Integrity

World Class Communications for World Class Companies

admin — Fri, 03 May 2013 12:52:20 +0000

Last week I was surprised when one of my clients showed up at a professional development group of which I am a member. This is someone that I have worked with for many years. Off and on over those years I am sure that I have recommended this group to the client.

Over the last three to five years this client has spent a lot of time, energy, creativity, and money to become world class. Their company idea for becoming world class exceeds any and every company in this particular industry. The client’s industry provides professional service to families to protect their future. The way in which the service is provided is exceptional and unique. No one I know, and I know many in this industry, deliver the service in a way that has such an impact.

As a world class company I expect communication to be a top priority. Imagine my surprise when I discovered that:

The client’s personal email accounts were old and available for public use/view.
LinkedIn communications were left unanswered and out of date.
“Unsubscribe” from the client’s newsletter was activated without follow through.

We are in a fast paced society with email, text message, websites, and social media buzzing in cyberspace. When creating a world class business, it is still important to make personal connections with existing clients and service providers. World class communication is the life blood of world class businesses.

I know many people who own businesses who maintain multiple “business” email accounts. Some think that it is up to the sender to maintain which email account is current. It is up to the owner of the email account to be sure that it is communicated to their sphere of influence that the one and only email account is current for business communications. Further, all websites and social media sources need to be updated immediately when there is a change in the primary email address.

Many of us today have our preferred means to manage our connections. Mine is LinkedIn. Others prefer the Internet and use cloud based or earth based software to manage information, while others use other social media as their preferred system for connection management. As a world class organization, we need to allow all those systems to connect with us if we intend to use them for business. Therefore, we are encumbered with the management of our email address so that our service providers/clients can communicate easily with us.

I am sure that someone internal to the world class organization is checking when someone asks to “unsubscribe” from the world class monthly newsletter. There should be notification to the originator of the monthly communication that a client or vendor has unsubscribed. It is important to know when one of my clients is unhappy and unsubscribed to my monthly article. I want to know “why” so that I might save the relationship. The originator could discover why the ‘subscriber’ asked to be eliminated from future communications. Many newsletters have a comment box which asks, “Why are you asking to be removed?” The originator of the newsletter should respond to the request to be removed with a personal telephone call or a letter by post. This could save the relationship or correct a misunderstanding. If the founder of the world class company did something to offend the person who asks to “unsubscribe,” it might be appropriate to make the call. As it has been said, “It is easier to work with an existing client than to find a new client!”

Gerry Rose runs INTEGRITY Networking Solutions in Oceanside, CA. He works with people in business who want to attract the right prospects and generate more referrals. More than 10,000 businesses have been presented the INTEGRITY Networking Solutions system in San Diego, Los Angeles, Riverside, and Orange Counties.

Gerry’s stimulating presentation Unlimited Prospects, Unlimited Referrals is ideally suited for small business owners, home-based businesses, and independent professionals who want clearer direction and want to attract more prospects, develop dynamic systems, and strengthen their companies’ accountability. Gerry does one on one consulting, conducts a range of keynote speeches from thirty minutes to full-day education workshops. His book series, Unlimited Prospects, Unlimited Referrals, are available on the website, www.integritysd.com.

Gerry has more than 20 years’ experience directing business owners how to grow their businesses. He is a networking dynamo. Those who know him will assure you that he does a great job of bringing people together—which is why he started INTEGRITY.

Involved with networking organizations since 1984, Gerry is a Distinguished Toastmaster, a member of Toastmaster International, and has chaired numerous chambers of commerce and non-profit organizations.

Are you truly committed to attracting the right prospects and generate more referrals? If so then contact INTEGRITY Networking Solutions for availability and information, call (888) 584-7073. You can contact Gerry by mail at 2103 Wedgewood Drive, Oceanside, CA 92056. Direct dial (760) 439-4623; e-mail to gerry@integritysd.com. For more information, go to www.integritysd.com

What, Tortilla Chips in My Chicken Tortilla Soup!?

admin — Thu, 04 Apr 2013 16:17:25 +0000

Lynne and I were out for dinner Sunday. We were at one of the upscale chain restaurants where the wait staff likes to get down to your level when speaking to you. Corey, our waiter, sat in the chair across from Lynne and me as he took our order. He was also waiting on the two ladies next to us. It was impossible to avoid hearing their conversation as the lady doing the ordering was sitting less than 24 inches from me.

One of the ladies ordering was unfamiliar with the menu to the point where she turned responsibility for ordering to the lady next to me. They both ordered the same appetizer and entree. The appetizer they ordered was chicken tortilla soup. When the soup arrived at the table the lady ordering was disturbed by tortilla chips in the soup! I have ordered chicken tortilla soup many times. It is one of Lynne’s favorites. It always comes with the tortilla chips in the soup. (I guess the tortilla chips could be served on the side.) Are your clients ordering chicken tortilla soup and are unclear as to your offer?

Frequently, I meet with a prospect for the first time to hear that they are offering chicken tortilla soup. Their prospects have never had chicken tortilla soup. Now, they first have to educate their prospect as to what chicken tortilla soup is. Are your prospects ordering from your menu being unclear as to your offer? Is it easier to offer your product or service to someone who already sees the value? It is easier to sell chicken tortilla soup to someone who has already eaten chicken tortilla soup.

Corey used the practice taught to all waiters, “The customer is always right.” He apologized, asked if it could be prepared in a different way, and ended up substituting a salad for both ladies. He also mentioned on return that the soups had been removed from the bill and he had notified the manager of their concern. Being sure that the customer is always right in our service oriented businesses is a two way street that we have the responsibility of qualifying. In the restaurant business people will come in and order something they think they want and when it comes to the table discover that it is something different. It is up to us to qualify prospects at our front door before we let them in, being sure that they qualify for our offer.

It is easier to sell your product or service to someone who already understands its value. So, why do we spend so much time first trying to educate a prospect of our value? In my early days in the insurance business my company mentors had this saying, “If they are breathing, they are a prospect.” I spent a lot of those early days trying to convince people who never had health insurance the value of health insurance. Their ages varied from young to old. The young thought of themselves as invincible. The older ones who never had to use health insurance had little need to buy it now. People who already had health insurance saw the value. Veteran insurance buyers bought when I was able to demonstrate why my product/service was better than what they already had. Price was rarely the issue. My offering was always as much, and in most cases, more per month. Demonstrating the reason to pay more to get more coverage was mostly the issue which was easy to resolve by showing the increase in return on their investment.

There are tortilla chips in your chicken tortilla soup. Your clients need to know what is in your soup. To let them know that there are tortilla chips in your chicken tortilla soup you need to qualify them at the place of entry. The way to do that is to ask the right questions when you meet them. When considering developing a business relationship before meeting a prospect, ask them a question about the results they want and you deliver. Our tortilla chip question is, “Are you interested in attracting the right prospects and generating more referrals?” When I get a yes, then next step is to show the value. When I can show the value, I collect the check and provide the results. Collecting checks and providing results is why you are in business. Someone else can teach people that there are tortilla chips in your chicken tortilla soup.

Are you truly committed to attracting the right prospects and generate more referrals? If so then contact INTEGRITY Networking Solutions for availability and information, call (888) 584-7073. You can contact Gerry by mail at 2103 Wedgewood Drive, Oceanside, CA 92056. Direct dial (760) 439-4623; e-mail togerry@integritysd.com. For more information, go to www.integritysd.com

Do You Believe that Timing is Everything?

admin — Wed, 13 Mar 2013 07:52:37 +0000

I ran into a business associate I have known of for years on Saturday. I was having lunch at a golf course restaurant with a business referral partner. After lunch, I greeted the business associate, reminding him who I was and how we knew each other. At that time he told me that he has a new product to offer in a new market segment for his company. He mentioned that he needed help marketing this new product. We set up a meeting for the next Wednesday to discuss how I could help him market the new product. He became my new client the following week. I believe in the Buddhist saying, “When the Student is ready the Teacher will appear.” I believe this at the deepest levels. I also believe that when we organize a meeting, the right people will attend. Things happen for a reason.

The following Wednesday, after I ran into the business associate above, I had lunch with one of his old clients (coincidence) who did not know of the new product. I referred her to him that day! Things happen for a reason.

This is not the first time this has happened to me. Although today it is more common, I have found that timing can be everything and I pay attention to the messenger. I have been introduced to many business people when the timing is right. Depending on the situation, their business or my business was at the appropriate place for us to engage and then do business. In other cases, the timing was off. Timing can become right later when you pay attention to the messages that will be delivered by staying in touch with prospects. When you pay attention to these relationships it becomes interesting as to how connections can come back to you. No action gets us nothing. The wrong action gets us nothing. Action with purpose (see Purposeful Networking ©) gets us business sooner than later!

I have a unique way of awakening in the morning. It used to be an alarm clock. After years of being shocked into consciousness by alarm clocks and pagers, I allow myself the luxury of another, more natural resource, to awaken me. Now the Highest Being known to man awakens me. Depending on your belief system from atheist to agnostic to Judah/Christian, allowing the world to happen can be a rewarding and calming experience. I am one who is comfortable in a comfort zone and at the same time I am all for stretching myself to achieve more. Believing in a higher power and allowing that power to guide me has made life more enjoyable and predictable.

A simple case study from one of my clients is a perfect example of how timing and diligence can provide the right match when ready. In 2005, a Realtor worked with me and increased her income by $100,000 that year. In subsequent years she worked in a few different industries. In February 2012, she decided to join me and three others in a mastermind setting to grow her current business. After twelve months we agreed that the group had come to its predetermined end. Twelve months earlier we set the goal to end after twelve months. The point is that people come into our lives at the “right time” and weave in and out of our lives so that things can happen with purpose. People get together for a reason.

I have a friend that early in his career believed that 15 people was ideal for his seminars. If he had less than 15 he believed that his seminars lacked the “energy” needed. His performance suffered when there were less than 15 participants. For many years he operated from this premise from a single location in southern California. Then one day he allowed the universe to provide the “right” amount of participants. There were five of us in this particular seminar. He reported it to be one of the best seminars ever, very high energy. He now does numerous seminars throughout the United States in many different cities where participants vary from three to 15. People get together for a reason.

Are you one of those people who is constantly on a tread mill running from or to a “to do” list that is never ending? Do you ever get a chance to enjoy life? Do you ever get a chance to enjoy work? Vacations once or twice a year are great, yet it is even greater to live life where the feeling of time is yours to enjoy every minute of every day. Believing that working hard is the answer is one way to view life. Working from a place of joy and contentment can be the meaning of nirvana!

Are you truly committed to attracting the right prospects and generate more referrals? If so then contact INTEGRITY Networking Solutions for availability and information, call (888) 584-7073. You can contact Gerry by mail at 2103 Wedgewood Drive, Oceanside, CA 92056. Direct dial (760) 439-4623; e-mail togerry@integritysd.com. For more information, go to www.integritysd.com

Purposeful Networking © Testimonials

admin — Fri, 22 Feb 2013 13:23:35 +0000

Sue Landis, Landis Real Estate

Gerry has created a breakthrough approach to networking using a system he developed called Purposeful Networking ©. This system is awesome! He has opened my eyes to the power of using Linked In as a networking and relationship building tool. His system has helped me ensure my networking time and energy is better focused towards identifying potential clients who are an ideal market match for my business. I’m getting some great results and recommend you meet with Gerry to see how he can help you too. It will be well worth your time.

Sharon Meredith, Take Shape for Life

Gerry’s Purposeful Networking © is succinct and to the point. He helps you save time and money networking by utilizing other people’s connections for a win/win situation for everyone. He is truly about helping EVERYONE. Awesome!

Greg Betts, Coach

If, like me, you are a small or medium business owner who is frustrated that the ROI for time and effort spent on the standard networking events and marketing activities, you need to talk to Gerry. He has developed simple, clear, innovative systems that work, including a program to get more out of LinkedIn that will knock your socks off.

Tomas Nani, Chairman/Founder at Earthlite

Gerry opened my eyes to the power of LinkedIn to generate warm prospects and referrals. His Purposeful Networking © program works. I highly recommend Gerry for anyone who is building a business.

What I Learned Watching Championship Football, Patience is Over Rated

admin — Fri, 08 Feb 2013 16:20:15 +0000

“Patience is over rated,” is a direct quote by Dan Marino, Hall of Fame quarterback of the Miami Dolphins and sports commentator. It was during the CBS broadcast of the New England Patriots and Baltimore Ravens on Sunday January 20, 2013, for the American Football Conference Championship game. It was said to the Patriot’s quarterback, Tom Brady, who has won three Super Bowls. The Patriots were heavily favored to win the game. The Ravens won, 28 to 13.

Tom Brady is no slouch. Much like Marino, he holds many NFL records as a quarterback. He may be some day known as the best quarterback to ever play the game. As I watched the game I noticed that Tom was anything but patient. To say it another way he was impatient. Much that happened during the game went the Raven’s way. Yet during Marino’s interview with Brady it was pointed out that this team had the most talent of any other previous team the Patriot’s had fielded. So what happened?

Some would agree that I am somewhat of a football fan. My team is the Buffalo Bills. They play in the same football conference as the Patriots. Since the Bills played well in the late 1980’s and early 1990’s they have been less than competitive in the last two decades. In 2001 the Patriots started on their quest of championships and Super Bowl wins. I have watched Tom Brady a lot.

Early in his career as a rookie with the Patriots, he was much more patient. I remember it being said that his early success was due to him taking what the other team would give him. I maintain that because he was new to the game he was more patient. I believe now that he has won championships, and is considered one of the best quarterbacks to ever play the game, he now expects success to come to him much more quickly. He takes on more responsibility for success and failure. He also takes more risks which increases his rate of failure in the big games.

The way it applies to our careers and business development is that patience is required to build relationships. When we are patient we will develop deeper feelings for our prospect and get the result we want sooner when building those relationships deeper. When building relationships with our prospects and referral partners there is a greater likelihood for success. This translates into more first time business and allows for the ability to sell again in the future. When we apply patience to those relationships and give our prospects/referral partners what they want (or what they will give us) we are creating a championship relationship.

This has become especially apparent to me recently as I have taken more time to be more patient. Some years ago, as a young engineer, I was told that after 20 years of work experience I would be stoic in my view of the world. Even though I remember the time and place of this “telling” I have found myself wandering down the path of impatience. Even as I have told myself to stay open minded, what my mentor predicted has made its way into my life.

So today I commit to being more patient. To listen longer and take more deep breathes. Really hear what my prospects and referral partners are saying. Be less of an active listener, ready to give feedback, and more of an attentive listener, pausing to reflect on what I hear. As an active listener, ready to give feedback I commit to taking a deeper breath, reconsider what I just heard, take a second breath to consider the thoughts deeper meaning. Then and only then will I respond.

Is anyone reading this ready to make the same commitment?

KONIG MOTORSPORT Outline for Business Plan Components

admin — Wed, 30 Jan 2013 14:07:12 +0000

AUTOMOTIVE COMPONENT OUTLINE TO CREATE PROFIT AND LOSS EXPECTATIONS/BUDGET KONIG

Operation Procedures

Company officers
- CEO
- CTO
- CFO
Formation of entity
Entity by-laws
Type of entity
- LLC
- C Corp
- S Corp
- Partnership
- Sole proprietor
Key man insurance
Heirs
- Parents
- Spouse
- Children

Physical Plant

Janitorial
HVAC
shop tools
job descriptions
- Owner
- Office manger
- Shop manager
- Technicians
  - Tech specialist
  - Tech Senior
  - Tech Apprentice
- Service writer
- Clerical
- Business development
- System evaluation
- Computer
Computer
Insurance
- Liability
- Workers compensation
diagnostics
maintenance
- lifts
- transport vehicle for customer pickup
  - service record
  - fuel
  - maintenance
- paint
  - exterior
  - interior
  - floors
  - equipment
- roof
  - inspection
  - repairs
- HVAC
  - Inspect
  - maintain
Inventory
- Parts
- Employee tools
- Company tools
Bar Coding
- Company tools
- Hard assets

Labor

Technicians
Service writer
Clerical
Business development
System evaluation
Computer
Janitorial (if inside hired versus outside contract)

Other costs for doing business

Memberships
- City
- Chamber
- Automobile Clubs
- Charities (example: Boy and Girls Club)
Subscriptions
- Magazines
- Newsletters
Licenses/permits
- Business
- OSHA compliance
- Human resource complance

Materials

List as appropriate for general repair, transmission, European, Domestic, Asian, etc.

Business Development to include:

4 + 2 Marketing Advertising and promotion Strategy:
- Pick four options below:
  - Network
  - Advocate
  - Free offers
  - Social media
  - Presentations
  - Communication
  - Social interaction
  - Sports interaction
  - Frequent user offer
  - Hidden offer mailer
  - On-line offers of value
- Pick two options below:
  - Open house
  - Website/Internet
  - Business exposition
  - Business show in industry
  - Business show related industry
  - In house events for clients and their guests (LADY’S NIGHT, WINE TASTING, CAR DETAILING)
  - Quarterly drawings and offers to customers
Gather client family information

Back End Measurement Matrix System Strategies to include:

Profit centers (sales revenue generation)
- Diagnostics
- Auto detailing
- Technical training
- Tires/wheels
- Auto repair
- Storage
  - Late model/computer diagnostics
    - Electrical
      - interior
      - exterior
      - mechanical
        
        interior
        
        exterior
        
        engine
        
        drive train
        
        brakes
        
        exhaust
        
        transmission
        
        glass
- Auto rebuild/restoration
  - Restoration model mechanical diagnostics
    - Electrical
      - interior
      - exterior
      - mechanical
        
        interior
        
        exterior
        
        engine
        
        drive train
        
        brakes
        
        exhaust
        
        transmission
        
        glass
        
        Paint
        
        Body restoration
        
        Rotisserie/frame off
        
        Frame on

Costs per unit time
- Labor
  - Technicians
  - Transport of customers
- Business Development
- Commissions
- Physical plant
- Banking costs
- Accounting costs
- Utility costs
- Debit management
- Computer/Internet/Social Media
  - Data processing
  - Document handling
- Consultants/independent agents
- Miscellaneous
- Customer gathering
- Office overhead
  - Supplies (paper, pens, etc.)
  - Mail costs
  - Cleaning supplies
  - Bathroom supplies
To evaluate profit creation tools (charts/graphs) use the following per unit time compared to:
- Sales revenue
- Monthly profit/loss goal
- Weekly profit/loss goal
- Annual profit/loss goal
- Workers compensation
- Liability
- Customer communication frequency
- Square foot costs
  - When a car is left for customer convenience
  - Storage costs
  - Costs for holding inventory
  - Turns ratio on parts

Identify resources for (create a file for each:)

Business development
Business attorney
- Business
- family
Back end development tools
Suppliers
- Parts (Porsche, Audi, VW, BMW, Mini, Mercedes Benz)
- Office materials
- Catering vendors
- Snack supply vendors
- Bathroom supply vendor
- Paint/auto
- Paint/physical plant
- HVAC plant
- Lighting
- Carpet cleaning
- Lift/hoist maintenance
  - Hydraulic
  - electric
- Tool suppliers
- Roof maintenance
- Investment provider
  - Will/trust attorney
  - Employee 401 K provider
- Insurance suppliers
  - Liability
  - Errors and omissions
  - Workers compensation
  - Owner/family insurance
  - Healthy coverage for employees
- Internet providers
- Electrician
- Window washer
- Driveway maintenance
- Driveway repair
Marketing
Accounting
- Tax consultant
- CPA
- Bookkeeper

Business Owners Only, Please. Social Media Junkies Keep Out!

admin — Mon, 28 Jan 2013 16:04:59 +0000

If you are a social media junkie I would stop here and go post something on your Facebook Wall. If you believe that because you are in business you need to be on Facebook, using Twitter, or have the correct profile on LinkedIn then you can invest your time doing something else rather than read this.

My Cyber Stalker struck again. For those of you who are regular followers of my articles you might remember that a few months ago my Cyber Stalker was checking out my LinkedIn. They now want me to see their posting on Facebook. I have yet to find how I can make any money doing what I do by using Facebook. (If you can help me learn how to make money using Facebook, continuing to do what I offer, please ask me to join you on LinkedIn.) For those who know me, the only time I “light” this computer is to provide my network information. I choose to do LinkedIn because it has been a great success in helping me get more business. Doug Taber showed me that LinkedIn can be a tool to support The INTEGRITY Institute.

Now here is the lesson in my Cyber Stalker stalking and how it applies to all of you that got this far in reading this…I want you to be the one who takes action to discover who you want to do business with! Social media wants you to be noticed by others. Our goal at INTEGRITY Institute is to help our clients find people they want to meet. We then teach them how to build a relationship where we know, like and trust each other.

Back to my Cyber Stalker. If they had something I wanted, I would look at their Facebook page. However, they have nothing to offer me. I already know the Cyber Stalker. I trust all I know about the Cyber Stalker. I like nothing about the Cyber Stalker. Why would I want to look at their Facebook page? The same thing is true for each of us. We should be looking for our market matches so that we can ask them if they would like to do business with us. We should be offering them value on a regular basis. My Cyber Stalker is part of the tapestry of my life. Years ago I had to have a relationship. Now each of us has a choice as to who we want to see using social media.

Please understand if your market matches are using Facebook and Twitter then use it. Use strategies to get business to your door. The process can look complicated yet is very simple. The answer is this. Create an offer that your market matches want. Post that offer to your pure market matches (qualified buyers.) I can assure you that a minimum of 10 percent will purchase. Be consistent with your offer. Create a plan that is repeatable. Repeat it with a measurable frequency that delivers value. Sending a 10 percent off coupon might deliver value to you, however providing information that helps your market matches become more successful will deliver greater value to them. It will also cement your relationship so that when they are ready they will only buy from you.

Finally, we now all understand that when it comes to me being wanted to be noticed by someone else I need to have an offer that they want. If my offer is being blocked then my offer will never be seen by my market match. I blocked the Cyber Stalker by directing their email to my spam filter. I will never see their offer again. Their emails will never get to my in box.

The point of all of this is, if someone does not want to see your social media offer there is no way that they can show it to you short of putting a fun to your head. Even then you can close your eyes. For your market match to see you your offer must be something they WANT.

Are you truly committed to attracting the right prospects and generate more referrals? If so then contact INTEGRITY Networking Solutions for availability and information, call (888) 584-7073. You can contact Gerry by mail at 2103 Wedgewood Drive, Oceanside, CA 92056. Direct dial (760) 439-4623; e-mail togerry@integritysd.com. For more information, go to www.integritysd.com

The Danger of Unintended Consequences

admin — Thu, 20 Dec 2012 22:23:35 +0000

I was talking to one of my best buddies, Stan, the other day. He was telling me about a large national supplier whose internal measuring systems are getting in the way of how they provide customer service. This is a product that is easily accessible in any Wal-Mart, Best Buy, or office supply store. There are numerous suppliers of this product.

Imagine having internal controls for quality that require a ceiling for the number of rejects accepted back to your company per unit of time each month. What your company does is allow only a specific number of rejects to be returned, say two percent of your monthly order. Therefore, if I am buying widgets from your company and I buy 100 widgets each month to sell to my customers, I am only allowed to send two non functioning widgets back to your company each month.

In a month that I get three returns because my customers say that the widgets did not work, I then have to keep the third widget in my inventory. I can then send it back the following month, as long as I only have two failed widgets. If I sell widgets that come back as defective in any month that exceeds two, I will have to store defective widgets.

What do I do? I can choose to order more widgets so that I can return more widgets per month. I can find a storage space to store defective widgets. I can find a way to repair defective widgets. I can find another supplier to supply me with widgets. The obvious answer is find a supplier that will supply me a better return policy for failed widgets. It would even be better to find a supplier who provided me only good widgets.

So you might be asking, “Why bring this up?” The simple answer is, “We need to have our internal measurement and management systems always extend through the needs of our customers.” Few of us, if any, are the only show in town. In previous articles I have focused on comparing collaboration to competition, I make the point about joining your competitor to understand where you can serve similar markets differently. If you want to isolate yourself on an island all by yourself, find ways of driving your customers to your competitors by serving your own needs before their needs.

Now you may be saying, “Gerry, this is so obvious that I know I am avoiding this behavior.” But, there are other areas to consider regarding the danger of unintended consequences:

Is your holiday schedule conflicting with your ability to supply your clients?
Are your communication tools doing their intended job?
Have you addressed the social media policy for your company’s image/protection?
What is the image projected by your passive marketing tools (website, brochures, business cards) and is it intentional?
Understand where your image starts and stops.
Are all your “representatives” trained in the area of customer service?
Are your internal operations customers serving each other? What are the expected outcomes versus the actual outcomes?
What is the cross reference/support between your company and its suppliers?
If you are a supplier to different regions of the country/world, have you considered cultural differences?

Each of the above can consume volumes of company policy which will have an impact on your customers. Each should be addressed, depending the size of your company and the scope of its impact. A policy should be written that is equal in size to your company and the magnitude of the impact it will have on your customers. It needs to be reviewed on a regular basis so that it reflects the inner effects on the workings of your company and the external effect it has on your customers.

Consequences are real. They impact how we do business and with whom we do business. All the above are measurable and manageable. For more examples and to answer any questions, please see our contact information below.

Are you truly committed to attracting the right prospects and generate more referrals? If so then contact INTEGRITY Networking Solutions for availability and information, call (888) 584-7073. You can contact Gerry by mail at 2103 Wedgewood Drive, Oceanside, CA 92056. Direct dial (760) 439-4623; e-mail togerry@integritysd.com. For more information, go to www.integritysd.com

2012 Year End Review

admin — Tue, 11 Dec 2012 22:55:20 +0000

Who would have thought that 2012 would deliver what it did? What a year!

Getting four of my favorite clients together to form a Million Dollar Mastermind Group has become an incredible success beyond my wildest dreams. From the getting to know you social experience, the group was destined for greatness beyond my wildest dreams. Their ability to become close, the development of strong support for each other, and the willingness to sacrifice for the good of the group is exceptional. With three more meetings scheduled I can only imagine the results to come and what is in store for the group in 2013.

Adding our newest profit center in May was a total surprise. In May I received a referral call from a partner in Orange County. As he was describing the referral I thought to myself, “This guy does not know what I do for a living.” However, I was to find out that he saw something in our offer that I had yet to discover. What a discovery it has been. Much of the time spent in this area is working with small to mid-size companies whose key management personnel have been engaged in conflict. What we do is teach them how to play nice. This profit center has now taken us to being able to offer Succession Planning Services. See more about this offer at http://www.integritysd.com/articles/character-analysis-modification-adjustment-alteration-and-secure-by-integrity/.

We did BETA test of Purposeful Networking © during the end of the third quarter and beginning of the fourth quarter. We had two clients go through the test education and are now applying the lessons learned to their direct marketing business. What they love about the process is that they:

get to the people they want to meet
find people who can produce immediately
meet only those they want to meet

Simultaneously, we discovered our first paid clients for Purposeful Networking © while doing the BETA test. They have already agreed to commissioning our company to do a Purposeful Networking © Group for their direct marketing company for 2013.

Going back to Toastmasters mid-year allowed me the opportunity to start an additional Toastmaster Club. This is the sixth club I have started. Two of the clubs were in chambers of commerce and three were industry clubs before starting this one. This group is made of of young entrepreneurs. Talk about an exciting group of people to work with, they are exceptional! Each of their speeches are innovative and in some cases breath taking. From them I have learned about the passion one member has for rebuilding “old iron” to another member who grew up in Australia. The group chartered in its first week. Needing 20 members to charter, they had 24!

This has been a year to work on the business. During a six week period, once per week I had an opportunity to work with a personal coach to work on Gerry. He showed me how to give myself permission to connect my head, heart, and feelings. I continue to exercise those “muscles” to get to a deeper sense of emotion. We will be collaborating this year with my hope of bringing this valuable tool to the people I see regularly who are in need.

As we closed 2012, Lynne and I are feeling abundant. We celebrated Christmas and Hanukah. Lynne was surprised by an antique I remembered her liking when seeing it earlier this year. I was able to secure it in early December, delivering it for Hanukah. We spent sometime with our INTEGRITY and Calavera families. Our 2nd Annual Turducken Feed was on December 31. We ate another 45 pound Turducken, feeding nearly 30 friends. The Christmas tree/Hanukah bush glowed bright in the family room as we counted down the New Year. Many stayed to play poker until 11:30. We then watched the California countdown (a replay of New Years in New York City.)

Our wish for you in 2013 is good health, prosperity, and fun meters on maximum for you and your families!

Are you truly committed to attracting the right prospects and generate more referrals? If so then contact INTEGRITY Networking Solutions for availability and information, call (888) 584-7073. You can contact Gerry by mail at 2103 Wedgewood Drive, Oceanside, CA 92056. Direct dial (760) 439-4623; e-mail togerry@integritysd.com. For more information, go to www.integritysd.com

Is the Devil in the Details?

admin — Mon, 26 Nov 2012 21:17:38 +0000

The other day we co-hosted a client event. I coordinated the event with another client. We did this to promote both of our businesses to my clients (I always want to find ways to connect my clients with my other clients.) There were email exchanges and conversations. All those included the location of the event. Three hours before the event was to start, I received a call from the co-host client for this event telling me that the address I was using was wrong!

Since then I have been wondering if I should be teaching my clients reading and writing. Do I need to instruct my clients on reading their emails? Now this particular client needs to be detail oriented when it comes to the business. It is a very detail oriented business with the need to keep close tolerances on equipment and their client projects. I know they do a good job because I use their product. However, what about the support systems? Who needs to manage these details?

There are so many different aspects to running our businesses. Today with computers, websites, email, accounting, taxes, paying the bills, legal issues, employees, and business overhead that it is not surprising to see things fall through the cracks. A lesson to be learned from this is to hire those people who do what they do best so you can do what you do best. Early in our business life we hired a webmaster for web design. We have a graphic artist on hand to do our book covers and logo design. We have had a CPA or other tax professional doing our taxes since we first got married, even when we only were both W-2 employees. We have an Internet professional that we pay a monthly stipend to keep our computers updated and in top working order. We even rely on the Internet professional to help us when up-grading our technical support hardware, software, and cell phones. We have a business attorney for referring our clients as well as our own use. We also maintain a legal membership for smaller matters where there is a need for a simple letter.

So why is it that I am writing an article over a single missed verbal communication and email? The point is that communication between customers and clients is so important that it should be a top priority! Communication is the life blood of our business. Efficient communication is important to be effective in your business when it comes to client/customer relationships. Missing an important communication can be the difference between losing a customer or keeping a customer. It is important to learn to manage all customer/client communications.

The way to manage your email communications is as follows:

Check your email at specific/controlled times of the day. I do it first thing in the morning, early in the afternoon, and the last thing in my work day. I limit my time to 30 minutes.
I turn off my email/computer at the end of the work day.
I delete all unwanted emails first.
I then prioritize emails.
I read the priority emails and answer those that need immediate attention.
I put off those emails that can wait until later.
In some cases I need to compose a response that is a little more thoughtful. For those I create a special place and time to compose the reply and then deliver it immediately.

If your business is sized so that emails must be managed by someone other than you, hire that person. Virtual assistants and technology today are such that managing your email communications can be very affordable. When we face the facts, keeping an existing customer because of good written, oral, and electronic communications can be easily afforded. If we lose just one customer because of a missed or poor communication, it might take us ten or more business development communications to gain the one we lost. It has been said, “It is easier to maintain a customer than to find a new one!” Are your communications systems in place such that all the details are being handled accurately?

Are you truly committed to attracting the right prospects and generate more referrals? If so then contact INTEGRITY Networking Solutions for availability and information, call (888) 584-7073. You can contact Gerry by mail at 2103 Wedgewood Drive, Oceanside, CA 92056. Direct dial (760) 439-4623; e-mail togerry@integritysd.com. For more information, go to www.integritysd.com