August 2013 Update

Good afternoon, happy Tuesday!

Hello again to my friends, colleagues, clients, and business partners.  I am very fortunate to be out every day networking with an eclectic group of people.  I’m always interested to hear about what others are reading about, listening to, watching, or just flat-out DOING.

With that in mind, this monthly digest shares the latest Chicagoland findings, music I’ve enjoyed, new ideas I’ve been exposed to, the latest in the world of Sales Empowerment Group & Precision Payroll, as well as other things that may be of interest to you or someone you know.  Thank you for your recommendations and thoughts, as well as taking time out to enjoy it.

Well, I finally had to give in to an email marketing platform.  Ends up Google frowns upon BCC-ing hundreds & hundreds of people...who knew?!  So, I'm not trying to track your clicks or benchmark data or anything… just trying to stay out of federal prison so I can take care of my (almost) newborn child (With that said, I may start trying some fun things - baby steps...).  So…thanks Mailchimp!  You were the cheapest and easiest to set-up. :)

Featured Charity

Chicago Children’s Advocacy Center takes on the critical work of helping children heal from the devastation of CHILD ABUSE.  Thankfully the unbelievable people at CAC take these children out of these environments, help put the perpetrator behind bars and most importantly heal the children.  One of their best annual events coming up is called ‘Guys Night Out for the Kids’.  Phenomenal Chicago Athletes attend, such as 85’ Superbowl Champs (Richard Dent and Dan Hampton), Chicago White Sox pro’s Ron Kittle and Dan Pasqua, and Chicago Pro Cheerleaders. Come enjoy food, spirits, cigars and atmosphere – an excellent event to bring friends, clients and important relationships for entertaining.  This event is Thursday, September 12th - Here is a link to purchase tickets.  Please let me know if you plan to attend - thanks!  

Sales & Business

• Emotional Intelligence is often an over-looked component of success.  This article describes it four key factors.  It helped me take a quick inventory of how I am with the four attributes and where I still have room for growth.

• This month in my Sales Drummer blog I discuss change – its inevitability and how we sometimes need to do it voluntarily.  LEAP! …and the Net Will Appear.   

Sales Empowerment Group & Precision Payroll

• Sales Empowerment Group – a recent article in Harvard Business Review speaks to the growing trend toward inside sales (5 min read here).  This is EXACTLY the type of model we are building with our newest division, Sales University Group.  We’re employing young hungry sales professionals looking to become the best in their field.  We are breeding a culture of success and energy @ our new Sears Willis Tower headquarters.  

• Precision Payroll – NEW TECHNOLOGY ALERT!  Now check stubs can not only be emailed, but also text-messaged to employees!  Owners/CFO’s can also be texted the overall cash-flow summary before their bank account is debited for payroll.  Email me if you’d like to get your company set-up or learn more.      

Web 

• Check out Medium.  I can’t put it any better than their slogan – “A better place to read and write things that matter.”

 
Chicagoland

• 25 years ago last August they turned the lights on at Wrigley.  Cubs fan or not, you will no doubt enjoy this funny dialogue (first 2 minutes of clip) between the great late Harry Carey and Bill Murray – absolutely classic. 

 
Music 

• The song Blurred Lines has been one of this year’s summer anthems.  So, I love it and hate it.  However, Jimmy Fallon & The Roots (and Robin Thicke) put a smile on my face with their fun acoustic version.

A beat-boxer extraordinaire, Tom Thum comes from Australia and can mimic just about any noise you can imagine.  He showcases his unique talent in this TED Talk. 

Quotes
The fool tells me his reasons. The wise man persuades me with my own. - Aristotle

The time to stop talking is when the other person nods his head affirmatively but says nothing. – Henry S. Haskins

The true measure of a man is how he treats someone who can do him absolutely no good. – Samuel Johnson (1709 - 1784)

I take the view, and always have, that if you cannot say what you are going to say in twenty minutes you ought to go away and write a book about it. – Lord Brabazon (1884 - 1964)

The real art of conversation is not only to say the right thing at the right place but to leave unsaid the wrong thing at the tempting moment. – Dorothy Nevill
 
I hope you enjoyed the newsletter and found something of value for yourself or someone you know.   Again, I appreciate your recommendations, thoughts, and referrals that so many of you have shared with me.  Next time I write you, I'll be a DAD!      

LEAP! ...and the Net Will Appear.

I’m about to do something I’ve never done before – be a dad.  From what I’m told, it’s the wildest ride I’ll ever go on.  Am I super excited?  Absolutely.  Am I super scared?  Yes.  However, it’s not because I have to be a dad now; it’s because I’ll never not be a dad again.  I am no longer the care-free young man with limited responsibility.  I have to shed this old skin and grow into a new one. 

“If you want something you've never had, you must be willing to do something you've never done.” ― Thomas Jefferson.

So it got me thinking the other night as I sat with Lindsay, freaking a bit about our last fleeting days of freedom…  Anytime we go through changes in our life and career (which are inevitable), there is going to be some fear and anxiety – and it’s good for us.  It drives us to put our head down and try harder.  That leads to greater tenacity & resilience. 

Another way to view the Thomas Jefferson quote above… To do something you’ve never done, you have to become someone you’ve never been.  Or as Einstein alternatively put it - “The definition of insanity is doing the same things over and over and expecting a different result.” 

In professional sales, there are always ways for us to be faster, smarter, and better.  So why don’t we change our habits?  …No time?  Or no guts?   Here’s a thought – what can you adjust or add to your sales routine that seems a bit scary, but in the end will make you better (not to mention happier and wealthier)?  If you’re internally motivated, you probably already think about these things.  If you’re externally motivated, then consider this the kick in your butt!  

It’s easy to keep doing the same thing over and over – it’s comfortable.  And if you do that, it’s also easy to keep pointing the finger when things don’t go right, instead of pulling the thumb.  I get it.  But if you’re not hitting your sales quota/goal, what can you do different – what must you do different?  …Is it picking up the phone more?  Getting up a bit earlier?  Staying up a bit later?  Not checking your personal email at work?  What is it?  I bet you already thought of something, didn't you?

The cool thing is – I know you can do it.  And once you make that change – you will embrace it and inevitably make the best of it.    If you already have that scary change in mind, share it below in the comments and what you can will do to overcome it. 

If I don’t get back to you right away, it’s because I’m a dad now and super busy!  In the meantime, take that frightening LEAP! 

July Update

Good morning, happy Monday! 

Hello again to my friends, colleagues, clients, and business partners.  I am very fortunate to be out every day networking with an eclectic group of people.  I’m always interested to hear about what others are reading about, listening to, watching, or just flat-out DOING. 

With that in mind, this monthly digest (and TWITTER account) shares the latest Chicagoland findings, music I’ve enjoyed, new ideas I’ve been exposed to, the latest in the world of Precision Payroll & Sales Empowerment Group, as well as other things that may be of interest to you or someone you know.  Thank you for your recommendations and thoughts, as well as taking time out to enjoy it.

My theme the last 30 days – CHANGE!  Some might say that’s the only thing that’s constant in anyone’s life.  But for me, some SIGNIFICANT ones lately…

1. I moved – from the lovely west side of Lincoln Square to its east side.  I still get to ride the brown line downtown, but now I have beautiful Winnemac Park close by and an extremely family-friendly block. Speaking of…
2. I’m nesting – the baby is not here yet, but holy cow are we preparing.  I had no idea kids require so many accessories! 
3. I’m growing – in my career.  As you may have noticed by the email change, I am shifting my focus from payroll to sales.  While I will continue my working relationship with Precision, Sales Empowerment Group is where my passion lies.  So excited to be part of this great team!  My new information (vcard) is attached.

Featured Charity

SPECIAL OLYMPICS ILLINOIS – For the second year, a team at Precision is participating in the Ducky Derby on August 8^th, where last year they dumped 44,000 rubber duckys in the Chicago River and raised over $300K for the Special Olympics Illinois.  Our Team Captain Wes Green is heading up the fundraising effort and you can CLICK HERE to adopt a duck and support the great cause – thanks!

Sales & Business

• In conjunction with my move to SEG, I’ve started a new blog, Sales Drummer – Creating Rhythm in an Off-beat World.  If you enjoy this newsletter, you’ll enjoy these posts related to the world of sales & music.  Here is my first – Whoa, Whoa Buddy…You’re in the Wrong Place.  This is a true story about my first day on the job as a professional salesman.  And the lesson(s) I never forgot. 

Sales Empowerment Group & Precision Payroll

• Sales Empowerment Group – I am on the lookout for polished sales professionals.  Whether they have one year or 20 years of experience, I like meeting salespeople that enjoy the trade and may be looking for new opportunities down the road.  I appreciate any connections!

• Precision Payroll – though my energy shifts to SEG, I cannot say enough about the wonderful team at this company.  They prove again and again every day why clients stay for years.  I will continue to be a resource for businesses Payroll/Human Capital Management needs, while directing my time/energy to key industry partnerships.   

Web

• Ever wonder how a used glass bottle becomes a new one?  Here are some animated gif’s that show the process – cool stuff!  (Interesting too, the company said it could use 3x the amount of recycled bottles to meet demand)

• One of the most effective marketing tools can be a well thought-out product demonstration.  This demo shows a new product coming to the market - I’m sold!  

Chicagoland 

• Summer weekends always seem to fill up quick with everything life throws at us.  However, if you’re still looking for some ideas on how to round out your summer, here are some fun suggestions for close-by weekend get-aways. 

Music

• Neko Case – a one-time Chicago native and employee at The Hideout, this woman has an amazing voice.  She has multiple albums under her belt and new one coming out.  Here is the first single, “Man”.  Enjoy!

 

Quotes

The most important thing in communication is to hear what isn't being said. – Peter Drucker (1909 - 2005)

Discovery consists of seeing what everybody has seen and thinking what nobody has thought. – Albert Szent-Gyorgyi (1893 - 1986)

Beware of no man more than yourself; we carry our worst enemies within us. – G. K. Chesterton (1874 - 1936)

Only the mediocre are always at their best. – Jean Giraudoux (1882 - 1944)

Only fools are positive. – Moe Howard (1897 - 1975) and MY MOM!

 

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.   Again, I appreciate your recommendations, thoughts, and referrals that so many of you have shared with me.     

 

Whoa, Whoa Buddy…You’re in the Wrong Place.

I had just gotten back from two weeks of corporate training and I was pumped up.  I had booked eight prospect appointments for that 1^st week in the turf and was ready to take all of them through the six steps of the sale.

Monday afternoon, looking polished in my new suit & tie, I had my first prospect call – Jerry’s Diner.  It was just after the lunch rush and I slid into the faded green booth across from the owner.  I gave him my card, and attempted to ‘build rapport’ (step 1), making polite chit-chat about how long they had been in business.  I then set an agenda (step 2), and off I went into my memorized company overview (step 3) – excitedly telling him how we’re the largest, oldest, most well-respected company in the industry, 600,000 clients can’t be wrong, etc, etc…

Before I could begin he ended it by raising his hand toward me and saying, “Whoa, whoa buddy... you’re in the wrong place.  Thanks for stopping by.”  Without a handshake or second thought he was back in the kitchen and I was alone in the booth.

I got two big lessons my first day out…

Understand your audience – meeting with the owner or office manager?  Top 50 law firm or Jerry’s Diner?  Before you step into their door you better know how to be dressed and the questions you’d like to ask.  Seek understanding on their:

·         Website – is it crisp & new, or was it built in 1996?  Shows you their image and positioning in the marketplace, if they value technology, and their history.

·         LinkedIn – what associations are they active in?  Hobbies?  Where did they go to college?  Find a common thread and think about what motivates them.  Conversely, maybe they don’t share much on LinkedIn or any social media platform – chances are they’re going to hold things a bit closer to the chest.

·         Obvious Clues – type of industry, their job title, how you got in (referral or call call?), “About Us” section of website.

Adapt your style & rhythm.  Every conversation has a pulse to it; a cadence.  Your job is to create flow, which helps display competence and builds a foundation of trust.  Matching your prospects energy & intensity level is a good start.  If you can tell they’re more reserved, don’t be pushy.  Energetic & Fun?  Show them your biggest smile.  Do they expand on questions & ideas, or do they seem like they need to be somewhere else in 5 minutes?  With your questions in hand, prioritize and don’t interrogate.  Use phrases like Really?, Tell me more…, No kidding?, How do you mean? to encourage people to share.    

Don’t be afraid if the topics & questions wander a little – as they say, you never know where the conversation may go (hopefully toward a 2^nd meeting).  Understanding your audience & adapting your rhythm will develop your sense of empathy and help you better connect with people during those first crucial steps of the business cycle.  In the end, seek first to understand, then to be understood.      

 

Perhaps in another post I’ll get to those last three steps.  Until then, happy selling!

June 2013 Newsletter

Good afternoon, happy Thursday! 

Thanks for visiting - this is the first installment of my new blog - super excited!  

Below is my monthly newsletter I've been doing for a couple years - enjoy! 

...........

Hello again to my friends, colleagues, clients, and business partners.  I am very fortunate to be out every day networking with an eclectic group of people.  I’m always interested to hear about what others are reading about, listening to, watching, or just flat-out DOING. 

With that in mind, this monthly digest (and TWITTER account) shares the latest Chicagoland findings, music I’ve enjoyed, new ideas I’ve been exposed to, the latest in the world of Precision Payroll & Sales Empowerment Group, as well as other things that may be of interest to you or someone you know.  Thank you for your recommendations and thoughts, as well as taking time out to enjoy it.

Featured Charity

ATTENTION BIKERS!  Whether you prefer a bicycle or a motorcycle, I have something for you…

1. A Giving Heart Foundation, a 501c3 “dedicated to saving lives of children with congenital heart disease” is raffling off a 2012 Harley-Davidson Dyna Switchback.  Tickets are $50 each and they are only selling 1,000 tickets total (drawing on July 15^th).Check it out and buy a ticket (or increase my odds by refraining…)!
2. Bike4Life – next Tuesday, June 25^th there is an event for the Chicago Police Memorial Foundation.  I am trying to help them sell 10 tickets ($30 – food & drink for 3 hours).  Take a look and write me back about getting your ticket – thanks for your support! 

Featured Business Partner

JJR Marketing is a full-service, award-winning marketing and public relations agency.  Their integrated approach harnesses the power of your marketing to create leads, increase sales, drive digital traffic, and tap into new markets to make things happen. JJR’s founder, Jacqueline Camacho Ruiz, has published her 2^nd book; a new memoir, The Fig Factor, about embracing life’s big sky possibilities, even amidst our greatest struggles.  In this beautifully written memoir, Jackie shows us how to find more in every moment of living through love, awareness, forgiveness, gratitude, and more.

Human Resources & Business

• Have you been considering a new business card design?  Are you a solo-preneur and trying to stand-out in a crowd?  Read this article for some quick, thoughtful tips & ideas (including 5 great sites to get them printed). 

Precision Payroll & Sales Empowerment Group

• Precision Payroll – I’m excited to share the launch of our new website.  Please take a click onto the NEW SITE!

• Sales Empowerment Group – here is a recent article discussing all of our programs at SEG – exciting growth ahead!

Web

• How many times do you think you could clap in a minute?  Ok, now just watch this guy…absolutely ridiculous. 

• Like many children, I used to pretend the carpet was a lagoon with alligators or steaming hot lava, and then proceed to death-defyingly jump from couch to end table to fireplace, etc. – skillfully navigating the obstacle course.  This guy kicks it up a notch using just his bike. 

Chicagoland

• Retired, but not yet forgotten, Brian Urlacher has been the man here in Chicago for a while.  This article has some clips highlighting his best plays as a Bear. 

Music

• I hope to pass some level of musical prowess on to my unborn child.  This video is about as cute as it gets as this little boy belts out a Beatles classic with his dad. 

• This one time, at a band concert in 5^th grade, I had to get in front of about 200 people and recite the lyrics to Little Drummer Boy – including each delicate “Pa-rum-pum-pum-pum” after each line.  I was mortified, and unknowingly happy that Youtube had not yet been invented.  This poor kid however was on camera for a related but more embarrassing moment, but recovers brilliantly.   

Quotes

The secret to creativity is knowing how to hide your sources. – Albert Einstein (1879 - 1955)

I love deadlines. I like the whooshing sound they make as they fly by. – Douglas Adams (1952 - 2001)

You can't have a light without a dark to stick it in. – Arlo Guthrie (1947 - )

I went to a fight the other night, and a hockey game broke out. – Rodney Dangerfield (1921 - 2004)

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.   Again, I appreciate your recommendations, thoughts, and referrals that so many of you have shared with me.  GO HAWKS!  

May 2013 Update

Good afternoon – happy sunny Tuesday! 

 

Hello again to my friends, colleagues, clients, and business partners.  I am very fortunate to be out every day networking with an eclectic group of people.  I’m always interested to hear about what others are reading about, listening to, watching, or just flat-out DOING. 

With that in mind, this monthly digest (and now my TWITTER account) shares the latest Chicagoland findings, music I’ve enjoyed, new ideas I’ve been exposed to, the latest in the world of Precision Payroll & Sales Empowerment Group, as well as other things that may be of interest to you or someone you know.  Thank you for your recommendations and thoughts, as well as taking time out to enjoy it.

While I enjoyed the Cubs rooftop game last night, I hope it’s the last time I have to wear a stocking cap for a while.  This upcoming flip-flop weather is the reason we all live in Chicagoland and I intend to take advantage this summer more than ever.  This (3 minute) TED talk has inspired me to get out of the Starbucks and Corner Bakeries for meetings and get out enjoying our beautiful city.  I hope many of my appointments the next few months are outdoors and active!   

Featured Charity

The Holiday Heroes Foundation’s mission is to visit hospitals for a number of holidays including; V-Day, Easter, 4th of July, Halloween, T-giving, and Christmas/Chanukah. During those holidays, they attempt to recreate the spirit of each holiday in hospital wings all across the nation by throwing a party and giving out gift cards to the children.  Professional Athletes past and present have also been involved with Holiday Heroes’ events and hospital visits. Their annual fundraising event is on Thursday, June 6^th from 6-9PM at Quay Restaurant & Bar downtown.  TOM THAYER – FERGIE JENKINS – DESMOND CLARK - TED ALBRECHT and more sports celebrities will be socializing with guests attending this exciting, casino-themed event!  SOX, BEARS, CUBS - Unique and Exciting Live and Silent Auction Items!  Great networking opportunity – clients, prospects, friends, spouses, etc.  TICKETS HERE.  (Early Bird Rate: $100.00 if purchased TODAY!  General Admission: $150.00 if purchased after 5/15/13).

Featured Business Partner

Legalshield – this unique, affordable employee perk/benefit is something to consider as health insurance confusion and rates rise.  Plus, LegalShield takes the stress and strain of legal issues off your employees’ shoulders and puts their focus back at work, where it belongs.  These plans are designed to meet the most common legal needs encountered by employees and their families.

Human Resources & Business

• Does your company offer a 401K plan?  Do you take advantage and get good guidance?  Read the points on this brief article and start saving!  Those in the financial services arena, I’m curious to hear thoughts/feedback.   

Precision Payroll & Sales Empowerment Group

• Precision Payroll – many companies are struggling with proper time & labor solutions.  Accurately tracking hours, over-time, projects, and client costs can be challenging.  We get rid of the labor-intensive work and “ka-chunck” clocks to help streamline the process.  Email me back if you’d like to see/hear more on the technology.   

 

• Sales Empowerment Group – If your company is looking for solutions on appointment setting, lead generation and/or prospect profiling, we may have the solution for you.  We are quickly growing a new division to help tackle these common sales areas.  More news to come soon!  

Web

• This is a disturbing video about the ever-rising obesity rate in the U.S.  Start eating healthy people!

 

• Some of grew up watching “Whose Line is it Anyway?”, but you had to know they weren’t the first.  Jonathon Winters shows here how it’s done.   

Chicagoland

• Trying to convince Lindsay that we should get this print for out Chicago-themed nursery.  If I don’t happen to win that discussion, please go buy one and I’ll live vicariously!   

Music

 

• Some extraordinary subway performers with their take on a popular tune.  If you have a son/daughter/grandchild that plays violin and thinking of quitting, show them this video.  

• The Polyphonic Spree has been around for a while and live shows are pure joy.  The group travels with 20+ members, so you know they do it for the love of it (hard to make money on the road with that many people).  They are releasing a new album soon and here is the single – good stuff!

 

Quotes

The real hero is always a hero by mistake; he dreams of being an honest coward like everybody else. – Umberto Eco (1932 - ), Travels in Hyperreality (Harcourt)

Whenever I dwell for any length of time on my own shortcomings, they gradually begin to seem mild, harmless, rather engaging little things, not at all like the staring defects in other people's characters. – Margaret Halsey

A positive attitude may not solve all your problems, but it will annoy enough people to make it worth the effort. – Herm Albright (1876 - 1944)

Facts are stubborn things, but statistics are more pliable.  – Mark Twain (1835 - 1910)

I may not have gone where I intended to go, but I think I have ended up where I needed to be. – Douglas Adams (1952 - 2001)

I hope you enjoyed the newsletter and found something of value for yourself or someone you know.   Again, I appreciate your recommendations, thoughts, and referrals that so many of you have shared with me.