The Shef's Official Blogger Page

VHS or BETA? 10 Things That Have Become Extinct

2012-01-24T07:36:00.000-06:00

Do you remember when you bought your first VCR? The first question that people were faced with was which format to buy. There was debate among the electronics professionals as to whether the public would embrace the technologically superior Betamax format, or the VHS format. When you purchased one of these suitcase sized machines for $800 or more, you were faced with another decision: which video rental store would I purchase a membership to? (yes, you had to buy a membership to rent videos in the 1980′s.) I realize that I just lost 100% of the people who are under the age of 30 with that title, but it got me to thinking about the evolution of change.

Here are a few things that have become extinct just in my lifetime:
1. Buying a video membership
2. Going to a record store to purchase music
3. Video tapes
4. AAA Trip Tik maps (offering members turn by turn directions from point A to point B)
5. Dial up modems
6. Book stores
7. Most video rental stores
8. Absolute values and discipline in the classroom
9. Standing in line and/or camping out to purchase concert tickets
10. Land line telephones (almost)

I realize that there are many more things that may come to your mind, but when I think of the ease and comfort afforded by innovation; the golden memories of yesterday are replaced by the anticipation of what may come next. There are always people who will fight change (Think SOPA and PIPA), people who long for things to stop evolving (manufacturing everything in the United States vs. overseas), and those who are fascinated and who decide to jump on and surf the wave of change instead of fighting it.

Whether you embrace change or fight it, change really doesn’t care. It will always continue to be a constant. You may as well get used to it!
For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Yes I Am Crazy...Thank You for Asking!

2012-01-04T10:33:00.000-06:00

Has anyone ever told you that your idea was crazy? I’m sure that you have endured the criticism of naysayers when sharing your hopes, dreams, and ideas. Some people may scoff, others may verbally tell you that you are nuts, yet others will simply walk away. Enjoy the following examples of “crazy” ideas listed below and realize that your dreams and “crazy ideas” may be normal.

If the year was 1402 and you had the idea that the Earth was round, not flat, you would have been labeled “Crazy.” In 1492, Christopher Columbus proved that the Earth was indeed round; which caused a huge decline in the Flat Earth Society’s membership.

If the year was 1750 and you tried to convince people that sound waves could be transmitted from point to point via radio signals, you would have been labeled as “Crazy.” Today everyone owns several radios.

If the year was 1890 and you and your brother had this crazy idea that man could create a machine that would fly, you would be “Crazy.” The Wright brothers toiled and persevered on that project, flying the first airplane on December 17, 1903.

People thought that space travel was impossible…Until the Soviets launched Yuri Gagarin into space on April 12, 1961.

When Bill Gates announced that he would have a computer in every home and in every office, people laughed. Right now you are reading this blog on some type of computer.

When I was growing up, we only dreamed of a telephone that could find us wherever we happened to be, today it is difficult to find someone who only has a land line telephone.

People used to visit record stores to buy their favorite music. When was the last time you even saw one of those?

People used to visit greeting card stores to purchase a card. Now there are services like Send Out Cards which allow you to create and send a real card…right from your computer.

When was the last time that you actually hand wrote a letter?

The great prophet Paul Stanley from KISS says, “The reason why most people will make fun of your goals and dreams is because they have given up on theirs. Don’t ever let them take your dream from you.” The next time someone doubts your abilities to accomplish your goals and dreams, realize that no one has ever erected a statue dedicated to a critic. Use their criticism to fuel your fire of desire for greatness!

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Can You Really Design Your Ideal Day?

2011-12-20T05:57:00.000-06:00

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Designing Your Ideal Day

2011-12-19T10:17:00.000-06:00

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

The Toxic To Do List

2011-11-29T10:58:00.000-06:00

We all have them, they are never are completed fully, and are often met with a groan when they are brought up. What are they? The mighty “To-do List”. You may keep yours on your computer, phone, or write it down on paper; but the idea is that you must accomplish “X” during a given time period. It is really easy to confuse activity with productivity.

This past Sunday, I was really excited to hear Pastor John Bray’s message at Heritage Church. He was talking about how many times our to do list actually gets in the way of our purpose in life. It got me thinking about the things that really matter to me like family, health, making a difference in people’s lives. Then I looked at my to do list which included various household chores, errands, and other tasks. I’m not suggesting that you should not mow the lawn or clean the kitchen because it doesn’t directly line up with your ultimate purpose, but make sure that your life is moving in alignment with your purpose.

Here are a couple of things that I have found useful in this process:

1. Dedicate quiet time, prayer time, or meditation time every day. Shut off all distractions and be alone with your thoughts. Larry King said that he “never learned anything interesting while he was talking.” Fight the urge to check your email, cell phone, or other demands on your time and be still so you can listen.

2. Be realistic about your abilities. This is a tough one for me personally, because I think I can tackle 143 things in a 45 minute time span. Shelly is a great sounding board for me with regard to keeping my time-frames reasonable. Perhaps you have someone who can act as a sounding board for your ideas.

3. Block out two or three 15 minute slots during the day for down time. Sometimes we are going non-stop and fail to gauge our progress. Plus, your brain needs a breather!

I’d be interested to hear what you do to keep balance throughout the hectic pace of your life. Remember that this thing called life is a journey and not merely a task. Enjoy your journey!
For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Intensity = Results

2011-08-31T11:03:00.000-05:00

Imagine yourself seated in an airplane on a runway preparing for takeoff. The pilot gets clearance from the tower to take off and eases the throttle forward, but instead of revving up the engines and releasing the brakes, he gradually increases speed slowly. You are waiting to feel the thrust of the engines pull you into the back of your seat, but it never happens. Would you reach enough speed to become airborne? I guess that depends on the length of the runway. If you had a 5 mile long runway, that could be a possibility. Juxtapose that scenario with a fighter jet taking off from an aircraft carrier. He has only 1000 feet or runway to become airborne or he will wind up crashing into the ocean. The afterburners fire, and the pilot is slammed into the back of his seat while taking flight.

None of us know exactly how much length of runway we have left in our lives. It may be several miles, it may be a few feet. Why not rev up your engines so you can take advantage of everything that your life has to offer! In this article, I’m going to share a few tips that have helped many top achievers produce great results.

I’m sure that you realize that your results in life will often mirror the intensity of effort that you put into them. For example, I was invited to go mountain biking with someone who had told me that she was frustrated because she wasn’t as trim and fit as she wanted to be despite hours she spent working out. When we hit the trail, I found myself stopping at even the easiest of paths, waiting for her to catch up. She would merely coast, peddle a bit, then coast, then walk for a bit. I fully understand that many people are a bit more cautious when biking a new trail; but this was more than caution, this was like shifting into neutral.

Realizing that this person approached most methods of exercise in this manner, it was no wonder to me why she wasn’t getting the results she desired. She was not intense enough! Many personal trainers will tell you that interval training (that is alternating between very high intensity and a brief rest period) will put your body into fat burning mode. That theory is true in nearly every aspect of life. Kick up your intensity a notch or two! Here are a few tips that could help you achieve the results you desire by kicking up the intensity:

1. Get around people who are performing at the level which you strive to be at. Undoubtedly, you will find that they are tremendously focused and work very hard at the tasks in front of them. Model that. You don’t need to re-invent the wheel. When I started speaking, I learned quite a bit from my coach via the phone calls we had. I learned a tremendous amount when I would help him at live events and see how things happened in the moment.

2. Give yourself the gift of “No”. Top leaders in any industry realize that there is a price associated with every “Yes” that they commit to. Good to Great author, Jim Collins, explains that a “to do” list is important; but many times a “Not to do” list is more effective. Don’t be afraid to decline offers that come your way.

3. Find someone to hold you accountable. Having someone to hold you accountable for your actions, whether they are a friend, coach, or mastermind partner will force you to push forward when the going gets tough. My buddy Doug and I go trail running several times per week. I promise you that there are days when I don’t feel like running, but lace up anyway because he is waiting for me. The same is true for him. Regardless of your goals, having someone to answer to will propel you forward.

We are all poised at the tip of the runway of our lives, regardless of where we feel we may be currently. Will you merely coast and hope that good things will lift you up; or will you engage the afterburners and soar?
For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

From Painful to Powerful With Speaking

2011-08-17T16:26:00.000-05:00

Do you remember seeing an awesome speaker at the last conference or convention you attended? Do you remember the 9.9 tips to success that they shared with you? I’d bet not. Chances are, you will recall a story that the speaker shared while embedding his point within the tale he was telling.
The greatest communicators of all time all conveyed their messages via powerful stories. Yet some speakers (usually new to the business) find it necessary to share point after point, tip after tip, and (God forbid) some acronym that no one will ever remember! Here are several key things that you can do to transition a painful message into a powerful memory for your audience:

Instead of just telling your audience the point that you would like to make, think of a story that would bring that point to life. For example, Jesus didn’t tell people to get a bunch of people and tell them specific things to do; he shared the story of giving a man a fish vs. teaching a man to fish. There are other great examples of great speakers, but Jesus is a pretty good place to start.
If you are using Power Point, don’t use more than 3 words per slide. Some presenters find it necessary to make the screen look like a telephone directory page filled with words. Carmine Gallo wrote a fantastic book titled, Presentation Secrets of Steve Jobs. He clearly outlines success secrets of one of the worlds greatest living presenters, Steve Jobs, and how you can use his success strategies. Get the book.
Create that bridge that the audience can relate to. I used to sell vacuums door-to-door. I taught thousands of people to do the same. Do most of the groups I talk to secretly desire to learn the secrets of vacuums? Nope. Can they relate to overcoming objections and motivating yourself when times are challenging? You bet. What experiences have you learned from that could benefit someone else?

Just remember that every speaker is on a journey. Whether you are speaking professionally or simply give presentations as part of your “day job”, enjoy the journey and learn from it!

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Kick Out Your Negative Words!

2011-05-27T10:11:00.002-05:00

I just finished a great call with my coach. We are working on several aspects of my planning, goals, and visioning for the remaining portion of the year, as well as longer term planning. One of the things she had me do was to write down several markers of success or achievement so that I’d know I was on the right track. Markers are like goals, yet they are without the constraints of time.

I get the whole “Dream with a deadline” thing, and the way she talked to me regarding the absence of a timeline was perfect. “If you say ‘I will have $xx,xxx saved within one year’, what happens if that opportunity is ready for you three weeks from now? Ahhh, she is so wise. Kinda like Yoda, but she is a girl…and taller…and better looking than the little green dude. (I’m sure she’ll give me crap about the analogy)

I found that I had several markers with contradictory or negative words in there. Things like, “I’m enjoying XYZ, but I’m also working on ABC.” The “But” simply negates everything I said before it. I’m a big proponent of choosing the words that you live with. We had to kick my “but” out.

Here are a few things I’m working on, and you may want to consider:

Juicy words elicit emotion. Have fun with your words, get excited about them. Bland is bland and will not inspire action.
Eliminate impotent words like “Try, hope, might, should, but, etc.” They are not action orientated.
When talking about your goals and desires, discuss them in the present tense. Your subconscious cannot differentiate what has happened from what is vividly imagined. Use it to your advantage.

The words that you use pave the road to success or failure in your life. Choose wisely!

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Being Stealth!

2011-05-18T09:02:00.000-05:00

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Fake Facebook Girlfriends and Customer Celibacy

2011-04-01T08:51:00.000-05:00

I just heard about something called a “Cloud Girlfriend”. Evidently guys can create their perfect virtual girlfriend on Facebook without having to peel themselves off of their parent’s sofa and interrupt the Star Trek marathon on television. The idea is that having a girlfriend will make you more desirable to women who actually have a pulse. I have no idea where this Cloud Girlfriend thing will go, but I think it will be as effective as many other empty promise shortcut products and services.

Unfortunately, many businesses suffer customer celibacy because they are neglecting to constantly prospect and ask for new business. Here are a few tips that can help your business grow with real customers, right away:

1. Get out and meet people. Just like the person who must manufacture a fake girlfriend because it is too much work to leave his mother’s basement, entrepreneurs and salespeople often find themselves “Too busy” to attend public functions and network with other people. If you are too busy to meet people, you either need to streamline your “busy” activities, or you need to fire your bottom 10% of clients.

2. If you use testimonials from satisfied customers in your marketing (which you should) use the customer’s full name and city. “This is the greatest furniture store ever!”-Bob H. will get snagged in the BS filters of most prospects. Video testimonials are also a very effective marketing tool as well.

3. Ask for referrals, will ya? If someone has done business with you, chances are they are pretty happy with the service you provide. “If you think of anyone who could do business with us, just call.” is about as lame as it can get, yet that very statement is echoed in businesses everywhere. I prefer something more direct like, “I’ve really enjoyed working with you! Why don’t we think of a few people that may benefit from our services the way that you are.” is very effective.

Courting customers is a lot like courting in real life. You are getting to know each other, you are discovering things that are good and bad about each other, and you have the potential for a great long term relationship. None of this will happen without taking some kind of action.
For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Success Is On the Horizon!

2011-02-22T11:06:00.000-06:00

Why is it that some businesses grow like crazy, while others are merely hanging on for dear life? Watch this new video blog from Shef after he delivered an Always Better Your Best message to a great bank in Indiana!

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

The Battle of "They" and "Jack"

2011-02-08T06:31:00.000-06:00

Since the beginning of time, people have had dreams and ambitions of being successful (no matter how one may define success). I’d imagine that a a number of years ago, Thomas Edison was telling people about the neat little device he was working on that would provide light without using fire. “They” (meaning the masses) undoubtedly scoffed at his idea, ridiculed him, and perhaps they even provided sound evidence based upon the common knowledge at the time to back up their case of why a light bulb was impossible to create.

Irritated yet undeterred, Edison went back to his lab to work on this invention of the light bulb. Late one evening after a series of thousands of trials and failures, the light bulb was created. In a jubilant voice, he shouted “Ha! They don’t know Jack S@#$!”

Jack appears to be quite a supporting and knowledgeable guy. He would totally be someone who I would want in my corner whenever I was pursuing a dream or goal. I think Jack S@#$ is mentioned after a salesperson walks out of a client’s office with an order that “They” said could never be closed. Jack also is talked about when someone becomes the first in generations to go to college, start a business, or travel the world; much to the dismay of “They”.

My challenge to you is to be conscious of how often your actions are dictated by the limiting factors of “They” instead of inviting “Jack” to come along for the ride. Keep in my that no one ever erected a statue dedicated to a critic.
For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

A Blizzard of Opportunity!

2011-02-02T14:55:00.000-06:00

I happen to live in the Midwest, and we just enjoyed a massive blizzard that dumped nearly 20 inches of snow on us. The blizzard hit the forecast a couple of days ago, and many people were preparing to be shut in for a few days. When I visited the grocery store, I thought the place was having some kind of “Going out of business” sale. It was beyond packed. Redbox movie kiosks were packed as well. When the storm began yesterday, every kind of media was plugged into the up to date tracking and forecast of this awesome storm.

While it is vitally important to track and warn people about life threatening weather, what lessons can you learn from this and apply to your business?

1. Look beyond the immediate conditions. Things may be going great for your business. Things may be not so good. Conditions change, sometimes overnight (take a look at the sub-prime mortgage businesses that lost everything overnight). Whether your forecast is economic, demographic, or observational; you are always better off having an idea of what the market may do.

2. Run some “What if” scenarios. Even if a storm misses us (because weather forecasts are always 100% accurate!), there needs to be plans in place to handle various aspects of travel, lodging, and EMS. What will you do if you have a competitor move in next door? What if tax rates go up and your customers have less disposable income? What if I lose my main client?

3. Realize that things will pass. While I literally cannot leave my driveway because the street is occupied with a 4 foot snow drift, I know that I will be able to get out sooner or later. People have seasons. Attitudes have seasons. This too shall pass.

Whatever the weather forecast looks like for your business, proper preparation, motivation, and execution will make all the difference in the world when it comes to your success.
For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Will Your Business Slide Into the Ditch?

2011-01-18T07:55:00.000-06:00

Yesterday I was driving home from a speaking engagement which was about 90 miles away. The drive usually takes about 75 minutes or so, but due to Winter driving conditions, it took me nearly two hours to get home. I counted dozens of cars which had spun off the road, resting in a snow covered ditch after losing control.

While I was moving along at a snail's pace on Interstate 80, a car flew by me. He was completely ignoring the conditions and I could pretty much predict the outcome. Not long after he had passed me, I saw him again...in the ditch. I'm sure he thought that he would be fine and the rest of us idiots were taking far too long to crawl along the interstate. He will be much later in arriving at his destination than he would have been otherwise. I counted 42 cars in the ditch and 3 overturned semis over the course of my 92 mile journey. Having grown up in Minnesota, I have visited my share of ditches (especially in my teen years). I just developed a healthy respect for the conditions, and would rather arrive late as opposed to not at all.

I don't know what the conditions are looking like on your business' road to success. I do know that it is essential to understand what the conditions are surrounding your business; even if you don't like them.The condition of your employees, customers, and competition play a huge role in your business strategies and action plans.

If an employee has personal issues bothering them, often times they just need an ear for ten minutes to vent. This will put them "back on the road" to being productive. If you are dealing with an upset customer and don't let them express their frustration because you are trying to solve their issue right away, you may wind up with an undesirable outcome. If your biggest competitor is running a successful promotion that is wooing customers, find a way to model it.

In business and in life, we must take risks. We must forge ahead, but also realize that sometimes conditions will necessitate a slight adjustment in the speed at which we are going. This is not a bad thing. It will just help keep you on the road to success.
For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Noah, Like the Ark

2011-01-04T08:46:00.000-06:00

What if every customer you dealt with in your business felt such a connection to you that they couldn’t wait to purchase your product or service? My fiancee, Shelly, and I had that experience the other evening when we decided to pop into a furniture/electronics store. We were just getting a few ideas for what we may like for the home sometime in 2011. When we visited the television section, we were greeted by screens and sounds of all sizes. (Did you ever think that a 42″ television would be considered “small”?)

A sales associate named Noah approached us to see if there were any questions that we had about the televisions we were looking at. We explained to him that we were getting some ideas and were interested in a television purchase sometime in the near future, but not that evening. Instead of pulling the ultimate amateur sales move of whipping out his card and saying, “If you ever need anything, please call me!” He told us, “I understand that you are just looking, but let me just tell you about a couple of things that you may want to consider regarding the technology when you are considering a television down the road.”

This guy was an ultimate no pressure, consultive salesman. He went on to show us a couple of things regarding the different finishes and light qualities that we were very appreciative of and would have probably never considered. He went on to explain, “Most people will talk to their mechanic, their hair dresser, and their neighbor about what they should look for in a television. Those people are more than likely not going to have any more information than you do right now. I happen to deal with this stuff every day, so it kind of makes sense to get your information from an expert, doesn’t it?”

After investing 10 minutes or so with us, he left us alone to explore and look at the various televisions. He managed to catch us a few minutes later and reminded us that he would be happy to answer any question big or small and handed us his card. “If you lose the card, just remember Noah, like the ark.” How can you forget that!

There are several things that anyone in sales could learn from this exchange:
1. Coaching your prospects into making the right decision for them will always pay off in the long run. It is about a relationship, not a transaction.
2. Ask important questions to qualify your prospects, and get used to the phrase, “I understand”. Also remind your prospect that you are the expert, and to leverage your expertise when making a buying decision.
3. Brand yourself. Whether it is around your name, a hobby, or something else; people will remember your brand.

Jeffrey Gitomer tells us that “People hate to be sold, but they love to buy.” If more salespeople took lessons from Noah, there would be many more happier customers and sales professionals in the world.
For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

We're Lost, but Making Great Time!

2010-12-27T11:00:00.003-06:00

"The definition of insanity is doing the same thing over and over again, but expecting a different result." Albert Einstein.

This is the time of year when most people will ponder their accomplishments and setbacks for the previous year...for about 3 minutes. In reality, most people will spend more time planning what they will wear to a New Year's Eve party than what they would ultimately like to have their life look like in the new year. Often times many people will "Just keep tryin'" at the same old grind, and will expect a different and better result. Keep in mind that this is NOT giving up and changing direction when you are driving toward a goal but you have not realized it yet.

Here are a few ideas to get you rolling:

1. Get just a little silly and pumped up. People make decisions based upon emotion, then back them up with fact. Why would you be any different? How much passion and excitement is in sitting down thinking, "Damn goals!" Not a whole lot. Play some of your favorite music, meditate on what it will look like when you are living the goals. Jack Canfield talks about holding a "Come as you will be" party where people dress and act like they are 5 years in the future, having accomplished their goals.

2. Embrace the growth process. One of my goals is to become very fit for the new year. I realize that the early mornings, sore muscles, and time invested will not always be fun. It will be part of the growth process.

3. Model others! Why would you want to reinvent the wheel? If you are wanting to accomplish something, chances are someone else has already done it. They have also probably overcome more serious obstacles than you have to get there. Study them, talk to them, or send them an email. I frequently get emails from aspiring speakers and authors who want to create successful speaking businesses. I ALWAYS give time to these people who are willing to reach out.

4. Be grateful. No matter where you are in life, someone else has it worse. The other dynamic is that it is neurologically impossible for depression and gratitude to live in the same plane. Take a moment to be grateful for what you have and those around you.

My hope is that you will not only read this article, but will act upon it. If you improve your world by stretching beyond what you previously thought possible; you would not only change your reality, but the reality of your kids and everyone around you!

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

How Dare You Be Happy!

2010-12-23T08:15:00.001-06:00

One of the things that I am amazed by is when people come up to me after a speaking event and say, “I don’t mean to brag or want to make anyone feel bad, but things are really going good for me right now.” I usually respond to them by saying something outlandish like, “How dare you be happy! Don’t you know that there are kids starving in Africa?” As if having a bad attitude solves anything at all, let alone world hunger problems.

Why do many people feel guilty about feeling positive? We can blame negative attitudes on everything from negative programming in schools, poor home life, and the media. Dr. Wayne Dyer says, “Successful people are lucky, just ask any failure.” If you think about it, successful people often put in amazing amounts of blood, sweat, and tears (not to mention their money) with the hopes of creating something that they can call their own. They bust their butt for years, only to earn the right to have people call them “Lucky.”

Life is not a zero sum game. Just because you are having a great day, doesn’t mean that someone else’s day needs to be equally bad. Life if what you make of it. The pie is not only “so big”. There is more than enough to go around. Whether it is financial, physical, relationships, or anything else; you deserve nothing but the best. Surround yourself with those people who lift you up, not tear you down.

If you are wanting to enjoy a “Mental Cleanse” for this time of year, I’d encourage you to check out The Shef’s 10 Day Challenge by clicking here. It is your life, celebrate it by living it!
For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Catching a Shark!

2010-12-20T09:46:00.000-06:00

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Proof That There Is an "I" In Team!

2010-11-15T10:32:00.000-06:00

There are many overused clichés in society today. Without a doubt the world of professional speaking is filled with speakers who will repeat great sayings like “There is no ‘I’ in team.” I would submit to you that great organizations are built with people who take ownership of their actions and positions at work, therefore creating the “I”.

I was keynoting a couple of conventions last weekend in the San Francisco area. One of the beauties of my industry is that often times I can bring my fiancée or one of my kids along for the ride, and then we can extend our trip by a few days to enjoy some vacation time.

My fiancée and I checked into the Argonaut Hotel at Fisherman’s Wharf and were immediately greeted by the doorman who helped us with our bags and told us how glad he was to see us at his hotel. The front desk employee, Liz, was equally as friendly and asked us about our interests. She went on to explain that when guests visit her in San Francisco, she likes to offer suggestions that may be a good fit for their interests.

What pushed me over the edge and impressed me beyond all else was when we were enjoying a glass of wine in the lobby with the other guests as part of the Argonaut’s Manager’s reception which occurs every evening. The woman who was pouring the wine came up to Shelly and I, and after filling our glasses, told us that she had opened the hotel several years ago and that business was fantastic. Actually, most of the guests returned to stay at her hotel when their travels brought them to the City by the Bay.

What we were witnessing was not some kind of training or a forced activity; it was part of the culture within the fabric of the hotel. Just like a hotel insisting on consistent bed linins and décor, the most obvious fixture in the building was the people working within the hotel.

Here are a few simple things that you could do today that will help you create the “I” factor within your business or organization.

Empower people to make decisions, and leave them alone. Realize that they will make mistakes, but that is how they become stronger.
Hold regular meetings that take no more than fifteen minutes from start to finish. It may sound crazy for me to suggest a short meeting, as I’m frequently paid to facilitate meetings; but many organizations fall into “Meetingitis” as a mask for a lack of productivity and action.
Listen to your customers and your employees, regardless of their position. Great ideas don’t care where they come from.

In today’s cynical marketplace, consumers are eager to do business with organizations that recognize and appreciate them. As for me, I will definitely stay at the Argonaut again!

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Dramamine Bagel and the American Dream

2010-11-10T11:51:00.000-06:00

I never know what to expect when I step into the back of a taxicab. I am literally rolling the dice on whether the cabbie will be talking on the phone in some foreign language for the duration of the ride, whether or not I get to smell the native food dishes that have been consumed in the car, and whether or not I would regret my decision of not putting on a motorcycle helmet prior to getting in the vehicle.

I was recently traveling to Dallas, TX to speak at a sales convention. It just so happened that the New York Giants and the Dallas Cowboys were playing on the day of my arrival. It also so happened that the Texas Rangers were in the playoffs and would soon to be going to the World Series. Why is this factor important? All of the rental cars were at least $250 due to the increased demand. While I typically love having a rental car when I’m in a city, I couldn’t justify the expense to my meeting planner. I decided that I could just take a taxicab to meet all of my transportation needs while I was in the Lone Star State. This journey will provide you will several key tips that will help you not only grow your business, but will help you build a solid base of return customers.

As I deplaned, I grabbed a bagel from one of the airport delis. As much as I don’t like to eat on the run, I also am very aware of what happens to my mental acuity when my stomach is empty. With my briefcase slung across one shoulder, garment bag across the other, and my bagel in hand, I stepped out into the warm Texas morning.

I hired the first cab that came across my path and climbed into the dilapidated minivan for my 20 minute journey to my client’s office. After I gave the driver the address for my destination, he promptly took off out of the airport. After about one mile (as we were weaving in and out of traffic) he began to enter the destination on his phone to get the directions needed. We were now traveling down the freeway at 80 miles per hour in a minivan which smelled like bad Indian take-out food, and I had a driver who happened to rationalize texting on his phone while my life was in his hands.

This driver was so jerky in his driving habits that I began to feel like I had just gotten off of a roller coaster. I will spare you the gory details about how he got lost three times while en route to my destination which was only supposed to be 21 minutes from the airport with traffic. As he deposited me at my destination (only 58 minutes later!) He tried to ask for $70 cab fare. I am a fairly generous person, but I am not stupid. I retrieved my bags and settled the fare (much less than $70) with him and went on with my meetings for the morning. Needless to say, I would not recommend him.

I phoned Carrollton Taxi upon the conclusion of my meeting, and was desperately hoping for a better experience while yet another stranger transported me to my hotel. I walked outside the building and saw a luxuriously appointed Town car and driver waiting for me.

I really hoped that I didn’t mistakenly call a limo service! The driver introduced himself as Thomas and helped me with my bags. When I sat in his clean, comfortable leather seats and gave him my destination, he promptly entered the address into the navigation system (while still parked!) and told me it would be about a 20 minute ride. Thomas inquired about what brought me to Dallas, how long I had been speaking, and about my family. I reciprocated, and began to build a fantastic rapport with him. He told me that his father had just become a naturalized American Citizen only minutes prior pulling into the parking lot to pick me up! He then carried on about how great America was and how he started the company several years ago with a focus on service. Today, Carrollton Taxi has seven luxury cars and a loyal customer base of over 4,000.

This story of a man enjoying the American Dream can also impact your business in the following ways:

1. When in doubt, offer a few simple luxuries. Whether your assistant asks guests if they would like a water or coffee while waiting in your lobby, or you place a continuous focus on getting to know your clients, people are much happier when they feel well taken care of.

2. Keep things simple. I was working with a banking client recently who told me about their 5G technology approach to customer relations. They make things so simple that someone in the Fifth Grade could understand them.

3. Stay in touch! I like to make a few notes after meeting someone that makes them stand out. I will often refer back to them when I have an opportunity to talk to them again. When I called Thomas to verify a few facts for this article, he not only recalled the hotel that he dropped me off at but he also remembered a few other details. This creates customers for life!

In today’s overly cynical and competitive marketplace, you cannot leave the “little things” to chance. Those little things add up to amazing accomplishments over time. Now if you’ll excuse me, I’m going to grab a box of Dramamine, a bagel, and a motorcycle helmet. Time to call a cab and head to the airport!

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Will Your Business Pass The Family Guy Test?

2010-10-20T15:00:00.000-05:00

I must say that Stewie Griffin from Family Guy is an absolute genius. I realize that it may seem a tad crazy that I'm pulling business and motivational lessons from this hit Fox television series, but we must look for inspiration and innovation anywhere we can find it! For those of you yet unfamiliar with Stewie Griffin, he is menacing toddler who is highly observant, cynical, has high expectations, manipulative, and vocal. In other words, he is probably a lot like 90% of your customers.

Like most toddlers, Stewie wants the world and his parents to cater to his every need. Unlike most toddlers, however, he has quite an extensive vocabulary to express his desires. (Come to think of it, he also is rather fascinated with world domination as well.) How do you discover what your customers desires? While there are a number of ways of trying to figure out what people really want, many of them tend to be rather time consuming and expensive. I prefer a bit more of a grass roots approach to this essential business need by simply asking them. "What product or service would you enjoy that we don't currently offer?" is usually simple and sufficient.
Stewie has a number of pre-conceived opinions regarding nearly everything. However, they are not always based in fact. Keep in mind that your customers may have a negative opinion about a product or service because their great aunt Ethel told them something ten years ago. I'm not slamming Ethel, but sometimes just as you may need to challenge a toddler's opinions, everyone's opinions need to be challenged as well.
The Family Guy star, Stewie is also very vocal. He will share his experiences with people around him. Most two year olds are quite easily coached. Most clients are also easily coached. Why not ask them for simple introductions to people that they know who may enjoy your product or service. A third party testimonial and introduction is far more valuable than any other piece of marketing that you could invest in.
Some say that business is complex. I would challenge you to remind yourself that business can be simple and rewarding. A great way to approach opportunities is by starting with a clean slate. Take my 10 day challenge by clicking here. It is free, and it can help lay a great foundation for your business and personal successes!
It is amazing what great life lessons that you can learn from Family Guy!

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Say It With Sales

2010-10-05T06:15:00.002-05:00

Momentum is a crazy thing. 283 years ago, Isaac Newton told us that an object in motion tended to stay in motion, and an object that habitually sat his butt on the sofa eating potato chips tended to stay put.

If you are a runner or habitual exerciser, you can identify with the idea that when you are actually moving and regularly working out, you have a burning desire to keep working out. If you get derailed due to an injury or illness, it is much harder to get back on track.

If you are in sales and are in the habit of telling X number of people about your product or service, it becomes second nature. If you are not making sales calls on a regular basis, you manage to find time to gripe about the economy, the compensation plan that your company has you on, the attitude of the consumer, and everything else under the sun!

My friend, Gary Schmidt, ran a very successful sales organization. When his team would tell him about the great things that they were going to do, he would respond by saying, “Say it with sales.” If they were talking about how tough things were, he’d respond by saying, “Say it with sales.”

Whatever position you are in currently, you most likely made an appointment to be here based upon your actions and decisions 90 days ago. What you eat, the books you read, the number of calls you make, and your personal development habits all play a huge factor in your happiness (or lack thereof) right now.

Here’s a thought: If you are not where you want to be, why don’t you choose to do something small every day to work toward that goal. The difference won’t be immediate, but the result will be amazing.

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Are You a Leader, or Do You Just Like the Title?

2010-09-10T06:43:00.000-05:00

Have you ever worked for a great leader? Have you ever worked for a poor leader? Some people are genuinely interested in helping others and building up people who will ultimately succeed them; yet other "leaders" are more interested in the nameplate on their desk and the title on their business card.

My friend, Greg, and I were talking the other day about this very subject. Greg is a very successful leader at a local university. We had gotten to know each other while he was working for a credit union client of mine. This company is a great company and allowed Greg to lead in a way that he saw fit. The results were staggering. He positioned the credit union to be the leader in the community within the particular market that he was targeting. Prior to that, he had come from working at a large department store chain where his boss would scrutinize every move. When he would delegate duties to his assistant to maximize his use of time and effectiveness, Greg's boss would chastise him for not doing the work himself. Keep in mind that Greg was not shoveling all of his duties to his assistant. He was merely trying to be as efficient as possible. That boss clearly did not have a leadership mindset.

Here are a few thoughts for you to ponder if you are in a leadership position:

1. Do you need to be involved and seen as being involved with every step of the business, or are you more interested in showing others the valuable skill-sets necessary to grow into a position like yours?

2. Do you spend time with the top performing people in your organization or do you focus on the poorest performers? (Keeping in mind that new staff members typically will need a bit more attention)

3. Are you more interested in adding people to your organization to build a following, or are you interested in multiplying the number of people who are drawn to your organization because of the leadership strengths which you have taught those around you?

The network marketing industry is a great example of how great leaders can achieve great things. Companies like Advocare, Amway, Mary Kay, Avon, Send Out Cards and many others have realized terrific growth in recent years because of their ability to offer a quality product or service as well as a legitimate opportunity. Anyone can enter the business for a few dollars, and build a strong business by merely multiplying their efforts. While weak leaders will try to be involved in each presentation that their downline(when someone enrolls someone else in a business, they are referred to as a "downline") is performing; a strong leader will realize that based upon the potential audience or prospect's personality, another person may be a better fit to help with the presentation. The best part is, when you help develop other leaders, you succeed as well.

No matter what your industry or vocation, remember that leadership is a skill just like any other. All skills need to be developed. There will be ups and downs, but ultimately the leaders who persevere are those who experience the most joy and longevity.

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

There's a Storm Brewing

2010-08-11T07:25:00.000-05:00

For whatever reason, we have had thunderstorms that have hit between 3am and 5am for the last several mornings. Despite the best of intentions and a desire to sleep a full night, the storms often make themselves known. When I'm out in my kayak and see weather brewing on the horizon or a flash of lightning; I take the appropriate action and paddle towards shore.

Sometimes there are storms in the business world that companies ignore, often to their demise. Some examples include:
1. The recording industry thinking that downloaded music is a fad.
2. Video rental stores thinking that Netflix and Redbox won't affect their market share.
3. Any business hoping to attract a Generation X or Y client who has a website that was designed in 2001.
4. Any business that thinks their customers are loyal and won't be swayed by the competition's marketing efforts.

Just like a small rumble of thunder in the distance, your customers will ask for things that they want. Instead of trying to defend status quo, listen to them. Maybe you notice a competitor or another business using some savvy marketing practices. Model them!

Sometimes storms pass, other times they last a while. One thing is for sure; they always have an impact on the area that they pass over. Don't let your business get washed away because you are not observant. For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

A Swift Kick to the Wallet

2010-07-31T08:26:00.002-05:00

I just received a note from one of my coaching clients last night. She was telling me about the lack of speaking dates on her calendar. I offered a few suggestions and told her that I expected a report of her results within 24 hours. She ended up booking 2 speaking dates. Regardless of if you are a speaker, author, or just want to achieve better results in any area of life; follow this system:

1. Get a coach or trainer. A huge mistake that a lot of people make is that if they find something that doesn't work that well, they do more of it expecting different results. Whether it is a personal trainer who shows you that you are off by 3 degrees on doing a bicep curl, a golf coach who teaches you to bend your knees just a tad more, or a business coach who teaches you the 2 crucial words that can make your offer irresistible; you can leapfrog the learning curve by leveraging the experiences of others.

2. Practice the new technique and expect it to be uncomfortable. New things take a bit of getting used to.

3. Push yourself, and find an accountability partner. This person can be your trainer or coach. It could be a spouse or friend. I have a "Nag list" that my coach requires me to report to her twice per week. This allows me to accomplish a heck of a lot more than I would if I did not have that accountability.

We are living in an age of ever-changing technology, expectation, and aptitude. Tap your passions, discover a way to market it, and Always Better Your Best!

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Drift Throught Life..Get Hit by a Barge

2010-07-28T07:12:00.000-05:00

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591

Pancakes or a Poke in the Eye

2010-07-23T09:01:00.000-05:00

Last weekend, we were craving whole grain pancakes that are offered at several national restaurant chains in our area. When we entered restaurant #1, there was no one at the hostess table or the cash register. I understand that this was a Sunday morning and that it is one of the busiest times for breakfast.

While we were patiently waiting with others who had come in after us, a woman hurriedly rang someone up on the register and ran off to somewhere else in the restaurant. There was no "Welcome to our restaurant, we will be with you shortly," greetings or any other type of recognition. When we finally were able to get our name on the list she said, "There is a 15 minute wait." I understand that people need to wait in line at restaurants, but the absence of a greeting turned us off and we left for their competition.

When we entered the Village Inn restaurant, they were just as busy, but the manager greeted us warmly and informed us that it would be just a few minutes before we could get a table. The server we had was excellent and tended to our every need. The manager also popped by our table just to make sure everything was to our liking. We were thrilled with the experience and will gladly go back again soon.

What does this have to do with your business?

1. A smile and a warm greeting is one of the easiest and cheapest openers to any relationship. Keep in mind that you pay a lot of money to get people to come into your place of business, or for your phone to ring. Invest the proper amount of time with the "Director of First Impressions" so that the foundation is set for a good experience. If after the proper training they still turn people off, start working on a separation process.

2. Listen and fill the needs of your clients. I often hear people say things like, "He is a great talker, he could sell anything!" Actually, show me someone who is a great listener and I will show you someone who will be far better in sales than someone trying to work a "canned" pitch.

3. Ask people to buy. I don't know why this is so hard for some people. Zig Ziglar refers to salespeople who don't ask for the sale as "Professional Visitors." Even though we were stuffed from our breakfast described above, our server still offered to send us home with a pie. The worst thing that people can do is tell you "No" they can't shoot you and eat you.

Enjoy the sweet taste of success!
For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591.

Is Your Business Suffering from "World Cup" Syndrome?

2010-07-12T12:19:00.000-05:00

Unless you have been living under a rock for the last month, you are probably aware that the world has been going absolutely nuts about the World Cup. Whether or not you were one of the fans who found themselves glued to the television to catch any part of the tournament; you were undoubtedly aware of the economic impact of the tournament.

I'm not talking about the billions of dollars that were generated in South Africa, who hosted the event. Rather I'm talking about the impact of lost productivity in many countries who literally shut down for a matter of days to view the World Cup.

One study suggests the German economy, Europe's largest, loses more than $8 billion in productivity, about 0.27 percent of gross domestic product, during the month long tournament. Surveys in Britain predict output losses there of $1.5 billion to $2.3 billion.

What does this mean for you and your business? Perhaps you and your staff spend 30 minutes at the beginning of the day checking Facebook or other social media sites. Perhaps you are prone to answering a ringing phone, even when you are in the middle of a project. You may even engage in idle chatter or water cooler talk throughout the day. An hour here, an hour there...pretty soon you find yourself with projects not done and no more time left in the day.

Here are a few tips that I have found useful in ridding myself of "time vampires":
1. Return calls and check voice mail at certain times during the day. Obviously if you are in retail, this does not apply, but my outgoing message says, "I check my messages at noon and at the end of the business day. I will get back to you as quickly as possible. If this is an urgent matter, please text or email."
2. Schedule "Blow off" time. This time can be a bit of a mental break, a chance to catch up if you are off schedule, or it can allow you to mentally shift gears when switching activities.
3. Delegate, delegate, delegate. I can't tell you how many times I have found myself spending an hour trying to figure out a computer problem, plumbing problem, or some menial task when I could have and should have delegated the duty to someone else. If you don't have a staff, find someone to handle some of the non-revenue producing activities for you. Sites like Elance and oDesk offer people who would love to tackle your time wasting activities for a few bucks.

I hope this helps you add a few more hours in your day.

For more information about booking The Shef for your next event, visit http://www.theshef.com or call our offices at 1-800-863-2591.

Face Your Challenges Head On!

2010-06-29T15:00:00.001-05:00

For more information about booking The Shef for your next event, visit http://www.theshef.comor call our offices at 1-800-863-2591.

Chicken Wings in the Morgue?

2010-06-10T14:47:00.000-05:00

Have you ever been at a restaurant where you felt totally unwelcome? I'm not talking about the kind of ignoring that happens when a place is totally slammed with customers; rather an atmosphere where people don't really care if you spend your money there.

The other day my friend, Tony, and I decided to visit a well known restaurant in Madison, WI. I won't divulge the name of the establishment, but I will tell you that they serve chicken wings...and they have a city located in New York as part of their name. We were eager to catch up and do some solid masterminding over an ice cold beverage. Not only were we not greeted when we walked through the door, but I wound up having to go to the bar to purchase our drinks. It was pretty obvious that the service staff was more interested in their conversations and text messaging than they were in helping to gain revenue for their establishment.

After about 20 minutes of masterminding and brainstorming, Tony and I began to wonder if we had some kind of plague or third eye growing out of our forehead. Perhaps we were on the set of Night of the Living Dead. No one had even said "Hello." At that moment, we decided to visit one of my favorite sushi hot spots named Wasabi.

We were greeted by everyone within seconds of entering, and shown to our table. The server was very gracious and pleasant and she was genuinely happy to provide us with a memorable experience. Guess which place will be around 6 months from now?

Here are a few lessons that you may apply to your business to help create great experiences for your clients:
1. Train the "Director of First Impressions." This can be a hostess, administrative assistant, or anyone who is the first point of contact for your customer. This person is often overlooked and under-appreciated, yet they set the foundation for the experience that people will have when they do business with you. Take care of them.
2. Check in on your guests. No one likes to look around to find their server. It is your job to take care of your guest.
3. Communicate with people if there was a mistake. A simple "I'm sorry we took so long to serve you, but we are a bit short staffed tonight." Would have cast a completely different light on the experience which I described above.

There is nothing like helping people create a fantastic experience. Many businesses spend barrels of money to get people through their doorway, but they neglect them when they are there. The easiest and most cost effective way to grow your business is to take care of the customers that you already have. I hope that you and your staff will continue to live with an "Always Better Your Best" attitude!
For more information about booking The Shef for your next event, visit http://www.theshef.comor call our offices at 1-800-863-2591.

Mountain Dew = Marketing Do!

2010-05-24T09:47:00.003-05:00

Can a group of heavily caffeinated young people help pave the way for your business and branding success? Only if you look behind the surface and pay attention to the real message. This morning I was enjoying my morning Diet Dew and listening to the radio. The "Dewmocracy" commercial came across the radio letting me know that "I could be part of a crucial moment in history...helping to choose the next permanent flavor of the Mountain Dew." I'm sure that this "historic" moment pales in comparison to the signing of the Declaration of Independence, or marching on Selma, but I have always been fascinated by the unique and provocative ad campaigns that my favorite soda churns out.

Here are 3 crucial ways that this ad campaign ties into your business and your career:

1. Understand what is important to your clientele. Most Dew drinkers are 12-30 years old. That makes them part of 2 pivotal generations: Generation Y and Generation Next. These generations DEMAND to belong to something. What better way to belong to something than to be one of 3,200,498 votes that is on store shelves.

Why not create some kind of promotion within your business where people can vote for their favorite product or service within your business? Whether you offer 3 unique styles of necklaces that people could vote on, a favorite new logo for your business, or a tee shirt design; people will gladly offer their two cents.

2. Capture your client's information. It amazes me how many businesses pay huge money to get their phone to ring, doorbell to chime, or email inbox to ping. Yet they don't capture the client's information. The Dew Crew takes things a bit further by asking not only your contact information, but also offers to show you (via Facebook) what your friends thought of each flavor.

This is NOT about picking a flavor. It is about tapping into the primary communication style of your target market. I highly doubt that someone marketing dentures to senior citizens would utilize social media as their primary communication method. Different vehicles are much more effective when reaching an older demographic. If you are not that web savvy, find a high school or college age student to help you out with getting your presence out on the web. It doesn't matter how it gets done, it just matters that it gets done.

3. Keep in communication with your clientele. If you are not in front of your prospects at least every other week, your competition is. Don't let them get away. Whether it is an email magazine, articles that you write for industry publications that your target market reads, or simply sending a random card to your clients; you need to stay on their radar screen!

If you open your eyes and ears to what is going on around you and implement a crazy campaign or two, great things are bound to happen!

For more information about booking The Shef for your next event, visit http://www.theshef.comor call our offices at 1-800-863-2591.

Have You Stepped UP?

2010-05-14T14:03:00.004-05:00

Enthusiasm is so essential for success in any endeavor. No matter what your goal, ambition, or dream may be; the chances of it becoming a reality is nill if there is no excitement to propel you forward.

When people are ready to do whatever it may take to succeed, when they are willing to take that final step; that is when the world takes notice. Don't just ponder and get ready to get ready. The above clip was shot at a banking convention I spoke at in Atlanta, GA this week. ENJOY!!
For more information about booking The Shef for your next event, visit http://www.theshef.comor call our offices at 1-800-863-2591.

Ukulele Lessons and Success

2010-05-12T07:27:00.001-05:00

One of the greatest things about speaking at conventions is that I get to travel to various parts of the map. Friends that have moved away whom I have not seen in years are a bit easier to visit when I happen to have a speaking engagement in their area. Last night I was treated to an amazing evening with my friends, Cleve and Michelle Gaddis, and their 4 daughters. They happen to be in the Atlanta metro area which is where I'm speaking this afternoon.

While we were driving to their home last night, Cleve and I were discussing the "return on investment" of extra curricular activities and children. Cleve's oldest and my youngest are roughly the same age, and we can identify with the expense of time and money of these activities.. The activities may be sports, music, theater, or any other thing that helps a child identify a unique outlet of talent.

When we walked into Cleve's home, I was treated to a ukulele serenade by their 4 daughters and his wife Michelle. They were rolling through old songs and new songs and it was amazing! After dinner, we watched the video editing talents of yet another daughter. These top shelf quality music and family videos that she created on their Mac certainly put the old carousal slide shows of yesteryear to shame.

Then we moved on to more music. I grabbed a guitar, 2 girls grabbed their ukuleles, and everyone was having a great time. As his two youngest daughters began to fall asleep, I looked over at Cleve who was grinning from ear to ear like the proud father that he is. I reflected back on the conversation that he and I had en route to his home. While some parents bemoan the seemingly endless series of checks to write for baseball, drama, class trips, piano lessons, and the like; the investment pays off in spades.

Even if you can't carry a tune in a bucket, throw a football farther than your big toe, or have no idea why your kid is so excited to be in front of a camera; remember that the investment of time that you spend now will pay off for years and years to come!
For more information about booking The Shef for your next event, visit http://www.theshef.comor call our offices at 1-800-863-2591.

"Raise My Taxes!" = "Raise My IQ!"

2010-04-25T07:40:00.001-05:00

One of the leading news stories last week was depicting thousands of public union people in Illinois screaming "Raise My Taxes!" in hopes that they would continue to receive a paycheck. In today's day of governmental redistribution and the near outlawing of capitalism at breakneck speed, I feel it necessary to point out a few flaws of the event depicted above.

1. You are asking to take some of your money, send it to a bureaucracy, and hope to get a chunk of it back. They are calling this "Security." Would you encourage your 5 year old running a lemonade stand to take their proceeds and send it to the state who has 4-5 people paid to process the money, then hope to receive a few pennies back? I think not. Bureaucracies are expensive and inefficient by definition.

2. The protesters are handing all of their personal power over to someone else. Too many people forget that until about 100 years ago, nearly everyone in the United States was an entrepreneur of some kind. If you needed more money, you found an extra job, or helped out on someone's farm. I know several teachers, firefighters, and other municipal employees who have lucrative second careers in real estate, network marketing, and other jobs to help augment their incomes. Find a hobby, a passion, or an interest, and discover how to turn that into a part time income.

3. Understand that we live in a society that (currently) allows us to freely pick our occupations. If you own a store that sells a product and 100% of your revenue comes from a certain type of client, what would happen if that client no longer had money to pay for your product? You would do something else.

When you remove flexibility from your lexicon of skills, your opportunities in life are terribly diminished.
For more information about booking The Shef for your next event, visit http://www.theshef.comor call our offices at 1-800-863-2591.

The Flaming Christmas Tree

2010-04-15T07:01:00.000-05:00

Last night my son, Alex and I were finishing up some yard work. We can burn yard debris in our community and had amassed quite a huge pile of stuff ranging from an old Christmas tree to dried grass that was raked up earlier in the day yesterday. When we burn, we make sure that the conditions are right. It can't be too winds (otherwise we would have a huge fire!), it can't be too wet, and I do my best to burn when the neighbors don't have their windows open. The conditions were perfect last night and we grabbed our lawn chairs, a couple of smoothies, and a glow in the dark football and headed out to the fire pit.

Once Alex touched the flame to the grass on the pile, it only took 20 seconds or so for the fire to start growing rapidly. The heat was so intense that we needed to sit about 15 feet back from the fire. Within 20 minutes, the entire pile which had started out standing about 30 inches tall was reduced to nearly nothing.

How does this apply to you and I?
1. If you have a stack of stuff that consistently gets shuffled from one location to another in your office or home, take care of it. Do it, delegate it, or dump it.
2. Sometimes things have a purpose at a specific time in our lives, then they are not needed anymore. The Christmas tree was beautiful in December, but it had outlived it's usefulness. What things do you need to purge?
3. Have some fun. Sometimes we focus too much on the "got to" areas of life, and need to look at them as "get to" opportunities. Just as we enjoyed the experience of being around the fire, you may be able to turn your project into a fun event.

Life leaves us lessons every day. What we do with them is up to us.
Always Better Your Best!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Sell an Experience, Not a Product

2010-04-12T07:48:00.000-05:00

I was captivated by an article that I read this morning featuring Ford CEO Alan Mulally. When Mulally took over the reigns at Ford, the company was at the edge of the cliff along with the other US automakers, peering down the well of bankruptcy. Unlike his competition who leaped into bed with the government (which is kind of like taking money from the mob), Mulally insisted on making Ford great again.

Let's take a look at a few things that allowed Ford's stock to rise 700% over the last couple of years:

1. Be cool. Many businesses sell products that they like, not necessarily what the customer likes. Ford recognized a need for technology and sleekness. By using sync technology, they effectively created a 4000 lb. smart phone and the unique experience that goes along with it.

The same can be said for colleges who listen to their customers (students). Many institutions seek to please their unions and faculty first, and then let the students know what they will be left with. Kaplan University has a great ad campaign where they reassure you that you can learn at your pace, using your preferred method of learning, and will even actively work at placing you in a job in your preferred field. Why? That is what their clients demanded!

2. Streamline. Ford had 97 models when Mulally took over. Now they have 20. Don't try to be a "Jack of all trades and a master of nothing." Work on doing something exceptionally well and you will stand out. When I started my speaking career, I also owned a vacuum cleaner business, a janitorial company, a health chef business, and was a speaker. I thought that people would be impressed at the diversity of my interests. Instead I found myself having a hard time focusing on 4 completely unrelated ventures. When I placed 100% of my focus on helping people via delivering meaningful messages of motivation, and business took off. What can you lose in your business?

3. Ditch the naysayers. The board at Ford was stuck in their ways when it came to integrating technology into their vehicles. You cannot ignore the importance of constantly refining and researching unique features and benefits to owning your product. They fired the board and replaced them with people who were a bit more open minded. Who do you bounce ideas off of when it comes to your business? Your parents, your cousin Eddie, and people who don't know a thing about your business?

I would encourage everyone to be a part of a mastermind group. This collaborative group allows you to share ideas and help each other out. You won't always like what your partners will say, but you will love the result!

As you begin your day today, ask yourself, "How can we create a great experience?"

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

I Spent $500 to Slap You In the Face!

2010-04-01T07:11:00.001-05:00

I am fascinated by realtors. They are in a profession where nearly everyone should use their services, yet some people try to save a few dollars and do things on their own. My rule is: hire people who enjoy doing what you would have to really work at. The experience, connections, and efforts of many realtors allow you to leverage your time for more enjoyable things (like doing what you do best!)

Real estate professionals invest thousands in their licensing, continuing education, and marketing their name. With all of that being said, I just have to share an experience that I had this weekend. We are currently looking for investment property and noticed a home not far from ours that is owned by a very motivated seller. The home is listed with a very well known realtor who has been in the business for quite some time. I told Shelly that I would stop by the the open house last weekend and look at the property.

Upon entering the home, I noticed it was clean and well lit. The realtor walked toward me and instead of introducing herself and asking a bit about me, this person handed me a flyer of the MLS listing and told me that I could just look around. Whether or not the property would have fit into what we were looking for is irrelevant. The inconsiderate manner of the realtor was like a slap in the face. Keep in mind that I am not a thin skinned guy who needs a hug from someone when I enter an open house, but I was amazed at the waste of money and time that this individual exhibited. Most realtors will invest $500-$1000 (at the very least) in time, advertising, and opportunity cost to market a property. My hope for this person is that I happened to be the exception, not the rule in terms of her behavior.

When I speak to realtor groups and ask them how much an average client will make them over the course of their career, the answer is usually $40,000-$75,000. The top producing realtors who I know are people who are genuinely interested in people. That quick 10 second introduction, the follow up card, the smile can pay enormous dividends.

Here are a few tips from the top producers:
1. Introduce yourself to any prospect and find out a few things about them. The "small talk" that some people don't think they need to waste time doing are usually the subconscious factors that prospects evaluate when determining whom to do business with.
2. Be helpful, but invisible. This can apply to a salesperson or a restaurant server. I love frequenting restaurants where the server makes sure our drinks are full, plates are cleared, but they are not feeling the need to sit down next to us and show us pictures of their kids.
3. Follow up. Most people in sales are absolutely terrible at this! Drop a "nice to meet you" card in the mail. I also recommend sending a quick email thanking them for their time.

Hopefully these tips and this story will keep you practicing an "Always Better Your Best" business philosophy.
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

When Driving a Racecar, Don't Look Back!

2010-03-27T09:25:00.001-05:00

We were out with some friends yesterday evening and I was visiting with a friend of ours named Mike who had recently returned from a trip to Las Vegas. When I asked him about the highlights of the trip he said, "Driving a race car on a NASCAR style track!" He proceeded to tell me about driving in excess of 140 miles per hour and the rush associated with it.

"They secure your helmet to the back of the seat so you are pretty much forced to look forward at all times. You can't care about what is going on behind you, you just have to look ahead always." said Mike. That got me thinking about how important the power of focus is when you are flying around a race track at 150 mph. How many times do we go through the race of life focusing on what is going on behind us, and all around us?

We cannot control the events that have occurred in the past. The past relationships, successes, failures, and dreams. What we can control is where our focus is right now. Learning from the past is good, but if you are living in the past it makes it impossible to move forward.

Life moves quickly, enjoy the ride!

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

What Can YOU Do?

2010-03-22T16:24:00.000-05:00

I have visited with a number of business owners, community leaders, and members of the media today regarding the House passage of the Health Care Reform Act. While the vast majority of small business owners are going into "freak out" mode with the prospect of 30-60% tax increases, I encourage everyone to redouble your efforts on pursuing your success.

People don't usually get paid to freak out or to worry. (Rush Limbaugh, James Carville, and others excluded) Focus on growing your businesses and careers. Your economy is much more important than THE economy.

1. Rekindle an old business contact to let them know you are still alive. (A client of mine did that this morning and was pleased to hear them express interest in their product line)
2. Read. You never see a Barnes and Noble next to a "Buy Here, Pay Here" car lot. Reading is muscle building for your brain.
3. Exercise. The late Jim Rohn said, "You can't pay someone to do your push-ups for you!" Do a little something every day to keep your belly at bay!

Always Better Your Best!

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Disabilities or Different Abilities?

2010-03-19T11:35:00.002-05:00

Last night Shelly and I attended Branson's end of season wrestling banquet. Awards were given, stories were told, and the coaches were thanked. The highlight of the event was when the mother of a boy on the team came up to thank everyone on behalf of her son.

While you wouldn't expect someone's mother to speak on behalf of their son in high school, it is important to realize that her son, James, is autistic. Many children with autism dislike being touched and are anything but social; yet James enjoyed a fun season. Her comment to the coach and his teammates was that James has "different abilities". The coaches and kids embraced James as the fellow teammate that he was and pushed him to do his best. While he did not win many matches, he tried his best and enjoyed the experience. When the banquet was over, many people were touched by her kind words and were also grateful for the kindness and belief that the coaches and team possessed.

That got me thinking about how many times I have seen people try to get some kind of "special" treatment because of this condition or that condition. They invest 100% of their energy on lowering the bar of expectation for themselves instead of pushing themselves to grow. I have had the privilege of working with people who have looked at a perceived disability as a different ability.

My favorite author, Vince Flynn, is dyslexic. Yet that has not stopped him from writing 12 best selling books. My friend, Roger Crawford is missing the lower portion of one of his legs. That has not stopped him from helping people discover their possibilities by speaking all over the world. The world is full of examples of people who have made a decision to embrace life as a participant, not a victim.

The story about James Plavak is not only a great lesson because of what he decided to do; it is a great lesson about what is possible for all of us to do when we embrace the strengths and possibilities of people who have abilities which are different than our own.

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

20 Years or 1 Year x 20?

2010-03-12T06:53:00.002-06:00

How many times have you heard someone say, "I have 20 years experience in this business." While they may have worked in that particular industry for 20 years, chances are their career path looked like this:
- Year One- Worked their tail off. Learning everything they could, reading everything, growing their value.
- Years 2-20- Lived with the "Been there, done that" attitude. They know everything, have done everything, and don't have to read some silly stuff, attend silly seminars, or listen to silly audios.

People wonder why their incomes and their careers have stagnated. Perhaps they should consider the importance of constantly sharpening their life skills, job skills, and value. We cannot control everything that happens in this world, but we can control a lot of our world.

Be part of the 10%! I had an opportunity to meet Brian Tracy the other evening. One of the alarming stats he shared with us is that only 10% of people will seek outside learning experiences. Brian was one of the speakers and authors who I studied very early in my speaking career. Isn't it amazing that 10% of people seek outside learning opportunities, and roughly 10% of people are financially independent? Think about it....
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Go On an "Excuses Diet"

2010-03-05T07:36:00.001-06:00

Yesterday, I was visiting with someone who saw me speak a couple of weeks ago. She is part of a large direct sales organization that sells products via home party. We were visiting about her business and she mentioned that she would like more parties on her calendar. "I just want to purchase some of the new inventory that just came out, then I will book some parties and show the new product." she told me. She did not have the extra money lying around to purchase the new inventory but had quite a bit of last year's product on hand. I recommended that she put some parties on the calendar, sell the inventory that she had, and then book additional parties in the future to show the "new and improved" line.

She was committing a huge mistake that sales professionals make every day. She was buying into the "I will when..." line of thinking. "When the kids start school, are done with school, we have new product, have discount product, Saturn aligns with Venus..." You get the picture. There is no substitute for activity. No matter what product or service you are selling, you make an appointment to be exactly where you are today 60 days prior. If you want to be busy and flush with business 30-60 days from now, I suggest you pick up the 300 lb. phone and start setting up appointments. Ask past clients to do business with you again. Ask people for introductions to help you grow your business.

It is very easy to buy into excuses instead of activity. Keep in mind that most people who agree with whatever excuse you may be buying into are not making the kind of money you would like to make. Go out there and go on an "excuses diet!"
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Just 1% Better

2010-02-25T08:03:00.001-06:00

I was watching a great businessman, Alan Wiess, this morning talking about the importance of constant improvement. What most people try to do is improve their lives 300% overnight and are disappointed that they can't do it. Then they give up. Alan recommended trying to improve 1% every day. At the end of 72 days, you are twice as good! (Kind of like compound interest, I guess)

Always Better Your Best!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

The Favre Factor

2010-02-08T12:17:00.003-06:00

I was one of the 100,000,000 people who witnessed last night's Superbowl. One of the greatest things about any Superbowl is the advertisements. Watching Brett Favre accept an MVP trophy in the year 2020 at the age of 50 was just hilarious!

Then I thought about the brand and expectation of Brett. What would happen if your business enjoyed the same expectation from the marketplace as he does. Here are a few nuggets of wisdom for you:

1. Expect to be around for a long time! I purchased a camera from a large electronics store a couple of years ago, along with the extended warranty. 9 months later, the store went out of business. This is a huge fear of any consumer. Even though millions of people don't watch you on television each week, it is important to be out in your community. Whether you communicate via attending events, sending email magazines, or blogging; make sure that you are making your presence known.

2. Be flexible. Brett Played most of his career with the Green Bay Packers. His contract forbid him from transferring to the Minnesota Vikings, so he went to New York for a quick stop over. What do you do when someone tries to shoot down your original plan? Will you give up, or find a way to make it happen? Keep in mind that it is much easier to accomplish what you want when you have a number of people helping you. Blabvertise your goals to everyone who will listen!

3. Take quick action. Brett is known for his bullet-like throwing style. The longer that the ball is in the air, the greater chance the opponent has to catch it. Are you taking quick, bullet-like action? If you put together one marketing campaign that doesn't work, take a step back, tweak it a bit, and launch something again. Marketing does not have to be expensive, but it is priceless.

While you may not need to play professional sports to learn lessons that will help your business, you can learn success recipes from any industry and apply them to your world!For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Work On Your Business, Not In Your Business

2010-01-13T07:02:00.002-06:00

"I'm so busy! I have x and y and z to do today!" screams the busy entrepreneur. The interesting thing is that he will probably say the same thing the next day, and the next week, and the next year; unless he works harder on the business than in the business.

I am a big fan of delegation, yet it was one of the hardest mindsets to embrace. Most entrepreneurs will say something to the effect of, "No one cares about my business the way that I do. I need to do it myself." While that may be true, those are words coming from someone who does not own a business, but a job. Don't get me wrong, I'm not making the point that an entrepreneur should develop "manageritis" and not hustle to grow his business. Let's keep in mind that any entrepreneur makes the most money marketing their business.

I understand that if you are a plumber, you technically only make money when you are doing the plumbing work. However, if you focus and plan on marketing your plumbing services via networking, referrals, and the like; you may stumble upon relationships that can provide additional streams of revenue that you would not have realized while your head was under a sink.

My challenge to you is this:
1. Invest 30 minutes today to share your business with someone. If you do not have top of mind awareness with your prospect base, you will flounder. Don't want to talk to friends about your business? Get over it.
2. Nurture a relationship with other business professionals in your community who you may be able to help. For example, when I owned a carpet cleaning business I regularly sent business to an air duct cleaning guy. He also sent me carpet cleaning clients.
3. Track your marketing efforts. What gets tracked gets done. This can be mailings, phone, internet, or in person. Just know how well your efforts are producing a return on your investment.

Remember, you are responsible for your economy. Regardless of what the media, other people, or colleagues may say; there are people out there who would love to hire you!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

But It Was So Cheap!

2010-01-07T09:25:00.002-06:00

"The sweet taste of a low price quickly fades as you realize what you bought did not meet your needs." This was a saying that countless successful businesses have drilled into their sales organizations. What most people may not realize is that there is a sale made every time. Either the salesperson sells the client the product or service, or the client sells the salesperson their objection.

When was the last time you were glad that your purchased the lowest quality tool, television, or dental service? I firmly believe that quality pays, it does not cost. Here are a few tips for increasing your effectiveness in dealing with a price objection:

1. Demo, demo, demo. Get your product in the client's hands, help them visualize what their business would be like if they did not have to deal with the headaches that your product or service will remedy.

2. Listen. God gave you two ears and one mouth. Unfortunately, many salespeople have a chronic case of diarrhea of the mouth. They won't shut up! Listen to what your prospect is telling you, then help them find the solution.

3. Deal with the price objection up front. There will always be someone who offers a similar product or service for less money than you. Always. Sell benefits and quality. This is also a fantastic place for you to show your prospect client testimonials.

4. Ask for the business. I don't know why many people are afraid to ask for the business. After all, the customer can't shoot you and eat you; they can just say "No." That positions you in the exact same place as you were when you walked in their door.

Beware of people who only sell based upon price. The cost associated with going with the least expensive option is usually far more expensive than the investment of a quality product!

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Crucial Warnings for Your Business!

2010-01-04T09:29:00.000-06:00

Shelly and I were enjoying a bit of relaxation time over the Christmas holiday. One evening, a commercial came on for some new miracle drug that can help people stop smoking. This commercial had all of the standard pharmaceutical staples: silver haired people walking, laughing couples, and some great testimonials from the actors about how this drug changed their life. The interesting piece of this advertisement was that out of a 90 second commercial, 60 seconds were taken up telling you about all of the potential effects of the drug.

Everything from skin disorders to sexual dysfunction to mild psychosis (really!) and everything in between! Needless to say, the advertisement did little to get me excited about their drug. If I were a smoker, I can't honestly say that the benefits would outweigh the risks of taking this drug.

That got me thinking about the "Warnings" that many entrepreneurs listen to throughout the day. Do you have a question about how to proceed with a business opportunity? Why not ask my family and friends who have no clue about business. Interested in buying a piece of investment property? Why not ask the people you know who are not investors.

Be very aware of the conversations that happen between your ears. 2010 can be your best year ever if you create a fertile environment for your dreams to grow. Create a personal board of directors who you can work with that will keep you accountable to your goals. Napoleon Hill talked about the power of the mastermind in Think and Grow Rich. This group of 3-5 people can help inspire, motivate, and at times tick you off. However, they are a necessary tool for anyone who wants to be successful in business.

Stop listening to the "can't do" crowd and start listening to the "can do" crowd.

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Read Your Way to Riches!

2009-12-17T08:04:00.001-06:00

I remember when I was just starting in my sales career, my boss had recommended that I read "Think and Grow Rich" by Napoleon Hill. At the ripe age of 21, I knew it all. I gave him all of the excuses that most people say when they are presented with the idea of reading a book. Whether it was having no time, not wanting to take a break from my sales momentum, or solid ego of not wanting to believe that I did not know everything; I was fighting it all the way.

He then said something that will stick with me forever. He said, "Dave, I have read 11 books so far this year." He then pulled out a notebook which listed the books and ideas that he was able to pull from those books and act on. Then he had another column that displayed money, health, relationship, or other goals. Being that I was 21, money was paramount to me and I quickly added up the numbers listed on the page and came up with nearly $145,000.

"Did these books earn you $145,000?" I eagerly asked.
"No. What I did with the knowledge that I learned from those books did. Knowledge is not power. Knowledge combined with action is power." He sat back his chair and eagerly looked at me smiling.

I don't know what I looked like at that moment, but I guarantee my mental wheels were spinning at lightning speed. I rushed to the book store and purchased a number of books that I thought I would never read. After a couple of days, nothing changed in my world. However, after about 10 days new ideas and ways of thinking crept into my everyday life. I began to realize the importance of constantly learning and applying what I learned.

My business grew geometrically and I began to accomplish more and more with less and less. Let's face it; great ideas do not care where they come from. My challenge to you is to pick up a book or two and dive into your personal development. The greatest way to predict your future is to create it. Let reading be the genesis of your journey for success!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Take Off the Earmuffs When Opportunity Knocks

2009-12-08T07:52:00.000-06:00

I am amazed at what I learn from dogs. When our golden retriever, Chloe, hears her leash rattle; she starts going nuts. When she hears the food being poured, she comes running. If there is a car that pulls into the driveway, she eagerly wags her tail and looks out the window to see who may be coming to visit her. Despite the numerous visitors that pull into the drive, the door rarely reveals a visitor for her. Still, she still approaches each sound with the same passion and excitement.

How many times have you been presented with an opportunity or a suggestion and passed it off without even giving it a second glance? Maybe the opportunity of a new job, a business opportunity, or a relationship comes your way; instead of approaching the opportunity through the eyes of "can be" they tend to view through the eyes of "can't be."

Would you have invested in a small company run by a bunch of long haired kids in the early 80's? What if that company went on to become Microsoft? What if you are not living up to a fraction of your potential because of fear? What could your 2010 be like if you approached opportunities with a tail wagging excitement instead of the muting power of earmuffs?

Think of two people who walk onto a car lot. One person walks around, looking at cars, and is using his decision making skills to determine that he can not afford anything. The other person walks around the lot, using the same decision making skills to decide how they can buy the dealership.

Life is a series of firsts. The greatest growth in life comes when you say "Yes" to risks and opportunity. My challenge to you is to approach every opportunity with your tail wagging, waiting to see what lies beyond the door!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Make Every Day Black Friday

2009-12-03T10:55:00.001-06:00

Thanksgiving rolls around in the United States on the fourth Thursday in November. The day after Thanksgiving is one of the craziest shopping frenzy days of the year. Whether you do or do not participate in the shopping madness that officially kicks off the Christmas season, you may be able to take a lesson or two from the manic shoppers on Black Friday.

I have done the "Black Friday" experience before. It is somewhat of a hazing experience, yet if executed properly can be very valuable. The process usually starts post-meal on Thanksgiving day. Think of many people struggling to stay awake after a turkey and carbohydrate overload, fighting over the hundreds of pages of advertisements in their local newspaper. They are usually armed with markers, circling their favorite "deals" featured in the newspaper. They plan the attack plan. Where to? When? What time do we need to wake up? How should we dress?

Whether you found great deals or not on Black Friday, think of some crucial lessons that all of us can learn from the experience. Why not apply the same amount of planning and execution towards your business.
1. Figure out what you want. Maybe you circle something maybe you write it down. Vague goals produce vague results.
2. Plot out an attack plan. While you may not need to hurdle people to get the latest and greatest toy to achieve your goals, approach your plan with some passion. Successful people focus more on the "why" instead of the "how".
3. Execute! Remain flexible. You need to take massive action to achieve your goals. The universe rewards momentum, so get off to a quick start and take a bold step!

I am looking forward to creating a fantastic December and a record 2010. Are you?

Always Better Your Best!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

2009-12-01T20:31:00.000-06:00

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Turn a $1 Bill Into a $100 Bill!

2009-11-19T08:25:00.000-06:00

Every once in a while I come across a story about some genius who bleaches a piece of currency and tries to turn it into a higher value piece of currency. For example, they would bleach a $5 bill and run it through their printer so that it looked like a $50 or $100 bill. As you can imagine, the Secret Service doesn't really appreciate that kind of activity.

That made me think about currency. Obviously, I would rather have a $100 bill than a $1 bill. They are both made from the same material, but the value is determined by what is printed on and in them. Your value is determined in much the same way. Studies have shown that a high school drop out makes much less than a graduate who makes much less than someone who has a degree. One aspect of that value is what is put inside the person's head.

Education and ideas do not care where they come from. The next time you walk into a wealthy person's home, ask to see their library. Chances are they have a personal library somewhere in the home. I would imagine that they did not decide to purchase a bunch of books because they had empty space to fill. I would surmise that the books helped create the ideas that created the wealth.

What have you done to add value to your currency today? Listen to audio books, read, attend a seminar. All of these activities are a great way for you to turn your $1 bill into a $100 bill...without getting arrested! Always Better Your Best!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Sales Tips Learned While Falling From the Sky

2009-11-14T06:04:00.001-06:00

I had the unique experience of jumping out of a perfectly good plane a few years ago. Prior to boarding the airplane and jumping out of it, the skydiving club educated us via a detailed ground school class. Through experience they knew it was a lot easier to figure out potential problems in the classroom than while plummeting to the ground at a high rate of speed.

Our instructor had completed hundreds of successful jumps and assured us that if we followed what he told us, we would have a great experience. Needless to say, none of the people in our group was going to "figure out our own way" to jump. Not a smart idea. We learned how to exit the plane safely so we didn’t have an encounter with the propeller, how to fall in the right posture, when to pull our chute, and how to land safely. The jump went off without a hitch and it was a fantastic experience. We understood and knew that the person we had been listening to knew what the heck he was talking about and that we were all in a much better situation to listen to his every word rather than “trial and error” which could be catastrophic.

Fast forward a few years later where I found myself as a sales manager running the #1 vacuum dealership in North America with my great friend and sales genius, Joe DelVecchio. We had 150 total sales people and had nearly 60 people coming in every day to sell full time, door to door. To insure success we would track everything: number of demonstrations, the number of referrals, the number of sales, and the number of owner referrals.

One day, we realized that the closing ratios weren’t adding up. Most direct sales closing ratios are 1 sale for every 3 or 4 demos. We were running 1 sale for every 6. In the morning meeting we decided to let all of the reps know that there were two people out of the 80 demonstrations scheduled for that day who were friends of Joe. They had been briefed on how the demonstration was supposed to run, no short cuts, including the appropriate closes. It was like a secret shopper, but the sales person would visit the shopper instead of the other way around. If the rep happened to do a demonstration for one of those people and did everything right, we would reward them with $200 cash the next morning.

An interesting thing happened that day. Instead of the 1 in 6 closing ratio, our group closed 1 in 2.6. The next morning, the reps came in fired up and excited. They had earned almost $21,000 in commission collectively the day prior. We placed every demo sheet in a hat and drew two names for the $200 cash. Frankly, Joe and I never did have any secret shoppers that day, but the lesson was the same. If you do the right things, every time; you will get the right results.

Do you have a business where your sales force roams free and doesn’t produce? Don’t get me wrong; if you have a salesperson that achieves fantastic results and puts on a clown suit to do it, that’s fine with me. However, most salespeople will flounder without a system and burn up the leads and opportunities that they’ve earned or have been given. There’s a reason why your name is on their paycheck, or that your name has the title of sales manager beside it. It doesn’t necessarily mean that you are a better salesman than everyone. It should mean that you understand a system of selling that can be duplicated and shared with others.

Here are a few things I draw upon to this day from my early years in the vac business that I’ve found to produce fantastic results for my top consulting clients who achieve consistent breakthroughs:

#1. Set up a demo board of achievement for salespeople to qualify and aim to make it onto. The demos or customers on this board are usually those who are unassigned to any particular representative and walk or call in saying things like, “I’d like to buy. Can you sell me product?” The reps MUST hit a goal the month prior to be on the demo board.

#2. Maintain a sales tracking system and check it often. This can be called a “pipeline” or “sales funnel”. Track the number of prospects talked to; follow up, results, and referrals. It is imperative that you maintain records of the customer’s contact information.

#3. Reward the right efforts, not just the results. Everyone has had days where you work your tail off and sell nothing. Everyone has had days where they are unstoppable. Applaud the effort; however, don’t let a salesperson become a “professional visitor” instead of salesperson. Track closing and referral numbers carefully.

I would imagine that the “success tracks” in your business have been laid. The question is, “Are you making sure your team is staying on the track?” Like the story to open up this article, don’t let them pack their own parachute until they’ve proven they can be successful and safely manage your business!

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Taylor Swift's Success Recipe

2009-11-12T09:25:00.001-06:00

Last night the entertainment world was rocked by a very talented young woman. Taylor Swift, who is 19 years old, accepted 4 awards at the Country Music Awards show. Ironically, the one common denominator among the artists whom she beat out to win Entertainer of the Year was that she was an opening act for them on their tours.

Despite the millions of fans who are cheering for her and celebrating her success, there was one thing that Taylor Swift said that was profound. "Everything I have wanted has just happened to me." She started her career with passion, goals, and hard work. She knew it would not be an easy road, but she was more focused on where she was going to instead of what she was going through.

How can you learn from this success recipe? Regardless of the goal, starting point, or condition; several things remain constant:

1. Have a clear picture of what you would love to achieve. Remind yourself of it throughout the day.
2. Celebrate the little victories, no matter how seemingly insignificant.
3. Be prepared to do anything to make it happen!

While goals and dreams are nice, they are nothing without action. Put energy and passion into action and you will be unstoppable!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

The Finish Line in Sales

2009-11-11T06:40:00.002-06:00

When I visit with many sales professionals and ask them, "What is the finish line or goal of your client transaction?" I hear the same response nearly every time. "To write the order."

While writing the order by definition separates sales professionals from professional visitors, there is one huge missing piece that is worth thousands or even millions of dollars. The referral.

Many people think that by asking for a referral, or introduction to someone who may enjoy your product or service; they will jeopardize the sale that was just made. If you did that poor of a job demonstrating the need for your product or service, then you deserve to lose the deal. There is no stronger form of advertising than third party recommendation. Here is how one of my friends in the flooring industry asks for referrals.

"Thanks for your order, Mrs. Jones. Could you help me out? I like meeting nice people like you who have floors in their homes. Do you have any friends or neighbors that you could introduce me to who have floors in their homes?"

The customer usually laughs and mentions a few people. Many weak sales professionals will hand the new client a stack of cards and say something like, "If you can hand a couple of these out and tell them to call me..." If you listen hard enough, you just may hear the cards hitting the garbage can on the way out the door.

The most effective way to capture those leads is to follow up with something like, "If you could just write down their name or address in my client log book, I'd love to just drop them a note and introduce myself."

You want to be the person in charge of your referrals. If you are leaving referrals in the customer's mind, you are leaving money on the table. The worst thing they can do is tell you "No". They can't shoot you and eat you.
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Life Lessons From Bugs Bunny!

2009-10-27T06:01:00.001-05:00

I am a complete Bugs Bunny FREAK! I love his attitude, antics, and persona. When I used to tour with our rock band, I even had one of our roadies paint the Warner Bros. bulls-eye with Bugs playing my guitar on the back of my biker jacket. That aside, I was thinking about the cartoons where someone is wrestling with a decision and this little angel is on one shoulder and the devil is on another.

"Do it!" the angel encourages, "Help the old lady across the street".
"Leave her alone, let her take her chances with traffic". mutters the Devil.
Bugs will usually flick the Devil off of the shoulder and do the right thing.
You get the picture.

I was visiting with a coaching client yesterday who has a book published and is a pretty good speaker. She has not been speaking for much of a fee and sells no books at her programs. The reason why she sells no books is because SOMEONE TOLD HER THAT HER BOOK DIDN'T MEAN MUCH.

Think about it...she invested in the publishing process, wrote the book, had enough belief in the message to speak about it; yet her "Devil" on her shoulder kept holding her career and income back. I calmly explained to her that this guy was an idiot, and she had my permission to sell her books and be successful.

One of my mentors and friends, Cleve Gaddis, used to call these "Devil"s SNIOPS. That stands for "Subject to the Negative Input of Other People's Statements". SNIOPS are the devil on the shoulder of many entrepreneurs, athletes, parents, and dreamers. If you have a huge dream, not everyone will get behind you. That is fine. Maybe you want to be the first in your family to attend college, get into real estate, or start a business. There are no shortage of people who will attempt to keep you from taking action and achieving your goal. There is a reason why the people from your past don't make it into your future. My challenge to you is that you recognize these "Devil"s and kick them off of your shoulder and out of your life. Here are 3 strategies that I have found imperative to success:

1. Be part of a Mastermind group. A mastermind is typically 4-6 people who get together in person, on the phone, or over the web a couple of times per month to brainstorm and hold you accountable.
2. READ! If you haven't read "Think and Grow Rich" by Napoleon Hill, begin there.
3. ALWAYS TAKE ACTION. Small action is good, big action gets noticed. Stop "Getting ready to get ready!"

If there is anything that I can do to help you or your organization grow and achieve your dreams and goals; please feel free to contact us at dave@theshef.com.
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Let Your "Get By" Go "Bye Bye"

2009-10-22T07:54:00.000-05:00

I am so astounded when I ask people how they are doing or how their business is and they respond with, "Not too bad." or "I'm getting by". They are either insanely modest and humble, or they are putting a verbal limitation on the potential for their business to grow.

If you asked your spouse to marry you and their response was , "That wouldn't be too bad". It wouldn't give you warm fuzzy feelings, would it? I would imagine that when that moment happened (or will happen), there was a tremendous amount of intense emotion!

Tom Hopkins tells us that we should respond with "Unbelievable" when someone asks us how business is going. If it is good or bad, we are covered. I would challenge you to lift the limitations off of your life, your business, your physical body, and your relationships by planting positive verbal seeds. The toughest conversations that we have are between our ears, and most of the time if someone else talked to you the way that you talk to you; you would probably smack them!

1. Affirm and focus on what you have, not what you don't.
2. Be thankful, and give some of what you have and some of who you are without expectation of repayment.
3. Meet with someone this week who is very successful and ask them some of their secrets. They could be in great physical shape, great financial shape, or in a great relationship. Chances are they would love to share secrets with you.

Above all, be prepared to take MASSIVE ACTION. Getting ready to get ready never got anyone anywhere. Be prepared to grow, be challenged, and expect success!

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

The Price of a Day

2009-10-19T11:22:00.000-05:00

This is the beginning of a new day.
I have been given this day to use as I will.
I can waste it or use it for good,
But what I do today is important,
-Because I am exchanging a day of my life for it.
When tomorrow comes, this day will be gone forever,
Leaving in its place something I have traded for it.
I want it to be gain and not loss,
Good, and not evil; success, and not failure,
In order that I shall not regret the price that
I have paid for it.

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Up Your Standards!

2009-10-07T09:00:00.000-05:00

I was meeting with a coaching client the other day. We were discussing what was different regarding good months and not so good months. "I had a target to shoot for, and I was supported by my boss to hit it." Was his response. Sometimes it is a tiny piece of the puzzle that is missing for salespeople, students, and businesses to achieve their goals.

I reminded him that I was giving him permission to have his greatest month, ever. He just had to get out of his own way. Are there obstacles? Will everyone support him? Will he still have bad days? We all know the answers to these questions. Life is not perfect, but when you have a clear target in mind, you will breeze by the obstacles and hit your target.

I'm giving you permission to his your goals, dreams, and desires. Now get out of your own way and do it!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

A Drop of Water Can Wash Your Business Away

2009-09-30T09:12:00.001-05:00

Beliefs and convictions are very powerful tools. They are the foundational building blocks of everything in our lives. If you believe that being in physical shape is hard, you will find evidence to back that up. If you believe that business is hard, you will find evidence to back that up. It takes a lot of work to overcome a belief, especially if it is one founded upon poor information.

This spring we started having water in the basement of our river house. We never had such a problem, but it was a pretty damp Spring and we assumed that it would pass. We would suck up the water and dump it out, always waiting for the basement to dry out. I even went as far as building a wooden platform in front of the washer and dryer so we wouldn't be standing in water while doing laundry. I was convinced that we needed to install a sump pump to keep the basement dry.

Due to our busy schedules, we did not have time to complete the installation. I was ready schedule someone to jackhammer the pit in and get the thing done. Saturday I stepped downstairs, planning on sucking up yet another 70 gallons of water when I heard a drip..drip..drip. I grabbed a flashlight and within 10 seconds realized that an 89 cent fitting on a piece of plumbing was a bit loose and was dripping. I fixed the plumbing in less than a minute and cleaned the basement.

Every day since, the basement has been dry. That "false belief" that I had created a set of actions and consequences that would never have solved the problem. Here are a few things to ponder:

1. Is what I believe about my business or my goals true, or based upon a story that I have held onto for a long time?

2. What would have to be true in order for my belief to be true?

3. What are some other possibilities of solving a seemingly impossible problem or situation?

Beware of the beliefs that you hold. It never hurts to look a little deeper into a situation, explore a couple of different remedies, and take a different course. Now, get out of your own way, and better your best!

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Feed Your Head!

2009-09-24T07:10:00.000-05:00

"If you spend as much feeding your mind as you do your body, you will never have to worry about a roof over your head or food for your body."-Albert Einstein.

How true! The old statistic used to be that people were 7 times more likely to have a Blockbuster Video card than they were a library card. Now that Redbox and Netflix have all but put Blockbuster out of business, I don't know how well that would hold today. The interesting thing is that less than 10% of adults will read a non fiction book after they are done with their schooling.

Life can be learned by trial and error which is quite expensive. Or you can learn from other people's mistakes and successes. Many of these experience are chronicled in books and audios. If you don't have the means to purchase the books, hit your local library.

When I first met Les Brown, he told me something that has stuck with me since; "Never stop learning, earning, or yearning." Don't shift your life into neutral. Grow your mind, grow your relationships, grow your business!

Shef
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Limit Your Options, Limit Your Life

2009-09-23T09:17:00.000-05:00

"You are either growing or you are dying." was a phrase that I remember vividly almost two decades after meeting Anthony Robbins at the Target Center in Minneapolis, MN. Obviously as children and teens we are growing physically and mentally. However, many people shift their life learning into neutral when they are completed with their formal education.

Colonial Harlan Sanders (the founder of KFC) went out on a limb and started his business at the young age of 65 to supplement his $105 per month Social Security checks. Grandma Moses didn't start painting until she was 80. Google, Apple, Intel, and many others were started by young people with little more than a dream and an undying desire to succeed.

All of the above people are no different than you or I. They just realized that they needed to expand and grow their possibilities. Maybe you could be the next Taylor Swift, the next Colonial Sanders, the next Rockefeller. You just need to DECIDE to do it. Get out of your own way and make something happen!

Shef!

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Little Things Lead to Big Dollars

2009-09-11T06:56:00.000-05:00

Why is it that some servers in restaurants do very well, yet others starve? Why does a successful businessperson seem to just attract more business while their competition is withering on the vine? Read on...

Shelly and I are proud to have an outgoing, high energy daughter named Molly. She is a server at a local steakhouse. There are many times when she will have a customer who will tip her 30%, 50%, even 100% of the ticket. It absolutely blows us away. When asked about what things contributed to her "big nights" in terms of earnings, she comments on a few things that you may find useful and may want to implement in your business.

1. Look great. She knows that if her nails are looking good, tips go up. When she wears her hair a certain way, her tips go up. Most importantly, she KNOWS that she must exude energy and passion for what she does, and her tips will go up.

2. Communicate. She does not just go to a table to take the guest's order; she engages them in small talk. She understands that building a bridge of rapport will endear the customer to her.

3. Over-deliver. Even if the kitchen is running behind, the place sounds like a madhouse, or the sky falls; she will make sure that the customer's drinks are full, the bread does not run out, and the customer feels like they are kept "in the loop".

4. Take care of those who help out. Molly will tip her food runners and other people. It may seem foolish to some to pull money out of your pocket and give it to someone, but her runners love working with her and the performance shows.

I realize that few of you are in the restaurant industry, but any server at a restaurant is a perfect snapshot of an entrepreneur. They have the wonderful benefit of seeing the results of their actions in a very short time-frame and can adjust actions accordingly. Many businesses will dawdle in one direction and hope for a feedback of customer service months or years down the road.

Recognize the similarities between the food industry and your industry. Find a way to better your best!

Shef

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Get Out of Your Own Way

2009-08-25T07:13:00.001-05:00

Ask the first person that you see after reading this "What do you want in life?" Chances are they will respond with a list of things that they wouldn't like. "Well, I don't want this", "I would like to do this BUT..."

Have you realized that most people's worst fears don't ever happen outside of the confines of their own minds? There are enough people who are more than happy to quash your dreams, why would you want to join them?

Here are a few things that will work:
1. Decide what it is that you would love to be/do/have.
2. Take MASSIVE action immediately.
3. Monitor and move the results.

I don't recommend taking small steps. Small steps produce small results; and small mistakes. Large actions produce large results whether they are good or bad. This will force you to take notice and change course appropriately instead of slowly bleeding your dreams to death.

For a free goal setting report, email us at dave@theshef.com!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

The Icing on the Cake

2009-08-12T06:59:00.000-05:00

What compels someone to do business with a certain company? What keeps people coming back? How do you build a rabid, loyal following? Let's take a look at the 3 ways that businesses can grow their revenue:
1. Create new customers. This is by far the most expensive way to grow revenue as you have the acquisition cost. However, if you treat them right they will stay. Why do you think cellular phone companies spend an average of $700 per customer to acquire them? Why does a grocer take out $30,000 worth of ads per week? Getting them in the door is crucial.

2. Create more revenue per transaction. I have a client who is a hair stylist. After we began our coaching, she raised her prices 25%. She lost her lowest paying 5% of clients and still made more money. She also began offering hair products to everyone in the chair. Once she realized that they couldn't shoot her and eat her when offered the opportunity to buy additional product, her revenue went up!

3. Book repeat business and ask for referrals. Every time I get my hair cut I am asked to book my next appointment. What a great way to keep me coming back! Look at any nutritional company or health club. They don't just sell you one bottle of vitamins or a single workout. They will collect from you every month!

The greatest way to keep a client is to create a "Wow" experience. It could be offering them a beverage while waiting in your lobby, sending a card thanking them for their time, or delivering a small gift to them. For additional information and other great information, visit www.theshef.com
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

A Sale is Made Every Time

2009-07-28T07:33:00.000-05:00

Either you will sell a customer on why they should do business with you or they sell you on why they are not. Many factors go into this. Over the last few weeks, I have noticed a disturbing trend. I'm finding that salespeople/businesses fall into a few different categories:

1. Field of dreams. I built it, they will come. I deserve their hard earned money and don't have to make the experience memorable for them. Think about most major airlines and the service that you receive. (How's that working?!)

2. They will come get me if they want something. Have you ever had to interrupt two or more employees talking to each other to ask them a simple question? What a pain in the butt! Many people don't understand that it is the customer who writes their paycheck, not the company.

3. Trusted adviser. We had a great experience last night. Shelly and I were guests in a women's clothing store and were greeted by a fantastic associate named Lisa. "I just wanted to let you know that everything on this wall is on sale. What outfits can I help you find?" she asked. Guess who earned our business?

The woman described above was not pushy or over the top. She acted in a way that made us feel comfortable by telling us about a special and asking us a yes/yes question. Note that she didn't ask us if we needed help. (We weren't trying to change a flat tire for gosh sakes! It's amazing how many salespeople try to offer pity to their customers!) She simply assumed that we were going to do business there and wanted to help us.

Think about it.....
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Are You Saving Time...or Investing It?

2009-07-20T07:44:00.002-05:00

Our city hosted the "Get Motivated" seminars by Peter Lowe come to town this past week. It is a fantastic deal. For a few bucks, you get to spend the day with some of the greatest opinion leaders on the subjects of leadership, wealth, spirituality, relationships, and motivation. This year Rudy Giuliani headlined it and was joined by Zig Ziglar, Phil Towne, and many others. The events also draw nearly 8000-12,000 people.

One of the interesting observation that I notice when I'm at an event is that the people who attend usually are high achievers. They take the bull by the horns and make things happen. They are also open to new possibilities and opportunities. They are also very "busy" people. Conversely, the people who could really benefit from attending an event never find the time to invest in themselves. Yet they can provide an accurate account of the hottest television programs on any given evening. When is the last time you received a check from a television station for watching their shows?

We have one commodity that we can never get more of...time. You spend your time on some activities and you invest it with others. Here are a few things that I have found to be great uses of time:
1. Reading
2. Writing
3. Time with family
4. Working out
5. Attending seminars
6. Prayer or meditation

Think about it...the clock is ticking!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

In Times Like These...

2009-07-09T09:56:00.000-05:00

I was reading an article this morning mentioning the craziness of people feeling some kind of doom. Let's think about this for a minute. If you are wanting to be successful in whatever endeavor, would it benefit you to begin by thinking, "If I fail at this..."? Of course not! If your young child is carrying a drinking glass into another room many parents say, "Don't spill!" Guess what happens next?

YOUR SUBCONSCIOUS MIND DOES NOT RECOGNIZE A NEGATIVE STATEMENT, ONLY POSITIVE! The child's mind heard "spill" so it did what it was commanded to do. The same statement is true for people who say, "I'm not a smoker" or "I'm not fat". You get the picture.

My challenge to you is to think on purpose and not to regurgitate whatever garbage you hear. If you want your business to succeed, do what it takes. If you want your family to be a tight knit family, do what it takes. After all, when is the last time that the government or the media encouraged you to do something? You are the only one in charge of your success.

Here are a few things to change the states of people who are negative:
1. If someone is ranting or moaning about ongoing problems, put a clown nose on and listen to them.
2. If they are in your office and not leaving, you leave.
3. Next time you visit the bank, ask if they are offering free samples today.

The reason why few people achieve their potential in life is that they are afraid to make decisions and take responsibility for those decisions. I challenge you to pursue something that you have been putting off, take action on something that you have been thinking about, and to celebrate your momentum!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Have Some Fun!

2009-07-07T09:41:00.005-05:00

I really enjoy doing business with people who are...pleasant. Not that they have to bring out a marching band and do back flips everytime a customer walks in; but just enjoy what you are doing! Sometime I would love to take an air horn with me to recognize "Service Fouls". I don't know if blasting the air horn would improve service, but it sure would get their attention!

Here are a few of the things that Shelly and I observed last weekend while traveling:
1. 3 employees talking to each other while customers were waiting to pay for items.
2. An employee helping someone balance their cash drawer while we were waiting to sample their product.
3. No smile. Damn, that is a killer.
4. SSSSSSLLLLLLLLLLLOOOOOOOOOOOWWWWWWWWWWWW service.

These are just a few. Don't get me wrong; I set out to find OUTSTANDING customer service everywhere I go. When I do, I jump to reward and compliment. We had a fantastic bartender on Friday night who was very nice. We were looking for an outfitter to drop us off so we could kayak. This young woman explained that her mom and dad were camping at the same campground we were and would be happy to shuttle us. By the time we had our salads, our rides were arranged!

When people are lamenting about a tough economy, people not spending money, or any other garbage; maybe they should look in the mirror. Are they happy and excited to welcome business, or do they look as if they just ate a big bowl of grumpy and can't wait to share it with the world?

Food for thought!

Shef
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

What Are Your Dream Daggers?

2009-07-02T12:13:00.000-05:00

I was speaking to a great group this past weekend. We were discussing how some people seem to achieve more than others. I love the Larry Winget quote, "You can't dream yourself to success, attract yourself to success, you need to WORK your way to success." One of the most basic observations that I have found is that successful people live with different words than people who are not as fulfilled.

Here are a few "dream dagger" words: try, hope, might, should, wish....

In the program, I had an audience volunteer come up to the stage and "try" to pick up a set of keys. He bent down to pick them up but I stopped him. He WAS picking up car keys. You cannot "try" to do anything. Just do!

Do you have a dream that is in neutral? What are you feeding it with?
1. Surround yourself with people who encourage you.
2. Live with "can do" words.
3. Take some kind of action EVERY DAY to make your dream a reality.
4. Model someone who has accomplished what you are striving to accomplish.

Hope this gets you going on this 4th of July weekend!

Visit www.theshef.com
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Use Your Inside Voice

2009-06-29T08:22:00.001-05:00

This past weekend, we went out with a few friends to one of our favorite watering holes. We really enjoy the atmosphere, staff, and their martinis. Our server was a very energetic young man who clearly loved what he did. He made us laugh, was very prompt, and helped create a wonderful memory. (Note: If you work in the hospitality industry, you are not in the business of food or beverage, you are in the business of creating an experience)

At the end of the evening, we were talking about how much we really enjoyed our server. As he was presenting us with the tab, he said, "I have a few jokes for you..." No problem. We love good jokes and I'm anything but thin skinned. He then proceeded to launch into 3 or 4 VERY inappropriate jokes. We left with a completely different attitude than we had just minutes prior.

Here are a few things to keep in mind: 1. If you are in an industry where you deal with the public, your opinions are fine to share. Just have some discretion. 2. Not every client shares your view of the world/politics/religion, etc. Stay away from it. 3. Know your audience! I remember a story of a famous speaker addressing a group of GM workers talking about how great his Lexus was. He wasn't invited back. Use your head.

Keep in mind that it takes a long time to create a great impression and milliseconds to shatter one.

Shef
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Are You Ready for a Comeback?

2009-06-23T09:57:00.001-05:00

We had a wonderful weekend filled with kid's ball games. Some were won and others were lost, but a total of 7 ball games in a 3 day span is a great thing. Branson's team had a game that started at 9pm on Saturday evening. The team was down by 1 point in the last inning and Bran was up to bat. 2 outs, full count. Needless to say, there was just a little pressure.

He smacks the ball well into the outfield and causes 2 RBIs for the win! The entire attitude of the team was lifted and they had a great amount of renewed energy (despite the fact it was 11:15pm) What a comeback!

That got me thinkin'...What rules do you have for you to feel good about a comeback?
Do you set impossibly high standards for yourself so you are always discouraged, or do you set milestones and rewards? Have you had temporary challenges in your life and view those as a sentence for failure?

In my live programs, I have my audience administer an "attitude check" on themselves. We have hundreds (or thousands) of people screaming, "SOME WILL, SOME WON'T, SO WHAT!!!" What I mean by that is that some people will support you, some things may go your way, some feelings will come naturally. Some stuff won't go your way; and SO WHAT! You can't live in the world of "If only..." You must live in the world of what IS...

Visit www.theshef.com
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Do You Have a Postcard?

2009-06-17T14:57:00.000-05:00

So I'm walking the dog the other night. It is a beautiful June evening on the Mississippi river, I can see the lights of Iowa cascading across the still waters of the river. Pelicans are floating, frogs are well, doing whatever the heck frogs do, and life is good. At that moment I realized that this evening was a postcard worthy event.

When people travel, they typically pick up souvenirs to remember a specific event. Pictures are the same way. What a great way to remember a fun trip or journey! However, what is life other than a journey? Here are a few postcards that I have lived in the last few days:
1. The smile on Alex's face when he struck a kid out.
2. The look on someone's face when I paid them a genuine compliment.
3. The "yipee" factor of closing a big deal.
4. The rush I felt when Shelly said "Yes" when I asked her to marry me.
5. The serenity of listening to nature.
6. Hearing people close to me tell me that I'm loved.

This represents just a few that came to mind. What are your rules for postcards? Are you setting yourself up for failure by setting impossible standards, or are you rewarding every step along the way?

Think about it...

Shef
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

You Can Take Charge!

2009-06-10T08:18:00.000-05:00

I'm reading some quotes from the great Jim Rohn. This one caught my eye, and is now covered with highlighter.

Philosophy drives attitude
Attitude drives actions
Actions drive results
results drive lifestyles

If you don't like your lifestyle, look at your results.
If you don't like your results, look at your actions.
If you don't like your actions, look at your attitude.
If you don't like your attitude, look at your philosophy.

If you think about it, the above quote screams a few things at me.
1. Self reliance. Notice that he didn't say, "If everyone at work and home are cheery and supportive, I can succeed." YOU are the only one who can create success for you.
2. Focus on the solution. Don't listen to the water cooler whiners who are focused on the problems or talk about how unfair things are. Focus on the solution!
3. Understand that direction and belief are the genesis of greatness. Figuring out why you are committed to something is more important than the action steps at the beginning of something. A lot of times people like to be "busy" doing something without having the "big picture" of what they are going toward. Take some time and focus on the why!
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Remove the Easy Obstacles

2009-06-06T07:00:00.000-05:00

We have many obstacles in our world. Some we can control, and others show up at the most in-opportune times. One of the things that I have found a great aid in achieving what you want in your business, life, relationships, and health is to remove the littlest of obstacles.

There is a drug for a blood thinning drug running on television. It shows a strong good looking man with a hard hat walking around a construction site. "Joe is a strong 200 lb man, but a blood clot the size of a pencil tip nearly brought him down..." The idea is that this little clot in the wrong place can kill you.

I began to think about how in our minds we come up with many big things that can sabotage our goals or directions. Here are a few:
"I'd love to start exercising, BUT what if I twist my ankle and can't walk for my daughter's wedding in 8 months."
"I'd love to visit that destination, BUT I hear the traffic/crime is bad."
"I'd love to take our relationship to another level, BUT that would open me up and leave me vulnerable."

Think about the reserve and dispassionate life that someone may lead when they let fear dictate their direction, not love. Here are a few things that I have found useful in combating a sabotaging environment:

1. When I get up I put my running clothes on and running shoes too. I need to run. My clients really wouldn't like me showing up at their offices or conventions in my workout clothes!
2. I ask myself, "Why CAN this be great?" when my knee jerk reaction is the opposite.
3. I read something positive every morning for at least 10 minutes. Your brain is most open to suggestion at this time. I may as well put good stuff into it as opposed to negative.

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Chew on it...

Shef
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Are You Stretching?

2009-06-05T07:57:00.000-05:00

Stretching is an important part of any exercise program. If you don't stretch (after a slight warm up) your body may have cramping and muscle spasm. There is a bit of pain, but in the end, the relaxed muscles allow you to go farther than you were able to before.

If you are really ambitious, try yoga. We love going to Indigo Wellness (www.indigowellness.info) in Moline, IL. Aside from people who have this ability to twist themselves into a pretzel, most are just enjoying the work out. I have found that it helps with pain and injury as well as overall well-being.

Are you stretching yourself mentally? When is the last time you read something, attended a seminar, or listened to a personal development audio? Focus on life long learning. Remember that great ideas don't care where they come from! Chew on that one for a while...

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I Don't Wanna...

2009-05-31T09:05:00.001-05:00

Momentum is a very interesting creature. It is awesome when you have it and what you are doing propels you forward with very little effort. It is a pain when you need to start building it. Jim Collins writes about the "flywheel" concept in his best seller, Good to Great. Simply put, a large flywheel (think merry-go-round) takes a tremendous amount of effort to get moving with very little reward in the beginning. Once the flywheel develops momentum, however, it does not take much effort to keep it going.

Where am I going with all of this? We are sitting in our running clothes, enjoying a beautiful morning. We are committed to running, love running, and know that we have to run. Yet, I'm writing this blog.... If there is something you are committed to doing, take some kind of action. It may be small, but successful people don't do large things better than anyone else, they do a series of small things that other people are not willing to do.

1. What can I do RIGHT NOW that will move me in the direction that I want to go?
2. What little thing can you do right now to start momentum?
3. What reward will I get when I take some action?

Now if you'll excuse me, I am going for a run.....

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I Don't Wanna...

2009-05-31T09:05:00.000-05:00

Do You Have the Barb Factor?

2009-05-26T07:16:00.000-05:00

I have the pleasure of traveling quite a bit. This allows me to see a variety of great places and great people. It also puts me in a great number of airplanes. Many times the service is less than stellar, but every once in a while I encounter someone who makes the concept of being trapped in a metal tube at 35,000 feet quite enjoyable! There are two people who come to mind; one is Kit Rupp out of Detroit, MI. She was so fantastic and excited when I was traveling to speak at a convention in MI. (I realize that the thought of flying to Michigan in the dead of winter is a crazy concept, but until I find a way to have 10,000 people come to my house to hear me speak; I have to go to them)

The more recent example happened the other weekend. Shelly and I were heading back from Colorado and were frantically trying to catch our flight. My book signing line at the convention I was keynoting was longer than usual and I wanted to make sure I had an opportunity to help everyone I could. We finally arrived at the airport and checked in for our 3:05 flight AT 2:29!! Put on the running shoes, blast through security, and run 96 football fields to the gate.

We were greeted at the end of the jet way by a wonderful woman named Barb. She was singing and laughing. We were seated in the front row and witnessed her pleasant demeanor with every boarding guest. After everyone was seated I made a point to compliment her on her attitude. "I have been doing this for years and I have found that my work is so much more pleasant if I bring a great attitude."

Needless to say, I will go out of my way to fly Frontier airlines. I would challenge you to bring the "Barb Factor" to everything you do today. Brighten someone's day, compliment others, and provide exceptional service.

Food for thought...

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Take a Minute...

2009-05-22T07:33:00.001-05:00

Memorial Day is a time of celebration, relaxation, and the kickoff of Summer! While many people are enjoying BBQ, refreshments, and games; there are hundreds of thousands who are currently fighting on the front lines to keep our rights, our country, and our safety in place. Regardless of political rhetoric, who happens to sit in a particular office, or what your political leanings are; now is the time to thank the brave men and women who will step in front of a bullet for you or I.

Would you march with 100 lbs of gear over a frozen mountain, a broiling desert, or a stormy sea just to protect someone whom you have not met? Regardless of your position or feelings on the military or the wars going on right now, there is a hero fighting for your right to disagree or agree about anything and maintain the right to say what you wish about it.

Take a moment this weekend to not only thank the veterans who have fought or are currently fighting for our freedoms, but also think of those who have made the ultimate sacrifice in defending us.

If you are reading this post, thank a teacher. IF YOU ARE READING THIS POST IN ENGLISH, THANK A SOLDIER!

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Can I get an "Amen!"

2009-05-12T06:20:00.004-05:00

"Amen!" screams the audience in a church, stadium, or other venue. It is a simple word that just means to approve of what was just said. While it is mainly used in a spiritual sense, many people unknowingly offer their "Amen" to dis-empowering things and negativity. Here's the scenario:

"Paul" is talking to a co-worker. "Wow, times are tough out there."
"Amen" says "Betty"
"I wonder when all this madness will ever stop." Paul continues. "There is no growth, money, there is so much negativity. This is crazy!"
"Amen" is the reply.

Think about the negative thoughts that "Betty" just planted in her head. They will grow. You reap what you sow. Unfortunately, most people sow crummy thoughts which turn into crummy actions which turn into crummy reality. Then the water cooler talk begins again.

The overwhelming need that many of my clients want me to share with their group is the power of changing the negative into a positive. You can't ignore reality, but you can make a decision to acknowledge it and do something about it. Would you notice a few weeds sprouting up in your garden and say, "Damn, these weeds are going to overtake this garden. I wonder when the garden stimulus program will be passed?" Heck no! You bend down and pull the little suckers out!

Here are a couple of things to chew on:
1. When someone starts in on how negative something is (it is usually the economy these days, even though studies have shown that 90% of America has the same paycheck as 18 months ago), respond with "I understand, now let me tell you what I'm doing to improve my reality.
2. Be prepared for them to either leave or resent you as they only wanted an ear for their pity party. If you live in your pity party, you are pitiful.
3. Sharpen your skills. Don't wait for your company, church, or the government to give you some kind of a program. Join a Toastmasters group to sharpen your communication, take a college class, learn a new hobby. Who knows, you may find a very rewarding new passion! Don't wait for a hand out. I heard about the government offering a free report about teaching Americans to be better money managers. Isn't that a little ironic?!

Now that is an "Amen!"

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I'm Sorry, Things Are Looking Up

2009-05-08T07:19:00.000-05:00

I love speaking. I love the experiences (most days), the audience reaction, the results, and the relationships that are created as a result of meeting all different kinds of people from all around the world. One of the most requested program content items lately has been pure motivation. It seems as though many people think that the light at the end of the tunnel is a train. WRONG!

This past week included seminars attended by nearly 1,000 people from all walks of life. The OVERWHELMING feedback comment I have been hearing after my programs can be summarized as follows: "I have been upbeat and optimistic. Thank you for reminding me that it is OK to be that way. So many people are down and I almost feel bad that I'm so happy." My challenge to you is that you be the thermostat in your environment and not the thermometer. By that I mean, SET the attitude, don't RESPOND to it!

Kind of interesting, isn't it? When you think about it, where does the choice of optimism start? I can't motivate someone, no one can. It is a choice. I believe that the genesis of attitude starts with the questions you ask yourself on a regular basis. We all have these voices inside of our heads telling us positive and negative things. (Hopefully they are the same voice!).

Here are a few "Success Recipe" questions that I have found lay a great foundation for a great attitude:
1. What am I thankful for today?
2. Who do I love?
3. What is one thing that I can do to make someone smile by 9 am?
4. What are my top 3 talents that I'm committed to sharpening today?
5. If my kids were to shadow me today, what would I teach them by my behavior?

Give it a try for a week or so. If it doesn't work, I'll give you your old life back, for free!

Shef
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Would You Run From Someone Who is Infected?

2009-05-05T05:57:00.001-05:00

I swear, if I hear the term "swine flu" or whatever the politically correct term for this darn thing one more time I'm going to go crazy! Never mind that more people will die on the nation's highways in the time it takes you to read this blog than will die from swine flu.

I spoke at a conference yesterday. One of the speakers couldn't attend because he had been exposed to the virus and was being quarantined. I asked the audience, "How many of you would run from this room if you KNEW that someone in here had swine flu?" All of the hands went up.

"How many of you would run from this room if there were people with equally as dangerous attitudes and beliefs?" A few people raised their hands, but most people looked confused. When there is some kind of illness that we have a very slight chance of catching, people take crazy precautions to avoid exposure. However, study after study has PROVEN that over time, people's attitudes will reflect those who they associate with. If people have a negative or "can't do" attitude, most of us have been conditioned to try and appease instead of convince them otherwise. It is easier to lower your expectations than to lift others up to your level. Guess what? You can make new friends, coaches, and mentors. Motivation takes work.

My challenge to you is that you get to know people who push themselves and those around them (in a good way). My coach, Kevin Bracy, told me something that will stick with me forever. He after a particularly grueling coaching session, he explained, "Shef, your friends love you for who you are. Your mentors love you too much to leave you where you're at."

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What is Your Weakest Link?

2009-04-28T08:30:00.001-05:00

We have all heard the saying about the "weakest link" There was even some crazy reality show with that title. The greatest illustration of how powerful the weakest link was told to me by an exceptionally successful entrepreneur, Ben Mangan.

Ben pulled out a few links of really heavy duty chain. He then went to another bag and pulled out a slightly lighter grade of chain. He each time he did this, he asked the audience if they would feel comfortable being supported by that chain if it were hooked to an elevator that they were suspended in 50 feet above the ground. He kept repeating the process until he pulled out a few links of a very thin chain (about the strength that you would find on a little child's home swing set).

"Now, how comfortable would you be if this were attached to the elevator car?" No hands went up.
"How about if we move it to the top of the shaft?" Still no hands.
"The rest of the chain is very heavy duty. All of you said you were completely comfortable with those chains holding you above the ground. What if we put the little chain in the middle of the linkage. That should balance everything out." Still no hands.

His illustration was crystal clear. Even though you have tremendous strength in most of the chain, you are only as strong as your weakest link. How does this translate into business? You may have an exceptional sales staff, service staff, and management team; but if your reception area is staffed by grumpy people, all of that strength is lost.

If you focus all of your time on training, but none on prospecting, that is your weakest link. My challenge to you is that you identify your "weakest link" in business and take steps right now to fix or remove it. Your results will be great!

Something to think about!

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Are You Looking Up...or Looking Down?

2009-04-24T13:44:00.000-05:00

I had the pleasure of speaking to several great groups recently. One of the things that a few audience members said was, "It's like someone told the public that it is OK to spend their money. Since then, our business has been booming!" There is no doubt that there are many sectors that are struggling right now. However, there are quite a few that are booming.

In my live programs I talk about the Reticular Activating System in the brain. It is a function that allows you to discern what to focus on and what to ignore. A good example of this is when you purchase a new car. You may or may not have noticed the car before, but after you buy it you see them everywhere! Perhaps you purchase a new outfit for an event that you are attending. When you get there "everyone" has it. (Ladies, you can relate to this:))

Are you focusing on what can be, or what can't. Do you fill your mind with negative news and gossip, or do you fill it with positive and motivating books, audios, and calls?

Pay direct attention to what IS going great, what opportunities CAN be there, and how you can grab a hold of it. It will take some effort, but everything worthwhile usually does...

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Are You Paying Attention to the Little Things?

2009-04-21T07:03:00.001-05:00

We are all familiar with the story of the Titanic. Yes, it did hit an iceberg. Yes, quite a few people perished. However, what you may not realize is that what caused the Titanic to sink so quickly was not the large iceberg it hit; rather it was the shortcuts taken during the assembly. The rivets were of substandard quality and broke under pressure. The builder was trying to create three of the world's largest ships and was unable to get the quality that they normally require for such things. They also split their focus and were moving too quickly.

I have a great friend who is a builder. Colin Woods has created some of the nicest neighborhoods and dream homes in our area. He will tell customers the following, "You can have speed, price, and quality...pick two." You can't have the greatest quality if your job is rushed.

What are the rivets in your plan? What are the little things that you don't think make a big deal, but can. I follow the following with my business and life:
1. My assistant (Tamara) needs to not only be efficient, task worthy, and driven. She must also convey the right impression to clients and media when she is on the phone. I can't tell you how great it makes me feel when clients tell me that my assistant was so pleasant to deal with. Who is the director of first impressions for your business? They don't just answer the phone and greet people. They are the first impression of your business to anyone who meets with you.

2. I must have people in my life that hold me accountable to my outcomes. Notice that I did not say "goals". You always get an outcome. Some good, some unexpected. You don't always reach the "goal". Shelly keeps me on track with my fitness goals. Running is a priority for us, and sometimes it can be hard to keep that regimen going when we get busy or I'm on the road. Sunday was a rainy and cold day. It would have been perfect to just snuggle up on the sofa and watch movies. She had already ran 7 miles the day before but offered to ride her bike while I did my 4 miles. We had a blast! We were soaked and chilled when we came back and Branson met us at the door with dry towels; but we did it! Find people who will keep you accountable.

3. Take time to be thankful. It is real easy, especially when we are busy or stressed to forget about the gift that we all have called the present. Some of the things that I remind my self of every day to set the foundation for greatness include: health, family, friends, talents, abilities, etc. I can go on...

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Are You Trying New Things?

2009-04-17T07:18:00.000-05:00

I had a blast last night with my 11 year old, Alex and two of his buddies. At dinner, one of the kids was eating a jalapeno. Not a big deal, until he challenged the other two to do it as well. They did. Turned a bit red, and laughed when they were done.

That got me thinking...kids are willing to try unknown things (some good and some bad), but that is how they learn and grow. Many of us as adults tend to shy away from what it is that we don't know and stay in our comfort zone. Here are a few things that just popped to mind when I think of what adults tend to fear:
-beginning an exercise program (fear of looking stupid)
-beginning a new career
-starting a business
-joining a civic group (optimist, jaycees, etc.)
-attending a networking event
-participating at a rally for a cause that they believe in
-travel to a place unknown

These are just a few things. My challenge to you is that you take some kind of ACTION today to knock down one or more of those fears or any other fear.

I need to hit the road right now to continue the One Step From Striking Gold book tour. IL this morning, Des Moines tonight, hope to see you at an event soon!!

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Are You Saving Time or Investing Time?

2009-04-16T08:31:00.003-05:00

The power of the words that we choose to live with is amazing. When you visit with someone who "has to" do something, it is very different than someone who "gets to" do something. If you are "spending time" it is very different than "investing time".

I had the pleasure of speaking to about 700 people from John Deere the other day. The Employee Networking Group that brought me in was very clear that the greatest asset they had were the people in the company. They felt it was important to let them know by putting on a fantastic set of programs for the day. Some people may deem putting on an event as "spending" money; while amazing companies and organizations know that "investing" in employees will return more than they could possibly imagine.

One of the things that I typically cover in my live events is the power of taking action and being flexible. We are in a different kind of market and environment than we were even 1 year ago! (I was visiting with one of my coaching clients the other day about that very subject! Many of my marketing programs have changed dramatically in the last 8 months to reflect the changes necessary to capture market)

Here is some food for thought:
1. Are you comfortable? If you are, change something. Growth doesn't happen when you are comfortable. Anthony Robbins says "If you aren't growing, you are dying".
2. Make a plan to take action on at least one item per day that will move you toward your goals. It may not seem like much, but the snowball effect of momentum will amaze you.
3. Find a mentor. They will hold you accountable to your outcomes. You may not always like them, but you will love them for helping you accomplish what it is you set out to do.

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Are You "Locked In?"

2009-04-09T07:47:00.002-05:00

High School is a great time. You know exactly what it is that you want to do for the rest of your life. In addition to that, you know EVERYTHING! As we mature, we realize how much is that we don't know. (I was amazed at how smart my parents became within 3 weeks of Alex being born!)

I was going to be a rock star in high school. I was even voted, you guessed it, "Most Likely to Become a Rock Star". We enjoyed recording and touring, but it became very old very quickly. Who would have thought that long hair and tight pants wouldn't take you great places in the business world?!

I decided to change my path in my early 20s and pursued other things. This got me thinking: how many people are in the mindset of "I decided that I wanted to do xyz, and I don't really like it. I just have 26 years, 3 months, 2 weeks and 4 days left until retirement." In today's uncertain times, people are having to discover new career pathways if their jobs are eliminated.

My recommendation is that you remain flexible. Acknowledge that times change, and continue to sharpen your skill set. I am reading a great book by John Maxwell, Put Your Dream to the Test. One of the quotes reads, "The more you are concerned with things you can't control; the less you will do to improve what you can control."

Chew on that one...

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Do You "Get It?"

2009-04-08T11:37:00.000-05:00

I really enjoy traveling. In my industry I must travel (until I can find a way to have 10,000 people come to my home to hear me speak:)) This often means many nights in hotels, miles on planes, and dealing with people in the hospitality industry. I experience the full spectrum of customer service. The more I travel, the more that I see a trend: The companies that give great customer service are the ones that thrive. It is also essential that everyone in your organization shares the vision of great service. Here is an example:

Shelly and I were heading to Austin, TX this past weekend. We flew on a major airline and were not greeted when boarding, we were only directed by the flight attendants when need be during the flight. It was as if we were "interrupting" their work day. The pilot, on the other hand "Gets it" He thanked everyone for choosing their airline, mentioned small tidbits about areas that we were flying over, and even shared the fact that his son attended a university that was 30,000 feet beneath us.

Not consistent vision for customer service. If the flight attendants had the same attitude as the pilot, the airline may have more raving fans instead of dancing in and out of bankruptcy court. I do have to mention that MOST of the flight attendants that I encounter are very pleasant and upbeat. This was just an exception.

Our hotel was a different story. From the second that we pulled into the Omni, everyone from that moment on treated us like family. No questions, no problems, just a solid commitment to customer service. They "Get it"

This does not happen by accident. Make a point in your business to have regular meetings either in person or on the phone with everyone to communicate the direction and vision for your business. People feel like a part of something larger and more meaningful when this happens.

Just some food for thought...

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Are You a Ka-Billionaire?

2009-03-31T06:17:00.000-05:00

I had the pleasure of visiting with the President of four large carpet stores in the Midwest . Shawn Langan is one of the most customer service oriented people I have ever seen. We had discussed several topics, not the least of which was the need for continuous marketing; ESPECIALLY during a slow economic time.

We had discussed several key elements to small business success that are essential to doing well in business, therefore making you a ka-billionaire. (OK, I have to give Shawn full credit for that word)

1. Join every networking group and chamber of commerce you can. While there is usually an investment to do so; you will have the opportunity to get to know people in your area and network with them. Shake hands, hand out business cards, and do whatever it takes to make a lasting impression.

2. Amaze the customer with outstanding service. My friend, Roger Crawford, talks about the lagniappe, that is the "extra" that someone puts into what they do. Whether it is called a baker's dozen, a complimentary loaner car while yours is being repaired, or giving someone a small gift just to brighten their day; it all makes a difference! Nurture that relationship!!

3. Share your vision with your staff AND the public! There is nothing that moves something forward more quickly than a concrete vision. If you lack vision, you are held in a holding pattern. If you have a strong vision and are able to communicate it effectively, heaven and earth will move for you to achieve it!

We can all take lessons from Shawn's "Ka-billionaire" philosophy. Even if you are not in business, use these principals at your workplace to become indispensable!

Think on it

Shef
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How About Those Scooby Ears?

2009-03-24T06:47:00.001-05:00

I loved the cartoon Scooby Doo. You never knew what might pop up, what crazy man or woman may feel the urge to don a mask and scare people, or wonder how the heck the Scooby gang put gas in that crazy van of theirs (they didn't work!?) One thing was for sure, though; you knew at some point in the program, Scooby would hear something and perk up his ears. Many times this tip or clue would help solve whatever mystery needed to be unraveled.

Are you using Scooby ears in your world? What are you putting into your Scooby ears? Do you fill them with positive, motivating, or empowering things? Or are you like most people and listen to television, radio, news, and gossip? If you have seen my live programs you know my stance on watching to and listening to the news. Here is an amazing stat: 90% of Americans are UNAFFECTED by the recession! Would you believe that 90% of Americans are UNAFFECTED by the recession? This is the part where I lose most of you, "Well that can't be...CNN said..." I admire what Zig Ziglar said, "The media has accurately reported 32 of the last 3 recessions!"

Here is my challenge to you: tune into the greatness of things. Keep your ears perked for more business, more opportunities to help, more ways to network. I would recommend that you perk up the Scooby ears and see how your outlook changes!

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What Can 30 Minutes Do For You?

2009-03-19T07:39:00.001-05:00

I love hearing people say, "I don't have any time!" If you ask 100 people what they would like if they had only one wish, (other than 50 more wishes...) it would be to have a bit more time in the day. I realize that many of us don't even have the term "bored" in our lexicon! I did a bit of thinking, and realized that in 30 minutes per day you can:
-Exercise...If you haven't in a while, put on the gym shoes and walk around the block!
-Learn a new language
-Take some time to "recharge" yourself by reading, relaxing, or meditating
-Invest it with your kids, making them feel totally loved
-Invest it with your significant other, showing them how much you love them
-Come up with an idea that could change the direction of your life
-Brighten someone's day unexpectedly with a compliment, card, or a smile
-Sharpen your ability at something from "good" to "great"

On that subject, I really have to tell you how much I admire the dedication of high school athletes. Branson is an amazing 15 year old baseball, wrestler, football player. During spring break when most 15 year olds want to hang out with the back of their eye lids; he is training for the upcoming baseball season. His (and everyone on his team) dedication really shined when he was wrestling. He'd be up and out at 6am, work out, full day of school, then practice after that. What dedication! The result of this was awesome. He is one sharp wrestler. (I'm not just saying that because he could have me on the ground screaming "uncle" in 5 seconds). Check out some of the moves captured at sectionals. Watch Video

That extra 30 minutes can mean all the difference in the world. Something to ponder...
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Are You Selling the Sizzle

2009-03-18T09:24:00.001-05:00

It absolutely amazes me at how many business owners take the "Field of Dreams" approach to business. They figure, "If we build it; they will come." How stupid. When you have a product or service, you need to let the world know why they need it! Think about the pet rock. Come on, who would have known that people could live without a rock. The reason why the inventor became a millionaire is because he sold the "sizzle" of owning a rock.

Are you focusing on letting people know the features or details about your product or service, or are you selling them on the benefits? Do colleges tell people about how great the tests are and the textbooks are? NO! They tout the experiences and the benefits of the educational experience; both inside and outside of the classroom.

In my "From a Shoestring to a Pot of Gold" small business seminar, I bring someone up and put a hat on their head with a big "SO WHAT" sign attached to it. We then have several audience members come up and tell that person about their business. (10 second commercial). The minute they start going into too much detail, I remind them of the big "SO WHAT" sign.

More food for thought...

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For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Can It Really Wait?

2009-03-07T08:27:00.002-06:00

Last week we returned from the grocery store, only to discover that the milk we had just purchased had a small leak in it. It didn't seem like much. We thought that only a small amount of milk had leaked into the back of the car. Not a big deal. Until it actually warmed up this week. You see, when the milk spilled, it was 15 degrees outside. Frozen milk does not smell. However, when the temperature climbed this week it produced quite and aroma!

I shampooed and cleaned everything out yesterday, and it now smells like citrus instead of vomit; but it got me thinking.... What are some things in my life that may seem small and "not a big deal" that will cause problems later? Here are a few things:
1. Run drainage hose on the sump pump far away from the house before the spring rains come.
2. Finish creating and set up a market plan for my next product.
3. Provide Tamara (my assistant) with EVERYTHING she needs to promote, market, and follow up with speaking clients.
4. Do my physical therapy exercises to speed the recovery of my running and shoulder injury.

These are just a few.

I really like the song, "Don't Stop Thinking About Tomorrow" by Fleetwood Mack. Remember that what you are doing today is laying the foundation for tomorrow. Tony and I had an opportunity to catch up with Mick Fleetwood prior to an event in Las Vegas.

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For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Can I Pay You $50 to Workout for Me?

2009-03-05T06:17:00.001-06:00

What a crazy week it has been. We are training to run a 1/2 marathon, and the training started last weekend. (In theory) I can't speak for Shelly, but I have been catching a case of "busy" lately. I'm busy with conference calls, meetings, speaking engagements, dealings with publishers, etc. All of the sudden, I don't have time for a workout! My assistant, Tamara, keeps telling me I should delegate more to her. Immediately I thought of my workout. Wouldn't it be great if you could do that?

Yesterday I had the pleasure of seeing one of my closest friends and a great inspiration, Dr. John Byrne, speak. He has ran Leadville. For those of you who don't know what Leadville is, it is a 100 mile run that must be completed in 30 hours beginning and ending in Leadville, CO. The training and dedication that he put into it is nothing short of awesome. I also met 3 new friends who are running the thing this year. John DeDoncker, Tom Waterman, and Doug Himmelman. These guys have nothing to do but train. Actually, I'm just kidding. John is the president of a bank, Tom is an attorney, and Doug is an accountant. These guys do "short" runs of 25-30 miles to warm up. Quite frankly, I wonder where they store their battery packs, because I am only training to do 13.1!

Needless to say, you can sell yourself on anything. Either that you are too busy to take control of your physical destiny or that you are the only person who can do anything about your physical destiny. Think about it. I'm throwing on the running gear now....

Visit www.theshef.com for great stuff.

Shef
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Are You Throwing Money Out the Window?

2009-03-04T08:28:00.001-06:00

I was visiting with one of my coaching clients yesterday. She was telling me that she feels awkward asking for referrals after she completes a sale. Many people in sales think that if they just ask their customer to introduce them to friends or colleagues who may benefit from the product or service, it will blow their sale out of the water.

If you have worked your business right and view it as a series of relationships instead of transactions, that will never happen. I simply told this client to drive down the road, reach into her purse and throw some cash out of the window while saying "I didn't ask for a referral!"

Think about it; a client is "hottest" right after their have purchased from you. Why not use this to your advantage and let them help you grow your business!

Visit www.theshef.com

For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Time to Evict!

2009-02-28T18:00:00.003-06:00

My son, Alex and I were enjoying a great game of football on PS2. (Actually he was kicking my butt all over the place, but any parent knows the challenges of playing a young person in a video game!) As we were playing, I heard a scratching in the ceiling. I walked around the side of the house to see that we had a family of squirrels that had decided to take up residence in my soffit! A piece of wood, a few screws, a pellet gun, and some paint; the problem was taken care of.

That left me thinking about something: How often are we letting other people rent space in our heads? Maybe it is someone who told us that we will never amount to anything, maybe it is someone that has wronged us in some way, maybe even some memory of an abuse or other thing that was totally out of our control. Why don't we kick those people out of our noggins! (Yes, I can say noggin as I just emerged from an attic wearing a headlamp and carrying a gun -cue the theme from Deliverance!)

What movie are you playing in your mind of a past event or maybe a future event? What disempowering thoughts are running around in your mind? Let's make this an opportunity to evict them. If you really feel like it, write that person a letter. Maybe you don't send it, just vent it. Life is meant to be a celebration, not a fear!

Oh, and always keep a headlamp handy!
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Where is Your Focus?

2009-02-26T08:37:00.001-06:00

What an interesting time we live in. There is uncertainty everywhere. Socialism has failed miserably everywhere in the world it has ever been tried. What the hell, let's try it here! Own a business and employ people? Let's take a larger portion of your income than the current 50% or so. Have a broken business model but have "been around for a long time?" Let's bail you out. Come on, that is like a Weight Watchers group meeting at McDonalds!

The good news is that success is abounding everywhere. Despite the news, despite Washington, despite what you may read; if you make up your mind to be successful and are flexible, you will be! Let me share a few observations from yesterdays conversation with a few clients:
1. Massage Therapist- "I am booked for 2 weeks out! I am actually turning people away."
2. T Shirt and promotional products person- "I don't know what slow down they are talking about; we have found the markets that need to be served and are serving them better than anyone. Business is booming!"
3. Mortgage professionals (many)- "We are so crazy busy! Another RECORD month is about to happen!"

Here's what we are going to do: I am going to start a program or vblog on the anti-news. It seems that people can feel happy and optimistic until they discover that they should feel guilty that they are not living in a cardboard box. Look for this coming soon! I will also be showcasing success stories with many of the blogs. You can view the first one today. Coach K is a superstar realtor and a great friend from Coldwell Banker At Your Service Realty in Rochester, MN. He is a full time teacher and part time realtor. His knowledge and people skills, coupled with great branding and marketing have made him unstoppable!

If you have any success stories or sayings, please send them to my assistant at info@theshef.com.

Yours in Success

Shef
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.

Which Channel Tells Me What To Think Today?

2009-02-21T18:33:00.000-06:00

domination in place. (Maybe I have seen too many Austin Powers movies!) Anyways, we had lunch at a nice restaurant next to our hotel and we met a wonderful server. She was prompt and friendly, and knew just a little too much about that wacked out lady with a chimp who eats people's faces.

Aside from the incredibly bad timing of placing our food in front of us and talking about a gruesome animal mauling; she said something profound regarding this recession. "I started to feel good about the economy and our country and then I watched the news and they said we are supposed to be in a recession for another year. Oh well, I guess I can feel better later."

What kind of lemmings have the majority of people become? Tell me how to think? Let's keep a few things in mind that are necessary for us to not only survive, but to thrive in today's world:
1. Focus on your responsibilities, not your rights. You have the right to an opportunity, absent of discrimination. Period. Yes, stop talking about the lucky sperm club who happened to be born into the right family. 80% of millionaires in America are first generation. Pull up your boot straps and pull Oprah off of speed dial. No one cares. Get to work.
2. Take responsibility. Have you messed up in the past? Join the club. Don't blame your mom's doctor's pool guy's dog groomer for your plight. YOU HAVE MADE AN APPOINTMENT TO BE WHERE YOU ARE IN LIFE BECAUSE OF YOUR CHOICES. The beautiful thing is that your past does not equal your future!
3. Work on the success diet! It is free for all of you on my site, www.theshef.com. It will help!

Remember, your life is like a Ferrari. If you choose to leave it in the garage, fine. I personally would pull the thing out and hit 90 mph in second gear!

Yours in success!

Shef
www.theshef.com
For more information about booking The Shef for your next event, visit http://www.theshef.com
or call our offices at 1-800-863-2591.