============================================================
Monday Morning Motivators – January 7, 2007
============================================================
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
"I don't worry about the storms, I am learning to sail my own ship."
-- Louisa May Alcott
============================================================
Table of Contents
============================================================
1. Are You Being? – Linda Fayerweather
2. Putting Your 2008 Calendar into Action - Rebecca Booth
3. Law of Attraction – Step 4, Allow, Part II– Pat Altvater
4. What are your Referral Goals for 2008?– Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Are You a Human Being or a Human Doing?
============================================================
If you're like me, you were raised on the Do-Have-Be process which simply means “If you DO study hard at school, you will HAVE a good job and then you will BE successful. When it comes to business, I often see businesses working very hard at doing all the things that need to be done to have payroll, have bills, keep having customers, and hopefully becoming profitable.
Fortunately, over the last several years, I’ve had the privilege of working with clients that demonstrate BE-DO-HAVE, a philosophy that I’ve traced back to Napoleon Hill and the French Philosopher Descartes and it is really very simple. The first step is to BE what you are pursuing. This means learning, practicing, absorbing everything you can about your business and internalizing the related core values. Eventually, you will be DOing what the business requires and finally you will HAVE the things needed to make the business succeed.
If you are looking to make 2008 the year of your dreams and your business the success you want, start this January with really knowing who you will be and then act the part. “To be or not to be, that is the question” William Shakespeare, Hamlet.
Copyright 2008 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
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2. Putting Your 2008 Calendar into Action
============================================================
Last week, you made decisions on how you were going to market your business. You decided whom you were going to network with, where you were placing your ads and when you were sending out mailings. This week, it’s time to put your plans into action! Here’s what you’ll need to do it:
• 2008 calendar
• 4-5 colored pens/markers
• 4-5 colored highlighters
• Pencil.
First step: use your pens to color code the different networking events that you attend each month. Next: use the highlighters to mark impending deadlines or special events such as vacations, “dream big” days, and seminars you’re going to. Once again, color-code these by the different types of action. Last: pencil in your appointments.
By mapping out your entire year in color, you can actually “see” the marketing/networking that you’re doing! Isn’t that fantastic?!
Copyright 2008 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Law of Attraction – Step 4, Allow, Part 2 - Detachment
===========================================================
Another part of the Allow step is to detach from the outcome. Detaching means to not focus on the HOW and WHEN of your dreams. Once you commit to your intentions, New Year’s resolutions, or goals and dreams, your subconscious mind and the Universe go to work on figuring out the HOW for you. Too many of us get caught up in thinking we can’t achieve something really, really big because we can’t see the HOW we are going to make it happen. Detach from that; don’t even think about it. Just commit to your dream, take inspired actions every day and your dream will unfold in the most amazing ways.
Copyright 2008 Patricia Altvater
Transformations Institute
Author, Journey to Health 12-Month Total Transformation Program
www.transformationsinstitute.com
===========================================================
4. What are your Referral Goals for 2008?
===========================================================
It's a New Year, the time of year when everyone makes New Year’s resolutions. This year throw out the New Year’s resolutions and set your 2008 Goals. Don't let your referral business happen by accident; focus on your business referral goals. Here are some simple questions to help you get started.
How much money do you want to make by referral in 2008?
You are going to make money in many different ways. How much money do you want to make by referral.
How many referrals will you need to close, to make that much money?
You will need to know the average value of a sale as well as your closing ratio to determine how many referrals you will need. Visit http://www.referralinstitute.com to use their proven referral Pipeline calculation.
How many Referral Partners will you develop to help you this year?
Training Referral Partners is a true case of "Givers Gain". You cannot make withdrawals from an account if you have not made deposits.
How many hours will you spend networking?
Remember, time is money. Make sure that you are at the right networking events with the right people. Networking for the sake of networking is not a good use of your referral development time. Have a plan and work your plan.
Accountability is the key to staying on task and achieving your goals. Find someone or something that will help you be accountable to your goals!
Copyright 2008 Co-Written by Paula Frazier and Hazel Walker who are Master Trainers for Referral Institute and Executive Directors for BNI.
Paula Frazier, Executive Director
BNI – Southwestern Virginia http://bniswva.com
Referral Institute http://www.referralinstitute.com
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5. To Do This Week
===========================================================
Each morning, list the three things you must get done that day.
Sunday, January 06, 2008
Monday, December 31, 2007
New Years Eve
Resolve those Resolutions
There is a great lean term "heijunka" which refers to level loading. Level loading implies that you will even out the simple cycles in your business so work flows smoothly. The opposite of heijunka is having everyone eat lunch at the same time, or having all the movies at the movie house start at the same time. Well, resolutions, too, need to be "heijunka".
Most of us make New Year's resolutions because we do strive to improve. If you are tempted to start the New Year with a list, be gentle and maybe use these guidelines:
Start small and add resolutions all year,
Leave resolutions that you have "tried" year after year off this year's list,
Visualize how your business will be upon achievement.
Have a start date and an end date for each resolution.
Having fewer resolutions that are achievable will help you level the load of your 2008 plan. Now, go out and have a great 2008.
Copyright 2007 Linda Fayerweather Changing Lanes LLCwww.ChangingLanes.biz
You HAVE to have a Marketing Budget
And then you have to have a Marketing Plan! Tis the time of year when we start planning our marketing efforts for 2008. Oh joy! The number one thing you need to remember is this: You have to have a marketing budget. Typical budgets are set at 2-6% of net sales. So if you're a financial planner who's making $50,000 a year, set aside $3,000 for marketing/advertising. If you're a bigger player, you know the drill - set aside 2-6% for marketing/advertising.
Did you know that when Coca-Cola launched its infamous product in 1886 that their marketing budget was $11,624? Amazing! Especially when fishermen were lucky to pull in $3/week, a ton of grapes would cost a vintner $5 and a loaf of bread cost a nickel.
Now your budget's set, it's time to start divvying up how you're going to spend the money. Don't forget to add your networking efforts to your marketing efforts. Lunches, direct mail campaigns, newspaper ads and any other marketing efforts need to be worked into your marketing plan for 2008.
If you'd like a free sample of what a marketing calendar should look like, simply send me an email at: rbooth@marketingsolutioneers.com. Put "Marketing Calendar" in the subject line and I'll flip a copy to you.
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
Law of Attraction - Step 4, Allow, Part 1
The final step in the Law of Attraction Conscious Transformation Process™ is ALLOW! One component of allowing is to believe that you will attract whatever it is you want; a new job, prosperity and abundance, fulfilling relationships etc. Believing is difficult for many people, because we're conditioned to block our positive intentions with negative limiting beliefs and thoughts. "That won't happen to me." "I am not worthy of that." "I'm not good enough to get that."
Have faith that if others have what you want, there's no reason why you can't have it too.
Don't let dream stealers take your belief away. Occasionally, those people are your family members that tell you your idea is crazy, you can't do that, just look at who you are, etc. So during this holiday season, keep your belief level up and protect your intentions from others that may be jealous of your dreams.
Copyright 2007 Patricia Altvater
Transformations Institute
Author, Journey to Health 12-Month Total Transformation Program
www.transformationsinstitute.com
Attention Networker Education Coordinators
BNI chapters have an Education Coordinator that weekly helps members identify and improve their networking skills. In the Monday Morning Readership, there are also Chamber members, other networking groups and informal business groups that could all benefit from learning new networking techniques. During 2008, look here for more tips on networking, but more importantly, tips you can share at your groups to help everyone have the best networking year ever.
Happy New Year! Paula Frazier
BNI & Master Trainers for Referral Institute
Executive Director
BNI - Southwestern Virginia
http://bniswva.com
To Do This Week
Happy New Year to all our readers.
Thanks for reading.
Pat - Paula - Rebecca and Linda
Monday, December 24, 2007
What's In - Bad Habits - Attraction - Refuse
============================================================
Monday Morning Motivators – December 24, 2007
============================================================
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
“Christmas is the time when kids tell Santa what they want and adults pay for it. Deficits are when adults tell government what they want and their kids pay for it.”
--Richard Lamm
============================================================
Table of Contents
============================================================
1. What’s In – Linda Fayerweather
2. Kicking Bad Habits - Week 3 - Rebecca Booth
3. Law of Attraction – Pat Altvater
4. Refuse to Participate in a Recession – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. What’s In?
============================================================
2008 is on the horizon and as we have thoughts about family and the holidays, you may want to start thinking about what trends are on deck. There are many great places to look and at the bottom of this article, I’ve listed my favorites. Yearly, Entrepreneur Magazine December issue has its predictions. This year’s list is extensive and my favorites are the food trends! Dig in to these sizzling food concepts and you're sure to taste success.
Superfruits: Pomegranates and blueberries are superfruits meaning they contain enormous amounts of antioxidants and health benefits. Look for them everywhere!
Selling food online: Forrester Research estimates that U.S. online food and beverage sales will reach $7.2 billion in 2007.
Comfort food/one-item restaurants: Simple is sometimes better. Numerous one-item restaurants are pulling customers in by specializing in food that's comforting to adults and adored by kids. The Cereal Bowl http://www.thecerealbowl.com/ announced a nationwide rollout of 16 stores under development and plans to launch a kiosk design for airports, malls and college campuses in 2008.
Culinary tourism: A new type of traveler is hitting the road. Called "culinary tourists," these on-the-go consumers are making food a deciding factor in their travel destinations.
That is just a start and to see what trends may mesh with your business, check out the Entrepreneur Magazine (http://www.entrepreneur.com/partners/msnbc) for the complete listing of “What’s Hot in 2008”. Other sites to check out on 2008 trends are: http://www.trendhunter.com/, http://coolbusinessideas.com/ and http://www.trendwatching.com
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
http://www.changinglanes.biz/
============================================================
2. Kicking Bad Habits: 3 – Focus on the Benefits of Changing a Bad Habit
============================================================
You need to be motivated in order to change a bad habit. During Week 1 you looked at that habits you have. During Week 2 you assessed the consequences of continuing with your bad habit. This week, you have one last chore: find out what motivates you for correcting a bad habit. Is money your motivator? Having more free time? What is the consequence to you when you come in late even though you’ve promised yourself you’d make up the time later? Discover your motivation, then make the change. Reward yourself along the way for jobs well done. If you feel resistant to the change, focus on the long-term payoff for shifting your routine. You’ll be glad you did!
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
http://www.marketingsolutioneers.com/
===========================================================
3. Law of Attraction
===========================================================
Happy Holidays and surprise someone each day with a thank you for something nice they’ve done for you.
www.transformationsinstitute.com/heartsong.html
Copyright 2007 Patricia Altvater
Transformations Institute
Author, Journey to Health 12-Month Total Transformation Program
http://www.transformationsinstitute.com/
===========================================================
4. I Absolutely Refuse to Participate in a Recession
===========================================================
Don’t let a bad economy be your excuse for failure. Instead, make it your opportunity to succeed. It’s not “what you know,” or “who you know,” it’s “how well you know people” that counts. In a tough economy, it’s your social capital that has value. Make good use of it and you will thrive while others struggle.
Here are a few techniques to practice in times of “feast” or “famine”:
1. Diversifying your networks. Participate in different kinds of groups.
2. Don’t be a “cave-dweller”. Get out and meet people at business events.
3. Develop your Contact Spheres. These are a groups of business professionals who have a symbiotic or compatible, non-competitive relationship with you.
4. Learn effective techniques to ask for referrals from your clients and people you know.
5. Offer incentives for people to refer you (it may be as simple as recognition).
Ultimately, it’s about nurturing the relationships you already have through giving!
To learn more about specific weekly giving activities, contact your local Referral Institute representative at http://referralinstitute.com/ and ask about their Networking Scorecard.
Copyright 2007 Co-Written by Paula Frazier and Dr. Ivan Misner
BNI & Master Trainers for Referral Institute
Executive Director
BNI – Southwestern Virginia http://bniswva.com/
Referral Institute http://www.referralinstitute.com/
Dr. Ivan Misner is a New York Times bestselling author. He is also Sr. Partner for the Referral Institute, an international referral training company (http://www.referralinstitute.com/ . Dr. Misner is also the Founder & Chairman of BNI (http://www.bni.com/ , the world’s leading referral organization.
===========================================================
5. To Do This Week
===========================================================
Celebrate the Winter Solstice!
Monday Morning Motivators – December 24, 2007
============================================================
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
“Christmas is the time when kids tell Santa what they want and adults pay for it. Deficits are when adults tell government what they want and their kids pay for it.”
--Richard Lamm
============================================================
Table of Contents
============================================================
1. What’s In – Linda Fayerweather
2. Kicking Bad Habits - Week 3 - Rebecca Booth
3. Law of Attraction – Pat Altvater
4. Refuse to Participate in a Recession – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. What’s In?
============================================================
2008 is on the horizon and as we have thoughts about family and the holidays, you may want to start thinking about what trends are on deck. There are many great places to look and at the bottom of this article, I’ve listed my favorites. Yearly, Entrepreneur Magazine December issue has its predictions. This year’s list is extensive and my favorites are the food trends! Dig in to these sizzling food concepts and you're sure to taste success.
Superfruits: Pomegranates and blueberries are superfruits meaning they contain enormous amounts of antioxidants and health benefits. Look for them everywhere!
Selling food online: Forrester Research estimates that U.S. online food and beverage sales will reach $7.2 billion in 2007.
Comfort food/one-item restaurants: Simple is sometimes better. Numerous one-item restaurants are pulling customers in by specializing in food that's comforting to adults and adored by kids. The Cereal Bowl http://www.thecerealbowl.com/ announced a nationwide rollout of 16 stores under development and plans to launch a kiosk design for airports, malls and college campuses in 2008.
Culinary tourism: A new type of traveler is hitting the road. Called "culinary tourists," these on-the-go consumers are making food a deciding factor in their travel destinations.
That is just a start and to see what trends may mesh with your business, check out the Entrepreneur Magazine (http://www.entrepreneur.com/partners/msnbc) for the complete listing of “What’s Hot in 2008”. Other sites to check out on 2008 trends are: http://www.trendhunter.com/, http://coolbusinessideas.com/ and http://www.trendwatching.com
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
http://www.changinglanes.biz/
============================================================
2. Kicking Bad Habits: 3 – Focus on the Benefits of Changing a Bad Habit
============================================================
You need to be motivated in order to change a bad habit. During Week 1 you looked at that habits you have. During Week 2 you assessed the consequences of continuing with your bad habit. This week, you have one last chore: find out what motivates you for correcting a bad habit. Is money your motivator? Having more free time? What is the consequence to you when you come in late even though you’ve promised yourself you’d make up the time later? Discover your motivation, then make the change. Reward yourself along the way for jobs well done. If you feel resistant to the change, focus on the long-term payoff for shifting your routine. You’ll be glad you did!
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
http://www.marketingsolutioneers.com/
===========================================================
3. Law of Attraction
===========================================================
Happy Holidays and surprise someone each day with a thank you for something nice they’ve done for you.
www.transformationsinstitute.com/heartsong.html
Copyright 2007 Patricia Altvater
Transformations Institute
Author, Journey to Health 12-Month Total Transformation Program
http://www.transformationsinstitute.com/
===========================================================
4. I Absolutely Refuse to Participate in a Recession
===========================================================
Don’t let a bad economy be your excuse for failure. Instead, make it your opportunity to succeed. It’s not “what you know,” or “who you know,” it’s “how well you know people” that counts. In a tough economy, it’s your social capital that has value. Make good use of it and you will thrive while others struggle.
Here are a few techniques to practice in times of “feast” or “famine”:
1. Diversifying your networks. Participate in different kinds of groups.
2. Don’t be a “cave-dweller”. Get out and meet people at business events.
3. Develop your Contact Spheres. These are a groups of business professionals who have a symbiotic or compatible, non-competitive relationship with you.
4. Learn effective techniques to ask for referrals from your clients and people you know.
5. Offer incentives for people to refer you (it may be as simple as recognition).
Ultimately, it’s about nurturing the relationships you already have through giving!
To learn more about specific weekly giving activities, contact your local Referral Institute representative at http://referralinstitute.com/ and ask about their Networking Scorecard.
Copyright 2007 Co-Written by Paula Frazier and Dr. Ivan Misner
BNI & Master Trainers for Referral Institute
Executive Director
BNI – Southwestern Virginia http://bniswva.com/
Referral Institute http://www.referralinstitute.com/
Dr. Ivan Misner is a New York Times bestselling author. He is also Sr. Partner for the Referral Institute, an international referral training company (http://www.referralinstitute.com/ . Dr. Misner is also the Founder & Chairman of BNI (http://www.bni.com/ , the world’s leading referral organization.
===========================================================
5. To Do This Week
===========================================================
Celebrate the Winter Solstice!
Sunday, December 16, 2007
Refuse - Kick - Attracting - Motivating
============================================================
Monday Morning Motivators – December 17, 2007
============================================================
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
“Economists have correctly predicted nine of the last five recessions.”
-- Paul Samuelson
============================================================
Table of Contents
============================================================
1. Refuse to Recess – Linda Fayerweather
2. Kicking Bad Habits - Week 2 - Rebecca Booth
3. Law of Attraction – Step 3 – Pat Altvater
4. Motivating Your Referral Sources – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Refuse to Recess
============================================================
The media pundits relentlessly talk of recession by reminding us that the perfect storm of financial ruin is just around the corner. Refuse to let your business be part of this negativity. And it certainly wouldn’t hurt to recession-proof your business by developing dynamic plans for cash, sales, expenses, employees, and equipment - call these plans "budgets". Budgets work for those who can live with a plan and understand that extemporaneous actions feed unpredictability. Start with a Cash Budget and review your Cash Controls. Seriously examine your fixed costs and then make a Marketing Plan that capitalizes on your existing customers. Review your debt to see if refinancing is available and ask your staff for help identify cash leaks and savings. Planning now may ease your path through s-l-o-w times. For details on these ideas and more, go to Ten Tips to Recession Proof Your Business. And remember – a recession is 2 consecutive quarters with a decline in gross domestic production. The GDP for the Second Quarter 2007 was 3.9% and for Third Quarter it was 4.9% - that is actually a 1% increase!
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Kicking Bad Habits: 2 – Consequences of Your Bad Habits?
============================================================
Did you know that a habit is an action that is simply not thought through? Habits that are counterproductive will produce negative impacts that are often left unnoticed. Remember how I abhor sending invoices? My monthly income comes 30 days later due by my bad habit of procrastination. By recognizing the repercussions of a bad habit on your business, you can create a powerful motive for change. Once again take time to assess each of your daily chores. Which ones are habits? Which ones are thought through processes? Assess the habit, identify any consequences they may have and put together a plan for turning the habit into a process.
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Law of Attraction – Step 3
===========================================================
It’s important that your actions are congruent with your intentions. If you say you want abundance but then act like scrooge, you won’t manifest prosperity! If you say you value quality time with your family and then work until all hours of the night, your family life suffers!
So take a look at what you’re passionate about having in your life and see if your actions are congruent with that thing, activity, relationship or feeling. I’ve created a worksheet, with the help of Marketing Goddess, Rebecca Booth, called “What Makes Your Heart Sing”. I’ve included a link so you can do this exercise to discover what you are truly passionate about and then commit to spending more time on those things in 2008.
www.transformationsinstitute.com/heartsong.html
Copyright 2007 Patricia Altvater
Transformations Institute
Author, Journey to Health 12-Month Total Transformation Program
www.transformationsinstitute.com
===========================================================
4. Motivating Your Referral Sources
===========================================================
Truth or Delusion? People are more likely to refer others to you if you give them a finder’s fee? DELUSION!
Referrals are generated by people and people are motivated by many different things! While finder’s fees and referral bonuses may work for some, they don’t work for everyone. The key is to get to know individual referral sources as individuals.
An effective relationship building tool to help with this is the GAINS profile. It’s a great way to be sure you walk away from every meeting with specific, valuable information to help you move forward in your referral relationships – especially when it comes to their unique motivations.
G = What are their short term and long term goals?
A = What have they accomplished within their industry?
I = What are their personal interests?
N = What networks are they involved in?
S = What skills do they have that make them successful in their business?
One of the best (and most under asked questions) in referral relationships is, “How can I help you?” Don’t just ask it. Be prepared to answer it…by sharing your own GAINS information.
To learn more about the GAINS profile offered by Referral Institute through their Certified Networker Program, visit: http://www.referralinstitute.com/main/program.php .
Copyright 2007 Paula Frazier
BNI & Master Trainers for Referral Institute
Executive Director
BNI – Southwestern Virginia http://bniswva.com
Referral Institute http://www.referralinstitute.com
===========================================================
5. To Do This Week
===========================================================
Take a vendor to lunch this week!
Monday Morning Motivators – December 17, 2007
============================================================
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
“Economists have correctly predicted nine of the last five recessions.”
-- Paul Samuelson
============================================================
Table of Contents
============================================================
1. Refuse to Recess – Linda Fayerweather
2. Kicking Bad Habits - Week 2 - Rebecca Booth
3. Law of Attraction – Step 3 – Pat Altvater
4. Motivating Your Referral Sources – Paula Frazier
5. To Do This Week
6. Fine Print
============================================================
1. Refuse to Recess
============================================================
The media pundits relentlessly talk of recession by reminding us that the perfect storm of financial ruin is just around the corner. Refuse to let your business be part of this negativity. And it certainly wouldn’t hurt to recession-proof your business by developing dynamic plans for cash, sales, expenses, employees, and equipment - call these plans "budgets". Budgets work for those who can live with a plan and understand that extemporaneous actions feed unpredictability. Start with a Cash Budget and review your Cash Controls. Seriously examine your fixed costs and then make a Marketing Plan that capitalizes on your existing customers. Review your debt to see if refinancing is available and ask your staff for help identify cash leaks and savings. Planning now may ease your path through s-l-o-w times. For details on these ideas and more, go to Ten Tips to Recession Proof Your Business. And remember – a recession is 2 consecutive quarters with a decline in gross domestic production. The GDP for the Second Quarter 2007 was 3.9% and for Third Quarter it was 4.9% - that is actually a 1% increase!
Copyright 2007 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Kicking Bad Habits: 2 – Consequences of Your Bad Habits?
============================================================
Did you know that a habit is an action that is simply not thought through? Habits that are counterproductive will produce negative impacts that are often left unnoticed. Remember how I abhor sending invoices? My monthly income comes 30 days later due by my bad habit of procrastination. By recognizing the repercussions of a bad habit on your business, you can create a powerful motive for change. Once again take time to assess each of your daily chores. Which ones are habits? Which ones are thought through processes? Assess the habit, identify any consequences they may have and put together a plan for turning the habit into a process.
Copyright 2007 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Law of Attraction – Step 3
===========================================================
It’s important that your actions are congruent with your intentions. If you say you want abundance but then act like scrooge, you won’t manifest prosperity! If you say you value quality time with your family and then work until all hours of the night, your family life suffers!
So take a look at what you’re passionate about having in your life and see if your actions are congruent with that thing, activity, relationship or feeling. I’ve created a worksheet, with the help of Marketing Goddess, Rebecca Booth, called “What Makes Your Heart Sing”. I’ve included a link so you can do this exercise to discover what you are truly passionate about and then commit to spending more time on those things in 2008.
www.transformationsinstitute.com/heartsong.html
Copyright 2007 Patricia Altvater
Transformations Institute
Author, Journey to Health 12-Month Total Transformation Program
www.transformationsinstitute.com
===========================================================
4. Motivating Your Referral Sources
===========================================================
Truth or Delusion? People are more likely to refer others to you if you give them a finder’s fee? DELUSION!
Referrals are generated by people and people are motivated by many different things! While finder’s fees and referral bonuses may work for some, they don’t work for everyone. The key is to get to know individual referral sources as individuals.
An effective relationship building tool to help with this is the GAINS profile. It’s a great way to be sure you walk away from every meeting with specific, valuable information to help you move forward in your referral relationships – especially when it comes to their unique motivations.
G = What are their short term and long term goals?
A = What have they accomplished within their industry?
I = What are their personal interests?
N = What networks are they involved in?
S = What skills do they have that make them successful in their business?
One of the best (and most under asked questions) in referral relationships is, “How can I help you?” Don’t just ask it. Be prepared to answer it…by sharing your own GAINS information.
To learn more about the GAINS profile offered by Referral Institute through their Certified Networker Program, visit: http://www.referralinstitute.com/main/program.php .
Copyright 2007 Paula Frazier
BNI & Master Trainers for Referral Institute
Executive Director
BNI – Southwestern Virginia http://bniswva.com
Referral Institute http://www.referralinstitute.com
===========================================================
5. To Do This Week
===========================================================
Take a vendor to lunch this week!
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