GoalpostsAre StationaryFor AReason soartosuccessmagazine.com Thrivein5: FiveSteps forWriting AtainableGoals SOARTOSUCCESS DoYouUse These3Words InYourContent? TheLongand WindingRoad toGrowth May2022 Magazine
PAT ALTVATER Successful Entrepreneurs LOVE Their Clients Elite Experts Network AFP Marketing PatAltvater.com Do you really enjoy your clients or customers? “One of the biggest mistakes, probably the biggest mistake, people make in any business is that they fall in love with the wrong things. They fall in love with their product, service, or company. You should believe passionately in your product, service or company. But you should fall in love with your clients.” ~ Jay Abraham, Getting All You Can Out of All You’ve Got Can you think of any marketing technique that is more effective than genuine, sincere concern for your prospective and existing clients and a true desire to assist them in solving their problems and/or satisfying their goals? I can’t! If you currently could use more clients/customers, be grateful for those you do have now, stay positive and optimistic, and make a list of everything that you love about your customers. List everything you can think of and keep it close so you can review it daily. Cultivate that lovin’ feeling and see what happens. Oh, and PS, you should really find a nice way to say “Good-bye” to the clients you don’t love. Wishing you a business full of clients you love. I hope that the articles in this month’s issue will inspire and motivate you. Don’t forget to take advantage of the links to connect further with our contributors.
Personal Growth Strategies SOAR to SUCCESS CONTENTS Magazine 04. 10. 22. 26. 12. 16. 14. 36. 34. 32. 30. 19. 29. 20. 24. 38. 40. Core Business Strategies Business Acceleration Strategies Goalposts Are Stationary For A Reason By Diane Helbig The Long and Winding Road to Growth By Jack Klemeyer Life Is Yours! Manifest Your Destiny! By Karen Cupp Beyond the Pandemic - How to Engage Remote Employees By Lisa Ryan Help!! I Can’t Do This All Myself! By Megan Patton Are Your Salespeople Selling in The “Domain of Losses?” By Mark Allen Roberts Embrace MSP Acquisition In Your Market By Jeanne DeWitt Do You Use These 3 Words In Your Content? By Melanie Rembrandt Cybersecurity 101: 9 Tips to Keep Your Computer, Website and Client Data Secure By Holly Kile Thrive in 5: Five Steps for Writing Attainable Goals By Heather Wiegering, PhD Book Recommendation Soar to Success Podcast How to Develop Your Confidence By Janet Kendall White Making a Best First Impression By Pat Bennett Our Favorite Videos Our Contributors Cover Feature: Cover Feature Jamie Peltz Has Soared to Success Inventing Products to Help Others
Jamie Peltz Has Soared to Success Inventing Products to Help Others
SOAR TO SUCCESS / Feature Article When you encounter a task that is frustrating or difficult, do you begin thinking “how could this be done better?” Jamie Peltz does! She invents products that make her customer’s lives easier. Jamie graduated from The Ohio State University and received an MBA from John Carroll University. She has always been a problem solver and looks at common everyday problems from a slightly different perspective. After working for a large corporation for 17 years, she suddenly foundherself unemployed, but saw this as an opportunity to follow her dream to become an entrepreneur. Over the years she and her team have received multiple patents and been able to commercialize her inventions. SureSwatch® Temporary Paint Swatches An example of one of her inventions that makes life easier is ‘SureSwatch®’, a paintable clear film to test paint colors on a wall, under different lighting scenarios, without actually painting the entire wall. Has this happened to you? After spending hours on Pinterest looking through interior design pictures, you finally decide to change the color of the walls in your home. You head out to the hardware, or paint store and search through the thousands of tints and hues on those tiny paint chips. Adecision is made, paint is purchased and applied, but to your dismay it looks totally different than you intended, once it dries on the wall. Jamie designed ‘SureSwatch’ to avoid that mishap and help correctly choose the right color the first time. ‘SureSwatch’ allows you to see real paint on your wall, in various lighting scenarios. Jamie told us, “People shouldn’t have to live with a bad color choice. If you take that extra step to use ‘SureSwatch,’ before your paint you’re going to be much happier and know you have made the right color choice before you spend your time and money on the wrong color choice.” Most people don’t realize that paint is available in three different bases, white, medium and clear as well as flat, semi-gloss and satin sheens. The bases and the sheens all influence how that paint color will look on your
wall. That is why it is important to always test in the sheen and brand of the color you intend to paint. An added benefit to SureSwatch is it comes with a Primer Decider™. The Primer Decider quickly shows whether a primer can enhance your color. “Most people do not realize the reason they need so many coats of a red paint it is made in a clear base. Imagine adding food color to a glass of water, it takes a while to get to the true color. That is what happens when painting with vibrant yellows or reds. By using the right primer, you will achieve the vibrancy you desire, quicker. ‘SureSwatch’ was created because Jamie experienced the problem of choosing the right color for repainting her child’s room. “I have all these little tiny paint chips and I’m wondering, How am I supposed to figure this out?” Problem-solver Jamie quickly realized, if she had this problem trying to paint, other people were struggling with finding the correct color, as well. She wanted to create something temporary to alleviate the permanent nature of trying sample paint directly on the wall and then priming and sanding the spot before painting wasn’t satisfactory. “If the new color isn’t right, you have spent time and money for a huge mistake. ‘SureSwatch’ helps to solve that problem.” ‘SureSwatch’ is available in all Home Depot stores as well as in ACE Hardware stores. Marketing efforts have centered on training store employees to understand the product and recommend it to shoppers. All they need is ‘SureSwatch’ and a sample paint container tinted to the color you want to test. Forget Me Spot™ Stain Patch® Spot Remover Jamie just released ‘Forget Me Spot’ in December, 2021, and that product can be found in Meijer stores throughout Ohio, Michigan, Indiana, Kentucky and Illinois. Sorting through her family’s dirty laundry looking for stains was a constant irritant. As everyone knows stains need to be addressed rather quickly, or the clothing will be permanently damaged. Busy mothers with children may not have the time to drop everything to treat a stain and immediately run a load of wash. Or even worse, they may not know about the stain, until it’s too late.
SOAR TO SUCCESS / Feature Article ‘Forget Me Spot’ is a pre-treatment patch placed over the spot. The clothing can then be thrown in the hamper and mixed with the other laundry. “You can put off laundry for a day, a week, or even two weeks, because it’s already pre-treating the stain. We have found that the longer it sits on the stain, the better it works. Once placed in the washing machine the patch dissolves and the stain disappears.” ‘Forget Me Spot’ became a labor of love for Jamie and involved a rather long journey. It was actually created prior to ‘SureSwatch’, but she struggled to get it manufactured and placed in retail outlets. “When we were getting ready to produce ‘Forget Me Spot,’ we were having difficulty sourcing the materials, due to supply chain issues created by the pandemic. I searched every resource daily to find the ingredients. I don’t know if it was a labor of love, or stubborn persistence, but it’s definitely not for the faint of heart.” COVID Created Shipping & Manufacturing Issues The COVID pandemic created a different set of problems for her business. “Two years ago, at the height of COVID, the warehouse I was using stopped shipping
Most people have enough materials at their home, or at a nearby craft store to quickly put together a prototype, while not investing a ton of money in the beginning.” Personal Life Jamie likes to spend time with her husband and their three grown children. Two of which help her create business videos used in her marketing. She enjoys exercising and likes to hike. She is a lifelong learner and, an avid theater goer and attends live productions. “My work is my hobby. I really enjoy what I do. It’s never really been work for me. It’s really my passion. Between kids, outdoor activities, and inventing, I’ve got a pretty full life.” my product. We only had 48 hours to come up with a new plan. For nearly two years, we moved all packaging and shipping to my house.” A second issue resulting from the pandemic is the rapidly rising cost of materials. A few suppliers were able to resist raising prices the first year, but with continued rising costs, especially in corrugated materials, Jamie’s suppliers were forced to increase their pricing. “The rising cost of materials and raising our pricing is a double-edged sword. It’s not easy for small manufacturers to pass on price increases. Higher pricing to the consumer could result in less sales. Every entrepreneur must find the equilibrium to maximize sales, while keeping profit margins where they need to be.” Jamie found a new shipping source and just recently began shipments from an outsourced warehouse once again. Advice to Inventors “People constantly come up with new ideas. Just because you think it’s a great idea, doesn’t mean the consumer will agree.” Jamie has found that market research is a must. Even searching Google for similar products can be a very enlightening exercise. She also has found that budding entrepreneurs want to rush to create a prototype. “A manufacturer will charge several thousand dollars to create the prototype.
SOAR TO SUCCESS / Feature Article 3 Keys to Soar to Success When Soar to Success asked Jamie what three personality traits she found in most successful people, she said: 2 1 3 Teamwork “Especially in the beginning, you rely on other people for help. You have to work well with other people to get where you need to be. Typically, these people have much larger businesses than your small venture. You have to create an atmosphere of teamwork and collaboration to get people to help you.” Persistence “We have a vision, I open a business and will immediately be successful. It just doesn’t work that way. You must be in it for the long haul. It takes persistence, fortitude and a good attitude to get through those ups and downs.” Observation “If we are quiet and look around us, we’d be amazed at the multitude of ideas that can be observed. You don’t have to be creative to be an inventor. You just need good eyes and observe the world around you. You’d be amazed at all the ideas that you can come up with.” To learn more about Jamie’s products, ‘SureSwatch’ is available at Home Depot, or ACE Hardware stores, plus you can find them online at: www.sureswatch. com. ‘Forget Me Spot’ can be found in Meijer stores throughout the Midwest, or online at: www.forgetmespot. com. We enjoyed our conversation with Jamie. You can listen on iTunes or watch on YouTube. If you would like to connect with Jamie, find her on LinkedIn at: https://www.linkedin.com/in/jamie-peltz-sureswatch/
Goals are essential in business, and in life. It’s a widely accepted belief that setting a goal provides you with the opportunity to set your course. Without a goal you’ll wander aimlessly. So, goals are good. The trick is to set the goal at the highest point where every decision is a direct response to that goal. Too often business leaders move the goal without realizing it. The results are pretty Goalposts Are Stationary For A Reason By Diane Helbig damaging. Moving the goal can lead to low morale, high turnover, quality issues, and deficient outcomes. What does that look like? When a leader shares a goal with their teamand then says, ‘and do it this way’ they have moved the goal to ‘do it my way.’ The focus moves to the how, not the what. That is really a control thing. Control is all about mistrust. When we trust our team
SOAR TO SUCCESS / Business Acceleration Strategies members, we work with them to find the best way to reach our goal. If we don’t trust them, we feel we need to direct them and keep control over every aspect of the process. The team feels that control and can disconnect from any real commitment to working toward the goal. They’ll go through the motions, and ‘punch the clock’ but they won’t have a vested interest in seeing the goal achieved. While process and procedure is important, there are times when the team should work together to identify the best, most effective way to get something done. That creates buy-in and commitment. When you set a goal, share it with everyone consistently. And work with your team to create a plan and strategy to reach that goal. Think about what you really want and why it matters. Share that information and solicit ideas.When people understand the importance of the goal, and are included in creating the strategy, they feel valued. They want to see success. Always ask yourself what you really want; what really matters. Then work toward that goal. If you really want control, you can have it. However, that control might not lead to long term success. If you want to reach your business goals, keep your goalposts in sight. Don’t move them or change the goal to doing things your way. There are usually different paths to the same outcome. And if the goal is really gaining the outcome you seek then how that happens is less important than just getting it done. This takes a level of self-awareness and confidence. The rewards are great! Your team will want to succeed, your goals will bemet, and your company will thrive. What more could you ask for? ©2022 Helbig Enterprises
Beyond the Pandemic - How to Engage Remote Employees By Lisa Ryan After two years of working from home, the remote workforce is here to stay. In terms of hours, location, and schedule, a flexible workspace is no longer a nice to have; with many employees and potential employees, it is an expectation. As a result, business leaders must look at every area of their business differently than they have in the past to figure out how to offer their teammembers the gift of having some of their time back. The good news about remote working is that companies have discovered that employees can bemoreproductivethantheythought. Employees enjoy the extra time and less aggravation from not having to make the daily commute. However,
having a portion of your team members on-site and others working remotely is changing workplace culture. It’s not necessarily a bad thing – it’s just different. Of course, specific jobs cannot be handled remotely - manufacturing shop floor, retail, restaurant, hospitality, etc. However, even within those organizations, there are ways to add flexibility and give your employees some of their time back. Perhaps you can look at a staggered schedule, a four-day workweek, or better yet - ASK your employees what would be most helpful to them while still being able to get their jobs done. 24/7, it can lead to stress and burnout. Instead, encourage employees to work their regular hours and set physical boundaries to their best abilities. 3. Recognize Good Work. Finally, take the time to acknowledge and incentivize your employees’ productivity anddedication. Themorevalued employees feel, the more value they will bring to their work. When employees understand that even thoughyoumaynot be in the office together, you’re all working toward a common goal, you’ll increase engagement and increase your retention rates. Here are three things leaders can do to make sure they are continuing to reap the benefits of a work-from-home team while not losing touchwith their people. 1. Prioritize Two-Way Communication. Managers need to check in with their employees regularly. They also need to listen to any concerns or struggles employees are facing. By reminding people that they are not alone, managers can decrease the feelings of isolation. 2. Set Expectations for Work/ Life Balance. When employees feel that they must be “on” SOAR TO SUCCESS / Business Acceleration Strategies
The economic climate has changed the buying process. Buyers are taking longer to make purchases, they want better prices, but due to rising costs, we need price increases. Buyers wish for extended terms, and there are now more people involved in the sales, and they are often C-level executives in the buyer’s company who are engaged in the buying process. Buyers are being approached from possible suppliers far outside of your region. More salespeople are missing quota than hitting them today. Having led sales and marketing teams for over 30 years, through good and bad times, some of your By Mark Allen Roberts Are Your Salespeople Selling in The “Domain of Losses?” …If so, It’s Costing You salespeople may be in a dangerous ( and costly) place… The Domain of Losses. Imagine the below scenario. You are in Las Vegas or another gambling location, and you (they) are winning. It feels like you can do no wrong; you are “lucky” tonight. Then something changes, and the next thing you know, you are losing. You know you should walk away and live to fight another day, but a strange little voice whispers to you; you will have to bet more to get back to where you were when you were winning. Most of us can resist this voice and walk away.
SOAR TO SUCCESS / Business Acceleration Strategies However, there are those few who enter a dark, anxious, and fearful place, The Domain of losses. Studies show people make poor decisions when under goal in this zone. They desire to see those chips (commissions) grow rapidly again, and they start making irrational long shot bets to get whole again. As the losses continue to increase, the aggressive, foolish strategies increase, and the losses grow exponentially. If any of your salespeople are in this fearful and irrational place after missing their quota for the quarter, you must pull them away you receive a strategy that is doubling down. Their entire year hangs on the thread of landing that new account they promised they would close for the last six months. 5 . You catch them lying to you about meetings they had with accounts How about your team? Do you have any teammembers in the domain of losses? Is your entire team in the Domain if losses? If you need help resetting your salespeople not meeting quota, let’s schedule a call. from the table for coaching and training, or it could cost you years. What signs indicate a salesperson is in The Domain of losses? 1. Every sale has a price concession 2. Customers pay their invoice short due to un-communicated “deals” your salesperson gave them to get the sale. 3. The salesperson’s Accounts Receivable exceeds other regions 4. When asked to create a plan to correct their performance,
Help! I Can’t Do This All Myself! By Megan Patton As small businesses grow larger and more complex, company owners are universally faced with how to level up the growth of their people into positions of increasing complexity, including leadership. Many times, we see client companies where the CEO or owner is acting as a “hub” with many direct reports, or “spokes”. This hub and spoke model works in early days, however, it is not a sustainable feature in companies focused on aggressive growth. At some point, the CEOwill need to have leadership TEAMS who help manage the rest of the organization. The big question that many CEOs face, is “howdo I get to this next level of leadership?” Hiring at the leadership level can be prohibitively expensive, and it is always a roll of the dice to bring in outside talent to lead a group of veteran employees. Relief can be found when a CEO identifies that employee with high potential and takes steps to develop that individual. Many larger companies are able to invest in solid management training programs that lead promising individuals through all areas of the company, giving them a chance to spend time in each of the business areas and focus on line and non-line responsibilities over the course of several years. However, most small to mid-sized companies do not have the resources or ability to create such an experience for their potentials. All
SOAR TO SUCCESS / Business Acceleration Strategies companies, however, can identify promising individuals and craft experiences for them throughout their career. Here are a few great ways to develop an emerging leader: • Give them supervisory responsibility. • Involve them in industry specific groups to keep them growing in their field. • Pair themwith a mentor, either within the company or out. • Explore individual or group coaching to focus on leadership development. • Enroll them in a cross-industry facilitated peer group. • Provide challengingwork assignments that are just beyond their current skill level, and coach them through. Anext step is topass asmuchof the planning anddecisionmaking as is practical down to the individual you have identified. Start small but involve them in higher-level strategic planning as you are able. As you do, identify areas that need improvement to round out that person’s skill set. Where are they strong? Which competencies still need development? Investing in a leadership assessment tool can result in additional insight and target specific areas to develop. A 360 Leadership Assessment involves subordinates, peers and supervisors and can provide a detailed and well-rounded assessment of the individual’s competencies. Thekey is to identifythe individual or individuals, thenfocusonprovidingacombinationofexperiences and coaching to develop their leadership capabilities.
SOAR TO SUCCESS / Book Recommendation THANK YOU VERY MUCH Gratitude Strategies to Create a Workplace Culture that ROCKS! By Lisa Ryan THANK YOU VERY MUCH gives you ideas to adapt and implement in your organization, regardless of your business type. What I found especially helpful was that each chapter contains action ideas broken into three categories: Individuals, Management, and Organization. I appreciated that the book started with how to incorporate a gratitude practice into the reader’s own life. The author’s idea to have three distinct practices: a gratitude journal, wins journal and ABC’s of gratitude was something new to me and I implemented that immediately. You’ll find this book to be a quick read, but don’t go too fast. Be sure to study the Gratitude Strategy Action Ideas at the end of each chapter. If you want to take your business and yourself to the next level of success quickly and easily, read this book! I found it extremely helpful. For more tips from Lisa Ryan watch her video series, Elevate Your Engagement Levels: What You Need to Know. By Pat Altvater About the Author Lisa Ryan is a best-selling author and award-winning speaker who brings real world insight,ahighcontentmessage,andimmediatelyactionableideastoherfun, inspirational and engaging programs. Focusing on workplace culture, employee engagement, and gratitude strategies (“Grategies”) for personal and professional transformation, Lisa’s down-to-earth approach and willingness to share best practices have proven to be a winning formula. Her high energy, enthusiasm, sense of humor, and passion for what she doesmakes her the ideal speaker for your upcoming conference, leadership retreat, or professional development workshop. As Chief Appreciation Strategist at Grategy, Lisa Ryan brings more than twenty years of experience to her clients and audiences. She helps organizations keep their top talent and best customers from becoming someone else’s by instilling principles which build stronger emotional connections between the organization and its employees and clients. An added benefit is that her approach is transferrable to personal relationships and situations as well. Ryan is a best-selling author of eight books and costars in two films. She holds an MBA from Cleveland State University and is the President of the National Speakers Association, Ohio Chapter. She has been blissfully married to Scott since 1996 and they are the proud parents of three very spoiled cats.
How to Develop Your Confidence By Janet Kendall White “Courage is not the absence of fear but rather the judgment that something else is more important than fear. “ ~ Ambrose Redmoon Think about that quote as it relates to leadership. Do you agree? I do but I needed to think about examples to be sure and not just agree because it sounds good. If I deem the development of someone more important than my discomfort providing feedback, then I will move forward regardless of how uncomfortable I am. If I think looking at the view at the top of a tower or mountain is more important than my fear of the height, then I will climb to see the view. You can apply it to anything where you are a bit fearful, but something else is more important that causes you to break through that fear. The amount of change that we have gone through as leaders the past couple of years has bound to have shaken our confidence. I am working with a few clients that are developing their confidence in specific areas
SOAR TO SUCCESS / Personal Growth Strategies while I am also teaching developing confidence as part of an entrepreneurship course. It has been enlightening to me and has heightened my awareness about my own confidence and areas where that might be developed as a leader. Selfassessment and awareness are critical for leaders ongoing development. As leaders we are often seen as confident while internally, we struggle. We give off that we know what we are doing while internally our self-talk is the opposite. Having a firm foundation is critical. For me that happens to be my faith and having something outside myself that I believe in. It is bigger than me and something I can and do count on. Aside from that, to develop confidence I would like to offer the following tips. Tips for developing confidence: • Step outside your comfort zone regularly • Start small • One positive experience leads to another • Learn from the setbacks versus seeing them as failures and reasons to stop growing • Rewrite the tapes in your head of your inner critic • Recognize that emotions and feelings are temporary • Remember the locus of control – focus on things you can control • Learn about leadership and leading • Build a likeminded community around you of those that will accept and challenge you • Develop a realistic self-awareness • Limit social media for periods of time • Celebrate wins Some resources for developing your confidence as a leader: • The Power of Self-Confidence: Become Unstoppable, Irresistible, and Unafraid in Every Area of Your Life By Brian Tracy • Managing the Mental Game: How to Think More Effectively, Navigate Uncertainty, and Build Mental Fortitude By Jeff Boss. • Discover Your True North: Becoming an Authentic Leader By Bill George • Feel the Fear and Do It Anyway By Susan Jeffers • The Confidence Code: The Science and Art of Self-Assurance—What Women Should Know By Katty Kay and Claire Shipman. • The Little Book of Confidence By Susan Jeffers If you need one on one coaching to develop as a leader, please reach out to us. info@ berkshiregroupinc.com or to me personally at janet@berkshiregroupinc.com. Self-assessment and awareness are critical for leaders ongoing development.
The Long and Winding Road to Growth Change happens daily but growth is optional says John Maxwell, New York Times best-selling author and speaker. Every trial, tribulation and mistake in life is another opportunity for personal growth. Learning how to process and handle these seemingly negative events helps us on our growth journey. Here are some ideas and tips on how to take advantage of your next personal development opportunity. One of my favorite concepts taught to me by John Maxwell is that the learning is not in the experience we endure. The learning comes from when we reflect on the experience and that gives us insight. Sadly, many of us are too busy doing, doing, doing to take the time to reflect on the day, or even to reflect on the event we just came through. If you want to change your outlook on life, try keeping a gratitude journal. Did you know that you can rewire your brain to be happy by simply recalling three things you’re grateful for everyday for twentyone days. By Jack Klemeyer
Another strategy to lift your mood is music. What type of music do you enjoy listening to? It’s been said, “Music is the voice of the angels” and it is also very harmonious to the soul. Listening to your favorite music or playing music can be very “instrumental” in your healing process. Try listening to music, and feel the soothing that can come with it. When someone does something remarkable or demonstrates improvement, call them out on it! Our society makes it increasingly difficult to recognize everyone for their progress and abilities. If your waiter or cashier was friendly and attentive, make a special effort to call the business and pass along that information to their manager. Give them a positive online review because getting recognition, even for the smallest things, has the power to completely make someone’s day. Personal growth is not always easy; in fact, sometimes it involves a lot of personal pain before the growth and development begins. As we make our way through life, it helps to maximize each challenge and look for the good in it so that we can continue to get better at finding true happiness inside ourselves. SOAR TO SUCCESS / Personal Growth Strategies Another way to move your mood is to make time for what you enjoy. Maybe it is time to reevaluate a few things and take control of your life. With concentration and intentionality, you can lead your life and stop leading the life the world implies you should lead. If you are unhappywith something, change it or change the way you think about it. The late Jim Rohn said so aptly, “If you don’t like where you are, change it. You’re not a tree.” Try to lead a life doing what you love, even if that means taking some risks. In his highly recommended book FOR, author Jeff Henderson askes two wonderful questions, The first is: “What do you want to be known FOR?” Which can be focused on most any area of your life. The second question is: “What are you known FOR?” The difference you find between those two questions will give you a clear path for growth. If you want to be a better leader… find a simple way to serve others and bring value to them in their work or in their life. It’s serving others that leads to becoming a better leader. It is also important to remember not to ask someone to do something that you would not do yourself. Great leaders strive to serve and help others. Listening to your favorite music or playing music can be very “instrumental” in your healing process.
Making a Best First Impression By Pat Bennett A first impression is defined as a judgment that humans tend to form about others when meeting for the first time. Within seven seconds of meeting, people will have a solid impression of who you are. Research conducted by Princeton psychologists Janine Willis and Alexander Todoro in 2006 suggests a tenth of a second is all it takes to start determining traits like trustworthiness. The Princeton researchers found this out by giving one group of university students 100 milliseconds to rate the attractiveness, competence, likability, aggressiveness, and trustworthiness of actors faces. Members of another group were able to take as long as they wanted. Surprisingly, their judgments were the same for most of the traits as the folks who had only a tenth of a second. Since we are talking here about real life, there are no second acts, rehearsals or do-overs. That first impression people have of you and your business should at least be favorable and lasting.
SOAR TO SUCCESS / Personal Growth Strategies So how can you make a best first impression? Smile. Smile and the world smiles too! Heard this expression? It’s true. Smiling when greeting someone helps to put you and the other person at ease. Be Yourself. The best way to create a good impression is by being your authentic self. Doing this will make you feel more confident, help you to build trust, and earn the respect and integrity from the people you meet. Be Open and Confident. Use your body language to project appropriate confidence and self-assurance. Stand tall, smile (of course), turn toward the other person, make eye contact, greet with a firm handshake or elbow bump. It goes without saying that good manners and polite, attentive and courteous behavior help make a good first impression. Almost everyone gets a little nervous when meeting someone for the first time. But this can lead to unwanted side effects, such as nervous laughter, fidgeting, the “jitters” or sweaty palms. By being aware of your nervous habits, you can try to keep them in check. And you’ll be able to adjust your body language to appear more positive, engaging and approachable. Use Small Talk. Conversations are based on verbal give and take. Prepare some questions for the person you are meeting beforehand. Take a few minutes to learn something about them to determine if you have anything in common. Asking a thoughtful question or comment can be a great way to open the conversation and to keep it flowing. Give Your Full Attention. Set aside distractions, for instance, by turning off your mobile phone so that you can give the person your full attention. Expressing interest and enthusiasm in what someone has to say can help boost your chances of making a good impression. After all, what kind of first impression would you create if you are more interested in talking to someone else? Your new acquaintance deserves 100 percent of your attention. Anything less and you’ll likely make them feel unimportant or even irritated.
Life Is Yours! Manifest Your Destiny! By Karen Cupp Life is not happening to you, it is happening through you, for you so that you can share your gift with others. You do not see to believe…. you in fact believe to see! This shift in perception, will reveal to you that you are the creator of your own life, and a co-creator to the humanity´s collective reality! The law of attraction is a powerful force that brings to fruition what your mind believes. Here are three tools to help you set your focus on manifesting this powerful law. First, there are many thoughts that will pop into your mind, however, you have the power to control what you give audience to. Whatever you sow, you reap! Your thoughts are like seeds and the harvest you reap will depend on the seeds you plant and nurture. Create a fertile ground by blocking what you listen to, respond or give audience to. Challenge yourself by closing the door to social media or other people that spend time wallowing in the negative or drama filled
SOAR TO SUCCESS / Personal Growth Strategies activities. Our brains are notorious for looking to create data to support an old tape. Stop searching for data that backs up a negative thought you might have. For example, I had a friend who always stated that she was poor and never got any breaks. That was exactly what she manifested. The law of attraction will give you exactly what you focus on. Second – be mindful and present with your thoughts. By being present with your thoughts you can focus on those tasks that move you closer to your new realty. Focus on the priorities and feelings are signaling systems, not your operational system. Don’t let these signals dictate your purpose, your boundaries your needs or your overall experience. Our mind can be a playground of great possibilities or of endless miseries. Choose wisely how you feed it. Be a servant of excellence. There is a Polish proverb that helps me push past worries I want to hang on to but do not serve me well. It is “not my circus, not my monkeys.” Just because life gives the monkey a name doesn’t mean the monkey has permission to move in and live with you. the tools you need rather than allowing default responses move in to derail you. The faster that you catch them and redirect them the better you will be. The law is simply reflecting and giving back exactly what you are focusing on. Eliminate excuses and complaining and replace them with gratitude and healthy practices. Make a list of what you can control and what you cannot. Be quick to identify and cast off what you cannot control and move on. Third – don’t give your emotions the steering wheel –
SOAR TO SUCCESS / Soar to Success Podcast TomGerencer Tom Gerencer is an ASJA journalist and freelance SEOB2BB2Ccontentwriterwith7+ years of experience, 1,000+ engaging articles, and hundreds of videos with massive traffic and client satisfaction scores. He has been featured in The Boston Globe Magazine, Fast Company, Costco Connection, HP Tech Takes, Outdoor Life, Boys’ Life, Better Homes & Gardens, Scouting, Paw Culture, and cited by Forbes, HuffPost, Fortune, BBCNews, ABC, NBC, The Economist, Business Insider, and thousands of other sites. Hewas chosen by Capital One for their team of key influencers, and conducted a Facebook contest for them that reached 75,000 people. Connect with him at: http://www.tomgerencer.com/ tom@tomgerencer.com TomGerencer, author of the book, Think Like Google, Use SEO & Empathy to Rank, Convert, and Profit no Matter How Much They Change the Rules was recently on the Soar to Success podcast. It was an enlightening conversation about how to get your content to rank on Google. If you have ever tried using keywords to get a piece of content to rank, only to have Google make one of their frequent algorithm changes, you’ll really appreciate what Tom has to say. We talked about the best length for a blog post but more importantly how to use empathy to rank. Did you know that Google measures how long someone stays on your piece of content? This is an oversimplification of what Tom said, but basically Google tracks how long people stay on your article and all the competing articles that are served to a searcher and deems the ones that readers stay on longer as more applicable to the term or phrase they used in the search bar. So as writers of content, we need to determine what will cause the reader to linger. Tom explains the tools that we can use to determine who are searcher is and why they are searching so we can write articles that solve our readers problem. You will get some of the details about how to do this on our podcast. Very specific instructions are in his book. I encourage you to listen to the podcast and also read the book, so you can have the formula right in front of you. As you’re reading his book, you’ll quickly see that he is a true writer. He makes it easy and fun to read, even if it is about ranking using Google. Listen to the podcast on iTunes and purchase the book on Amazon. Tom Gerencer Shares How To Think Like Google on the Soar to Success Podcast
Thrive in 5: Five Steps for Writing Attainable Goals By Heather Wiegering, PhD Have you ever found yourself feeling overwhelmed or spinning in circles? Perhaps too many ideas and too little results? Whether it is a business deal, schoolwork, home project or financial planning, it’s a great time to step back, evaluate and re-write your goals. In this article, we help you to thrive with 5 key action steps. But before even jumping into these 5 key action steps, ask yourself what has worked and what hasn’t in pertaining to your goal. Be honest with yourself. Look at numbers, talkwithpeople anduse all appropriate resources to gather relevant information. Don’t just use your own gut instincts. Ask your ego to step aside and get real, verifiable data as the basis for your vision, beliefs and action plan. Next, reflect on how you got to where you are in this very moment. Think of lessons and information you learned
through every step: the ones that propelled you higher, the ones that made you stronger and the ones you learned to steer clear of for future success. See every step on your path as an important moment for either winning or learning. This is an essential mindset for success. Are you ready to thrive in 5? Let’s go. Step 1. What do you want? Pick one focused goal. Use the classic ‘SMART’ goal writing strategy to organize your goal as specific, measurable, attainable, relevant, and timely. Step 2. What evidence will prove you have attained your goal? For example, a promotion, certificate, accomplishment either seen or unseen. Step 3. What impact will achieving your goal have in your life? List the pros, cons and potential risks to yourself, family, team, community, etc. Step 4. What resources are necessary for you to achieve this goal? List the ones you currently have access to first and then expand into additional resources youmay need to reach outside of your immediate contacts and comfort zone. Step 5. What daily activities are necessary to achieve and maintain your goal? Start a daily checklist of action items that can be measured as complete, work in progress or no longer necessary. Be sure to include specific people, timelines or events for accountability. Some of these items may impact the immediate timeline, while other action items will be geared toward securing and maintaining the longevity of your success. Use these 5 steps to thrive in a variety of personal and professional pursuits. Start to become very clear about what you want and very specific about how you will attain it. Give yourself grace and humor as you navigate your path. Also give yourself freedom to be flexible, as long as you stay focused and committed to your goals. Commit to an accountability person or team for regular check-ins. Success takes a team and is rarely achieved by oneself. Success also requires sacrifice of other activities, energies and pursuits in order to thrive. Now go, select what you want in life. Achieve your goals and enjoy the life of your dreams. SOAR TO SUCCESS / Core Business Strategies
Cybersecurity 101: 9 Tips to Keep Your Computer, Website and Client Data Secure These days everything is data and likely is stored on some electronic device with a connection to the internet. One alarming statistic states that 43% of cyberattacks target small businesses so you need to be ultra-safe when it comes to protecting your healing practice. The main areas where you are vulnerable are: your computer, your passwords, and your website. Let’s cover some best practices to keep those items secure. Your Computer 1. Use up-to-date anti-virus software. Using a program like McAfee, Norton or Avast can help you scan for potential security threats when it comes to email, software and more. 2. Be sure you are using a modern operating system. Older computers tend to operate on olderoperatingsystemsandthereforearemore vulnerable to security breaches. Operating systems that are coming out now are more security conscious than ever and therefore more protective. By Holly Kile 3. Ensure that your home wi-fi network is password protected. While it might be easy to set up a network that doesn’t require a password and you may think that a password isn’t necessary, especially if you’re the only one using it, you definitely need to protect it with a password. Your wi-fi can be accessed outside of your homewithin a certain radius so don’t make it easy by having a fully open network. Your Passwords 1. Create passwords that are difficult to guess. Creating a strong password is one of the best ways you can protect your data across various accounts. Try using a combination of capital letters, lowercase letters, numbers and punctuation marks with at least 8 characters. 2. Don’t use the same password for everything. Tempting as it might be to have a master password that works for almost everything, it’s important that you don’t do that. When you use the same password (or even a variation - like just adding an exclamation point), that means
that once someone guesses your password, then they can get access to everything. 3. Don’t share your passwords over email. If you have an assistant or someone that helps you work on your website, try using a program like LastPass or KeePass Password Safe. These allow you to store and autofill your passwords on your own computer, but you can also share access with someone else without actually giving them the password. Your Website 1. Make sure everyone has their own access. Each user of your website should have their own access password rather than having one main access that everyone uses. 2. Secure your website with a security certificate. If your website is still an http:// SOAR TO SUCCESS / Core Business Strategies rather than an https:// then you need to get it secured ASAP! Security certificates are especially critical if you are collecting client data (personal information, credit card, etc.). 3. Make sure all plugins and add-ons are up to date. Just like an out-of-date operating system, out-of-date plugins make your website vulnerable. Make sure you put on your calendar to check them (or have your web admin check them) monthly to make sure they are current. These 9 tips are the basics for keeping your computer, passwords and website safe from potential cyberattacks. In addition, you may also want to consider using a firewall, making regular backups of your data on a secure drive, and even changing passwords frequently. Doing all of these actions can ensure that you are doing what it takes to make yourself less vulnerable.
You work hard to create your unique products and services. Your teammembers are fantastic, and you do a lot of charity work in your local community. You are proud of your accomplishments, so you let everyone know. But, alas, your customers don’t care. All they want to know is what’s in it for them. By Melanie Rembrandt Do You Use These 3 Words In Your Content? You may be losing customers as you read this!
SOAR TO SUCCESS / Core Business Strategies With this in mind, here are… 3Words to Avoid in Your Content 1. “I” While this word consists of just one letter, it says a lot about your business. If you use it frequently, customers may wonder if you really care about them or if your business all about you! Yes, it’s o.k. to use the word “I” in certain situations, like when you write a personal blog, article or story. But in most instances, it’s important to focus on customer benefits. Sorry. People will lose interest when you only talk about yourself! (It’s also a good idea to avoid the word “we.” This just means, “I and the rest of a group that includes me,” per Merriam-Webster, https://www. merriam-webster.com/dictionary/we. Do you have a “we” site? Is everything, “we do this, we won this, we are excited… blah, blah, blah!) 2. “Professional” While you may think this adds a touch of credibility to your content, it does just the opposite. After all, if you are truly a professional, you don’t have to announce it. The same goes for words like “expert,” “leader,” “trust us,” etc. You get the idea. The fact that you have a business in a particular industry indicates that you are a professional at some level. What really matters is the value you provide customers (see number 1 above!). 3. “Had” If you use this word in your content combined with other words (had made, had gone, had won…), get rid of it. Change it to a present-tense action verb (makes, goes, wins…). In fact, carry this idea through all of your content, and write in the present tense whenever possible. You’ll instantly add more oomph to your copy and make it easier to read! Always Provide Value In Your Content. So, fess up. How many of these words do you use in your content? The good news is that you are now aware of them and can make changes for better results. Take the time to review your current website,emails,marketingmaterials,newsletters, direct mail pieces, and other copy. With a fewedits, you can improve yourmessaging and give customers information they will actually read. And who knows? One little word change across your various mediums could significantly boost sales in a matter of minutes! One little word change across your various mediums could significantly boost sales in a matter of minutes!
I have heard MSP partners upset that bigger entitiescome inthemarketandpurchasesmaller MSPs in the area. Trying to fight this inevitability is like attempting to change the weather... it’s going to rain when it’s going to rain. Instead, we should look at using this to our advantage in meeting with prospective clients. There is a stigma of acquisition. It often leads to price increases and weakened relationships between partnerships. Customers like to know the technicians, account managers, and owners they work with, and any changes can cause new hurdles to pop up. If you’re in this space, you know the feeling. MSP and vendor acquisition is on the rise. How By Jeanne DeWitt Embrace MSP Acquisition In Your Market many times has your favorite product or service been acquired in the last 5 years? What has your experience been when this happens? If you are interested in growing and selling your MSP, I am not attempting to dissuade your firm doing this. However, it’s important to do your due diligence in selling to the RIGHT group. The necessity of relationship building for MSPs People buy from people. When you are meeting with your prospective client, be sure to build an authentic relationship. Discusshowlongyouhave been a local provider, point out local customers that are raving fans, and spotlight your employee/
customer retention. Be sure to emphasize your commitment to the local community. Nowadays, prospects are almost always talking to multiple potential providers unless they are a referral. If you’re still completely relying on referrals, you are unlikely to meet aggressive long-term growth goals. If a customer is open with you about the other providers they’re talking to, make sure to explain the pros and cons of local versus large. Most small and medium size businesses prefer to support local and this needs to be part of the conversation. Discuss why local is the most logical choice 1. A fully staffed local presence. Explain that choosing local comes with reliable turnaround and MSP support that goes above and beyond. SOAR TO SUCCESS / Core Business Strategies 2. Real people. Clients won’t get auto attendant after auto attendant just to begin getting help with their issues. 3. Knowing your techs. Clients naturally gravitate to certain techs. Losing that is a serious disadvantage for a larger MSP. 4. Local community support. Do you support local charities? Do your family members work in the business? Research your client’s LinkedIn to see if you know any of their connections and use this to your advantage. Can you name drop anyone in the meeting or have them vouch for your MSP? There aremany ways that you can stand out as an MSP. Embracing local is logical, and the “people buy from people” mentality will help you open doors and close deals. Don’t fear acquisition; use it to your advantage in the MSP market and embrace local.
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