KaraMac CreatesSwapable &Eco-Friendly Fotwearto SoartoSuces WhySomePeople Sucedand OthersDon’t HowtoMakeYourCulture aSeamlesTapestry
PAT ALTVATER BEIntentional Elite Experts Network AFP Marketing PatAltvater.com I believe that intention directs reality. That’s one of my core beliefs and is the foundation for my business. Being intentional in your business will not only help you achieve your goals but can also help you identify and capitalize on opportunities, make better decisions, and respond more effectively to challenges. Here are five things to do to be more intentional in your business: Set clear goals and objectives: Identify the outcomes you want to achieve and create a plan to reach them. This will give you a roadmap to follow and help you stay focused on what is most important. Prioritize your activities: Focus on the tasks and activities that will have the biggest impact on your business. This will help you make the most of your time and resources. Regularly evaluate your progress: Monitor your performance and progress and make adjustments as needed. This will help you stay on track and make sure you are making progress towards your goals. Communicate your intentions and goals with your team: This way, you ensure everyone is aware of the direction and objectives of the company and is aligned with the company’s vision and mission. Be adaptable: Be open to change and willing to adjust your strategy as needed. This will help you stay agile and responsive to changes in the market or your business environment. Wishing you an intentionally fabulous month. I hope that the articles in this 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. 14. 16. 12. 32. 30. 28. 19. 27. 20. 22. 24. 34. 36. Core Business Strategies Business Acceleration Strategies Without This… Your Team Can’t Function To Its Full Potential by Jack Klemeyer Be Intentional About Your Culture by Megan Patton The Importance of the Manager-Employee Relationship on Engagement by Lisa Ryan How to Make Your Culture a Seamless Tapestry by Janet Kendall White The MSP Money Tree by Jeanne DeWitt Why Do You Need Monthly Press Releases? by Melanie Rembrandt When Flying In A Storm, Rely On Your Instruments by Mark Allen Roberts Book Recommendation Reinvention Uncensored Why Some People Succeed and Others Don’t by Pat Bennett Trust the Process by Karen Cupp Harmony of Heart, Head, and Hands for Healthier Living by Heather Wiegering, PhD Our Favorite Videos Our Contributors Cover Feature: Kara Mac Creates Swappable & Eco-Friendly Footwear to Soar to Success
Kara Mac Creates Swappable & Eco-Friendly Footwear to Soar to Success
SOAR TO SUCCESS / Feature Article Kara Mac graduated from the Fashion Institute of Technology and spent her early professional career as an apparel designer working with such brand names as, Ralph Lauren and Talbots. She has travelled the world visiting clothing manufacturers in Hong Kong, Korea, Turkey and Pakistan. After 25 years of working for others, she realized it was time to apply her skills and develop her own brand. She settled on an idea that solved a problem that she, like many women, experience every day. “I have amillion things to do today, and I need a shoe that can work in every circumstance.” Her commute to her office required an hour train ride and a twenty-minute walk every day. Not something you want to do in heels. Wearing flats for comfort during her commute meant she had to keep a supply of heels at her office. “At that time, it was completely inappropriate for someone in the fashion industry to be caught dead in sneakers. God forbid you ran into someone you knew from work wearing tennis shoes!” Her work also included evening events, which would require another shoe change. Kara commented, “I often carried another pair of shoes in my shoulder bag along with a computer and maybe some food and paperwork. Why do I need to be burdened with so many shoes to get through my days?” During a shoe shopping expedition at Neiman Marcus looking for a pair of sandals, she found just what she wanted but there were three different color options of the same shoe, pink, green and blue. “I couldn’t decide on which color I wanted, so I walked out without buying any.” Thus began the odyssey to develop a shoe that could be manufactured with a variety of options. The family kitchen became her ‘Research & Development Lab.’ Working with various chemicals and learning how to mold and cast
new designs, she was able to make the heel cover parts of the shoes interchangeable. During her research phase, Kara secured a short interview with Shark Tank investor, Damon John. He said he would give her 30 minutes, but they ended up spending over an hour discussing the possibilities of her new design. “At one point during the meeting, he threw his hands up after listening to my pitch and said, “This can be huge!” I quit my job the next day.” Although Damon didn’t invest in her business, which was not the intention of the interview, Kara has maintained contact with him via social media. That short meeting gave her the confidence to take the leap and start her own business. “I did have a meeting with him a few years later. We were both going to be at an event for the Home Shopping Network and I reached out to his assistant to schedule a short meeting. I just wanted to thank him and let him know that his validation of my idea provided the encouragement I needed to quit my job and make my dream come true.” Kara’s idea and hard work has paid off in sales and awards. “Our shoes are unique because the heels are permanently attached to the shoe, but they have swappable heel covers and straps that can be customized for any outfit and are referred to as “Candy”. The shoes can be customized for work, play, or a night on the town with a simple change of the heel cover. The shoes, boots, and sandals are manufactured with the heels permanently attached to the shoes, but the heel covers or
SOAR TO SUCCESS / Feature Article sandal straps can be changed to create an entirely different look to match any outfit, or occasion. The ease of changing the heel cover alleviates the need to pack several pairs of shoes when traveling. Use a red heel cover, or ‘Shoe Candy’ on the plane and switch to another color, or style for dinner that night. “You can match every outfit in your travel bag, plus it’s the same with sandals. Swap out the sandal straps, as well as the heels. If you are on a cruise, use one color, or style for daytime lounging around the pool, or walking the Lido Deck, but have a completely different look with the same pair of sandals for evening wear. Fashwire, an internet marketplace for apparel, footwear and accessories, held a contest for their vendors. Twelve designers gave their twominute pitch live. Two weeks later when the results were announced Kara Mac Shoes had won!
3 Keys to Soar to Success When Soar to Success asked Kara what three personality traits she found in most successful people, she said: 2 1 3 Come Out of Your Shell “I was very shy when I was younger, but now to promote my business, I go to networking meetings, attend webinars and am not afraid to strike up conversations.” Listen to Your Gut: “If a decision doesn’t feel quite right, it probably isn’t. If the negative feeling persists and you have to think about it too much put it on the back burner.” Never Stop Listening “No one knows everything. Listen more than you speak. You never know the knowledge someone else has that could help you personally, or professionally.” “It was a global pitch competition and I had won! I was shocked - I never win anything.” Using recyclable materials in her shoe designs is very important to Kara and something that she is most proud of. “It has taken years to perfect the design, but I finally have the whole collection together. Four different heel heights and ten classic styles that don’t go out of style, plus offer women a variety of ways to mix and match. The NEWEST COLLECTION of shoes are also 100% eco-friendly. Even the leather is dyed using vegetables as opposed to harsh chemicals. The outsole is natural undyed leather, plus the heel, which has always been injection molded using ABS material will now be hand carved in Brazil through reforestation. For every tree that is cut, they replant another. The insole, which is the cushion, is being made with parts of sugar cane. The lining is 100% recycled cotton.”
SOAR TO SUCCESS / Feature Article Creating a Sustainable Wardrobe Kara doesn’t only focus on sustainability when it comes to shoes, she believes so strongly in taking care of the planet that it carries over to her wardrobe as well. She offered three tips for women to create a more sustainable wardrobe. 1. Recycle Your Clothes. If you no longer want an item, donate it to a charity. Do not throw them away! 2. Become a Rent a Runway member. It’s a huge company where you can rent clothing. As a monthly member, you get 8 different articles of clothing a month. 3. Repair Your Clothes. Instead of getting rid of something that needs work, either repair it or find someone to do it for you. Or if it doesn’t fit and you really love it, have it altered. Kara learned that it is not easy starting a business from scratch, that she must be resilient and roll with the punches. “I look at what’s happening to other people in the world, it is so disheartening. Severe weather, fires, floods, and people being killed, or discriminated against and my life looks pretty darn good. I don’t know if that’s really the best way to go about it, but honestly, it just makes me feel so blessed. I have ups and downs and there is a lot of turbulence, especially in business, when you’re a single founder. But when I see the news sometimes, I realize, I’m okay?” One major setback Kara experienced was her Facebook account was hacked and her bank account drained. She had been working on a crowd funding project to help finance her expanding inventory costs. Being shut down on Facebook and Instagram for six weeks severely affected her business. Working with Meta everything has been restored, but it was an ordeal of the highest order. Kara is once again active on Facebook, her personal page is https://www.facebook.com/kara. mac.33 and her business page is https://www.facebook.com/ShoeCandyShoes. We enjoyed our podcast with Kara, where you’ll find way more information that we could include here. Listen on iTunes or watch on YouTube. To learn more about Kara Mac Shoes, or to order a pair, visit her website https://karamac.com/ She is even offering a Discount, good until March 15 for Soar to Success readers. Use the code SOARTOSUCCESS25 for 25% Off your First Order.
There is one element, where when it is absent, any team cannot reach its full potential. This element is the foundation of all highly functional and high performing teams. What is this element? It’s Trust. Trust is essential for any team to function effectively. Without trust, it is impossible for teams to work together and achieve their goals. When trust is lacking, team members are less likely to Without This… Your Team Can’t Function To Its Full Potential By Jack Klemeyer
SOAR TO SUCCESS / Business Acceleration Strategies are unable to take risks and innovate, which can prevent them from achieving their objectives. Only after trust has been established and the conflict occurs, with everyone’s point of view and opinion having been expressed, only then can commitment occur. So when the team leaves the meeting everyone is on the same page. I’m sure you’ve experienced a situation that after a decision has been made and the implementation runs into trouble, a member of the team says, “I knew it wouldn’t work.” I am sure you’ll agree when that happens it is extremely frustrating. The process is: establish trust, have the conflict, make the commitment and then the next step of the Five Behaviors can happen which is accountably and then finally results. When all five of these behaviors are in place and working properly, they become the Five Behaviors of a Highly Cohesive Team. Isn’t that what we all want? A cohesive team? A performing team? How can you make sure that trust is actually obtained with your team? You’ll be able to tell when the team members play full out and have a vigorous discussion (conflict) about the subject at hand. Time spent developing trust with and among your team is an investment with performance being the end result. communicateopenlyandhonestly, andconflicts can arise. As author Patrick Lencioni explains in his best-selling book, The Five Dysfunctions of a Team, trust is the foundation and must be present for team members to fully commit to an initiative. The trust we’re talking about here is vulnerability trust. Something that is difficult for insecure members of the team and especially an insecure leader. When others can see the leader as vulnerable, it is seen as the leader is “one of us.” The reason trust is so critical is that it allows individuals on the team to fully discuss their views and opinions, something Lencioni calls “conflict.” I believe that the word conflict carries baggage because it can be a trigger word. Many think of conflict as actual fighting or a negative thing. In the context of the Five Behaviors, conflict means being able to and feeling safe enough to express your real view and opinion. When a point of view or opinion is debated as a decision is being made, there should be no personal attacks. Creating a gameplan without trust can almost certainly lead to a lack of cooperation, poor decision-making, and a general lack of motivation. Additionally, without trust, teams Time spent developing trust with and among your team is an investment with high performance being the end result.
H o w t o M a k e Your Culture a Seamless Tapestry By Janet Kendall White I recently read an article on organization culture, and it said that a robust culture isn’t about perks, it’s about how people are treated. I agree with that perspective in part, but I also agree with another quote in the article that states that building a corporate culture requires immense patience and relentless dedication. It starts and probably ends with how we treat each other but then there are the policies, procedures, and systems that get put in place as an organization grows. That is an opportunity for “how we treat each other” to be reflected in the tapestry of the organization. Also, what does it mean exactly, “how we treat each other”? That must be defined down to behavioral actions for leaders to live it together as an organization grows in numbers. So often culture is seen as touchy-feely and separate from the business or the “real” goals and objectives. That could not be further from the truth. Study after study has shown that a good culture is a more productive culture, a more productive and engaged workforce and organization. The discipline that it takes to create that culture starts with planning and then moves through ongoing development, implementation, and finally accountability.
SOAR TO SUCCESS / Business Acceleration Strategies the culture you want to exist throughout the organization regardless of how big or small it is? I have had the privilege of working with and in a few organizations that strive for this seamless tapestry and it is an amazing experience. Are they perfect? Of course not, because it is an ongoing journey with every employee that is hired but when you are striving for it, people can feel it and they want to be a part of it. For questions or more information please feel free to reach out janet@ berkshiregroupinc.com A business and organization exist for a purpose. Once the purpose is defined or the “why”, then we get to the “how”. That’s where the owner and leader(s) determine how they will go about achieving their purpose. It is important for leaders to be hired and developed in a way that reflects the values and principles that we want in the culture. That takes discipline and an investment of both time and money. When the leaders are all in sync then they can develop, implement, and oversee systems and policies that reflect those very same values and principles. I know that we can all think of organizations where we have seen values hanging on the wall and in a very short period of interaction with that company see that those values are not reflected in theculture.Wehave also seen emails, policies, and procedures that run countercultural to what is stated as important. Start with your Purpose and Values and then look at your leadership behaviors, your employee handbook, your accounting policies, your IT policies, your accounting policies, and any others youmay have. Are they reflective of your values? Do they really reflect
Company culture serves as the background for everything the company does. It incorporates philosophies around how the company treats its people, its customers and vendors and how they are perceived both in the marketplace and as an employer. Culture drives conversations around values, implementation of policies, development and growth of employees and how to both on-board and offboard individuals. In short, the culture will define how people behave within the company. Often, a company culture has evolved into something that isn’t really aligned with the overall values and strategic direction of a company. Culture can actually work against the achievement of strategic objectives if it is not aligned properly. One company client with whom I worked was frustrated. The owners’ wanted a flexible workforce, but the employees were timeclock driven, though all were salaried employees. In this company, everyone arrived at exactly 8am, at 12:00 everyone would get up and go to lunch andreturn to theirdesksat exactly1pm. At5pm, there was a steady stream of people walking out the door. No matter how much work was piling up, the employees were committed to an 8-hour day, and not a minute more. This company had at one time in their past established expectations around the workday that encouraged this compliance with an exact number of hours. The new owners wanted a workforce that would focus on job completion within customer deadlines. They By Megan Patton Be Intentional About Your Culture
SOAR TO SUCCESS / Business Acceleration Strategies were willing to offer flex time, comp time and other arrangements that would allow their individuals to focus on getting the work done, and not minding the clock. If they stayed late one night, they could come in later the next day. Changing this culture took a significant amount of effort and conversation. Communicating to employees the fact that company values focused on serving the customer and meeting deadlines meant that some days, work would go late. However, when client projects were completed on time, employees could come later or leave earlier to compensate for the times they stayed late. It was fairly difficult to change the mentality of the employees, as the timeclock culture was so prevalent and had been for decades. It took some incentives, a lot of encouragement and level of trust-building in order for the changes to gradually be made. Owners were up front with employees on the impact that ontime delivery had on their ability to be paid on time, which had a positive impact on company cash-flow, resulting in improvements for the employees. Part of the solution had been an increased level of transparency on the part of the owners: sharing their vision and goals with employees and drawing a straight line from employee contributions to company success to employee rewards. Luckily, this company was able to shift their culture successfully. In fact, currently, approximately80%oftheemployeesareremote workers, something that would have been unthinkable just a few years ago. The key to this culture shift was the willingness of the owners to increase transparency, share expectations, and wildly increase communication. It worked!
TheImportanceofthe Manager-Employee Relationship on Engagement By Lisa Ryan The employee-manager relationship is a fundamental aspect of any organization, as it directly impacts the overall performance, productivity, and success of the company. A positive relationship between managers and employees can increase employee engagement, job satisfaction, and organizational commitment, leading to higher productivity and better performance. In addition, employees are more likely to stay in their jobs longer, and the turnover rate will be reduced, which can save the organization the cost and effort of recruiting and training new employees. Furthermore, when employees feel valued and respected by their managers, they are more likely to feel more satisfied and happier in their work, which positively affects their mental and physical wellbeing. On the other hand, a weak or negative relationship between managers and employees can have the opposite effect. For example, a toxic work environment characterized by poor communication and a lack of trust and support can lead to low employee morale, high turnover, and poor performance. In addition, employees who feel they need to be more valued and respected are likely to be less engaged in their work, resulting in lower productivity and a lack of commitment to the organization. This can lead to a cycle of adverse effects on the organization, including high costs of recruitment and training, lower productivity, and a lack of innovation. Here are three ideas to get started: Embrace the mindset of a meaningful partnership. When both sides recognize that they are mutually dependent on each other for the health of the working relationship, they can better focus on supporting each other. Managers should see employees as valuable assets to
SOAR TO SUCCESS / Business Acceleration Strategies the process is going, what is working well, and what needs to be improved. Regularly reviewing and refining the process will ensure that the relationships between managers and employees continuously improve and adapt to changing business needs. The employee-manager relationship is critical to the success of any organization. Therefore, organizations shouldactivelywork tobuildstrong relationships between managers and employees by embracing the mindset of a meaningful partnership, developing a relationship-building process, and regularly reviewing and refining objectives and outcomes. The result will be a positive work environment that supports employee engagement, job satisfaction, and, ultimately, improved business performance. You will create a highly engaged workforce when you make an effort to ensure that your team’s manager/employee relationships remain positive and look for ways to improve them over time. the organization rather than just replaceable workers. Employees, in turn, should seemanagers as supportive mentors and leaders rather than adversaries. Develop a relationship-building process. This process should equip managers and employees with a plan to improve their connection and collaboration. For example, it could include regular one-on-one meetings, team-building activities, and other opportunities for employees to share their ideas and feedback with managers. Managers should also actively solicit employee feedback andmake a genuine effort to implement changes based on that feedback. This will create a culture of open communication and mutual respect, which are vital to building solid relationships. Review and refine the objectives and outcomes of the relationship-building process. Use formal and informal discussions where managers and employees can share their thoughts on how
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Book Yourself Solid By Michael Port The Third Edition of Book Yourself Solid was published in 2018 and is still relevant today. It is a comprehensive guide to building a successful business by author Michael Port. The book is written for independent professionals, entrepreneurs, and small business owners who are looking to increase their client base and revenue. I love the way the book is structured that makes it easy to follow and understand. It starts with the basics of building a solid foundation for your business, including how to define your target market, create a unique selling proposition, and develop a marketing plan. From there, it goes into specific strategies for building relationships with clients and growing your business. One of the strengths of the book is the practicality of its advice. Michael Port provides real-world examples and actionable steps that can be implemented immediately. I personally enjoy books with exercises and worksheets to help readers apply the concepts to their own businesses and this book has plenty of those. Additionally, the author’s writing style is engaging and humorous which makes the book an enjoyable read. Overall, Book Yourself Solid is a great resource for anyone looking to build a successful business. It provides a step-by-step guide to creating a solid foundation, attracting and retaining clients, and growing your business. Whether you’re just starting out or looking to take your business to the next level, this book will provide valuable insights and strategies for achieving your goals. By Pat Altvater About the Author Michael Port is an American speaker, author, and entrepreneur. He is best known for his book “Book Yourself Solid” which was first published in 2006 and has since become a best-seller. Michael is also a professional speaker, who has spoken at conferences and events around the world. He also runs a business coaching and consulting firm, The Heroic Public Speaking Academy, where he helps entrepreneurs and business owners to be more effective communicator and build their business. Michael is also the host of the “Think Big Revolution” podcast, where he interviews successful entrepreneurs, business leaders, and experts in various fields. He is also the creator of the “Book Yourself Solid School of Coach Training” which is an online program that trains coaches on how to use the principles from “Book Yourself Solid” to help their clients. SOAR TO SUCCESS / Book Recommendation
Why Some People Succeed and Others Don’t By Pat Bennett “Successful people start before they’re ready.” -- James Clear Imagine you’re looking down a corridor. It’s long, dark and disappears into the distance. Without a guarantee of what will occur, you proceed down it. You’re willing to risk uncertainty and the normal fears that accompany such a feat, for the sake of adventure. As you move down the corridor, new doors open on both sides of you. On the other side of these doors are opportunities.
SOAR TO SUCCESS / Personal Growth Strategies Now imagine another person who has an opportunity to proceed down the same corridor. She/He is unwilling to proceed down the corridor of uncertainty until they can be assured that they will be successful - something that will never happen. In the 1980s, Robert Ronstadt of Babson College conducted a 12-year study into the subsequent careers of the graduates of the school’s MBA program in entrepreneurship. Ronstadt found that the most successful entrepreneurs leveraged what is known as the “Corridor Principle”. The most successful graduates werethosewhocreated multiple ventures and lengthenedtheduration of their entrepreneurial careers. “The Corridor Principle states that the mere act of starting a venture enables entrepreneurs to see other venture opportunities they could neither see nor take advantage of until they had started their initial venture”. The researchers said the differences between the success and the failure in their study could be summarized by one word: launch. Successful people were willing to launch themselves down the corridor of opportunity without any guarantee of what would occur. Whereas the graduates who did nothing with what they had learned were still waiting for things to be just right before they began. The Corridor Principle affirms that the mere act of starting enables you to see and take advantage of opportunities that you wouldn’t be able to see or take advantage of if you stay put where you are now waiting for circumstances to be perfect. In order to follow the Corridor Principle to success, you must be willing to launch yourself down the corridor of opportunity without any guarantee of what will happen–that’s when truly uncommon opportunities manifest themselves. Every day, you have an opportunitytotakeaction on your goals, lean into your fear, expand your comfort zone and gain the necessary level of knowledge that will move you closer toward where you want to be. This knowledge allows you to see new opportunities to improve— opportunities that you could not have seen and/or could not have pursued had you not acted earlier. Only by moving down the corridor of life can you see new intersecting corridors of opportunities (that otherwise would remain invisible). The truth is that circumstances will never be picture perfect, and we could easily convince ourselves otherwise. Therefore, the key to getting anything that you really want started is to launch yourself from wherever you are right now, then look at your results and adjust as you go. Only by moving down the corridor of life can you see new intersecting corridors of opportunities that otherwise would remain invisible.
Trust the Process By Karen Cupp Who is in control of the outcome in the real estate selling and buying process? As a professional investment broker specializing in helping bring success to buyers and sellers, I realize that I am not in control of the outcome. My role to help sellers and buyers navigate the process. What I have learned is that to bemy best it requires that I remember that I ammarried to the process, not the outcome. On a base level I provide the necessary contractual services that facilitate the transaction. It is the higher level of demonstrating an expertise in the posturing of a property for sale and understanding all the intricacies of the process that helps buyer and/or seller get the sale closed. Developing the communication skills that will help buyers/sellers trust the process will help them to
SOAR TO SUCCESS / Personal Growth Strategies convey any unknowns that will be surprises later. Helping them to set realistic expectations and keep ego in check during the process is part of how I hone my skills to build certainty that they have chosen the right professional for the job. Sellers, especially in the process of marketing their multifamily are not familiar with all that a perspective buyer will ask of them. When they are running their day-to-day operations no one is normally questioning the quality of the management. As a professional broker I oftentimes have to provide a roadmap to help them understand what the needed information is, how it needs to be presented and why it is important. Sometimes I have even had to help them interface with their property management company to get the needed information. Buyers, especially newer investors need guidance in what should be asked to make an informed decision. Directing them to local accountants, banks and property managers is part of the job as well. Landlords often do not have a healthy asset management relationship with their property managers. They have no idea of what information they should be getting and how they should analyze their property after they receive it. More mature investment buyers coming from other markets may challenge you with practices that your market is not familiar with. Never be embarrassed to ask questions and seek guidance from more experienced brokers and or learning resources. This is how you will help your sellers. Three takeaways from this concept of the process. Vow to get better daily. Knowledge of the process of buying and selling investment property takes time and continuous education. Commit to being a lifelong learner. Spend time honing your salesmanship skills. This is so much more than selling, it is building rapport and certainty that you are a trusted professional in your field who has excellent boundaries and understands their role.
Since February is the ‘Heart’ or Lovemonth around the world, it seemed like the natural time to share this information. I remember as a very, very small child, that when my heart, head and hands were in synch, I was happiest. /LIH ćRZHG EULJKWHU HDVLHU PRUH QDWXUDOO\ DQG MXVW felt good. In order to understand what impacts our sense of balance and well-being, let’s explore the 3 main pathways of information: Heart, Head and Hands. When the heart, head and hands (or Spirit, Mind and Body), are in synch, we may experience this coherence and synergy as happiness, love, peace and joy. When they are in disharmony, we may experience this as a sense of lack, confusion, fear, anger or sadness. Our job is to consciously and mindfully help them to build and maintain open, trusting communication with each other. Throughout my life, this perspective has grown and I am happy to share it with you here today. I refer to it as the Lawof Harmony: Trinity of HEART, HEAD & HANDS, or H3. 1. HEART – representing the Soul, Spirit or )HHOLQJ ê:K\ DUH \RX KHUH" :KDW LV \RXU SXUSRVH"ë I believe it is important to start fromthis foundation. :KDWHYHU LQWHQWLRQ DQG HQHUJ\ ćRZV WKURXJK WKH KHDUW ćRZV ZLWK JUHDW IRUFH 7KH KHDUW UHSUHVHQWV the voice of intuition and emotional intelligence. It is believed there are more neuropathways from the heart to the brain, than from the brain to the heart. 2. HEAD – representing the Mind, Intelligence or 7KRXJKW ê:KDW ZLOO \RX GR"ë ,W LV WKH YRLFH RI ORJLF and intellect. Over 90% of our choices are directed by the subconscious. This means we need to take more time to listen and pause before taking action or reacting. 3. HANDS – representing the Physical, Behavior RU &KDQJH ê+RZ ZLOO \RX NQRZ LW LV FRPSOHWH" :KDW VSHFLĆF PHDVXUDEOH REVHUYDEOH DFWLRQV ZLOO KDYH KDSSHQHG"ê 7KH KDQGV PD\ DOVR EH FDOOHG WKH %RG\ or the Gut. This represents material existence and physical, observable actions, including physically, mechanically or physiologically by the body. In relation to the body, this may be seen as ‘gut feelings’. The gut produces 90% of the body’s feelgood chemicals, called serotonin. How can we help keep the Heart, Head and Hands LQ V\QFK" There are a variety of holistic andwellness practices to keep your H3 in balance. It varies per person. Some of my favorites include nature, writing, yoga, meditation, supportive hypnosis and essential oils. The following DoTerra essential oils support Harmony of Heart, Head and Hands. By Heather McKinney Wiegering, PhD
+DUPRQL]LQJ \RXU +HDUW +HDG DQG +DQGV ZLOO LPSDFW \RXU OLIH LQ DPD]LQJ ZD\V <RX GHVHUYH WR feel good. The more you practice this, the sooner you will make choices to positively impact your life, health and purpose. Live better and lighter…one drop at a time. Go to spreadoils.com and start to receive essential oils at wholesale discounts, right to your door. PLUS!!! As an added BONUS, gain access tomy personal, holistic ZHOOQHVV VXSSRUW 1HZ WR HVVHQWLDO RLOV" :RQGHUIXO 5HDFK RXW WR XV DW HPDLO VSUHDGRLOV#JPDLO FRP WR ask questions, one/one support, plus Virtual Conference Calls. Come join us online at http://facebook. com/spreadoils and #spreadoils. For the HEART = WHISPER essential oil. Try 1 drop over the heart. For the HANDS = BALANCE essential oil. Try 1 drop on each wrist and in the belly button. For the HEAD = PEACE essential oil. Try 1 drop at the base of the head and behind both ears. SOAR TO SUCCESS 3HUVRQDO *URZWK 6WUDWHJLHV
SOAR TO SUCCESS / Reinvention Uncensored Pat’s Profiles: Bill Cuebas Radio Personality and Social Media Influencer Connect with him at: http://www. biggsgolftalk.com/ In this episode of my Reinvention Uncensored series, I interview Bill Cuebas at the Winter PGA Show in Orlando, Florida. Bill is a former law enforcement officer in New York City who was injured in the line of duty and retired from his position due to no longer being able to perform the duties required of his position. Watch our interview, where Bill shares his story of moving to Florida and being in a depression that kept him on the coach most days, for two years. A neighbor finally convinced him to go to the golf driving range with him and the rest is history, as they say. There are several things you can learn by watching this video: 1. When you are thrown into an unexpected reinvention, look for and accept help 2. Find a new purpose or as in Bill’s case, apply your former purpose in a new way 3. Being a giver, without thought ofwhatwill be returned to you, always pays off Bill is now a popular radio show host, a social media influencer and a golf writer and very involved in the charity, Folds of Honor. Reinvention Uncensored
In a recent study, 96% of CEOs believe we will experience an economic storm and recession. Is your team prepared should we experience an economic downturn? Over 70% of CEOs surveyed three months ago felt we were heading into an economic slowdown and recession. The recent update is that 96% of CEOs believe we will see a recession. Some of our clients are feeling a slowdown in some markets. Building and supply are experiencing a slowdown for those manufacturers that supply products for building new homes. Retail is feeling the pinch, and our clients that supply store fixtures and displays are seeing orders reduce, pushed out six months, or canceled entirely. Technology companies are posting news breaking layoffs. Many of my clients have shared 2022 was a recordbreaking year for revenue and they want to keep that momentum growing. Unfortunately, it does not take a great deal of sales skills to enter incoming orders (mainly if you are getting the orders because your competitors can’t ship.) Sales peopleoften stop using sales skills and the tools they were provided when the orders are easy to find. In 2022 many of my clients were spending more time determining the orders they did not want. By Mark Allen Roberts When Flying InA Storm, Rely On Your Instruments Sales skills are like muscles; if you don’t use them, they grow weaker. Their sales process and instrument panel grows dusty. When you take flying lessons, one of the first things they teach you is to rely on your instruments. You must trust your instruments if you enter a cloud or are flying in a stormwith low visibility. One instrument the sales team has that is often not used correctly is their formal sales process in your CRM. Do you have a formal sales process? Do you have a CRM? Are your salespeople using it? Has your sales manager been trained to coach sales opportunities through the pipeline? Are you sure? Salespeople must have the right dashboard and instrument panel they can trust when they find themselves in economic storms and can’t see the horizon. Sales teams that follow a formal sales process outperform other companies without one by 15%. Each client has their own sales process unique to their channel, but they all follow a version of the following framework: Ideal Customer profile – identify your ideal customer
SOAR TO SUCCESS / Core Business Strategies to the next phase of the process and ultimately close. To ensure salespeople do not receive objections late in the sales process that send their sales into a tailspin, we provide training to help uncover any objections along the sales process. We help sales managers improve their coaching skills to help their salespeople move sales through the sales pipeline and close. I was taught many years ago to manage processes but coach people. The sales manager and the salespeople have one familiar voice of truth…their instrument panel, their CRM. If you would like to quickly understand if your sales team knows your formal sales process and is following it as well as determine if your salespeople know how to use your CRM to drive profitable growth even in an economic storm, let’s schedule a call. Wewould be honored to help your teamfly through the economic storm and come out of it stronger. Outreach – sharing how you help others in their industry and their role Discovery – here we teach sales teams questions to determine if the person has problems we can solve. Qualify – so they have problems and challenges, but do they have the budget, is the person you speak to within authority? Do we clearly understand the need and timeline? Collaborate – share the problems you heard and how working together, you could solve them Quote – send a statement of work Negotiation Close Follow up and reinforce value, ask for the next opportunity We suggest customizing your teams’ sales process based on your history serving your channel and voice of customer insights we capture interviewing your large clients and prospects you wish to be clients. Salespeople are equipped with sales playbooks and tools to help conversations advance
Big companies publish press releases all the time, but do you? If not, you are missing a huge, cost-effective opportunity to boost sales, awareness and credibility, even if you have a small business. What is a press release? It’s a simple, one-page document that provides information about events, products, services, awards, and other news happening at your business. Usually, it’s written in the standard AP Style and distributed to media members via a distribution service. Now, if you think that’s how you get major media attention, it’s not. Unless you are well known, journalists are probably not going to call you when your press release goes live. That usually comes after one-on-one media pitching that I’ve covered in previous articles. Why Do You Need Monthly Press Releases? Secrets of this simple document By Melanie Rembrandt
SOAR TO SUCCESS / Core Business Strategies This is content you control and can use to impress new customers, employees, advertisers, media members, and other individuals important to your success. What If You Post Monthly Press Releases and Your Competition Doesn’t? Your news will appear in front of your top audiences, and theirs won’t! Customers and talented applicants will be more aware of what you have to offer, and you’ll create the impression that you are a credible business with exciting things happening right now. So, what are you waiting for? Press releases may not give you major media coverage, but there are many hidden benefits that can give you a cost-effective, competitive edge now and for years to come! However, press releases can provide numerous benefits for your business that you may be unaware of… The 3 Top Reasons You Should You Send Out AMonthly Press Release 1. You look successful. People want to do business with companies that are newsworthy and current. By posting a press release each month, you can easily communicate your most recent updates and appear like your business is thriving (even if it’s not!). Your customers are not thinking about you all the time. But if you share your news on a regular basis (via an online distribution service, newsletters, emails, social media, etc.), you can become top-of-mind and let them know you are ready to serve. 2. You can attract top talent. Talented job seekers conduct online research. If you post press releases about your work culture, charitable activities, fun employee events, and other news, they will be more interested in your business and contact you for additional information. After all, in-demand applicants want to work at interesting, newsworthy companies that offer unique benefits. Let them know what you have to offer via a press release! 3. You appear on the search engines… indefinitely. If your press release is optimized accordingly for the search engines (using the appropriate keyword phrases, titles, tags, etc. written by a trained SEO/publicist), it will appear when someone does an online search for your industry news, products/services, executives, and key terms …forever. Customers and talented applicants will be more aware of what you have to offer, and you’ll create the impression that you are a credible business with exciting things happening right now.
Being a business owner can be very difficult. Add to that being an MSP, and it gets even harder. Believe me, I know. Owning a technology business for 37 years has given me a lot of insight on how to be successful. One of the top things on my list? Accept help. When I first started back in 1986, there was no internet, no sharing of information, no peer groups. We had to do everything on our own and the only way for us to learn was to learn from our mistakes. TheMSPMoney Tree It was painful. Sometimes it would take years before we would realize that an idea we had was just not going to work. All the time, effort and money we spent went up in thin air. What did we do? Lesson learned. We moved on. Fast forward to today. What’sdifferent? Business owners can learn from the mistakes of others instead of experiencing it themselves – saving time, effort and money. All extremely valuable things as a business owner. When we were an MSP, we got into the Cloud very early on and learned how to be successful By Jeanne DeWitt
with it. We were able to increase our Monthly Recurring Revenue by 6 figures and maintain that success. Was it easy? No. Did we always make money? Absolutely not. Did we fail? Yes, several times. Did we learn from our mistakes? Yes. That’s one of the reasons we started Cloud Services for MSPs. We are a cloud provider that wants to share the knowledge and expertise that we didn’t have access to when we got into cloud with YOU. We share the tips and tricks that it took us years to learn and master. Why? Because the more we make you successful, the more we are successful. It’s a win-win for both of us. SOAR TO SUCCESS / Core Business Strategies We start with The Money Tree, our 3-step marketing system that you can use to learn how to increase your recurring revenue with Cloud. It is the same system that we created and used when we were an MSP that allowed us to grow with cloud, year after year. The Money Tree is available on the Sprout level of our complementary Cloud Academy, our learning center for MSPs that want to increase their recurring revenue without making the mistakes that we made in the past. We share resources that I WISH we had access to when we were an MSP, that will hopefully help you to avoid the pitfalls that we had to overcome. No catch, just help: accept it! If you are interested in learning more about increasing your recurring revenue, check out how we grew our MSP to over 7 figures with Cloud at www.CloudServicesForMSPs.com, join our complimentary academy, or give me a call.
The Power of Gratitude in theWorkplace Why Goal Setting Matters and How To Do It Correctly! Is Your Sales Team Buyer Centric? Five Questions to Help You Stay Focused Using LinkedIn As A Prospecting Tool What is CAAS, or Client Accounting and Advisory Services Our Favorite Videos
Our Favorite Videos Watch more videos like these on Elite Experts Video Network. Creating a Rich Life as a Real Estate Investor You Don’t Always Have to Hit 300-yard Drives Are You a Spender, Saver or Wealth Creator? Live Success What Questions Does Your MSP Business Need to Ask a Potential Cloud Services Partner?
Our Contributors Author, entrepreneur, IT expert and speaker, Jeanne DeWitt has over 30 years of IT experience helping businesses navigate their way through the ever changing world of technology. Starting CPU, Inc. back in 1986, along with her partner David Hood, she has now become an international, goto-source for expert advice in the IT Industry including Cloud Services, Infrastructure Security and Support, Cybersecurity, VoIP Phone Technologies, Enterprise Resource Planning and Business Continuity Planning. Connect with Jeanne at her website, Hire An IT Expert as well as on Diane Helbig is a business and leadership advisor and trainer, author, award-winning speaker, and podcast host. As president of Helbig Enterprises, Diane helps businesses and organizations operate more constructively and profitably. Diane’s no nonsense, straightforward approach cuts through the noise and allows her clients and training participants opportunities to realistically and enthusiastically implement the plans they devise. Diane is the author of Succeed Without Selling, Lemonade Stand Selling, and Expert Insights. She is the host of the Accelerate Your Business Growth podcast. Diane is a member of the Newsweek Expert Forum and NSBA Leadership Council. Connect with Diane at Helbig Enterprises and on Watch Jeanne’s Video Series Watch Diane’s Video Series Watch Tina’s Video Series Jeanne DeWitt Diane Helbig Tina began her career in public accounting in 1994 while earning her undergraduate degree from the Indiana University Kelley School of Business. In July 2002, she spun off on her own, formed A.C.T. Services, obtained her Certified Public Accountant (CPA) license, and began building her business. Her practice has grown to greater than 1,200 clientele and over a dozen staff members. Tina is a member of the American Institute of Certified Public Accountants (AICPA) and the Indiana CPA Society. Connect with CPA, Tina Moe, at A.C.T. Services and on Tina Moe Janet Kendall White is founder of Berkshire Group, Inc., a WBE and WOSB certified award-winning organization. Janet and Berkshire Group have been developing leaders, teams, boards, and organizations for more than two decades. Through strategic planning, group facilitation and one on one coaching Janet has a track record of success. She is a sought-after speaker and facilitator locally and nationally, has authored several training books and has been featured in Entrepreneur, Fortune and Bloomberg Business Week. Connect with Janet at Berkshire Group, Inc. and on Janet Kendall White Stella Nsong is the state director of the Ohio Elder Care Planning Council and the creator and care designer of the unique program called Assisted Living At Home. With over two decades of experience as a registered nurse, she practices as a certified professional geriatric care manager, elder care consultant and a certified Delay The Disease instructor. Stella is a bestselling author, speaker, trainer and health care columnist. In 1990, she won the Gold Medal for practical nursing in Georgia. Connect with Stella at StellaNsong. com and on Stella Nsong Melanie Rembrandt is an award-winning publicist, content strategist and speaker who helps overwhelmed entrepreneurs have more time to thrive! If you want to boost sales, awareness and credibility fast with an experienced, Fractional PR Director and a unique combination of targeted, SEO copywriting and public relations, get more information at Rembrandt Communications, https:// www.rembrandtwrites.com and on Melanie Rembrandt Watch Stella’s Video Series Mark Roberts is a senior level sales and marketing leader with over 35 years’ experience driving profitable sales growth in market leading organizations. He is the founder and president of OTB Sales where he helps clients diagnose and improve sales effectiveness and hire and develop their sales talent to improve sales results. Mark is an author, public speaker, sales trainer, sales strategist and sales coach and writes the popular business development blog, www. nosmokeandmirrors.com, ranked #1 in fixing sales problems. Connect with Mark at OTB Solutions, LLC and on Watch Mark’s Video Series Mark Roberts Author, entrepreneur, IT expert and speaker, Jeanne DeWitt has over 30 years of IT experience helping businesses navigate their way through the ever changing world of technology. Starting CPU, Inc. back in 1986, along with her partner David Hood, she has now become an international, go-tosource for expert advice in the IT Industry including Cloud Services, Infrastructure Security and Support, Cybersecurity, VoIP Ph ne Technologies, Enterprise Resour Planning and Busi ess Co tinuity Planning. Connect with Jeanne at her website, Hire An IT Expert as well as on James R Fisher, CPA/PFS, CTC, Wealth Creations Education and Tax Coach has a unique approach to helping people find money they are currently transferring away unknowingly and unnecessarily. His str tegy is to have a bigger impact on your financial future by h lping you avoid the wealth tra fer losses rather than speculating on the next winning investment. Jim specializes in empowering people to take control of their investment decisions, middle class family financial wealth creation and security and tax reduction strategies for small business owner . n ect with Jim Fisher at Fisher Wealth Creations and on Diane Helbig is a business and leadership advisor and trainer, author, award-winning speaker, and podcast host. As president of Helbig Enterprises, Diane helps businesses and organizations oper te more constructively and profi ably. Diane’s no nonsense, straightforward r ch cuts through the noise and allows her clients and training participants opportunities to realistically and enthusiastically implement the plans they devise. Diane is the author of Succeed Without Selling, Lemonade Stand Selling, and Expert Insights. She is the host of the Accelerate Your Business Growth podcast. Diane is a member of the Newsweek Expert Forum and NSBA Leadership Council. Connect with Diane at Helbig Enterprises and on Watch James’s Video Series Watch Diane’s Video Series Deb Jeanne DeWitt James R Fisher Diane Helbig Debra Reis is a nurs , teacher and uthor specializing in holistic health and supportive therapies. She is the director and an instructor for the Certification in Clinical Aromatherapy program for the Institute of Spiritual Healing & Aromatherapy and nationally known expert in the area of essential oils for cancer care. Deb is also a Nia Black Belt instructor with current research and recent publication in the area of Nia benefits for women with a breast cancer diagnosis. She is the ounder of the Supportiv Therapy Engagement Program STE ) to assist organ zations to implement and integrate supportive therapies into a patient treatment plan for better outcomes. Connect with Deb at DebraReis.com and on Debra Reis enda l White is founder and CEO of Berkshire Group, Inc., a WBE an WOSB certified, and award-win ing organization fo Everything DiSC® and The Five Behavior ™. For more than two decades Berkshire Group has helped organiz ions grow throu h strateg c planni g facilitation, leadership and culture d velopment and process mprovemen . Janet is soughtafter speaker f cilit tor locally and nationally and has een featured in Entrepreneur, Fortu e and Bloomberg Business Week. Would you like to experience more success in your professional or personal life? Reach out to Heather Wiegering, PhD to create personal tion plans to remove blocks, reach your goals and live the life of your dreams. For helpful tips, recipes, videos and mor , visit WellnessEssentials.Today. Also connect with her on Heather Wiegering The founder of Rembrandt Communications®, LLC, Melanie Rembrandt is an award-winning publicist and copywriter. Sh has helped thousands of entrepreneurs worldwide find more time to thrive via her articles in leading publications, presentations at Dan Kennedy’s No B.S., Rich Dad, AWAI, PINK, and many other events, and the “Simplify Your Business” podcast. Melanie has appeared on all of the major television networks and is the author of “Simple Publicity,” “Secrets of Becoming a Publicist” and “Danc Class Etiquette.” Not at her desk? You’ll probably find Melanie helping others, kickboxing, dancing, or scuba diving with sharks! Find out more at www.rembrandtwrites.com. Also connect with her on Watch Hea her Mark Roberts is a senior level sales and marketing leader with over 35 years’ experience driving profitable sales growth in market leading organizations. He is the founder and president of OTB Sales where he helps clients diagnose and improve sales effectiveness and hire and develop their sales talent to improve sales results. Mark is an author, public speaker, sales trainer, sales strategist and sales coach and writes the p pular business development blog, www. nosmokeandmirrors.com, ranked #1 in fixing sales problems. Connect with Mark at OTB Solutions, LLC and on Watch Mark’s Video Series Mark Roberts
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