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

Powerful Lessons I’ve Learned

“Waiting is painful. Forgetting is painful. But not knowing which to do is the worst kind of suffering.” Paulo Coelho

Below are a few powerful lessons I've learned. I want to share them tonight so you have a few tools to help you better your ability to compete within business.

Here we go;

Before you create anything in business ask yourself these two questions: “What problem am I solving for my ideal client/how am I being of service?” and “how does this lead to making money?”

Brain storming is vital for success. When you release all of the ideas in your brain and get them down onto paper you can start to strategize and organize. You can put the pieces of the puzzle together and eliminate the ideas that don’t serve you.

Just because you CAN do something doesn’t mean you have to. You are great at many things but that doesn’t mean you have to do all of them at once. Take that one step further… just because you started out doing one thing and became known for that one thing doesn’t mean you have to continue to do it if it no longer thrills and excites you. Let it go.

Community is critical. There is nothing more comforting than sitting in a room with like-minded people who are taking a risk and opening up about their fears, insecurities and limiting beliefs. It’s not easy to speak your truth but once you release it, you can move past it.

Mentoring is invaluable. I truly believe that the fastest way to success is through mentoring. There are things experience can teach you through the lessons and insights shared by those who have been there and done that.

The only way to grow is to take risks. The surefire way to stay exactly where you are is to do exactly the same thing you are doing right now. It’s a choice. Choose wisely.

Until next time,

Twyla N. Garrett

Are You Hosting A New Year’s Eve Party This Year? If so, you need to consider keeping your guests safe while they are drinking- and in general. Many parties can go wrong with heated emotions and liquor involved. While I work in Homeland Security, I wanted to provide everyone and anyone who reads my blog with some free tips to staying safe (and keeping your guests safe) during a New Year’s Eve celebration.

If you are hosting a New Year's Eve party, following my simple steps for keep everyone happy, healthy and safe;

First, plan ahead by naming a "designated driver." As the host of the party, you should be checking in groups who arrive together. Ask who the DD is and confiscate the car keys until the same group is ready to go home. This way, you can check to ensure the DD is sober and prepared to drive the group home. If your DD falls off “the wagon” or you have singles without a DD, make sure you have someone else you can trust available to drive people home or be prepared to front taxi fares and worry about being paid back later.

Another great way to keep people safe (and avoid conflict) at a party this New Year’s eve is to limit the amount of alcohol that you serve. You should offer many mocktails and limit the amount of beer and wine you have on hand. This will help control over the urge to over indulge by many guests.

If you are going to serve liquor, stop serving it at least 90 minutes before people will be headed home. Simply shut down the bar and offer coffee or flavored waters (to push urination) along with some greasy foods to help people sober up.

Finally, don’t invite two sets of families / friends, etc. that you know have active drama going on between them. Unfortunately, a lot of gun violence (well, violence period) happens between two people who know each other. The holidays can bring out the worse in people and public gatherings can make people want to air grievances. If you know two groups don’t get along, don’t invite either group.

Until Monday,

Twyla N. Garrett

Could You Handle A Bomb Scare?

Would you know how to handle a bomb scare at work? Many people don't know what to do or how to react. The topic is so uncomfortable that many don't even want to think about it. Well, let me give you the basics. The best defense is an offense, which means thinking about the uncomfortable and knowing how to handle it.

1. First, if you take the call / threat - call 9-1-1- and then notify your boss.
2. Stay away from any specific area or packages. If a caller notes a certain part of a building on the phone, evacuate that area first.
3. Don't bother the first responders. They will provide information on an "as needed" basis. Make sure you give them all the details of the call or received threat and then take care of yourself and your employees. Don't ask questions or pull people away from their jobs.
4. Don't panic. This is easier said than done, but it is important to remain as calm as possible.

I know it is Friday. I know this topic isn't the easiest and by no means are these four steps (above) meant to cover every aspect of a bomb threat. But, if you can remember these basics, you are a lot better off than the people who don't even want to think about this possibility.

Here's a free checklist in the meantime: http://emilms.fema.gov/is906/assets/ocso-bomb_threat_samepage-brochure.pdf

Until Monday,

Twyla Garrett

Talk Yourself Out of Sales

Do you know that you can talk yourself out of sales? Yes, this is very possible. Some people thing they’re being charming when, in reality, their “charm” is helping them become further and further separated from a sale. So, how do you talk yourself out of a sale?

First, don’t wear sunglasses when meeting something new. I don’t care if you meet him or her in the daylight, take off the glasses and look them in them in the eye. If you are wearing sunglasses from someone first meets you, they will never trust you on an unconscious level.

You also need to understand that perception is reality. If you look well-kept, people will know you take pride in yourself and likely take pride in your work. If you leave the house looking like a slob…. Well, you know where I am going with this.

You easily share your problems. Let’s say you click right away with a new client. Great! Then you start telling him or her about your problems at home, how your kids misbehave, you share your bra size, your man troubles, etc. Yep, you’re talking yourself out of a sale and earning yourself a rep as potentially unreliable and unable to keep trade secrets. Be kind, be cordial, be impersonal!

These are just a few pointers when it comes to steering clear of losing a sale. Do you have some pointers for me? Please share them in the comment section below.

Until next time,

Twyla N. Garrett

Are you ready for a disaster?

My company works to help businesses prevent and offset disaster. As much as prevention helps, it can not stop disasters form happening. I can't stress enough how important it is to have a disaster plan when you launch your business. It is crucial. I know you have a lot on your plate but make sure you make this element a priority.

Here's How:

Spend a day running the office from home. This will help you realize what items you do have to run the business from your home office and what items you don't have. Do you have backup data for client files, numbers and hard copies of contracts? What about your schedule? Payroll information? If a disaster strikes, and your office is impacted, chances are you and your employees will have to work from home. Could you pay them? Could you reach them? Working from home for a day will help you realize the inventory you have and what you need to be prepared.

Who are your leaders? Don't wait for a disaster to assign your employees leadership roles. Help your company be prepared by preparing your employees. Ask yourself who would be best to help in the event of a mandatory evacuation. Seek out people to cover attendance after the evacuation, those who should grab certain documents and data cards, individuals who start the insurance processing part, etc. A disaster brings a lot of chaos to the table. Employees who know their roles ahead of time can help streamline recovery and compile resources.

Plan for their safety. Yes, you have to keep clients moving but employees' safety should always be first. If someone's home has been flooded, try to help them recover by pooling resources. Who is willing to share their home? Do you have a company credit card to front employee hotel housing? I know this is going the extra mile but it is important to take care of each other. Profits are important but the human element is more valuable.

These recommendations are just the tip of the iceberg. You are free to contact me with specific questions or a request for a consultation.

Stay safe out there,
Twyla