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

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

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.

9 Million People to Receive 'Green' Cards.

Here's some Homeland Security news for you, the Department of Homeland Security (DHS) is bracing for a couple of busy weeks- to say the least. The DHS is going to be reviewing work applications from an estimated 9 million immigrant workers thanks to an Executive Order that President Barak Obama is expected to implement later this year. So, what? Well, that is the million dollar question.

This information is relevant because US Citizenship and Immigration Services has published a draft contract proposal to buy the card stock needed to make work permits and Permanent Resident Cards, more commonly known as green cards. The proposal also calls for providing material for at least 5 million cards a year, with as many as 9 million “during the initial period … to support possible future immigration reform initiative requirements.” The contract calls for as many as 34 million cards over five years.

Basically, non-violent illegal immigrants will be protected and granted legal work status if they have children here in the USA. While many people may not like this concept- or may think it put the country at a disadvantage- there are more benefits to this action than not. These now legal workers have to pay into the tax system, which is a big plus. They will contribute to our medical system and they are trackable. Plus, they can't be taken advantage of in so many ways. It seems to be a win-win for both parties.

The DHS is going to spearhead this effort because it the president can authorize protection from deportation for immigrants on a case-by-case basis, such as with the DACA program, and issue work permits. If someone doesn't look like they working intent, but something more sinister in mind when it comes to being within the USA, we can get a heads up on the scenario (and handle it) through the DHS. This issue is something to think about for sure this weekend before forming an opinion if this effort is good for the country or not.

Until Monday,

Twyla N. Garrett

Ebola, What You DON'T Know!

I was listening to women inline this morning discuss Ebola. Wow! There is a lot of bad information with social circles. Since I covered this topic, and the Department of Homeland Security (DHS) yesterday, I want to expand a bit on what most people don't know , but assume, when it comes to Ebola.

First, a person infected with the deadly virus must be showing symptoms to transmit the infection to others. Someone mentioned kissing today as how it is transmitted, this isn't true!

The World Health Organization and the Centers for Disease Control and Prevention say it's possible the disease could be spread this way, but WHO said it's "not aware of any studies that actually document this mode of transmission." Also, coughing and sneezing aren't common Ebola symptoms.

Right now, you're more likely to die from the flu vs. Ebola. Yes, you read that right! According to the Centers for Disease Control and Prevention, from 1997 to 2007, flu deaths ranged from a low of about 3,500 to a high of 49,000 deaths a year. The flu reached epidemic levels in last year's season. This said, The World Health Organization says West Africa could see 10,000 new Ebola cases a week by December.

We do have to be careful, as a country, about an Ebola outbreak. It is possible but it isn't likely. The DHS is considering a travel ban right now. We have trained professionals working at airports to screen all travelers right now. We're aware and discussing the issue, which is good. The problem is the not knowing and the gossip that I hear on a daily basis. You will always fear what you are not aware or informed about. If you want to learn more about Ebola, please click here: http://www.cdc.gov/vhf/ebola/

Until tomorrow,

Twyla N. Garrett

Hypocritical Encouragement From the Government?

On September 30th of this year, FEMA asked local communities to prepare for disasters as a practice. In fact, here is what their press release say;
"Today, the Federal Emergency Management Administration (FEMA) encourages individuals, families, workplaces, schools and organizations across the nation to take part in America’s PrepareAthon!, a national day of action that will take place September 30. America’s PrepareAthon! is a community-based campaign to increase emergency preparedness and resilience through participation in hazard-specific drills, group discussions and exercises every fall and spring. To register, individuals and organizations can visit www.ready.gov/prepare."

So, why is this a bit hypocritical in my opinion? Well, how would we possibly expect to prepare using FEMA's recommendations when they not only forgot to include important items on their "disaster readiness kit", but when security and preparation incompetency hit the White House recently? Not sure what I'm referencing? Here's a great article, via The Wall Street Journal, showcasing issues of security flaws within our current system: http://online.wsj.com/articles/incompetence-hits-home-1412194748

My point is, we can't depend on the government for 100% of our safety as citizens. It has to be a collaborative experience because humans make mistakes and even put together PSA documents containing content oversights! While I doubt the hypocritical recommendations were deliberate, they weren't utilized by the same people telling us to be prepared for emergencies and disasters. Do this mean we throw everything to the wind and buy into the media hype that we, as a country, aren't generally safe? Not at all. We are better protected now than we were on 09/10/2001. This said, if a recommended disaster kit says to pack two weeks of canned food- do so, just make sure you include a manual can opener (yes, FEMA forgot to include one on its list).

Until tomorrow,

Twyla N. Garrett

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

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