "E" wrong....but you get the idea).

I also had the opportunity to buy Kevin a latte at Starbucks following his presentation. In addition to being one of the smartest guys I have ever talked to about "blogging"...he is also a really nice guy.

If your firm has thought about starting a blog...do not do it without obtaining the guidance that Kevin O'Keefe can provide. He is affordable, knowledgeable and can keep you from making some horrible mistakes.

Have A Great Day.

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

His "Super-Power" Is Focus

I recently had a conversation with one of the most successful real estate agents in Austin, Texas. Chad Goldwasser has built and amazing business, The Goldwasser Team, and has been recognized locally and nationally for his results. Additionally he is an accomplished speaker and trainer whose seminars inspire and motivate others to excel.

To become a top tier realtor, Chad has immersed himself in reading (and listening to CD's) the best motivational and sales information on the planet. He has an amazing belief in himself and those with whom he works. If he had a middlename it would be "Mr Goals". In less than seven years he has gone from tending bar in a local Mexican restaurant to providing high-quality customer service to those looking to buy or sell their house. He makes dreams come true.

Chad says; "My Super-Power is Focus!".

Batman has the gadgets. Wonder Woman has the magic lasso. Aquaman can live under the sea. Superman can fly, stop bullets and is more powerful than locomotive (and I like that X-ray vision thing!)...... but Chad has FOCUS.

Hmmmm. For those who have been reading my blog lately, you know focus is my missing link. It is like I am at the base of a large staircase waiting to climb to the top. Focus is what I have identified as the most important skill for advancing a career to the next level. Chad has found it. I am still looking for it.

Have A Great Day.

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

The Four Things That Matter

In my quest for more focus it was recommended to me that I identify the four things in my life that really matter the most to me. Beyond those four, it was said, the rest "is just filler".

Once I have identified what matters, my next task is to clearly look for the actions needed over six months to achieve greatness in each area. Then daily I should look at what small thing I can do toward accomplishing my goals.

How do you eat an elephant? One bite at a time.

Here is my list:

1. Serving my wife and kids as the best husband and father I can be.

What is the next step to be done today to lead me to that goal?

2. Doing the best job I can for my employer.

What is the next step to be done today to lead me to that goal?

3. Promoting my book to national recognition.

What is the next step to be done today to lead me to that goal?

4. Staying fit and being healthy.

What is the next step to be done today to lead me to that goal?

What four things matter to you? Remember, the rest is just filler.

Have A Great Day.

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

Planned Conflict With The Status Quo

I have been actively searching for a coach or a mentor who can help me take my career to the next level.

This is difficult because coaches want a substantial sum of money (which I think the good ones deserve, but I am not yet ready to pay). I have several people who have been wonderful mentors, but I at this stage of my career I need more personal attention than most people would be willing to give (unless I am paying a substantial sum of money.....hmmmm, Catch 22).

Anyway, while talking with a woman on the phone the other day she said that I had to be willing to break out of my current comfort zone to achieve greater successes. This, she said, will get uncomfortable. I must be willing to "plan conflict with my status quo".

Wow.

That got me thinking. What is it about my current situation that I will need to knock from the secure little box that I live within? Scary stuff to ponder!!!

But I like it.

I am ready to do something, I am just not sure yet what that is. I have not yet found the right answer to who can help guide me to the next level, but I am committed to start moving in that direction.

How about you. Are you ready to plan conflict with your status quo? What do you have to change in your life to grow your network? Raise your company's visibility? Create more buzz? Increase Sales? What do you need to do to shine?

I think there are a lot of people who feel the same way (ready to move ahead, but not sure where to go). They know that they are capable of more success, but are just not sure of the next move. I talk a lot about the importance of taking action, and I do personally take action. But random actions produce random results. And while this does help move me forward, I think that I need to have a more clearly defined plan.

Are you with me? Good. But I am not sure where we are going.

I think that instead of hiring an expensive coach, or waiting for the right mentor to show up, I will create a virtual mastermind group. I am looking for three other people who are looking to achieve more in their career. Three like minded business professionals who want to make a difference in the next six months.

If you are interested, email me at thom@thomsinger.com (subject line "MasterMind"). I have no idea who I will select to be part of this experiment, but we will chart our progress and use this blog on the first Friday of the month to report our results over the last half of 2006.

Any takers?

Have A Great Day.

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

Blog Awards Finalist

It has come to my attention that "The Some Assembly Required Blog" is a finalist for a MarketingSherpa Reader’s Choice Blog Award in the B2B Category.

If you are interested in voting, there is more information at:

http://www.marketingsherpa.com/article.php?ident=28308

Thank you for your continued support of this blog.

thom

Seize The Power

"The beauty of being an adult is that you have permission to turn an idea into reality. Children have the courage to turn ideas into reality, but not the power. Adults have the power, but not always the courage" - From the book: 365 Marketing Meditations by Richard S. Levick and Larry Smith.

Most people have ideas, more ideas than they could count. However, sadly, they rarely act upon those ideas and spend much of their life looking back and wondering what could have been different.

I had lunch yesterday with business friend that I have known for many years. Steve has been a successful entrepreneur, venture capitalist, real estate investor and all around achiever. He has the courage to take action and change the world. What I admire most about him is that he not only goes out into the world and creates positive change,....he looks for ways to help others. Three times during lunch he asked me "how can I help you?". And he meant it. I doubt that Steve spends much time looking backwards.

I sometimes feel that I am at a cross-roads, looking for courage. I have an ideal new job (which I enjoy and is very challenging), my book continues to sell (it is now available at Amazon.com), my family is happy, and I have amazing friends.....yet I have a burning desire for more. I don't want to turn fifty and look back at this decade (I just turned 40) and wish I had left opportunities behind.

When I look at successful people (like my friend, Steve) it is focus and the courage to take action that are common traits. I try daily to have more courage and focus, but often fall short of my own expectations. It is usually my network of contacts that helps me fill that gap. It is the people who say "how can I help you succeed" that take us past the areas where we fall short. I am still amazed at how those who are the most accomplished (and the busiest) are the most willing to help others reach their goals.

Be Brave. Have Courage. Achieve. And Help Others Do The Same!!!

Have A Great Day.

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

Networking vs. Cold Calling

Some people think that there is a diabolical contest between the importance of networking and cold calling in the pursuit of higher sales numbers and advancing marketshare.

WRONG.

To be successful in your business it is not choosing between "networking" or "cold calling".....it is a combination of cultivating both skills....and actively using both to increase your level of success.

If you only cold-call you are placing your future success in the hands of strangers, and by only networking you are relying 100% on those you already know. To own your future yourself you must do both (plus other stuff too!).

Neither of these business disciplines is difficult, but professionals often shriek in fear at the thought of both of these very importance business practices. There are countless examples of professionals who have been wildly successful using just one of these skills, but most who reach the top are experts at both. (*I do not know of any who have increased their sales by avoiding both skills). Ask any sales person and she will tell you that she uses a variety of techniques to achieve her goals.

I believe that the networking and cold-calling should work together. If you develop a good network of contacts and have a reputation of high integrity, then you will get more referrals. While you will still need cold-call on potential customers, if you and your company are well known in your business community, then your calls wont be "chilly". Quickly establishing that you have mutual contacts in business will lead to a better chance the other person will take an interest in your product or service.

Remember, your networking and cold calling efforts are both tools that can lead to more sales. You need to appreciate both and learn to improve your skills. Do not make up excuses about why networking or cold-calling do not work. They do work for millions of other business professionals. If they are not working for you, then figure out why and adjust how your approach. There are countless books, tapes, websites, blogs and seminars that can help you improve your business skills.

Have A Great Day.

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

Listen Up

You can now listen to a sample of the audio version of my book,

Some Assembly Required:

How To Make, Grow and Keep Your

Business Relationships

Go to www.thomsinger.com and click on the audio logo on the lower right side of the homepage.

Enjoy!! And Thank You for reading my blog!!

Have A Great Day.

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

Happy Father's Day

In the United States today is Father's Day. This holiday was officially established by Congress in 1953. It is a special day when children of all ages can stop and honor their fathers.

I am lucky, my father has been an amazing influence on my life. He was older to be having another child (I was born just before he turned 52-years-old), but his advanced age never stopped him from being an involved parent. He retired when I was in the eighth grade and had the time to be involved in my activities (I think at the time I did not like that fact that he was always around, but looking back... it was a blessing). He taught me more things than I can express here. I love him for showing me by his example how to be a good father to my own children.

This year he will turn 92 years old. He is still going strong, as he does not let his age slow him down.

Happy Father's Day, Dad. And to all fathers.

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

Optimists Are The Future

I saw this quote today and just thought I would share it.

“No pessimist ever discovered the secret of the stars or sailed an uncharted land or opened a new doorway for the human spirit.”
-Helen Keller (1990-1968)

Have A Great Day.

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

Celebrate Others

I was reading the blog of a friend this week and I was reminded how important it is to "celebrate" the people in our lives. Chris Hyde is a pastor at a church near Portland, Oregon. Last week he turned forty years old (seems like an epidemic...as I did turned forty five days after he did) and he felt extremely blessed.....he felt "celebrated" by those around him.

Growing up Chris had good parents, but he states in his post that they never made him feel special for who he was as a person. On this birthday his family and friends honored him in countless ways (including another friend, Anne, who wrote a blog post titled "Crazy Pastor Chris" on her blog). You should read his blog post about the importance of making others feel appreciated, as it it thought provoking.

His words got me thinking, in our business networking efforts do we honor others enough? Do we "celebrate" them? I do not just mean saying "thank you" to those who give us referrals or invite us to an event. I am talking about reaching out to our friends and letting them know that we are deeply grateful to have them as part of our lives.

I challenge all the readers of this blog (that means YOU!) to think of three people in your network of professional contacts and reach out to them. Celebrate them for making your career...your life...better. Make sure that you do this with no expectations of them recipricating with praise toward you (although if they do, accept it)... make your celebration all about the other person.

Imagine if everyone did this regularly....the world would be a much better place!!!

Have A Great Day.

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

Association for Corporate Growth Awards - Austin Chapter

The Austin Chapter of the Association for Corporate Growth held its annual awards luncheon today. The sold out crowd at the Shoreline Grill was treated to a phenomenal program.

Texas Secretary of State, Roger Williams, was the keynote speaker. This former professional baseball player-- turned successful businessman -- turned politician delivered on of the most enjoyable talks I have ever seen at a business event (lets face it, most business awards lunches are a bit boring!). Mr. Williams has the gift of gab and the true Texas talent to weave a story.

The winners were:

Outstanding Austin Large Company - Whole Foods
Outstanding Austin Emerging Company - Motion Computing

Outstanding San Antonio Large Company - Valero
Outstanding San Antonio Emerging Company - RackSpace

The winning companies will have a chance at ACG International Awards later this year.

The best line of the day came from the Secretary of State who said:

"Texans know what the word 'impossible' means - They also know that it does not apply to them!!!"

Congratulations to all the winners. And "Thank You" to the event chairman, Chris Kaine of Willis, who put on a great event.

Have A Great Day.

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

Zero to Sixty

At the National Speakers Association meeting in Austin, Texas I heard a wonderful analogy between how we view the cars we drive and how we judge people (and ourselves!).

Professional Speaker and local NSA president Catherine Jewell (a delightfully talented woman who is internationally applauded for her transformational sales training presentations and entertaining keynote talks) told the crowd about the love she had for her 1991 Acura Vigor. The car was a beautiful amethyst color (the men in the audience later discovered that amethyst is actually purple). It was stylish, powerful and reliable.

She always felt safe and comfortable while driving this car. In comparison to all the cars she has owned, the Vigor stood out from the pack. It could go from zero to sixty in 7.2 seconds and once took the car up to 140 miles per hour on an open country road (which was okay because her passenger was her brother, who is a Catholic priest!). While driving fast was not uncommon (she mentioned that highway patrol men "often" wrote the car was brown..."often"???), 140 mph was a memorable experience she will always recall fondly while thinking of this particular automobile.

Catherine got much joy from this Acura Vigor and only had to do the schedule maintenance. It never needed any major overhauls, and it did not add stress to her life. It was clear that this car had been a trusted friend.

How about you? How do the people you meet in the business community judge you? Are you stylish, powerful and reliable? Do you accomplish tasks with speed and never require maintenance? Lets explore:

Stylish. Other people do judge us by our appearance. We need to stay fit, dress appropriately and articulate when speaking. While some might think it is unfair that how we look and talk is important, your personal style is all part of your image...your brand. You cannot ignore look.

Powerful. Power means different things to different people. To me it is that you have the ability to get things done in the business world. This power can be displayed in many different ways. It is not always because someone has a particular business"title", as there are many executives in companies that have no respect, and thus no power. I once heard it said that "you do not command respect (from a job title), you earn respect (from your actions). How you behave will come back to roost.

Reliable. Can others count on you to follow through and complete your assigned tasks. Do you have a reputation of helping others, or are you known for only looking out for yourself. Do you remember others whom you have met before and treat them with respect? (I ran into a woman the other day who I have met no less than 10 times....she had no idea who I was, and when I noted that we had met, she acted as if our past encounters were not important enough for her to remember....this leaves me with a low impression of her abilities).

Low Maintenance. We all know people who drain the energy from a room when they arrive. Everyone has those "high maintenance" friends, who while entertaining, are not the ones that you would recommend to others. Don't be one of these people. You should not require others to spend a lot of time taking care of your issues. Instead you should find ways to make their lives better....not more complicated.

On the topic of maintenance, you also need to take the time to take care of yourself. Just like Catherine changed the oil and kept the tire pressure correct in the Acura, you should keep yourself physically and mentally fit. If you become run down you will be of no use to anyone. Schedule enough time to catch up on sleep, read a book, go for a run (or walk, swim, ride, etc....) or just relax.

Like a good car you need to maintain your style, power and reliability or your network of professional contacts will be trade you in for a newer model.

Have A Great Day.

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

Craziness

I recently had a lawyer tell me that he did not believe law firms should have marketing and business development professionals on staff because: "they make lawyers lazy". His argument was that if a firm did not have such people to oversee marketing and help get the firm recognition, that the lawyers themselves would embrace these tasks and be much more successful in growing their practices.
Oh PLEASE!!! I just might have now heard it all.

Additionally this attorney stated that firms that host client events (educational and social) and run advertisements in their local business journals are just being too "showy". In this case his belief is that lawyers only need to do good work and have "lots of lunches" to build their practices. Having marketing programs and planning is just a waste of time.

Maybe he is on to something. He should tell all of his clients that he has come up with the greatest business advice of the century: Companies should fire all their sales and marketing staff (after all, sales and marketing professionals make a lot of money and do not usually have "JDs"!...so how good can they be?). In their place the companies should have their senior executives assume all those responsibilities and do the sales and marketing when they have free time....regardless of if they are good at it or have any experience!!!

What? That is not a good business plan? But it is exactly how this lawyer plans to run his own firm!!!

Successful businesses plan everything and have dedicated professionals to move those plans forward. Leaving business development and marketing to chance is rediculous in any industry. This attorney should take his 401K to Las Vegas and bet the whole thing on Germany winning the World Cup Soccer tournement (or is it World Cup Football tournement???).

I predict a lot of mediocrity in this attorney's business development future. Then he will blame something else (cuz his lack of success could never be his fault!!).

Have A Great Day.

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

41 Things I've Learned By 40

June 8th marks my 40th Birthday. Here are 41 pieces of advice that I have learned along the way:

41. Don't worry too much about what others think about you.

40. Everyone has an ego. Tread lightly as to not bruise them.

39. Nothing produces results as much as taking action.

38. Don't gossip. What you say will always find its way back to the person.

37. People do business with people they know and like.

36. Jealous and petty people are just part of life.

35. Say "please" and "thank you". It will make you stand out from the crowd.

34. When you need help, ask someone.

33. Having written goals is an important step you achieving your dreams.

32. Over using credit cards will stall your financial future.

31. A supportive spouse is worth her weight in gold, and then some.

30. A true friend is excited for you about any event that makes you happy.

29. True friends are rare and should be cherished.

28. No job is secure. Have a "plan B"

27. Always find the best in other people. Do not focus on their flaws.

26. You are not what you drive or what you wear. Do not judge others by their cars, clothes or zip code.

25. You are a "brand". No matter what you do it impacts your reputation.

24. Luck does not happen by accident.

23. Start saving money when you are young. 10% of your income should always go to your 401K.

22. Dedicate time to think about your future. Know what success looks like.

21. You cannot love your kids too much!

20. Treat everyone with respect. You never know when they might circle back into your life.

19. If you are not knowledgeable about wine...Don't fake it.

18. Be-friend your competitors.

17. Regardless of your political beliefs - attend a presidential inauguration once in your lifetime. The whole thing is very cool.

16. Find a mentor.

15. Be a mentor.

14. Staying physically fit gets harder as you get older. But do it anyway.

13. You do not have to be smart to be successful. Tenacity trumps intelligence.

12. Having a strong network of professional contacts is the best career safety net.

11. Read a lot of books, magazines, websites, blogs and newspapers. Knowledge is power.

10. Writing a book is hard work. Promoting a book is harder work.

9. Develop your public speaking skills. Join a Toastmasters group and participate actively for two years.

8. There is no substitute for integrity.

7. Have friends who challenge you to be a better person.

6. If you know someone who wrote a book, read it. The biggest compliment you can give an author is to read what they wrote.

5. Helping others always comes back to benefit you.

4. Find a good lawyer, accountant and banker before you need them.

3. Learn to cook.

2. Opportunities exist. You just have to look for them.

AND THE NUMBER ONE THING I HAVE LEARNED:

#1 - Those who have achieved REAL success in life (financially, emotionally and spiritually) will never criticize your dreams and aspirations. Instead they will look for ways to share their own experiences to help lift you up to higher levels. Successful people are rarely jealous and welcome the achievements of others.

As with all free advice....remember, you get what you pay for.

Have A Great Day.

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

Customer Experience

Advertising as we know it is dying a slow death. The country's biggest ad agencies are perplexed as TiVo and other technologies are allowing viewers to skip traditional mass media messages. TV ad spots are being overlooked while magazines are so full of dribble that they all blur into the pea soup of nothingness.

Then along came "product placement", but within as very short amount of time the viewing public has become wise to the fact that the American Idol judges all drink from Coca-Cola tumblers because large sums were paid by the beverage maker. For all we know Paula Abdul is sipping Pepsi Light from that cup.

Consumers are more savvy to the ways of Madison Avenue than they were thirty years ago, however the manner in which corporations market to customers has not changed in a generation.

Welcome Experiential Marketing. We all know that Starbucks, Southwest Airlines, Harley Davidson and many other maverick companies are dominating today's brand awareness.....and what these modern success stories have in common is how the customer comes to feel about the company through the interaction with those companies.

I admit that I love Starbucks. I know it is heavily over-priced and that the coffee is not that great. I even had to give up the flavored expresso drinks and frappachinos because of their high calorie content (yes, the Cafe Mocha has 400 calories) and now just drink regular coffee. However, it is the experience and the familiarity one gets in a Starbucks that brings me back day after day. They do more than sell coffee, the sell the whole experience. Anywhere in the world you get the same experience.

Regardless of what product or service your company provides, your future success is entirely riding on how your customers feel about you everytime they encounter your company.

I once worked for a company where the sales people were obsessively concerned that the marketing budget did not allocate enough money for print advertising. They tried to hide their low sales numbers behind the limited ads. In reality a full-page ad will not engage the prospect. That is why dynamic and exciting companies look for new ways to stand out from the crowd. People are moved to purchase by their experiences, not stale advertising. Thus, you cannot rely on image, reputation and advertising. It is your one-on-one connections with your customers that make all the difference.

A company or an individual needs to be bold to get noticed. One of my favorite stories is what GamePlan Marketing (of Austin, Texas) did for one client who wanted to be noticed at the 2004 International Consumer Electronics Show. How does an organization tell its story, make its pitch, and deliver its message at a trade show when it has no booth? Click here to read more. (really...click on the link...it is an amazingly entertaining story...I promise!!!)

The world is changing.....stand out, be bold and make every interaction with you and your company an experience. Average never wins.

Have A Great Day.

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

Entrepreneurial Spirit Saluted

Last night was the 20th Annual Ernst & Young Entrepreneur of the Year Awards in Austin, Texas. These local awards are part of the firm's two-decade spectacular international program which salutes the spirit of entrepreneurship. The gala event did not disappoint.

Four outstanding local business professionals were honored for their excellence, and joined the ranks of the over ninety Austinites who have made their mark on the exciting Central Texas business community. In the previous twenty years two local legends have gone on to claim the E&Y National Entrepreneur of the Year prize (Michael Dell of Dell, Inc and John Mackay of Whole Foods Markets).

This years business winners are:

Clayton Christopher - Sweet Leaf Tea, Inc.

Brett Hatton - Four Hands Furniture

Joel Trammell - NetQOS

And the social entrepreneur of the year is:

Susan McDowell - LifeWorks

Ernst & Young also gave the special "Supporter of Entrepreneurship" award to local venture capitalist, Eric Jones of CenterPoint Ventures. Jones has been directly involved with many of Austin's most successful companies and has helped to foster the growth of the local technology industry.

Austin, Texas is a town that prides itself in having a special entrepreneurial spirit. E&Y's annual event is the crowning accomplishment to those who live to take risks, create companies (and jobs!), and reach change the face of the world.

The evening was followed the 12th Annual "After Party" hosted by the local office of Andrews Kurth LLP. There are really no ways to describe this party, which has taken on a life of its own over the past 12 years. It is like getting an invitation to "Spago" following the Academy Awards. Over 400 people crossed the street to PF Chang's Bistro following the conclusion of the E&Y award ceremony. When I left at 1:00 AM there were still 100 people dancing, drinking and power networking. It is not often you get the Austin business community (who mostly all believe that everyday is "Casual Friday") into tuxedos and formal gowns....and then that many continue the party into the wee hours of the morning!! It was an amazing evening.

Congratulations to all the finalists and award recipients.

Have A Great Day.

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

Which Firm Do You Work For?

Which company would you like to work for?

Company A

Our mission is to allow each of our senior partners to treat the rest of the staff like crap. If someone complains we will give lip-service toward creating a better work environment, but the reality is we will never really take any action, especially if the partner in question has a large book of business.

Additionally we will encourage competition amongst those who work for our firm. We will champion anyone who can succeed within the culture of the firm and ridicule or push out those who have unique, creative and visionary ideas. Our motto is "we do not do it that way at this firm".

We will hold seminars and create brochures touting diversity, while in reality it will be the good old boys who will prevail. We will break no laws in this area, but everyone in the firm will know how the system really works. If they choose to raise concerns we will label them as difficult and hope to God they move on to another firm.

Seniority and past performance for the firm will be allowed to cover current mediocre performance. Younger and harder working employees will know that to gain seniority means you no longer have to work as hard, but you can still pull down a huge salary. Nobody in the firm would dare to rock the boat and hold dead-weight partners accountable.

Company B

Our mission is to create a dynamic team atmosphere where our partners, associates and staff members look forward to coming to work. It is the goal of the firm to provide above average financial compensation to everyone who works here.

Team members will treat each other with professional respect an courtesy. Those who are do not behave in a professional manner will be asked to leave the firm, regardless of their financial contribution. Jerks are not tolerated in this environment.

Fresh ideas are always welcomed by senior management, regardless of who originates the ideas. Anyone who can provide new ways for the firm to achieve its financial goals will be rewarded both with cash and publicly praised. Hard work and results are what is expected from everyone on the team. All staff members are judged by their actions, not their words. Less than a full commitment to success for everyone will not be tolerated.

Which one do you work for in real life?

Have A Great Day.

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

Givers and Takers

The world is made up of give and take. In order for society to succeed there are times when individuals must give of themselves, and their are times when they will receive from others.

The same is true in the blogosphere. Most people give and take in this world of blogging without much thought of "the score". It seems to work itself out and the rising tide raises all boats.

Sometimes when you write a blog you make virtual friendships with other bloggers (which is cool). As you spend time reading their blogs and getting to learn their motivations you begin to understand that there are two types of people in the blogosphere.....givers and takers.

Now I want to start by pointing out that the givers also "take". Which is how the whole thing is supposed to works. BUT, the takers do not give. This is frustrating.

When you read a blog and see that the blogger from time to time links to other blogs, products, companies, etc.... without any direct personal return....this blogger is a giver. They have a blogroll where they publicly link to other blogs that they enjoy, and encourage their readers to read these blogs.

Sometimes I get emails from people saying "HEY, if you link to me, I will link to you". I never accept these links, and have never made that request of anyone on my blogroll. While having inbound links is beneficial, I think that someone should link to The Some Assembly Required Blog because they like what I write, not because I am giving them some reciprocal PR.

I would like to give two examples of givers and takers.

First the taker. His blog never links to other blogs, books or companies with cool products. His blog is all about him. Nobody is that smart everyday, so when he pontificates his ideas....he is not being honest. He writes a lot of content, but never sites anyone but himself. The whole purpose of his blog is to make him look smart. I wont name names, but they exist all over the place.....and many of these are the most popular bloggers in the game.

Next is the giver. He or she has a blogroll with links to things that relate to their blog topic and they often write posts applauding other bloggers for their insightful posts. Mike Sigers at The Simplenomics Blog is one of the best "givers". I have never met Mike, but we have become friends via our blogs. He writes some great stuff about sales and customer relations, and he always promotes posts and accomplishments of others. He is not just blogging to promoter Mike Sigers.

Mike's blog is widely read, as when he links to one of my posts my traffic jumps through the roof. He has never asked me for anything in return. He is the perfect example of a "giver"

I hope that everyone on the planet who reads business blogs will take a few minutes to read The Simplenomics Blog.....as you will like what you find there, and Mike deserves the extra traffic.

In addition, take the time to read every blog on my blogroll (see the list on the right of this page). All will provide you with interesting and thought provoking information.

Have A Great Day.

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

Don't Be Scared of Hiring the Best

A satellite office of a well known national law firm (I wont name the firm or the city) is currently looking to hire a marketing /business development professional to assist the attorneys to become better known and to expand their practice within their city.

A friend of mine was contacted by a headhunter. He is very qualified for the position (currently works for a smaller firm) and was interested in the opportunity. He is becoming well known in his business community (inside and outside of legal marketing), has a great work ethic, and instinctively understands what strategies law firms need to use to succeed in today's highly competitive environment.

The firm disqualified him as a candidate because they received his resume from three different sources (only one headhunter, the other two were business professionals who knew the firm had an opening). The office administrator was annoyed to get the resume more than once and decided not to even talk with him.

What? Not even an interview?

God-forbid that there would be a candidate who is well known and respected in the business community that multiple sources believe could be a good fit for the firm.

This office administrator has done a HUGE dis-service to the firm (She did not need to hire this person, but by not interviewing him, they will never know if the person could have been a good fit). Sadly, this is very common in law firms. A firm would much rather have a mediocre marketing professional than one who could stand out from the pack.

Other firms make it a policy not to hire anyone without "law firm experience". They are so sure that business experience in another field cannot translate into their industry that they by-pass amazing candidates.

I once interviewed for a marketing manager position with a big law firm and was later told by a partner that the reason I was not hired was that my extensive networking and involvement in local organizations might "outshine" the attorneys. The firm was not comfortable with a "non-lawyer" being visible in the business community, and that it was not appropriate for a "non-lawyer" to be in a public role (Note that the law firms are the only industry that label their professional staff in this manner.....hospitals do not have "doctors and non-doctors").

I know many lawyers who are unhappy with their firm's marketing and business development staff. However, they are not willing to pay more money or give these professionals the internal respect and authority necessary to attract the type of people who will succeed.

Another person I know manages a division of one of the world's largest and most successful technology companies. He is always looking to identify top talent (from inside and outside the tech field) for his company. He looks for top performers, and is never worried about hiring someone with more experience (or someone who is smarter) than himself. His company rewards success, rather than wanting a bunch of robots who will never "out-shine" the senior team. He laughs at companies like these law firms I mention above, because he knows they will never rise to the top. His company thrives because they are not scared of hiring the best.

The reality is that my friend would not want to work for an office administrator who has such strict policies about whom they interview. (Marketing and Business Development professionals should not report to administrators in the first place, successful firms have marketing working directly with partners). You can get a lot of clues about a company long before you accept the job. My guess is that this particular firm is swarming with politics that would stifle my friend's creativity and ability to succeed. Working there would be awful!

A great company always searches for reason to hire the best candidates, not reasons to disqualify them!

Have A Great Day.

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

Have A Great Summer!

One of my favorite bloggers is taking a sabbatical.

Barbara Price at the BW Price Marketing U Blog is taking the summer off from her blog to spend focus her time on work and her adorable kids (she has their photos on her farewell post).

Her 2nd to last post (for now...she will be back!!!) has one of the greatest titles I have seen anywhere. "Like Trying To Pick Up Pretty Girls In An Ugly Car" talks about the disconnect between her firm's abilities and their current website. The company is state of the art and very cool...yet the website is an ugly car. Think back to high school, no matter how cool the guy, the pretty girls did not want to ride in the yellow GMC Pacer. (Fortunately for me I drove a fully restored 1966 Ford Mustang when I was in high school. The theory actually works in reverse...pretty girls will ride with the dorky guy in a cool car!!!).

Her company is working on their new website, but I just loved the title of this post. Take the time to read her blog archives, as she is both informative and entertaining! I hope she has a great summer and I look forward to her return to blogging.
**********
What ever happened to the Ford Mustang? My older brother let me borrow it when I was 15-years-old. I had it all through high school and freshman year of college. He had a company car and did not want to sell the Mustang. Yes, he is that cool of an older brother!! He did take it back when I was 19. Oh well. He still has the car, but over the past 21 years it has gotten a bit run down. Here is a picture of us with the car that was taken last month. The car is much older and has to be held together in places with duct tape......just like me!!

Have A Great Day.

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

Amazon.com

Some Assembly Required:

How to Make, Grow and Keep

Your Business Relationships

is now available at the world's largest bookstore:

Amazon.com

It is also still available at www.thomsinger.com

as a book, downloadable PDF or 3 disk audio CD

The ABC's of Networking: XYZ are the End

THE END!

What?

There is no end to networking. Once you meet people you need to cultivate and maintain the relationships.

You also need to keep meeting new business professionals.

So there is no "End". At this point go back and review "A" and all the other letters. Repeat.

Have A Great Day.

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

The ABC's of Networking: W is for Wisdom

"One cannot have wisdom without living life" - Dorothy McCall

"It is a characteristic of wisdom not to do desperate things" - Henry David Thoreau

"Wisdom is the principal thing; therefore get wisdom: and with all thy getting get understanding." - Proverbs 4:7

Wisdom is more than knowledge.....wisdom is to objectively understand what you have learned and act accordingly. Entire books have been written on the subject of "wisdom", but in my opinion it comes down to good judgment and common sense.

When we are young many of us allow our enthusiasm to take control and our passions to be the lead. Most look back at youthful indiscretions where they acted or spoke in the heat of the moment and know they would respond differently in the present. While their position might have been correct, they ruined a relationship, friendship or their reputation because of their impetuous actions.

One of my favorite sayings is "Youth is wasted on the young". While I look back on the endless energy that filled my life, much of it was misdirected or totally unfocused. While I would love to have that chutzpa I had at 22.....and if I did I would be able to move mountains, I would not be where I am today without the trials and tribulations (and bad choices) that I encountered along my path. It has been all those experiences that have lead to understand of wisdom as something that is gained with maturity (limited as my own might be!).

Look closely at the three quotes that lead off this post. Think about how you have been changed by your experiences. Are you more seasoned today than you were a few years ago? I think most people would say "yes".

I suggest that you embrace wisdom, both your own and that of others in your network. The experiences of others can be as valuable to your own education as that of your own. That is why you should seek out and find a mentor who has lived the life you desire. While finding someone to be your mentor is not always easy, when you have a trusted advisor, your path to success can be much easier.

But not everyone becomes "wise" as the years go past. You need to learn to recognize those who have learned from their experiences (the good and the bad). Many allow their ego to cloud their judgments and never get past themselves. I think those who have real wisdom naturally give back to others in their community (see the quote from Proverbs!), and so should you.

It is not enough to have just existed. To be successful you must understand why!!!

Have A Great Day.

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

The ABC's of Networking: V is for Vision

Who do you want as part of your professional business network, and how do you expect your network to be of assistance? Those who are successful in their networking efforts do not just expect to meet people and then await results. Successful people are visionary (in all aspects of their lives).

Take a long look at who you currently network with and examine if the people you know are in the industries you desire to do more business with. See if the individuals have the status and the commitment to be a mutually beneficial resource. While knowing a lot of cool people is nice, it is more important that you recognize if you know the right type of business people. Some will not have the cache to open doors for you, but worse.....others will not choose to do so (or simply not have the skills needed to be a networker). If you have holes in your network, you need to identify them and then make a plan to add people to your circle of influence who have the connections you need.

By having vision I mean that you look to your future and identify where you want to be with your network (and your career). Once you see in your mind what success looks like, you need to clarify what you need to do to make you vision into reality. Anyone can visualize a desire, but it is the commitment to taking action that puts you on the path to success. But the first step is seeing it in your head.

If you were boarding a plane that was flying from Los Angeles to Honolulu, you would want the pilot to in his mind where he is going and to visualize what constitutes success (a successful landing at the Hawaiian Airport!!!). If not, he would just be taking off and flying west. If you look at a map, there is a lot of "blue" out to the west of California. To just hope that the plane would land on the runway is a big gamble and would ensure a watery end. The same is true for anything you want to achieve in your career.

Know what success looks like (Steven Covey says "Begin with the End in Mind!!!") and see it clearly in your mind. Have a vision of what you want and how to get there. Know who can help you along the way. Then go do it.

Have A Great Day.

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

The ABC's of Networking: U is for Urgency

The best time to build your network is now!!! Do not procrastinate on building business relationships, as you never know when you will need the assistance of others to boost your career.

As you focus your attention on building a network of professional contacts, you will have the opportunity to meet many fascinating people. However, meeting someone does not automatically establish a strong mutually beneficial relationship......it just means you know them. It is important that you plan for follow up with those that you meet, and that you do so in a timely manner. Timing is urgent.

Creating a real network is not done at networking events. These events are just a tool to put interesting business professionals in the same room. The real connections are made in the follow up. To establish a network involves multiple points of contact between you and others.

Too often we meet others and do nothing to initiate the next step until it is too late. Have you ever run across the business card of someone you met months ago and thought..."Dang, I never followed up with them"?. It happens all the time. People wait to make contact and then the opportunity is gone.

Follow up must be done promptly. There is a real urgency for you to strategize on just how you will make contact with new contacts. An email, handwritten note, or a phone call cannot wait for more than three days, or you will be a distant memory in their mind.

I prefer sending a handwritten note, and I make the time to do them every Wednesday and Friday. I mail notes to anyone that I have met in the previous few days with whom I would like to get to know better. I do this not just to people I meet networking, but also any prospective client that I might have called on for the first time. Very few people send handwritten notes, so the effort is noticed. But if you do not make it a priority to send them within 24-48 hours, then they you will most likely never do them at all.

Treat all aspects of networking with urgency.

Have A Great Day.

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

The ABC's of Networking: T is for Tenacity

If you want to succeed in business you can never quit. There are countless examples of successful people who routinely faced major obstacles along their path to greatness. They did not roll over and play dead. They did not quit. Successful people are tenacious.

I once heard it said that the average sales person gives up on a prospect after five unanswered calls, but that the average business person does not call back until they receive seven phone calls from a potential vendor. That means that the tenacious sales person will get more appointments (and sales) than the average sales professional.

Business networking can be very complicated. Many people think networking is just going to "after-hours" events, drinking some beers and waiting for the referrals to role in. This is why so many people give up on networking. When they do not see immediate results they trash the whole concept.

To see real results with your networking means that you have to be tenacious. Many people you meet can be great connections for you, however it takes a long time to build meaningful relationships. Stick with it. You cannot reach the top by quitting half way up the mountain!

Visualize your goal and then go for it. Do not let anyone or anything stand in your way. Avoid the nay-sayers. Be tenacious. Grasp victory!!!

Have A Great Day.

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

The ABC's of Networking: S is for Sincerity

When building a network of professional contacts that will assist you in growing your career, you must have the right motivation. You should genuinely look to connect with others in your business community whom you can create mutually beneficial relationships.

If your motive is just to find people who will send you referrals, and you do not plan on putting in the work to help others (notice that in the middle of the word "networking" is the word work!!), you wont be successful. Over time others will discover that you are a taker.

You must sincerely want to be a resource for others if you want to assemble a useful network. Those who are selfish with their intentions should stay home.

*If you meet someone who is influencial, but you do not really like them....do
not invest the time to build a relationship with them. That is not sincere. It
is manipulating them into a friendship for your own gain.

*If someone in your network is helping you, look for ways to be return the favor. If you do not clearly see a way to benefit them...ASK them what you can do to be of assistance to their career. But you have to sincerely mean it...and then take action.

*Never be phony in your interactions with others (but you still have to be
polite!!!). Do not kiss up to people to garner their friendship. Be yourself,
and look for ways to be relevant to others.

Nothing proves your sincerity more than longevity. Many people will come and go in the business world. Those who last two, three, ten years on top will have their secrets exposed, that is why you should always be sincere....as anything less will eventually be known to all.

Have A Great Day.

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

The ABC's of Networking: R is for Respect

The fact that you need to treat others respectfully should go without saying.

However, how do you think about people? What traits do you focus on? What is it that occupies your mind about the individuals in your professional network?

Too often we spend our time thinking about people's faults. It makes us feel better to ponder areas where they fail. If all you see is someone's shortcomings, how can you really admire them? Without admiration, can you show them respect?

Each morning when I look at my calendar I review the list of people whom I will encounter during my day. These people include co-workers, clients, prospects, referral sources and family members (mainly my wife and children). I then think of two things I admire about each person. By spending the time to look for positive traits, it makes all of my interactions with others much more enjoyable.

Yes, sometimes you have to deal with difficult people (and some you do not even like), but my father told me that you can always find something good in everyone. The older I get, the smarter my dad appears. He is right. You can always find something that you respect in the people you encounter in your business and personal lives.

When your mind is in tune with the postive traits in others, your conversations will be more pleasant. You do not even need to tell them about what you admire, your respect just shines through.

Think about your boss....what two things makes him amazing?

Think about your biggest client....what is it that makes her successful?

Think about anyone you met at a networking event last week...what made her stand out from the crowd?

Think about your husband or wife...what two things make you proud of them?

How about your children....why are they special?

When you focus on why you respect another, it keeps your dialogue more positive. Do not fall into the easy trap of finding another's weakness. That leads to disdain, gossip and superficial relationships. To build strong and true relationships you need to have respect.

Be in tune with what makes people special. Then treat them as the spectacular person that they are.

Have A Great Day.

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

The ABC's of Networking: Q is for Questions

Asking questions of other people is an important part of networking and business development. We all like to hear ourselves talk, but knowing what your clients and prospects want to hear is even more important. I am fond of the expression "you have two ears and one mouth - use them accordingly".

While listening twice as much as you talk is easy in theory, it is hard to execute. Especially if you are in sales. It is a natural tendency to want to share the benefits of your products or services with anyone who will listen. I know! I love to tell stories. But I have found when I ask others about their desires, I gain valuable information that helps me better serve them in the future.

By finding ways to solve problems, you will become a resource. And a resource always wins over some random sales guy!

Here are eight questions that are good to ask of everyone you meet in the business world:

*What is your biggest challenge this year?

*Who is your ideal client or prospect?

*What could happen that would make this month incredibly successful?

*What are your goals this year?

*Where would you like to see your career/business in five years?

*In a perfect world what would your (insert your industry: banker, lawyer, accountant, etc...) be doing for you?

*Who in your business community would you most like to meet?

*What can I do to assist you?

The answers to these questions will allow you to discover ways to add value to anyone you meet. Once you know what others need, look for ways to solve their problems. Once you do this, you will become more valuable to those in your network.

If you do not ask others what they need, you will never know how to give it to them.

Have A Great Day.

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

The ABC's of Networking: P is for Persistence

"Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan "Press on" has solved and always will solve the problems of the human race" --- Calvin Coolidge.

I am often amazed how easily people quit trying to accomplish their business goals. They start the year with conviction that this time they will work harder, start a business, expand their network, write articles for their industry trade journal, etc... However by mid-year they are suck in the routine of mediocrity and they have stopped thinking about achieving greatness.

Then there are those people who keep trying, no matter what obsticles appear in their path. When they finally achieve their desires, they set out to create new goals and they keep moving ahead. Other people often see these people as "lucky", but luck has nothing to do with it. It is their attitude of never stopping that leads them to the top.

When I began to write my book I thought it would take about six months. Instead it took eighteen months. However my editor, Leslie Morris, and I kept moving the project forward. There were times when we were busy with other things in our lives, but we never quit. Sure there were missed deadlines (and some slacking off on my part!), but we were committed to completing the project. We were not "lucky" to have had the time to write a book,....we were persistent.

I love watching "extreme sports" on television. These skaters, skiers, skydivers, bikers, mountain climbers and the rest are amazingly talented. However, they were not born with these skills. It took years of practice to learn how to do the death-defying moves. It took guts..... I mean real crazy bravery. They did not give up along the way. The same is true for those who are the peak performers in the business world.

I have accomplished some great things in my life, and I have failed to achieve other goals. The difference is always persistence.

Have A Great Day.

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

The ABC's of Networking: O is for Others

When you are building a network of professional contacts that can and will refer you business, you must remember the golden rule:

"Do unto others as you would have them do to you!"
And then do more for them.

Quite often people think that when they are networking and meet others, that these people will immediately start sending them referrals. They return to the office and wait for the phone to ring. When nobody calls, they complain that the people they meet do not understand networking.

Meanwhile, they do nothing to help the other people.

While we are all hoping that our networking efforts will lead to increased business opportunities, you have to remember that other people want the same thing. By actively looking for ways to serve others, you will be more successful.

Does that mean that everyone you help will instantly find ways to send you business? NO. Some may not have the ability or connections that will benefit you (but you should be happy to have helped them anyway). Others are selfish and never help others. But most people will be grateful and find ways to reciprocate.

I always try to find out who others want to meet in the local business community. If I know the other person (and feel like it is a reasonable connection) I will follow up with an email introducing the two people. While I get nothing directly from their interaction, by making the effort to help others in my network I know that I will eventually see others do the same thing for me.

Author Steve Harper describes this in his book The Ripple Effect. Harper says that if you toss a rock into a pond, the ripples will go out and affect the whole body of water. At some point the ripples will hit the sides and return to the center. The same is true in life.

Discover ways to help others and you will find the success you seek.

Have A Great Day.

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

The ABC's of Networking: N is for Name Recognition

I know a lawyer who told me that his firm was "the best kept secret in the legal industry!". He was proud of the fact that most people in his city did not know his name or that of his firm. He thought that by marketing and advertising he would "cheapen" his professional standing. The reality is that he was leaving money on the table.

There is nothing wrong with "blowing your own horn", in fact, if you don't do it....NOBODY will. I do not mean that you should be braggadocious, but you have to take responsibility for letting others know who you are and what you do. People do business with people they know and like. If they do not know you, they will take their dollars to your competition.

By having name recognition in your business community means that others will help you reach your goals. They can become your best assets by singing your praises to others, in effect becoming your virtual sales team.

There are many ways to achieve name recognition, but a combination of the following can be very effective: write articles, give speeches, volunteer your time for charity, author a book, be interviewed by the press, advertising, networking, attending industry trade shows, and creating a newsletter or blog.

Name recognition does not happen by accident. It takes effort. And once you achieve a level of fame, there will be those who talk negatively about you. But if you have good character and treat people fairly, the naysayers will be few and far between (some people are always negative, you cannot avoid professional critics!!!).

Opportunities always find their way to those who are known. There are always people who others say "WOW, Mark is so lucky to have gotten that job" or "Sally is an overnight success!".... It is not luck or overnight..... it is that these people have built a solid reputation.

How about you? Are you a known quality brand in your business or are you "the best kept secret"??? Can others benefit you and your business? If yes, then you owe it to them to let them know you exist.

It takes years to create the type of name recognition that leads to better opportunities. Starting today will get you there much faster than waiting until 2009 to begin.

Have A Great Day.

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

The ABC's of Networking: M is for MEGA

I do not know who said it first, but if you want to succeed (with networking or ANYTHING else in your life) you need to:

Go Big, or Go Home!!!

Too many people try to achieve success without having a BHAG (Big, Hairy, Audacious Goal). Do you think that Microsoft began because Bill Gates vision was for a little software company? Did Michael Dell revolutionize the computer industry with small goals? Did Google succeed by just wanting to be another search engine?

NO. All of these companies achieved greatness because they sought industry domination.

Do not just host events, host AMAZING events. Don't just treat people well, treat them like GOLD. It is not just about delivering average products and services, deliver the BEST products and services. And don't just set goals, set MEGA goals.

Mega success is a product of mega goals.

While searching (on Google) with my computer (manufactured by Dell, using Microsoft software) to find who coined the phrase "Go Big or Go Home" (FYI, I did not find the the answer), I did discover a book by the same title by Wil Schroter . He had some great points about mega thinking"

Vision - Think BIG, the way companies like Google, PayPal and Skype do

Growth - Learn how to compress time to grow faster than your competition

Marketing - Position your company as Number One right from Day One

Capital - Forget raising capital, learn how to create capital and leverage what you have today

Management - Leverage your smaller size to run circles around your larger competitors

Great advice for anyone who is looking for success. Even if you do not reach your target, buy setting mega-huge-giant goals you are more likely to outpace your competition. Being average gets you nowhere.

THINK BIG!!!

Have A Great Day.

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