Count Down to 2009

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Monday Morning Motivators – December 29, 2008
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Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com

“To succeed in life in today's world, you must have the will and tenacity to finish the job.” --Chin-Ning Chu

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Table of Contents
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1. Count Down to 2009 - Know the Projects - Linda Fayerweather
2. 7-Question Marketing Plan – Question 7 - Rebecca Booth
3. Believe You Can Achieve Your SMART Goals - Pat Altvater
4. Passionately Put Your Plan into Action! - Paula Frazier
5. Workshops in Northwest Ohio
6. Fine Print

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1. Count Down to 2009 – Know the Projects
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One Monday left in 2008 and those that rule 2009 will be those that make their outcomes happen with Projects --> Plans --> Tasks.

Last week we talked about making our Desired Outcomes SMART and this week you want to put to paper the Projects or Plans that will make those outcomes happen. Two keys to successful execution of are:
1. Making sure that projects are aligned with Outcomes. Ask yourself “Does what we are doing help us achieve our outcomes?” If not, then the next question should be “Why are we doing this?” followed by “Why would our clients find value from this?” OR “if we stopped doing this, how would it affect our customers and bottom-line?”
2. Realizing that each project will have a multitude of tasks! Yes, these tasks are the steps to complete the project and achieve the desired outcome aligned to that project. Think of tasks as making a snowball, each small part added to the total will help make the snowball nice, round and when complete you will be able to achieve the desired outcome of plastering the bully! (Did I really say that? Too much holiday, I guess).

Now, to review the last five weeks – 2009 starts with a plan that includes:
Vision
Mission
Core Values
Desired Outcomes
Projects

Happy New Year to All!


Copyright 2008 Linda Fayerweather
A goal without a deadline is just a wish!
Changing Lanes LLC
www.ChangingLanes.biz

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2. 7-Question Marketing Plan – Question 7
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What’s Your Marketing Budget? Do you know how much it costs to acquire a new customer (or the cost to sell one of your products)? You’ll need to know this in order to craft a marketing budget. Here’s a simple way to figure it out:

Divide your annual marketing costs by the number of units (or clients) sold to in 2008. This lets you know the cost to keeping/acquiring customers.

To find out how much money you’ll need to market in ’09, multiply this number by the number of sales you want to make. Before you set your plans in stone, take a look at how your marketing worked last year. Trim out the media that didn’t work and reinvest in those that did. (Note: You might want to consider beefing up your advertising expenditures in the media that did work. But be prepared to measure its effectiveness. One of our clients found that internet advertising was working well for them. Wanting even more sales, they doubled their monthly investment. While sales were strong, they were no stronger than they were prior to the infusion of new cash. Feel free to experiment, but measure your success before you reinvest!)

Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
www.rebeccaboothmarketinggoddess.com
www.marketinginabox.biz


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3. Believe You Can Achieve Your SMART Goals
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The underlying reason most people fail to achieve the goals they’ve set for themselves is their lack of belief. If you don’t believe in either yourself or your ability to achieve your goal, no amount of willpower will get you to take the consistent action necessary to get to the goal.

But belief will.

It’s been proven that our beliefs become our reality. So as you contemplate the SMART goals you’ve created, check in to see your level of belief in your ability to achieve those goals. Ask yourself what it would take, possibly being rejected by a prospect or a negative comment about your pursuit, to throw you off course. If there’s nothing that can happen from an external source, then you know your belief is pretty powerful!

To build up belief, take small actions towards the achievement of your goal. Take some chances and don’t be afraid to fail or be rejected. Remember the most successful people throughout history have become that way, not because they didn’t fail, but because they persevered. They believed in themselves and their ability to achieve their goals.

Copyright 2008 Pat Altvater
Transformations Institute
http://www.ignitethepowerwithinbook.com
http://www.transformationsinstitute.com
Transforming Bodies and Minds
419-344-6613

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4. Passionately Put Your Plan into Action!
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In the last few weeks we’ve reviewed our 2008 referral marketing results, re-familiarized ourselves with the most foundational and fundamental parts of our businesses and identified our 2009 referral partners. We’ve planned our work and now it’s time to work our plan.

Your referral marketing success can be as easy as 1-2-3-4 when you keep some very basic, yet powerful, things in mind:

1. Honor your calendar and your commitments.
2. Engage, promote and thank your referral partners the way THEY prefer.
3. Track your weekly sales and marketing activities. Do more of what works and less of what doesn’t.
4. Continually invest in your business and personal development.
a. Become an expert in your industry by participating in local and national workshops and conferences. Learn from the best of the best in your field.
b. Consult with experts to help you successfully build your business. Start by connecting with a referral marketing specialist to develop a detailed twelve month referral marketing plan. You can visit http://referralinstitute.com to acquaint yourself with the best of the best in your area.

Learn how to purposefully create referrals and referral partners for life!!!

Paula Frazier is a referral marketing trainer, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Paula’s business networking articles have been published internationally. She is also acknowledged in the New York Times best seller, Truth or Delusion – Busting Networkings Biggest Myths. Check out #33, Delusion with a twist! Paula can be contacted at paula@referralinstitute-va.com

SMART Goals

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Monday Morning Motivators – December 22, 2008
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Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com

“You are the person who has to decide. Whether you'll do it or toss it aside...” --Edgar A. Guest

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Table of Contents
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1. Count Down to 2009 Set the Outcomes - Linda Fayerweather
2. 7-Question Marketing Plan – Question 6 - Rebecca Booth
3. Refine Your SMART Goals - Pat Altvater
4. Establish Your 2009 Referral Partners - Paula Frazier
5. Workshops in Northwest Ohio
6. Fine Print

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1. Count Down to 2009 – Set Your Desired Outcomes
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Two Mondays from now will be January 5, 2009 and those that rule 2009 will be those that know what they want or their desired outcomes. Desired Outcomes are best known as Goals or Objectives. These clarity what you are trying to accomplish in specific, measurable goals and have quantifiable elements that are time sensitive.

Tips for creating your own desired outcomes are:

--Start with this sentence construction: Verb + Quantity + Noun + Date. For example: Hire 2 technicians by 2/28/09.
--Make sure you have a balanced set by covering outcomes in these business areas: Financial; Customer Satisfaction; Process Improvement and Learning/Growth.
--Limit yourself to no more than 9 active outcomes. When one is complete, you can replace it with a new one but you will be served best by concentrating a small number at a time.
--You know you have a great goal when you start making a list of all the tasks to get it done – that is next weeks’ tip – the “Project”.
--Both Rebecca and Pat have tips to help you refine your desired outcomes using SMART goals.

Desired Outcomes are the prime tool of accountability. Planned actions lead to results. Knowing what you want to achieve is key to success.

Copyright 2008 Linda Fayerweather
A goal without a deadline is just a wish!
Changing Lanes LLC
http://www.changinglanes.biz/

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2. 7-Question Marketing Plan – Question 6
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What Are Your Sales & Marketing Goals?
Be SMART when it comes to setting your goals for sales and marketing. Your goals must be:
• Sensible
• Measurable
• Achievable
• Realistic and
• Time specific
Include financial elements in your goals, such as annual sales revenue, gross profits, and sales per sales person. Also include non-financial elements – units sold, contracts signed, clients acquired, articles published, and speeches given. Once the goals are set, share them with your team and put a plan into action where you will regularly measure your success.
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
http://www.rebeccaboothmarketinggoddess.com/
http://www.marketinginabox.biz/


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3. Create SMART Goals
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Over the next several weeks I am planning to expand on the 4 steps to achieving goals from my column last week. The steps were 1) Create SMART goals, 2) Believe, 3) Act on it every day, and 4) Expect it!

Step 1, Create SMART goals is the topic for today. I’m sure you’ve heard of SMART goals before: S – specific, M – measurable, A – As if NOW, R – realistic and T – time bound. Does the A look different than what you’ve seen before?

“As if NOW” is a Law of Attraction element added to SMART. “As if NOW” means to use your imagination and visualize your future as if this goal is achieved. Be sure to create the feelings you will have at the time. Then say to yourself “I am so happy and grateful now that I have (or am or do) _______________.” Do the “As if NOW” step daily and you will program your subconscious to find the opportunities and people you need to accomplish your SMART goal.

Copyright 2008 Pat Altvater
Transformations Institute
http://www.ignitethepowerwithinbook.com/
http://www.transformationsinstitute.com/
Transforming Bodies and Minds
419-344-6613

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4. Establish Your 2009 Referral Partners
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1. Review the results from your 2008 referral relationships to identify the people that you worked with to purposefully and consistently produce qualified, reciprocal referrals.

2. Make a list of the top 5 individuals you’d like to continue to development as referral partners and arrange face to face meetings to discuss:
a. 2009 Goals
b. 2008 Accomplishments
c. Personal Interests
d. Current, Active Networks
e. Expectations for your referral relationship

3. Schedule regular monthly meetings and establish an agenda to keep your conversation focused on:
a. Strengthening your relationship
b. Identifying potential referral opportunities
c. Agreeing to make strategic introductions
d. Evaluating the past month’s activities

4. Research and attend referral marketing workshops together throughout 2009 to increase the return on your collective referral marketing efforts. You can get some ideas from some of the best of the best in business networking by visiting NetworkingNow.com, ReferralInstitute.com, BNI.com, Entrepreneur.com and SuccessNet.com. Check them out!!!

5. When challenges arise (and they will) stay solutions focused.

Position yourselves to relationally go further, faster, with less effort!!!

Paula Frazier is a referral marketing trainer, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Paula’s business networking articles have been published internationally. She is also acknowledged in the New York Times best seller, Truth or Delusion – Busting Networkings Biggest Myths. Check out #33, Delusion with a twist! Paula can be contacted at paula@referralinstitute-va.com .

Planning for 2009

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Monday Morning Motivators – December 15, 2008
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Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com

“To think that the new economy is over is like somebody in London in 1830 saying the entire industrial revolution is over because some textile manufacturers in Manchester went broke.” -Alvin Toffler

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Table of Contents
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1. Count Down to 2009 #3 - Linda Fayerweather
2. 7-Question Marketing Plan – Question 5 - Rebecca Booth
3. Raise Your Personal Economy - Pat Altvater
4. Reconfirm & Re-ignite - Paula Frazier
5. Workshops in Northwest Ohio
6. Fine Print

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1. Count Down to 2009 – Set the Vision
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Four Mondays from now will be January 5, 2009. To continue on your planning path, we need to put pencil to paper and after last weeks SWOT analysis, you may have identified things that need to happen. Don’t forget:
1. Financial Projections for 2009 – including budgets, sales and profits.
2. Customer Satisfaction – who are they and what do they want
3. Learning and Growth – what does your company need to learn to change with the times
4. Internal Processes to help reach the vision.
Oh, yes, the VISION. Without a vision of the future, your business will flounder!
This week, craft a vision using this fill in the blanks.

By year end of 2009 grow ________ (your company name)
into a successful $__________(insert your projected gross revenue)
____________(list the type of business)
providing __________________ (description of your product or service)
to _______________ (your target market).

Now, take some time to refine this and you are on the well on the way to a great plan for 2009.

Copyright 2008 Linda Fayerweather
Want to make 2009 great? Get a plan! See below for a coupon that will help you get one.
Changing Lanes LLC
www.ChangingLanes.biz


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2. 7-Question Marketing Plan – Question 5
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What Marketing Medium Will You Use?

Once you’ve figured out your niche, it’s time to start assessing how best to communicate with them. Your marketing medium is the outlet you’ll use to deliver your marketing message. TV, radio, magazine, newspaper, direct mail and email marketing are a few of the choices you have to get your point across.

Your job is to choose the medium that delivers your message to the most niche prospects at the lowest possible cost. When you’re thinking about media, be creative, consider: posters, contests, seminars, teleclasses, trade shows, ezines, movie ads, door hangers, agents, media releases, gift certificates, word-of-mouth and window displays.

When putting together your media buy, remember marketing is a yearlong activitiy. Don’t spend all your money on one small flight of advertising. Spread it out in different methods and spread it out throughout the year. One last thing: your business card is a marketing tool too. Is it the best that it can be?

Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
www.rebeccaboothmarketinggoddess.com
www.marketinginabox.biz


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3. Set SMART Goals for 2009
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Now is the perfect time to be thinking about your goals for 2009. Goal setting is an important aspect of the Law of Attraction, even though it wasn’t mentioned at all in the movie “The Secret.”

Here are four important steps to take in order to achieve your goals:
1. Decide on your SMART goals (specific, measurable, “as if now”, realistic and timed)
2. Believe you can achieve them
3. Act on your goals every day
4. Expect to achieve them.

The more action you take, the more belief you build in your ability to achieve your goal. If you are not taking consistent action to achieve your goals, you lose your belief. So be sure to take at least 2 actions a day that will take you closer to your goal.

Remember, you will never be given an idea you are not able to achieve! GO FOR IT in 2009.
Copyright 2008 Pat Altvater
Transformations Institute
http://www.ignitethepowerwithinbook.com
http://www.transformationsinstitute.com
Transforming Bodies and Minds
419-344-6613

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4. Reconfirm & Re-ignite
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This week revisit, reconfirm and re-ignite your passion regarding the most foundational parts of your business.

1. Refamiliarize yourself with your companies’ mission and vision. Are you genuinely enthusiastic about your role? You should be able to sincerely share why you love to do what you do with the prospective clients you’re referred to.

2. Which primary products and services will you acquaint your referral partners with? Remember they have their own businesses to build and other referral partners to support. Keep them focused on your most profitable products, the ones you know the best.

3. Be sure you can describe your target market, the people that are generally interested in buying your goods/services, for your referral partners. If you don’t know who you want to do business with you can’t expect your referral partners to successfully bring you referrals or introduce you to potential new referral sources.

4. Who is your true or perceived competition? You should consider getting into relationship with others in your industry to determine ways to collaborate and support each other in the coming year? While the things you have in common may separate you; your individual areas of expertise can help bring you together.

5. What is most unique about you and your business – your Unique Selling Position or USP? Your USP will enable you and your referral partners to educate others about the differences between you and your competition in a positive way.

Position yourself to execute the fundamentals flawlessly in 2009!!!

Copyright 2008 Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. Paula’s business networking articles have been published internationally. She is also acknowledged in the New York Times best seller, Truth or Delusion – Busting Networkings Biggest Myths. Check out #33, Delusion with a twist! Paula can be contacted at paula@referralinstitute-va.com.

Count Down to 2009 - 2

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Monday Morning Motivators – December 8, 2008
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Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com


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Table of Contents
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1. Count Down to 2009 #2 - Linda Fayerweather
2. 7-Question Marketing Plan – Question 3 - Rebecca Booth
3. Raise Your Personal Economy - Pat Altvater
4. Woulda . . . Coulda . . . Shoulda . . . 2008! - Paula Frazier
5. Workshops in Northwest Ohio
6. Fine Print

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1. Count Down to 2009 – Know your business
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Five Mondays from now will be January 5, 2009 and you can escape the herd mentality of slashing marketing, laying off employees, and cutting programs. This week, concentrate on your overall plan and start with the business school standard – SWOT Analysis:
Strengths: What is your business great at doing? What is your unique position?
Weakness: Where does your business fall short of great? What do your customers wish you did better?
Opportunities: What potential niches are available? Is your competition cutting sales and advertising?
Threats: What economic, social or governmental issues are happening or may in the near future.

During the next 7 days, take one hour out of your time and one piece of paper and identifying your Strengths, Weaknesses, Opportunities and Threats. These statements will be the basis for identifying your desired outcomes or objectives next week. A SWOT analysis is often more effective than a SWAT team after the fact! Details on SWOT

Copyright 2008 Linda Fayerweather
Want to make 2009 great? Get a plan! See below for a coupon that will help you get one.
Changing Lanes LLC
http://www.changinglanes.biz/

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2. 7-Question Marketing Plan – Question 3
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What’s Your Marketing Message?
You only have to remember one thing when you’re developing your marketing message – this message should persuade someone to become a client. It should include:
1. An explanation of your target market’s problem
2. Proof that the problem needs to be solved now, without delay
3. The reason why you’re the only person/business that can solve this problem
4. List of benefits receives by choosing you
5. Examples/testimonials from those you’ve helped
Remember people don’t always buy what they need. But they will buy what they want. Figure out what the “emotion” is behind the decision to buy and capitalize on it when you’re drafting your copy.

Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
http://www.rebeccaboothmarketinggoddess.com/
http://www.marketinginabox.biz/


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3. Dream BIG and Set Up a Prosperous 2009
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The key to success is to first decide WHAT you want, then the HOW to achieve it will be revealed. This is because once you clarify your desires, your mind and the universe can step in.
Be Willing to Dream BIG Dreams
As soon as you commit to a BIG dream and really go after it, your subconscious creative mind will come up with big ideas to make it happen. You'll start attracting the people, resources, and opportunities you need into your life to make your dream come true.
Another value in giving yourself permission to go after your BIG dreams is that BIG dreams require you to grow in order to achieve them. Actually that may be the greatest benefit you will receive from pursuing your BIG dreams. It’s not so much the outer trappings of fulfilling the dream (an expensive car, impressive house, loads of money and philanthropic opportunities), but who you become in the process.

Copyright 2008 Pat Altvater
Transformations Institute
http://www.ignitethepowerwithinbook.com/
http://www.transformationsinstitute.com/
Transforming Bodies and Minds
419-344-6613

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4. Woulda . . . Coulda . . . Shoulda . . . 2008!
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It’s been an absolute pleasure to offer Monday Morning morsels this past year to help motivate you in your referral marketing efforts. As 2008 comes to a close, many of you may find yourselves reflecting on the past year – acknowledging what you did well and recognizing some missed opportunities with respect to your business and personal development.

I can’t think of a better time to encourage you to revisit the most fundamental and essential information that you’ve already accumulated. Dust off the CDs, DVDs and books you’ve experienced over the last year. Revisit the archives of your favorite websites to remind yourself of the things you woulda coulda shoulda done to make a difference for you, your colleagues and your family.

It’s time to take all of those tips, tools and techniques you’ve picked up along the way and turn your good ideas and good intentions into reality. Which means…it’s time to take ACTION!

2009 REFERRAL MARKETING SUCCESS ACTION #1 (of 4):

Make a list of your 2008 referral marketing accomplishments.

Remember to include how each accomplishment positively impacted your business, colleagues and family. Here are some questions to help get you started:

1. What were the positive results you experienced from developing, documenting and following your 12 month referral marketing plan in 2008? Did you (purposefully) meet or exceed your annual referral revenue goals?
2. How did identifying and educating at least 5 referral partners regarding your mission, target market and products/services multiply your efforts? Has your closing ratio increased?
3. Which specific tactics and strategies helped you move forward in your referral relationships and successfully motivate your referral partners to increase the quality (and consistency) of referrals given and received? Has the value of an appointment increased for you?
4. Does your referral tracking system allow you to see who has referred you business, how much business has resulted in those referrals and what additional business has resulted from the referral? Can you easily generate reports to identify your most profitable relationships?
5. Did your Thank You Program enable you to properly thank your referral sources (the way they prefer to be thanked) as they helped you throughout the year?

It’s important to catch yourself doing something right. If your list of accomplishments (for yourself or your referral partners) isn’t as long as you’d like it to be - stick around. The next few weeks will be incredibly powerful as we reflect on our 2008 efforts and take action to make a difference in 2009!

Copyright 2008 Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. She is also acknowledged in the New York Times best seller, Truth or Delusion – Busting Networkings Biggest Myths. Check out #33, Delusion with a twist! Paula can be contacted at paula@referralinstitute-va.com

Count Down to 2009 - 1

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Monday Morning Motivators – December 1, 2008
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Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com

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Table of Contents
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1. Count Down to 2009 - Linda Fayerweather
2. 7-Question Marketing Plan – Question 3 - Rebecca Booth
3. Raise Your Personal Economy - Pat Altvater
4. Are You Networking or... - Paula Frazier
5. Workshops in Northwest Ohio
6. Fine Print

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1. Count Down to 2009
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Six Mondays from now will be January 5, 2009! What do you have planned to make 2009 be different than 2008? When you talk with successful CEOs, they will often tell you they are not any smarter than the people they have surrounding them. There are two basic characteristics these people share:
1. Execution or getting done what is important. Right now there are a myriad of books talking about execution and the simple truth to execution is knowing what is important and recognizing distractions before they capture your focus.
2. Understanding yourself. Know your personality styles and how they impact you in your business. Two places to check are: PAEI = http://www.managementvitality.com/msq/test.php or purchase Strengths Finder 2.0

This week, learn who you are to better approach 2009!

Copyright 2008 Linda Fayerweather
Want to make 2009 great? Get a plan! See below for a coupon that will help you get one.
Changing Lanes LLC
www.ChangingLanes.biz

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2. 7-Question Marketing Plan – Question 3
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Can you capitalize on a niche to bolster more business?
You’ve heard it before and you’ll hear it again – if you are marketing to “everybody” you’re really marketing to no body. What industry do you know that isn’t jammed with competition? There is none. You’ll have more success if you can specify a niche and dominate it. For instance you could be a “massage therapist that works on workers comp cases” or a “CPA for small retailers.” Think small. Think precise. Think niche. Once you zero in on your niche, evaluate your marketing opportunities then go out and conquer the marketplace. You can do it!

Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
www.rebeccaboothmarketinggoddess.com
www.marketinginabox.biz


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3. Raise Your Personal Economy
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You are in control of your choices! That’s hard to remember sometimes especially with the current state of the economy. What follows are 5 steps you can take over the coming weeks to jump-start your personal economy - your health, happiness and success.
Step #1 Make healthy food choices at each meal.
Instead of cutting things out of your diet, try the flipside of the equation and add fruits and/or vegetables to every meal you eat.
Step #2 Exercise daily!
Take at least 30 minutes every day to get your heart rate up a little and get moving! You pick – it could be walking, riding a bike, roller blading, running, dancing or even playing with your wii.
Step #3 Minimize negativity in your life.
Quit watching the news or listening to idle gossip! Be observant during the day and find ways to reduce the negatives wherever you can.
Step #4 Do what makes your heart sing!
Find some time every day to do something that is the answer to this question – “In my picture perfect life, I am . . .”
Step #5 Be thankful all day long.
Three times a day, morning, noon and night, say out-loud and with feeling behind it. “I am so very thankful for . . . ” and then mention something very specific.

Pat Altvater
http://www.transformationsinstitute.com
http://www.ignitethepowerwithinbook.com
Transforming Bodies and Minds
419-344-6613

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4. Are You Networking or...
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Are you networking or are you working your Network. I asked this question of several of the students in our Referral Dynamics Class last week and I later asked the same question of several BNI members. In every case they said that they spent a great deal of time working their networks. They attended the regular meeting, connecting with their fellow members, and they indeed did work their network.

Unfortunately that is not the network I was speaking of. That is one of the places that you go to network, I was speaking to "Your" Network. Those people whom you have in your database, those people who have met when you have been out networking. How much time do you put into working your network, calling them up to reconnect, sending articles to them, meeting them for coffee, inviting them to events, or publishing them in your newsletter. Do you track your activities and whom you are spending your time on?

When you take the time to work your network you can focus on moving your contacts from visibility to credibility. More people you can trust, you can refer your clients to and people who can send you business. You can take a relationship from credibility to profitability, developing referral partners who can consistently refer business to you.

The Referral Institute has a very handy tool called the "Networking Scorecard". This tool allows you to track the activities that you are spending on your network. Creating a proactive process for nurturing your network, so when you have a need there is no problem picking up the phone and calling someone in your network and asking for help. After all, you have spent quality time working your network. Sometimes it is more important that you spend time developing what you have then adding more to the mix. Once you have developed your network, then you can spend time adding more to the mix.

Copyright 2008 by Hazel M. Walker, an expert at referral marketing and networking. To have Hazel speak at your upcoming event and to learn more about the programs she and her team offer, contact her at Hazel@referralinstitute-in.com. Read her blog at www.networkingstrategist.wordpress.com


Sponsored by: Paula Frazier
You can connect with Paula at paula@referralinstitute-va.com or paula@bniswva.com

Waste Not - Want Not

Monday Morning Motivators - November 24, 2008


This week's topics include:
* Waste Not; Want Not - Linda Fayerweather
* 7 Question Marketing Plan - Question 2 - Rebecca Booth
* Use Attraction to Love Your Business - Pat Altvater
* Be Clear on your Target - Paula Fraizer
* Special Announcements

Waste Not; Want Not

My mother often repeated "Waste not; want not" when I was in the kitchen with her and to this day, I
cannot use a can of tomato paste without getting out a rubber spatula to retrieve every speck out of
the can.

Slowing the waste in business is a Lean step to increase profit or maybe just cut expenses to have
funds to weather the economic storms. Lean businesses are always looking for waste reduction and
my favorite wasting examples are:
--Overproduction
--Waiting, and waiting, and waiting
--Over-processing (or just over-thinking)
--Defects - mistakes - errors, in short, not what the customer wanted.
--Leaks - from dripping faucets to unreconciled bank statements
--Inventory problems - not enough or too much
--Motion

Now, we all have the skill to find and eliminate waste. The reasons we may want to do this are simple
because becoming waste free will lead to:

1. Reduction in production costs
2. Reduced time to processes
3. Enhances product quality
4. Adds capacity
5. Gives you a Competitive Edge!

Each one of these reasons will lead to a more profitable year. Take time now to eliminate waste and
make plans for 2009. Oh yes, and being less wasteful will make your mother smile and that
is always important.


Copyright 2008 Linda Fayerweather
Want to make 2009 great? Get a plan! See below for a coupon that will help you get one.
www.Changinglanes.biz


7 Question Marketing Plan - Question 2

Question #2 - Who are your customers and what do they want?

When's the last time you bought something you didn't need? "Wants" and "needs" are two completely
different things. People don't necessarily buy what they need, but they'll most always buy what they
want (even if they can't afford it). Knowing who your customers are, what they want and what
motivates them to buy is critical for any marketing plan. Ask these questions in order to get to know
your customers better:
1.Where does my potential customer typically buy these goods? (internet, retail?)
2. Who is the primary buyer? Who else influences the decision?
3. What are my clients' habits? (i.e., How do they get their information - TV, newspaper, magazine?)
4. What are the primary motivations for buying? (To look better, avoid pain, get healthy, be popular?)

Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
www.rebeccaboothmarketinggoddess.com
www.marketinginabox.biz





Use Attraction to Love Your Business

One way to enjoy your business more is to only work with the clients that you love! These are your
perfect customers; the ones that appreciate you and what you do, request from you exactly what you
are prepared to do, are happy to pay your full price, and are a delight to be around!
Sounds great, but how do you find them? You attract them using the Law of Attraction. Here's how:
1. Itemize the traits of your perfect customer. Define very precisely the characteristics and attributes
of your perfect customer. If you have difficulty thinking about what to write, think about the best
customers you've had in the past, how they found you, what made them so easy to work with, how
appreciative they were, how they referred you to others, etc. Rebecca Booth calls these your "A"
customers in her Marketing in A Box Toolkit course.
2. Read over the list you created in step 1 daily. Add new items to the list as you get more ideas.
Then, visualize yourself working with these wonderful customers or clients, see more and more
customers with those very traits calling you and becoming your customers.
3. Take action to attract those customers. Create an action plan to market to people that have the
traits you want. Rebecca's toolkit can give you a roadmap for creating an action plan to attract those
customers.
4. Express gratitude for all your wonderful perfect NEW customers. Do this even before they arrive.
Follow these steps and you will LOVE all the new customers you attract.

Pat Altvater
http://www.transformationsinstitute.com
http://www.ignitethepowerwithinbook.com
Transforming Bodies and Minds
419-344-6613

Get Clear on Your Target
So, here are a few quick tips on how to get started on creating or re-creating your Target Market:
Target Market
Tip #1: Who do you LIKE working with?
Tip #2: Who do you make MONEY working with?
Tip #3: Who do you WANT to work with?

The key to a great Target Market is to get SPECIFIC! The more specific you can get the better. If a
customer comes to you ready to buy your products or services but they don't fit your target market, of
course you are going to allow them to do so. But, when YOU are marketing your business, you should
be focusing your time and relationship-building efforts on those individuals or businesses that FIT
your Target Market.

The last bit of advice is to stay with one Target Market at a time. Once you start to spread yourself in
more than one direction, you are again trying to be too many things to too many people. Keep It
Simple! Like your Mission Statement, your Target Market will likely evolve and change over time and
that is acceptable. Just be sure to give it an ample shot before deciding to change it.

Copyright 2008 Contributed By Glenna E. Smith, owner of Referral Institute of Nevada, Inc. Glenna
works strictly by referral and is a passionate writer, speaker, and facilitator.

Sponsored by: Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She
is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. You
can connect with Paula at paula@referralinstitute-va.com or paula@bniswva.com






Have a profitable week.

Linda Fayerweather, Editor
Changing Lanes LLC






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Treasure What You Measure

============================================================
Monday Morning Motivators – November 17, 2008
============================================================
Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com

“If you cannot find the truth right where you are, where else do you expect to find it?” – Dogen

============================================================
Table of Contents
============================================================
1. You Treasure What You Measure - Linda Fayerweather
2. 7-Question Marketing Plan – Question 1 - Rebecca Booth
3. Cultivate an Attitude of Gratitude - Pat Altvater
4. Get Clear On Your Mission - Paula Frazier
5. Workshops in Northwest Ohio
6. Fine Print

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1. You Treasure What You Measure
============================================================
“X” may have marked the spot when you were a kid while playing pirates, but real businesses need real plans that measure what brings value to the customers and the bottom-line. Getting ready for 2009 means a business owner will need a plan. Having a great plan that the staff don’t understand or don’t even know about will lead to corporate drift. Think of that pirate ship in a dead calm – they really can’t see movement or feel it, but when you take a 30,000 foot view, the ship is really moving, just drifting with no direction. How to get all hands on deck? Try these tips:
--Define, incentivize and measure success based on the whole business and the individual people.
--Identify critical success factors for each position that directly contribute to the breakthrough plan.
--Co-develop stretch goals for each factor.
--Concretely define how success in that area is measured, and
--Compensate for success based upon actual results.
Ah, yes, the actual results. Measuring is critical to growth. When people know what the treasure is, they will monitor what will be measured.

Having a conscious connection to your spending habits will be key to surviving an economic downturn. Email request for “Refuse to Recess” Whitepaper

Copyright 2008 Linda Fayerweather
Want to make 2009 great? Get a plan! See below for a coupon that will help you get one.
Changing Lanes LLC
www.ChangingLanes.biz

============================================================
2. 7-Question Marketing Plan – Question 1
============================================================
Question #1 – What market are you in and who’s your competition?
Here’s a novel idea: If you try to sell something that people don’t want, they won’t buy it. A profitable market consists of people who have wants that are unmet. To get a better understanding of your market (and your place in it) ask yourself:
1. Are there segments in my market that are underserved?
2. Are such segments big enough to sustain an income?
3. How much market share do I need to capture to break even?
4. What’s the competition like? It is too competitive?
5. Where are my competitors weak? How can I capitalize on that weakness?
6. Will my market want or value my unique product or service?

Remember greater profits lie in markets that are underserved. Turn your business upside down by thinking creatively about your product/service offerings!

Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
www.rebeccaboothmarketinggoddess.com
www.marketinginabox.biz


===========================================================
3. You Deserve to Achieve your Intentions
============================================================
Attention, energy and focus on your intentions, such as deciding you desire something and thinking about it, always sets energy in motion.
However, you can stop the Law of Attraction in its tracks by failing to believe you deserve to receive your intention. So cultivate belief in yourself; anytime you hear negative self-talk, such as “that only happens to other people, not to me” stop that thought and replace it with “I deserve to receive this.”
Once you conceive of a goal or intention, then you deserve to achieve it. Ideas for intentions come from your consciousness, so if you couldn’t achieve it, you wouldn’t be even thinking about it. In other words, you are not given a dream that you could not realize.
So believe and achieve!

For information about a simple daily gratitude process visit my website at www.transformationsinstitute.com/ArticlesLinks.html

Pat Altvater
Certified Law of Attraction Practitioner
www.ignitethepowerwithinbook.com
www.permanentweightlossebook.com
www.transformationsinstitute.com

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4. Get Clear On Your Mission
===========================================================
So, here are a few quick tips on how to get started on creating or re-creating your Mission Statement and your Target Market:

Mission Statement -
Tip #1: Identify your Purpose in your business.
Tip #2: Identify those Values most important to you, (i.e. integrity, quality, honesty, etc.)
Tip #3: Combine your Purpose and Values to succinctly summarize your company's Mission.

For Example: My Mission Statement for my company, Referral Institute of Nevada, Inc. is as follows: "To drive, facilitate, and educate the Referral Institute Community to help participants develop and grow their personal and business relationships to become more enriching, reliable, and profitable."

Mission Statements will always evolve over time, because things change. You change. Business will change. So, it is okay to refine your Mission Statement over time. You will know that it is good when you can say it to others with that passion and sparkle in your eye!

Copyright 2008 Contributed By Glenna E. Smith, owner of Referral Institute of Nevada, Inc. Glenna works strictly by referral and is a passionate writer, speaker, and facilitator.

Sponsored by: Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. You can connect with Paula at paula@referralinstitute-va.com or paula@bniswva.com

List Savvy - 7 Questions - Gratitude - Clear Mission

============================================================
Monday Morning Motivators – November 10, 2008
============================================================
Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com

“A conference is a gathering of important people who singly can do nothing, but together can decide that nothing can be done." – Fred Allen

============================================================
Table of Contents
============================================================
1. Weathering the Storm = List Savvy - Linda Fayerweather
2. 7-Question Marketing Plan – Overview - Rebecca Booth
3. Cultivate an Attitude of Gratitude - Pat Altvater
4. Get Clear On Your Mission and Target Market - Paula Frazier
5. Workshops in Northwest Ohio
6. Fine Print

============================================================
1. Weathering the Storm = List Savvy
============================================================
Thrift is in! While grocery shopping this last week, I noticed an interesting phenomenon – lists – lots of grocery lists. (See Paula’s article for more on lists) I usually have a list as I seem to remember the basics, but left to my own devices if it isn’t on the list (toilet paper) it doesn’t get bought. Shopping with a list indicates the shopper is conscious and mindful of two things:
1. What are the essentials needed?
2. What is the budget (often implied not written)?

Businesses also need to be mindful of spending habits when they go “shopping”. Even if you don’t have a budget, yet, sit down regularly, at minimum monthly, and review your cash, check and credit card spending and look at:
-Automatic transactions that may not be serving you now.
-Actively question each expense that isn’t leading to more business.
-Use a list and have your staff use lists when purchasing supplies.
-Balance and Review your petty cash when you are replenishing it.

Having a conscious connection to your spending habits will be key to surviving an economic downturn. Email request for “Refuse to Recess” Whitepaper

Copyright 2008 Linda Fayerweather
Want to make 2009 great? Get a plan! See below for a coupon that will help you get one.
Changing Lanes LLC
http://www.changinglanes.biz/

============================================================
2. 7-Question Marketing Plan – Overview
============================================================
When times are tough, it’s important that you have solid footing in your business. One way to do this is by establishing a marketing plan. Marketing plans aren’t all that complex to do. One of the best ways to start is by answering these seven questions:
1) What market are you in and who’s your competition?
2) Who are your customers and what do they want?
3) Can you capitalize on a niche to bolster more business?
4) What’s your marketing message?
5) What marketing medium will you use?
6) What are you sales and marketing goals?
7) What’s your marketing budget?

Over the next seven weeks, we’ll be looking at each of these questions a little more closely so that you can develop a more comprehensive plan for marketing in 2008 and 2009!

Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
http://www.rebeccaboothmarketinggoddess.com/
http://www.marketinginabox.biz/


===========================================================
3. Cultivate an Attitude of Gratitude
============================================================
WOW, it’s already November and Thanksgiving, a time for counting our blessings, is just three short weeks away. We have so many things to be grateful for: our relationships, our health, our careers or businesses, a beautiful warm day in November, our homes, cars, and other material possessions. However, cultivating an “attitude of gratitude” that is a part of your life every day not just during the holidays is important.

This feeling of gratitude can be for the adventure that is your life, for anything and everything you experience; the good, the bad and the ugly! Say “thank you” to the butterflies that grace your path, the people who treat you unkindly or unfairly, your emotions that help you find your way to new learning, your exciting new idea!

Being grateful every day is one of the best ways to maintain a positive and upbeat emotional state. So in the weeks leading up to Thanksgiving, practice daily gratitude and you just might be surprised by the blessings that show up in your life before turkey day!

For information about a simple daily gratitude process visit my website at www.transformationsinstitute.com/ArticlesLinks.html.
Pat Altvater
Certified Law of Attraction Practitioner
http://www.ignitethepowerwithinbook.com/
http://www.permanentweightlossebook.com/
http://www.transformationsinstitute.com/

===========================================================
4. Get Clear On Your Mission and Target Market
===========================================================
Have you ever found that when you go to a "Costco" or a similar "bulk-style" shopping center with no shopping list, you end up spending hundreds of dollars more than you had intended?

Even worse is when you do bring a shopping list but, impulsively, you purchase more than what was originally on the list?

Don't feel badly because I'm sure we all have been there.

Unfortunately, this analogy of not staying focused can easily be applied to many Business Owners within their businesses as well.

So often Business Owners waste HUGE amounts of time marketing their businesses where they shouldn't. What good is Networking and getting "belly-to-belly" with people if they don't fit your target market as your "Ideal Client?"

Let's face it, many Business Owners don't have a clear picture of their Mission and they miss out on huge opportunities because they are trying to sell to anyone and everyone. They are trying to be all things to everybody. In reality, there is little difference when compared to aiming darts in the dark.

The Referral Institute's first objective when working with business owners in the "Certified Networker Program" is to help them first get clear on their Mission Statement and Target Market before they ever begin actually starting their systematic approach for creating referrals for life. The key to developing a strong "Referral Marketing Plan" is to have a strong foundation and direction. Especially in a slower economy, being specific about where and how you spend your time is even more crucial.

Copyright 2008 Contributed By Glenna E. Smith, owner of Referral Institute of Nevada, Inc. Glenna works strictly by referral and is a passionate writer, speaker, and facilitator.

Sponsored by: Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. You can connect with Paula at paula@referralinstitute-va.com or paula@bniswva.com

Cash Savvy - Expectations - Fear - Tip 2&3

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Monday Morning Motivators – November 3, 2008
============================================================
Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at http://www.mondaymorningmotivators.com/

“Begin somewhere; you cannot build a reputation on what you intend to do." -- Liz Smith

============================================================
Table of Contents
============================================================
1. Weathering the Storm = Ca$h Savvy - Linda Fayerweather
2. Expectations + Marketing - Rebecca Booth
3. Gripped by Fear III - Pat Altvater
4. Tip 2 & 3 Online Networking - Paula Frazier
5. Workshops in Northwest Ohio
6. Fine Print

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1. Weathering the Storm = Ca$h Savvy
============================================================
Key to surviving any economic hurdle or disaster is to know where your cash is and will be!

Cash – where is it right now? What checks are outstanding, what is in the till, what is in your pocket and what is in the bank?

Future Cash – what has to be spent, what will come in and what is available? Maybe you have a line of credit, projects that could have deposits. Really think about where the cash is coming from.

Become Cash Flow Positive as soon as possible. How, you may ask? Well, build a Cash Flow Plan. It doesn’t have to be complicated – in fact it should be easy to do and change. Review your expenses and know that an ordinary expense in 2007 may be a luxury in 2008 and 2009. Cash can be increased by instituting cost reductions, increasing sales, and selling assets. Do your homework and start treating each dollar saved as a long lost friend you just found and are getting reacquainted. Sounds silly? Not if you want your business to do more than survive!

Yes, it is time to be defensive but remember – Every downturn has ended and the well-run come out ahead. Email request for “Refuse to Recess” Whitepaper Email Request for "Refuse to Recess"

Copyright 2008 Linda Fayerweather
Want to make 2009 great? Get a plan! See below for a coupon that will help you get one.
Changing Lanes LLC
http://www.changinglanes.biz/

============================================================
2. Expectations + Marketing
============================================================
Is your marketing exceeding your expectations? Most likely it isn’t. That’s because most marketers never set any expectations or goals at the outset of the initiative. Any time you invest in a marketing plan, look at what you want to “gain” from the endeavor. How many new prospects do you want to connect with? How many leads do you need? How much repeat business is needed to pay for the program? Remember, last month we told you about having your marketing efforts make you money, instead of cost you money. Set your goal; devise the plan, then market.

Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
http://www.rebeccaboothmarketinggoddess.com/
http://www.marketinginabox.biz/


===========================================================
3. Gripped by Fear III
============================================================
This is a continuation of the column I started two weeks ago on ways to deal with problems without getting stressed over them. Here are the final four:

9. Exercise. Intense exercise will tire you out, but it won’t reduce stress. Walking, biking at a medium pace, or swimming slowly – these are the sorts of exercise that can reduce stress.

10. Play. Again, be cognizant of what forms of play reduce stress and which add to it. Golfing is mostly, from what I’ve seen, a stress producer, unless you don’t keep score – which is what I do! Most competitive sports are fun if you have a competitive nature, but they don’t reduce stress. So find something that you can do that’s fun but doesn’t add to your stress. It could be playing with your kids or grandkids at the park, doing a creative project or even a puzzle.

11. Work to improve things. If you are bummed out about problems at work, do this: Compose a list of your five most pressing incomplete jobs. Then break down each job into specific tasks that can be accomplished in an hour or less. Arrange those tasks in order of priority. Finally, choose one. Just one. Put everything else out of your mind and get to work on it. Immediately. No excuses. You’ll feel so much better.

12. Listen to classical music. Researchers have discovered many interesting things about the effects of classical music – especially Mozart’s – on the brain. For example:
• In 1996, the College Entrance Exam Board Service conducted a study of all students taking their SATs. Students who sang or played a musical instrument scored an average of 51 points higher on the verbal portion and 39 points higher on the math portion of the test.
• In a controlled University of California study, students who listened to 10 minutes of Mozart before taking SATs had higher scores than students who didn’t.
• Major corporations like Shell, IBM, and Dupont, along with hundreds of schools and universities, have started using classical music to cut learning time in half and increase the retention of newly learned material.
• And in a University of Washington study, people who listened to light classical music for 90 minutes while copyediting a manuscript caught 21% more mistakes.
Even if you rarely listen to classical music, give it a try. “The Mozart Effect” will help you on some level by having a positive, lifelong effect on your health, learning, and behavior.

Pat Altvater
Certified Law of Attraction Practitioner
http://www.ignitethepowerwithinbook.com/
http://www.permanentweightlossebook.com/
http://www.transformationsinstitute.com/

===========================================================
4. Tips 2 & 3 about Online Networking
===========================================================
Last week we talked about local networking sites. Here are two more tips related to Online Networking.

2. Find an online networking group that has people with common interest. Ning has a variety of these kinds of networks. On Linkedin, I belong to a Group that is made up of other BNI Directors. We are able to share information, help one another and arrange to meet with each other at conferences. I may or may not generate new business from this site, but I am able to build stronger relationships with those who are members because we have a common interest.

3. Know why you want to join the group. Is it for information, connections, to sell your product or services, to develop your expertise or just to socialize? I am a member of Ecademy. This is the only group where I actually spend money to be a member. Ecademy has a very international flavor and I want to make connections with people who can help me land more speaking engagements in the UK. Last year when I spoke in Bristol, England, I had the opportunity to meet several of the people I had been networking with online.

Copyright 2008 Hazel M. Walker is an expert at referral marketing and networking. She is the owner of the Referral Institute of Indiana as well as the Central and Southern Indiana BNI Franchises. Contact her at Hazel@referralinstitute-in.com .

Sponsored by: Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. You can connect with Paula at paula@referralinstitute-va.com or paula@bniswva.com

Make a Plan

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Monday Morning Motivators – October 20, 2008
============================================================
Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com

“Perpetual optimism is a force multiplier.”
-- Colin Powell

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Table of Contents
============================================================
1. Planning to Grow - Linda Fayerweather
2. Eliminate Dead End Leads - Rebecca Booth
3. Gripped by Fear - Pat Altvater
4. Ask to Have Information Published about You - Paula Frazier
5. Fine Print

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1. Planning to Grow
============================================================
Doom and Gloom – if you are tired of hearing about it, turn the TV or radio OFF. Do know that business opportunities always exist in chaos. I can guarantee you that in five years we will be reading about someone who will be worth millions because of the business opportunity she spotted AND capitalized on it in 2008.

Take a look at your business right now.
What is working?
What is making money?
What is your golden goose?
Dig hard because usually there is something that is functioning but the day to day gloom is a mist over your optimism. Now, take one hour each day for the rest of the year and spend time being PROACTIVE! You will be ahead of the game and ready for the next crisis.

Want to make 2009 great? Get a plan! Check out Workshop Coupon Below.

Copyright 2008 Linda Fayerweather
A wish is just a dream until it gets a Plan!
Changing Lanes LLC
www.ChangingLanes.biz

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2. Eliminate Dead End Leads
============================================================
A lot of salespeople confuse “suspects” with “prospects.” Here are things to consider:
• A suspect is an individual who MIGHT be a prospect.
• A prospect is a potential customer.
• A customer is a prospect who could buy another one of the things you sell.
• A suspect doesn’t have the need or want for your product.
• A prospect has the money and inclination to buy from you.
• A customer is a prospect who will buy again (did we already mention that?! Our bad…but too many times salespeople ignore their past clients as a prospect. If money is tight for marketing/selling, go back to your original source: past clients to build more sales for your company!)

Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
www.rebeccaboothmarketinggoddess.com
www.marketinginabox.biz


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3. Un Stress
============================================================
For the next three weeks I’ll be covering 12 ways to deal with problems without getting stressed over them. Here are the first four:

1. Allow yourself to feel your negative emotions. We all feel bad at times, accept that as normal. However, once you’ve allowed yourself to express the feeling then it’s important to get back into a positive emotion. Many times people ignore the negative feelings and then end up blocked because that feeling is stuck. You can use my emotional scale to work your way back up to a positive emotion. Click the link to receive your copy of the scale. http://www.transformationsinstitute.com/EPS.html.

2. Count your blessings. Gratitude is so important when you are facing problems. Just look around at everything that is good in your life and say thank you. Do this every day, at least once a day.

3. Take a nap. You’d be surprised by how often you can make yourself feel better simply by taking a 15-minute power nap. It gives your body and mind an opportunity to relax and frequently upon awakening you have the perfect solution to your issue.

4. Take a stress break. One of the best things you can do for yourself is to schedule at least two (and preferably three or four) stress breaks every working day.
A stress break is not a stress break unless:
• You get at least 10 feet away from your desk.
• You are completely distracted by it.
• It lasts at least five minutes.
• It relaxes you.
• It energizes you.
If you have good control over your daily schedule, you can plan stress breaks between tasks. Ideally, you’ll want a five-minute break every 90 to 120 minutes. If your schedule is too frenetic or unpredictable to do it that way, use an egg timer and simply break away from whatever you are doing when it rings. Getting outside for a walk is the perfect stress break for me; what could you do?

Pat Altvater
Certified Law of Attraction Practitioner
www.ignitethepowerwithinbook.com
www.permanentweightlossebook.com


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4. Ask to Have Information Published about You
===========================================================
Your network members may be able to get information about you and your business printed in publications to which they subscribe. For example, a source that belongs to an association that publishes a newsletter might help you get an article published about your expertise and how you could provide service to others in that industry. This gives you an excellent opportunity to meet with your partners and find out what they read and what is missing in their publications.

Copyright 2008 Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. You can connect with Paula at paula@referralinstitute-va.com or paula@bniswva.com

Planning - Smarty - Fear - Net Worth

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Monday Morning Motivators – October 13, 2008
============================================================
Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com

“An economist is an expert who will know tomorrow why the things he predicted yesterday didn't happen today.” --Laurence J. Peter

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Table of Contents
============================================================
1. Question - Linda Fayerweather
2. Are You a Smarty Pants?! - Rebecca Booth
3. Gripped by Fear - Pat Altvater
4. Network Strength = Net Worth III - Paula Frazier
5. Fine Print

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1. Question
============================================================
Those of us that have had children or maybe a younger sibling are familiar with the “Why”. When a child asks “why” it is usually the beginning of a longer conversation. “Why” is a great way to start your business planning.

Look back over the last 12 months and ask “Why” about what went well and want didn’t. “Why did we get new customers in this zip code?” “Why did our expenses increase in our overhead?” “Why did we have less staff turnover than last year?”

Two things will become apparent
1. You will identify what desired outcomes you want in 2009; and
2. You will uncover some problems that need fixing.

When you discover a problem, using “Why” can help get to the root cause. Enlist the help of others and keep asking why and sometimes it will feel uncomfortable and that just means you are getting close to the problem.

What to make 2009 great, get a plan! See below for a coupon that will help you get one.

Copyright 2008 Linda Fayerweather
Storm the Barn with New Ideas
Changing Lanes LLC
www.ChangingLanes.biz

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2. Are You a Smarty Pants?!
============================================================
I sure hope so! Knowledge is your friend. Many a salesperson will lose an account because they “don’t know” the real benefit of the product they’re selling. Here is how your knowledge can save the day:
• A knowledgeable salesperson inspires confidence.
• Customers translate your knowledge into an “added value” for them.
• Knowledge drives your customer’s decision-making process.
• Lack of knowledge may send your customers to your competition.
• A high level or knowledge impresses customers and bolsters referrals.
(source: Selling Power. Aug. 08)

Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
www.rebeccaboothmarketinggoddess.com
www.marketinginabox.biz


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3. Gripped by Fear
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The headlines this week read “Gripped By Fear”. It’s hard not to get caught up in the fear that is being promoted by media stories, pictures of Wall Street traders on the Internet, and talk on the street. Yes, this is a crisis; there is no denying that, but does it have to be a crisis for your business? NO!

Instead of getting caught up in fear, focus on the things you can control. You cannot control our national economy, but you can control how your business weathers this situation. How? By controlling your mindset.

For example, when you market from fear, you will not receive the results you desire. Let’s say you decide to do a direct mail campaign out of desperation for some new clients, but think to yourself, no one will be able to afford this now – you will be right, no one will respond to your marketing! Then you’ll think – I knew it, no one is buying now.

On the other hand, when you devise a marketing campaign (with the help of our Marketing Goddess) that you feel very positive about, the results will be very different. Especially if you add to the positive attitude your belief that your business provides a service or product that is needed and valued by your customers.

Now is the time for action that is based on your own beliefs about your product and the marketplace, not based on fear.

To find out how to adopt a success mindset, check out my book Journey to WOW – Ignite the Power Within at: http://www.ignitethepowerwithinbook.com


Pat Altvater
Certified Law of Attraction Practitioner
www.ignitethepowerwithinbook.com
www.permanentweightlossebook.com
www.transformationsinstitute.com

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4. Your Network Will Impact Your Net Worth! Part III
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Here are my final thoughts on Queen Elizabeth I’s life lessons that you can apply to your referral marketing efforts to inspire the people in your networks to intentionally act on your behalf:

4. Giving the word and taking the lead, a leader leads. If you want to receive information, support and referrals from your network you must give information, support and referrals to your network. You want to inspire someone to refer you? Refer them! Then do it again. It is that simple.

5. Evaluate results, not promises. You may find that some of the people in your networks may not be as effective as you need them to be. It doesn’t mean they’re out of your life. It simply means that you’ll spend more time with them after general business hours. Quite frankly, there will never be anyone better than you to send your message and build your business; though your referral partners can become the next best thing.
I’d like to close with these words from the great cultural icon, Queen Elizabeth I – “When your need shall be the most you shall find my friendship greatest.” True leaders stand with their people through good and bad times, especially the bad.

If you don’t know what to do to continue building your business because of the current state of our economy - INVEST. Invest in your key relationships. The strength of your network will dramatically impact your net worth!

Special Note: This article was inspired by Alan Axelrod, author of Elizabeth I, CEO.

Copyright 2008 Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. You can connect with Paula at paula@referralinstitute-va.com or paula@bniswva.com .

Productively - Right Words - Calm - Net Worth

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Monday Morning Motivators – October 6, 2008
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Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com

“The only place where success comes before work is in the dictionary.”
–Vidal Sassoon
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Table of Contents
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1. Productively Speaking - Linda Fayerweather
2. Picking the Right Words - Rebecca Booth
3. Stay Calm Regardless - Pat Altvater
4. Network Strength = Net Worth - Paula Frazier
5. Fine Print

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1. Productively Speaking
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LeadershipIQ.com reports that employees are 44% less productive this year than last year! This recession rumination shows employees are spending their time:
1. Surfing the Internet for career improvement (21%)
2. Surfing the Internet for personal finance (17%)
3. Daydreaming about negative topics (12%)
4. Chatting with co-workers (9%)
5. Surfing the Internet for entertainment (7%)
What of course is interesting to me is that the solution is the same whether we are in a recession or not.

Good managers are willing to set clear expectations by helping employees identify desired outcomes that benefit the firm and stimulate people to grow and stretch. Engagement in the job, recognition for accomplishments and pushing, yes, pushing are principles that great managers us to keep staff working at optimal levels for challenge and profit. When people have more than enough to do, they have less time to fret and worry.

Two questions?
1. If you are the owner, do you know what your own desired outcomes are for 2009?
2. If you are an employee, what do you plan to achieve in 2009 beyond showing up to work?

You might want a plan! See below for a coupon that will help you get one.


Copyright 2008 Linda Fayerweather
Storm the Barn with New Ideas
Changing Lanes LLC
www.ChangingLanes.biz

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2. Picking the Right Words
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We’re taught to keep things simple in marketing. Choose small words, stick to one clear concise message and white space is your friend are some of the sage advice we live by. However, there are exceptions to every rule (except for the rule about white space)! In copywriting there are times when a bigger or fancier word can command a reader’s attention and persuade him more effectively than simple prose. Take for instance Montblanc pens. They choose to sell “writing instruments” instead of “pens.” Why does Montblanc do this? It’s simple: people will pay $150 for a writing instrument, because they know they can get any old pen for a buck almost anywhere else. According to Target Marketing, one direct marketer changed the name of its main product from “fruitcake” to “native Texas pecan cake” and mail-order sales zoomed 60 percent. Be picky about the words you use in your marketing efforts. Smaller isn’t necessarily better in all cases.

Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
www.rebeccaboothmarketinggoddess.com
www.marketinginabox.biz


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3. Stay Calm Regardless of What the Media Wants You to Do!
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Everyone is wondering what news will be next regarding the economy. It’s so easy to get caught up in worry and anxiety over whether our business will do well or not, given the current conditions.

Don’t go there.

It may only take the slightest hint of a suggestion to trigger an old belief in our subconscious, a belief that says for example, “money is tight – people won’t want to buy from me.” Often we don't even know the little seed of doubt has slipped in, but it gets in our mind and grows slowly, yet persistently. We actually give way to lack, limitation and failure a little at a time and before we know it, we’ve become one with the problem.

Instead, stay conscious to this by adopting a new belief that states “my business expands every year.” Succeed and grow, regardless of what "they say." Just keep moving forward, by putting yourself out there more and more each day and you’ll attract the customers you need to grow your business this year.

Set your intention, then put attention on it by taking the necessary actions and you will achieve the results you desire.

Pat Altvater
Certified Law of Attraction Practitioner
www.ignitethepowerwithinbook.com
www.permanentweightlossebook.com
www.transformationsinstitute.com


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4. Your Network Will Impact Your Net Worth! Part II
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This week, I’d like to share some of Queen Elizabeth I’s life lessons that you can apply to your referral marketing efforts to inspire the people in your networks to intentionally act on your behalf:

1. Control the message, not the messenger. When you’re building your business by word of mouth you don’t have the luxury of allowing each person within your network to send YOUR message their way. You are responsible for educating them to consistently send one message that you’ve carefully crafted to strengthen your brand.

2. Knowledge really is power. Leaders are lifelong learners and your depth of knowledge will absolutely affect your ability to successfully educate your referral sources. Identify the places you can go to surround yourself with others who do what you do and teach/learn from one another.

3. When it comes to people, collect the best – “No one could escape her network”. Elizabeth was a lady after my own heart. To be effective in her role as the Queen it was critical to have all the right people in all the right places and be in the right place in each relationship to ask for their help. It is no less critical for you and your role within your business. She would have told you to get out among the people (your people) on a regular basis to make it happen.

Elizabeth was great at rewarding people for their confidence and loyalty. Be sure to properly thank the people that are contributing to your success. Get to know what your committed referral partners need and give it to them! In order for high level relationships like this to endure, they must be reciprocal.

Special Note: This article was inspired by Alan Axelrod, author of Elizabeth I, CEO.

Copyright 2008 Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. You can connect with Paula at paula@referralinstitute-va.com or paula@bniswva.com.

Standards - Customers - Choice - Netoworth

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Monday Morning Motivators – September 29, 2008
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Enjoy your java with an eclectic collection of tips and ideas to use today and to get energized for the week ahead. Subscribing and unsubscribing at www.mondaymorningmotivators.com

“Hope is not a strategy.” –Rick Page

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Table of Contents
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1. 5S Review – Standards & Self Discipline - Linda Fayerweather
2. Market to current customers – Part 4 of 4 - Rebecca Booth
3. The Power of Choice! - Pat Altvater
4. Network Strength = Net Worth - Paula Frazier
5. To Do This Week
6. Fine Print

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1. 5S Review – Standards & Self Discipline
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You may be looking around your office or business after applying the first 3 of the 5S and saying “Wow, this is great, I can find things and it is a place I want to be . . . I just hope I can keep it this way.” To achieve that success you need to make some standards. Maybe you take a picture of your clutter free environment and post it to remember what YOU want it to look like. Your standards are the bare minimum you want for your work environment.

The last 5S is Self Discipline and it is hard to separate standards from it. If you have a good description of what your work space needs to be, sustaining it is self discipline. What will it take? Maybe a weekly appointment in your calendar to do a standard inspection. When you feel you are back sliding, just start back at Sort and do the job again. Each time it will become faster and easier!

Need a quick tip reminder? You can have a FREE pocket guide to 5S. To receive yours, please email your Name, Address, City, State, and Zip code to linda@changinglanes.biz

Copyright 2008 Linda Fayerweather
Storm the Barn with New Ideas
Changing Lanes LLC
www.ChangingLanes.biz

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2. Emphasis Promotions – Part 4 of 4
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Well the sun is starting to set on the old west. Here’s one last suggestion for marketing during an economic downturn.

4) Emphasize promotions versus price cuts. With the price of gas, food and, ok, everything going up, think about offering to coupons. Studies have shown that two thirds of all shoppers are more inclined to use coupons now, which is very interesting since coupon usage has been in a 10-year decline! Instead of doing full-scale price-cutting – which can put the brakes on your ability to survive and grow during a recession – look to short-term promotional offers. Not only will you stimulate sales from current customers you’ll also be able to draw in some new ones. What’s best yet, you can maintain your regular pricing and profitability on non-promotional items and services. Don’t think you have to just place coupon in a ValPak or newspaper ad. Eighty percent of people aged 18-34 say they’re more likely to use coupons if they can be downloaded. Use the web to your advantage, but offering coupons online! Hasta la vista!

Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
419.855.3399
Celebrating 10 years of delivering results for our clients.
www.rebeccaboothmarketinggoddess.com
www.marketinginabox.biz


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3. Learn Acceptance
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The Power of Choice!

Gregg Braden in his wonderful book The Divine Matrix says this about our ability to choose: “We have all the power we need to create all the changes we choose.” So why do we sometimes choose so unwisely?

I know people that drink 10-12 diet sodas a day; why choose that? Or eat an entire carton of ice cream in one sitting, date the person that everyone knows is a liar, or run up credit cards to their max – WHY CHOOSE THAT?

Why? Because we make many of our decisions unconsciously. Our mind is a pleasure seeking mechanism, so we unconsciously choose to do things that might possibly bring happiness to us. We subconsciously avoid anything that could bring pain, even if it’s just a moment of feeling deprived because we don’t get to drink another diet soda! Furthermore, the pain we’re trying to avoid is based on things that happened in the past and not relevant at all to today.

You can release yourself from this subconscious conditioning by becoming present in the moment. When you are at a decision point, even if it’s just making a decision about whether to have that second helping at dinner, say to yourself “I’m in control of my choices. Is this what I choose?” Doing this gives you the opportunity to make the decision based on what you want today and not based on past conditioning.

Pat Altvater
Certified Law of Attraction Practitioner
www.ignitethepowerwithinbook.com
www.permanentweightlossebook.com
www.transformationsinstitute.comwww.patriciaaltvaterandassociates.com


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4. The Strength of Your Network Will Impact Your Net Worth!
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Elizabeth I endured house arrest for most of her childhood, survived being locked in the Tower of London as an adult, and went on to become the Queen of England at the youthful age of twenty-five. She was a phenomenal leader in business (the business of being Queen) because she developed her life lessons into effective leadership skills and transformed a country near ruin into one of the greatest empires ever to exist!

Okay, our businesses are not royal kingdoms, we are not kings and queens, and our referral partners are not royal subjects but being a leader is BEING A LEADER!

I recently spoke with one of the best of the best in referral marketing, the industry leader, Dr. Ivan Misner. While he ABSOLUTELY refuses to participate in a recession, one thing he said we must do to build our businesses in this economic climate is to build strong networks – groups of people that offer us information, support and referrals.

Sounds easy enough! Over the next few weeks we will start by:
1. Identifying the people that trust us and want to see us succeed.
2. We’ll assign them to the network that best suits them (information, support or referral).
3. Then comes the time to motivate and inspire the people in our networks to take action and THAT takes leadership.


Copyright 2008 Paula Frazier is a referral marketing trainer, coach, consultant and keynote speaker. She is an Executive Director for BNI and part of a select team of Master Trainers for Referral Institute. You can connect with Paula at paula@referralinstitute-va.com or paula@bniswva.com.


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5. To Do This Week
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Meet with one referral partner this week to see what you can do to help grow their business.