The Price Of Success.

Originally written by Joseph French Johnson in the early 1900's — I can not, to this day, find a more inspirational piece of text: I often wonder what it is that brings one person success in life, and what it is that brings mediocrity or failure to their brother or sister. The difference can't be in mental capacity; there is not the difference in our mentalities indicated by the difference in performance. In short, I have reached the conclusion that some people succeed because they cheerfully pay the price of success, and others, though they may claim ambition and a desire to succeed, are unwilling to pay that price.

And the price is...

To use all your courage to force yourself to concentrate on the problem in hand, to think of it deeply and constantly, to study it from all angles, and to plan.

To have a high and sustained determination to put over what you plan to accomplish, not if circumstances be favorable to its accomplishment, but in spite of all adverse circumstances which may arise and nothing worthwhile has ever been accomplished without some obstacles having been overcome.

To refuse to believe that there are any circumstances sufficiently strong to defeat you in the accomplishment of your purpose.

Hard? I should say so. That's why so many people never attempt to acquire success, answer the siren call of the rut and remain on the beaten paths that are for beaten men and women.

Nothing worthwhile has ever been achieved without constant endeavor, some pain and constant application of the lash of ambition. That's the price of success as I see it.

And I believe every person should ask themselves:

Am I willing to endure the pain of this struggle for the comforts and the rewards and the glory that go with achievement?

Or shall I accept the uneasy and inadequate contentment that comes with mediocrity?

Am I willing to pay the Price of Success?

P.S. I modified this quote for my to make it powerful for all of my readers.

P.P.S. The photo is of Elon Musk, man who started PayPal, Tesla Cars, and now SpaceX.

Thinking Big vs. Thinking Small.

Find yourself thinking small? Too afraid to think big? Think Big: Take chances. Think Small: Take no chances.

Think Big: Meet New People, Target important contacts, Touch Movers & Shakers Think Small: Stay within your current group of contacts and colleagues.

Think Big: Spend money, Invest in your business, Grow your career. Think Small: Don't spend money, hunker down and wait for the issues to go away.

Think Big: Speak in front of people, Go after bigger and bigger groups, Attract influentials. Think Small: Keep your ideas to yourself, Think of writing a book, Never complete it.

Think Big: Take on more than you can chew, Push yourself, Reach higher (and higher). Think Small: Keep things in context, Don't push yourself, Stay within your box.

Think Big: Inspire people, Get their attention, Be a BILLBOARD. Think Small: Do the same things and expect a different outcome.

Think Big: Challenge yourself, Change the game, Make It HAPPEN. Think Small: Be content.

Think Big: Consult with experts, Ask questions, Challenge the status quo. Think Small: You know enough.

Think Big: GROW. Think Small: SHRINK.

It's that simple.

To Grow Your Business, Leave Your Door Open Whenever Possible.

If you've ever been to college, this is THE small piece of advice that my brother gave me when I went off to school: "If you want to fit in and make a LOT of friends at college, leave your door open whenever possible." Why? Because:

• People will wander in.
• You are opening your world to them.
• You are showing them a piece of your universe.
• You are showing them that you are open to their presence (and not closed like a shut door would).

I took my brother's advice and kept my door open whenever I was in my room. It might have impacted my grades a bit, but I was probably friends with 80-90% of the students on campus (it was a small, liberal arts school).

Now let's apply this to your business — how can you "leave your door open whenever possible"? Here are some ideas:

• Be open to your current clients/customers. Make it easy for them to contact and talk to you.
• Ask for feedback often. The most successful businesses are the ones that frequently inquire and act upon customer feedback.
• If you can, meet with your clients face-to-face. I coach primarily over the phone, but I've been breaking that box and meeting with clients in-person. Guess what? They love it!
• Be flexible with your business model. When things are working and you're hitting a wall, leave the door open to new ideas and ways to do things.
• When out in the world, hide the sunglasses, iPod, newspaper. Put on a smile and interact with others. You will find yourself meeting a lot of new and interesting people.
• Ensure that any client/customer touchpoint encourages connection and conversation. Like your website, your business card, your email signature, your brochure. They should all have a direct line to you.
• Use social media (like Twitter, Linked In, Facebook, etc.) to make yourself more available to instantaneous communication with your clients and colleagues.
• Play your music loud to attract others. What I really mean here is to actively behave in a way to encourage others to find you and walk in your location. Have open houses often, invite groups to your location, mix it up with other people!
• Teach your colleagues and team to leave their doors open too. You'll find that many of them have a 'closed door' mentality.

Bottom line, by just leaving your 'door' open, you are opening yourself up to many new exciting and lucrative possibilities that would normally walk right on by.

P.S. If you think of any other "leave your door open whenever possible." ideas, let me know!

Hard Work Beats Talent.

Caught the new episode of Mad Men last night — one of my favorite shows. In the middle of all the soap opera antics of the story (I do love Roger and his comments though), I study the interactions of the characters at work. How they speak to one another, how they talk to their clients, and what they accomplish during their time at the agency.

What shines through, and many people probably miss, is how they are so successful. Let's look at two characters, Don & Peggy.

They have talent — they are the creative sparks in each of the agencies they represent. But it goes deeper.

They are 100% committed to their work:

• They work late.
• They take work home.
• They interact with their colleagues during many off-hours.
• They are willing to push themselves AND their teams.
• They think and breathe their work.

Unfortunately, if you view the teams who work for them, they are presented as lazy, comical, and people who lack direction. They go home on-time and party (sometimes they do work late).

Both Don and Peggy are talented — but it's their commitment, drive, and hard work that delivers.

That's enough of Mad Men for now. Let's talk reality.

If you want to succeed — if you want to move up in your company — if you want your business to explode — you have to HUSTLE at work.

You need to work A LOT. Think about what you're working on ALL THE TIME. Obsess about it — LIVE it. You can't get that promotion by putting in a "9-to-5" attitude.

Here are some tips I have my clients try:

• Arrive at your office early. I used to hit work at 6:30 AM and start working — I would clock 2-3 hours more work than other people trundling in at 9, Did it work? The Chairman noticed I was always the first car in the parking lot — ultimately I won the Chairman's Award. With my current business, I start at 5 AM. Because it's MY business (I wrote this blog post from 5-6 AM this morning).
• Work while you are at work. Don't ditz around — no surfing, no wandering around — make your time at work count. Every minute.
• Ask for more work from your boss. Usually do this after a good meeting with them where they've complimented you on your progress/work.
• Stay late. Ask if you can help out on a project. You don't have to burn the midnight oil all the time, but put in 1-2 late nights a week — stay until 8.
• Work on the weekends. I get up at 5-6 AM and work until 9 AM on Sat/Sun. That gives me an extra 3-8 more hours of work in the week without it affecting my home life.
• Think outside the box. Get your head thinking where everyone else isn't. Go where the puck will be going. Mention new ideas during meetings — but be positive.
• Do extra-credit work. I used to do this ALL THE TIME. I would keep my ears open and listen for opportunities or gaps where I could approach management with help they might need, a new idea how to do something, or a side-project which would make the company millions. It worked ALL the time.

If you try 2-3 of these tips, I promise you will begin to get more done, get greater exposure (with the people who matter), and start to see openings where you can succeed.

I know, I know. You have a spouse, kids, parents, friends, responsibilities, and a myriad of other obstacles. But at the end of the day, if you want to succeed at what you do, you have to hustle.

And that's the truth.

P.S. If you want to watch a great video on Hard Work Beats Talent, watch this.

Facebook Home? "Really?"

Okay — the curmudgeon is alive and well this morning. Facebook just released to the press a new initiative to wrap android phones with their own 'home' page experience. It is deeply integrated into the Android environment — to be always 'on' and be the dashboard to your social world. A 'start button' for apps on your Android device.

As they say on Saturday Night Live: "Really?"

I have found my Facebook usage declining precipitously over the past few years. In fact, many people I talk to (even Social Media Czars) say that they are using it less and less too. I even ask kids (14-22) about their usage and they give me a weird look — they never use it.

Why is my Facebook usage declining?

1. There are other better platforms out there. Twitter, Pinterest, Instagram, Texting, etc. allow me to stay connected with key people in my personal and business life.
2. If I do check Facebook, it's to see if my blog posts are live (confession: I've NEVER closed a client from Facebook) or if I want to wax nostalgic and interact with college friends or hometown photos from years gone by. That's it.
3. I hate any Facebook game, poke, snap-on, program that tries to suck you in (and read your usage).
4. And on usage, I am on high-alert about how Facebook tracks EVERYTHING you do — catalogs it — and sells it to the highest bidder. I've also am very wise to Google — that's why I use Duck Duck Go for my searches.
5. Have you ever seen, clicked-on, or used a Facebook ad? I haven't.
6. And then there's Facebook Envy - read this and this. I get tired of seeing all the 'great' things other people are doing - you know who they are - and they use Facebook to advertise their kids, their travels, and their pets. I'd rather read a good book.
7. They push things ON you — alerts, ads, snap-ons — all the time.
8. It's not an information resource — it's a waste of time. I'd rather use Reddit.

Now back to Facebook Home. Based on the information provided above — why would I want a more expansive, exclusive, and inclusive experience with Facebook? If you eliminate teens, young adults, and professionals, who's really using it?

Housewives/Househusbands, Seniors, and people who are less technologically savvy. Is this a growing market? Housewives/Househusbands are very fickle, the less technologically savvy tend to get more experienced, and seniors die off.

And let's cover their stock opening fiasco, their privacy issues, their ever-changing interface, their bloated code, and wonderful ability to tick anyone off with their presence. Facebook is not a pretty, simple or tight platform to use.

Facebook is doing well right now because there's no direct competition. Google+ is a joke. There is no iOS to Android competition comparison here.

In my opinion, this might be a swing for the fence for Facebook — inculcate themselves into a mobile platform (because their app sucks) to maintain their current pole position.

I don't think it's going to work (let's wait and see if they have to make a de-activate app to wipe it from those phones in the next 6-12 months).

P.S. A confession: I do use the Facebook 'like' app for my posts — I'm trying it out in addition to the basic comment plugin. Not sold on it yet.

"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!

No Listening — No Communication!

We spend so much time honing our communications skills — how to have critical conversations, how to negotiate, how to stay calm during tough discussions, etc. But we never bring up THE most important part of communication — LISTENING to the other person.

Communication is a two-way street. I say something and then it's my turn to shut-up and LISTEN to the other person's response. Unfortunately, when that happens, we are usually NOT listening and thinking up a quick response. We are not truly looking them in the eye and absorbing everything they are communicating to us. So today, here are some simple listening strategies you can put into action immediately:

It's not just understanding their words.

You need to decipher how the speaker feels about what they are communicating. Are they irritated, happy, surprised, worried, sad, or angry? Your first impression of their mental state will allow you to set up your response back to them in a calm, cool, and informed manner.

Focus.

Focus fully on the speaker — their body language and other non-verbal cues will tell you volumes of information while you speak and listen back and forth.

Don't interrupt.

Avoid interrupting or trying to redirect the conversation to your concerns. In fact — shut-up until the other person runs out of gas and stops talking.

Don't judge.

Avoid seeming judgmental. You don't have to agree with them — fully listen and totally understand their position before you respond.

Use follow-up questions.

Show you care — ask follow up questions to their statements and let them respond.

Paraphrase.

Respond with: "So what your saying . . . " or "What I'm hearing . . ." or "I think I understand what you're pointing out . . .". Get them to nod YES before you move on.

Push them to keep talking.

Use phrases like: "Tell me more . . ." or "Keep going . . ." — they allow the speaker to feel what they are saying is valuable and that you really care.

You need to be an effective listener.

Make the speaker feel heard and understood while creating an environment where everyone feels safe to express their ideas.

When you show an open and encompassing demeanor while their speaking, they immediately feel they are important to you and you truly care about what they have to say.

They just want to be heard and understood. That's all.

The Rules Of Job Hunting Have Changed.

Bob Weinstein, a reporter who has interviewed me a number of times on job search, business, and career issues, has hit another home run again yesterday in the Connecticut Post, one of CT's largest newspapers. A whole article about job hunting rules from ME (click image or here to enlarge).

Bottom line:

• Take stock of all social media sites where you have been posting information.
• Step back and view each site with a laser focus — is there anything unprofessional?
• They are looking — especially LinkedIn, Facebook, Google+, and Twitter.
• Use these sites to enhance your professional image and stature in the industry. 

A big shout-out to Bob — he's in a rarefied class all by himself - professional, understanding, and informs readers with solid and clear advice.

Why Every Company Needs A "No Bozos" Policy.

Every so often I read an incredible article that articulates EXACTLY what I believe and tell my clients everyday.  Eric Jackson's Forbes article is one one of those articles.

"A bozo is someone who thinks they are much smarter and capable than they actually are. They constantly over-estimate their abilities and under-estimate the risks and threats around them. They typically don’t keep an open-mind. They look instead for data that confirms a previously held bias."

You need to READ it.

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

What Do You Want Most?

Discipline is choosing between what you want now and what you want most. In today's society, we tend to go for immediate gratification when it comes to our wants and needs. It's funny — I just read a great post how one person replace their current wants with less expensive alternatives and ultimately got a major need in less than three years - a $10,000 down payment on a house - see link.

The best way to define the difference between the two is to sit down (and if you have a spouse/partner, sit them down too) and list all of your current wants. And then list all of your future wants.

The list above is a great example of one of these pages. It's simple, straightforward, and gets to the point quickly. How would this person move the focus from their current wants to the things they want the most?

• Starbucks Every Day - make your own coffee. At an average of $3 per day, they would save over $1000 each year.
• 2 New Cars Every Three Years - Buy used cars and forgo the $300-$400 per month payment (2x). Yearly savings = $10,000 per year.
• Big Screen TV - Stick with your old 36" that works just fine. Savings = $2000.
• Full Cable - Eliminate Cable and watch Netflix - $100/month to $7.95/month. Savings = $1,104/yearly.
• 3-4 Vacations Per Year - Family of four - Average vacation costs $3-4K - Only take 1 vacation and add very small weekend trips. Savings = $12,000/yearly.
• New Clothes - Slow down your clothes purchases. Savings = $2000/yearly.
• New iPhone Every Year - Savings = $200-300 (depending on cancel/exchange fees).

Add it up . . . we're looking at a potential (be calm, I'm ball-parking it here as an example) of $28,404 the first year and $15-25K every year after (you'll need another used car, TV, etc. someday).

If you stick to your plan of NOW vs. MOST - over 10 years, you'll have $200-250K in your savings account. What can you now pick off from the list on the right?

Okay - this is simple math - but I'm doing it to prove a point. You can exchange your NOW wants with your MOST wants. Instantly. And all it takes is just a simple piece of paper. And a lot of DISCIPLINE.

Some tools to help you? Here you go:

• Reddit SimpleLiving: http://www.reddit.com/r/simpleliving/
• Reddit Frugal: http://www.reddit.com/r/Frugal/
• Zen Habits (one of my favorite blogs): http://zenhabits.net/
• Clark Howard: http://www.clarkhoward.com/

Or you can just work harder, longer, or maybe take 2 extra jobs.

How's that working for you?

Go And Make Lots Of Mistakes.

I learned a new word the other day. And it's a really cool word. Kintsukuroi. A beautiful word. One which fits perfectly with many of my coaching clients (and me too!).

It's a noun and verb — a Japanese technique of repairing broken ceramics with metal lacquer, usually gold or silver. The concept also includes the understanding that the piece is more beautiful for having been broken.

In Japanese, it actually means “to repair with gold”.

In business, there have been many fortunate mistakes — Post-It Notes, Penicillin, X-Rays, Corn Flakes, and The Slinky (read more here). And those people who made the mistakes have realized their errors and have seen their mistake turn into a lot of gold.

Mistakes are a part of life — let's get real — you're going to make a lot of them. But sometimes, we are so afraid of making them we actually hold back major successes.

But what's so bad about mistakes? if mistakes are part of life, you learn, you heal, and you move on. But sometimes we're so afraid of those mistakes, that they might impact your life in such an adverse way, we run away so far, we never understand . . . it's a learning experience.

And here's the best part — we might come out even better — just like a Kintsukuroi bowl with gold, filling in all of the cracks that we made before.

So go and make lots of mistakes . . . Enjoy!

Here are more links on Kintsukuroi:

• Pinterest - http://pinterest.com/lbrownfield/kintsukuroi/
• Tumblr - http://www.tumblr.com/tagged/kintsukuroi

Your Presentations Stink! Part Two: Bar Charts.

This series is an offshoot from my nationwide corporate workshop on “You Will Own The Room”.  If you want to see part one where I explain the who, what, where, when, why, and how, click here.

So . . . bar charts. We all use them. They are so simple and yet we go out of our way to make them complex and hard to read. Again, it's not your fault — MS Powerpoint and Mac Keynote offer up so many features, you are lured into the world of 3D, colors, shapes and sizes!

I'm here to bring you forward — to easy to understand, easy to design, and effective bar charts.

Let's step back for a second and review why we use bar charts:

• They take a boring list of numbers and make them live on the page.
• They allow you to make additional insights into the data which would be difficult with a list of numbers.
• They are powerful. And they can be easily skewed by modifying the values, timescale, or other measures.

What's a good, simple and easy to understand bar chart? Here's one:

Why is this bar chart better? I'm going to hit many of the same points for your presentations:

• You are not inundated with a barrage of colors.
• You don’t need a legend.
• The data labels and percentages are placed right onto the bar chart.
• Why use colors? You don’t really need them.
• The best part? This slide can easily be printed — and the viewer can also take notes on it.
• I also added internal 'tick marks' to each bar to easily allow you to count the block and quickly estimate the value. So there are three ways to get the value from each bar.

Next up . . . Slide Design & Backgrounds!

Tough Interview Questions FROM Your Future Boss.

My last post on interview questions focused on those questions you should ask your interviewer.  Everyone prepares for the basic interview questions — here are the ones that come out of left field and cause you to stumble. Or as I say, "The ones that bite you on the butt."

Here they are:

1. How do you handle stress and pressure?

This is a big one - not only do they want to know if you can - but they also want to know some instances when you have encountered stress/pressure and prevailed. Get your stories together and prepare to use them to cover this question.

2. Why do you want this job?

This one cuts to the chase - it will tell the interviewer if you are just playing the field or if you are REALLY serious about the position. Be sincere and show them your enthusiasm for what you do, for the company they work for, and the potential of the two coming together.

3. Why should we hire you?

A blatant frontal assault on your abilities and experience. Keep smiling and take it on as a challenge - relate your background and successes as they align with the position and company. Use a shopping list technique - list off and count on your fingers all the reasons why you are the PERFECT candidate. Your assertiveness and enthusiasm should drive the day.

4. Why are you leaving your current job?

Most of all stay positive with your answer. Don't kill the company, industry, boss . . . anything. In fact, blame yourself — tell them it's time for you to move on to bigger challenges and to begin to stretch your abilities. If you can also build in the attractiveness of the current company your interviewing with — so much the better.

5. Why are you better than anyone else?

This is where you have to throw off the shackles of bad self esteem and BRAG. You need to be assertive in your answers and clearly show why the combination of your experience and talents make you their only correct choice. BE BOLD!

6. What do you do in your spare time?

Get ready for this one. They are really trying to find out who you REALLY are. Are you active/sedentary, do you educate yourself, are you a member of groups, are you a leader, are you enthusiastic, do you fit in with other organizations? Make sure you align with the company culture and structure. If you are interviewing with Eastern Mountain Sports, they don't want to hear you like to curl up with a good book by the fire. They want to hear your last camping trip on a mountain.

7. If we offer you the position, will you take it?

This is a really bad question, but they do ask it. I always tell my clients to answer, "It depends on a number of criteria we agree on."  You don't want to sound too excited about the position, but then again, you don't want to sound to relaxed about it either. Another answer is to ask a question, "Are you offering me the position?" That gets their attention.

8. Where else are you looking and why do we stand out in your set of choices?

Never be specific here. Don't name names or companies — stay general and present the image that you are a hot property on the market. You can use terms like, "I have asked to meet with a number of executives in the industry." or "I have a number of irons in the fire — some are hot and some are smoldering." To the stand out question, give them some props — "You stand out very high in my search — it would be an honor and privilege to work here."

9. Are there any reasons why you wouldn't take this job if it were offered?

Again, never be specific here. They are baiting you — waiting for a response to trip you up, make you look like you are a 'glass-half-full' person, or a major faux-pas. A great answer to this question is: "Honestly, at this point, NO — but as we get deeper into the hiring process, I might have additional questions." Or you can hit them hard again and ask, "Are you offering me the job?" Not only does it serve back the question with a well-placed backhand, they then need to respond.

Your Presentations Stink! Part One: Pie Charts.

This series is an offshoot from my nationwide corporate workshop on "You Will Own The Room".  Powerpoint (PC) and Keynote (Mac) force the average user to use many of their various tools to supposedly make their presentations 'better'. Unfortunately, they make them more colorful, complex, and hard to understand. Mix in the barrage of bad slides and presentations out there — and you get a real mess on your hands.

More colorful, more complex, and more stuff do not make a great presentation. Actually, just the opposite.

Over the next few weeks, I'm going to present various elements I frequently run into when working with C-Level executives and their support staffs.

First up . . . Pie Charts. You know how bad they look.

Now let's take a look at a MY slide:

Okay . . . it's not as colorful. And it's not 3D. But it presents a number of elements that make the information clearer and easier to find:

• You are not inundated with a barrage of colors and shapes. It's simple and allows you to SEE the information quickly.
• You don't need the proverbial info bars at the top and bottom of the slide (I will go into this in successive posts - just trust me for now).
• You don't need a legend — legends force you to search for the information and turn it into a 'treasure hunt'.
• The data labels and percentages are placed right onto the pie chart — no searching.
• Why use colors? You don't really need them. Yes, they look nice - but they muddle the message.
• 3D? This isn't Star Wars — the more simple the image, the easier it is to absorb the information.
• The best part? This slide can easily be printed — and the viewer can also take notes on it.

Now you might say "I like the colorful slide". And that's fine. But here's a little test I want you to take:

Look at both slides and see how hard it is to compare the total percentages between North America and the lowest five areas on the pie chart. You'll find yourself easily adding up the red numbers on my slide AND visually aggregating the slices. On the blue slide you'll be zipping back and forth between the legend and the image to make your calculations.

Just imagine what your audience is thinking. Are they bedazzled by the colors or absorbing your information?

Next up . . . Bar Charts!

The BEST Interview Questions To Ask Your Future Boss.

You're nervous, but be prepared — they are going to ask you a lot of questions. Your answers are going to play a major part in their impression of you.  Most interviewees don't realize the questions they ask also play a major part in honing that impression. So you need to plan, make time, and ask them.

This is important — it's not always their answers — it's the impression you make asking the questions. It shows you are confident and in-control. That's who they are looking for.

Let's cut to the chase - here they are:

1. Can you explain the culture here at (the company) and provide examples how (the company) upholds it?

It's not only the information provided, watch how they answer it. You're asking them to sell you their company and if they fidget of prevaricate - watch out. Watch their eyes and see if they stumble — they are not going to be prepared for this question.

2. Is this a new position or replacement? Why? Is it changing?

This will tell you if the company is growing or if there were problems in the department. If it's a replacement — was it them or the previous person who had the position? You need to understand the dynamics of the situation you will be stepping into.

3. Where do you see (the company) in 1, 3, 5 years & how can I help (the company) get there?

You'll have some ideas where the company should be moving, but it's important to see where THEY want it to go. If they stumble here — watch out.

4. Walk me through a typical day - who will I work/interact with - go/travel?

This sounds pedestrian — but it is important. It lifts the veil on how your boss expects you to work. And it gives you a window how the culture is — all meetings? Travel? Presentations? Phone calls? Or real work?

I've kept the last three as your BEST questions to ask — don't forget these:

5. What are the most important things I need to deliver in the next 30, 60, and 90 days?

Not a lot of people ask this question. It shows you are interested and enthusiastic — two areas you want to display to the interviewer. It also gives you a picture if they are reasonable or high about their expectations.

6. What keeps you here at (the company)?

No one ever asks this question and it will close the deal for you. It's a GREAT question to ask. First, interviewers are unprepared for this question so they usually answer honestly. Second, you really want to hear the answer. Finally, the interviewer is impressed with this question. Many of my clients have told me this question clinched the job for them. Use it.

7. When will you be making your final decision?

A lot of interviewees forget to ask this question. They thank the person and walk out. This question ensures you remain in control of the timing — you know when they are going to make a decision. If they say "I don't know" — that's a HUGE problem. They might drag this on for weeks/months. It also allows you to schedule follow up calls with the interviewer: "So if I don't here from you Friday, can I touch base with you Monday or Tuesday to get an update?"

13 Simple Tips To Get Highly-Qualified Referrals.

When you run your own business, it's hard to keep the sales funnel healthy and moving with new referrals, prospect and hopefully, clients! Most people forget about REFERRALS. Why? 

• You hate to ask for things from other people.
• You don't want to come off as someone who NEEDS referrals.
• You know it sounds like begging for clients.
• And many, many  others.

Bottom line — to run a successful business, you need constant and regular referrals.

To get those . . . YOU NEED TO ASK FOR REFERRALS.

I've linked to one of my most requested articles: Get Referrals NOW™ — 13 simple steps to start a referral flood to your business.

Each of the 13 steps have a dedicated action item to get you on your way to highly qualified and powerful referrals.

Some of the best steps:

• Review your past referrals.
• Be referable.
• Train your troops.
• Reward your referrers.

This report will radically change your 2013 business.

Check it out HERE.

The Monster Inside Of YOU.

"We stopped checking for monsters under the bed when we realized they were inside of us." What is your monster?

What keeps you from fulfilling your potential? What keeps you from success? What keeps you from true happiness in your life?

Guess what? It's usually not someone else. It's not an obstacle we can't deal with.

It's YOU.

One of the biggest monsters is Procrastination. We put the important things off. We do the mundane and the simple and forget to do the powerful and influential.

It's evident in the way we conduct our day.

Who should you really be talking to? Don't waste your time with sycophants, half-friends, and time-suckers. Connect and get in front of those people who can change your life, your career, and your current trajectory.

What should you really be doing? Stop checking your email. Stop text messaging funny memes. Stop surfing Reddit. How can you apply yourself right now to deliver instant and absolute success to your career? What is the first step? The second? What would happen if you completed it TODAY?

If you're scared — GOOD. If you're not scared, I haven't done my job. GET SCARED and GET GOING.

Get More Energy & Enthusiasm During The Day!

I've been noticing many of my clients, colleagues and friends inquire how I have so much energy and enthusiasm during the day. Here's my secret:

I wake up at 4:30 AM every morning. It's that easy.

Now you might be saying . . . "Rich, are you CRAZY? 4:30 AM? You are INSANE!!!!!" Maybe. Maybe not.

When I worked in corporate, I woke up at 4:30, showered, got dressed, and commuted one hour and hit my office by 6 AM. I started working and got in 3 hours of work before other people officially started at 9 AM. So when I left at 5 PM, I didn't feel bad at all - I actually was working (in office timing) until 8 PM every night. My superior knew (and most of my peers and clients in the UK and AsiaPac).

For the past 10+ years, I've run my coaching business and this model works SO WELL for me. I get SO MUCH done every morning and have more than enough time to coach my clients from 7 AM to 5 PM.

I also go to bed around 9:30-10 PM. What else would I do? Sit around and watch TV? What a waste of time.

I leave work at 5 PM, get home by 6 PM, and spend 3-4 quality hours with my family making dinner, cleaning up, helping with homework, and doing small chores around the house with my wife (we do things together).

So next time you say to yourself . . . "I don't have any time!" You actually do — it's how you use it.

What Are You REALLY Good At?

"When you're good at something, you'll tell everyone. When you're great at something, they'll tell you." - Walter Payton Every day we struggle to make everything we do come out perfectly. Sometimes we succeed and sometimes we fail.

When we succeed — we never congratulate ourselves — we don't acknowledge our success. We just move on as if nothing has happened.

But when we fail — or if we just miss the mark — watch out! We knock ourselves down a few pegs and admonish via our internal voice.

Now stop for a second.

WHAT ARE YOU REALLY GOOD AT?

What do you do REALLY well?

Think when you do something . . . who are the people who take notice and are amazed with your action or deliverable?

I am REALLY good at presenting. My presentations WOW people. My slides are original and unique — no one presents like I do. AND . . . I can pump this stuff out like breathing air. I developed a major sales presentation for a group of 100+ people in four hours — from memory. And I killed it when I gave the workshop.

I'm not bragging (okay - just a bit) — I'm just telling you what I'm really good at.

What are you good at? Figure it out and plan how you can do more of it.

That's my simple message for today.