Play With The Big Boys & Girls.

We've got a big snowstorm here in Oxford, Connecticut. Thankfully, I work from my home office on Fridays — so I really don't have to go anywhere — I just meander down to my first-floor home office and talk to my clients. We only get better when we play tennis with better tennis players. One way is to immerse ourselves into their lives, their learnings, and their tricks of the trade.

I thought I would do a "Rich's Favorite Things Early 2017" post and let you know what resources I use to stay at the top of my game. So here goes . . .

Podcasts:

How I Built This - I religiously listen to ever episode. It's about innovators, entrepreneurs, and idealists, and the stories behind the movements they built. Each episode is a narrative journey marked by triumphs, failures, serendipity and insight — told by the founders of some of the world's best known companies and brands. (from NPR)

The Tim Ferriss Show - I've listened to this since his first broadcast. Tim Ferriss deconstructs world-class performers from eclectic areas (investing, chess, pro sports, etc.), digging deep to find the tools, tactics, and tricks that listeners can use.

Smart Passive Income Online Business and Blogging - Pat Flynn reveals all of his online business and blogging strategies, income sources and killer marketing tips and tricks so you can be ahead of the curve with your online business or blog. Discover how you can create multiple passive income streams that work for you so that you can have the time and freedom to do what you love, whether it's traveling the world, or just living comfortably at home.

Books:

The One Thing - You'll learn to cut through the clutter, achieve better results in less time, build momentum toward your goal,  dial down the stress, overcome that overwhelmed feeling, revive your energy, stay on track, and master what matters to you. The ONE Thing delivers extraordinary results in every area of your life--work, personal, family, and spiritual.

The Pumpkin Plan - Each year Americans start one million new businesses, nearly 80 percent of which fail within the first five years. Under such pressure to stay alive—let alone grow—it’s easy for entrepreneurs to get caught up in a never-ending cycle of “sell it—do it, sell it—do it” that leaves them exhausted, frustrated, and unable to get ahead no matter how hard they try.  The Pumpkin Plan guides you through unconven­tional strategies to help you build a truly profitable blue-ribbon company that is the best in its field.

P.S. If you want to play with the big boys and girls,  Let’s talk. I’ve worked with people from all over the world who wanted to play a bigger game and I got them to Wimbledon — call me to schedule a complimentary session.

One Simple Phrase That Will Change Your Life.

"If the the grass is greener on the other side of the fence, it’s time to water your own grass." Stop trying to compare yourself to others if you always make yourself feel inferior. Stop trying to yearn for a better job, if you don’t first try to make your current job better. Stop making the same mistake again and again because you focus on others and not on yourself.

Stop trying to keep up with the Joneses in your career. Here are some simple tips to help:

How would you rate how effective you are at your current job?

Not how hard you work, how smart? Remember high school . . . do you get straight A’s? Do you do extra credit to ensure that your GPA is at the top? If not, you won’t do any better at your next job. Take night classes, read books, surf the web for knowledge . . . Start watering this lawn.

How many important people do you know in your company?

Outside of your company? Every lawn needs it’s fertilizer – in addition to watering, you need to add a healthy sprinkling of important connections to make your career grow strong.

Are you adding ‘pizazz’ to the current responsibilities you have?

Take a concerted interest in growing your own lawn first. Take work home and see how you can grow your own plot of land first – who can you influence, who can add fertilizer?

Maybe you need to trim your lawn.

Where can you cut? What activities or tasks can be dropped to focus on the more important responsibilities? Who can you delegate to? Hand off some responsibilities that others might want to do?

Are there old cars or rusting play-sets on your lawn?

Time to brush those errant tasks and hangers-on that tend to waste your time and affect the growth of your lawn. Clear out and retire the obsolete activities and the non-essential meetings that take your eye off your lawn.

Are there idiots at night driving on your lawn, making deep ruts with their truck?

Investigate, isolate, and take care of errant peers, bosses, and subordinates who are sabotaging your efforts to grow a strong and healthy lawn. Shut them out of meetings, don’t talk to them and if need be, escalate to the appropriate areas. Also, put up an electric fence around your property — if they decide to go driving again, they will get a real shock!

Try and take care of your own lawn first . . . you might have the best piece of property on the street and not know it until you take action.

How To Network Like A Pro.

Last night, I was invited to attend a gala event at the prominent investment firm in NYC. There were 500-600 people there to meet, greet, and listen to great speakers talk about the market.  I was invited by one of my past clients - so I didn't break in uninvited like I usually do. Just kidding.

Here are some key techniques that I used to make the night a fruitful and productive one:

1. Don't Go To Ask For Leads, Go There To Help People Get Leads.

So many people HATE networking. Why? When you go around a room full of begging for business and connections, it SUCKS. You have to change your perspective 180° and go to HELP people and not ask for help. You are there to connect — get to know them, understand their needs, and figure out how to help them.

2. Show Up Early.

Ensure that you actually get there and are parked safely way ahead of time. With traffic, wrong turns and accidents, you never know what will impact your travel. It also gives you time to get the lay of the land, see how people are dressed/acting, and talk to some of the support staff to learn about the building/event. My client actually scoped out the location the day before, got a guided tour of the building from security, and learned all about the history of the building - which he used as a talking point when he networked. BRAVO!

3. Wear Your Nametag The RIGHT Way.

Bring your own in addition to the one that they provide. Nametags are CRITICAL to the networking process. Unfortunately, most event planners get a big 'F-' when they design the nametag. Usually, your name (the most important item on the nametag) is too small and their logo is too big. Morgan Stanley did it right - my name was nice and big (even enlarging my first name) all to make it stand out and readable from a distance. I also had my personal nametag in my breast pocket of my suit - just in case they failed misarably with the layout. Also - pin/clip your nametag to your left lapel (right side if you are looking down). Why? When you shake hands with someone, it allows their eyes to follow up your arm to your nametag. Trust me - this is the best way for people to remember your name.

4. Triangulate Your Body.

When networking with a partner, many people tend to face one another. This is a huge faux pas. By doing this, you literally cut yourself off from everyone else and announce (with your body language) that any intrusion into your conversation is not welcome. My client and I actively 'triangulated' ourselves at a 45 degree angle when we spoke. This invited others to mingle in and introduce themselves without fear of intrusion.

5. Always Have A Free Hand.

Juggling a drink and an appetizer plate? Put one down. Always have a free hand to shake hands, make a point, or touch someone to enforce an idea. I can't tell you how many people bumble and juggle their drink/food when you first meet them. It doesn't leave a good first impression.

6. Act Like A Host.

Nervous about walking up to people and introducing yourself? Just act like a host - walk up, introduce yourself, and ask how their night is going. Or how the food is. Or is their wine up to snuff. They will never ask you if you are the host - they will just infer that you are an important person and you care about their welfare. A great way to start a professional relationship!

7. Always Talk About THEM.

Bottom line, who cares about you? Only YOU. So always position the conversation around the person you are talking to. Use my technique - Ask a question, listen, repeat. The more your ask questions, the more you learn about the person you are talking to AND the more that they are engaged into the conversation. This allows you to position and align any answers you provide to their interests.

There are so many more - but these are the best for now.

POST YOUR QUESTIONS OR COMMENTS BELOW

P.S. Want to expand your networking success? Let’s talk. I’ve worked with thousands of people who wanted to take assertive steps in this area — call or email me to schedule a complimentary session.

Image: Royalty-Free License from Dollar Photo Club 2014.

"I Can't Find A Job!"

The title of this post is so often repeated in the media — all the way from college students who have just graduated to middle managers who have lost their job to workers in the sunset of their career. "I get up — I check out the job market — I send out a few resumes — and I never get a call back!" "What should I do?"

TAKE CHARGE OF YOUR LIFE.

It's easier said than done. But the reality is, there are more workers than jobs out there right now. And the premium jobs (management) are disappearing at a rapid pace due to productivity gains, technology, and the current economy. Check out this article.

BUT WHAT CAN I DO?

One option is to start your own business. It's never been easier in the history of people working. To start your own business, you need to clearly understand a number of areas:

• Knowledge of the Marketplace - is this needed?, is there a market for this?, are people willing to pay you for it?
• Drive & Hustle - a 'get off your ass' attitude to make it happen AND a drive to help you through the hard and complex times.
• A Vision - what is the future of this business?, where is it going?, who is your competition?
• A Mission - what are you going to do . . . exactly?
• A Plan - what are the steps, the timing, the resources, - the who, what, where, when, why and how?

Now you might say — "Start a business? How will I make money?" Let me give you an example:

There's a small shop in Kentucky called Gil Hibben Knives. You might have heard about them. Gil makes knives. Really good knives.

In addition to manufacturing his own knives, he runs classes where he teaches people to make their own knives:

• It's only offered once a month.
• The class runs for one week, each day from 9 AM to 5:30 PM.
• He only allows four people in each class. (he can probably run the class by himself)
• The classes are held at his shop in LaGrange, KY. (hotel, travel, food, etc. are your responsibility)
• He charges $995 for each participant.

The classes are FULL for the rest of the year.

Let's do a little broad math here: $1000 X 4 Students X 12 = $48,000/year.

And that's only working one week per month! This model allows him to work on manufacturing and other projects the other three weeks of the month! And let's be honest here — his site is pretty basic — it does the job, but anyone can do the same thing to market their services and wares. What I'm really saying is that it's pretty easy — don't let your mind develop obstacles.

And let me hazard a guess . . . he probably LOVES what he does.

So if the corporation work environment is slowly collapsing/changing — maybe you should strike out on your own and start that business?

It will be hard — it will tax you — but in the end, it will be well worth it.

P.S. I know there will be commenters who will say, "He's a famous knifemaker!" or "He's had his business for years!" or "Blah, blah, blah, blah, blah". You may be right, but from my viewpoint, they're just more obstacles you're putting in your way — moving you from success to mediocrity and failure. Get out there and do something!

How To Deliver GREAT Customer Service.

I use shaving soap. Not shaving cream from a can. That's for kids. I'm a serious shaver — I use a shaving brush (Burma-Shave, antique), with a Merkur Model 180 razor, shaving cup with shaving soap.

I thought I would try a different company for my shaving soap. Since I like the smell of Bay Rum in the morning, I checked out Ogallala Bay Rum Company out of Nebraska.

I ordered their sampler for $6.25 which included six different shaving soaps — all made with bay rum, they included — Plain Bay Rum, Sandalwood, Sage & Cedar, Limes & Peppercorns, Lemon Grass, and Sweet Orange.

Now their site isn't great — but it gets the job done. Immediately after my order, I received the customary email letting me know that my order has been processed and it's on it's way to me. The next day, I received another email including these lines:

"If we have the pleasure of serving you again in the future, please remind us that you are a returning customer….and you’ll get a little something extra with your shipment! (Actually you will this time as well!)We not only have good old-fashioned products…but good old fashioned service and customer appreciation!" (Additional products for free on my first order!)

"On another note, it is very much appreciated when someone lets us know how they discovered Ogallala Bay Rum. Was it a search for a specific product on EBay or Google… or some other search engine or web site referral? And if so, what product were you searching for? Such information will help us in our marketing efforts and help keep costs down for our customers. Any information you can provide by replying to this email is greatly appreciated!" (It doesn't hurt to ask — and it probably saves them a lot of money and frustration understanding where their customers are coming from).

"We have special sales on our products through our store on occasion and like to let our customers know as soon as they are posted so they can be among the first to get a shot at some great bargains. Please send a blank email to the address below and you will be added to the list to get a "heads up" when such listings are posted.: (A polite way to ask for your email and retain you as a client).

I received the package within a few days (normal) and opened it up. What did I receive?

• The six soaps. Not only were they bigger than expected, they were individually wrapped to keep them dry and fresh. Most soaps aren't wrapped. Remember, these are samples.
• A free bottle of their Bay Rum Air Freshener. Not only did it smell great, it's made of two ingredients - Bay Rum and Water.
• An up-sell postcard — alerting me of their Cream Can Supper products. Not only did it have a specific web address, it had a QR code which I used to learn all about it. (sounds yummy!)
• A small thank-you card hand-signed — thanking me from a person named John. He said he "appreciated my business".

How do you think I feel about Ogallala NOW? 

• I will tell everyone I know about their products and customer service (this post is an example).
• I will buy from them again (guaranteed).
• I will have a good feeling about their company.

Don't you want people reacting like me about YOUR brand? Sit down today and think about how you interact with your prospects and clients:

• Do you communicate frequently to keep them abreast of what's going on, what is happening, and when everything will be delivered and complete? OVER-COMMUNICATE.
• Do you give away free stuff or more service than what the customer expected? START TODAY.
• Do you communicate related offers and products? GET GOING ON THIS.
• Do you send/give them a personalized and handwritten thank you note when the transaction/service is complete? IT'S EASY AND SIMPLE - DO IT.

Maybe you should try.

P.S. By the way, if you felt I was directing this only to entrepreneurs or company owners, you're mistaken. Every corporate worker should also take note — when I say 'customer service', replace it with boss, peers, or team. It still works.

YOUR COMMENTS ARE APPRECIATED — LEAVE THEM BELOW — Rich

Best Companies: John Neeman Tools.

In 2013, I will be highlighting many old and new companies who embrace 21st century progress and run their businesses differently from the old guard who are quickly dying off. My first is John Neeman Tools. They are a small crew of craftsmen from Latvia who use their heritage of craftsmanship handed down through many generations to design and create woodworking tools. Their process, their method and mission, keeps these traditions and crafts alive and well. In this high-tech age, their traditional craftsmanship is flourishing.

John Neeman Tools is founded by Jacob - a carpenter with love for traditional woodworking and his friend – a village bladesmith. This bond has created a premier company.

They use their hands to produce tools that will live on, to tell their story in the hands of the craftsmen after us. Each tool they make is born with energy and personality – a love and care that will be felt daily by each craftsman, a resonance from the heart of the tool.

Towering factories and belching chimneys are not their game. All of their tools are made in our small traditional workshops using equally traditional methods and techniques. Their focus is on uniqueness and quality, not quantity. They want to help people to remember how to use their hands, to relate their own human energy to their tools – to achieve the true joy of creating something from humble beginnings.

You can learn more about John Neeman Tools and their products here.