Marjorie Brody's Blog

Office Party Etiquette: Remember Your Business Professionalism

2009-12-07T12:21:00.000-08:00

Holiday time is here, and party invites are flowing.

Time for fun … and time for faux pas a plenty!

Here is my list of 9 holiday party mistakes to avoid making …

1) Not RSPVing when asked. Always respond to invitations – whether or not you can attend the event. This includes citing any guests who will be coming with you, too.

2) Making wardrobe mistakes. Always plan your wardrobe carefully, and ensure it’s appropriate attire for the event. For women, this means remembering that a party isn’t the time to show off cleavage. For men, the reminder is that no one needs to see your chest hair or 6-pack. For both genders, remember to limit how much skin you show in general.

3)Not knowing the exact location. Find out the exact location of the party before you leave, so you arrive on time. No last-minute scrambling to get directions or set up your GPS. “Fashionably late” isn’t fashionable.

4)Drinking too much alcohol. Limit your alcohol intake. Alcohol consumption is not a license for poor behavior. I don’t care if there IS an open bar, that’s not an excuse for drinking more than you should.

5)Talking business. Always keep conversations to small talk and not major business-related topics. There’s a time and place for everything.

6)Sticking with one or two people the whole time. Mix and mingle at all work and business parties. Don’t spend too much time with any one person. Parties are for socializing and meeting new people.

7)Pigging out at the buffet. Remember, it’s NOT about the food. So, when you eat at these holiday affairs, avoid overdoing it. And, watch your table manners!

8)Overstaying your welcome. You certainly don’t have to be the last person to leave. But worse yet, never put yourself in a position where you’re asked to leave.

9)Forgetting to send a thank-you note. Always send a thank-you note to the host or hosts. You will be remembered for the right reasons.

Now, the fun part is up to you!

Seven Strategies for Conversation/Small Talk Success

2009-11-30T08:39:00.000-08:00

The Thanksgiving holiday is over – but now we have Chanukah, Christmas, Kwanzaa, and New Year’s on the horizon.

Typically, that means parties (professional and personal) – which, in turn, means more opportunities for creating conversations.

For some of us, it is an easy task -- we like small talk, meeting new people and socializing in general. But, for others it is a chore.

It doesn’t have to be …

What are some techniques to make mingling and conversation easy and enjoyable for all parties concerned?

Here’s my list of seven strategies:

1. Whenever possible, do your “homework.” Know who is coming, and a little bit about the people. What are their interests? Where do they work? What do they do in their free time?

2. Ask questions – not to be intrusive, but to find areas of mutual interest. Be interested in what they have to say.

3.Share something about yourself – not to brag, but again, something that the others may find interesting.

4. Be comfortable with silence. You don’t need to rush the conversation.

5. Be up to date with current events and best-selling books – they make great conversation starters.

6. Look for ways to help others. That may mean introducing them to other people at the event.

7. Know when to exit the conversation. Avoid monopolizing one person for the whole event.

If you follow these seven guidelines, you not only will have great conversations and build relationships, but, perhaps more importantly, a great time!

Sharing Information On Business Resources

2009-11-23T07:45:00.000-08:00

As we approach Thanksgiving and reflect on our business resources, I wanted to share two that I recently found and am thankful for …

Do you ever need to get some quick information, without searching thousands of sites on Google?

A quick way to do this is to hire a kgb agent.

For full disclosure, I am NOT on their payroll, nor do I get a “finder’s fee.” I just happen to be LinkedIn with Brett Saks -- VP, HR & Organizational Effectiveness for kgb USA -- and started exploring their website and services.

Check out their site www.kgb.com -- it’s full of funny commercials, and cool ideas.

Moving on to another great resource …

If you’re a professional speaker who wants to hang with other professional speakers, the National Speakers Association (NSA) is the place for you!

The value of NSA membership relates to the education and member community. For full disclosure, I am on the Board of National Directors, but get no “kickback” for new recruits!

I just got back last night from NSA’s fall conference in Phoenix. My head is spinning with new ideas and people to use as resources. If you want to know more about NSA, check out www.nsaspeaker.org.

If you have any other business resources that you think I should know about, and would like to share with others, please drop me a message.

I am currently talking to two organizations now about entering into affinity relationships for their equipment and other resources that will help presenters.

Will keep you posted …

Happy Thanksgiving!

Presentation Skills Primer: Slide Decks Support a Message, Not the Other Way Around

2009-11-17T12:21:00.000-08:00

We can “Deck the Halls,” “Swab the deck,” and even “Deck someone” …. (though I wouldn’t endorse trying the last one!).

Obviously, the word “deck” can mean a lot of things.

But, nowhere does a deck equate to a presentation!

When I coach executives for presentation skills, typically they say, “The deck is being prepared.” I then ask, “What about the presentation?”

From my perspective as an executive speech coach and professional speaker for more years than I like to admit, an effective presentation needs to be crafted first BEFORE slides are created.

Then, and only then, if the visuals will support the message, should a slide “deck” be crafted, too.

Preparing slides has become so easy that it’s now commonplace for presenters to simply read their slides – which is never a formula for speaking success.

Show me one example of a presentation where the audience wanted more slides.

The speaker needs to be the most important visual element.

How?

Through effective use of eye contact, facial expression, gestures and movements to captivate an audience -- plus having a good, descriptive story to tell. Then, you can add a visual to help paint a picture or make a point.

So, in the future, prepare your presentation -- then get all decked out!

It Doesn’t Matter What You’re “Selling” … Prep Before You Present Your Pitch

2009-11-10T13:29:00.000-08:00

Professor Dan Brody (yes, he is a relative!) is teaching an entrepreneurial course at the University of Virginia’s School of Engineering.

He had a few entrepreneurs speak as guest lecturers, and he asked me to do the same. My topic was “10 Reasons Presentations Fail & How to Avoid Them.”

You might wonder – why is information regarding presentation skills critical in a class of would be engineering entrepreneurs?

In fact, in my first career, as a college professor of presentation skills and interpersonal communication skills, students often told me, “I don’t need to speak – I am going to be an engineer, accountant, researcher, architect …” – you name it, they said it.

Surprise!

These students entered the job market, and soon realized that no matter how good their ideas were, they needed to be able to sell themselves along with these bright ideas.

This recent group of talented students at UVA are giving group presentations as part of a contest. The winner will get some seed money to actually start building the business that they propose.

In case you are wondering what my top 10 list is, go to my website to read more about “Why Every Professional Needs to Master Presentation Skills” -- to learn why presentations fail and more, and also take the free quiz there to test your presentation skills knowledge.

On the surface, when it comes to presentation skills, things seem to be very basic. However, it is the little things that make the biggest difference.

Here’s a recent example that proves how true this is …

I was flying home last week from Tampa. My seat partner was the ex-superintendant of the Philadelphia School District. She has since spent time teaching and leading at Harvard and now at the University of Pennsylvania: She is on the board of the Philadelphia Art Museum. She told me about the wonderful presentation delivered by the architects who won the Barnes Museum contract.

What made this presentation so good?

The architects told a good story, enjoyed working together, used simple visuals and believed in the project.

How simple is that!?!

Of course, simple isn’t always easy to implement. That is where coaching/training can help.

Do you, or members of your team, need help in preparing your pitch?

If so, you know where to get help!

Don’t Let the Digital World Divide: Face-to-Face Communication Still Critical

2009-11-03T10:28:00.000-08:00

I just got back from a meeting in Tampa. Following the meeting, a group of us went to the hotel bar to continue the conversation.

Guess what happened instead?

Everyone sat “playing with” their iPhones and BlackBerrys! What little conversation there was revolved around the latest apps.

Somehow, with the need to communicate quicker, and more easily, we seem to have lost the art of the conversation.

You know … actually talking to people.

When I think of the time it takes to post a tweet on Twitter, send an e-mail, or to update a Facebook page, I also think about how many people we could have actually spoken to, if we just picked up the phone.

What’s happening in our workplace when colleagues who work next to each other end up texting instead of getting up to chat face to face?

What does that say about interpersonal communications? Is this really a way to build a relationship?

Believe me, I am a proponent of using the latest social networks -- check me out on LinkedIn, Twitter, Facebook and Naymz – but NEVER in lieu of meeting people for coffee, or phoning someone and having a real conversation.

Business particularly is all about the connections you make – and these are much more effective when done face to face.

Reading words on a screen, even with a video and/or audio element added, is and never will be the same as having a real dialogue in person.

Many times there are subtle nuances to communication and body language that “speak” far greater than actual words. How does this non-spoken “conversation” get conveyed online?

In the search to expand our networks, I truly believe that something is being lost.

I would love to hear your thoughts on this.

Modern-Day Networking: “Dripping” Can Solidify Relationships

2009-10-27T11:25:00.000-07:00

Are you dripping?

Think of “dripping” as a way to keep in touch with clients and colleagues – a little bit at a time, repeatedly.

In the course of a day, many of us might meet one or several people who we want to build a relationship with – one that is mutually beneficial, win/win, and helping others.

Yet, just a meeting, whether chance or purposefully planned, isn’t enough.

That’s where the dripping starts.

Immediately after meeting someone that you want to foster a relationship with, send something to the person – an e-mail, a text, a Tweet, a note, an article.

Then, touch base again with a call or even offer to do lunch. Look for ways to help the other person. Find commonality.

As the relationship starts to build, you continue to “drip.” Your contact might be once a month, or once every other month.

“Absence makes the heart grow fonder” is a fallacy! When it comes to business networking and building relationships, it’s more like, “Out of sight, out of mind.”

Dripping keeps you in the mind’s eye of the other person, since you touch base on a frequent basis.

Building relationships is more important, and easier to do, than ever before.

So, just keep on dripping!

Death By PowerPoint: Don’t Become Another Speaking Statistic

2009-10-21T12:27:00.000-07:00

We’ve all heard the expression “death by PowerPoint.”

People acknowledge it, laugh about it, and hate it when in an audience, but, yet …. Many continue to be guilty of doing it themselves!

How can presenters avoid this?

Here are my 10 tips for avoiding Death by PowerPoint:

1) Write your presentation first, then look to see where you can add PowerPoint to reinforce the message. Keep in mind, a slide deck isn’t a presentation.

2) Add graphics, rather than bullet points, wherever possible. When words are necessary, it’s OK to use them, but avoid paragraphs.

3) Limit the content on the slides. If your audience needs the slides in advance, or as a take-home learning tool, then give them a file with more detail -- but for the actual presentation, pare down the content.

4) Avoid too many “bells and whistles” (like different font colors/sizes, charts, etc.). The focus needs to on the information, not the slide.

5) Get comfortable with the “B” key. While in PowerPoint mode, hit the “B” key on your computer. The screen will turn black or go blank. I like to think that the B stands for BRODY. Occasionally, go blank, so you change up what you’re doing – move around more and facilitate discussion.

6) Create a list of all slides – have one sheet of paper with the slide number and title of each slide. This allows you to cut slides if time is an issue, or to jump back and forth on the slide deck. Do this by hitting the “slide number” then hit “enter.” So, assume you are on slide 10, and you want to go back to slide 3. Hit “3’ and then “enter.”

7) Practice using the slides so that you are comfortable with timing and flow.

8) Arrive early and position yourself so that the screen is to your (speaker’s) left. People read from left to right. Make it easy for the audience.

9) Open and close with a blank screen to create and keep rapport with the audience.

10) Keep in mind – less is more. Trust me ... rarely, if ever, have audience members said, “Oh good, another slide.”

Always remember, be prepared to speak without any slides all in case of a technical glitch.

The best speakers can deliver their messages with power, impact and persuasion, without any slides at all.

The Selling Stool: 3 Key Elements to Sales Presentations

2009-10-16T05:37:00.000-07:00

Product knowledge and selling skills are only two legs of the stool when it comes to successful sales presentations.

The third key is the ability to communicate your ideas effectively, and at the same time read the messages that your audience (buyer) is sending in response.

In other words, you need to master the art of walking and chewing gum at the same time!

The most effective salespeople pay attention to the signals that are being sent – theirs and others.

These winning sales professionals don’t go onto autopilot with their prepared pitch.

So, what are some things to watch for?

Positive cues from the person or people to whom you are presenting:

•Direct eye contact
•Open body language
•Forward lean
•Upward turn on the corners of their mouth

Here are some negative signals to watch carefully for:

•Tension in the eyebrows
•Closed off posture
•Limited eye contact
•Pursed lips

You can’t assume that people are hostile to your ideas just because they have their arms crossed. After all, they may just be cold.

However, if their arms are crossed, look for other signals as well that might indicate hostility, disagreement or closed thinking.

Typically, in a selling situation, the “buyer” says so much without even saying a word.

The question is, are you so busy talking, that you aren’t listening to what is -- and isn’t -- being said?

It may seem trite, but there is a reason we have two ears!

Bottom-Line Speaking for Presentation Skills Success

2009-10-05T10:22:00.000-07:00

Give people conclusions they can walk out the door with, not a lot of details.

This is what Jack Welch used to say, when he headed up General Electric.

This is also what I say when I coach people about presentation skills.

You can’t be too specific when sharing information.

Most decision makers don’t have a lot of time to wade through data. They are paying others to get the data, and just want to be told your recommendation or their call to action.

Often, the tendency when speaking is to get bogged down in the technicalities, which most people don’t understand (or even care about!).

You will be perceived as a leader if you keep a presentation at the 100,000-foot level – then be able to answer questions that go beneath that.

Answer these three questions:

What?
So what?
Now what?

Truly effective speakers always keep their focus on the last two.

E-mail: A Critical Communication Tool if Used Correctly

2009-09-29T09:26:00.000-07:00

Over the weekend, I had some repairs that had to be done at home. I pulled out the trusty toolbox, and as I moved from project to project, I had to think about which tool would be most effective.

Midway through my project, I had an epiphany: How similar is what I’m doing at home to what happens at work – picking the right tool for the right activity?

Let’s say I have feedback to give a colleague or direct report. Should I see him or her, if possible; or is it OK to e-mail the person? If I have data to report, should I call the person, put it in writing, or send a quick e-mail?

If I want to thank someone for something he or she did to help me -- a much more personal type of communication – do I send a handwritten note or an e-mail?

Just because we have incredible communication tools – like e-mail – doesn’t mean we always should use them … or possibly abuse them.

E-mail shouldn’t be used for sending long messages, discussing confidential information, or distributing negative news, or sending complicated policy changes.

E-mail also shouldn’t be used in lieu of having face-to-face time.

Even if you do choose the right tool, you need to use it properly. Over the weekend, my husband was slicing potatoes using a mandolin -- a great kitchen tool.

Unfortunately, he didn’t anchor it properly, and ended up slicing his finger. Not good for a dentist!

The same is true with e-mail. It is so easy to use, that we frequently throw caution to the wind when using it.

Be sure to pay attention to both the tone and accuracy of all e-mail messages. You don’t want to appear to be abrupt or sloppy.

The cost of e-mail mistakes, abuse, and misuse, can be great.

So, just think of e-mail as one tool in your communication toolbox, and use it carefully and selectively.

Listening is More Than Hearing

2009-09-24T06:37:00.000-07:00

So many people like to talk.

I sure do.

In fact, I do it all the time.

On the other hand, so few like to actually listen -- I will admit I am occasionally challenged to really listen or listen well.

Statistically speaking, we spend more time listening in a day than speaking, yet we don’t often do it well (just ask your family!).

Usually, it’s not on anyone’s top to-do list for training.

But, that may be changing. In the last few months we have seen a steady increase in clients asking for listening skills training.

Perhaps there were relationships, opportunities, and revenues that were lost as the result of poor listening. Maybe at the root of our relationship problems this fundamental communication skill is missing.

Last week, I got to deliver a listening workshop -- the first I personally had delivered in years.

The focus of the program was a combination of activities, skills and exercises to practice -- along with an online assessment, which profiles the individual participant’s preferred (or natural) listening style.

The district and regional sales managers in my session had so many “aha” moments that they couldn’t wait to get back and adjust their style at work -- as well as at home.

Since I also took the assessment, I, too, had some major insights. For example, at work I tend to listen purposefully -- in a very task-oriented way -- and pay less attention to the empathy factor and fail to listen for enjoyment.

It does make sense, however, that my staff needs as much empathy and appreciation as I give my clients and friends. I am committed to improving my listening with my team. You can e-mail them and see if they have noticed a difference!

So, do I think effective listening be taught?

Yes I do!

It isn’t complicated, but it does require a commitment to use more than just our ears.

If you want to see what is in our listening skills program, click here for more details.

Accountability: 5 Keys to Manage Success

2009-09-14T11:49:00.000-07:00

Last week, I presented a program in Arizona called “Accountability: 5 Keys to Manage Success (Yours & Others).”

The audience was leadership and management professionals from a luxury, private country club.

This is a different audience than the corporate types who I typically work with. That being said, the issues are always the same.

There are people who need an attitude adjustment (one of the topics covered).

There are organizations that don’t do regular performance appraisals/discussions, which creates a disconnect with employees -- and often less than stellar results.

Behaviors impact all relationships, and your reputation.

So often, it is the smallest behavior gaffes that create problems within a team, company, or with customers.

And, in this current climate of financial uncertainty, the willingness to demonstrate courage is more critical than ever.

Finally, the willingness to put things into perspective may change how you look at life and work.

If you have thoughts on any of these five “keys” for managing your success and others – let me know.

September Means Back to School Time – But, It’s Not Just for Kids

2009-09-09T12:41:00.000-07:00

It’s back to school time.

Doesn’t the Labor Day holiday always remind you of that?

Of course, if you have children, you’re probably breathing a sigh of relief.

But, what does this time of year mean for all of us in business?

1) Four months to make our 2009 goals.

2) Planning and budgeting for 2010.

For most businesses, 2009 has been a tough year.

Many professionals have dealt with change, the unknown, and more responsibilities as their colleagues have been laid off.

What can get lost in times of workplace chaos and change?

The ongoing importance of professional and personal development.

This really is the best time to go “back to school.” Your own development cannot take a back seat.

After all, you don’t want to be left behind at the end of the year – or “expelled!”

I have no idea what the new economy will look like.

But, I do know, however, that winners don’t wait.

What do you need to do for yourself and your staff these next four months?

Fortunately, we at BRODY are still booking 2009 programs for our enlightened clients -- the ones that realize they must still provide skills training for their employees, so they will continue to excel.

If you want to do something for yourself (or your team), consider registering for our BRODY BOOST Camps being offered in San Francisco on September 24, and again in Philadelphia on October 8th.

School is never truly over!

Are All Presentations Created Equal?

2009-08-27T07:47:00.000-07:00

I just facilitated a customized presentation skills program for regional sales managers of a very large medical device company.

Their objectives were to understand the differences and similarities between these types of presentations:

 management vs. leadership
 formal vs. informal
 informative vs. persuasive
 face to face vs. phone, web, etc.

The irony -- although they are different, the bottom line is the same.

All types of presentations have two things in common:

1) A message to structure and develop to achieve a result

2) Delivery that engages the audience members and accomplishes the goal

Is it possible to give presentations that are a combination of management and leadership, informative and persuasive?

Yes.

It comes down to what you want that audience walking away knowing, doing and feeling.

Should you prepare less because it’s informal?

Not really.

It’s always respectful to your audience (be it one or many) to be clear about your objectives and to deliver the message with clarity and enthusiasm.

In future blogs, I’ll get more specific about the differences and similarities between management and leadership presentations, and ways to be effective while presenting.

If you want to bring this custom “Speaking to Lead” program to your team, let us know!

Visual Aids 101: Help, Not Hinder Your Next Presentation

2009-08-18T13:11:00.000-07:00

Are you suffering from “death by PowerPoint?”

Many people in corporate America are.

You know the symptoms … yawning participants during your slide shows or distant looks from half of the audience who are staring at your screen like zombies.

Let’s be real. Personally, I've never heard, “Oh good – another slide!” I’m sure you would agree.

So, where is the problem?

I believe that most presenters create their slides and think they have a presentation.

Wrong!

What they should be doing is writing the presentation, and then determining where a slide would add value, impact and interest.

When audience members need specific information to study, and to share with others, give them the complicated details in advance, or at the end of the presentation. Then, simplify when presenting.

What are some guidelines?

•Use pictures (personal photographs or high-end, online stock images) whenever possible – as long as they reinforce the message.

•Use charts and graphs to help explain trends, statistics, or any other numbers.

•Limit the bullet points.

•Use the “B” key to blank out the screen. It pulls the attention back to the speaker.

•Start and end with no slide, so you can make the personal connection with the audience.

Slides are tools – and shouldn’t be used as a crutch. Remember, they are visual aids – not presentations.

Your audience will thank you for not having them suffer a tedious “death by PowerPoint.”

Executive Presentation Skills: Inform, Inspire & Persuade

2009-08-13T13:39:00.000-07:00

I recently did a blog on the topic of executive presentations.

Exactly what separates an executive presentation from any other?

Not much.

Perhaps it’s just the title of the person presenting the material – or, speaking at the board level.

After all, every presentation has a purpose. The goal as a speaker is to determine what the purpose is.

As an executive, I may want to …

•Inform my organization about what is going on within the organization (to inform)
•Inspire trust and loyalty in my employees
•Encourage people to buy into a plan or product purchase

Over all, it’s all about informing, inspiring and persuading.

Aristotle described the principles of Logos/Ethos/Pathos.

Logos translates into logic. Every great speaker needs to be easy to follow (logical), and filled with evidence and reason. That alone can inform an audience.

To move people as well, to truly inspire them, requires the added use of Pathos. Emotional appeals, stories, and examples which hit the heart, will do that.

Then, there is the credibility factor of the presenter (Ethos). Even if an executive delivers an excellent presentation, if the audience doesn’t trust the person – the presentation will fall on deaf ears.

Position alone isn’t enough to inspire.

An executive who is believable, trustworthy, and admirable, will have a much easier time of giving an inspirational presentation.

So, being an executive speaker really just boils down to 3 things:

1)Being an executive.
2)Having a well-organized message that is relevant, inspirational and believable.
3)Delivering the message in an attentive manner -- showing passion, enthusiasm and credibility.

Why make things more difficult than they have to be?

If you need help turning a lackluster presentation into a memorable, executive-level experience, sign up for my 1-hour webinar on September 14 (12:30-1:30 pm EST): “How to Present Your Ideas Persuasively to Better Influence Others at Work.”

Presentation Skills Pointer: Fresh Delivery Requires Preparation & Practice

2009-08-03T11:32:00.000-07:00

I am often asked if I give the same presentation each time I present.

Although there might be a benefit to do so regarding saving time, my answer is, “No.”

Every audience I face is different, and I need to adjust my message accordingly. The material also needs to be fresh – not only updated from a current events’ perspective, but also fresh in my mind.

I have seen too many speakers who were on “auto pilot.” They sounded bored with their own message. So, how would that translate to the audience?

My method of practice is always to say the presentation out loud -- not in my head where I am eloquent. This helps me with timing, and pacing, not to mention anchoring the content in my head.

The irony is, the longer the presentation, the less time it takes to prepare.

I find short presentations – 20 minutes and under – to be the hardest.

Anyone can ramble.

To make a point hit home in a limited amount of time -- delivering it with passion and authority – that is an art.

What speaking masterpieces have you worked on lately?

For free articles, tips & techniques on presentation skills, visit the new BRODY site.

Persuasive Speaking Webinar: Notch Up Your Presentation Skills

2009-07-28T12:29:00.000-07:00

I’m back from the National Speakers Association (NSA) conference in Arizona, and also from a biotech client program in California; the latter of which saw me delivering a custom session on effective communication.

As I watched the NSA members present their keynotes and workshops, and during my facilitated group discussion at the client program, I was again struck by the power of effective presentation skills and the power of persuasive speaking.

Yes, I’ve been teaching this topic for more than 25 years now, but the basic principle is still the same: Professionals who master the art of persuasive speaking will get others to take action, change direction, commit and buy.

If you don’t speak like a pro, and convince your audience members of your message, they will consider your session a colossal waste of time.

Are you one of the thousands of people who’d rather die than deliver a speech? Do you need help to improve your persuasive speaking skills?

You’re in luck. In addition to face-to-face presentation skills training and coaching, BRODY now offers webinars.

I’m kicking off the whole series with “How to Present Your Ideas Persuasively to Better Influence Others at Work,” on September
14, from 12:30-1:30 pm EST.

If you attend this webinar, you’ll discover strategies for working with different audience reactions. It’s great for anyone in a relationship management role – whether speaking to clients, colleagues, direct reports – or a combination of all three!

Visit here, for more details on this webinar, and to sign up.

Or, if you share your worst presentation skills nightmare on my blog, and provide a valid e-mail address – or call me at 215-886-1688, I will take 10% off your webinar registration price. This offer expires August 3rd.

My Initial Report from NSA Convention: Relationships Rule!

2009-07-21T12:07:00.000-07:00

I have been at the National Speakers Association (NSA) National Convention in Arizona, since July 16, and it ends today.

Whether it’s been during a board meeting (I’m a National Board Director), a keynote, a breakout session, or in the hallways, the biggest takeaway for me so far has been a reminder of the power of relationships.

You see, my goal when it comes to meetings like these is to always come back to my office with one to three things that I can immediately implement which will change my business.

This time at the NSA Convention, as good as the content has been, it can’t begin to compare with the new friends I’ve made -- and the old ones that I’ve reconnected with … relationships.

One specific highlight of this past week has been having dinner with Keith Ferrazzi, author of the best-selling books Never Eat Alone and Who’s Got Your Back. Whether in private conversation or as a dynamic speaker, his theme is always about relationships.

What are you doing to develop and nurture your relationships?

New BRODY Professional Site Up and Running, Check It Out!

2009-07-13T12:21:00.000-07:00

Good things are worth waiting for!

Those of you who have worked with web designers know how frustrating the process can be. Granted, we live in an environment of instant gratification, and I wanted it done at least three months ago!

But, at last, it is “finished” – the new and improved home for my company, BRODY Professional Development -- www.BrodyPro.com.

I say “finished,” because there are still some modifications being made, including shopping cart “tweaks” -- and then working specifically on updating the Marjorie Brody part of the site, so it coordinates with the new design of the BRODY Professional Development pages.

That being said, for those of you who want to download some “free information” – invaluable tips and articles – please check out the new site. Again, www.BrodyPro.com.

On an unrelated note, this week, I head to Scottsdale, Arizona -- you may be asking, “Why on Earth would anyone go to Scottsdale in the middle of July?” My answer: To attend the board meeting and annual conference of National Speakers Association.

I always learn something by attending this annual event – and next week, I’ll blog about some of these learnings, so you, too, can benefit!

2009 Part One: Lessons Learned

2009-07-02T12:20:00.000-07:00

It’s hard to believe that half of the year is over – not exactly a stellar year for most of us!

I have learned quite a few things as a business owner (hard lessons learned) these past 6+ months:

•I should always look to cut expenses, even when times are good.

•I should reward creativity and innovation.

•I should look to do more with less.

•I should expect and appreciate the willingness of my staff to be flexible.

•I should recognize how my moods impact our employees, and those around me.

•It’s not what we make, it’s what we keep that counts.

I’ve also learned a few things on a personal level:

•“Shopping” in my closet isn’t that bad.

•Cooking can replace take-out.

•Time with friends doesn’t have to be expensive.

•Staying in shape mentally and physically is my choice, and under my control.

•I need to appreciate and be grateful for all of what I can give to others.

Let’s hope that the economy picks up during the last half of 2009!

Even when this happens (notice I said “when” and not “if”), however, I don’t want to lose site of these lessons learned.

As always, feel free to share your lessons learned/best practices.

New BRODY Web Site Coming Soon, Really!

2009-06-29T12:11:00.000-07:00

One more week. One more week. One more week.

I am so tired of hearing “one more week!”

What am I referring to? My new and improved corporate web site going “live.”

The irony is that from my perspective, this is an ongoing complaint. I think web designers (or, maybe it’s just creative types in general) sometimes look for ways to hold up the process.

I say that because a lot of industry colleagues have the same complaint – of web site redesign projects often taking more time than initially estimated, or unforeseen developments that further increase the time spent.

I know they say “Good things come to those who wait.”

But, whatever happened to managing client expectations? Or being held accountable to deadlines?

With that said, I have drawn my own line in the sand. The redesigned BRODY Professional Development web site --- www.brodypro.com -- will be live, on or before July 10.

Of course, there will be still be a new shopping cart to fine tune, my personal speaking web site to update, and other “tweeks” over time.

My expectation (silly woman!) is that it will all be done by the end of the summer. Since it’s been a year in coming, it had better be good! (Of course, I’m biased, but sneak peaks tell me that this is the case!).

Let me know what you think. On July 13, visit www.brodypro.com.

Make Your Own Sunshine

2009-06-22T11:31:00.000-07:00

It’s Monday, and it’s not raining.

In fact, we are having sunshine. It’s amazing what that does for one’s disposition!

The question is – how do you create “sunshine” at work, even when the “weather” is gloomy?

Here's what works for me:

•A good cup of coffee

•Selling our programs and services

•Helping someone improve themselves – a client or colleague

•Sending a thank-you, or recognition note, to someone who has helped me

•Pictures (or phone calls) from my husband, grandsons, daughters, mother

•Reaching a goal or completing a project

•Cleaning up my desk

•Connecting with a hard-to-connect-with client

•A team meeting, when good ideas surface

•Doing everything on my “to-do” list for the day

I would love to hear what brings “sunshine” into your work environment.

Have a sunny day! :)

The Power of Video: Seeing Yourself on Tape Can Lead to Self-Improvement

2009-06-15T11:34:00.000-07:00

I have often been asked:

•How do you deal with big egos in a presentation skills program?

•How do ensure that the people you coach connect the dots?

•How do you measure improvement when training/coaching on presentation skills?

My answer to all three questions is videotape!

Really, the only way to get a real assessment of how others see you as a presenter is to look at yourself. I’m not saying it’s easy, but it is necessary.

I’m not saying that I like to see myself on video, but, again, it is necessary.

What I have learned by being videotaped:

•I don’t smile as much as I think I do.
•I favor one side of the room.
•I make funny faces.
•My posture needs to be improved.
•And, the list goes on …

I know that sports professionals get videotaped, professional actors are taped, so why shouldn’t everyone who presents (to large and small groups) get taped as well?

It’s a great way to identify strengths and to determine what needs to be improved.

At BRODY, our presentation skills training and coaching almost always involves taping.

At my recent BRODY BOOST Camp, I hired a videographer (Rob Kates, www.professionalspeakervideo.com) to update my speaking demo and add some new footage.

What my recent videotaping experience really did for me was give me a list of the areas that I still need to work on!

That’s right, even we Hall of Fame speakers need to be open for self-improvement.

I truly believe in my own mantra that: “If you’re not green and growing, you’re ripe and rotting.”

What do you need to improve?

Remember – the best keep looking for ways to get better.

So, smile for that video camera!

Increasing My Digital “Fingerprint” Via Social Networks/Media

2009-06-09T10:35:00.000-07:00

How the world has changed!

I have been part of a mastermind group of speakers for the past 12 ½ years – Master Speakers International (MSI).

Our goal at our meetings (three times a year) is to share ideas, best practices, and resources to expand our speaking businesses.

One of our members credits the group with $5 million worth of business – due to two ideas he got during meetings!

At our meeting yesterday in Minneapolis, the entire conversation was about webinars, teleseminars, and social networking sites.

A few years ago, we would have said that nothing beats the live, in-person presentation. I still feel that way.

However, as speakers, we always have to learn to be more flexible --and open minded – and look for alternative ways to deliver our content.

There is also much to learn when it comes to the best use of social media.

Having said that, along with this blog and my web site proper (insert links), you can check me out on Twitter, Facebook, LinkedIn, etc.

Will this increased cyber presence generate business? I have no idea, at least not yet -- but I can’t afford not to jump on board and Tweet away and post updates!

I welcome your thoughts.

By the way, if you want to attend my free webinar on communication skills for Copper Conferencing on June 16th, take this link to register.

Don’t Worry Be Happy

2009-06-01T13:05:00.000-07:00

You know the expression, “You teach what you need to learn.”?

Well, by nature, I am a positive person – always looking for the good in everybody and every situation … predicting a positive outcome.

But, lately it’s gotten harder. A combination of business matters (due to the economy) and family healthy issues have been weighing heavily on me like a ton of bricks.

I was walking around like Charlie Brown, with the proverbial gray cloud over his head.

The reality is – what is happening is going to happen, regardless of my attitude.

I had a choice: be miserable, or go back to optimism.

Over the weekend, I decided to change my negative attitude of late, beginning with my last journal entry. I started to list all the good things that are happening right now. I wrote what I am grateful for. I listed positive outcomes.

You might wonder … did it work?

Partially.

Since then, I haven’t dwelled on the negatives, I haven’t discussed the negatives, and I have been more cheery at work.

My bet is that it will get easier each day to honor my personal commitment to stay positive.

And, in time, so, too, will the different situations I encounter get better.

We all need to remember, that you get what you give out in life – the “reap what you sow” mentality.

If you exude negativity and pessimism, after awhile, those around you will feel and act the same.

So, today, I made the choice. I decided to be positive. Like the song says, “Don’t worry. Be happy.” :)

How about you? Will you join me on this positive journey?

Risk Taking Leads to Reward

2009-05-26T13:23:00.000-07:00

My Temple University School of Communications & Theater commencement speech was two weeks ago, but the message is still relevant – one I hope the graduates took to heart.

It applies to all of us. That is – you need to believe in yourself, and have the courage to take calculated risks.

Do you remember when you were an elementary school student playing on the jungle gym? In order to get across the bars, you had to be willing to let go of one hand, and place it on the next rung. Drop a hand, grab, drop a hand, grab.

If you aren’t willing to let go -- of old thinking, old behaviors, old habits, you will continually be stuck.

I was asked this question when I was deciding whether to take a risk and launch my own business -- giving up a tenured teaching position at a college -- “What’s the worst that could happen?”

Notice – the word “could” not “would.”

Don’t always think in negative terms. The chances that the worst could happen if you do take a risk are small.

The second question to ask yourself is, “And, then what?”

There will always be a “then what?” What will you do if the risk doesn’t pan out the way you wanted it to?

What are the risks you would like to take?

I encourage you to go for them!

Keep in mind what Thomas Edison said, “If we all did what we are capable of doing, we would literally astonish ourselves.”

By the way, here are the four key ideas that I gave the Temple graduates:

1)Play to your strengths and passion for greater success

2)Market yourself continually and professionally

3)Be open to all possibilities

4)Take calculated risks

Recent Graduates -- Or Any Professional -- Be Open to All Possibilities

2009-05-18T13:34:00.000-07:00

Good news. By all accounts and feedback, my Temple commencement address went well.

Soon it can be seen on YouTube and on our web site.

The audience got involved, and I had fun.

If you haven’t been following my blog, last week I was the keynote graduation speaker for the School of Communications & Theater at Temple University. There were 675 graduates, and another 2,000 plus (family, friends, faculty, etc) in attendance.

I must admit, I was stressed – but well-prepared!

The first two points I covered (which I wrote about in my last two weekly blog posts) were:

1)Play to your strengths and passion for greater success

2)Market yourself continually and professionally

The third point is: Be open to all possibilities.

The world is different now than when these graduates entered college, and it will continue to change.

The class of 2009 can’t afford to think in silos. This fresh crop of college graduates needs to be open-minded as to where they can apply their talents and skills.

If things don’t exist, or graduates have a tough time finding such “perfect” opportunities, they need to look for new ways to create them.

Where would the talents of a broadcast major fit? What nontraditional “platforms” can a theater major perform on?

Flexibility and creativity are key for new graduates. Continuing their education – whether formal or informal – will be essential.

The challenge for graduates is to focus on the next steps of learning.

My mantra is, “If you aren’t green and growing, you are ripe and rotting.”

Although my presentation was to recent college graduates, this message is valuable for all business professionals.

Next week, I’ll share my fourth strategy for new graduates. Stay tuned!

Temple Commencement Address Part II: Sell Yourself & The Value You Bring

2009-05-11T06:46:00.000-07:00

Last week, I wrote about my upcoming Temple University speech during graduation ceremonies.

The commencement from the School of Communications & Theater is this Thursday, May 14th.

I’ve spent many hours writing and practicing my presentation.

The first point I described last week (and will deliver) was about the importance of finding/identifying both your passion and your talents.

The second key idea that I’ll share with graduates is the importance of selling yourself and the value you bring.

When selling, not only do you need to use multiple channels, but also do it in a positive way – one that projects an image of someone who is polished and professional, not that of a college undergrad.

What are these channels? I break them down into two categories:

New Age -- Using Modern Technologies

•Check Monster.com, CareerBuilder.com and any other job web sites.

•Create multiple resumes and save them as nonmodifiable PDFs or JPEGs with appropriate file names on your computer. These resumes will each focus on different, specific traits/qualifications, depending on the job/industry you are targeting. If you code them right, you can send the right one as an e-mail attachment at the drop of a hat. Remember that all of these resumes, and their accompanying cover letters, need to be proofread by someone else. You’re too close to them.

•Develop a web site which highlights your capabilities.

•Create a YouTube account, and upload a video resume

•Create a blog, or blog on others' blogs.

•Tweet on Twitter

•Use other social networking sites like LinkedIn, Myspace and Facebook.

Again, remember to clean up your act. Recruiters are using these tools, and checking you out and your digital “footprint”.

Ask yourself what virtual impressions are you creating and making with these businesspeople/potential employers?

Old-Fashioned Techniques

•Talk to people, don’t just text or e-mail them.

•Expand your real life network. It is ultimately people who hire other people.

Go to your friends’ parents and parents’ friends. Let others know what you want and what you are capable of.

Spend less time texting your friends and listening to music. Everywhere you go, make it a point to meet people -- a variety of people.

College students and business professionals need to be active in their community. Join trade groups and clubs. Consider volunteering, too. Helping others also provides great dividends.

You can’t wait to be discovered – it is up to each graduate (or professional) to sell him/herself. Be proactive, not reactive.

Next week, I will write about the third part of my commencement address – looking for, and creating, specific opportunities.

Wish me well this Thursday!

It’s Graduation Time, Lessons Learned & To Share

2009-05-04T08:01:00.000-07:00

Have you ever given a graduation speech?

It’s always been a goal of mine, and this year, I received a call from the Dean of Temple University’s School of Communications and Theater – one of the largest colleges within Temple University – asking me to be their 2009 commencement speaker.

What an honor! What a responsibility!

So, on a daily basis since that call, I have been thinking/ writing/talking out loud, putting my thoughts together.

Ultimately, on graduation day, May 14th, I want it to be inspirational, realistic and informative.

That said,I have come up with four learning points that I will share with graduates, and in my blog over the next few weeks.

My learning point for this week is this:

As difficult as the job market is, no one is a victim. It is critical to be honest with yourself and assess both your talent and your passion.

When the two are combined, work isn’t work. It is a gift.

How do you assess that?

Take a look at yourself when you are the happiest. What are you doing? The flip side is to look at what makes you miserable and drains you.

I was a speech communications major as an undergraduate. My parents worried about job opportunities in the field after I graduated (yes, even in the dark ages, there were job issues!). They encouraged me to switch into speech pathology and therapy.

The fact that I had no passion, interest, or talent for this field, seemed to secondary to getting a job.

I held my ground, and am so glad that I did.

Once I realized (at age 21) that my purpose was, and still is, to communicate and help others to be more effective, the rest was looking for opportunities where I could make that happen.

For me, career #1 was working in a college, teaching communication and presentation skills, so students would be better equipped no matter what they pursued.

All these years later, I still believe that to be happy, you need to figure out your purpose and your passion.

What is yours?

My “Stimulus Package” Part Two: Focusing on Business

2009-04-27T06:03:00.000-07:00

Last week, I talked about creating my own personal “Stimulus Package.”

For this week’s blog, I’ve written about my business “stimulus” plans.

Here are just a few of the things are we are doing to stay afloat, without help from the government stimulus package:

•Making calls to current clients to see how we can help. The “help” is often for free, and can involve consulting and coaching.

•Sending “flash” e-mails. The creative marketing messages that we send to current clients keep BRODY top of mind.

•Making better use of LinkedIn, Twitter, Facebook, and other social networking sites. Maximizing the use of these FREE accounts builds connections that may well lead to business.

•Speaking at industry events. I use my evaluation forms, where I ask for good contacts within participants’ companies, to mine new leads.

•Sending mailings to current clients that are considered advocates. Past efforts have included coupons on our BRODY BOOST Camp, bookmarks and First Aid kits.

•Sending gratis copies of my books to senior management within our targeted corporate market. Not only have I made some great executive-level connections, I have introduced my company’s products and services in a not overtly “salesy” way.

•Using our Women’s Business Enterprise (WBE) certification. This is a great way to submit BRODY to corporations who have formal supplier diversity initiatives, and gain a foothold in new and emerging markets.

What are YOU doing to stimulate your business?

Feel free to share some best practices.

My Personal “Stimulus” Plan

2009-04-20T07:53:00.000-07:00

Our government is still busy with its Stimulus Package.

I certainly hope it kick starts the economy!

As a small business owner, I am seeing no direct result.

Hence, I have decided to create my own “stimulus package.”

The goal is to stimulate myself to be even more proactive and productive, enthusiastic, and more in charge of my own future.

You might ask, “Marjorie, just how are you doing that?”

Let me tell you ….

This week’s blog will focus on my personal perspective, while next week, I’ll outline my business plan.

Here are my personal “stimulus” goals:

•Exercise daily: Just by doing this, I feel better. Feeling better is stimulating!

•Eat properly: Again, it’s treating my body well. So, I feel better and I have more energy.

•Drink my gin and tonic and eat my dark chocolate in moderation. After all, deprivation doesn’t solve problems, just creates them!

•Spend time with family. For example, I took one grandson (4 years old) to a theatre last week. I said, “I love our theater dates. Do you think when you are older, you will still want to go to the theater with Nana?” His response: “You may be dead then.” That sure put things into perspective!

•Never miss “24.” As though I don’t have enough tension in my life! Jack always wins, maybe I will, too!

•Go to the movies, read a book, see friends. Really, making time for fun and escape stimulates the brain.

•Indulge in personal treatments. As occasional massage, mani and pedicure, and hair cut are no longer luxuries – they keep me feeling and looking better.

•Find humor in the absurd. And, sometimes, that is looking at the stimulus package and getting a good laugh!

Feel free to share your own personal “stimulus activities” to keep going in these trying times. If you do, and provide an e-mail address, I'll send you a PDF copy my E-book 21st Century Pocket Guide to Proper Business Protocol.

Next week, I’ll talk about the ways we are stimulating our business.

Design a Program That Creates Interaction

2009-04-06T11:22:00.000-07:00

This past weekend, a BRODY Professional Development team was in Texas, facilitating a “Physician Speaker Training” program.

During the morning session, what struck me the most was how engaged the physicians were with a simple creative design.

The room was arranged in circles, allowing the doctors to have discussions. The presenters were very interactive and facilitative, and funny.

The slides were easy to read, but didn’t drive the presentations.

The MC, Amy Glass from BRODY Professional Development, moved the program along with grace and humor.

In the afternoon, the large group was then broken into 9 smaller groups, each led by a BRODY facilitator – including me.

Our goal was to teach the smaller groups the steps to prepare, when given a slide deck to present.

We then used the client slides and had the participants (physicians) practice handling difficult audience member questions.

I realized how easy it would be to incorporate this design into corporate presentations and any type of team meeting.

If you want to know how to do it, get back to me: marjorie@brodypro.com.

Some Seats Open for BRODY BOOST Camp – Because, Professionalism is Even More Critical

2009-03-30T08:52:00.000-07:00

Four day countdown to the next BRODY Professional Development BOOST Camp …

Self-development is even more critical than ever before.

If you are still employed, you need to present yourself and your ideas in a clear/concise/courageous manner.

If you aren’t employed, you again need to sell yourself and your ideas in a clear/concise/courageous manner – to get a new job.

Contrary to what the news media would like you to think, companies are still operating – and, in many fields, people are getting hired.

As I’ve said before, if you’re unemployed, getting depressed and giving up isn’t an option.

Or, if you fear that you will be in the next round of layoffs, don’t adopt a “there’s nothing I can do” attitude.

What do you need to do to boost your own presence and professionalism? Join me on April 2nd and you’ll find out!

We have a few more seats still open at our open-enrollment career development workshop -- BRODY BOOST Camp.

Click here to learn more and register today.

Present Like a Pro: It's All About the Audience

2009-03-24T13:20:00.000-07:00

Last week, I did a webinar on presentation skills.

One question I was asked at the end was, “What is the number one mistake that people make when it comes to giving presentations?

My answer? “Not knowing the audience.”

Think about it...

As a speaker, your information may be excellent, but if it doesn’t relate to the audience, what’s the point?

If the vocabulary, acronyms and jargon are correct, but the audience doesn’t understand them, what’s the point?

If your audience members like to learn by listening, but you use lots of PowerPoint slides, what’s the point?

Preparing a presentation should be all about the audience.

Instead, most presenters see things from their own lens.

Here are some critical factors to consider about your audience members, the next time you prepare a presentation:

•What is their demographic? After all, the examples you use must be understood by them.

•What is their attitude toward your topic and you?

•What experiences do they have relating to your topic?

•How do they like to learn?

•What are their hot buttons?

•How do they make decisions?

•Who are the decision-makers, and who are the influencers?

There are three times to get to know an audience.

The first is when you start your preparation; do your research.

The second is to arrive early, ask questions, and observe what is happening around you.

Finally, you can learn about an audience during the presentation itself. If the audience seems perplexed, is hostile or falling asleep, change what you’re doing. Do a quick reality check and shift gears.

There isn’t one speaker or speaking style that works with all audiences.

But, as a presenter, you can flex your style and your content.

Keep in mind the name of my popular book Speaking is an Audience-Centered Sport.

A Message to President Obama & His Support Team: RE Communicating & Selling Ideas

2009-03-16T07:57:00.000-07:00

I’ve been listening to members of the Obama administration present their ideas.

They are smart people. Their ideas are well thought out (even though many of you reading this may not agree with the philosophies and/or solutions that they have crafted).

But, many of these administration members fail to sell their ideas.

Part of the problem is that they need to see themselves as salespeople, and they don’t.

But, they are – they are selling their credibility, experience, ideas, and themselves.

Subsequently, some of them fall flat.

Ideas rarely stand on their own merit.

President Obama knows this, and understands that style doesn’t replace substance ... but it is a critical part of selling the substance.

Passion sells. People connect on an emotional level, not just logical.

Perhaps one of the best communicators ever, Aristotle, talked about the necessity of using pathos (emotional appeals) as well as logic.

Our audiences – Congress included – respond to the emotion, not only in examples used, but also in message delivery.

People ask if I am a motivational speaker. My answer is no.

I am a content speaker who can motivate.

Of course, I love to hear, “You are so motivational.”

Isn’t that what we need from our leaders, and those who support them?

President Obama: With all due respect, some of your team members need speech coaching -- in order for them to get buy-in for their (and your) good ideas.
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My blog this week is all about the need for (and benefit of) professionals improving their communication skills.

With that thought in mind … seats at my April 2 open enrollment career development workshop -- BRODY BOOST Camp -- are filling up. To learn more about how BOOST Camp can help your career outlook/job security, and secure your seat today, click here.

Effective Communication is Critical – Especially When Triaging (& Caring for) Hospital Patients

2009-03-09T08:06:00.000-07:00

Last week I wrote about the pharmaceutical industry.

This week, it became more personal.

My 84-year old mother passed out in her apartment. Fortunately, she had a medical alert button. So, she ultimately was taken to the hospital.

Hospitals are scary places. You don’t want to be there without an advocate. It’s easy to get lost in the shuffle.

If you are old, sick, or unassertive, you can become a nonentity.

For example, my mother had four different health professionals (nurses, medical students, interns and residents) ask about the medications she is taking.

Did they compare notes? No, they didn’t.

They panicked when they saw something going on in her brain – but no one had recorded the fact that she had surgery 30 years ago for a condition, and there was some scar tissue. My mom told the nurse that, but no one found that note.

My mom told me that she liked a particular doctor. Why? Because she listened. Mom spent days being tested and no one told her for what, and why.

Here’s my take and recommendations for all hospital personnel -- and the irony is, for the most part, the negatives weren’t clinical or medical in nature, they were about good communication.

•Treat patients as people, not a disease state.

•Ask questions – listen – record responses when essential.

•Communicate these answers with all people involved in the “case.”

•Ask the patient what he or she needs – food, drink, the bathroom, medication, etc. Unfortunately, the squeaky wheel still works.

•Keep family members updated frequently – let them decide what information may not be that “essential.”

I realize that hospital personnel are overworked. However, if they treated each patient as though it was their mother (or parent); they might make the experience a bit more pleasant.

Typically, a hospital stay is not a choice, so, please don’t make it any worse!

“Without Promotion, Something Terrible Happens: Nothing” – PT Barnum

2009-03-04T08:42:00.000-08:00

For years, I have worked with many clients in the pharmaceutical industry, and thought that the companies – and the industry as a whole – needed to communicate more effectively in promoting the great work they do.

Do they make a profit? Let’s hope so!

After all, that helps to develop new drugs, which can cure diseases, and help with chronic illness, etc.

In my family alone, we benefit from their drug development in the areas of high blood pressure, diabetes, cancer, arthritis, allergies, a host of infections, the flu, and, of course, the common cold.

I personally am grateful for drug development.

Do they make a profit? Yes.

I know I already said that, but it’s worth repeating – because making a profit helps the economy.

They pay taxes, and they have people who buy goods and services, and, therefore, pay taxes in turn. I believe this is a way to stimulate the economy.

America is a capitalist country – there is nothing wrong with making a profit.

The goal is to do good, and do well.

20 years ago, I used to say to my pharmaceutical clients that they needed to promote their industry differently -- in terms of the good that they do in the world, the lives that are saved and have been changed as a result of their efforts and products.

Somehow, the message has been lost on the public.

Why am I on a rant about this today?

I spent this past weekend in Texas, with eight other BRODY facilitators, presenting/facilitating at a Physician Speaker Training program.

I was impressed with the client’s commitment to drug development, clinical education, and patient care.

I understand and support rules, regulations, and compliance regarding promotion in the pharmaceutical industry. But, let’s not get so restrictive that education stops, and we, the public (and patients), suffer.

What’s the bottom line here?

Don’t assume that anyone knows the good that you do. It’s up to you to make sure that your message is widespread.

When Times Get Tough, the Tough Keep Going

2009-02-23T09:39:00.000-08:00

“Certainly times are tough, but we recognize that employee development needs to continue.”

This quote, from a February 9, 2009, article in The Wall Street Journal, was spoken by David Metzger, Director of Management Development at Canon USA.

I congratulate Mr. Metzger and Canon USA for thinking “big picture.” As long as a business is still in business, the need for effective leadership is critical -- even more critical in difficult times.

A big part of leadership is communication. After all, you could be a brilliant strategic thinker, and may make great decisions, but if you can’t influence others, how can the decisions or strategy be implemented?

If you can’t communicate effectively, the rest of these attributes rarely matter.

Even if your company has cut back on training, it is no excuse for individuals to do the same.

Keep learning new techniques and strategies. At some point, this recession will end, and you will be well ahead of the game!

One avenue to consider -- my next BRODY BOOST Camp, April 2, 2009.

Click here for more information on this day-long open enrollment career development workshop.

Post-Layoff Action Plan: Pick Up & Move On

2009-02-18T06:36:00.000-08:00

I’ve been fielding many inquiries of late from members of the media – all related to stories they are doing about our business climate of increased job loss and a horrific economy – and how those who weren’t laid off can cope with the guilt of “survival.”

This week, a magazine asked me how I’d respond to this scenario: Someone calls. Mid-level executive. He's been laid off. What are the first three things you say?

Here’s my reply:

The number one thing I’d ask him is why would anyone hire him? In other words, what does he bring to the table?

The next thing I’d find out is if he has identified his skill set, his passion, and his overall objectives for any future jobs.

Lastly, I would discuss his network – can he go back to his internal, professional and/or community network, to make contact with people in these areas and tap into his connections?

Unfortunately, too often, people wait until something happens before they realize the power of building networks.

Another question the writer posed concerned the psychological effects of being laid off in a poor economy. She wanted to know whether it makes it better or worse, psychologically, if there seems to be a sense that “everyone” is getting fired.

I believe that the old adage that misery loves company doesn’t hold water. It’s one thing when everyone else is being laid off. It’s quite another when it happens to you.

Many people take it personally and go through a period of mourning and anger. Most people are scared. Depending on their financial situation, they might go into crisis mode.

This is not a time to feel sorry for yourself, although a weekend of self-pity and reflection doesn’t hurt. Then, get moving!

It is time to assess your skill set, your network, your possibilities, and then have a focused -- yet flexible -- approach to landing another position.

Being laid off can affect one’s self esteem, family relationships, financial security, and lead to “victimitis” -- feelings of having no control.

You may need to reassess your options, possibly moving, return to school, consider new certifications, starting your own business, and looking at interim or part-time positions.

Therapy is also an option if you have the insurance and/or money to do it. The worse thing that you can do is nothing.

You can combat a layoff’s effects by doing something – taking action.

I’m referring to attending networking events, job fairs, registering on career web sites, reading and responding to want ads, volunteering, contacting your own network, exercising, eating well, and renting some funny movies.

Attending a professional development seminar is a good way to meet people, get some career-related coaching and techniques for moving forward.

You may want to consider attending BRODY’s BOOST Camp.

Keep in mind, successful people look for ways to get better.

Sometimes, a setback is an opportunity to switch direction. Life must go on!

The Power of Persuasion & Thoughts RE the Passing of Stimulus Package

2009-02-09T11:40:00.000-08:00

The power of persuasion.

It’s all about how you look at things.

Aristotle said that all speaking is persuasive speaking. Ultimately, the goal is to sell ourselves and our ideas.

This past week, it has been interesting to listen to the use of persuasion by our elected -- and appointed -- government officials.

The topic was the stimulus package.

Of course, President Obama wanted to get more (or at least some) Republican support. He wanted it to be a bipartisan package. But, his eloquent powers of persuasion didn’t work this time.

Persuasion is only possible when people hearing a message are open enough to take in the new information. If the mind is closed, there is no chance for this.

Unfortunately, we have close-minded people on both sides of the fence.

Going back to Aristotle, he suggested that there are 3 “modes of proof” – ways of getting buy-in from audience members.

The reality is that speakers need all three of these to succeed, which didn’t happen in the case of discussion concerning the stimulus package. The 3 modes of proof are:

1) Logos – information that hits the head, or logical evidence. Unfortunately, so-called facts and figures can be manipulated/slanted to say whatever the speaker wants.

2) Pathos – emotion, hitting the heart. Clearly, in the case of the stimulus package, the fear over the economy has been used to create a sense of urgency. However, if the desired audience doesn’t buy into whatever emotion is used (i.e. fear), it does no good.

3) Ethos – your personal credibility. Depending on your perspective and political party, the ethos is either working for or against President Obama.

So, where does that leave us – the American public? Unfortunately, between a rock and a hard place.

-----
Speaking of persuasion, persuasive speaking is one of several communication topics that participants of the next BRODY BOOST Camp on April 2 will learn about -- sign up today!

Do You Need One?

2009-01-30T10:45:00.000-08:00

What are you doing to keep up your morale?

Doom and gloom is definitely in the air – with news of further corporate layoffs every day, and no end yet in sight to our nation’s economic woes, it’s easy to become despondent.

In my presentation “Step Up!” -- which I delivered as a webinar January 28th, and will be doing again in the future -- I talk about attitude.

Attitude is a choice. We can’t control everything that happens to us, but we can control how we respond.

We can be positive or negative – there really isn’t a neutral attitude.

I am not a “Pollyanna.”

And, although I prefer to think of myself as a positive person, clearly I have been known to take a few downward spirals over the years … experiencing the highs and lows that life and business ownership can dish out on a daily basis.

Here are my personal techniques to stay upbeat and positive:

1. Take 100% responsibility for how you respond to situations – no victim mentality

2. Set a good example

3. Hang around with winners, not whiners

4. Believe in yourself

5. Focus on the positives in your life

I also believe that regular exercise, laughter, an occasional “treat” (chocolate, a massage, seeing a good movie – OK, maybe MORE than an occasional treat!) all help.

Journaling -- particularly about what I am grateful for -- and focusing on the good, are other ways that help ensure I keep a positive attitude.

I would love to know your ideas, too.

Social-Networking Sites Should Supplement Interpersonal Communication NOT Supersede It

2009-01-26T06:04:00.000-08:00

Earlier this month, a Time magazine reporter asked in an article whether Facebook replaces face time or enhances it.

My vote is the latter.

Social networking sites like Facebook, MySpace, Naymz.com, LinkedIn and even the microblogging site Twitter all should supplement your daily personal and work interactions, but NEVER serve as a substitute for face-to-face encounters.

Sure, it’s a lot easier to log onto your favorite site, type for a few minutes – maybe IM someone or “send a drink request” via Facebook -- than scraping off your car in the dead of winter to fight traffic, or take a train, plane, taxi or bus to meet someone.

But, I ask you to consider … what price do you pay for this comfort?

A friend’s hurt feelings? A confused client? Upset relatives?

Reading words on a screen, even with a video and/or audio element added, is not -- and, never will be -- the same as having a real dialogue in person.

Many times there are subtle nuances to communication and body language that “speak” far greater than actual words. How does this non-spoken “conversation” get conveyed online?

It can’t. But, worse, yet, often the message being sent and even its tone are misunderstood or misconstrued by the recipients.

Before you drop your Internet access, and close your online accounts, I’m not suggesting that you do this -- or even resolve to meet everyone in your network once a week or even monthly.

I am simply reminding everyone of the importance of a phone call and in-person encounter as part of the communication “mix.”

So, the next time you consider sending your former colleague a friend request, sit back, log off, and pick up the phone. Or, schedule a visit the next time you’re in his or her neighborhood.

I guarantee you that the impact you make in reconnecting with this person in such a manner, will far exceed the actual cost of the call or gas in your car.

Nothing speaks volumes more than a real-life hug or handshake.

We Can Learn From Obama’s Inauguration Speech

2009-01-19T09:20:00.000-08:00

One more day until we can stop saying “President-elect Barack Obama” and say “President Obama.”

Regardless of your political views, I am sure you are wishing him great success. After all, it is in the best interest of all Americans – and, perhaps, all world citizens.

If there has ever been any doubt about the importance of selling your message and yourself, our soon-to-be 44th president should have put that to rest.

President-elect Obama has used his background as a community organizer and his great oratory skills to mobilize, motivate and inspire millions.

He is a student of history and rhetoric. He plays to the heart and to the head.

Obama’s inaugural address should be interesting, indeed.

For students of public speaking (and shouldn’t we all be?), pay attention to how much logic, and how much emotion he uses. When does he pause for effect? When does he gesture?

Barack Obama is a studied and practiced person. He will have thought out and practiced every word, every dramatic pause for effect, and every gesture.

Peter Drucker said, “Spontaneity is an infinite number of rehearsed possibilities.”

When you watch the inauguration, and listen to President-elect Obama’s address, you will see a master at work.

My Book Recommendations

2009-01-13T06:49:00.000-08:00

I once heard the quote, “You are who you are based on the people you meet, and the books you read.”

Although there also is some DNA involved, I do agree that we are shaped by our interactions with others, and the reading we do.

That said, as an executive coach and speaker, I realize how often I share ideas and quotes from the books that I read with my audiences.

I am frequently asked for book recommendations, in addition to the ones that I have written.

Here is a list of books that have made a difference to me (in no special order):

•Blink, Malcolm Gladwell

•What Got You Here Won't Get You There, Marshall Goldsmith and Mark Reiter

•Pivot, Alan R. Zimmerman

•Jacked Up, Bill Lane

•The One Thing You Need To Know, Marcus Buckingham (or anything else by him)

•The 4-Hour Workweek, Timothy Ferriss

•The Dip, Seth Godin (or anything else by him)

•Enlightened Leadership, Ed Oakley and Doug Krug

•The Fred Factor, Mark Sanborn

•Outliers, Malcolm Gladwell

•The Four Agreements, Don Miguel Ruiz

I would love to get your recommendations, too, so I can check them out, and pass them on! Post a reply here, or e-mail me – marjorie@brodypro.com

Setting Goals Is Better Than Making Resolutions

2009-01-06T13:09:00.000-08:00

Some of you have made 2009 New Year’s resolutions, and to date, have kept them. Only 359 days left to go this year.

Congratulations!

Others have made and broken their resolutions already. Personally, I don’t believe in making resolutions, which I think overall tend to be negative.

I believe in setting goals -- goals that are specific, measurable and observable. Often these goals are a stretch, but not impossible.

Let me give you a few examples. One is a goal that I had about 7 years ago. At that time, all of my reading was business-oriented -- news, training, sales, and business magazines, and also how-to books. These are things I still believe in, but I thought my conversations at parties were limited, and I was boring. My goal that year was to read 5 bestsellers, 5 business, and 5 motivational/spiritual books.

I kept a list next to my bed. After all, it was only 15 books a year, but more varied topics. Just by tracking everything – keeping the list in a visible place – I began to read more.

At this point, I don’t need that goal, I do it automatically. The results are that I am more informed, more fun, and a better conversationalist.

Here’s another example … a resolution might be to get in better shape. Instead, write a goal: Exercise 20-30 minutes four to five times a week.

Here’s another one:

Resolution: get more business. Goal: make 1 to 5 calls per day, 5 days a week.

Research shows that those who make specific goals, write them down, and share them with others, accomplish more than those who don’t.

This is nothing new, but always worth revisiting.

I hope 2009 is fabulous for you all. Only you can define what fabulous means!

Here’s my special offer to you, to help achieve your goals: Through the end of January 2009, I will offer my book Life Without Limits: A Guidebook to Turning Your Dreams Into Reality at the special price of only $5, plus any relevant taxes and shipping/handing. That’s almost $15 off the regular $19.95retail price! All you have to do is e-mail Miryam Roddy at mroddy@brodypro.com or call her at 215-886-1688.

Happy New Year!

A Thank-You Still Goes A Long Way

2008-12-29T11:43:00.000-08:00

Ho, ho, ho!

Oh no, oh no, oh no!

More gifts I don’t like, what to do?

If this may be what you're thinking ...

I’m not your mother, but let me remind you of two things when it comes to gift getting and being gracious.

1) A “thank you” goes a long way. When you receive a gift, regardless of your inner reaction – smile, and say, “Thank you!” If you can feign a little enthusiasm, too, it shows appreciation. After all, people have different tastes and different budgets, so they are doing the best they can. A follow-up thank-you note is a nice gesture, too.

2) When the gift has been sent or given to you by someone other than the “gift giver” in person, it is essential that you send a note. OK, a phone call is better than nothing, and an e-mail is further up the food chain, but nothing beats a handwritten note. It shows consideration. It shows class. And think about it -- what, really, is the cost to you? Probably 5 minutes and the price of a stamp. So, keep a box of notepaper handy, and write a three-sentence note. It can say something like: “Dear ____. Thank you so much for ________. I will be able to use it to __________. Your (creativity, imagination, thoughtfulness) are greatly appreciated.”

Remember, people have spent time and money (OK, so maybe there’s a bit of re-gifting going on, but they still took the time to think of you!). The least you can do is show some appreciation.

And, who knows, maybe next year, you will like the gifts you get.

Bad Humor Is No Joke

2008-12-22T09:57:00.000-08:00

Using humor can be a great lead-in to an effective presentation, and even sprinkled throughout a talk.

But U.S. Senator Arlen Specter (R-Pa.) is now apologizing for telling Polish jokes at a gathering of Pennsylvania political insiders earlier this month.

Senator Specter says he was recalling stories that had been told by the late Philadelphia Republican political boss, Billy Meehan. He explained, “On the Pennsylvania Society weekend, the subject came up and I told a couple of Bill Meehan stories. And they struck a nerve. And they were insensitive and, I now see, inappropriate.”

Even seasoned orators like Senator Specter need to remember a few rules for the effective use of humor when giving a presentation:

1)Never disparage any ethnic, gender, age, or racial group. This type of humor is NEVER funny, nor appropriate – despite what you may think.

2)Don’t repeat a joke that someone else used, thinking the blame for it if it bombs won’t be placed squarely on you (see above story RE Senator Specter).

3)Humor often doesn’t “travel” well (internationally or regionally).

4)Work on your timing – a humorous story improperly delivered is ineffective.

5)Self-deprecating humor can be good, unless they take your foibles seriously.

6)Don’t blame others for your poor judgment (Senator Specter take note)

The good news is that Senator Specter realized that he had made a mistake in using this inappropriate humor and apologized. Many speakers whose presentations fail due to bad use of humor don’t often realize in retrospect why their message wasn’t effectively received.

Senator Specter says that he makes a lot of speeches, and usually uses humor in good taste. But he says sometimes he makes mistakes –-and this was a big one.

Presenters can learn from this example, and carefully consider the use of humor – following the guidelines above.

Some Thoughts on Time Share Ownership

2008-12-16T07:32:00.000-08:00

Do you remember the song “Hotel California” by The Eagles? Great song!

There was one section that goes: “’Relax,’ said the night man, We are programmed to receive. You can checkout any time you like, but you can never leave.”

That sounds a lot like owning a time share to me – it sure feels like you can checkout, but you can never leave.

My husband and I are time share owners. For the most part, we have been satisfied with our accommodations, and the ability to trade our beach time for skiing. However, what is often promised is rarely what is received.

As I last blogged, we spent last week in Riviera Maya, at our time share – and in order to get the related 10% discount on all food and drink – not to mention other goodies – we once again had to attend the time share presentation.

These are really a 90-minute talk where they try to up sell – more time, better accommodations, etc. According to our salespeople, their close rate is over 70%. Not bad, when you consider it is a very short selling cycle, and big ticket numbers.

These people are fast talkers, and great promisers – by the time you leave, your head is spinning. Then, reality strikes – what did I just agree to?

Here are some words of advice and caution if you, too, find yourself in this type of selling situation, from someone who considers herself to be a savvy consumer and good negotiator:

1)Use your head, not your heart. Ask yourself these questions: “Why am I doing this?” “Will I use it”; “What are the units selling for online?”; “Can I afford it?”; Remember, this isn’t a business investment, it is a guaranteed vacation week.

2)Have a price in mind. Be willing to walk away if you don’t receive it. When we originally bought the time share, we gave what we thought was a ridiculously low price – and they said, “yes.” We should have offered less!

3)Get everything – and I do mean everything – in writing. And, again, be willing to walk away if they don’t put it in writing.

All of this being said, most time share owners continue to buy more, and new buyers continue to sign on -- it’s a thriving industry. If you want a week in some sunny destination, will use it, and can afford it, time share ownership can be a great way to vacation.

Just keep in mind, however, that you can checkout any time you like, but you can never leave!

A Toast To You

2008-12-08T07:04:00.000-08:00

With colder temperatures here, and already signs of snow, I am more than ready to sit on the beach, read some books, and get some sun … and, the great thing is that I am actually doing it!

This week, my husband and I are in Riviera Maya, Mexico.

Is it the best time to take off? Probably not. But, if you don’t take/make time for yourself, you won’t get it.

I encourage anyone reading this to block out some time for yourself, and your family over the upcoming holidays – and, in general year round.

Personally, my motto is: “Work hard and play hard.” I know that this won’t work for everyone.

But, consider this -- when a study was done interviewing people over 65 (no, I’m not there, yet), and researchers asked, “What would you do differently in your life?” … The resounding response was, “I would have taken more risks. I would spend more time with my family. I’d take time to stop and ask the big questions.”

As I sip my margaritas in the warm sun this week, and follow this "advice," I will think collectively of anyone reading this, and offer a toast to you!

More Reflections & Being Thankful

2008-12-01T08:41:00.000-08:00

I love Thanksgiving!

We had 22 people at our house on Thanksgiving day, including three women in their 80s and four boys 5 and under.

Think a happy kind of chaos!

My husband and I are always thrilled when our four children (and spouses and grandchildren), are all together. Like many families, we are all scattered across the country, so it is special when everyone can be in one place.

In our crazy, fast-paced world – filled with working longer hours, layoffs, recession, conflicts in various regions, and terrorist attacks like what happened in India – sometimes we need to take a step back and remember, and be grateful for, what really matters: quality time spent with family and friends.

I hope that we all have many opportunities to celebrate throughout December, and in the New Year, too!

More Reasons to Be Thankful

2008-11-26T06:37:00.001-08:00

Even in down times, it is critical to take inventory about what is good and what is working.

This is particularly true at Thanksgiving – what are you thankful for?

I can’t speak for you, but here are some things that I am grateful for. Maybe you can identify with a few:

•I am healthy (at least as far as I know!) -- I choose to ignore aches and pains.

•I have family who usually appreciate me.

•My friends think I am funny, reliable, thoughtful, and insightful (I choose to let them think that!)

•I love my work. If you don’t love yours most of the time, perhaps it’s time to rethink your purpose and be willing to take some risks? Life is way too short to be stuck.

•I have food on the table. And, for most of us, it wouldn’t hurt to eat a little less, and better.

•I have clothes that fit – believe me, that takes some work!

•There are many books to read, movies to see, and, of course, a new season of “24.”

•I can make a difference – and so can you. Do some volunteer work, give to a charity, and serve on a committee.

What are you thankful for? Whatever it may be, take an inventory, and be grateful.

Happy Thanksgiving!

It's a Time for Business & Personal Reflection

2008-11-25T07:31:00.000-08:00

I just got back from attending the National Speakers Association Board of Directors meeting and fall conference in Scottsdale, AZ.

Usually I come back feeling overwhelmed with a list of things “to do.”

This time, however, I feel different. Instead of just “doing,” I am now thinking, “Why do?”

It’s so easy to get caught up in the newest and coolest approaches. Remember TQM? Six Sigma? EI?

All good programs and initiatives, yet they only will be worthwhile if it gives you the results YOU need.

Now I look at blogs, Twitter, LinkedIn, Second Life, etc. -- all of which I’ve been active in -- and ask myself first, “What is the relevancy to my business?”

I still need to figure this out by fine-tuning my approach and involvement, then deciding what to do, how to do it, and what the priorities should be.

How about you? Do you take time to reflect and think before taking action?

Speaking of reflection, Thanksgiving is a good time to step back and think about -- and fully appreciate -- all that you have, and, most of all, the people in your life.

Happy Thanksgiving!

The Power of Mastermind Groups

2008-11-18T07:16:00.000-08:00

As I wrote this blog, I was in Phoenix having a mastermind group meeting.

So many people ask me, “What is a mastermind group?”

It’s simply a group of like-minded businesspeople who regularly get together to share ideas.

One member from one of my mastermind groups said that he’s made more than $6 million just from the ideas he’s gotten from the rest of us!

Historically, I was a non-joiner, but began to hear more and more of the value of belonging to a mastermind group.

Ultimately, I became a founding member of two different groups -- one that has been meeting for 11 years now, Master Speakers International; and the other for seven years, Business Builders.

For me, mastermind group meetings have been a place to get great new ideas, receive feedback on my current ideas, help others, and share experiences -- not to mention develop incredible relationships.

This week, I’m giving a presentation about mastermind groups at the National Speakers Association conference. I’ve also invited a panel of professionals to discuss their own experiences – the good and the bad – what makes a mastermind group work, and what are the pitfalls?

If any of you reading this blog have questions about mastermind groups, please feel free to e-mail me. I’d be happy to answer any questions, or share more of my own personal experiences with them.

The Value of Focus & Humor

2008-11-11T05:16:00.000-08:00

Did you ever feel as though you were chasing your tail?

If you work within a corporation, or any business, or have a life at all, I’m sure you can identify with this feeling.

Luckily (despite the economy), I’m very busy with executive coaching and speaking, but it does require lots of flexibility … the changing demands of clients, shifting airline schedules, and coping with family/life issues (in my case, four generations).

These factors all make it very difficult to have things go as planned or smoothly.

The way I’m coping is to:

•Breathe
•Plan (lay it out on paper)
•Prioritize
•Be flexible
•Have a sense of humor

I also practice living in the present, appreciating that our only true reality is the here and now.

And, for now, living and meeting challenges is sure better than the alternative!

The World Isn't Fair

2008-11-03T08:39:00.000-08:00

Granted, things are shaky with the economy and businesses everywhere.

So, what are your choices?

Give up or step up?

I am speaking about this very topic on November 6th in Chicago -- delivering a workshop presentation twice at the Healthcare Businesswomen’s Association (HBA) Leadership Conference. The title is “Step Up! for Success.”

Here is one of the key points that I’ll be making:

The world isn’t fair – it’s your attitude that counts.

People walk around lately as though they are victims. We aren’t.

We have choices – not always good ones, but choices all the same. No one wants to hear your whining. If you are lucky enough to still have a job, look for ways to make it more interesting. Make the changes that are necessary, or accept what you can’t change. Leaving is always an option.

Another thing you can do is hang around with winners, not whiners.

Negativity is toxic, and it spreads quickly. Every day, think about -- or better yet, write somewhere -- things that you are grateful for.

That attitude of gratitude -- which some of you may see as cheesy -- really does go a long way.

I’ll be sharing more of this message regarding stepping it up, and thriving in your career, despite economic factors, in my open-enrollment BRODY BOOST Camp career development workshop on November 13 in Plymouth Meeting, PA.

There are still some seats open for BOOST Camp; visit http://www.brodypro.com/site/boost_camp/Boost_camp.html to register, or call 800-726-7936.

10 Reasons Why I Love Business Travel

2008-10-27T07:20:00.000-07:00

It was Sunday afternoon when I wrote this, and I’m on a flight from Philadelphia to Las Vegas.

From there, I head to San Diego on Tuesday to deliver a speech. Then, it’s a red eye home.

Last week, I had at least five people say, “Don’t you hate to travel? Aren’t you dreading the next few days?”

Although I don’t like leaving home on Sundays, my response to them was, “No.”

Since many of you reading this also travel for work, I thought I’d give my top 10 reason (in no special order) that business travel is a gift.

1) I am working. Given the state of the economy, I feel blessed to be working -- and I love what I do.

2) Dragging my suitcase (I only do carry-on) and my laptop, etc., around the airport give me great exercise. I used to complain about this, but now that I view it as gym time, I say “Bring it on!”

3) It gives me more chances to DO... Whether it’s waiting before a flight, or sitting on the plane (trains work, as well), I have time to catch up on reading, writing or thinking. When else do you have hours of uninterrupted time?

4) I have a chance to see different areas of the country. Granted there’s not much time, but by arriving a few hours early or staying late, I can take a tour of the city, go to a museum, or just walk around.

5) By staying in hotels, I have the luxury of ordering room service. And, I can try foods from different regions.

6) In the hotel, I have total control of the remote control. Not to say that my husband doesn’t share, but he doesn’t!

7) I can go to sleep whenever I want. This means I can stay up and watch late night TV or go to bed at 7.

8) There are fascinating people all around -- other road warriors, taxi drivers, shopkeepers, clients, etc. I’ve learned a lot simply by asking questions.

9) Did I mention that I’m grateful to be working? To have a job that helps people be more effective, to love that job, and to get paid for it – what could be better?

10) The chance to go home. Having missed family and friends, and to be missed, I look forward to business travel, so I can go home again.

Gain a Professional Edge at BRODY Boost Camp, November 13, 2008

2008-10-20T07:16:00.000-07:00

I just came back from Pittsburgh, PA, where I was speaking to a client about the importance of personal marketing.

In these times of “troubled waters,” the ability to sell yourself is even more critical.

I’ve said it before, but it bears repeating now: It’s not just who you know, but who knows you -- and what you’re capable of doing -- that counts!

My upcoming BRODY Boost Camp on Thursday, November 13, will help attendees enhance their professionalism, persuasive speaking, and personal promotion.

There are still some seats available.

You can check out the full agenda, and register, by visiting this link on the BRODY Professional Development site: http://www.brodypro.com/site/boost_camp/Boost_camp.html.

If you have any questions, just give me a call or e-mail me at marjorie@brodypro.com.

Pre-Debate Coaching/Advice for Presidential Candidates

2008-10-13T07:31:00.000-07:00

The official count down to the election next month has begun.

I don’t know about you, but I’m getting tired of the political rhetoric.

I would love one (both would be better!) of the candidates to simply call a halt to the negativity.

People want straight talk. People want solutions. People want honesty.

I wouldn’t miss the next debate this Wednesday, even though it’s my 20th wedding anniversary!

That said, I will forgo the usual “dining out experience” so I can be home watching the TV. Fortunately, my husband concurs.

Aside from the politics, it’s fascinating for me as a speaker and presentation skills coach to watch the candidates do what we at BRODY Professional Development say not to do, and also what to do.

A free bit of coaching advice to both presidential candidates:

1) be respectful of each other
2) look at the audience and the camera
3) don’t over talk, or cut each other off
4) don’t make condescending comments
5) avoid repetitive words or phrases (examples from last time: “my friend” and “look”).

Oh yes, and one more thing – with the advent of fact checking, let’s be honest with the information shared, please.

The truth will come out at some point, so why not now?

Political Presentations: Is It What You Say, Or How You Say It?

2008-10-06T12:01:00.000-07:00

I hope you are having as much “fun” as I am watching and listening to the debate buzz.

Of course, I have friends on both sides of the fence. A few have asked if I was coaching any of the candidates – and a few have suggested that I do so (I’d be delighted)!

The answer is, “No, I’m not coaching any of the four candidates.” But, the real question is, “Who is?”

My work, and the work of BRODY Professional Development, is to help people in all industries hone their message and delivery – hence, the effectiveness of corporate professionals.

It’s always amazing to me to see and hear the difference that a little coaching and training can make.

Just last week, I was coaching a young female who works in an older, male-dominated environment. In a short time, with coaching, she was able to shift her message and maximize what she brings to the table.

She walked away with a greater sense of self confidence. I have no doubt that she will accomplish her objectives (selling her credibility and her ideas), when she delivers her next message.

If you have any suggestions for our presidential and vice presidential candidates on clarity and consistency of their messages, and how they should be delivering them, why not send them to me? I will post your ideas here.

My message for the week: “Speak up. Speak Out. Let others benefit from your ideas.”

Presidential Debate: All About Style & Delivery

2008-09-29T07:07:00.000-07:00

The first presidential debate is over, and the political pundits have weighed in on both candidates’ performance.

Most of you reading this probably watched the debate, or at least read/heard about it.

So much of endless conversation following the debate had little to do with substance – and much to do with presentation style.

On one hand, this saddens me – and on the other hand, this is no surprise.

I see this regularly as I coach and train people on their presentation skills. We work on the message and the flow, but even with a great message, it can be ruined by poor delivery.

Here are four questions that presenters need to ask themselves (take note Senators McCain and Obama for your next debate):

1) Is my delivery congruent with my message?

2) Do I have good eye contact?

3) Do I have an executive presence (good posture, animated face, open gestures?)

4) Am I credible, believable and authentic?

There will be more presentation skills to analyze this Thursday, as we see the first Vice Presidential debate.

These are certainly interesting times!

Ancient Rhetorical Concepts Relate to the Presidential Election

2008-09-23T05:44:00.000-07:00

As a communications expert and coach, the whole Presidential election process has been fascinating to watch and listen to.

During the upcoming presidental and vice presidential debates, I urge all of you to think about the principles that the great Greek philosopher and father of all public speaking -- Aristotle -- identified. They are: Logos, Pathos and Ethos. And, think of how you are personally responding to each concept.

Logos is the Greek word for Logic. That means how the candidates (president and vice president) are structuring their messages. Keep in mind that facts and figures, which we think always should be logical, are often manipulated or partial truths.

Do your due diligence, so you’re getting more than clever sound bites. Look at their voting records, backgrounds, etc.

Pathos translates into emotional appeals – information that hits close to your heart and gut. Clearly, your values come into play here. The goal of the candidates and their front teams is to hit those hot buttons (like terrorism, the economy, government involvement and health care) -- so you’ll take action, ie. vote for them.

The third concept Aristotle identified is Ethos, which loosely translates into credibility. We tend to believe the person who we perceive to be the most credible, ethical and shares the same values.

The question is do they really share those values? Are they just espousing this, or do their actions demonstrate them?

The candidates are using Aristotle’s three speaking principles in their commercials and public presentations.

So, as you watch and listen to the first Presidential debate next Friday, September 26th, and subsequent debates, pay attention to how these three principles are relevant even today and note how you are being influenced by them.

My Latest Risks Taken ... Waiting for Results

2008-09-15T07:50:00.000-07:00

Well, the marketing flash e-mailers went out, and the PR machine has cranked into high gear, notifying professionals and the media about my new BRODY BOOST Camp -- http://www.brodypro.com/site/boost_camp/Boost_camp.html

There is lots of great feedback about having this event, but, so far, no one has signed up. Remember the risks I spoke about last week?

It’s early yet, and I have found that being an optimist is a good thing. You do your best, and assume that things will work out – most of the time, they do!

So, what else is new?

On Friday, I recorded some audio files for a new venture with SoundWise. Their slogan is “Concise advice to improve your life 24/7.” My material was on networking, presentation skills and women in business.

Check it out – www.SoundWiseonline.com. It’s a real mix of subject matter experts and topics.

And, tomorrow, September 16th, I make my "debut" in Second Life -- the virtual world that has increasing real world applications for leadership and professional development companies like BRODY, and executive coaches like myself.

I will be the guest speaker based on one of my books -- participating in a roundtable discussion titled "Career MAGIC: A Woman's Guide to Reward & Recognition." The event will take place on Athena Isle in Second Life at 3 pm ET -- 12pm PST/SLT.

Second Life residents can attend my book chat by going to: http://slurl.com/secondlife/Athena%20Isle/44/43/23

Here’s my challenge for you all:

What are you doing this week that assumes some risk?

What are you doing that is new and interesting?

A Business Risk I’m About to Take …

2008-09-08T06:55:00.000-07:00

For those of you who know me, you know I am a big promoter of risk taking -- In fact, I’ve blogged about it before.

Without risk, you’ve already decided that you will fail. With risk, the chances of success are good.

I have decided to take a big risk, and offer a public seminar – not the typical boot camp stuff – a Boost Camp.

Why is this a risk? Maybe no one will come!

Or, worse yet, only two or three people will be in the large hotel conference room we’ve booked, with breakfast ordered!

Since I am doing this Boost Camp once in October, and once in November, in the Philadelphia area (then will take this on the road), I figure my next five or six blogs will be about this new journey -- and how it's all working out.

That way, you may decide to take a risk yourself – or join me on mine!

Showing Thanks -- It’s Easy to Do & Pays Dividends

2008-09-02T09:54:00.000-07:00

Kindness and empathy truly do matter in the workplace.

The Gallup organization did a poll and asked 8 million people to respond to this statement: “My supervisor, or someone at work, seems to care about me as a person.”

The result was that people who agreed with this thought were more productive, had strong client relationships, and longevity with the firm. We spend most of our waking hours at work. So, ensuring this statement is true is critical.

Everyone has a bad day, but if you manage others, remember the impact that your words and actions have.

Many times you are not even aware of the subconscious “communication” your body language and eye contact offers others.

So, I suggest you make a CONCIOUS effort to choose your words carefully -- two, in particular.

Say “thank you.”

Sure, it sounds so easy to do – but how often do you show gratitude for members of your team and others around you?

You may think that you are thanking people (and in your head, you are!), but does it actually happen?

You may think you appreciate others, but take a step back and re-evaluate your behavior. There is more than likely room for improvement.

I suggest keeping a daily log or journal of thanks – it may seem hokey, but I guarantee it will reap rewards.

Track how many times you say “thank you” during the business day, and to whom it was said – Joe in accounting, your assistant, client, the mailman, UPS delivery man, or your boss.

These “thank-yous” can be conveyed in person, via e-mails, IMs and text messages, or on the phone. Of course, nothing beats a handwritten note. Just track them during the course of one work week, and see the results.

You don’t have to go overboard, just be genuine. Believe me, people can see through fakeness and transparent attempts to curry favor.

I guarantee you will have a more positive work environment, with more smiling faces. And, over time, your “thank-you” efforts will pay off with increased employee loyalty and longevity, and increased sales.

Two words, said with sincerity and repeatedly – thank you. Try it today. Thank you.

Remember -- Your Brand is Viral, Too!

2008-08-22T12:07:00.000-07:00

We all know about YouTube, Facebook, MySpace, and LinkedIn.

But, have you heard about Twitter? Buzzle? Blogger? Plaxo? Ecademy? Spoke? Naymz?

There’s no question that online marketing and blog web sites have exploded in recent years – a new one seems to pop into the picture every month.

More and more professionals – myself included – are taking advantage of these free sites, and creating profiles. After all, viral marketing is yet another way to get your message out there to the masses, and expanding your “brand.”

Don’t forget, however, that even online branding efforts must have a consistent message and “feel.” Whatever you do in the real world via traditional marketing materials like letterhead, business cards and your web site, must “jive” with your profiles and images on these new social networking sites, too.

Carry over any tag lines you use to viral marketing – and use the same or similar pictures, too. Sure, it’s OK to also create a more edgy look and content for your profile and diary on Twitter. After all, you don’t want to appear staid online -- the audience you will reach there is anything but.

By all means, have fun when expanding your online presence. But, just remember …. Don’t say or post anything there that you wouldn’t want your top client, prospect, or future employer, to see and read.

It’s OK to have an opinion about the latest social or political event, but ask yourself whether it’s wise to post it where millions could see it and possibly misperceive your intent.

Even e-mails between colleagues have been misinterpreted – it’s hard to truly understand one’s intent in the written vs. spoken word. Just imagine what your blog entry may be saying about you.

Your brief moment of perceived levity or sarcasm could end up costing you, big time.

Don't Participate! (Guest Blogger Jeff Blackman, CSP, CPAE)

2008-08-18T05:18:00.000-07:00

This week, I’m featuring a guest blog from my fellow National Speakers Association colleague Jeff Blackman, CSP, CPAE.

“A fascinating e-mail arrived on my desktop: 'Jeff, recently heard you speak. Loved it! Really valuable. However, I'm still struggling with something you said. You urged us, when asked by others, “How’s the soft economy affecting you?” to say, “I’m choosing not to participate!” How do I do that?'

Wow! Great question! So here's a rant ...

My choice 'not to participate' isn't an expression of a cavalier attitude, it's really a mindset of fiscal necessity. It would be far too easy for me to grumble or mutter:

'The economy stinks!'
'Nobody wants to do anything!'
'Nuthin' is left in clients' or prospects' budgets.'

Not only would the preceding be mindless mutterings of discontent, they'd be false! We're having a great year. Helping lots of folks achieve remarkable results. Yet I know, my success starts with me.

My belief system. My choices. My behaviors.

So for you, it's pretty simple ...

*To make more, you need to do more.
*Therefore, start doing things differently!
*To do more, you need to think more.
*Therefore, start thinking differently!

The responsibility for your success, starts with you!

No matter what the 'state' of the economy, there will always be predictors of doom and gloom. The naysayers. The critics. The question is, 'Do you choose to listen to them?'

It’s too easy to blame your 'plight' on others. Claim the economy is lousy. Or, accuse your company of giving you worthless leads.

Realize, today, right now...

* LOTS OF ... customers are making buying decisions and receiving significant value and results.

* LOTS OF ... deals are being done.

* LOTS OF ... money is being made.

Choose to participate in THAT triumphant trifecta!

* Eliminate your moans and groans.
* Eradicate your complaints and whimpers.
* Remove your bellyaches and gripes.

Heck. Just Stop Whining! Start Selling!

Just ask yourself the question:

What one thing, could you do once a day ... or one more time a day, that would have a significant impact on your life or business?

Then, just do it!

Your results will inform the world."

Jeff Blackman is a speaker, author, success coach, broadcaster and lawyer. His clients call him a "business-growth specialist." Contact Jeff at: 847.998.0688 or jb@jeffblackman.com. And visit www.jeffblackman.com to learn more about his other business-growth tools and to subscribe to Jeff's FREE e-letter, The Results Report. Jeff's books include Stop Whining! Start Selling!, (an Amazon Bestseller) and the revised 4th edition of the bestselling Peak Your Profits.

Meet & Greet Others With Poise & Purpose

2008-08-12T09:20:00.001-07:00

Earlier this year, I blogged about various strategies for networking success. But what about the art of introductions?

As I’m back from attending a National Speakers Association conference, this topic is fresh on my radar, as I met many colleagues who I haven’t seen in awhile – and whose names didn’t jump to mind -- and dozens of new people, too.

Sure, life would be much easier if everyone walked around with name badges all the time – eliminating the need to be introduced. But, that sure isn’t going to happen!

So, professionals need to master the fine art of introducing themselves and others. There are certain protocols to follow when making introductions in a business or work-related setting.

How to Introduce Others

When you’re standing with other people and are not introduced, how do you feel? Probably awkward. Some professionals who are in this situation don’t feel confident or assertive enough to introduce themselves to people they haven’t met.

Here’s where you can demonstrate your professional polish and make others feel comfortable. The proper introduction involves three steps. You always start and end by mentioning the person you want to honor.

•First mention the name of the person of greatest authority or importance. Gender or age is not the deciding factor. When a client is involved, he or she should be mentioned first.

•The second step includes saying something about the person you’re introducing to the key person and his or her full name.

•To complete the introduction, go back to the person of highest rank (customer, etc.) , state his or her full name, and say something about him or her.

This is an example of a proper business introduction – combined with all three elements: “Bill Smith, I want you to meet Pam Holland, who is our Chief Operating Officer. Pam, Bill is the Training Director at ABC Corporation, our valued client”

Here are two other pointers to remember when making an introduction or being introduced:

•It is appropriate to stand whenever possible, regardless of gender, if you are seated, before making an introduction or when you are being introduced.

•If no one is available to introduce you -- or when the person you are with forgets to do so, it is always good manners to introduce yourself.

Always have self-introduction ready to use. This should be brief, informative and memorable -- a bit like a 10-second commercial. For example: "Hello, I'm Marjorie Brody. I work with people to improve their professional impact.” This type of introduction will almost always encourage the other person to ask something like, “How do you do that?” promoting further dialogue.

In a small group setting, what should you do if you forget the name of someone you need to introduce to another person? The clever way would be to introduce the person you already know. Say, “I don’t believe you’ve met Marjorie Brody, have you?” This will almost always result in the third person saying, “No. We’ve never met. My name is Frank Black” – or words to that effect. Or, at the very least, say something like, “My name is Marjorie Brody. I don’t believe we’ve met.”

If the person doesn’t offer his or her name, you can say, “And your name is …?” or “And you are … ?”

If, however, there is no other person, and it’s just a one-on-one encounter, just say your name. Don’t assume everyone remembers you – most likely, the other person will then give his or her name, too. If not, then use some humor or admit your lack of memory by saying something like, “I’m having a senior moment. You are….?” Or, “I have totally blanked on your name – please help me!”

Oops! Now What?

What are some mistakes to avoid when making introductions or being introduced?

•Mispronouncing someone’s name

•Getting person’s title or company name wrong

•Speaking so fast that no one understands you or hears the information you’re saying

•Forgetting to shake hands or having a weak handshake

•Not making effective eye contact

•Only talking about yourself and your achievements

I once witnessed the following exchange: A manager introduced one of his employees to a client with whom he was meeting. The employee’s name was unusual. After introducing the employee with the unusual name, the manager said, “Can you believe that any mother would name a child that?” It’s important to remember that what is an unusual name for you may be perfectly normal elsewhere – and it’s poor etiquette to mention any observed differences anyway.

Meeting and greeting doesn’t have to be something you dread. If you prepare yourself and remember the advice here you’ll be a confident networking pro!

I Quit, But Forgot to Tell You (Guest Blogger Terri Kabachnick)

2008-08-04T07:06:00.000-07:00

This week, while I’m away on a business trip, I thought I’d have my mastermind group colleague Terri Kabachnick of The Kabachnick Group, www.kabachnick.com, share some of her wisdom regarding how to keep a company’s most important asset at hand and productive – the people – and focusing on the importance of job satisfaction vs. retention.

"DETACHED, DISHEARTENED AND DISCONNECTED – DO THEY WORK FOR YOU?

As customers, we have been 'served' by people who quit but never left. As employees, we have been managed by bosses who quit but managed to stay. As managers, we have managed people who physically attend but mentally pretend.

Far too many companies suffer from the tremendous cost of employee turnover and what they must do to retain valuable workers. Retention remains a critical challenge for all businesses, but it’s time to redefine the term. We must examine the reasons for retention, as well as its benefits and costs, and realize that the virus of disengagement is spreading throughout the workplace – usually faster than turnover.

TO RETAIN OR NOT

Retention is not a cure for turnover. Retaining a disengaged employee is far worse than letting him go – regardless of how valuable he once was. Far too much time and money is wasted on training workshops and seminars teaching disengaged workers how to 'talk the talk,' when in the end, they won’t 'walk the walk.' Instead, we must learn to recognize disengaged workers before we waste more time and money in futile attempts to change them.

STEPS FOR DEFUSING THE DISENGAGEMENT PROCESS

1. Take the temperature of your organization often. Use unbiased tools and assessments to unearth the truth.

2. Continually coach employees to improve job performance.

3. Alert employees when they’re about to make a mistake.

4. Teach employees new ideas and concepts so they can increase their value.

5. Be brave enough to communicate in clear, direct language.

6. Focus on the individual’s assets.

7. Be honest in understanding your own strengths and limitations as
a leader.

8. Pay attention to your 'quiet talent,' recognizing their consistency and dedication; reward them in quiet ways.

9. Invite top performers to meetings they would not normally attend.

It is critical that managers know their employees’ job satisfaction status. If disengagement has set in, a thorough assessment must be completed before any solutions are prescribed.

Managers need to uncover the roots of disengagement and define the focus of improvement. Trying to determine reasons for disengagement by simply asking the employee is like trying to diagnose a heart condition by merely listening to the heart."

And, the employee must agree that your assessments and analyses are correct. Opinions play no role in diagnosing disengagement.

Six “Easy” Steps to Selling & Prospecting By Phone (Guest Blogger Art Sobczak)

2008-07-28T07:22:00.000-07:00

This week, I asked my friend Art Sobczak of Business by Phone Inc.(www.businessbyphone.com)for the most important considerations when making outgoing sales calls -- to current clients and prospects.

Here's what Art had to say:

"A panicked caller asked me, 'What’s an easy and quick way to get good at making prospecting calls? I’ve got to bring in some business now!'

Well, that’s like asking a contractor, 'What’s an easy and quick way to build a house?'

There is no easy and quick way. There are some fundamental processes and principles you can follow that will help avoid mistakes, and get 'yes' answers from prospects and customers by phone.

Let’s look at them.

1. It Needs to Be All About THEM!

Get this one fact in your mind and remind yourself of it before every sales call or negotiation: Prospects do not care about you and what you want. They care about themselves. If you talk about how big or great or respected your company is, and do not tie it directly into what it might deliver to them as a result, you create resistance. They do not care that you want to meet with them or be their vendor. They are concerned about how whatever they do next will affect them.

Action Step: For everyone you call, first ask yourself what you might be able to possibly help them gain, increase, enhance, or enlarge. The more you can apply these to money, the better. And, what might you be able to help them avoid, decrease, eliminate, or cut. Further, apply these to pains, problems, fears, and to costs.

2. Learn About Them Before Calling.

Why does everyone hate telemarketing calls at home? Because they are like talking mass-mail, impersonal form letters, delivered robotically. Conversely, when someone knows about you, about what's going on in your world and communicates that, you take notice. Customized calls are like handwritten notes. They are about the listener (see point one above).

Action Step: Go to company websites, do online searches of your prospect companies and individuals, ask questions of screeners, executive assistants, or anyone in your prospects' company. Then use that information in your opening (see the next point) and throughout the call.

3. Create Interest and Curiosity in the First 15 Seconds.

The beginnings of calls elicit interest or resistance. No gray area. Most calls create resistance. That's because they are about the caller, and what he wants, (see point 1 again) and the listener feels he is being sold, so he shifts into 'getting rid of salesperson'-mode.

There are many opening statement mistakes you need to avoid. For example, even insinuating you are going to ask them to buy from you or meet with you is a huge error that creates resistance. Such as, '...and I'm calling to see what it would take to become one of your vendors.' (For a free list of telephone opening statement mistakes that create resistance, go to http://www.BusinessByPhone.com/openingmistakes.htm.
Action Step: Follow this process for creating interest-grabbing call openers:

a) Introduce yourself and your company
b) hint at what relevant results you have delivered for others and might be able to provide for them
c) move them to the questioning -- for example, 'Hi, I'm Pat Seller with Advantage Industries. We specialize in working with CFOs of food distribution companies, helping them address the issue of how to control fuel costs without cutting service to their customers. I'd like to ask a few questions to see how much of a concern this is for you, and if we might have the basis for further conversation.'

4. Question at the Higher Level.
Good salespeople ask questions. Great salespeople ask the NEXT question. That's simply listening to the answer, and following up with a deeper question to get the reasons behind the first answer.

The reasons are why someone will take action, and eventually buy from you. Easy in principle, but not always followed. Probably because many sales reps are so concerned about what they'll say next that they don't listen to the answers to their own questions. For example, a sales rep asks, 'What is your biggest challenge regarding meeting your sales goals this year?' The prospect answers, 'We really need to ramp up our new customer acquisition.'
The sales rep then says, 'Well let me tell you how we can help you do that...' That rep absolutely blew an opportunity to get the prospect to see and feel his problem, which therefore puts him in a more receptive frame of mind to hear the solution later. In response to the answer, the rep could simply say, 'Oh, why is that a concern?' Now the prospect is giving better information, more about why he is motivated, and the pain is getting deeper.

Action Step: Listen to the answer, and ask the NEXT question to get better information.

5. ASK!

To get hits, a baseball player needs to swing. To score, a basketball or soccer player needs to shoot. A salesperson needs to ask. Doing everything else right will enhance your chances for a yes -- maybe even moving them to say, 'Sounds great, how can I buy from you?'

But in most cases, you still need to ask for a decision. You do not need a hundred different ways to close the sale. You DO need one or two conversational ways of simply asking for the business, an appointment, the sale, an upsell, or whatever your objective is.

Acton Step: Force yourself to practice the behavior of asking, in all areas of your life. You will get no's to be sure, just like an athlete misses shots. But do not focus on the misses; reward yourself for the simple attempts, and cherish the yes answers. They will become more frequent.

6. Be Yourself

You become a better salesperson the less you SOUND like a salesperson. The more conversational and natural you are, the more effective and likable you are. Pretend like you are talking to a good friend. Write out, practice, and digitally record your openings, questions, answers to anticipated questions, next questions, and ways of asking for the business. Then repeat the process. Being natural and conversational means being confident with where you will go next. That comes through preparation and practice.

There is no easy way to sales and prospecting success using the phone. There are proven, time-tested success principles that, when used, gives success easily."

Art Sobczak, provides how-to, conversational ideas and processes for painless, conversational sales and prospecting by phone. Get his free ebook, “29 Telesales Tips You Can Use Right Now” and his weekly e-mailed tips at http://www.BusinessByPhone.com.

Leadership During Chaos (Guest Blogger Ed Oakley)

2008-07-21T06:59:00.000-07:00

When you Google the word “leader” you will find 368 million – that’s right, MILLION -- “hits.”

When you visit Amazon.com and enter “leader” in a book search, you get 433,048 possible titles.

“Leader” and “leadership” are difficult concepts to define. It’s more of a “I’ll know it when I see it” type of thing.

I frequently speak to corporate women’s initiatives regarding leadership. And, of course, read as much as possible about the subject – including blogs.

My colleague, Ed Oakley of Enlightened Leadership Solutions, had the following post on his "Leadership Made Simple" blog.

Ed's blog was nominated one of the Best Leadership Blogs of 2008. His story just proves that you don’t need a fancy business title to “Step Up! for Success.”

“February 23rd 2008 -- I was waiting for my flight from Richmond, Virginia, last month after presenting 'Leadership Made Simple' to 150 managers of a large company headquartered there. That is when I experienced impressive leadership in the midst of chaos.

It all began when United Airlines’ 'Simon' (an automated message system) informed me via my cell phone that my flight through Chicago was cancelled. After an hour wait on a priority line, I knew there was a real problem of some kind. When I finally talked to United, I discovered that snow in Chicago had closed the airport and created major travel problems within the entire United system, and no doubt, other airlines, too.

The only chance I had to get home the same day was if I could make a flight to Washington Dulles that left in one hour flat. I did the 'OJ' dash to get to the airport and the gate, huffing and puffing, only to find that the airplane had not yet arrived. I was actually quite relieved.

The entire air travel system was in chaos, and there was a line of dozens of people waiting to talk with Michael Quintel, the United gate manager. Every person needed to share their problem - concerned about connections mostly - with a gate agent who really had little or no control over anything.

I was sitting about 10 feet away from Michael’s podium, so I heard everything. I was personally calm because my connecting flight from Dulles to Denver was several hours away. I was in the right state of mind to simply watch and listen how Michael handled the situation.

This guy had the patience of Job! He listened to the same story over and over and over. Yet, every person was treated as if THEIR story was original. Michael was absolutely MASTERFUL at having every individual believe he was there for them and was doing everything he could do for them. And he sincerely was! It’s where he naturally came from. In every single case, the frustrated and concerned passenger walked away more calm and confident than before he talked with Michael.

What I realized was that Michael was able to stay 'Forward Focused'
no matter what happened. What a model he was for what I want to be like when I grow up. It is a model of emotional maturity - and I am continually working on mine.

If I were to try to create a simple model for what Michael did so well, it might look like this.

He stayed 'Forward Focused' while he:

- Listened completely to each person, honoring them and their situation.

- Shared exactly what the situation was - in terms of how the situation affected that individual - no matter how many times he had to tell the same story again.

- Offered any options that he could find in his computer, helping them take responsibility for their own decision.

In every case, they walked away feeling better about their predicament.

My hats off to Michael Quintel, United Airlines representative, a proven leader in a challenging situation!”

Customer Service Basics Are Timeless (Guest Blogger: Lisa Ford)

2008-07-14T06:57:00.000-07:00

All businesses -- no matter what product is sold or services offered – are in the business of serving customers; it isn’t rocket science.

Why then, do people have such a hard time being customer focused and providing excellent service?

Lisa Ford is THE customer service expert. Read on for her guest blog commentary -- she makes a lot of sense!

"Today’s new buzz words in the world of customer service are 'customer engagement' and 'customer centric.'

The concepts are very valid and important to create a relationship with the customer. But as I read the articles, I can’t help but think these are just new phrases for the same old stuff that has been around forever.

It is all a reminder that we are in business for one reason – to service and sell the customer. The customer holds all the cards and the customer rules. Seems pretty basic.

So, what do customers want? I am sure the list could be quite extensive however, here are my top five:

1. Do what you say you will do. That simply means deliver on your promise whether that is a brand promise or a promise from an employee. Just do it. Be reliable. You don’t deserve to deliver a lot of fluff or wow if can’t deliver on the basics to start.

2. Be responsive to their needs. Even better, anticipate their needs. So how do you determine what they need – ask and listen, then act.

3. Take responsibility. Walk them through the problem to a solution. In other words, OWN their concern and see it to a resolution.

4. Pay attention to the details. Use their name, call back when promised, choose your language carefully and create an experience because you are passionate about customer service!

5. Remember it is the customer’s time and money. You are not doing them a favor. They are doing you one - don’t forget it.

Customer satisfaction means relying on the basics. They work every time. The problem is we make it all too complicated. Yes, we need customer relationship management strategies, customer engagement and a customer-centric focus. But we don’t have the right to go there until we deliver the basics first.

I speak at many company meetings where the slogan for that gathering is something like -- 'The Year of the Customer.' I always wonder what year is not the 'Year of the Customer?'"

Lisa Ford is a speaker on customer service issues. She is the author of Exceptional Customer Service. More on Lisa’s work can be found at www.lisaford.com; 770.394.4860.

10 Tips for a Stress-Free Vacation (guest blogger Dr. Alan Zimmerman)

2008-07-07T09:22:00.000-07:00

I am away much of July – time with my husband in Scotland (he will be playing golf, I will hike!), and then time with most of my family in Italy to celebrate my husband’s big birthday.

My thought for this month is to get some “guest bloggers” from some of my buddies in my two mastermind groups. I know you will enjoy reading what they have to say, too!

While I'm away, I plan on applying this week's guest blogger's wisdom, from Dr. Alan Zimmerman -- www.drzimmerman.com

"As I read your blog and some of the issues you’re dealing with, it strikes me that a lot of people get stressed out when they’re supposed to be relaxed … such as supposedly relaxing on vacation or during holidays. So I thought you might enjoy my top 10 list for a stress-free vacation or motivation. Some of the tips come from my book, PIVOT: How One Turn in Attitude Can Lead to Success. Some of the other tips I added just for you.

1. Do only the most important things.

Every activity and gathering may seem important during a holiday event, but they are not. Focus on the family and friends who mean the most to you and get to the others later in the year.

2. Practice an attitude of gratitude.

The more thankful you are, the less stressed you can be. Every day during a holiday season, take two minutes to list all the things you're thankful for.

3. Remind yourself, 'You'll never get it all done, and that's OK.'

No matter how hard you work or how fast you work, you'll never get all your chores done. There's always more you could do. So be it. Let it go. The founder of Christmas said, 'I come to give you peace.'

4. Avoid mind binders.

Never say such things as, 'I get so stressed out during the holidays ... There's so much to do ... I always come back from vacations more exhausted than when I left.' The more you think or say such things, the more stress you'll have.

5. Set your spending limits in advance.

You may be stressed by all the expenses and overspending on a vacation or a holiday weekend. But don't get fooled into thinking it's the high cost of living that's causing your stress. It's the cost of living high.

6. Choose your fights carefully.

Holiday gatherings at work or home can sometimes bring difficult people together. Don't get sucked into a conflict unnecessarily.

7. Do a check up from the neck up.

Examine your attitude. 85% of people have a less than positive attitude. If you fall into that category, give yourself the gift of a new attitude for the holiday by setting the goal of getting a better attitude, doing some affirmations, and have others hold you accountable.

8. Pay attention to your body.

A vacation is supposed to be joyful, but it has become too stressful for some people. Listen to your body to see if you're off balance or have too much stress. You'll always have signals that you must listen to. If you don't listen, your dis-stress will lead to dis-ease.

9. Be an actor.

Instead of re-acting to other people's holiday expectations or demanding behavior, choose to respond in a way that you feel good about. Don't come down to their level. Let your enthusiasm bring them up to your level.

10. Remember you can change.

Don't buy into the big lie ... when people say, 'I can't help the way I feel ... That's just the way I am.' You may not know how to change your attitude, but it is totally changeable if you simply spend 5 minutes a day practicing a few simple disciplines.

That’s it. Now go out and really enjoy a stress-free holiday or vacation."

Hazy, Hot & Humid Temps Are Here -- How Much Should You Show At Work?

2008-06-27T05:46:00.000-07:00

With the long July 4th holiday weekend just around the corner, and more companies holding barbecues, picnics and other social outings, the topic of conversation this time of year usually turns to what is acceptable – and not – to wear in a work-related setting.

In many offices around the country, short sleeves, short skirts, bare legs and flip-flops have been visible since Memorial Day.

What are you wearing right now as you read this blog? Would you say it’s appropriate for an office setting or to meet an important client or prospect on a sales call?

This time of year causes many professionals confusion – not being sure what is acceptable to wear at work or in other business settings – and also make serious fashion faux pas.

If you’re unsure how to answer the two questions I asked above, it’s time to think about your "package,” and what it may be saying about you. If your managers are upset with the choice of clothing you have on, but are hesitant to tell you, your summer outfit could, ultimately cost you a job or desired promotion.

Here’s my list (in no particular order) of most certainly do NOTs for warm weather professional attire – what I like to call “Things Your Boss Does Not Want to See This Summer:

- T-shirts with writing on them (except company logos)
- Tank tops
- Sweat stains
- Ball caps
- Stinky shoes
- Cargo shorts
- Jeans
- Chest hair
- Flip flops
- Braless outfits (it doesn’t matter what your size is)
- Tan lines
- Loafers with no socks
- Sunglasses on your head
- Beachwear
- Patched/safety-pinned clothes
- Belly rings
- Tattoos that show
- Underwear lines
- Low rise pants (thongs sticking out)
- Colored underwear
- Athletic shorts
- Yoga pants
- Sleeveless shirts
- Athletic sandals
- Sneakers
- Backless shirts
- Short, short skirts
- Buttons/zippers undone
- Cleavage
- Anything that is too tight
- See-through skirts
- Loud, flashy patterns

Now, for some acceptable “Classic Casual” and “Smart Casual” summer wardrobe options for professionals ...

Women have the following options for “business casual”

• Casual skirts, slacks or “skorts”
• Cotton shirts in solids, prints, or muted plaids
• Sweaters (not too tight)
• Blazers look good over slacks or casual skirt

Men can wear the following as acceptable “business casual”
• Chinos or “Dockers”-type trousers
• Sport shirts with collars or banded necks
• Polo shirts (with collars)
• Sweater or sport jacket
• Casual loafers or lace-up shoes

The image presented to clients, whether in their office or yours, is of utmost importance. If you are in doubt about whether an outfit is appropriate this summer, it’s probably not.

Your Handshake Can Make or Break a 1st Impression

2008-06-23T11:36:00.000-07:00

“National Handshake Day” is this Thursday, June 26, 2008.

You may read this and laugh or think, “What will they think of next?

So, why did I create this "holiday?" Despite what many may think, handshaking is a serious topic ... since a person’s handshake can make or break a business deal -- not to mention create a horrible first impression.

Unless you’re major “germaphobes” like Howard Stern, Howie Mandel, or Donald Trump, who avoid touching anyone’s hands whenever possible, start practicing your handshake now!

Here's some general information about the handshake:

1) Handshakes have been around practically since the birth of civilization, and were originally a way to prove that you had no weapons in your hand when meeting someone new.

2) A study by the University of Iowa’s Tippie College of Business, to be published in September 2008, marked the first time researchers quantified the importance of a good handshake in job interviews. The study found that students who scored high with five trained handshake raters were also considered to be the most hireable by job interviewers from Iowa City-area businesses. The professor who coordinated the study said, “We found that the first impression begins with a handshake that sets the tone for the rest of the interview.”

3) One survey of HR professionals indicates that potential employers are MORE likely to overlook visible body piercings or tattoos than an ineffective handshake. They said they’d turn down an applicant who has a weak handshake than one with obvious body piercings or tattoos!

Let's hope you don't recognize your own handshake in this list of 10 Nightmarish Handshakes to Avoid:

1) The “macho cowboy” ... the way many businessmen like to shake hands, with men and women alike, with an almost bone-crunching clasp – what are they trying to prove, anyway? There’s no need to demonstrate your physical strength when shaking another person’s hand.

2) The wimp -- usually delivered by men afraid to “hurt the little lady” when shaking women’s hands. Modern female professionals expect their male counterparts to convey the same respect they’d show their male colleagues.

3) The “dead fish” – delivered by men and women alike, and conveys no power. While no need to revert to the #1 macho death grip, a firm clasp is more powerful than one that barely grabs the hand.

4) The “four finger” – when the person’s hand never meets your palm, and instead clasps all four fingers, crushing them together

5) The cold & clammy – when it feels like you’re shaking hands with a snake. Warm up your hand first BEFORE grabbing someone else’s.

6) The sweaty palm – what else needs to be said except “yuck!” Talcum powder to the rescue!

7) The “I’ve got you covered” grip – when the other person covers your handshake with his or her left hand as if the shake itself is secretive.

8) The “I won’t let go” – when a shake seems to go on for eternity, because the other person won’t drop his or her hand. After two or three times pumps, it’s time to let go.

9) The “southpaw”– when the person uses a left hand to shake, because he or she has a drink or food in the right hand. My advice – at cocktail parties or any social event, always carry your drink and plate with your left hand ... keeping your right one free for meet and greets.

10) The “ringed torture” – when the person’s rings hurt your hand. Try to limit the rings you wear on the right hand to only one or two, and be mindful of any rings you wear that have large stones.

Here are effective handshake guidelines, from my book Professional Impressions … Etiquette for Everyone, Every Day:

1) As you approach someone, when you are about three feet away, extend your right arm out, at a slight angle across the chest, with your thumb pointing upward.

2) Lock hands, thumb joint to thumb joint. Then, firmly clasp the other person’s hand – without any bone crushing or macho posturing.

3) Pump the other person’s hand two to three times and let go. The handshake is a lot like a kiss -- you know when it’s over!

4) Six steps for an effective meet-and-greet involving a handshake:
• Stand (men and women)
• Step or lean forward,
• Look at the eyes of the other person
• Have a pleasant or animated face
• Shake hands
• Greet the other person and repeat his or her name

A“Business” Look At Why Hillary’s Quest for the Presidential Nomination Failed

2008-06-16T05:27:00.000-07:00

I believe there are five reasons that likely contributed to Senator Hillary Clinton’s failure to become the Democratic nominee for President, some of which she could have controlled. Professional businesswomen can make a mental note to avoid similar scenarios in their own careers.

1) Senator Clinton cried on more than one occasion. Pollsters last winter had a field day pointing to the fact that Senator Clinton’s tears during a campaign appearance before the New Hampshire primary helped garner further support with women, and, ultimately, the edge over Senator Obama in that state. But, I don't think it helped how many others viewed her. Unfortunately, women are still held to a different standard when it comes to showing emotion in their careers – if a woman cries at work, she is seen as losing control or being weak. If a man gets emotional with outbursts of anger, however, it’s viewed as a sign of his strength of character and passion for the issue. Still, it’s a point best remembered.

2) Her outward physical appearance was more a topic of conversation at times than her actual message. Think about it … how many times were her hair, outfits and accessories mentioned, critiqued and/or analyzed? I can’t think of one time when Senators McCain or Obama’s suits or ties were cited. Unfortunately, there’s not much that Senator Clinton could have done here, short of calling this to the media’s attention and crying “foul” -- as once some of her campaign personnel did.

3) There were several aspects of her presentation skills and delivery that hurt Senator Clinton. First, her visual signals – her body seemed very tense as she spoke, and her smile often seemed forced. She could have benefitted from some body warm-up exercises and stretching. Some aspects of her vocal delivery also needed help – her voice would seem shrill at times, which could have been better controlled by breathing from the diaphragm. Senator Clinton also needed to better allow for the audience reaction – frequently, she jumped her own laugh lines or applause, not allowing the audience reaction to finish before she moved on. This also may have prevented Hillary from making a better connection with both her live and TV audiences.

4) Whether intentional or not, she let a prominent man in her campaign – her husband, former President Bill Clinton – take over the spotlight, and do a lot of her “pitbull” attacks when it came to defending policy views and issues that arose during the campaign. This led to the appearance that she was not powerful or confident enough to fight her own battles, taking ownership for her own opinions, and being confident in them. I’ve seen this happen frequently in business. It’s bad enough that she had the husband/wife dynamic to overcome … but allowing former President Clinton to have such a prominent role ultimately hurt Hillary.

5) Related to #4, Hillary had the power -- as Senator of New York State – yet, at times she seemed to equivocate; she didn’t always “own” her power. All professional women in positions of authority are constantly aware of the need to strike a delicate balance – excelling at their chosen fields, yet not appearing aggressive in interactions with male peers or subordinates. The “bitch” label is something never far behind.

As I watched many of the debates, heard the commentary, and read the news stories, I kept thinking how remarkably similar it all sounded to what goes on in the world of business.

It seems that women still need to justify their actions, and watch their behaviors much more than their male peers. For every step forward that professional women achieve, and raise themselves to the ranks of CEO, there are still thousands of others still struggling for equality – let alone a seat in the boardroom.

Yes, there are more working women in corporate America than ever before, but are they still on equal footing as their male counterparts? We know they still aren’t from a salary perspective – many statistics bear that out.

What about from behavioral or attitudinal perspectives? Professional women still have a hard time speaking up at meetings, taking credit for their achievements, and otherwise using self-marketing strategies.

Until women take ownership for their success and never let others define their potential, this will continue to be the case – and the 18 million cracks in the glass ceiling that Hillary spoke about won’t go any further toward shattering it.

The Key to Networking is Follow Up

2008-06-09T09:07:00.000-07:00

You may do a great job of meeting and greeting people at networking events, and distributing your business cards, but what do you do when you return to work?

Proper follow up after a networking event/opportunity is critical.

Always follow up the initial contact with a brief note.

Be sure to express your appreciation if the person provided you with any information or other assistance. If not, just let the person know that you are grateful for the time he or she spent talking to you.

Once you have established a connection, find ways to keep it alive.

For example, if you see a magazine or newspaper article that might be of interest, it would be a thoughtful gesture to forward it along with a brief note. Acknowledge any awards, promotions, or positive publicity your contact receives with a congratulatory note. Call to say hello or to meet for lunch. Always look for ways to help the other person.

Remember, it is people who constitute a network. Business cards sitting in a Rolodex or names in a database can’t do anything to help you. They are just pieces of paper or words on a screen -- unless you put in the time and effort to keep the personal connection going.

If you do, the results will be more than worth it. Too often people wait until they need help before making connections. Do it when you need nothing; be willing to help others – they will definitely be there for you.

Effective networking can only enhance your career – adding new clients and, with follow up, building valuable and lasting business relationships.

Please post a comment and share a networking strategy that has worked for you. Then e-mail me --info@marjoriebrody.com -- so I know where to send your free e-book, 21st Century Pocket Guide to Proper Business Protocol.

Work a Room With Confidence

2008-06-04T05:48:00.000-07:00

Last week I discussed how to effectively use your business card as a networking tool.

But, what if you are unsure about initiating conversations?

“Working a room” or “schmoozing” can be intimidating for many people.

“Working a room” doesn’t mean flitting from person to person, pumping hands, and aggressively handing out your business card.

It also doesn’t mean scanning the room for bigger and better opportunities when you are already in the middle of a conversation.

It simply means being alert for networking opportunities. It means keeping your eyes--and your mind -- open.

Take advantage of any offers to introduce you to people you don’t know. If you don’t receive such offers, or if there is a particular person or group of people you would like to meet, it is perfectly appropriate to ask the host for an introduction or introduce yourself.

What if you walk into a party or event and find that you don’t know anyone? First, don’t panic.

You basically have four options:

•Find the farthest out-of-the-way corner and hide there for the duration of the event. This practically guarantees you a miserable time, and no contacts.

•Stand there and hope someone comes up to you. Of course, if you choose this option, chances are you will find yourself standing alone and feeling awkward for quite a while.

•Find someone else who is alone, approach that person with a friendly smile, and introduce yourself. This is an effective strategy.

•Or, in a large group, approach a person that is in a gathering of three or more people. Two people might be engrossed in a real conversation and wouldn’t want to be disrupted.

Initiating a conversation can be relatively simple and painless -- if you prepare ahead.

Have your professional handshake and 10 second self-introduction ready. Look the person in the eye, and use one of these suggestions for opening lines: make an upbeat observation, share a pleasant self-revelation, or ask an open-ended question.

If you want to move from contact to connection, make sure you exchange business cards. Later, when you return to your home or office, note right on the card where you met the person and any pertinent information you recall about him or her.

You shouldn’t worry if your networking attempts don’t meet with success every time.

Sometimes, despite our best efforts, we are going to run into people we genuinely dislike or don’t wish to see again. When this happens, the best thing to do is to cut the conversation short in a polite but firm way.

“Sorry. Gotta run” won’t cut it.

Instead, try, “It was nice meeting you, but I must be going now” or “Let me introduce you to …” or, “I promised ___ that I would talk to him ...” -- all perfectly acceptable ways to bow out.

No matter how you feel about the person, don’t forget to smile and say goodbye. Never “burn a bridge.”

Besides, the other person may be happy to make an exit, too!

The Business Card: Another Aspect of Effective Networking

2008-05-27T07:47:00.000-07:00

Networking can occur anywhere, and it’s important that you are ready to capitalize on any such chances.

So, always carry an ample supply of your business cards with you wherever you go.

One never knows who they might run into that could be a good business contact -- whether you are in a grocery store, movie theater, plane, elevator, restaurant, conference, or the gym!

This has paid off for me, in the strangest places. One day this preparedness paid off – when I was on a skiing vacation, I gave my companion on the lift my card. It turns out she was in a position to book my services … and did!

Even if your company doesn’t print cards for you, spend some money and have a calling card – name and personal contact information – printed.

If you do make contact with someone you want to speak to again, ask for a card, then give the person yours. This way, you can make the next move.

I also like to jot down a note or two on the back of the card – where we met, what we talked about, and I want to do when I return to the office (send articles, follow up with a phone call, etc.).

If the other person doesn’t have a card, take yours and write his or her contact details on the back, crossing off your front information so you don’t accidentally give that card to someone else!

Enter all business card information in your computer database, Rolodex, or PDA as soon as you return, and, most importantly, do what you promise!

Networking Nuances

2008-05-19T06:34:00.000-07:00

Every day businesspeople are presented with opportunities to network.

How would you rate your networking skills?

Do you cling to the wall like static electricity when you’re at a cocktail reception? Or, do you confidently move about the room, meeting and greeting new people?

Successful networkers have the ability to enter a room where they don’t know anyone, and make beneficial contacts before they leave.

The contacts you make at networking events can open doors for you throughout your career.

If you feel nervous about the idea of networking, consider this: You have already been doing it all your life, without stopping to think about it.

Everyone you have ever met is part of a network you have already constructed, and it is larger than you think. It is made up of all your friends, neighbors, social club or sports team members, your doctors, dentist, banker, your accountant and religious leader, as well as any current and former co-workers, customers and competitors. A surprising number of people are part of your personal network.

There are opportunities to network all around you, even in places you would least expect. You simply have to train yourself to channel your networking efforts into furthering your professional goals.

Always keep your eyes open for networking occasions.

Here are some opportunities for networking within an organization:

•Sporting events. If your company has any, join in. It doesn’t matter at all if you aren’t a pro. Learn as much as you can about the activity, arrive equipped, and have fun!

•Lunch. This is a great time to get to know your colleagues on a more relaxed, informal basis. Don't eat alone at your desk; if you do, you are relinquishing a good opportunity to network. Besides, everybody needs an occasional break from the office.

•Look beyond your own position or department. Volunteer to assist with company-wide events or activities. This is a great way to demonstrate your versatility and your team spirit.

•Be a volunteer. Become involved with a charitable organization or cause in your community. Donate your time, not just money. The good feeling you will get from helping others will be an extra bonus.

•Join organizations and participate actively. Naturally, it is important to join professional or trade organizations related to your career. But there are many other good opportunities as well, such as participating in programs given by your local Chamber of Commerce, or running for a place on the school board. There are social groups and groups that form around a specific interest, such as investment groups, book clubs and photography clubs. Speak up at meetings, serve on committees and attend the events.

Revisit my blog over the next few weeks, when I’ll explain more networking strategies, and how to really work a room.

Risk-Taking Redux: Getting Started

2008-05-12T08:36:00.000-07:00

My post last week encouraged everyone to start taking risks – accepting a new assignment, trying something outside your “comfort zone.”

Risk taking can lead to reward. But, if taking risks is hard for you (or someone you know), it’s OK to begin slowly.

I’ll call this “Risk Taking for DUMMIES” …. Hey, they’re best-sellers after all!

1) First, write down small risks that you would be willing to take.

Here are some suggestions:

•Deliver a presentation to your peers
•Be responsible for a segment of an upcoming corporate or departmental meeting
•Volunteer to serve on a company-wide initiative or taskforce

2) Next, put a deadline date next to the risk you plan to take. Then, ask yourself the questions I posed last week: “What is the worst that can happen?” … and, “Then what?”

3) Then, take the risk. Evaluate how everything turned out.

4) Celebrate the accomplishments – even the smallest steps of growth.

Keep building from taking small to larger risks. Embrace the adage, “Success breeds success.”

Remember your childhood when you were in the playground on the jungle gym? In order to cross to the other side, you needed to let go of one hand, and move it forward to grab the next bar.

That is what I suggest we all do for career-related risks – let go of one hand. Open up to the possibilities. See what you can learn, and contribute.

What’s the Worst That Can Happen? And, Then What?

2008-05-05T09:06:00.000-07:00

To risk or not to risk – that is the question. And, it’s a great question to ask.

Throughout our careers, we are faced with opportunities that require some risk-taking.

Some risks that you may already have faced include:

•Relocating
•Switching industries
•Asking for a raise
•Taking a new position

What are some of the things that you need to ask yourself, as future situations arise that require risk?

Here are 3 questions that I always consider before taking a new risk:

1) What is the worst that could happen?
2) What are the odds that it really will happen? (In other words, how often does the worst thing happen)?
3) If the worst DOES happen, then what? For the most part, if you are taking calculated risks, there will always be a “then what?”

Years ago, I had the opportunity to take an early retirement from my job as a college professor -- allowing me to turn my part-time training and coaching business into a full-time venture.

Talk about risks! I was the sole support for my two daughters, and never had worked in business before. I first discussed the situation with my dad – a successful businessman. His response was, “Are you crazy?”

That was not what I wanted to hear.

What I have since learned, over the years, is that it is important to surround yourself with people who are positive. Positive people can still be cautious – but at best, they help you explore all possibilities.

Mark Twain said, “Keep away from people who try to belittle your ambitions. Small people always do that, but the really great make you feel that you, too, can become great.”

Some people are naturally negative – stay away from them! Other people may be overly cautious, even fearful. Their negativity may be fear-based, but don’t buy into these fears.

Of course, I’m not talking about jumping out of a plane without the parachute! Calculated risks are what I’m talking about – and, the bigger the opportunity, the bigger the risk.

Consider this model:

Big risk = big reward -- Probably worth taking
Big risk = small reward – Questionable

The people I know who are most successful in their careers, and are satisfied with their lives, are the ones willing to take risks.

What risk are you willing to take?

Gender Disparity During Presidential Race, Too?

2008-04-28T08:28:00.000-07:00

As the presidential primaries draw to a close, I’ve been struck by how the two Democratic candidates and their debate performances have been reported in the media.

There’s no question that Senator Hillary Clinton’s gender has affected how her message and effectiveness have been perceived by the media and everyday Americans. Some would argue that the same is true of Senator Barack Obama’s ethnicity.

Regardless of who you support to win the Democratic primary, or why you feel either candidate is better than the other, gender has most definitely defined many moments of this election year.

Pollsters last winter had a field day pointing to the fact that Senator Clinton’s tears during a campaign appearance before the New Hampshire primary helped garner further support with women, and, ultimately, the edge over Senator Obama.

Another factor that helped her, these same pundits theorized, was that two of Senator Clinton’s male rivals at the time "ganged up" on her in their debate responses.

As I watched many of the debates, heard the commentary, and read the news stories, I kept thinking how remarkably similar it all sounded to what goes on in the world of business.

It seems that we as women still need to justify our actions, and watch our behaviors much more than our male peers. For every step forward that professional women achieve, and raise to the ranks of CEO, there are still thousands of others still struggling for equality – let alone a seat in the boardroom.

Yes, there are more working women in corporate America than ever before, but are they on equal footing as their male counterparts? We know they still aren’t from a salary perspective – many statistics bear that out. What about from behavioral or attitudinal perspectives?

If a woman cries in the workplace, she can be seen as weak and spineless. If a man gets emotional or actually cries, however, it’s usually perceived as a sign of his strength of character that he can show emotion when warranted.

We as women are constantly aware of the need to strike a delicate balance – excelling at our chosen fields, yet not appearing demanding or bossy with regard to interactions with our male peers.

Professional women still have a hard time speaking up at meetings, taking credit for their achievements, and otherwise using self-marketing strategies.

Until we take ownership for our own success and never let others define our potential, this will continue to be the case.

Power of Positive Self-Talk

2008-04-21T08:51:00.000-07:00

Those who know me well have heard me refer to the children’s book The Little Engine That Could. This timeless book teaches children the value of optimism.

I think adults should be required to read this book again and again as they reach every decade of their lives … at each milestone birthday -- 20, 30, 40, 50, 60, and so on.

Why? Because as we go through life’s many ups and downs, the message the little engine shares – “I think I can. I think I can.” -- is priceless.

We can do it, no matter what obstacles we may face. We will make it through, we will survive, we will pick up the pieces, and go on.

Sure, it can be hard to rebound from the pain of a lost loved one, being fired or laid off – but don’t let it drag you down in despair forever.

It’s OK to be sad, to grieve, to allow yourself a moment of frustration or pain. But then, pick yourself up, shake it off, and start planning for the future again.

Then, you, too, can be like the little engine and congratulate yourself by saying, “I thought I could, I thought I could.”

Office Politics 101

2008-04-14T06:51:00.000-07:00

Navigating the nuances of any business environment can truly be a nightmare at times. There’s unspoken rules and dynamics that new hires often don’t realize.

Even seasoned veterans, however, can make missteps.

How do you deal with backstabbing coworkers who take credit for your ideas? It’s easy to just throw the towel in and quit. But, you may find yourself in an even worse position at your new job.

I suggest the following basics of workplace survival – three ways to master office politics.

First, identify those in power. Who are the movers and shakers in your organization? Who is respected, admired and even emulated? Knowing all you can about these key players, and building relationships with them, is critical.

Be the go-to gal or guy. When others value your contributions and opinions, you become perceived as an expert. This makes you more indispensable than those who aren’t. So, whatever it takes to get there, become an expert – signing up for training programs, getting coached – do it.

Show appreciation for others, even your enemies. Always seek out opportunities to praise your colleagues and team members. But, remember, sticking close to those who love you is easy. It’s more challenging to work with those who you’ve had issues with, but the potential payoff is great. Others will be impressed, and you may even turn your enemy into an ardent supporter – or realize he or she wasn’t that bad to begin with!

You know the old expression about keeping your enemies close?

I think Abraham Lincoln said it best: “The best way to destroy an enemy is to make him a friend.”

Time for E-mail Etiquette Reminders

2008-04-07T09:47:00.000-07:00

If the countless messages now in my “in box” are any indication of the larger electronic messaging community, it’s clearly time for a reminder about the basics of electronic communication protocols.

We all know by now not to send messages all in uppercase letters -- cyber “shouting” is never acceptable – but what other e-mail etiquette mistakes are we still making? Here’s my top three.

Monitor the monitor. I’m still getting lengthy e-mail messages that run more than one screen, making me scroll on and on. If you have that much content to share, perhaps consider writing a snail mail letter or fax, or even picking up the phone to call the person. E-mails are meant for fast sharing of information, not sending out mini white papers. If, however, you have an important attachment to send along, it’s OK to do so with a concise message in the body of the e-mail – as long as you know the recipient is expecting the attachment, or doesn’t mind receiving information in this manner.

The subject line is there for a reason. This is the best way to let your recipient know immediately what your message is about, and entice them to read it. So, why waste this critical opportunity by saying something like, “A Message from Jane Doe,” or, worse yet, leaving it blank? Be as specific as possible. “Save Thousands on Training Programs,” “May 1st Project Deadline” or “Critical Sales Meeting Next Tuesday” certainly would grab my attention.

Wireless woes. Now that people are using cell phones, BlackBerrys and other wireless devices with more frequency to send e-mails, it’s important to note how you’re sending a message. People on the receiving end of messages sent from these types of gizmos aren’t going to realize why they received a brief, five word e-mail with abbreviated spellings. So, your message may come across as angry, annoyed, or just plain rude. Tell the recipient right away how you’re sending the e-mail and avoid this misinterpretation of your message.

Remember these etiquette pointers before you click “send,” and you’ll increase your e-mail effectiveness.

Watch Watercooler Chat

2008-03-31T10:05:00.000-07:00

Everyone likes to chat about the latest developments on their favorite reality TV show – come on, who won’t cop to watching “American Idol?” “Big Brother?” “Survivor?” “The Biggest Loser,” “Celebrity Apprentice?” or other reality shows?

I, too, can’t wait to share my take on what happened the night before with various staff members.

But, when it comes to gossip, and spreading rumors, that’s a whole other story. Although tempting, it’s just not nice to share stories about those you work with – whether your bosses or colleagues. Gossip can be hurtful, dangerous and rude.

So, resist the temptation to chime in, when others start dishing their latest theories on who’s been dating who, or having an affair. Also, stay away from gossipers -- you don’t want to be associated with them.

Remember, what goes around comes around.

Karma’s a funny thing … you certainly don’t want to be the topic du jour for next week!

Words Are Powerful

2008-03-24T07:22:00.000-07:00

How many times do you say something to someone in haste, only to wish you hadn’t?

If only you could hit a “rewind” or “delete” button before it comes out of your mouth or on your screen.

Words are powerful tools in every day communication – whether you are writing or speaking them. And, they are often abused or misused.

For example, why on earth would you use the word “heretofore” in a letter instead of “previously?”

Just because it’s the written word doesn’t mean you can’t choose words wisely. After all, sounding pretentious is not OK.

Here’s some guidelines.

•Keep it simple. This includes avoiding jargon and acronyms.
•Avoid “power robbers.” Words like “I believe” or “I’ll try” don’t exactly instill confidence.
•Don’t use “weasel words” like “sort of,” “kinda,” “probably,” and “maybe.”
•Use confident language like, “I suggest,” “I recommend,” and “I urge.”

Choose your words well. Remember they are powerful.

Business Travel Used To Be Fun.

2008-03-17T06:28:00.000-07:00

Well, maybe it wasn’t fun, but it sure wasn’t as frustrating as it is today.

Aside from late arrivals and departures, hours on the tarmac, no food, overbooked flights, and lost luggage (carry-on rules!), the behavior of fellow travelers has deteriorated to the point of no return.

Let me tell you about a recent experience.

I was returning after speaking in Las Vegas, and enroute was struck once again about the impact of our travel behaviors. On my flight from the East Coast was a group of people who were attending the convention and sponsoring a booth. To say that they were rude on the flight is an understatement. The beer and vodka flowed. They were loud and even “hit” on one of the flight attendants. The other passengers around them were not amused by their disruptive behavior. As I observed, I was wondering if any of their customers were watching this.

The next day I did an educational session called “Successful People Are Connected People.” At one point an audience member said, “I was flying here from the East Coast yesterday and a group of attendees were so obnoxious on the flight. Before the trip I had thought of contacting them about buying some or their products, but I wouldn’t consider it now.” This was no surprise to me. I had to wonder how many people felt the same about the group on my flight, and how many other flights this same thing was happening.

If you are a fellow road warrior, you probably can relate – the goal, of course, is to put up a mirror and ask yourself, “Is she talking about me?”