Three Word Podcast

Episode 20 Do you have Personality?

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This week's episode helps you better understand how to get your message across to others by understanding your personality and other personalities.

 

Communication is vital and understanding what motivates others, what drives their purchase decisions, and being aware of their needs are all very critical. 

 

Let's review the four personalities, what motivates them, the words they respond too and how to better connect.

 

1. Analytical people are reserved and quiet thinkers. They are all about the numbers and processes. They like to get to the bottom of things - curiosity is one of their strongest motives. Analytical people tend to prefer to work alone, as their ability to concentrate is more important than that of the other personality types. They are seeking more data and better ways to do things. The prime motivator for an analytical person is respect and the desire to be right. They want things to make sense and be logical. They tend to talk and communicate at a slower pace. They support their decision making with principles and evidence, so the more details they are given, the better. They will not move forward with a plan unless they can understand how it will benefit them or the company. You should communicate with an analytical person by showing them "how" a process will work.

 

2. Drivers are all about power and control. They love to win and they're good at getting things done! They are confident and they naturally gravitate toward leadership positions. They are results-oriented and they have a sense of urgency, so they're always looking for ways to save time. Drivers are great with the big picture—they’re visionaries, but at times they may lack the details for getting there. A driver would prefer to make a wrong decision than no decision at all, so they benefit from having an analytical co-worker or friend. Drivers’ strengths are that they are very determined, independent, and productive individuals. You can communicate with them by answering the "what" question - i.e. What is keeping us from working together? What do we need to do next to accomplish this outcome?

 

3. Amiable   They are all about the relationship. Their prime motivator is approval and trust. An amiable person is easy going and avoids conflict. They tend to spend time with those that will agree with them. They love attention and developing a deeper relationship with the client. They make decisions based on guarantees and assurances. They tend to answer the "why" question, so you should communicate with them by telling them why you feel this program can grow their business.

 

4. Expressive  They are the life of the party and want to have fun! They are the social specialist and their prime motivator is being recognized and liked by all. Expressive people  want to be included in projects and asked for their opinion. They want to be involved in conversations, and they prefer to work as a team versus working alone. Expressive people are very outgoing and they tend to talk fast. They are ambitious, charismatic, and persuasive. They need to know the "who" - i.e. Who will be making the decisions on this program in addition to you? Who else should we include for our next meeting?

 

Episode 19 Do more of this and watch your sales grow!

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This episode teaches us the difference between two words and the impact on your sales if you spend too much time doing one more than the other.

Many of us fall into this trap at some point in our career. Instead of focusing on our business, we look for things to make us feel more accomplished, like cleaning our desk, replying to texts and emails.

3 Takeaways:

 How can you create more time for Business than Busyness?

 I recommend creating blocks of time on your calendar.

 

1. Reply to non-urgent emails, texts in blocks of time during your day.
2. Title “Busyness Tasks” 10-minute escapes. Yes schedule time to text friends, family, check your social channels. Perhaps you do it 3 times a day. Allows you 30 minutes and your lunch to break away from your focus on your business.  
3. Most of your day should be focused on “Get Back To Business” what is a must. What do you need to do each day to move your business forward?  

 

Break the pattern! Take control of your destiny and your business!

 

Episode 18 Does the Quality or Quantity of accounts you manage make you more money?

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This Episode helps you discover whether the Quality or the Number of accounts you manage make you more money.

There is a famous saying:  Time is Money! 

 

A great analogy is when we go on vacation or call on new clients. We use some type of GPS tools like Google, Waze or GPS to get there. We use them because it provides us with a step-by-step guide to get us from point A to point B more efficiently. By focusing on your ultimate goal and creating a step-by-step guide on how to get there, you will stay on the road to your ultimate destination (sales success!), and you will be less likely to end up lost in a part of town you don’t want to be or wasting time.

 

Where do you spend your time, your thoughts and actions? We’ve all heard the saying “You get what you focus on.” Do you have a clear focus and road map you need to exceed your goals?  Are you using your CRM program to help you stay focused on your best clients?  Your ability to focus sets the stage for where you will put your energy. Focus is a philosophy, not a resource.
 
Focus on the following three areas:

 

1)          Key accounts - accounts that generate the most revenue for you.
2)          Secondary accounts - accounts that can invest more.
3)          Targets—not currently spending but have the potential to do business with   you.

 

 Implement an eight attempt strategy over a two week period which includes a phone call, email, LinkedIn, referrals, sending case studies of successes to find a way to get in front of these new prospects. If after the two weeks you are not successful then we move on from that target.  Spend more time with your key and secondary accounts where most of your revenue will be generated. You will be more focused and have more mental energy each day.  Take control of your business!

 

Its time to get focused on the quality of customers you choose to do business with not the quantity!

Episode 17 "Raise Your Standards" so you can earn your clients respect and business.

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting.  Make an impact on those you lead by using 3 words!

What do The Ritz Carlton, Four Seasons, Nordstrom, Apple, Amazon, and Chick-Fil-A have in common?  These companies "Raise The Standard" in their industries.

In the end, we are competing against our own personal best. High performers are focused on becoming better every day with each client interaction. We want to play at a high level with improved outcomes and the ability to achieve superior results. We set the market standards. How can you raise your standards?

What traits do high performers have in common? It comes down to three things: habit, drive, and attitude. They strive to improve through every experience. This high standard of expectation is a way of life for them.

Focus on implementing these five strategies to Raise the Standard of your work:

1) Routine. High performers create routines. They know meeting their high standards will take focused efforts each day. They create processes to look for ways every day to be more effective and efficient. They understand that making small shifts can produce great advantages. Their routines make them highly productive.

2) Will. They have a strong intention about their future. They study other high performers to gain knowledge to see if they could implement any of the same strategies to improve their performance. Their desire to become the best version of themselves is a way of life.

3) Belief. They have extreme confidence in themselves. They are fearless, not fearful.

4) Feedback. They ask for feedback from their customers. “Are you happy with the service I am providing? Are there any recommendations you may be able to share with me to better serve you and your outcomes?”

5) Time. They understand that raising their standards is a process. There are no shortcuts. It takes time and patience to keep progressing.

Raise your standards! Become the brand that everyone recommends.

 

 

Episode 16 Stop Lying to yourself and Face The Truth

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

Episode 16 Stop Lying to Yourself and Face The Truth!  

I have a candid conversation with Monica Weakley, who owns her own coaching business and works with the fastest growing real estate company in the world eXp Realty. Her specialty is coaching Realtors who want to grow their business through relationships. These principles apply to all aspects of our lives.

 

There is only one person that is responsible for the truth – YOU! We have to find a way to eliminate the reasons and focus on the Results! So where are you today vs where you want to be.

 

List one goal you want to achieve. You’re here---------------- Want to be Here

( the dashes are the small activities needed to get you to your goal) It’s the compounding of the daily action steps that gets you there. Not the big climb to get to the mountain top. 

 

4 steps to find your score. Using a Scale 1-10 determine where you are today.

 

1.  Desire - On a scale 1-10 how bad do you want to achieve this goal. Be honest. Example if you were in the desert with no water for 5 days. Water would be a 10.

2.   Belief – 1-10. Ten is a full belief in yourself and you got this. Do you believe you can achieve it?

3.  Patience – 1-10 Ten being it must happen now! Patience is good as long as you have a sense of urgency.

4.   Activities – 1-10 How are your daily activities matching up with your goal. I need to prospect more to fill my pipeline of potential customers. What are you doing every day to take the steps to get you there?

 

Add up your score and Face The Truth of where you are today and where you want to be moving forward. If you're short in one area what can you do to improve? Action and desire are key.

 

So we must face the truth as to where we are today. To shift where we need to go next.

Great news – its all up to you. It’s about you being honest with yourself.

 

To connect with Monica 513.600.7296

Episode 15 How sending your kids back to school can help your business.

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This episode is about how you can apply the same lessons you teach your kids about going back to school to grow your business.

 

5 Takeaways:

 

1. Supplies

Every parent gets a list of supplies that their child will need.  Note pads, pencils, paper, computers, books and backpack to carry all these items.

These items are to help set them up for success. What tools are required for you to do your job successfully?  Have you forgotten over the Summer some of the tools you have that could improve your business?  Make a list of what you need to be more effective and efficient in your role.

 

2. Clothes. Parents go shopping for new outfits to wear to school.  We can all recall our back to school outfits and shoes. We were excited to put them on.   Time to assess your current wardrobe.  Could you use a little refresh on what your wearing to work?  In sales, we need to feel confident all the time.

 

3. Routines.  Helping our kids from the Summer schedule of staying up late, sleeping in to now having to get up early and getting ready for school is a shift in their routine.  We need to make certain we set a winning routine.  We have a good nights sleep so we can have the energy and a clear mind to accomplish our daily goals.  We need to create boundaries so most of our day is spent with our clients, providing solutions for them.

 

4. Homework.  We have to help our kids create a mindset and timeline of completing their homework for the next day.  What do you need to get done for the next day? You have to approach your workday just like your asking your child to do.  Have you done your homework or research on your customer, what they need, what solutions you can offer them?  We have a limited amount of time each day to complete our requirements to move our business forward.  We need to be focused and strategic.

5. Grades. How would you grade yourself on your current performance?  A great exercise is to review your current book of business.  Go through all your accounts and grade yourself.  Would you give yourself an A, currently doing business with them, know their needs and providing solutions at a high level or would you grade yourself a C,  great prospect not currently doing business?  If your struggling with an account applies the same principle you would recommend for your child.  You would get them a tutor or extra help.  Maybe you need a little help from your manager, a personal coach, a co-worker who is excelling in that area. for our job. The key is you have to be open to learning.  You need to keep investing in yourself. 

 

 

 

Episode 14 Lessons I learned from playing golf in the rain

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

 This episode I share a story of how playing golf in the rain reminded me of three important words:  Always Be Prepared!

3 Takeaways:

 

1.    Know your outcome.  What is your outcome?  Is it to earn the next meeting to pitch for their business?  Is it to convert them to a key account?  You may realize that its time to let go of this account.  You realize they don't have the funds to properly invest in your program. My outcome in the golf tourney was to play my best over the two days to finish at the top.

 

2.  Be prepared for everything.  Know the conditions your working in. Do you know more about your client than your competitor?  Be prepared for additional guests joining your meeting that you didn't plan for.  You need to anticipate any objections or setbacks you may face. Golf,  I thought I was covered with 4 towels and 3 golf gloves.  My competitors took advantage and they were more prepared.  They scored better than me on Day 1. They had waterproof gloves.  We may only get once chance!

 

3.    Practice makes perfect.  You need to think about all the tools you have to help you during the sales process.   Think of any questions or setbacks you could experience during the call.  Roleplay with your manager or co-worker so you build more confidence before the meeting.  I plan to schedule a round of golf in the rain so I can be better prepared and experience those conditions so in the future I can draw from my experience.

 

Episode 13 Stop Wasting Your Clients Time

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This episode focuses on how to Stop Wasting Your Clients Time as well as your own time.

5 Takeaways:

1.  How much time does your client have?  I ask this question every time I meet with a client.  I merely ask how much time did you block off for our meeting?  I want to be respectful of our time together. The client appreciates that you care about their time.  I even remind them during the time that we have about ten more minutes. In most cases, I find that if the client is engaged you earn more time with them or a next meeting.

 

2. Be prepared. You need to understand why the client blocked out time for you to meet. If you said you had a big idea then you need to make sure you deliver on that promise.  What is the outcome of the meeting?  Is it to share market research that you thought would be valuable to their business?  Is it a creative concept to connect them to their key consumer? 

 

3. It is not about us, it's about them.  What product or service do you have to offer the client to help them?  It could be something that saves them time.  A better way to approach new clients, a more effective way to help get their current customer to spend more with them.

 

4. Ask your client to walk you through their customer's eyes. You will gain a tremendous amount of knowledge about their consumer and discover where you may be able to help.

5. Teach them how to use your product effectively. How will they benefit from your products or service?

 

 

Commit today, to making certain your time with your prospects and current clients are well spent.  You will earn their respect and their business!

 

 

 

Episode 12 The Formula to Win Every Day!

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

In this episode, I will share five actionable things you can do to Win Every Day!

How do you create a productive week, month, and year? You start by focusing on one day at a time. The equalizer is that each of us has the same 1,440 minutes each day. How productive we are will depend on how we spend those minutes. We have the opportunity to create small wins,  all these small wins create momentum which can turn into big days. How will you take advantage of your day?

 

 It starts with 3 things that you have total control over!

 

Your talent determines what you can do.
Your motivation determines how much you are willing to do.
Your attitude determines how well you do it."

 

Here are Five thought-starters to help you Win Every Day:

 

1.  Create a winning routine.  How do you start your day? Do get up to meditate, work out, make your bed and you have already won, chose better foods for your body you have won before you even get to work.  What are you doing to win during the day or at the end of the day?  Is it one more call to set the meeting.  One more idea to share.  One more success that a new prospect maybe open to learning more about.

2.    I can’t do everything today, but I can get started on one thing. You have plans, and you have goals to achieve. But you have nothing until you actually do something. Pick one plan, one goal, or one idea, and get started. The first step is by far the hardest.

 

3.    I will do one thing others are not willing to do. Be willing to do what others think about or refuse to do. Find one thing other people won’t do. It can be small. Whatever it is, do it. You’ll be doing it while others are watching. Make it a ritual to do one thing each day that others may be afraid to start. After a period of time, you will develop determination and willpower and more confidence.

 

4.    Get out of your comfort zone. Fear is the most common trait that stops us. Commit to doing something that will stretch you out of your comfort zone. You will gain confidence from the experience and realize that the scenario you created in your mind was less scary than it turned out to be. Call the client sitting on your prospect list today.  Ask for one referral today from one of your best clients. 

5.   Win with Persistence.  Out-hustle everyone. Start your day knowing that it’s your will, not necessarily your skill, that can make a major impact on your day. Approach your day with a strategy of with one thing that must get completed versus a wish list of items you hope to accomplish.

Episode 11 Fun facts that have you making more effective new business calls

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This episode focuses on the "Reason Your Calling" a new prospect. Picking up the phone is the fastest way to get on a client’s calendar, but too many of us fear the phone. Most of our fear revolves around the potential of being rejected or being hung up on. Every great seller has been hung up on. Those who had the courage to push forward likely found all long-term rewards for the temporary pain they may have experienced when the line went dead.

 

6 Takeaways to think about when making calls:

 

1. In 2007 it took 3.68 attempts to reach the decision maker. Today it takes 8 attempts.  You could be passing on a potential sale if you give up too soon. 

2. The best times to call are between  4:00–5:00 p.m. 

3. The best days to call to reach a contact are Wednesdays and Thursdays.

 

4. Referrals calls are our the most effective way to grow our business. Only 11% of us ask for referrals from our best clients. 

5. Establish a Valid Business Reason (VBR). Before you reach out to a prospective client, know the VBR for why you are calling. 

6. The key is your mindset! Do you approach your calling sessions as “cold calling,” which has negative associations, or have you shifted your mindset to “power hour,” where you’re in control?