Three Word Podcast

Episode 183, Practice Pays Off!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 183, Preparation can be the difference between life and death. Practice Pays Off!

 

What a difference a week can make. A week ago Monday, one of the most anticipated NFL Games was on the biggest stage between the Buffalo Bills and the Bengals. A game with significant playoff implications.

 

What an emotional week not only for Damar, his family, both teams, medical teams, and all the millions who watched that moment play out on Monday Night Football. All of us were in complete shock and disbelief at what had happened. We felt fear and compassion for Damar and the other players. 

 

This past week, I have thought about many life lessons that unfolded for me. Something bigger than Football happened at that moment. We all banned together to cheer for number 3 - Damar Hamlin. All were clinging and hoping for positive signs that Damar would be okay.

 

The power of togetherness was one significant takeaway. Strangers worldwide prayed for a man they had never met until that night. I witnessed love and respect between two opposing teams coming together to support each other in a time of need. I saw the extreme love from parents for their son, who showed unwavering faith that everything would be okay. The power and precision of teamwork among the medical professionals who shared that they were doing their job.

Leadership lessons from so many people.

 

At a press conference, I was listening to Sean McDermott, the Bills Coach, share his thoughts when they received the encouraging news that Damar showed improvement by writing, "Did we win the game?" He said something during that press conference that connected to me. Sean went on to share how much respect he had for the quick response by the medical team on the field. He then went on to utter these three words: Practice Pays Off, and it did in the moment of need. 

 

It was the Bills Assistant trainer Denny Kellington who was doing his job - one he had trained to do all his life. He prepared for the game every day to be ready for that moment. He did this when no one was watching. He and the trainers would complete the mock exercises week in and week out so they would be prepared to step in for the next play. His actions in helping to save Damar's life are nothing short of amazing. You talk about preparation and leadership, a real hero saving Damar's life. 

 

Denny went into action and quickly restarted Damar's heart and restored blood flow to his brain. He was doing this in front of both teams and millions of viewers under a very challenging circumstance. His calmness and leadership at that moment helped save Damar's life. This story could have ended differently if Denny hadn't spent hours and time practicing these situations. He was preparing for the worst-case scenario. 

 

I understand that unless you are in the medical field, we may not be able to save someone's life. We can impact others around us with our leadership skills. How prepared we are each day to lead others or be there for them in that moment of need.

 

I now have another number 3 that I will be cheering for: Damar Hamlin. Another team, in addition to the Bengals, that I will be rooting for is the Buffalo Bills.

 

I understand that leadership presents itself in many forms and at different moments. We must all prepare for our moment by practicing what we need to do to improve our game or business. That these three words matter, Practice Pays Off! Practice to improve your skills, Practice!

 

 Practice when no one is watching. Practice!

 

I am so proud to be a part of Cincinnati, who turned the town Blue and Red, gathered in prayer, and wrapped their arms around Damar, his family, the Buffalo Bills, the entire medical team, and our Cincinnati Bengals.  

It's a New Dey - WHO DEY!

 

Could you do me a favor? If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

Episode 182, 4 Tips to you achieving your New Years’ Resolutions!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 182, Start with you!

4 Tips to you achieving your New Years' Resolutions!

 

Happy New Year!

 

January is the start of the new year! New year's resolutions, new challenges( 30-day challenges begin), new workouts, new relationships, new friends, maybe for some, a new job, and hope for new customers.

 

I have a question for you. 

Can you remember what your goals were for 2022? 

Did you achieve them?

If you fell short of reaching your goals, do you know why? 

 

Studies have shown that, by February, approximately 80% of us will not achieve our New Year's resolution goals. Wow, that is a staggering percentage.

 

We need to understand Why New Year's resolutions are so popular. 

It gives us a clear starting point. The beginning of a new year and new possibilities draw us to participate. Secondly, the beginning of a new year invites us to imagine our future, "improved" selves. This projection of whom we'd like to be can be exciting and motivating.

 

But what if this way of thinking sets us up to fail from the start? 

When you look back on failed resolutions from years past, you may notice that they suffer from common pitfalls such as:

• An all-or-nothing mentality
• An overly ambitious mindset
• Not being specific
• An emphasis on achieving goals vs. building habits

 

To achieve your goals, it does take a certain mindset, and more importantly, to achieve your goals, it takes you creating the proper habits. Habits that become a way of life for you while giving you the momentum to keep making progress.

 

I want to cover some obstacles that might be standing in your way.

An “all-or-nothing” mentality

New Year's resolutions tend to encourage "all-or-nothing" thinking. Goals like Dry January, where you don't drink the entire month. I will exercise for an hour every day when I haven't walked for 15 minutes. We set our goals so big that with the slightest slip-up, we give up.

 

All-or-nothing thinking can be the result of self-sabotage. Without realizing it, many of us may believe we're undeserving of success. We're constantly battling with ourselves as we subconsciously engage in behaviors that actively make achieving our goals harder.

 

The key is visualizing the person you want to become and what habits and behaviors align with that person. Making progress is the key to you staying on the path.

 

An overly ambitious mindset

In the excitement of the New Year, it's easy to set overly ambitious goals that don't reflect your current reality. One way to set yourself up for success is gradually building each day to sustain your plan and create a better system. Thinking smaller may not feel as inspiring in the short term, but it can lead to more inspiring results.

 

For example, if you want to exercise more and are not doing anything. It will be challenging to start exercising every day for an hour. Instead, start by walking for 15 minutes three days a week. Then add ten more minutes or another day. You're creating a lifetime habit. 

 

Be more specific

Sometimes, New Year's resolutions fail because they're too broad. "Exercise more," "eat healthily," and "save money, are examples of goals that lack any specificity. 

 

Three reasons why this can be a challenge for you: 

1. They're not actionable. Knowing what you need to do to achieve your goal is challenging.
2. They're difficult to measure. Creating mental milestones of success is difficult, as there's no clearly defined end goal.
3. They lack accountability. You aren't accountable for hitting anything without a target. If a goal is too vague, it can seem more like an aspiration.

 

Build habits vs. achieving goals

New Year's resolutions often fall short because they encourage a goal-oriented rather than a process-oriented approach. We want to develop habits for our life versus a narrow focus on achieving a single goal.

A goal-oriented perspective can motivate some, but it can be too black-and-white for others. Even if you progress towards a goal, you've technically "failed" by not achieving 100% of it. On the other hand, habits focus more on the journey than the result.

 

Measure your goals

It is wishful thinking to have a positive mindset and hope to reach your goals. It's another to measure your progress. Be clear on the specific steps you need to take by doing the following:

 

• Give yourself a clear, well-defined goal. For example, "I want to add five new clients" vs. "prospect more often." 
• Set clear benchmarks to measure your progress. For example, " I will ask for three introductions a month from current clients" vs. "prospecting twice a week."

 

Celebrate your progress

Celebrating your progress can give you the motivation you need to stick to your resolutions in the long term. We need to know that there is a reward in it for us. So reward yourself for performing a specific behavior; the brain engages the dopamine feedback loop. Once triggered, this loop releases some feel-good dopamine and makes us associate that behavior with a positive feeling.  

 

Rewarding yourself for reaching small milestones doesn't just make you more likely to achieve your goal. It also makes the process much more enjoyable! So, before you commit to your resolutions, take some time to decide exactly how you want to reward yourself for hitting benchmarks along the way.

 

I believe it starts with you!  

Define your success. 

The habits you need to create. 

Measure your progress.

Celebrate your successes along the way.

The famous saying, "If it's to be, it's up to me"! That is so true.

Progress equals happiness!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 181, 7 Powerful questions to ask yourself about this year!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 181,  7 Powerful questions to ask yourself about this year!

We are days away from the new year. I think it is so important that we pause and reflect on the year. The time of year to reflect and gain perspective on what you discovered, learned, and connected to you.

 

Questions can help design the new year! Taking that time to pause and reflect is so powerful. I was listening to one of my favorite podcasts "On Purpose"  by Jay Shetty, where he shared seven powerful questions you can ask yourself before the year ends. 

 

The questions help you get a clear insight into how this year went, the ups and downs, the special moments, and the things you might want to do away with or carry into next year. I spent time answering the seven questions over the holidays and thought you might find them helpful.  

 

7 Powerful questions to reflect on and end the year with confidence.

 

What is the challenge that you've overcome this year?   What was something difficult you did or a breakthrough? Maybe something was holding you back, and you did it. It doesn't have to be significant. A follow-up question is, what did you learn from it?

What did it teach you or your takeaway? I Experienced Vertigo. I woke up with the room spinning and not able to stand up. I had a strange ear infection that caused it. My takeaway from experiencing Vertigo is that I have compassion for those dealing with this all year. It reiterated to me that our health is everything!

 

What's a surprise you dealt with this year? Something you were not expecting. The reason is that studies show that reflecting on how you have overcome past challenges helps you process negative experiences in the future. You gain confidence that you navigated through a challenging experience, which will help you face future setbacks. Our dog Dakota passed away unexpectedly. I realized how much joy and happiness our fur kids give us. How heart-connected we are to our pets. How much unconditional love they give us every day.  

 

What is something you bought this year? A tangible thing you bought this year that you love. What did you invest in for yourself? What did you spend money on that made you happy? Something simple I bought was Vurio joggers. Life-changing comfort, and I highly recommend them. Something else I bought was golf lessons. Thank you, Ashley, from Golf Tec, for helping me perfect my golf swing and putting stroke. I shot several times in the 70s because of our sessions. Let's celebrate what we spend money on that makes our lives more enjoyable. 

 

What's the best book/podcast you read/listened to? My favorite book of the year was Peak Mind by Amishi Jha. She teaches you how to find your focus in a world of distractions. My favorite podcasts are On Purpose with Jay Shetty and Dare to Lead by Brene Brown. They teach valuable lessons about health, relationships, leadership, and how we impact others. I love these podcasts because they open my worldview and make me think about my life.  

What are your blind spots for next year? We maybe go into recession next year. What can you do today to help you? It enables you to prepare versus avoiding what could happen next year. I know I can't control the economy, but I can control my Behavior and attitude daily. I want to focus on what is possible for our sales team and me. I want to support them. I would also add health again. What can you do each day to live a healthy life?

 

What made you the happiest this year?
It is crucial because we tend to focus on challenging times and lose sight of happy ones. When we actively seek out these happy moments and celebrate them, they connect to our hearts and become points of inspiration in our lives.   The Bengals made it to the Superbowl, which made me happy. Hikes in the woods with Liv and our fur kids. Time with each other talking and appreciating the sounds and smells of nature. Our girl's trips to Hocking Hills and dinners together made me happy. Days of laughing, connecting away from the day-to-day demands. The time spent connecting with these fantastic ladies brings me happiness and gratitude.

Who's the person you couldn't have gotten through this year without? From a work perspective Christine Mello, with whom I co-manage the team. I can't imagine this past year without her: her wisdom, support, in it together, and friendship. My wife, Olivia, is so important to me. Liv deeply knows me and my heart. She supports my vision of becoming a better version of myself. Life is better with Liv! It's great to reflect on those who love you profoundly and impact your life. They may not even realize the impact they had on your year. Maybe call or write them a note saying how grateful you are for them.

 

These questions, I hope you gain insights into the past year. Thought-provoking questions to verify the challenges you overcame because it gives you strength to overcome future challenges. The surprises you dealt with, so you will be better prepared for future surprises. What you spend your money on will remind you where to invest your money. What brought you joy and happiness? What book or podcast you listen to will help you continue your journey of personal growth. Knowing your blind spots prepares you for the future. What made you happy this year is a great reminder to keep doing those things and keep prioritizing those things. Who's that person that you couldn't live without this year? 

 

I am so grateful to you. Thanks for sharing your time with me. I hope you will take the time to reflect on the past year and all you have experienced, learned, overcome, and inspired you.  

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

To learn more about Jay Shetty, http://jayshetty.me

Episode 180, The 60% Rule!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 180, The 60% Rule!

 

Many of you have heard about the 80/20 Rule; 80% of your results will be produced by 20% of your effort. Or if you're in sales, 80% of your billing comes from 20% of your accounts.

 

Have you heard about the 60% rule? Before I explain the benefits of this principle, let's look at what it means to focus and have discipline.

 

In Merriam-Webster, focus means "to fix (as one's attention) steadily toward a central objective," and "discipline" means "to train to do something by controlling [your] behavior." 

 

It's us determining how and where we plan to focus our efforts.

 

The best salespeople know where and how to spend their best efforts. They know that 20 percent of their prospects will buy from them no matter what they do or say, and 20 percent won't buy from them no matter what they do or say. That leaves 60% of prospects or customers we must focus efforts on to convert into clients. It takes ongoing discipline and commitment!

 

I want to share a story from this week where this principle applied. I was in a coaching session with a team member discussing their next year's business desired results. Our conversation focused on how busy he was and stressed about how he would get everything done. It's the end of the year, so we are busy setting up renewal meetings to secure business for next year. It's the holidays, so we have fewer days with clients taking vacations and you taking time off. You are booking new meetings to replace the business that may not return. Your thinking to yourself, how will I get all this done?

 

Do any of you feel this way? The word stressed, overwhelmed, or sheer panic you may be feeling. This time of year can be overwhelming and, in most cases, feels like we are starting over.

 

I asked him what his most significant stressor was. I have key account annuals; these accounts are the 20% of clients who will buy from him. I have client requests, internal requests, and emails filling my inbox, not to mention the mental stress. I need to spend time on it, and I feel like my days are getting away from me. 

 

I agreed with him that, especially at the end of the year, fewer days in the month because holidays and vacations can leave us feeling a bit more stressed. Setting priorities and time to focus was step one. I then offered a possible solution centered around the word discipline. It takes discipline in your mind and actions to accomplish what you need to get done.

 

He shared that priority one is renewing his current clients. I agree that he invested too much time over the year and, in some cases, years of building a solid relationship and reputation. He needed to identify blocks of time where he could focus on his 20%. We discovered that 11 am-1 pm would be the time he felt would be the window of time to develop his recommendations for the following year. He agreed to block that time on his calendar, turn off his phone and avoid looking at emails. He realized he could build the proposal and be resourceful by tapping into sales support to put his strategy into a compelling format.

 

What we came to realize is that sometimes this list that builds in our minds seems insurmountable. When we slow down, write down our priorities and first focus on the 20% of our clients that will say yes and let go of the 20% of accounts we shouldn't be calling on, then zero in on the remaining 60% we have a discipline plan.

 

Filter your clients

It takes focus to stay on track and target the right customers with a business need you can solve along with a budget to solve their problem. I know we want to help everyone we meet. Sometimes we waste time trying to convince someone to do business with us. They are not a fit for your company or don't have the budget. That is why you need a client filter process. Depending on your industry, you should have data to support the ideal customer you can help. Some filters are the revenue of the companies, the size of the companies, and the growth of a company. Step two is to stop focusing on the 20% of clients that won't buy from you no matter what you say or do. 

 

Step three is where you focus your time and energy on the remaining 60%. These accounts need to go through your filter, and you quickly determine if they are the right account to focus your time and energy on. 

The old saying, "Time is money," is so important. So choose your time and accounts wisely!

 

If you think someone could benefit from this article please share it.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 179, The Holiday Hustle.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 179, The Holiday Hustle. 

 

It's the holiday season; your clients are taking time off, and you are taking time off. The pressure is on you to tie up loose ends and secure renewals with your current clients while setting up meetings with important clients and new prospects. We know that December is the month split between rushing to get work done and showing employees and clients that you appreciate what they've done throughout the year. Added to this is the pressure to set goals for the new year.

 

The question is, will your holiday season is bright? The holiday season can be an excellent opportunity to land new clients and strengthen relationships with existing customers. 

 

Here are Six tips to maximize your business opportunities during the holidays.

 

Appreciate Current Customers

The holidays are a great time to show appreciation for working with them. Sending a handwritten note of appreciation for your partnership over the year will go a long way. Another idea is to create a fun holiday video. Create a fun, humorous video that celebrates the season in your unique way. Block out time, make a list, and check it twice on who has been naughty or nice. The key is to schedule this on your calendar. 

 

Use social events as business opportunities.

You'll likely receive a few holiday party invitations during the month. These can be prime networking opportunities. Review each invite carefully and choose those that stand to expose you to new clients. Find a way to remind those around you that you're preparing your business for the next year and welcome introductions to others that you can help. 

 

Ask your client for a holiday gift.

You have the opportunity to get a gift from each of your clients. What is the perfect gift to give you? An introduction to another potential client that they know. Introducing you to another client is the quickest way to ensure your business continues growing into the new year. Our clients know other business decision-makers, and you are asking for an introduction to see if there is a fit with what you and your company can offer them. The statistic for asking for a referral is mind-blowing. About 80% of our clients are willing to do an introduction, and only 11% of us ask for one. Put this on your Holiday to-do list and save yourself valuable time prospecting for new clients.  Introduce someone you know to your customer.  A gift they can benefit from as well.

 

Mind Your Time

Let's not have a meeting to have a meeting. Remember, fewer people will be available around the end of the year, with many company-paid holidays and vacation time. Review the meetings you have planned for the rest of the year and ask if they are necessary to move your business forward. If so, perhaps you can reduce them from 60 to 30 minutes. It allows your team to do other productive things for their business. It allows time to ensure your processes and systems are in place for the new year.

 

Optimize Your Downtime

Take advantage of this time. Use this time to think—reflect on your business this past year and prepare for next year by completing your business plan. Set yourself up for success! A business plan promotes productivity, enabling you to set and implement goals while holding yourself accountable to business-building activities throughout the year.

 

Mind Your Mind

Carve out some time for yourself. Self-care is critical to being ready to face the many challenges in our work and personal life, especially as we prepare for the festivities. Maintaining a balanced life is vital. Be mindful of your sleep and hydration, and keep your health and wellness workouts. We all could use a little time for ourselves.

 

The holiday season can bring challenges and opportunities. Take the time to celebrate you and all you have accomplished this year. Find a way to make the most of the final weeks of the year; you'll be able to expand your client base and build good relations with the clients who have been so loyal throughout the year.

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free on Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 178, Discover the KPIs of your employee. Why they stay!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 178, Discover the KPIs of your employee.  Why they stay!

 

I have a question for you. Have you considered leaving your current job or actively looking for a new opportunity? An interesting fact is that January is the month most people go to join another company. 

 

Today, There is much discussion about why employees are "Quietly Quitting." It started with the great resignation during Covid. Let's face it someone on your staff could be looking for their next opportunity. 

 

What Is Quiet Quitting?

Quiet quitting refers to doing the minimum requirements of one's job and putting in no more time, effort, or enthusiasm than is necessary. No more staying late, showing up early, or attending non-mandatory meetings. The employee doesn't leave their position and continues to collect a salary.

 

In the early 2020s, primarily driven by social media, quiet quitting emerged as a much-publicized trend in the United States and elsewhere. A 2022 Gallup survey suggested that at least half of the U.S. workforce consists of quiet quitters.  

 

Beyond the workplace, "quiet quitting" is now applied to nonwork aspects of people's lives, such as marriages and relationships. 

 

Having reliable and motivated employees is a big part of our business success; as a leader in your company, it's our job to recruit, retain and coach our employees. I thought I would do some research for us on why our employees stay. What keeps them wanting to come to work every day? 

 

Three reasons people stay loyal to an employer for the long term?

 

Job Satisfaction & Engagement

Employees are more likely to stay with a company if they believe in their work and feel it is recognized and appreciated. Any job can provide a salary, but an employee who finds a sense of purpose in their work will show up each day thinking about more than simply a paycheck. Acknowledging your employees' efforts will help them believe their work is valuable. Create an environment of continued progress and ask for feedback on how to create better processes and invite different points of view.

 

Company Environment 

Long-term employees respect and appreciate their coworkers, genuinely care about the company, and believe they are part of something special. A culture of respect and accountability thrives when employees see themselves as a part of a team working together towards a common goal.

Tenure employees instill morale in newcomers or those considering working for or buying from your company. 

 

Great Benefits & Support

Employees commit to a company when they feel treated fairly, trust their business leaders, and have a mentor who encourages them. It allows people to feel supported in their professional pursuits and secure enough to plan a future that includes a career with the company.  

Invest in a range of opportunities for skill development and provide greater access to mentoring and coaching options. Workers are looking to their employers for opportunities to broaden their skills and grow their careers.

 

What can you do to retain an employee? Think like your employee?

Not all employees want the same thing. Have regular check-ins or stay interviews with employees. Stay interviews are an opportunity to learn how to engage your employees better, so they want to stay with your company.

 

Rather than just interviewing employees on their way out in an exit interview, we need to have stay conversations with employees to receive feedback on the workplace and what would motivate them to stay. Stay discussions help employers learn about an employee's career aspirations, receive feedback on what makes them want to stay with the company, and understand what support and resources they need to succeed.

 

Yes, we need to understand the KPIs of our business. But we also need to understand the KPIs of our employees. KPI is essential to measuring the organization's or individuals' growth. But it's imperative to maintain the balance between expectations vs. reality, where people feel inspired, informed, interested, and involved.

 

New leadership KPI

Keep people interested.

Keep people informed.

Keep people involved.

Keep people inspired.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

*Research on quietly quitting provided by Greg Daugherty and fact-checked by Suzanne Kvilhaug, November 2, 2022.

Episode 177, Live a life of Gratitude!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 177, Live a life of Gratitude!

 

Let me start by wishing you and your family a Happy Thanksgiving. This is my favorite holiday of the year. Mainly because of the three words Family, Friends, and Football. I know you thought I would say food - yes, that is a close third.

 

Thanksgiving means expressing or feeling thankfulness—a time to pause and give thanks for all your life experiences.

 

I was on a zoom call earlier in the week, and as an icebreaker, everyone shared what they were grateful for with the group. The answers varied from Health, kids, spouse, family, and friends. One word connected me to the list, experiences! I started to reflect on all the moments and experiences I was grateful for in my life.

 

My Health is at the top of the list. I believe that without excellent Health, it is harder to experience life. Your physical and mental Health is the key to how you feel and approach life. It takes energy to carry you through each day. I start every day with a gratitude mantra when I run and walk my pups in the morning. I am grateful for the ability to see, hear, breathe and connect with nature, especially after experiencing vertigo this summer which was no fun.

The days of dizziness were a great reminder that our lives can get out of balance. I recommend taking this time to re-evaluate how much sleep you are getting, your hydration (not just the alcohol), the food you eat that fuels your energy throughout the day, and your mental Health. How can you keep your life in balance?

 

Connections in my life would be next on the list. Life is better when shared with others. I am so thankful to be able to talk to my mom at 91 and my sisters Tracy and Lynn every morning. Grateful to experience life with my wife, Olivia. It will be 23 years of seeing and sharing many life moments in January. She is my go-to person in life. Liv is there to listen and encourages me to keep experiencing life.

 

Grateful for our fur kids. This year we lost our 12-year pup Dakota unexpectedly. I miss him so much! Our other dogs, Phoenix and Denali, love their walks and van rides to hike in the woods. They teach us to appreciate nature and live in the moment, even if that means chasing squirrels and deer.

 

How about the friends in your life? Your chosen family. Friends from childhood that help shape your life. How about the Friendships that develop throughout your life? I am beyond grateful for all the friendships I have in life. I can't imagine life without these unique souls. These heart connections, I believe, are to help connect us on a deeper level.

 

I look forward to all the moments we share and appreciate each gift they offer.

 

One final thought I am thankful for is the learning experiences - the good ones and the ones you think what my lesson with this one was. Over the years, I have come to appreciate those challenging moments. They offer a new perspective on a topic or situation, a different viewpoint. They push me to rethink a topic or new way of approaching a situation. These are my favorite moments, as they may feel a bit uncomfortable. When we experience and embrace that feeling, it expands/ stretches us. 

 

How can you find Gratitude each day?

Make it a habit! 

Take a few minutes a day while sipping your favorite morning beverage, when driving to work, while exercising, or when you lay your head on your pillow at the end of the day. Acknowledge the people and experiences that have shaped the person you are today. Because this life you are living is a gift, you, too, are a gift to others.

 

If you think someone could benefit from this article, please share it.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 176, Seeds or Weeds. Grow your business like a farmer.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 176, Seeds or Weeds. How learning to plant crops like a farmer is good for your business.

 

Are you a farmer? 

Farmers know and understand that if they want a crop, they have to plant seeds. If they don't plant, they won't get a crop. No seeds, no crop. Real simple. The same is for our business. Every day we must plant seeds in the minds of our clients and new prospects. 

 

It takes focus and time to grow our Crop of clients. The best kinds of seeds to plant are the ones you want to grow! What are you looking to achieve in your business? Increased sales? Repeat customers? No matter what you are looking to achieve, always plant seeds of value. Be and offer value to your current and future clients.

 

While the old analogy, "what you sow is what you reap," probably comes to mind, you might wonder what we can learn from digging in the dirt. 

 

The similarities and processes but also in the mindset needed to be successful. Your ideal clients now have plenty of options and access to the information that will help them make that choice. If you want them to choose you, give them a good reason to pick you. You do this by building relationships and establishing trust. 

 

Here are six business stages we have in common with farmers.

 

Planting Stage

Long before you begin planting, you must plan it out. You must identify the ideal crops you want to plant. Who is the perfect customer for you to focus your efforts and time? Remember, we want to work with companies with the resources to implement your recommendations.  

A client that we can help meet their business needs. We don't want to throw down any little seeds. We want to plant seeds that will create a large harvest. I recommend taking the time to discover your ideal customer and create a system or plan to connect with them.

 

Hold yourself accountable for what needs to get done for the day.

When planning your days, ensure you understand the tasks you'll be doing and what it will take to complete them. Put the most important tasks at the top and the least at the bottom.

 

The hardest thing about growing our business is the time it takes. Day-to-day business can get in the way of achieving long-term growth goals. As you begin, ensure you have a strategy to keep your vision focused.  

 

Preparation Stage

The preparation stage in farming includes collecting all the tools and seeds you would need to carry out your plan. What have you discovered as a reason for a client to converse with you? What research or industry trends can you share with them that could impact their business? Why should they buy your Crop? How can buying your Crop will help them?

 

Seeding Stage

How do you stay top of mind in your client's mind? When you have finished planning and prepping your farm, it is time to plant the seeds. You have to keep planting seeds as to how you can help them. It's a process that takes time to build trust and nurture relationships. Most crops need a growing season of at least 90 days. The growing season can last the entire year. It takes an average of 8-10 attempts to connect when looking for new clients. Remember that most people we call on may be happy with their current vendor.  

 

One way to market your Crop or get noticed is through video. Video is an excellent way to give your ideal clients a sense of who you are and how you can help them.

 

Maintenance Stage

We have planted, and now is the time to maintain our farms. The weeds are the things that are getting in our way of farming our business. We may have to get rid of the weeds. 

 

One major weed is our digital distractions.

It is easy to be distracted by our phone, laptop, or computer notifications.

Digital devices have become more and more of a distracting force. 

 

Here are a few strategies to stay weed free.

• Screen your phone calls and answer only essential calls
• Organize and schedule uninterrupted focus time
• Check your email at set times. Answering emails throughout the day can be a time-draining activity. Avoid checking your email too many times. It is easy to get sucked into a problem that can wait until your current task is complete.

 

Harvesting Stage

You have put the work in, and now it's harvest time. Stay close to current clients with intentional touch points by scheduling time on your calendar to meet with them and continue to help them with their business needs. Once you have developed a relationship and established the trust of your ideal clients, you will be the person they turn to when they need someone who does what you do.

 

While some people will be ready to buy immediately, some may need more time and communication, especially if it is a more significant investment. It is so important to keep planting new crops/ clients. Keep in mind that some crops go bad, or in our cases, clients cancel and select another vendor. 

 

 

Analyzing Stage

Like farming, sales require us to continually evaluate and fine-tune our plans and processes. The most successful farmers always take the time to analyze what worked and didn't at the end of each season. This process of analyzing allows the farmer to tweak their plan to ensure they are even more fruitful next season. We, too, must learn from all our experiences to grow our clients more quickly. We must be flexible, willing, and able to adapt as necessary to keep your business relevant and profitable.

 

Just like farming, no instant miracle grow will take you from seed to fruit. It requires dedication and devotion that will create a successful crop. You must be consistent, dedicated, patient, and attentive, planning for long-term success.

 

The hardest thing about growing our business is the time it takes. As you begin, ensure you have a strategy to keep your vision focused on developing new clients daily.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

 

Episode 175, Seven Prospecting Tips to keep your business moving forward.

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 175, Seven prospecting tips to keep your business moving forward.

 

Turning back time, I can only think of Cher's song. 

If I could turn back time

If I could find a way

I'd take back those words that have hurt you

And you'd stay

 

I was thinking about us turning our clocks back an hour for daylight savings. I have to share that I am not a fan of losing an hour of sunlight at the end of the day, and hoping this law gets changed next year.  

 

We may not be able to control turning our clocks back, but we can make sure our sales don't fall backward. I have seven prospecting tips to keep your sales moving forward.

 

Spend time with your current clients. 

We have to make sure we don't take our existing clients for granted. It took time and energy to earn their business, so we need to ensure we are providing solutions to their most significant business needs—scheduling time to meet and discuss how we can help them. We have opportunities to up-sell and grow our current accounts.

 

Schedule time to Identify new clients.

Discover new clients that you can help.

Prospecting is easy to neglect, and every day, something will steal your time from building your business. That's why the best reps set aside a block of time to prospect every day and week and hold themselves accountable for doing it.

 

Create better systems and processes.

Atomic Habits author James Clear sums this up. "You do not rise to the level of your goals. You fall to the level of your systems." 

Take the time to review how you gain new clients. Do you have a system and process you go through before contacting that client? For example, what do your current clients have in common? Sales volume of the companies you are prospecting? Do you have a referral process? What process can you create to earn that first conversation? You will have to pick up the phone several times or send a certain number of emails to get the needed responses. The goal is to develop an effective process to prospect efficiently.

 

Create a balance between quantity and quality.

This one seems like a no-brainer, but it's worth saying: Great prospectors know their company's ideal buyer profiles. They can spot companies similar to their best customers and recognize activity patterns by decision-makers that indicate it's the right time to reach out.

 

It's essential to be discerning enough that you're not calling everybody -- a waste of time -- but fast enough that you don't spend half your day prospecting. 

 

When you schedule meetings with better-fit leads — ones with a legitimate need for or interest in your offering. Good-fit customers generally provide more long-term business.

 

Avoid meetings with just anybody.

While booking meetings is the ultimate goal of prospecting, you need to ensure they're good meetings -- otherwise, it's just a waste of your time to move prospects through the sales process. The goal is to understand if your specific point of contact is the right person to speak to if they have a perceived need.

 

Build social media into your routine.

Yes, there is a benefit to having a Linkedin profile and other social channels. It's your online personal resume that showcases your experience. Update your recommendations on your profile to highlight your ability to help other companies. One additional advantage is that you can read posts that may suggest a prospect is having an issue, they launched a new product that needs marketing, they need to hire additional help, and recruitment is your expertise.

 

You understand the difference between No and Not Yet.

Earning a new client's business can be all about timing. In many cases, they may be happy with their current vendor. Great salespeople understand that it is a timing situation. So they ask follow-up questions to make sure it's a timing issue. For example, ask for feedback. What factors do you consider when working with a new vendor? When do you review new partnerships? How can you stay in touch until that time? This way, you get a clear picture of what is important to that prospect. Is it price, relationship, transparency, and follow-up? 

 

I encourage you to schedule time on your calendar to review your systems and processes to better prospecting. So that way, you won't be singing Cher's song: If I could turn back time.

 

If you think someone could benefit from this article I invite you to share it.

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.

Episode 174, Do you think like a Politician or Scientist?

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 35 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to motivate and inspire your sales team.

 

Episode 174 , Do you think more like a Politician or Scientist when solving problems?

 

The political season is here! If you are like me, you're tired of seeing all the ads positioning why you should vote for them. I started to think about how we communicate the message we want to get across to our prospects, clients, co-workers, friends, and family. 

 

How do you get your message across to someone? Do you approach it like a politician?

 

How do you solve problems? Do you approach it like a scientist?

 

Most of us think and talk into the mindsets of three professions, according to Adam Grant, who wrote the book think again. The three Ps! You know I love anything to do with threes.

 

Preacher, Prosecutor, Politician.

We take on a particular identity in each mode and use a distinct set of tools. We go into preacher mode when our beliefs are in jeopardy: we deliver sermons to protect and promote our ideals. We enter prosecutor mode when we recognize flaws in other people's reasoning: we argue to prove them wrong and win our case. When we want to win over an audience, we shift into politician mode: campaign and lobby for approval. 

We use different modes of thinking for different situations.

 

Who knew that there was a science behind getting our messages across? Thinking back, I wish I had paid more attention in my science classes. 

 

 

To be problem solvers for our clients requires some science behind our sales.

 

Adam Grant outlines four distinct thinking styles we use to approach problems.

 

• Preacher: "When we're in preacher mode, we believe we're right," From the salesman to the clergyman, this is the style you use to persuade others to your way of thinking. We are focused on changing someone's mind. Can I get an Amen?

 

• Prosecutor: "When we're in prosecutor mode, we're trying to prove someone wrong." None of us want to be wrong; that would mean we are admitting defeat. So we continue to present our case to the other person.

 

• Politician: It's no shock that "when we're in politician mode, we're trying to win the approval of our audience." We can flip-flop our message according to whom we are trying to convince.

 

• Scientist: When you think like a scientist, "you favor humility over pride and curiosity over conviction," Grant explained. "You look for reasons why you might be wrong, not just all the reasons you must be right."

 

"Thinking like a scientist involves more than just reacting with an open mind. It requires searching for reasons we might be wrong—not for reasons we must be right—and revising our views based on what we learn." 

 

"I think too many of us spend too much time acting like preachers, prosecutors, and politicians, unlike scientists.

 

 

"In preacher and prosecutor mode, I'm right, and you're wrong, and I don't need to change my mind. I might tell you what you want to hear in politician mode, but I'm probably not changing what I think; I'm posturing instead of rethinking."

 

Think like a scientist, and you view your opinions more as hypotheses needing confirmation. You rethink using the words "If" and " Then." For example, if I apply this method when prospecting, then I can expect this. With that mindset, changing your mind is not considered a weakness; instead, it's a sign that you're progressing.

 

We all need to become scientists or at least think like one. Suppose we spend less time debating our position and searching for new ways to look at each situation. In that case, we may discover a better way to think through what further information would change our mind about a topic and surround ourselves with people willing to challenge our thinking. 

 

Ideally, that makes you not only willing to hear new points of view but eager to seek out evidence that contradicts your opinions. 

 

What can you do to Rethink your strategy?

 

Creating an environment where you have a discussion or debate on a topic vs. a disagreement shows that you are open to considering another opinion and changing your mind, which motivates the other person to share more information with you.

 

A disagreement feels personal; we expect a discussion to be about ideas, not emotions. Starting a conversation by asking, "Help me rethink about this," sends a message that you want to think like a scientist, not a preacher or a prosecutor—and encourages the other person to feel that way, too. 

 

The goal is to be open to others' views. It shows your openness and admits that you might be wrong or your knowledge might be incomplete. People shut down often because they're afraid of being judged. So, they would instead disengage and avoid that. But if you say, I'm not sure about my opinion here," there's a possibility they'll realize that you're both here to learn from each other.

 

Another option is to ask more questions that help them consider what would open their mind, which at least encourages them to contemplate situations they might rethink. Again, the goal is to think like a scientist who focuses on evidence, not emotions. If they acknowledged that evidence could change their mind, at least it's a step toward progress.

 

And we all know progress means happiness!  

My vote for you is to continue to Rethink your position, be open to other view points, and think more like a scientist!

 

Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.