Posts Tagged ‘business coaching’

Multi-Tasking

Last night while leaving the gym I walked past a row of treadmills with a handful of runners.

One of these individuals caught my attention.

It was a woman who was walking on the treadmill at about the same pace that I was walking to the locker room. In addition, she was holding a phone up to her ear and having a loud conversation.

I was tempted to interrupt and let her know that a gentle walk on a treadmill while talking on the phone in no way constitutes exercise.  In fact, I think you can burn more calories chewing gum.

We all feel the need to try and do 15 things at once. In fact, most people (at times including me) feel guilty when we are focusing on just 1 task at a time.

Here’s a newsflash – some activities are meant to be done by themselves, without interruptions.

Here’s a handful:

1.    Talking on the phone with someone that is important to you.

2.    Working on an important project – at home or at work – that requires intellectual concentration.

3.    Having a conversation with someone else.

4.    Sitting in a meeting.

In case you think I’m nuts ask yourself the following question – “Do you enjoy being on the phone and hearing someone typing on their computer?”

CJ McClanahan is the Founder of reachmore, which provides leadership coaching for small business and executives.  Email CJ at cjm@goreachmore.com for the latest on reachmore’s revolutionary executive coaching program, Summit.

Keys to a Rockin’ 2011

As the end of the year approaches, many business owners will reflect on their 2010 results, and imagine new possibilities for 2011.

While they’re in the midst of that planning, we encourage business owners to create 3 key documents to ensure that they have a rockin’ 2011:
1.    Budget – You have all of 2010’s expenditures to look back on in order to create a solid budget for 2011.  If this is your first time creating a budget, look at the major areas where you spent money in 2010, and create categories of spending (ex. payroll, office supplies, marketing, business meals, etc.).

2.    Marketing Plan – Your marketing plan should include a tracking method that tells you where your marketing messages are present, how many times they appear, how many leads you have generated and closed, and how much revenue each marketing source has generated.  Without this, you’re hosed.

3.    Leadership Plan – How are you going to improve as a leader?  Whether you have 50 employees, or zero employees, your business will only grow as fast as you do.

If you follow these 3 tips, you are guaranteed to have a rockin’ 2011 and grow your business!

Jamar Cobb-Dennard
is the Vice-President of Business Development for reachmore, which teaches small business owners how to build a business that runs without them.  For more resources on business leadership, please visit http://7tips.eventbrite.com.

Is 2011 Going to Be Different?

After 7 years of coaching hundreds of business owners and professionals, I have heard my fair share of nonsense.

Here’s one of my favorites…. “Next year is going to be different! Next year is going to the year where I change my habits, lose weight, make more sales calls, plan my week in advance, blah, blah, blah….”

And then it happens, January 1st hits and most people jump right back into the same behavior that got them their current results.

Asked why they didn’t change, I almost always here “I’m too busy…”

Aren’t you tired of making the same excuses? Isn’t it time to change?

How is 2011 going to be different for you?

CJ McClanahan is the Founder of reachmore, which provides leadership coaching for small business and executives.  Email CJ at cjm@goreachmore.com for the latest on reachmore’s revolutionary executive coaching program, Summit.

Click here to learn more about my new book – Thrive.

Click here to learn more about the next Reach Leadership Series Class.  We are featuring Dr. Greg Sipes!

Perception vs. Reality

I recently completed a book called Sway by Ori and Rom Brafman.

It reinforces the concept that perception is almost always for more important than reality.

We often tell ourselves that we shouldn’t “judge a book by its cover” but unfortunately most people do.  And with the onslaught of information coming at us each day, this is the new reality.

As a result, it is absolutely critical that you consider the impression you leave on others at all times.

If you’re not sure where to start ask yourself the following questions?

1.    What does my physical appearance say about me?
2.    What does my facial expression say about me?
3.    What does my voice mail greeting say about me?
4.    What does my car say about me?
5.    What does my tone of voice say about me?
6.    What does my email signature say about me?
7.    What does my website (think initial impression) say about me?
8.    What does my contract say about me?

Now more than ever we need to realize that it’s extremely difficult to overcome a first impression.

By the way… If you find yourself thinking, “I don’t want to do business with people that are going to allow my appearance, car, tone of voice, etc. affect their opinion of me?” get ready to cut your pool of prospects by 90%.

CJ McClanahan is the Founder of reachmore, which provides leadership coaching for small business and executives.  Email CJ at cjm@goreachmore.com for the latest on reachmore’s revolutionary executive coaching program, Summit.

Click here to learn more about CJ’s new book – Thrive.

How to Make Your Phone Ring

The world knows that Jamar Cobb-Dennard is a fast food junkie, and that his girlfriend Jenny’s favorite meal right now is chicken nuggets.  But, does the world know that marketing genius drops in Jamar’s head when he eats BK breakfast bowls?

Inspired by their catchy musical theater-like commercials, I woke up last Sunday and got a BK bowl filled with onions, potatoes, peppers, and egg.  It was actually pretty good.

What was even better was witnessing the marketing spectacle at the 6-T-7 Motel on Pendleton Pike.  This sleepy row-motel was filled with people and alive with business because they were hosting a car show.  PS – I have never seen as many clients at this motel as I saw last Sunday – NEVER.

The 6-T-7 Motel is in a bad location.  Tucked away behind the development of the Pendleton Pike corridor, and far from any attraction that would draw many visitors.  If any business person bought this motel, I’m sure that they would be scared of getting no customers ever.  For never-ever.  The owners of this motel have approached generating new clients a different way – bring the reason to stay at the motel TO the motel.

What kinds of activities will bring groups of people in from out of town to stay at my slightly shady suburban motel that has no conference rooms?
-    Car shows on our lot
-    Specialty flea markets on our lot
-    Local construction groups
-    Exotic petting zoos on our lot
-    Family reunions
-    And the list goes on, and on, and on, and on.

I’m sure the owners of the 6-T-7 Motel just went through the same exercise that we just did, and came up with a list of events that could use their property and room.  After they knew what type of clients they needed, they went into the marketplace and aggressively found them – building relationships with every car club, flea market manager, and construction foreman in their area.
If your customer list is looking a little slim, and you’re wondering why no one is calling to buy from you, think of some reasons why someone would buy from you, and then create the opportunity for the transaction to happen.

Jamar Cobb-Dennard is the Vice-President of Business Development for reachmore, which teaches small business owners how to build a business that runs without them.  For more resources on business leadership, please visit http://blog.goreachmore.com.

Values

A few weeks back I was  on a plane heading to Vancouver.  I was filling out the customs forms as we landed and came to the box that said “Are you bringing any commercial goods with you to sell?”.

Up until this point in my business the answer had always been “no”.  However, on this trip I had 1 box of my books that I thought I might try and sell at a speaking engagement.
Before I checked yes, I thought to myself, “This isn’t really that many books.  Do I really want to check ‘yes’ and slow down the entire process?  What if they want to check my luggage and ask me a bunch of questions. I will just check ‘no’ and avoid the hassle.”

But, then I remembered that one of my core values is “honesty” and I reluctantly clicked the box that said “yes”.  This decision did slow me down and resulted in checked luggage and a bunch of questions from the customs agent.

Values are the building blocks upon which you build your life. If you don’t have them or only adhere to them when it is convenient then you will struggle to find a sense of peace and contentment in your daily life.

There is a great quote (I can’t remember who said it) that says, “If you stand for nothing you will fall for anything.”

How about you?  What do you stand for?

CJ McClanahan is the Founder of reachmore, which provides leadership coaching for small business and executives.  Email CJ at cjm@goreachmore.com for the latest on reachmore’s revolutionary executive coaching program, Summit.

Click here to learn more about CJ’s new book – Thrive.

Langham’s Life Lessons

This year, I was accepted into the Indianapolis Chamber of Commerce Stanley K. Lacy Executive Leadership Series.  This program is designed to educate our community leaders on how to have a greater long-term impact on the future of Indianapolis.

As a result of my involvement in this exclusive program, I gain access to some of our city’s great business and civic leaders.  One of those leaders is Cathy Langham, President of Langham Logistics, a member of multiple for-profit boards, and a key member of the committee that petitioned the NFL to bring the Super Bowl to Indianapolis.

Cathy sent me a letter a couple of months ago, that included 14 choices that can help me move toward the life I want.  I was so honored to receive these from an uber-successful business and civic leader, that I thought I would share them with my reading audience:
1.    Get your inner game tuned up – become an expert in your industry.
2.    Get out of your own head, and help somebody!
3.    Get connected in the community and give back
4.    Step up accountability
5.    Have fun!!
6.    Slow down to speed up.
7.    Call 5 people per day and let them know you appreciate them
8.    Surround yourself with people that give you energy, and don’t spend time with the folks who don’t!
9.    If you want something and don’t know how to get there (relationship, money, business, etc) model someone who is already there.
10.    Find a mentor (but don’t tell them they are one!)
11.    Quit swearing (her 10 year olds suggestion)
12.    What is the one goal that makes your palms sweat?  Do 3 things to work toward it every day.
13.    Do something extraordinary for someone each day.
14.    Choose language that inspires and empowers you.

The final note from Cathy read, “Believe that you are worthy of the space you occupy on the planet.  You demonstrate this by insisting that every last one of your choices – from the food you put in your mouth, to the commitments that you put on your calendar – moves you toward the life you want.”

Jamar Cobb-Dennard is the Vice-President of Business Development for reachmore, which teaches small business owners how to build a business that runs without them.  For more resources on business leadership, please visit http://blog.goreachmore.com.

It’s Time for a Change

In a few weeks, it’s time to vote. Regardless of whom you vote for, I would like you to consider an idea I received from my aunt over the weekend.  I will admit that it is one of those “please forward to a friend” email which I delete 99.9% of the time.

However, this one really makes sense. If you are one of those people who doesn’t get too involved in politics or doesn’t pay attention, I have an exercise that I would like you to complete before the end of the day.

Pull out your W2 for 2009 and highlight the amount of money that you paid to the state and federal government.  Next, calculate how many weeks/months it takes to earn that much money.

The people you vote for get to determine exactly how big this portion becomes and how it gets spent.  If that doesn’t get you interested then nothing will.  For the rest of us, here’s a reminder that serving in Congress is an honor, not a career.  The Founding Fathers envisioned citizen legislators, serve your term(s), then go home and back to work.

Congressional Reform Act of 2010

Item 1 – Term Limits
No congressman should serve more than 12 years.  Here are their options.
•    Two Six-year Senate terms
•    Six Two-year House terms
•    One Six-year Senate term and three Two-Year House terms

Item 2 – No Tenure / No Pension

A Congressman collects a salary while in office and receives no pay when they are out of office.

Item 3 – Congress (past, present & future) participates in Social Security

All funds in the Congressional retirement fund move to the Social Security system immediately.  All future funds flow into the Social Security system, and Congress participates with the American people.

Item 4 – Congress can purchase their own retirement plan, just as all Americans do.

Item 5 – Congress will no longer vote themselves a pay raise.  Congressional pay will rise by the lower of CPI or 3%.

Item 6 – Congress loses their current health care system and participates in the same health care system as the American people.

Item 7 – Congress must equally abide by all laws they impose on the American people.

Item 8 – All contracts with past and present Congressmen are void effective 1/1/11.

CJ McClanahan is the Founder of reachmore, which provides leadership coaching for small business and executives.  Email CJ at cjm@goreachmore.com for the latest on reachmore’s revolutionary executive coaching program, Summit.

Proactive Action Wins Business

Two weeks ago, I went on an adrenaline charged ride-along with an Indianapolis Metropolitan Police Officer.  I dodged used prophylactics from prostitutes in dirty alley ways, wandered through dark and musty abandoned homes, and watched the best of the worst in Indy get hand-cuffed right in front of me.

That wasn’t the best part.  Most impressive in my experience was watching the police officers hi-five, chest bump, and encourage each other after getting an arrest.  Cracking down on crime for these guys is like closing a big sale in business!

To close their “Sales”, the IMPD officers proactively prowl their beats, looking for suspicious activity that could lead to a legal stop.

My officer spotted a small white car consistently sitting in front of a crack house.  The officer decided to squat around the corner and wait for the car to pass, so he could follow it and make a legal traffic stop to question the car’s driver.  We ended up missing the car, but I sure felt like a detective who was creating a case to solve a crime.

Later in the day my officer mentioned that every car that he has ticketed in the past week for illegal tint had drugs inside of it.  So, we actively looked for a car with illegal tint, and guess what – there were drugs inside.

As business owners, we must proactively go after new business.  If you’re waiting for your phone to ring, a new email to chime in, or for your door to open with a new client ready to buy – you are simply prolonging the death of your business.

Get out into the marketplace and find your next client.  Go to a networking event.  Call your best strategic partners and revitalize your relationship.  Find a way to creatively use the $100 google adwords coupon that you get every month.

Just like proactive police officers crack down on crime and get big arrests, proactive business owners close big sales and hit their business goals.

Jamar Cobb-Dennard
is the Vice-President of Business Development for reachmore, which teaches small business owners how to build a business that runs without them.  For more resources on business leadership, please visit http://blog.goreachmore.com.

Brochures

Today, I did something that I haven’t done in a long time – speed networking.

In case you have never been, here’s how it works.  You sit at a table of complete strangers (typically 8 per table) and everyone get’s 2 minutes to describe their business to everyone else.

It was a great opportunity for me to brush up on my “elevator pitch” and meet a bunch of new people.

Since I hadn’t been in a long time I was also interested in finding out how other businesses were promoting themselves.  I was curious to see what new technological advancements had been made in the networking arena.

It’s turns out not much.

I was amazed by the fact that out of the 21 people I met more than half passed out a brochure describing their company. One individual even passed out 2!

Let me be perfectly clear about one thing. All of those brochures (not 95%) will be in the garbage by the end of the day. All of them.

Do you remember the last time you sat down at your desk and pulled out your “brochure file” to learn more about a company?

If you do, I would like to introduce you to a new piece of technology that sits on your desk.  It’s called a computer and this computer is hooked up to this magical thing called the internet.  If you want to learn about anything on the planet you visit this wise genie called Mr. Google.

If you are going to use a handout I recommend that you design it with the understanding that it will be thrown away after someone looks at it for maybe 30 seconds.  And by the way, the last thing you want them to do is to read it while you are talking to them.

In an age filled with nonstop information, people are going to connect with people.  Get rid of the brochures and you do the selling instead.

CJ McClanahan is the Founder of reachmore, which provides leadership coaching for small business and executives.  Email CJ at cjm@goreachmore.com for the latest on reachmore’s revolutionary executive coaching program, Summit