When People Undermind You!

Have you ever had to deal with a person who smiles to your face and then stabs you in the back when you walk away? This very common personality trait shows up in business settings daily, yet no one ever talks about it. So, on today’s blog, I wanted to discuss how to deal with people who undermine you.

Don’t error on giving someone you barely know the benefit of the doubt. Instead, you need to truly get to know people before you open up to them or delegate responsibility. If you tell a person everything you know, or delegate things right away, when you first meet him or her- they can use this information against you or fail you on purpose. These actions will always fall back on you. So, as simple as it sounds, make sure you truly get to know (Google, run a background check, spend time with, etc.) someone before you delegate important tasks or share crucial information.

Don’t assume why someone is doing something. If what a person does have you questioning him or her, ask them why they are doing it. First, it makes the person stand still. Then, they have to provide you an answer and be accountable for their actions. If they truly didn’t know they were undermining you, the problem will be fixed. If the action was deliberate, regardless of the explanation, he or she will know that you are on to them.

Finally, set boundaries with people and let them know what the resulting actions will be. I often tell employees that my office is a gossip-free office. If I hear of gossip, the entire team is fired. This usually eliminates not only gossip about one another, but undermining of me and direct supervisors.

Until next time,

Twyla N. Garrett

Free Underwear!

For today’s Homeland Security blog, I want to share an article courtesy of the Houston Press. Today, the newspaper had this to say, “If you're in the underwear-selling business, you've got a customer in the Department of Homeland Security.

Homeland Security is looking to buy thousands of pairs of men's, from size medium to 6X-large. (Who knew such a size existed?)

A solicitation posted earlier this month by Immigrations and Customs Enforcement explains that the department is looking to buy 3,500 pairs of men's underwear. The order is to be sent to El Paso.

As seen on CBS' website, Breitbart reported ICE has recently had an influx of detained immigrants awaiting deportation.

In the event you've got a couple hundred pairs of medium tighty whiteys around that you think you could sell to Homeland Security, the solicitation says "no partial shipments are permitted unless specifically authorized at the time of award." Darn.”

While the story is entertaining, the issue itself is no joke. People often don’t realize how expensive it is to house (repeatedly) those who enter this country illegally. Everything from food and shelter to underwear and flip flops costs money, and we are sustaining these expenses. It is even more irritating when you consider the now thousands of veterans who are not receiving proper care of benefits. Where is the boundary line?

So, on the Wednesday, I encourage you to do more research on where you stand on the issue of illegal immigration and the true cost it has on our country. Do you agree with how much and how we spend these funds? Do you feel like speaking up at a Town Hall meeting? Think about how you can help change the many issues- on both sides of the argument- associated with spending money to sustain illegal immigrants.

Until tomorrow,

Twyla N. Garrett

Are You A Terrible Sales Person?

Today I overheard someone say that she was a terrible salesperson. She spoke about her fear of public speaking, how she didn’t want to come off as pushy and how she couldn’t ever ask anyone for money. Wow, those are all the elements of being a terrible sales person. However, she can work on these things.

Selling doesn’t have to be about the bottom line. In fact, if you think of it this way then you probably are a terrible sales person. Sales people provide solutions for their customers. Great sales people aren’t worried about the commission. Instead, they are driven to connect their customers with the right products/ services. Thinking you are pushy or asking people for money going into the game will put you at a disadvantage. You need to be in the mindset that you are providing insight and solutions for money and the money part needs to be at the back of your mind.

If you are afraid of public speaking, how do you order coffee in the morning? Think about this! You have to wait in line with a bunch of other people. You have to provide a very busy barista with a quick, yet complex, order that is accurate and you do this in front of a crowd. Your sales pitch shouldn’t be any harder than providing a coffee order to barista in a busy coffee shop.

If you are in a position to sell, embrace it. I know this sounds easier said than done but if you really work on changing your mindset and understanding you don’t have to be Tony Robbins to get your point across, then the sales process will be easier for you.

Until next time,

Twyla Garrett

Essentials for the Virtual Office

More people are working from home or running their businesses out of their homes. It seems easy, it's not. At home you have more distractions. You're easily tempted to take an early lunch, chat up the mailman or watch Dr. Oz! If you create the perfect virtual office, you're more likely to stay on schedule.

1. Hire a virtual assistant. You can't do everything all of the time. You will need this assistant, especially as you grow. Even if you work for someone else, the virtual assistant can be your dirty little secret to staying on task and focus. I like this website (AskSunday) because the assistants work and are affordable. How affordable? Prices start at $130 a month! http://www.asksunday.com/services

2. A dedicated virtual office phone. You don't want one of your kids grabbing your business phone, right? I really enjoy the services of Grasshopper. Here's the link. http://www2.grasshopper.com/

Why I like Grasshopper;
A. Call forwarding to mobile phones - work from anywhere
B. Voicemails via email
C. $12.00 a month!

3. Obtain a professional mailing address. You don't want clients to think the packages they sent to you are sitting around on the dining table, do you? Even if this is the case, presentation is everything! I like Virtual Post Mail. Here's the link: http://www.virtualpostmail.com/tour/online-mailbox

This service collects your mail for you, allows you to preview it via email (great for those who travel often), and forwards the mail to your home address. The address is not a PO Box, which looks great on any business card or website. Pricing starts at $5.00 per month.

These are the basics for starting a virtual office. If you have more questions, or need recommendations, please get a hold of me via Twitter.

Happy Friday & I'll talk with you again on Monday!

Twyla

Gossip- When to Fire Friends.

Here's the thing, I'm not all business. Ok, 90% of me is a business woman- the other 10%? Well, that's just a woman. I wanted to talk about how to cut friends out of your life. It is a hard subject. I know what you're thinking; "Twyla, what does this have to do with business?" Well, everything!

If you can't cut negative or self-serving friends out of your life, how are you going to run a company? How will you make it as an executive? How will you survive in the world. You don't have to be liked all of the time. And, I got news for you, even when people are smiling to your face- you're not going to be liked all of the time!

If you have a friend who plays Devil's Advocate more than the role of a friend- it is time to move on. Why? Well, these are people who love to argue and oppose you. Their nature isn't to be supportive, it is to be opposing. You want some feedback - not just a tidal wave of negativity.

You also want to remove the 'inside scoopers' form your group. If they know what is going on is a secret and they still share it with you.... you'r secrets aren't safe with them! Drop them like a hot potato before your news is all over the place. People who have the inside scoop are great. People who have to constantly share it? Well, that is called being a gossip!

Finally, the people who have emotional erectile dysfunction. What's that? Yep, not literal erectile dysfunction- but people who fail to get it up and get on with it- referring to their dreams of course. If you have a friend who is constantly planning his or her next business move or love affair or vacation or trip to the grocery store and it NEVER, EVER happens- that person has emotional dysfunction and is feeding off of your energy (well, draining you of it) without making progress in the world. Ditch him or her and find friends who play on the same team as you- remember? The Go-Getters!

Well, that is it for this week. See you on Monday!

Twyla

When to Fire A Client....

We've touched on this subject before, but today I want to explore why you should fire a client. Now, I know the loss of income can hurt. In fact, it will hurt. But, a bad client can also be hurtful to your brand. So, here is when and why you should fire a client.

1. The Carrot Dangle. If you have a client that sends you small contracts with the promise of larger contracts- beware! If you have a potential client who asks you on two, or more occasions for detailed proposals without a commitment or counteroffer- the potential client is picking your brain and hiring a competitor. Clients who are not greatful of your services, promise larger contracts if you take lesser amounts of money now, or those who constantly need bids without every accepting an offer shouldn't be your clients. Don't get caught up in chasing the carrot. Go where there is real money and move on.

2. Be willing to say no. In fact, learn to say no. If you can't say no when a client is being unreasonable, then you're being bullied by the client. You don't want to be bullied. Dump the client and move on.

3. Clients who don't pay aren't clients. If you have a client who is on a payment schedule and this client is always late or behind- dump him or her and seek legal action. Clients who can't keep up with their payments are not your clients-in fact, they're problems. You shouldn't be working for free. It is a business, remember! So, if you have a client who is always late with a payment or behind - say see you later and find a client who is financially responsible!

Being in business is hard. And, it sucks when you have to let go of potential money because clients are leading you on, not paying on time, or becoming too demanding. In the long run, ditching these clients now will save you a huge headache in the long run.

Happy Monday!

Twyla

Renting Commercial Property? Free How-To Tips!

Not every business owner starts off in the position to buy a building or office space. In fact, it is likely you won't buy an office space during your lifetime. Most businesses rent. However, there are some ways to end up in terrible leases- well, truth be told, this happens more often than not. So, I've come up with a few tips on how-to avoid entering into a bad commercial lease.

1. Build in renewal options to your original lease contract.
Too often I hear business have to go under because companies are unexpectedly hit with a rent increase without warning from the landlord. Always build in renewal expectations within the original contract so this doesn't happen to you. It can avoid closing down your company, even if just temporarily while you find a new space.

2. Seek out hidden extras, ask before hand to avoid a headache later.
Commercial real estate landlords often tag on extras such as maintenance fees, upkeep for shared facilities (Common Area Maintenance or CAM), and so on. What about utilities? These charges are usually the responsibility of the tenant, but how are they measured? What about insurance? Do you have to keep a certain amount for your fire policy or theft policy? Is electricity use individually metered or apportioned by the square footage? Ask to see these “hidden fees” and policies as well as examples of costs that are typically incurred by tenants. This will help you determine the true cost of the property.

3. Ask for a sublease clause.
Why is this important? Well, a sublease adds some flexibility so that should your business plans change you can sublet your space to another business. You're not stuck paying for empty space or left burning the landlord to deal with the debt at a later date.

Make sure you do business with a reliable people, too. A simple Google search can easy your mind or bring up issues that need to be addressed.

Happy property hunting!

Twyla Garrett

Sales Tactics That Fail.

If you're in business, you have to sell. You're either selling your company to clients, investors or other businesses. Thus, you have to know how to sell. I've learned what works and what doesn't work over the years. If you want to amp up your sales, try these tactics and stay away from the failures I've listed.

Be exciting. Don't fail your business by being boring. Presentations that are too long, even if they have substantial information to offer, will not result in a sale. Cut to the chase and present what is exciting about your company and/or proposal. You can work out details later.

Be mean. Yes, don't be too nice to potential clients. Being too nice can make the client feel like you're desperate for the sale. When you're overly accommodating clients tend not to respect you or your services much. So, be firm and polite, but not overly nice.

I read this one on Inc.com. And, I have used it. The article states that a sales person, "uses his or her neocortex, part of the brain that can handle complex reasoning and data analysis. But the potential customer processes those messages through a more primitive, instinct-aware part of the brain. Consider car marketing: no one wants to hear about gas ratios or complicated navigation systems; they want to know how they'll feel tearing down the highway at 90 miles an hour. Unless asked details, stick to emotion and narrative when selling."

Don't be too available either. If you respect your time, so will your potential clients. In fact, they will feel lucky to have you on their team. When you walk into a sales pitch, tell them you only have 30 minutes to talk with them and answer questions. At the twenty minute mark wrap up your sales pitch, mentioning you have another meeting with potential clients, and that you would love to provide one-on-one service when they sign the deal.

Although these tactics seem harsh, the nicer versions have failed me in the past. Save yourself from learning the hard lessons I subjected myself to. Be firm with potential clients and your sales tactics won't fail.

Until next time,
Twyla

FEMA & Your Business.

Let't talk turkey. FEMA may have to help your business recover from a disaster one day. We can't predict unexpected weather events or other emergencies. But, we can prepare for them. As a business owner, you should understand what role FEMA plays in disaster recovery. I speak more about this topic in my up coming book. However, I'm going to list the basics below with some resources. Print this document out and keep it with your other emergency related docs.

Links

FEMA & The IRS. Click here.

FEMA's Official Business Protection Webpage. Click here.

Text Messages from FEMA

Hurricanes: text HURRICANE to 43362 (4FEMA)
Home fires: text FIRE to 43362 (4FEMA)
Wildfires: text WILDFIRE to 43362 (4FEMA)
Tornadoes: text TORNADO to 43362 (4FEMA)
Earthquakes: text EARTHQUAKE to 43362 (4FEMA)
Winter storms and extreme cold: text WINTER to 43362 (4FEMA)
Power outages: text BLACKOUT to 43362 (4FEMA)
Floods: text FLOOD to 43362 (4FEMA)
To search for open shelters: text SHELTER and a Zip Code to 43362 (4FEMA)

General monthly safety tips: text PREPARE to 43362 (4FEMA)

If subscribing to more than one list, please send a separate text for each disaster type you would like to subscribe to. There is no limit to the number of lists you can subscribe to. Sending STOP will automatically unsubscribe you from all our lists. You can re-subscribe to the list(s) of your choice one-by-one. Updates are bi-monthly and are meant to help businesses and people prepare for and respond to a disaster.

Again, I discuss FEMA and Homeland Security in my upcoming book. To sign-up to buy it first, please click here: www.authortwylagarrett.com

Until next time,
Twyla

IME is Hiring Law Enforcement Personanel

IME is hiring fifty (50) former or retired law enforcement personnel for our domestic and foreign training department. IME has been contracted to provide instruction to National and several International Police departments on the following course subjects listed below.

All trainers must be able to obtain a valid US Passport and can reside anywhere within the US. Our rate of pay ranges from $70 - $80 per hour plus all per diem. All Course Material has been developed, so the instructors just need to deliver the lesson. Each course is 20 hours in length (4 – 5 hour days). Once you are qualified as an IME trainer, you can provide instruction several courses if you desire. If interested please forward a detailed CV/ resume with call contact information to tgarrett@ime-mts.com for immediate consideration, many courses will start July 7, 2013.

Training Course

Basic security procedures in fire incidents
The limitations on using gun power from legal prospective
Vehicles inspection
Surveillance operation
environment, health and safety System
The investigation of sexual crimes
Skills to trace the perpetrators and wanted
Introduction to Criminal Investigation investigators and elements of the new investigations
Information security field
Iris skills
Constituent border ports
Dealing with the criminal communications
Rosary Foundation
How to use the ladder fire brigade
Attribution of basic life for children (ITLS)
Investigation of cyber crime
The process of criminal investigation and collecting evidence
Police Operations in crisis and disaster management
Ethics and behavior of members of the CID
Skills, a sense of security to the traffic police
Dealing with mass casualty incidents
Procedures for dealing with reports of kidnapping
Investigate the crimes of kidnapping
Identify and analyze the priorities for crimes
Security measures and the protection of ports and airports
Skills arrest and Inspection
Develop the skills of a sense of security
Rescue in the valleys and flood
Basic criminal investigations patrols
Search in economic crimes
Banknotes examination

Tough Economy Vs. Your Business

I can’t tell you the number of times I hear or read “touch economy” in a single day. Yes, the economy isn’t what it use to be. But, that’s not an excuse to fold your cards and call it a day when it comes to your business- or starting a business.

There are some things you can do to offset how the economy is impacting your business. You don’t have to thrive during a recession, but you do have survive. I know there are some circumstances that don’t warrant keeping a business alive. I’ve been there. But you have to give yourself a fighting chance. Here’s how:

Starting with re-researching your competitors. Don’t rely on old data. Your competition is feeling the impact of a touch economy just like you. This is why it pays, literally, to check out the competition weekly and see what perks they are offering and what price adjustments have been made. After doing this you can make an educated decision on how to adjust your own pricing and business efforts.

The next thing you want to do is review your budget. Small changes can mean big savings. If you have a water service delivery to the office three times a month, cut back. Ask for twice a month delivery service. If you are using premium pens because they write better- switch. Go to the dollar store and buy pens and pencils in bulk. You will save money. Review your budget and see where cutbacks and substitutions can be made.

Last on my list is sending hand-written Thank You notes to your existing clients. It seems like a small thing to do, but it is the right thing to do. Your customers can get your products or services anywhere. Don’t believe me? Google your industry. They are your clients because they like you and your work. Let them know they are appreciated and you want to keep them as clients.

There is never going to be a perfect set of circumstances in business. You will be able to survive, and then thrive, by adjusting your plans according to client need and the economic culture.

Twyla Garrett

How NOT To Network!

I get invited to several events. And, I attend as many as possible. On a recent trip, I was invited to a networking event. I went with a friend and acted as an observer only because the event was not related to my industry. I learned a lot at this event. Not so much about networking, but more on how people behave and how not to network. Let's start with working the room. Oh, I could see people running once they made eye contact with a shark. You know, a shark is the type of person who wants to ABC (always be closing) with you. You're either a shark's prospect or you're not important. This led me to think about sales pitches and most of us business owners (and everyday employees) have to sell something. Are we all sharks? No. But there difference is only in the approach and not the purpose.

"Remember six degrees of separation? With the introduction and widespread use of social media and other technologies, a study from 2012 shows that these days, it's more like four degrees. The more people you know--really know--the more likely you are to make that important connection you need to take your career, company, or venture to the next level," via Inc.com.

No matter what event you are attending, networking isn't about prospects and non-prospects. I learned this first-hand. You have to engage people. Introduce yourself and gracefully pitch what you have to offer. Not everything is a hard-sale or cold-call. You can stand out in someone's mind without being overly aggressive or making him or her feel as if they serve no purpose to you. The best way to network is to be honest and genuine. After all, you're not selling a produce or service, you're selling yourself. I have a five day rule with people I meet at networking events.

My 5 day rule is as follows. First, treat everyone you meet equally. You never know where or who is going to send a referral your way. Take everyone's card and be as honest as possible. Next, ask questions. Learn more about the person you are networking with. Let him or her do most of the talking. Last, promise to follow up. If you feel you have a strong lead, or potential business referral resource, tell that person you want to get together for coffee within the next week. Follow up, via email, the next day and invite him or her to meet for coffee within five days. If they don't respond, can't make it, or cancel- move on. People who are serious about growing their networking database will make the effort to take an hour out for coffee- especially since you're treating!

The worst thing you can do at a networking event is be a hard-seller. Don't lie, don't exaggerate your capabilities and don't be obnoxious. Be yourself, do your follow-up, and always thank people for their time.

Speaking of which........
Thank you for YOUR time,

Twyla Garrett, owner of IME.

Tips for Leadership Success!

I hear people come up with the best excuses as to why they can't lead. That's ridiculous. Leaders don't ask for permission, leaders take charge. If someone is "holding you back" from being a leader- you're not a leader. It is this simple and that cut and dry. If you know you're a leader but need a little guidance as to how to prove it- check out my tips below.

#1. Know how to let people work. Real leaders care more about what is getting done and not how it is getting done. In fact, leaders expect people to be creative and resourceful when accomplishing tasks. If you want to lead, do so. Communicate with your team what you need done and when you need it done. Define your expectations as to what they need to accomplish and how much you are or aren't going to be involved in the process. If you have an excellent support team, which you should, then there is no need to worry!

#2. Answer your own phone. I learned this lesson from Essie Weingarten, founder of Essie Cosmetics, a nail-polish company based in New York City. Essie refuses to have a secretary even though her business does $150 million in retail sales a year. She answers her own phone so she can address problem, take suggestions and gain valuable feedback about her company. Essie leads by example and being hands-on within her company.

#3. Walk around your office. Leaders need to be involved with their employees. Don't micromanage, but show a presence. Walk around the office and say hello to people. Ask what they are working on or take the time to discuss what you're working on. Make people aware of what you are doing and become involved. Leaders don't bark orders, leaders help execute tasks and are aware of employee issues or project challenges.

Being a leader is something you are born with. You can refine how you operate for added success. Do you have specific exercises that help you lead? I'm interested in learning about them. Let's discuss on Twitter.

Until next time,
Twyla