First of all I would like to thank super Active Rain rainmaker Debbie Gartner for helping me  set up my Active Rain account several years ago.  Active Rain has helped me  not only with my business branding but help me improve my writing.  I have expanded my blogging to my own web site where some of my blogs have gone viral. Givers gain and Debbie certainly deserves the tremendous success she has achieved by being a good AR community member.  I have promoted AR to my networking partners.  Some are still waiting to sign up.  However, I want to welcome two new members. Kathy Engstrom, of Fresh Eye, LLC, a home stager from Wilton Connecticut Her profile is at http://activerain.com/profile/afresheye Her website: http://afresheye.net/ Jon Anello, of Safe and Sound Electric, LLC, an electric... 10/23/2013

One of the fundamental requirements for organizational success is that all people in the organization are on the same page. The CEO or leader of the organization must demonstrate the ability to get results. But what results? What does success look like to the organization? That needs to be defined in the strategic plan under corporate vision and the corporate values. When the organization knows these things it can find people with shared values and grow the people and processes to ensure those results! Here is a results based model of leadership proven to produce success.   It begins with setting goals through your organization's strategic plan that are focused on your vision. In this process you define the desired results from your team members. It continues by aligning the people and ... 10/19/2013

Would you agree that having an engaged and motivated workforce is good for your business? If you answered yes I would ask you what you are doing to engage your staff and get more success for everyone. Let’s face it; people do business with people that they trust. In addition, employees want to work for people that they trust. Engaged employees will create more success and lead to more loyal customers. Diversity and Inclusion is really all about engaging employees and customers for more success. In a previous blog BRIDGING THE GENERATION GAP BY MANAGING DIFFERENCES I addressed generational differences which is one subset of diversity and inclusion. Why do you and your company want to embrace diversity? Most would answer that would do it because it is right. But here is the ROI. You will ... 10/12/2013

There is a paradigm shift in sales. And why is this happening? According to Dan Pink in his book “To Sell is Human” it is because we have gone a world of Caveat Emptor (buyer beware) to one of Caveat Venditor (seller beware). Information is readily available on the Internet and sellers no longer have the upper hand. The old term in sales, ABC (Always Be Closing) has been replaced by consultative selling. Now it is important to help identify needs and then assist the buyer in finding solutions. In the past salespeople were taught to concentrate on making the sale and closing the sale. However, today’s buyers are no longer willing to be sold. Linda Martin, founder of Resource Associates Corporation said, “People do not like to be sold but they sure like to buy”. Doesn’t it make sense then... 10/05/2013

Would you like to learn the truth about your business? Before you answer that question I have another. Can you handle the truth? Sometimes when an organization asks for help and receives feedback it could be surprised to learn some inconvenient truths. If you want to learn how to improve your organization you will want to have an organizational assessment of your business. There are very effective assessment instruments available to generate a fact based picture of organizational performance – I utilize the D.I.AL.O.G. assessment instrument for my clients. However, it is important to have a mutual understanding of the process first. So before I begin the process I want to make sure that it will have a meaningful impact. I will ask the following questions: Will you be open to sharing the... 09/28/2013

  I am an ambassador for my regional chamber in Westchester County, NY, the Business Council of Westchester.  Today I had the opportunity to participate in speed networking.  This is a paradigm shift in networking.  Here are some of the advantages.  You can accelerate your networking process and expand your networking circles quickly.  Also, because of the structure, whether you are an extrovert, introvert, seasoned networking vet or just starting your business you can quickly meet new people and get the hang of it. The important thing is to get out there and make those connections.  As people in the group went from person to person, they told me they learned a whole new set of techniques and networking skills. Now that the event is over everyone needs to contact those interesting conta... 09/26/2013

If you ask someone how easy it is to change you might get several different answers. For the stalwarts out there you will hear loud and clear, “I don’t like change.” Others will tell you that change is good and that they like change but in many causes they might subtlety resist change in themselves while advocating it in others. I have a question for you. Has anything is your business changed in the last several years? I would be surprised if you answered no. Many industries, professions, and jobs have been literally turned upside down. Those who have survived did so because they had learned to do things differently. As you have heard, the definition of insanity is doing the same thing over and over and expecting a different result. If that is the case, why do people resist change? Why ... 09/21/2013

Next time you watch a debate on TV take note of the points and counterpoints made. It is usually a battle of ideas with one party trying to step on and knock out the other. In many companies the same thing happens when one executive is trying to make his case a little stronger than the other. Unfortunately, too many people use the same technique in trying to persuade someone or to make a sale. Here is a recent encounter I had with a sales consultant. I was questioning the comparable features offered by two different iPhone telecommunications carriers.  During the conversation I pointed out that one carrier had an additional benefit.  The additional benefit enabled the user to check an email or check on the Internet while using the phone. The consultant shot back, “you’re not going to su... 09/14/2013

If you haven’t already done so you should update your Active Rain profile.  I took the challenge and participated in the contest.  This contest was of interest to me because I have spent the summer updating my Linked In and have launched a new Joomla website www.pdstrategies.net.  Before I updated this profile I had already taken a Linked In course from social media expert Kyle McMurry of “Be first in line”.  Profiles are very important to being found in Google.  You want to be found for the right reason so your profile should be rich with proper keywords. Here is the first thing I learned.  Forget about job titles.  The fact that your title is owner, president, or principal will do nothing to help you being found by your “target prospects”.  Instead learn how you’re your customers sear... 09/11/2013

Recently Gallup released a new survey on employee engagement. When I read the commentary I could see that employee engagement is not static information but depends on company, employees, and time. We can’t use a cookie cutter approach. We can’t make universal supposition of what engages people. Instead, we need to understand the diversity of our workforce which includes gender, culture and the different generations. Engagement factors have changed. Many companies with retention problems tend to focus on the compensation issues. Compensation is definitely important. However, it loses its importance as an employee moves up the career ladder. However, in sales the importance of having a fair compensation floor is important.  It certainly is important for a business to understand the compet... 09/07/2013

What do you think is one of the biggest obstacles to success in most businesses?  It is lack of leadership. Are you realizing your potential? How about other people on your team? Learn simple and powerful ways you can take your leadership to the next level.   HOW TO WORK AT PEAK PERFORMANCE    AND    GET PEAK PERFORMANCE FROM OTHERS   In this introductory seminar, you’ll learn:   ·        A winning formula for success   ·        A simple 7 step process to reach all of your business and personal goals   ·        How you can learn more effectively and teach others for maximum retention      Date: Tuesday, September 10, 2013                       Place: Performance Development Strategies              100 South Bedford Road Suite 340                Mount Kisco, NY  10549  Time:  9:30am – 1... 09/04/2013

A number of years ago I heard Zig Ziglar speak. He said, “Your attitude determines your altitude.” What do YOU think about when you hear the word attitude? When I ask this question at workshops people usually respond with examples what they consider a bad attitude. It may even have a negative connotation to you. The fact is that people do not put enough emphasis on how attitude affects performance. Attitudes DO affect performance. In fact they affect everything that we do.  There is a strong link between attitude and performance. Let’s start with defining what attitude means in this context. An attitude is a pattern of thought. It affects how we approach everything we do. You can change your attitude, your outlook, and how you think but it will take real commitment, discipline and desir... 08/31/2013

If you live in the lower Hudson Valley of New York you need to take some R&R time and go visit Cold Spring, NY.  I was introduced to this town by a client of mine, Tana McGuire, owner of the Branding Iron Restaurant in Peekskill.  Tana invited us to attend the Shakespeare Festival at nearby Boscobel House and Gardens. We met at a great French Bistro, Le Bouchon, located on Main Street in the center of Cold Spring.  If you get there at the right time you can dine on the porch.  There you have a great view of all of the shops in this tree lined street.           Before the show we stopped at McGuire’s on Main.  This bar is owned by Tana McGuire’s sister, Mandy.   It is simply a fun place to meet friends for a good drink.  The bar is crowded with friendly locals and Mandy is there to greet... 08/28/2013

  Currently there are a variety of generations entering real estate sales.  We are seeing people who have already had successful careers getting their real estate license.  At the other end of the spectrum we have new agents with little or no experience.  Add to this the fact that home buyers and seller are of different generations and you begin to understand the importance of bridging the generation gap by managing the differences. How to you understand and engage the different generations?  The first point you need to know is that you are not likely to change the attitude or the “work ethic” of another generation.   In the workplace as in any context attitudes and work ethic are relative.  They depend upon what shaped those things when that generation was growing up.  We are all produ... 08/24/2013

I joined Active Rain in 2011 because a member of my BNI group, Debbie Gartner suggested that it would help my business.  She told me how successful Active Rain has been for her business.  Debbie helped me set up my page and mentored me.  After blogging for several years I definitely agree.  The Active Rain community has been very supportive and very helpful.  The meetups have been particularly helpful to me.  I have not missed any meetup since I joined Active Rain.  Last night in White Plains, NY was no exception. The summer evening was perfect for meeting at the UNO restaurant’s patio.  Our discussion group included our host, Debbie Gartner-The Flooring Girl, Joanna Cohlan – interior decorator, Anthony Cioppa-home inspector, and Grant Schneider, leadership and business coach.  We share... 08/21/2013

“What we have here is a failure to communicate!” That line from Cool Hand Luke sums up a common problem. In order to have progress of any kind we must communicate. Since we do not live in a vacuum we cannot run our business or our lives that way. Often, in our experience, when we find an organization that is struggling we almost always discover that poor or non-existent communication is one of the major causes. An effective leader communicates clearly. However, an outstanding or great leader does more. The outstanding leader does that plus inspires others to want to do the things that are necessary to achieve great outcomes. That leader has a compelling vision and transfers that inspiration to others. Jim Collins in his book “Good to Great”, highlights what he terms Level Five Leadershi... 08/17/2013

Employers and hiring managers make a big mistake when they use experience as the primary criteria for hiring a candidate.  This is different than saying that knowledge of the job and the requisite skills and knowledge are not important. They certainly are. Of course, you want the right person for the right job. However, looking primarily for experience will produce disappointing results. I work largely with privately held and family held businesses. But in that arena I have worked with many industries ranging from real estate, construction, retail, service and hospitality, nonprofit, and manufacturing. I have made the same observation in all of these industries. Those running the business believe that their industry is different from others, so unique that the primary requirement is exp... 08/10/2013

Great communication is a two way process. That means that a message is sent and received. Your words, no matter how well chosen, may fail to get your message out. If your message did not result in increased knowledge or prompt a specific action then your message was not received. You will not be successful in your communications unless you listen and you ask questions. The point is that we need to listen twice as much as we talk. That is why we have two ears and one mouth. I think it’s a fair statement to say that how well you listen has a major impact on your job effectiveness, and on the quality of your relationships with others. For some reason people place a high priority on speaking and presentation skills but do not place the same emphasis on listening skills. Without downgrading ... 08/02/2013

Becoming a trusted advisor is a process that is built on credibility, trust and respect. Many business advisors and sales consultants talk about how they want to be a trusted advisor to their client. For some, achievement of that objective for some will require a paradigm shift in conduct of the buying selling process. I have recently read Dan Pink’s book, “To Sell is Human”. In my opinion this goes to the heart of being a trusted advisor. Those who remember sales from years ago remember ABC which means Always Be Closing. This is a tactic no longer works in today’s information rich environment. Using gimmicks to get sales in the past was based on the fact that the seller had a deal or that the buyer did not know what the seller knew. Today we buy things from the Internet. In fact anythi... 07/27/2013

I remember working with a CEO, who when asked the question how many people work here would reply, “Oh about half.” Although that may be a funny wise crack comment, on a serious note the Gallup organization reports that it is only one third. Should you be concerned? The best way to illustrate the cost employee disengagement is with this story. I recently did a similar survey for an organization. This organization provides onsite catering and event services. Their requirements for success are a providing good service, great food, consistency, and a great guest experience. The owner and his son were physically worn out. They were struggling to get more business but having a hard time providing good service to existing customers. Here is why. For starters, father and son disagreed on the op... 07/21/2013