Thursday, May 28, 2009

Begin With Praise and Honest Appreciation

'Dorothy Wrublewski, a branch manager of the Fort Monmouth, New Jersey, Federal Credit Union, reported to one of our classes how she was able to help one of her employees be more productive.

"We recently hired a young lady as a teller trainee. Her contact with our customers was very good. She was accurate and efficient in handling individual transactions. The problem developed at the end of the day when it was time to balance out.

"The head teller came to me and strongly suggested that I fire this woman. 'She is holding up everyone else because she is so slow in balancing out. I've shown her over and over, but she can't get it. She's got to go.'

"The next day I observed her working quickly and accurately when handling the normal everyday transactions, and she was very pleasant with our customers.

"It didn't take long to discover why she had trouble balancing out. After the office closed, I went to talk with her. She was obviously nervous and upset. I praised her for being so friendly and outgoing with the customers and complimented her for the accuracy and speed used in that work. Then I suggested we review the procedure we use in balancing the cash drawer. Once she realized I had confidence in her, she easily followed my suggestions and soon mastered this function. We have had no problems with her since."

Beginning with praise is like the dentist who beings his work with Novocain. The patient still gets a drilling, but the Novocain is pain-killing.'

*Source: How To Win Friends and Influence People by Dale Carnegie

Wednesday, May 20, 2009

Would You Take A Million Dollars for What You Have?

'I have know Harold Abbott for years. He lived in Webb City, Missouri. He used to be my lecture manager. One day, he and I met in Kansas City, and he drove me down to my farm at Belton, Missouri. During that drive, I asked him how he kept from worrying; and he told me an inspiring story that I shall never forget.

"I used to worry a lot," he said, "but one spring day in 1934, I was walking down West Dougherty Street in Webb City when I saw a sight that banished all my worries. It all happened in ten seconds, but during those ten seconds I learned more about how to live than I had learned in the previous ten years. For two years I had been running a grocery store in Webb City," Harold Abbott said, as he told me the story. "I had not only lost all my savings, but I had incurred debts that took me seven years to pay back. My grocery store had been closed the previous Saturday; and now I was going to the Merchants and Miners Bank to borrow money so I could go to Kansas city and look for a job. I walked like a beaten man. I had lost all my fight and faith. All of the suddenly I saw coming down the street with a block of wood in each hand. I met him just after he had crossed the street and was starting to lift himself up a few inches over the curb to the sidewalk. As he tilted his little wooden platform to an angle, his eyes met mine.

He greeted me with a grand smile. 'Good morning, sir. It is a fine morning, isn't it?' he said with spirit. As I stood looking at him, I realized how rich I was. I had two legs. I could walk. I felt ashamed of my self-pity. I said to myself if he can be happy, cheerful, and confident without legs, I certainly can with legs. I could already feel my chest lifting. I had intended to ask the Merchants and Miners Bank for only one hundred dollars. But now I had the courage to ask for two hundred. I had intended to say that I wanted to go to Kansas City to try and get a job. But now I announced confidently that I wanted to go to Kansas City to get a job. I got the loan; and I got the job.

"I now have a the following words pasted on my bathroom mirror, and I read them every morning as I shave:

I had the blues because I had no shoes,
Until upon the street, I met a man who had no feet."
Why don't you stop and ask yourself: "What the heck am I worrying about?" You will probably find that it is comparatively unimportant and insignificant. '
*Source: How To Stop Worrying and Start Livng by Dale Carnegie

Wednesday, May 13, 2009

"How To Eliminate Fifty Percent of Your Business Worries"

'My friend Frank Bettger, one of the top insurance men in America, told me he not only reduced his business worries, but nearly doubled his income by using this method.

"Years ago," said Frank Bettger, "when I first started to sell insurance, I was filled with a boundless enthusiasm and love for my work. Then something happened. I became so discouraged that I despised my work and thought of giving it up. I think I would have quit-if I hadn't got the idea, one Saturday morning, of sitting down and trying to get at the root of my worries.

"1. I asked myself first, 'Just what is the problem?' The problem was: I was not getting high enough returns for the staggering amount of calls I was making. I seemed to do pretty well at selling a prospect until the moment came for closing a sale. Then the customers would say, 'Well, I'll think it over, Mr. Bettger. Come and see me again.' It was the time I wasted on these follow-up calls that was causing my depression.

"2. I asked myself, 'What are the possible solutions?' But to get the answer to that one, I had to study the facts. I got out my record book for the last twelve months and studied the figures.

"I made an astounding discovery! Right there in black and white, I discovered that seventy percent of my sales had been closed on the very first interview! Twenty-three percent of my sales had been closed on the second interview! And only seven percent of my sales had been closed had been closed on those third, fourth, fifth, etc., interviews, which were running me ragged and taking up time. In other words, I was wasting fully one half of my working day on a part of my business which was responsible for only seven percent of my sales!

"3.'What is the answer?' The answer was obvious. I immediately cut out all visits beyond the second interview, and spent the extra time building up new prospects. The results were unbelievable. In a very short time, I had doubled the cash value of every visit I made."

As I said, Frank Bettger became one of the best-known life-insurance salesmen in the country. But he was on the point of giving up. He was on the point of admitting failure-until analyzing the problem gave him the boost on the road to success.

Can you apply these questions to your business problems? To repeat my challenge-they can reduce your worries by fifty percent. Here they are again:

1. What is the problem?
2. What is the CAUSE of the problem?
3. What are all the possible solutions to the problem?
4. What solution do you suggest?'
*Source: How To Stop Worrying & Start Living by Dale Carnegie

Thursday, May 7, 2009

Gen Next Empowers Young Entrepreneurs

I typically spend my nights cleaning up email and wading through my Twitter account, following up on people that follow me, checking them out and making sure that they are real.

There are a lot of Tweeps out there that have a lot to say about… how to use twitter to market their latest Internet marketing machines. Just follow the trail of money to the millionaires.

But you know, I can appreciate having more than one stream of income and I applaud these individuals for at least having the courage to try something new and different.

That’s why I immediately sat up and took notice of one of the Tweeps that had decided to follow me, @9miles or, 9miles Media.

9Miles Media is a small graphic and web design group existing entirely on the web and is composed of 8 individuals in a variety of diverse locations: places like North Carolina, Pennsylvania, Florida, Georgia, the UK, and Australia. That’s like… almost 24 time zones and can truly be called a group with a worldwide reach. I thought only companies like Intel and Microsoft enjoyed that kind of presence.

Well, if you aren’t feeling small and ineffective yet, you will in a moment. This group of 8 intrepid entrepreneurs…

…is composed entirely of teenagers!

That’s right. Between the ages of 13 and 16, this group is doing something that some individuals can’t seem to do with their team packed completely in their back yard.

So how are you using your technology to keep your team together? How do you leverage all of this “cool tech stuff” to keep your members motivated, directed and on track with all of the projects that are going on?

When it comes to leveraging technology and breaking geographic boundaries, I think these young entrepreneurs have the “traditional boomers” beat hands down and we can learn a few things from them.

That’s why I really like the Gen Next program that we conduct every summer here in Cleveland and in Columbus this year. It gives the up-and-coming generation an opportunity to question the old ideas that bind our generation, like “working hard”, “obeying the chain of command”, and “corporate loyalty”, and gives them an opportunity to try something new, different, and unrestrained in this bold new era.

While I don’t think that we should completely toss out all of the old ideas in favor of the new, I do believe that some of these old ideas need to be reviewed and checked with greater regularity to see if they need either tweaking or tossing. Our generation did it and the generation before ours did the same thing.

One of the great management sayings in the early 90’s was, “Sacred Cows make the best burgers”.

Still true today, even if the “Sacred Cows” happen to be the ideas of our generation.

Holy Cow! It’s time to move over and let the next generation have their shot. Let’s make sure that they have the basic communication and leadership principles to get the job done by getting them involved in the Gen Next program.

Then, be prepared to be wowed!


Monday, May 4, 2009


COLUMBUS, Ohio (April 20, 2009) -- Sequent, a consulting and outsourcingfirm, together with Dale Carnegie Training, an internationally recognized leaderin human resources and employee management, Humor Consultants, a firmspecializing in individual and professional growth, and Mindful Life/MindfulWork, an experiential coaching/training consulting firm, have formed a strategicpartnership to provide Outplacement Services for companies facing downsizing.

"The goal of this partnership is to establish outplacement programs through anetwork of consulting and outplacement firms that are collaborating to assistcompanies and their employees as they face downsizing,"said Tim Reed,managing director of Employment Services at Sequent. "By partnering with DaleCarnegie Training, Humor Consultants and Mindful Life/Mindful Work, webelieve we have created unique and innovative outplacement programs that arerich in both content and experience."

The outplacement programs that Sequent and its partners have developed help toretrain and refocus employees. The programs include personal assessments,practical skills training needed for career transition, as well as the personalcoaching out-of-work employees need to reinvent themselves and meet thechallenges of the changing business climate. The objective is to help companiesby providing their downsized employees with the skills and training they need toget back to work quickly, even as they face the tightest job market in decades.

Sequent and its partners have already started marketing their practical programs tolocal companies. "Our hope is that many companies will not only want to helptheir own downsized employees, but will also want to give back to theircommunity in these challenging economic times,"said Reed. "We are excited tobe apart of such an important initiative to help get people back to work."

About Sequent
Sequent is a consulting and outsourcing firm that helps clients improve corporateperformance through the integration of people strategies, process management andtechnology. The firm is one of the top 100 privately held businesses in CentralOhio with offices in Columbus, Ohio; Birmingham, Alabama; Nashville,Tennessee, and Springfield, Ohio. Sequent's offerings include Human CapitalManagement, Technology Solutions, Thought Leadership, Employee BenefitPrograms and Risk Management. For more information, visit

About Dale Carnegie Training
Dale Carnegie Training, the internationally recognized leader in human behavioraldevelopment and employee management, has evolved from one man's belief inthe power of self-improvement to a performance-based learning and developmentcompany. They focus on coaching business people to sharpen theircommunication, presentation, and leadership skills, improving their overallprofessional performance. Lance Tyson, CEO of Tyson Eppley Management, islicensed to provide Dale Carnegie Training in Ohio, Indiana and NorthernKentucky. Through a process of individual consulting and group dynamics, theyoffer practical principles and processes that give people the knowledge, skills andpractices they need to enhance their job search.

About Humor Consultants
Phil Sorentino, co-founder of Humor Consultants specializes in individual andprofessional growth. His goal is to assist people in four critical areas: WorkingSmart, Having Fun, Making Money, Developing an Action Plan. Though a"Conoaching"session, which is part consulting and part coaching, and throughon-going support, he works with individuals to help them achieve their uniquegoals in three areas: growth, enjoyment and profit. Conoaching is a process, notan event, that is meant to guide individuals to uncover answers for themselves.The process provides job seekers with materials and assignments that assist intheir job search and motivates them to have fun at the same time.

About Mindful Life/MindfulWork
Patricia Bright founder of Mindful Life/Mindful Work offers experientialcoaching and training services to individuals to foster personal insight in careertransitioning. She helps individuals re-orient habits or conditioned patterns ofthinking and doing in order to maximize perspective and potential. She helpsindividuals create resumes that stand out by focusing on promoting the skills andabilities of the individual. In addition to the class time she provides in theoutplacement programs, she also spends time one-on-one with individuals whoneed help overcoming challenges and struggles so that they can reach their highestpotential.