Learning to Lead

I was recently asked how I became the leader of my industry. Well, thank you! I love being thought of as the industry leader. But, there is always more to learn and more work to be done. This is why my advice for anyone wondering how to become a leader within their industry is to meet regularly. Yes, touch base with your team. Delegating is a tool to use, not a form of leadership. Don’t let delegating tasks replace regular meetings.

Eric Holtzclaw of Lean Forward recently said,”regular meetings create structure, cohesion and a sense of community. They force accountability, not only for the individuals being assigned tasks or providing updates, but for the leader as well. Regular cross-department meetings encourage communication and learning about what others are doing. Well-run meetings are where strengths and weaknesses are identified faster and improved upon.”

I couldn’t agree more. Mico-managing is not a bad thing. If an employee doesn’t like to be micro-managed, they usually are hiding something. Either they lack accountability, don’t want to be part of the team and the constant meetings irk them, or a whole host of other issues exists. Either way, you’re the boss and you decide how work goes down, right?!

You can’t run a business without checking in and having meetings. You can do this virtually now which means you can take a half hour phone call to get updates from the golf course. You can still live your life and have your freedom without being hands-off when it comes to your business.

Until Friday,

Twyla N. Garrett

Peer Referrals …. Do They Really Work?

I recently had someone ask me if I get any ROI from attending marketing events or online symposiums. The truth is ‘Yes’ – I do. While I know many people don’t think marketing events or peer referrals truly work, the bottom line is to understand that referrals aren’t a “sure” thing. You still have to work to obtain the business.

Some people say, “Sure, refer me to your source” only to be nice. This is a lead that you will pitch and pitch and will never come through.

Other people say, “Ok, make the introduction” only to see the cost of your services and run away- no matter how valued the relationship is. This lead was never secure to begin with.

Other people are thinkers. Other people are price comparers. And other people are actually interested. Like any type of business, referrals are simply enquires and you have to earn their business. Just because someone knows you and loves your services doesn’t mean the third party will buy on a handshake or virtual introduction.

So, how do you close a referral lead? Simple – just follow these 3 steps.

First, reward those who send you business. If the referring party has a financially vested interest, he or she will help to follow up and close the leads they do send over. Keep in mind, however, that only about 20% of all leads will actually close.

Second, offer a discounted or rewards program to those who have been referred to you. Even with praise and amazing ratings, an incentive-based offer to try your services for a limited time works better than sending over a large contract or long-term service obligation.

Finally, don’t be aggressive. Stop with the daily “follow up” phone calls, sales-ad emails (sent twice a week), and Facebook ‘Likes’. If a potential lead is annoyed with a pushy sales process right off of the bat, he or she will be skeptical of your services. I know it is hard- but be conservative with your follow up efforts.

Until next time,

Twyla N. Garrett

Is Your Personality Harming Your Business?

Did you know there are some entrepreneurs out there who don’t ever have success? Shocking, right?! There is a personality trait that separates those who want to do from those who do and succeed. So what is it?

Being a dreamer. That’s right, dreaming big and having ambition isn’t enough. Dreamers don’t succeed. Doers do. The dreamer has lots of big ideas. But every dream needs direction and a system of execution for success.

It is possible for dreamers to not succeed because they are too busy dreaming up what will work, what will happen, etc. that they forget to put the wheels of the dream in motion and nothing ever comes into fruition as a result.

Today is your day. If you have big dreams ask yourself what you’re doing to implement them into materializing. No one is going to come by your desk and sprinkle magic dust over you or your dream. You have to be as much as a doer as you are a dreamer.

Until tomorrow,

Twyla N. Garrett

Are Your Business Ideas Profitable?

I recently received a request to write about testing business ideas. While we can prepare for and plan our businesses around concepts and data, there is no real way to test if we're going to be successful or not.
There are some ways to double check if you are or are not on the right path when it comes to business. Here are my top three tips to see if you are on the right path to projected success;

#1. Focus on goals, don't just have them.

I know many people who write goals down. They have a goal for every part of their life. What they're missing is a plan. You need to have a goal followed by a plan and work at it daily.

#2. Be reasonable with your time frames. Don't plan to be a millionaire at the end of two years. If only life were this easy. Make sure you have a realistic timeline to compliment your goals and your plans.

#3. Make profit your number one goal. Don't think about expansion, second offices, etc. until you actually have a solid profit coming in. You can't just think big, you have to grow a profit to get big.

I will back with a new blog series this upcoming Monday, January 5th. Until then......

Happy New Year!

Twyla Garrett

Budget Issues & Homeland Security

Homeland Security has budget issues attached to the Department. I know, it's shocking. The truth is, when the Department of Homeland Security was formed- finances and long-term plans were truly an afterthought. And, unlike America’s past wars, the battle against terrorism will not allow demobilization. It is going to be an ongoing thing for the rest of this country's existence.

The terrorist threats the nation faces today are the new normal and homeland security will be an enduring task, so every effort from here on out has to be sustainable. The government could simply impose across-the-board percentage cuts, but how does this happen without significantly increasing risk? This is the challenge we are up against daily as citizens of this great nation.

I don't have the answers. I have recommendations, but no single person can solve the issue of DHS budget requirements and needs in the blink of an eye. What I do know, and what I think every person in Congress may actually agree upon, is that we have to update and retool our efforts. Things have changed since 2001. Our process and our budgets haven't- at least for the better.

I'm hopeful today's topic can create an exchange of ideas on Twitter of Facebook to discuss what the public perception of the DHS budget is and how we should move forward, especially since the election was just two days ago!

Until tomorrow,

Twyla N. Garrett of IME.

1 Valuable Life Lesson for Business

Someone recently asked me if I had a valuable life lesson that translated to business growth. I do! I wanted to share it on the blog today to help many people understand why I brand my company, IME, as "the company that cares."

My mantra and life lesson is to take everything personally. I hate when people say, "it's not personal, it's business." You are your business as an entrepreneur, therefore everything is personal. If you don't treat everything you do in life and business with a personal investment, what good is it? It you are personally invested in something, you tend to take it more serious. Business means money. Business means your reputation. So, why wouldn't you take it serious?

The most valuable life lesson I have that can translate to business is not taking one specific business deal personally. I had viewed a deal as not "good enough" for my standards. It was just business, not an opportunity. So, I didn't take it personally. I missed out on a great opportunity because I treated the pitch as business. Had I treated it like a personal investment, I probably would have gave it more consideration and would be reaping those rewards today.

My point here is to take everything personally and act from the heart- even in business!

Until next time,

Twyla N. Garrett

Self-Sabotage- How Ugly It Can Be!

Have you ever met someone who has all the opportunity in the world- who also self-sabotages? It happens often. I've know very smart people who are on the brink of making it big- and then a scandal happens or they find a way to crush the opportunity. Have you ever been the victim of self-sabotage? Yes, I said victim because there are people out there who make a decision to self-sabotage themselves without knowing it.

Mike Tyson's interview today on the Today Show show how someone can be so accomplished, yet still self-sabotage them self. I've posted it below in case you missed it. The interview truly is an amazing example of self-sabotage being identified.

Here is how to over come self-sabotaging behavior.

1. Ask yourself if you feel motivated. If no, ask yourself why. Write these answers down.

2. Identify why you're not accomplishing anything based on the answers you wrote.

3. Ask yourself if the reasons why you're not accomplishing anything are really true or just assumptions. Ask yourself if you've tried to overcome these feelings or beliefs in the past.

Stop believing your own lies. Your internal dialogue isn't always right. If you feel unmotivated or are not making enough money, it isn't because they money isn't there or the opportunities aren't coming your way. No, other people are making money right now and there are always opportunities. You have to identify what your self-sabotage thinking is. Address what is fact and separate what is fiction. After you make these distinctions, you can develop a step-by-step plan to get yourself back on track.

It's never easy overcoming self-esteem issues, which is really why people self-sabotage. I've had to do it. My mom was very abusive to me. In fact, she told me I wouldn't amount to shit. Learn from your past. Identify when you are setting yourself up for failure. Move forward.

Twyla

Why You Aren't Successful.

You're failing at life. You're failing in business. You're failing in love. Related? Probably not. A personality issue? Probably so! Failure is almost like having a character deficit. I've noticed several patterns in people who try, but fail, at business, life and even love. What are they? I'm glad you asked. I've listed the tell-tale signs of someone who secretly wants to fail below.

#1. The Must-Do But Never Does Type. We all know a person like this. While he or she is planning his or her next move, reading the latest trendy business book, spending hours in Starbucks researching business plans and strategies, and taking seminar after seminar- the rest of us our living. These people aren't born failures- they're just born without self-confidence. The world is passing them by as they are busy planning for something that they will never be able to do. Nike made a slogan for these people.... enough said.

#2. The Over-Zealous Leader. Yes, a leader can fail. Read you're history books! An over-zealous leader is like a puppy who befriends the next biggest and greatest opportunity. While seeking our opportunities is good, not sticking to your initial plan is bad. An over-zealous leader is so busy looking at a million things at once that his or her focus is not on the prize- thus they never achieve success!

#3. The Un-Involved. Business leaders who spend time on the golf course are failing. Business owners are usually too busy to think, take a bathroom break or complain about what their social lives are missing. If you're out on the golf course, taking two hour lunches or just trusting your employees to man your ship- your business (or in any case-life or love) will fail! Maybe not right away- but it eventually will fold like a deck of cards. To be successful you need to be involved.

Until next time,
Twyla

Predict Your Failures.

Yes, you can predict failures in business. Ok, maybe not predict- but you can gauge if a business idea will be successful or not. How? Well, there are some very real tell-tale signs that your business isn't going to make it before you even open the doors.

If your business isn't getting a second round of meetings from an investor- it isn't going to go far. Investors like money, which is why they have so much of it. Investors really don't care about you the person or nerves during a presentations. Investor only care about making their money, plus a profit, back. If you have had several first meetings with different investors and no second meetings- you might have a business idea that is bound to fail.

Your friends aren't pitching your business idea. Yes, that's right. If you have friends who are boasting about random products/services they find online, but they will not pitch your idea or even share it on social media mediums- the idea might be a flop. Friends don't know how to tell friends that their business ideas are terrible. So, if you are seeing a friend put up kitten mittens from Pinterest on their Facebook account and your business products aren't share- rethink why that is.....

Lastly, if you don't believe in your business know that no one else will. I meet to many business people who don't really believe their business will make it. And, if you don't believe it then the idea is dead in the water. You have to believe in you in order to get that second investor meeting or have your friends buzzing about your business!

Until next time,
Twyla