Archive for the ‘Systems’ Category

Family-Owned Business: 7 Steps to Crushing Goals

Do you set goals and struggle to stay focused in on them by the end of Q2 and Q3? Are you being realistic with yourself? Are you setting goals into smaller components? Are you convicted about your service or product? Do you know your purpose, vision, and passion for what you do every day? Are you OWNING your goals? If […]

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Family-Owned Business: Are You a Trust Builder?

The definition of trust is “the firm belief in the reliability, truth, ability, or strength of someone or something.” Most people will tell you that building trust, respect and integrity is key to success in business. But how do you do that? How do you get someone you just met or just got on the phone to trust you? There […]

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Family-Owned Business: Ownership vs. Renting

What is ownership? How would you define ownership? Do you take ownership of your life and business? It’s something that I have been having a lot of conversations around lately. Some of my clients, colleagues and friends say ownership is the possessing pride in something, the act of maintaining, coming up with solutions, caring for something, owning vs. renting, taking […]

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Family-Owned Business: The Pressure to Succeed

Small businesses typically have high failure rates. Why is that? With strong competition from the market place, there can be intense pressure in running a family-owned business. Most times there is a feeling of responsibility to previous generations who worked hard to build the business. Those business owners can feel town between doing things a more modern way or do […]

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Family-Owned Business: Creating an Engaging Family Business Agenda

My last blog post was about putting F.U.N. into your family business meeting through various methods to keep all members engaged. This week let’s have a chat about the actual meeting itself. Have you ever sat in your family business meeting bored, feeling like you weren’t getting anything out of it? My assumption is that most family businesses go through […]

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Family-Owned Business: Putting F.U.N. into Your Family Business Meetings

Last week I introduced my blog’s newest series on family-owned businesses. We discussed being leaders worth following and leading with integrity. This week it’s important that we dive into the details of your business so that you can walk away with some actionable steps to help your business succeed. As I sat 35,000 feet above the ground on my flight […]

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Family-Owned Business: Leading with Integrity

“To lead, you only need to say ‘Follow me.’ Make your action your instruction.” —Darren Hardy This quote speaks volumes about what it takes to be a business owner. As business owners, whether you’re an LLC, a corporation, a 1099 employee, or a self-made person, the idea of being a leader worth following is key to leading your business to […]

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How to Focus with Laser Beam Intensity

Have you seen the YouTube video, “Male Lion Better Hunter than Lioness?” Check it out if you haven’t. One of my coaching clients was telling me about it and we made an analogy to sales with this video. If you watch the video the lioness just watches and half-heartedly pursues a heard of wildebeest. It’s like she gives up and […]

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What’s Your Morning Routine?

Ever have one of those days where you felt like you didn’t have it all together? Days you’ve been rushed, scrambled, or just plain frazzled? Are you a not a morning person? Do people who are chipper and excited about the morning just annoy you? You know the type I’m talking about. Actually, I used to not be a morning […]

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Take Control of Your Day!

Ever have one of THOSE days? You know what I am talking about . . . the day that everything seems out of control and there is nothing you can do to reign it in. One of my coaching clients told me a story of her day, actually it was her whole week. It all started Monday when she came […]

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Is Lack of Consistency the Reason You Fall Short?

Since the title of the “Most Interesting Man in the World” is already taken, I have a personal goal to be the “Most Consistent Man in the World.” Now, the natural objection that we all have is: wouldn’t that be boring, monotonous, or predictable? No way!  I mean consistent in the areas that really matter: Spiritual peace Present and engaged […]

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A Conversation about Productivity: Dave Brown on the Mark Struczewski Podcast

I was recently featured as a guest on the Mark Struczewski Podcast where he talked about his ideas on productivity. Mark is a self-proclaimed Productivity Problem Solver. This podcast launched on July 7, 2017 with a single mission: to help you to become a more productive you. Whether Mark is doing the podcast solo or interviewing a guest, the mission […]

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How to Maximize Your Sales Recruiting Results (Part 3 of 4)

To elevate your energy level during your prospecting phone calls, STAND UP! I have done both a standard sitting desk and then also one that stands, and the difference in energy levels is astronomical. Today is my third out of four tips for maximizing your golden hours. If you’re a sales manager and you are making recruiting calls, and you […]

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How to Maximize Your Sales Recruiting Results (Part 2 of 4)

Spend a quick 15 minutes in the evening or first thing in the morning to build your top 20 prospects list. This will make your “Golden Hour” of recruiting more productive. I’m bringing to you my second of four tips for getting the most out of your recruiting golden hours. This is for my sales managers and sales leaders out […]

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How to Maximize Your Sales Recruiting Results (Part 1 of 4)

I want to dig into this concept of having scheduled, blocked-off, focused time on your calendar for making your recruiting calls to new potential team members. At Southwestern Consulting we call these our “Golden Hours.” I am talking about the most important hours of your day. I’m excited to launch a little mini-series for my sales leaders who were actively […]

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What is this New York Real Estate Pro’s #1 Key to Success?

“The good news I have for everybody today is that creating more time is possible and I have been able to do that over the past few months by doing specific things.” -Susan Reische, Douglas Elliman Real Estate I am thrilled to bring to my video series a coaching client, Susan Reische a real estate salesperson with Douglas Elliman Real […]

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The Ninth Income Producing Activity of Sales Leaders (Part 9 of 12)

Are you running specific contests for your team with incentives attached to them on a regular basis? As a sales manager, we always get what we promote. When you’re creating a contest, you want to think about what sort of activity or behavior do you want to promote? At Southwestern Consulting we teach our clients to structure contests around things […]

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The Seventh Income Producing Activity of Sales Leaders (Part 7 of 12)

When you are running your weekly meetings do you used a WEEKLY LEADERBOARD to highlight your team’s successes as you recognize team members? In the weekly leaderboard include these tracking categories: Phone calls Conversations Referrals Presentations Additional CRITICAL SUCCESS FACTORS Today, I want to share with you what a huge difference a weekly leaderboard email with the entire cumulative results […]

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The Sixth Income Producing Activity of Sales Leaders (Part 6 of 12)

I want to share with you one of the fastest ways that you can motivate your team. In my sixth income-producing activity of sales managers, I want you to explore the use of a DAILY LEADERBOARD. It is NOT to shame or publicly humiliate the team members that did not have a great day the day before but to recognize […]

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The Fifth Income Producing Activity of Sales Leaders (Part 5 of 12)

Do you run weekly sales meetings? Do you give recognition and share the good news? And in these meetings, are you taking the time to do additional training? Today’s fifth income-producing activity is to do training in your weekly meetings that go beyond product education and production numbers. I want to ask you to do something in your sales meetings.  […]

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