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When most people join a business, they don’t know where to start or what to do. That is why leadership is very important to new people. If you bring one person into your business, you are now a leader. Yes, you are a leader, because that person is depending on your help for them to accomplish their dreams and goals.

If you feel you are not a leader, that is OK because you can learn how to become one. One of the quickest ways to become a leader is to learn from existing leaders. However, the best way to learn how to become a leader is to start a reading program. Start to read PMA (Positive Mental Attitude) and leadership books, listen to CDs, look at DVDs and attend leadership seminars.

Meet a few leaders in your industry and listen to what they have to say. If you have not read the post on “Meet the Go To Person”, take a few minutes to read it at go to person and learn how you can contact people.

Most people are proud to be paying taxes in the USA. The only thing is they could be just as proud paying half.

Make tax deductions work for you.

• The value of prospecting
• Hire family members
• Lease your vehicle
• Travel expenses
• Much, much more

Listen to what happened to Ms. Sonja Mathis. She started her own home-based business.

Ex: Single, no children
No home-based business, income $32,000, total taxes paid $4,565.

Same person with home-based business would pay $1,380. That’s a difference of $3,185.  (example only)

Ex: Married with two children
No home-based business, income $75,000, total taxes paid $9,153.

With home-based business, $1,768. That’s a difference of $7,385. (example only)

Make sure you read the post on “Meet the Go To Person” at go to person.

Meet the “Go To” Person

 ONLINE : 1. Meet group leaders.
                        2. Build a relationship.
                        3. Share list.
                        4. It may take some time.
                        5. Join a group that has your same interest.

OFFLINE : 1. Go to networking functions.
                        2. Seek out the “go to” person/persons.
                        3. Be cool and wait until walking to…
                        4. Walk by, nod your head and smile.
                        5. If they’re not friendly, don’t worry about it.
                        6. If they’re friendly, start a conversation.
                        7. Let others talk and you do more listening.
                        8. Let them know you enjoyed the conversation.
                        9. Let them know you enjoyed it and would like to keep in touch.

I know this information can help you make more contacts and ultimately help you build your business. I’m looking forward to connecting with you on my next video!

“The One Word You Must Have to Succeed!”

With many years in this industry, I’ve seen about everything, but there is one word you will have to have to be successful in your business and that word is “belief”. You will need to believe in yourself. Napoleon Hill said it best, “If you can conceive it and believe it, you can achieve it.” (The book “Think and Grow Rich”)  James Alan put  it another way right on the title of his book, “As a Man Thinketh”.

We all have the ability to learn. Some learn faster than others but we can all learn the skills you need to win…and win big! Always be in a learning mode and stay hungry for knowledge and apply what you’ve learned. You can have whatever you want if you just help enough people get what they want, but you must seek out what YOU need to win, not what Sally needs but what you need.

Whatever business you’re in, remember you’re in the people business and the more you learn how to deal with people, the more successful you’ll be. The more successful you’ll be, the more you’ll need to learn how to deal with people.

There are several ways you can start the process of believing in yourself. Start to listen to positive CD’s, look at positive DVD’s and read PMA books. There are many, many resources available. Here is a list that helped me over the years.

Books:
Think and Grow Rich  by Napolean Hill
As a Man Thinketh  by James Alan
How to Win Friends and Influence People  by Dale Carnegie
The Magic of  Thinking Big   by David Schwartz

CD’s:
Think and Win Big   by  Johnny Wimbrey
Black Belt Recruiting   by Mike Dillard & Mark Wiser

DVD’s:
The Secret   by  Prime Time Productions
It’s Possible by Les Brown
Jim Rohn DVD

What you put in will come out! You can find all of these resources on the internet or at Amazon. Just click on the Amazon icon to the right of this page. Find some time to invest in yourself. It will be worth it. Reading or listening to these resources can only make you a better person no matter what vocation you are in.

“Top 10 Places to Meet People”

Get out of your house! You can’t meet people in your house!  (You can online, but we’re talking about old school right now.)  The following are some suggestions for meeting people:

1. Spiritual organizations…church, moss, etc.
2. Work shops, classes
3. College associations
4. Small business development centers (SBDC)
5. Chamber of Commerce
6. Sporting events
7. Rotary, Lions, Elks and Moose Clubs
8. Trade organizations
9. State and National trade shows
10. Seminars

Cultural events

You can serve on committees and organizations that you have interest in; become a board member or chair a committee, volunteer to help, or be a greeter to help direct people. You know what your schedule is like. Be careful not to join everything to where you have no time to build your business. I would recommend one committee, maybe two, if they only meet once or twice a month.

Networking tips:

1. Be early and stay late.
2. Always keep the conversation positive.
3. Stand up when meeting someone new.
4. Handle major business deals at a later date.
5. Never talk negative about others.
6. Learn the art of meet, talk, get number, next.
7. Don’t…don’t act desperate for business.
8. Be excited about being there.

Take some time to read up on the current events or at least read up on some general information about that event. In other words, if you’re going to a computer event and you know nothing about computers, do a little research about computers to at least have a general knowledge base on computers and how they work.

If you will get out and meet new people and develop a relationship with these people, this could be you   one day soon (if you are a man replace the pic with you).

“The Biggest Mistake a Lot of People Make”

The fortune is in the follow up and this is the biggest mistake most networkers make. I talk to people all of the time who meet people and never call them back for some reason or another. In a previous article, I talked about building trust. That is one of the most important things you want to leave that conversation with, trust. Did that person feel that they could trust you? It’s hard for you to really know if they did or not but if you tried to help them with (what I call their pain) their problem, then you’ve done your job. Make sure you follow up with them within 24-48 hours. If you were going to help them with a problem, follow up with some type of answer, even if it’s just to say you’re waiting to hear back from xyz, but show them you care and you were listening.

 When you call back, have the business card with their information or your notes sheet in front of you. The information on that card or notes sheet is vital and you will need to include something specific on the initial conversation when you follow up. (Example) “Hello, may I speak to ____. ____, this is _____. It was great to meet you at the ____ on yesterday. I enjoyed talking with you. How did Matt do in football practice today?” (Listen) “Great!!! Did you ever get that golf game set up for next weekend?” (Listen) “That sounds good! I hope you have a great time and you’ll be at the top of your game. ___, I talked with my brother and he knows a man who might be able to help you with… Let’s set up a time when we can all talk…”

 I know this sounds like an old cliché, but people don’t care how much you know, until they know how much you care. You will be surprised how many people go straight for the business. All they see are dollar signs, but in the long run they lose a lot of business. If they would’ve just slowed down and built a relationship, the dollars signs would’ve come.

A good networker will follow up and he/she will also keep in touch. It may take some time to earn your prospects trust, but once you do, you will have a friend for life.

Follow up phrases at the end of a conversation and how to get their number:

• I enjoyed talking to you and will be in touch. How can I get with you?
• Wow!!! What an informative conversation. I would love to get back with you and continue. What is the best number I can reach you at?
• Thanks for sharing! I will call you back in the next few days. Do you have a business card on you?
• I’m always open to learn more and will follow up with you tomorrow. Let’s exchange numbers.
• I will call my brother tomorrow and get back with you ASAP. What is the best time and what number do you want me to call you on?

No follow up…No relationship…No business!!!

 With today’s technology, you have several ways to follow up…email, snail mail, post cards, text and phone, but I like to call, because it’s more personal than email.

A lot of people don’t follow up because at the initial conversation there was no real conversation. They didn’t learn anything that they could use to start to build a relationship from. You must use the information you gather to take it to the next step. Build from that conversation to build to the next one.

If you read all of my other articles…

“6 Steps from Hello to Building a Relationship” Part 1

“People’s Personality Styles by Colors” pt 1

“People’s Personality Styles by Colors” pt 2

“Become a Conversation Specialist”

Congratulations!!! You’re on your way to becoming a conversation specialist!

“Become a Conversation Specialist” 

If you try to be interesting to others, you are working against human nature. If you will become interested in others, you’ll be working with human nature.

Ask open-ended questions. Here are five examples:

1. “Donnie, tell me how did you get in your line of work?”
2. “What is the best part you like about your industry?”
3. “What type of trend do you see?”
4. “Can you tell me a little bit more about your profession?”
5. “I meet people all of the time. Tell me how I would know if someone would be a good contact for you?”

 Here are a couple of key phrases to continue the conversation:

• “Wow!!! Can you tell me a little more?”
• “Will you please elaborate?”
• “Do you have any ideas about that?”
• “What’s your opinion?”

In a conversation, make sure you do what I call “the give and take”. In other words, you give to the conversation. So tell them a little about yourself but keep the conversation on them. People are more interested in themselves. Make sure you’re not interrogating them with one question after another.

 Here’s an example of the wrong way: “Hello, my name is Michael Mitchell… Hello, Bobby, it’s nice to meet you. Do you live around here? Do you have any kids? What type of work do you do? What company are you with? How long have you been working there?”

Here’s a better way to handle that conversation. “Hello, my name is Michael Mitchell… Hello Bobby, it’s nice to meet you. Do you live in the area? You know, I have a brother that lives right in that area and I am in that area a few times a year but I live in Dallas. Do you have any little ones yet? Two boys, great! We have three boys and my wife said that was it! We’ll just have to wait for the grand daughter if I wanted that girl. I’m working in the computer field, Bobby. What type of profession are you in?….I think you get the flow of give and take. You give then you take from the conversation, but make sure you take more than you give.

 Try to find out what’s important to them…what they like, what they want from life, what hobbies. Be an active listener rather than a passive hearer. Now I must admit, this one is hard for me and I work on this one daily, but try not to be thinking about your next contact or some unrelated issue when you should be listening. Sorry golfers, I’ve never played, but if the person I’m talking to plays golf, we will talk about playing golf. “Why?”, because I want to be interested and relate to them. The more relatable you are to them, the smarter they think you are.

 So, I want you to keep this in mind. After your next conversation, did you know more about them or did they learn more about you?

 You want to become a problem solver.

Start your sentences off with words like “We help… we help solve…we help people…we try to save companies from…I help networkers solve sponsoring problems…I design online systems to help…our goal is to help others…we specialize on helping others.”

 Talk about your profession in a positive manner followed by a solution you provide. Here are some don’ts in a conversation:

• Don’t always be the one to have the better story.
• Don’t talk on and on and on.
• Don’t ever put down their competitors.
• Don’t always have to be the “up onemanship” type.
• Don’t argue. If you have a different opinion, that’s okay, but don’t get into an argument.
• Don’t think you know everything.

Remember, be interesting to others. You are working against human nature. If you will become interested in others, you’ll be working with human nature.

How to deal with different styles:

I hope you have a good understanding of the 4 basic personality styles from my last article and what your dominate style is.

When talking to a red, be direct, get to the bottom line. Try to be as concise as you can (Mike, you can make $1,000 next week if you will…). Be straight with a red. They don’t mind working if they can see there is a reward. Reds are some of the fastest growing leaders period!!!

 If you run across a blue, get them around other people at a party or a meeting. “You mean I can make money by talking to other people?” might be something a blue would say. You will not have to get into much details like with a green. Just show them that other people are having fun and making money. Show excitement and let them know that we can help so many other people. People love to be around blues.

You will need to take it slow with a yellow. They will need to have some type of security. Yellows want to build relationships, but because they are loyal and dependable they want to take time to decide. They want some type of reassurance, so take it slow. You will run a yellow away if you try too hard and move too fast. Let the relationship develop at their pace or else you will lose them.

The green type has taught me how to have patience. I’m a red so I want it done yesterday, but not a green. Get all of the facts, all of the information you can in their hands so they can review it. Give them something in a structured form, like a spread sheet on the latest data. It will take some time, but once a green makes up his or her mind, look out!!! Greens are committed to quality and can be some of your biggest leaders, because once they feel they’ve made the right decision based on the latest data and facts, they’re focused.

In order to become a conversation specialist, as you’re talking to different styles, for a short period of time, you must learn to adjust and mirror the other person’s style. (Example #1) If you’re talking with James and you are red and James seems to be a green, slow down a little and talk about getting all of the data that you can for him. Don’t talk so fast and move around as much. If he is sitting with his arms crossed, you sit and cross your arms. Just try to relate to his style. (Example #2) You are a yellow and you’re talking to Michelle and you noticed she is a very strong red. Speed your talk up a little faster and try to develop your relationship quicker with hard facts like “Michelle, you can make $1,000 next week.”

Learn these techniques, and you’ll be on your way to becoming a conversation specialist!

“4 Basic Types of  Personality Styles by Color”
 

The   to your success  is how well you learn how to deal with people. 

There are 4 basic types of personality styles and you may fall into several areas, but one style will be more dominate than the others. 

If you can learn to master these styles and understand the different behavioral types and adjust your style, you’ll be on your way to becoming a conversation specialist. 

What do you mean, Carl? Well, before I explain how to adjust your style let me tell you about the four colors:

Red:

Someone with a red style is a person with a driver personality. They are focused on the task at hand and are not detail oriented. “Just get it done!” might be something they would say. Most of them are direct, demanding and tend to take action. Reds are determined and they have a lot of confidence. They can be very competitive and have a bottom line personality.

Blue:

A blue style will be more interactive. They love people and are very friendly. At a party most of the people are around a blue person because they’re probably telling a story or inspiring someone. Blues are outgoing, emotional talkers and love to have fun.

Yellow:

If you want a loyal friend, find a yellow type person because they are dependable. They want to be a part of the team. “What can I do to help out?” would be a question they would ask or they will be the one to raise their hand when you need a volunteer to help out. Yellows are very stable and are good listeners. They are sensitive, but very supportive.

Green:

I’m a red and most (I said most, not all) reds are married to greens or yellows. Greens are analytical, detail oriented people. A green will read Consumer Car Report back issues for three months before they buy a car. They are cautious and don’t want to make the wrong choice. They want to know what the numbers say, do all the numbers add up on a deal, where’s the data and the proof. They will not show their emotions readily. They want to see if it really works that way or if it’s just a lot of hype.

To get some practice, study the colors and see if you can identify some of your family members and friend’s most dominant color. Now, if you want to become a conversation specialist, take some time to learn to adjust to the different behavioral styles. I must admit, this was and still is the hardest part of the conversation I have to focus on.

Learn how to deal with different styles. So, get ready my friend to take your business to the next level!!!

(If you didn’t get a chance to read part one of this article, click here to read and then return back here to continue.)

3. Build trust.

The best way to build trust is to listen to what they are saying. Let them feel they can trust you because you listened and tried to help.

Here’s an example, “Hello, my name is Mike Brown.” (Extend your hand to shake their hand. Most people will reply with their name.) “Well, Donnie, it’s so nice to meet you.”

During the conversation you find out that Donnie enjoys golfing and your brother-in-law is a golfer as well. Your brother-in-law was telling you about a special club he ordered off of the internet and so you conveyed this to Donnie. Let Donnie know you’ll let him know where your brother-in-law got it from. In other words, you want to find some type of common ground with each person you meet. You want to ask questions but you don’t want to seem as though you’re interrogating him/her. You want to offer some of your life to the conversation by telling him/her a little about yourself also.

4. Focus on the person you’re talking to.

Make sure when you’re talking to a person you’re focusing on what they’re saying and you’re not constantly looking around the room trying to see who you’re going to talk to next. You want to make your prospect feel he/she is the most important person in the room (He/She just might be!!!)

5. Don’t be so quick to hand your business card out.

Don’t be so quick to just hand your business card out and move to the next person. You want to spend a little time talking, but not all day. You will get better at gauging your time per person as you keep doing it, but try not to be the first one to hand your card out during the conversation.

Here’s an example: “Well, Donnie. It was great talking to you and I will see if I can find out where my brother-in-law ordered that club from. What’s the best way that I can get back with you?” Based on the information he gives, it’ll let you know how comfortable he feels with you and how much he trusts you.

• Email address or work # – little trust.
• Home # – Feels pretty good about you.
• Cell # – High trust.
• Home and Cell # – Highly trust. (You won him over!)

6. Connect with the person you’re talking to.

The more you can connect with a person, the easier it is to get back with that person. You always want to leave on a positive note. (Example) “Donnie, I really enjoyed talking to you and I will talk to my brother-in-law and get back with you.”

***Note: As soon as you can, make sure you write some information on the back of your prospect’s card based on your conversation, because you will use some of it on your follow up call.

Example: On the back on the card, write:

            Met at football luncheon 8/2/08.
            Son Matt is a running back for the Mustangs.
            Wife is a lawyer with…
            He loves to play golf.

I, personally, created a note sheet where I copy the information in the comment section and then I paste the card at the top of the sheet.

If you will follow these steps, you’ll be on your way to building relationships!

1. The impression before the first impression. I call it PI (pre impression).

It is human nature that most of us start judging people before we even meet them. We start to size people up…how they look…what they’re wearing, etc.

You say, what do you mean by PI? Let me give you an example. You’re at a business luncheon. 98% of the men are wearing a suit and tie and the other 2% have on jackets and slacks. You don’t know Bob, but Bob walks in wearing shorts and a pullover shirt. You think to yourself, “Wow, he looks out of place. Why would he come dressed like that!” Most people would probably judge Bob simply because of the way he’s dressed. That’s what I call PI.

You have no idea why Bob is underdressed at that particular luncheon. At the break Mike introduces Bob to you and he immediately says, “I apologize for the way I’m dressed, but I’m just visiting from out of town and Mike insisted I stop by this luncheon. He said no one would be concerned with my shorts, but had I known everyone would be dressed up, I would have never stopped in.”

Now your impression of Bob will be a little different.

2. First impression

When you’re out and about, you will want to make a good first impression, because perception is real. People are judging you before they even meet you (PI)…

 So here are a few steps to take to make a good first impression:

1. Look good and dress nice.
2. Trim your hair and keep facial hair trimmed also.
3. Smile.
4. Be happy and confident but not arrogant.
5. Be excited but not “over the top” excited.
6. Have a good handshake and look them in the eye.
7. Be interested, not interesting.
8. Speak first and listen for their name. Use their name 3 times in the conversation so you can remember it.
9. Make sure you bring some breath mints.

In the next article you will learn to build trust, focus on the person you’re talking to, not be so quick to hand your business card out and connect with the person you’re talking to.

If you have a traditional business and you are looking to take it to the internet, keep in mind to use old school and new school thinking. 

Old school:

• Placing ads in the newspaper.
• Handing out business cards.
• Using bill boards.
• Putting ads on a pizza box.
• Print out flyers.
• Going to social events.
• Meeting people at trade shows.

Well, now there’s New school thinking:

• Create a website or a blog.
• Drive traffic to that site or blog.
• Create an opt-in page/capture page.
• Gather customers to buy from you.
• Take the cash to the bank.

 Find people on the social media sites today: FaceBook, LinkedIn, YouTube and many, many more.

Yes, it works! However, there’s a right way and a wrong way. Your website or blog must be unique. It must be different from all other websites or blogs out there. While everybody is bragging about their product, you are educating the public about the safety features of your product. If a customer believes in what the safety features can do, they will automatically buy. So, as you are advertising and educating the public about your product or service, offer more than what everybody else is offering them…in terms of knowledge…how to use the product properly, environmental safety, child safety, etc.

 An example I heard that made so much sense to me was about a man who bought a drill bit because he needed a hole, so talk about how to make a perfect hole or a better hole, not about how to buy a drill bit.

 Give the customer more than what they want and they will come back again and again, whether online or offline.

 Find good people:

Let’s face it, it’s arguably a better choice to outsource any and all of your work that can be supplied by other means.  There are a great number of businesses in the world that simply distribute other people’s work.  You’ve heard about OPM, right?  You know, Other People’s Money!  Well how about OPW?  Other People’s Work!

 One of the smartest things you can do in your business is to hire people that are smarter than you, people that can get the job done. In the long run you will have a better business.