Business

A new commercial Realtor wanted to become very successful. He asked his managing broker what the one secret was that would help him become wealthy. She replied, “Be present.” With that secret, he learned how to listen and worked on clarifying the messages he conveyed verbally and non-verbally to others. As a result, he became one of the top commercial Realtors nationwide.

Presenting yourself in a powerful manner becomes more important as you climb the corporate ladder or advance in your profession. Gone are the days of hiding behind your technological or financial knowledge.

You are your most powerful message. It’s easy to forget that we are constantly communicating with others through what we say, how we say it and when we say it—whether we realize it or not. Today, you need a business-savvy manner to be able to work, communicate and socialize well with others.

6 Ways Your Message Defines You

Your Attitude. Do you convey a can-do attitude? Or is it a negative, cynical view of situations, projects and team members? Your inner views about life, people and opportunities show on the outside (you can’t hide them). Your hidden attitudes can be transformed by unravelling past experiences that unconsciously shape who you are today and get in the way of who you want to become.

Your Awareness. Being aware is very important. Put away your electronic gadgets during all meetings and interactions. Be present for the other person, what you are working on and what is going on around you. This mindfulness will speak volumes when you hear and address items that you otherwise would have missed or overlooked.

Your Appearance. Fashion changes quickly and is often determined by geography. However, business attire always needs to be clean, neat and appropriate for the specific location. Don’t forget your nails, shoes, hair, makeup and jewelry. Get professional advice on how to best express yourself. This alone can make a difference in the type of career opportunities and financial rewards you will receive.

Your Non-Verbal Gestures. 80 percent or more of what people hear comes from non-verbal gestures rather than the words that are spoken.

• Do you speak, stand or sit with confidence? (See It’s Time to Brag! Business Edition.)
• Are your gestures welcoming or off-putting?
• Do you know how to make appropriate eye contact?
• Do you know how to shake hands when introducing yourself?

These skills are not as common as they should be. Work with an executive coach to become aware of your blind spots.

Your Choice of Words. Become aware of the words you use when engaging your audience. Always avoid jargon. This awareness will provide you a powerful ability to interact with anyone, anywhere at any time.

Your Ability to Listen. Listening requires more than just hearing words. You must use persuasive listening skills to interact with others and elicit the best from them. For example, do you acknowledge what others are saying in a positive manner or do you diminish their comments? Are you able to build on others’ ideas to create a win-win-win outcome? Truly listening is the most important skill you will ever learn.

You are your most important message … communicate it well!

©Jeannette Seibly, 2017

Do you need to inspire your participants at a trade association event? Do you need an engaging presenter? Do you need a facilitator to help address a difficult company issue? Contact Jeannette.

The truth is, sharing your successes in a confident and business-savvy manner will help you close sales, receive promotions and increase your income. Learn the art of bragging, because no one will do it for you. Get your copy of It’s Time to Brag! Business Edition.

Jeannette Seibly is laser sharp at identifying the leverage points that will take a business and its team to the next level of performance and success. She has been a business advisor and executive coach for over 24 years; along the way, she’s guided the creation of three millionaires. Check out her website, or contact Jeannette for a free confidential conversation.

Are you a new leader and want to be seen and heard in a positive way? Successful leaders use presentations to engage others and showcase their depth of knowledge about a topic. Whether the presentation is for the company’s employees, management team, board or future clients, great leaders take the time to learn how to make great presentations.

So, shake off your nervousness, set aside your ego and get into focused preparation.

10 Preparation Tips

One: Know Your Audience. What is the audience looking to learn? Are they looking for how-to-do-it’s or a 30,000-foot overview? Or something in between? Talk with the event organizer (whether it’s a boss, HR department, board or association) to find out. Be clear and plan your presentation by keeping it simple and smart (KISS). Clarity is key. Never assume you know the audience’s needs (even if they are your employees or co-workers) or the purpose of your presentation without asking the event organizer each time.

Two: Write an Overview. If you have been asked to provide information about what you will speak on, first create a one-page overview of the issue and why it’s important. Then, write out the three key learning points (or takeaways) plus a short bio about yourself. (Don’t forget to use your brag statements. http://BizSavvyBrag.com) It’s critical to ask for input to be sure the overview meets the organizer’s needs before sending it.

Three: Clarify Who, What, When, Where and Why. If the organizer has sent you an email outlining their specific needs for the presentation, follow it carefully and in a timely manner. You may want to request a short meeting to ask clarifying questions. Write down the responses! This is a great opportunity to build your reputation as a leader through the type of questions you ask and your ability to deliver what is expected. Always debrief with the organizer after the event. Ask, “What worked?” and “What didn’t work?” Listen and learn.

Four: Stick to the Allotted Time. Failure to keep your presentation within the allotted time frame is one of the biggest detractors from the quality of the material and your ability as a presenter. Shorten your talk to allow for Q&A, and do not engage in long-winded debates or tangents. Remember, many groups do not allow extra time since they have other speakers and activities scheduled for their audiences.

Five: Provide Easy-to-Read Handouts. Be sure your handouts and/or PowerPoints are ready, proofed and delivered as requested. Print them on light-colored paper stock with an easy to read font. Leave plenty of white space to ensure participants can easily take notes. Many organizations today are saving on paper, so make sure your audience has easy access to a digital format.

Six: Practice, Practice and Practice. Get in front of the mirror or other people several times (not just once) to deliver your entire talk. Practicing it out loud will make you aware of points or stories that can make a positive difference. Don’t wing it! If you do, you will usually forget something important, go off on a tangent or fail to deliver on the requirements of the presentation. It’s not unusual to make incorrect statements or inappropriate comments when you lack preparation. If you do, your boss or board will be hesitant to ask you to present again!

Seven: Have a Customer-Friendly Attitude. Write down your checklist of everything you need to bring to your presentation. Then, use it. Compare it with the expectations of the event organizer. Call about a week before your presentation and review each item to ensure you’re ready! This process is a great relationship builder if done correctly.

Eight: Follow Up and Follow Through. If additional information is requested from your audience, get the information to the right people within 24 to 48 hours. Remember, their experience working with you before, during and after your presentation counts!

Nine: Know the Rules about Selling Your Book, Product or Service. If you have been asked to present on behalf of your company at a trade event, be aware that most associations ban selling from the front of the room. Be clear about what they consider a sales pitch. One effective way to reach out to your audience is to have them complete an evaluation and ask for their contact information. Make sure to ask for their permission to follow up (and how: in a face-to-face meeting, LinkedIn or e-news distribution). If you are able to sell from the back of the room, have a co-worker run credit cards so you can stay focused on the people who want to talk with you.

Ten: Have Fun. First and foremost, enjoy meeting the audience before, during and after the event. Listen and learn. Refrain from any gossip or negativity. Being too serious is a detractor. If you’re nervous, walk one mile the day before and limit your intake of caffeine and sugar.

Presentations are great opportunities to build your leadership skills by listening to others talk about issues and potential solutions for your company, industry and profession.

©Jeannette Seibly, 2017

Need an engaging presenter for a trade association event or a facilitator to address a company issue? Contact Jeannette.

There is an art to bragging. Remember, no one will do it for you. The truth is, sharing your successes in a business-savvy manner will help you close sales, receive promotions and increase your income. Get your copy of It’s Time to Brag! Business Edition.

Jeannette Seibly has been a business advisor and executive coach for over 24 years; along the way, she’s guided the creation of three millionaires. She is laser sharp at identifying the leverage points that will take a business and its team to the next level of performance and success. Check out her website, or contact Jeannette for a free confidential conversation.

Many people today are in a big rush and rarely slow down. They fail to understand and appreciate that what they do or don’t do leaves a long-lasting impression on others. ALL of our actions, words, attitudes and behaviors impact everyone: clients, co-workers, bosses and customers’ clients, family and friends! Lack of awareness of how you impact others will limit your business growth now and in the future.

Do These Sound Familiar?

• -A boss conducts a cursory interview of a candidate and hires him. Within two weeks, the new employee starts complaining about his job, co-workers and company. The boss claims it wasn’t his fault … the guy is a bad employee.
• -A group of entrepreneurs wants to release a new product and is looking for funding. Instead of fine-tuning their offering by listening to feedback from potential investors, they keep looking. Their excuse is “No one gets it.”
• -A speaker fails to review the information sent by his boss for a presentation. As a result, the employee bored the Board and blamed his boss for not being clear about her expectations.
• -A resident smokes tobacco and non-tobacco substances in her apartment even though the signed lease says smoking is forbidden. Anytime a complaint is made, the woman claims she doesn’t smoke and points the blame on neighbors or right back on the people complaining.

Consider the Following When You:

Create a new product or service and announce it without conducting proper due diligence. There is a cost (tangible and intangible) because of poor planning and execution (e.g., the ability to attract new customers, retain current employees, etc.).

Write an email or new policy and fail to proof it. Customers and others will push back when you haven’t done your homework and have failed to communicate clearly and concisely.

Put together a presentation (or wing it) and fail to follow the guidelines provided by your boss or event conference planner. It is unlikely you are going to add value without preparation.

Fail to check links and test the instructions before sending them to customers. There will be problems. This carelessness creates additional work for others and impacts their job satisfaction, the time required to complete their own work. This can easily be prevented by having someone else edit or review your work.

Post information without checking its validity, or gossip. People will learn they cannot trust you and will stop listening to you.

Deliberately lie to save face or retain a customer. Know that eventually the truth will surface and your excuses will rarely make a positive difference.

Move too fast for your team to keep up with you. You’ll leave them behind. It’s important to elicit the best from them and encourage them to give their best in order to avoid high turnover and low morale.

Get upset when feedback is provided. Get over it! Instead, say “thank you.” Feedback is a great way to learn from mistakes so you don’t repeat them.

Slow down and take the time to get it right the first time. Understand you do impact others, their customers and so on. When you make more work for others, it creates a negative impression on your company and on you, and it’s a difficult reputation to overcome!

©Jeannette Seibly, 2017

Need an engaging presenter for a trade association event or a facilitator to resolve a company issue? Contact Jeannette.

What are your brag factors? How do you share them in a business-savvy manner? Sharing your successes in a business-savvy manner will help you close sales, receive promotions and increase your paycheck. Get your copy of It’s Time to Brag! Business Edition.

Jeannette Seibly has been a business advisor and executive coach for over 24 years; along the way, she’s guided the creation of three millionaires. She is laser sharp at identifying the leverage points that will take a business and its team to the next level of performance and success. She also has extensive experience providing strategic counsel on ways to avoid negatively impacting others. Check out her website, or contact Jeannette for a free confidential conversation.

 

“We are biologically wired to resist change … it’s why change fails.”

—Dr. Britt Andreatta, author of Wired to Resist

 

Many of us have heard or used the phrase “The definition of insanity is doing the same thing over and over again and expecting a different result.” Yet most of us rely on the same process when creating a new product, service, program, business plan or book—whether or not we’re happy with the results. Then, when we’re unhappy, we blame situations outside ourselves for failures or less-than-adequate results. Whether we realize it or not, we are continually resisting change and operating with our familiar way of doing things.

A group of employees were in charge of an upcoming company event. While they all said they wanted something new and different, they resisted making the required changes. They allowed their mindset to pull them back into their comfort zone. Creating new ideas requires changing how the group normally operates. It takes courage to push beyond the first idea everyone likes and keep everyone focused on future results.

Transforming Our Relationship with Change

Be Present. Many people are not conscious of what they are doing, saying or thinking. It feels safer to keep doing what will create known results, even when there is a need or desire for different outcomes. Stepping into the unknown creates new opportunities. To take that step, we must become conscious of and acknowledge the truth. For example, upgrading an entrepreneur’s accounting system from a shoebox to QuickBooks can evoke fear. This change forces the entrepreneur to see the facts in black and white! (This can be a good thing, or not.) However, the new awareness creates new opportunities: the ability to apply for a loan, determine profitability to help win contracts, and reduce unnecessary expenses.

Expand Comfort Zones.  We often resist doing anything outside our comfort zones, since our brains are wired to keep us safe. Yet outside the comfort zone is where unprecedented results can occur. To rewire and reinforce new habits, make one change a day. For example, take a different route to work, try out different types of coffees, say “Hi!” to everyone in the office, etc. These new actions will push the raw edges of one’s comfort zone.

Take Focused Actions. Achieving better results requires focused actions beyond what we are comfortable doing or thinking. Unfortunately, if we don’t enjoy the process or we don’t believe there is an immediate reward, we resist or give up. Conscious expansion is required. One recommendation is to talk with someone who has achieved the same results. Ask the question “What was one thing you did that helped you achieve your results?” Listen and learn. Before taking action, modify what you will be doing. Remember, just because it worked for them does not mean it will work for everyone. Each person has different thinking styles, core behaviors and occupational interests. Talking with a business coach will create customized actions and more powerful results.

Celebrate Each Change. While people can welcome change, or they can fear taking unfamiliar actions, everyone can benefit from making the right changes for themselves. Celebration or acknowledgment of what you have done reinforces positive experiences and a positive inner voice. One great habit is to take a quick inventory of the successes you experience each day and write them down.

Change is not easy or hard. Real change depends on your ability to make the right choices to expand your comfort zone and achieve the intended results.

©Jeannette Seibly, 2017

Need an engaging presenter for a trade association event or a facilitator to address a company issue? Contact Jeannette.

There is an art to sharing your successes. Remember, no one will do it for you. The truth is, bragging in a business-savvy manner will help you close sales, receive promotions and increase your paycheck. Get your copy of It’s Time to Brag! Business Edition.

Jeannette Seibly has been a business advisor and executive coach for over 24 years; along the way, she’s guided the creation of three millionaires. She is laser sharp at identifying the leverage points that will take a business and its team to the next level of performance and success. She also has extensive experience helping create the right strategies, teams and actions to achieve unprecedented results. Check out her website , or contact Jeannette for a free confidential conversation.

 

“It’s a fact: People don’t like hearing contradictory or negative information.” —Author Mark Murphy, Truth at Work: The Science of Delivering Tough Messages

 

 

 

Whether you are a leader or employee, it’s critical you learn how to hear and deliver the truth.

If you are like many leaders, your failure to talk straight comes from wanting to be liked more than respected. You tend to gloss over issues out of fear of hurting someone’s feelings, but it’s at everyone else’s expense. The truth is, failure to talk straight will actually cause people to dislike you and distrust you.

The additional challenge is sticking to the facts when your work culture doesn’t support it and wants you to remain silent. However, silence is costly: it can lead to low employee morale, productivity delays, working on bad ideas and customers leaving. It can also cause you to lose your job or derail your career.

Financially successful companies have learned how to tell the truth appropriately. How can you?

How to Stick with the Facts

Deliver Bad News Respectfully. Many leaders only want to hear what they want to hear. Because no one will tell them the truth, they are surprised when competitors overtake them and clients leave. When the work culture is focused on “going along to get along,” it needs to shift so managers learn the importance of how to listen and hear the facts. Otherwise, they will be blindsided.

How to do it:

• -Don’t shoot the messenger—make it easy for others to tell you what is happening.
• -Share bad news by first saying, “I’m pretty sure you’re not going to like what I’m about to say.”
• -Factually fine-tune your message so that the truth is meaningful for your boss (for example, some executives will listen if you talk about the financial loss of a customer, but not if you discuss low employee morale — even though this leads to expensive turnover).

Overcome Fears. Bosses do not like to hear contradictory or negative information. However, safety, health and well-being issues need to be handled regardless of how others feel about operating in a safe manner. Employment and financial problems need to be addressed head on with real information. The courts, Department of Labor and other governmental agencies do not care about the company’s aversion to the truth or the fact that you may have been lucky up to this point.

How to do it:

• -Get real and stick to the facts, even when some co-workers (and bosses) make it difficult.
• -Conduct audits on policies, practices and tools used to ensure your company is in compliance and update them.
• -Address up front the importance of new operating procedures using various communication channels (for example, intra-communications, online and group training, and FAQ boards).

Train for Straight Talk. Many employees and bosses don’t know how to talk straight with one another due to lack of training or a culture that focuses too much on harmony. These poor communication skills often result in miscommunication, lack of clear directives and engaging in poor ethical practices at every level of your organization.

How to do it:

• -Design learning modules that include face-to-face interaction exercises.
• -Include all levels of the company in all training programs.
• -Learn the difference between facts and feelings, opinions and thoughts.

Take Responsibility. Telling the truth when fixing broken systems or handling sensitive employee issues can be challenging. It’s one of the top reasons executives and leaders fail in implementing solutions. This can be due to sacred cows, higher-ups not wanting to rock the boat, employees fearing changes in work responsibilities or reliance on solutions that are not viable.

How to do it:

• -State the facts and review them with your business advisor, CPA or attorney.
• -Document facts and the costs/benefits of potential solutions.
• -Share this information with your boss or board and keep talking until it is resolved.While people are afraid of the truth, you can help them learn to have straight conversations and lead by example.

©Jeannette Seibly, 2017

Need an engaging presenter for a trade association event or a facilitator to address a company issue? Contact Jeannette.

There is an art to sharing your successes. Remember, no one will do it for you. The truth is, bragging in a business-savvy manner will help you close sales, receive promotions and increase your paycheck. Get your copy of It’s Time to Brag! Business Edition.

Jeannette Seibly has been a business advisor and executive coach for over 24 years; along the way, she’s guided the creation of three millionaires. She is laser sharp at identifying the leverage points that will take a business and its team to the next level of performance and success. She also has extensive experience training leaders to tell the truth and creating strategic solutions for unprecedented results. Check out her website , or contact Jeannette for a free confidential conversation.

The old mindset of how to identify a new leader has changed. Due to technology advancements, geographical influences, and financial and people demands, there is a need for a new type of leader. Many companies are having a difficult time finding and developing the right ones.

How do you identify the future leadership for your company? How do you develop them?

First, Identify and Qualify Them

Competence. Are they results producers? Where is the gap in the skills they currently have and what is required? Do they have the people savvy to talk and work with anyone, anywhere, at any time?

Qualified Assessments. Use them. Start now. They help uncover what you don’t know about a person—the kind of information that can come back to haunt you. Due to their incredible accuracy, qualified assessments are invaluable in helping guide the development of future leaders in your company.

Oust Biases. Identify your own biases and set them aside. This practice is the only way you will identify future leaders in a new business era.

A business owner was having a hard time hiring the right person to take over running his company. He had failed several times. His bias was to hire people he liked who had the right title and came with the right connections. If they had a one-time winning experience, that helped too. Unfortunately, using these biases as criteria for a leader does not translate into actually being able to effectively run and build a financially successful company!

Don’t Promote Too Soon. This is a company’s biggest hidden expense. When managers promote someone who is not ready, lacks the resilience to handle challenges or conflicts, or does not have the interest in developing the skills to be a leader (regardless of what they tell you), they leave. Often, they take training skills and materials, clients and key contact lists, proprietary information and key employees with them when they go. Use incremental titles to help keep Millennials who are impatient to get ahead.

Second, Develop Them

Recognize Lone Rangers. Many leaders refuse to take advice. These DIYers will take the company and management team down with them rather than ask for help. Provide them board and management team training designed to teach them how to work with and through others, manage conflicting opinions and execute changes. If they are unwilling to participate, look now for a different future leader.

Preparation. Assign them team projects and have them participate in trade association events and boards. Include them in high-level discussions and ask their opinions. This will help them understand there is more to leadership than having a title. They will either relish the opportunities or dread them. Do not overlook their readiness to assume the next leadership role.

The Right Coaching. The laser-like ability to develop talent is a critical skill many current leaders, executives and business owners do not have. Provide key employees with an internal mentor and an external coach to help groom them as future leaders. Help establish attainable goals for each quarterly coaching program and check in to ensure they are on the right track.

Delegate Projects. Provide written expected outcomes, a budget and team members for the projects you delegate. Check on progress weekly and ensure situations, people and outcomes are not being overlooked. Remember, success is a process of working through issues, not an event where results magically occur.

What If Internal Candidates Are Not Ready?

There may come a time when you need to bring in someone from the outside to get the company on track and build future internal leaders. The problem is where to look. One option is finding a current executive, but they are often happy in their current job and must be promised job security to move. Another option is a consultant, but they are often overlooked because they have gray hair. Other factors could be candidate biases or that they are only willing to work part-time. Ask your network for introductions. Ensure the new leader is able to develop a successful succession plan, work past family business or existing succession plan biases, and navigate internal company politics. Don’t forget to negotiate a win-win exit plan for them when the internal candidates are ready.

©Jeannette Seibly, 2017

What are you waiting for? We’re on day three of the next quarter! The question is, are you in action to accomplish your 2017 goals? If not, why not? If you are stuck, contact Jeannette Seibly. She will provide you the insight required for you to move forward powerfully!

There is an art to bragging. Learn how to share your successes and teach your team to do the same in a business-savvy manner that will inspire others, build credibility and close the sale! Get your copy of It’s Time to Brag! Business Edition.

Jeannette Seibly has been a business advisor and executive coach for 24 years; along the way, she’s guided the creation of three millionaires. She is laser sharp at identifying the leverage points that will take a business and its team to the next level of performance and success. She also has extensive experience coaching leaders and future leaders for unprecedented results. Check out her website , or contact Jeannette for a free confidential conversation. Need a presenter who engages your audience? Remember to get your copy of her 5th and newest book, It’s Time to Brag! Business Edition.