Why A Successful Career Requires Great Marketing Skills!

July 28, 2016July 28, 2016 Jordan Barta

thumbnail_Simon Gray - Career Codex (1)

As a professional career coach and job search strategist I work with clients from all over the world to help them navigate the job market successfully.

One of the challenges many of my clients face at the outset is a failure to grasp the importance of marketing skills in their ability (having defined the job they really want) to actually go out there to find and secure it.

I’m an avid student of all things marketing. Having started my own recruitment business just before the financial crisis of 2008 took effect, I had to become good student, and fast! I learnt my craft in the trenches and five years on from setting up, using the skills and techniques I developed, secured my business the top story on BBC National News at Ten (the primary news programme in the UK).

Starting a business in a recession meant I had a limited marketing budget, and little chance of competing in advertising spend with the major and more established players. I had to think differently to gain my business recognition and reputation. It’s a similar strategy I advise when it comes to successful job search.

Traditional advertising is expensive and extremely competitive. To be heard above all the noise you have to have the resources to shout louder. What’s more, today’s consumer has learnt to filter out the majority of advertising messages, which makes the task of being heard even harder.

It’s exactly the same when it comes to the job market. Placing your resume on job boards or registering with professional recruiters, and then sitting back and waiting for things to happen is no recipe for success. It’s a reactive approach where you’re not in control and more to the point; it’s what everyone else is doing. It’s like swimming in the ocean and expecting to be the fish that gets caught. It might happen, but probability dictates it might take a while!

Modern marketing emphasises the importance of ‘inbound’ and education. Creating a brand that informs and educates potential

Customers is how the best in the business are now doing things. As consumers we all have access to the Internet and the ability to research online ahead of any purchasing decision. It’s no longer an organization’s job to sell to us; it’s their job to educate us. This builds engagement, trust and loyalty in advance of any decision to buy, and when the consumer is ready, they’ll raise their hand.

It’s the same in the job market. I know from my recruitment days that a high proportion of jobs are never advertised or placed with professional recruiters. They’re filled through recommendation and referral, which comes with many advantages for an employer, including reduced pain, cost and uncertainty. I call this place the ‘hidden market’ and it’s where smart jobseekers fish to uncover opportunities before anyone else, and by definition at a time where they have a higher probability of success.

An extension of the hidden market is LinkedIn. Employers no longer have to rely on job boards or professional recruiters to find the talent they need in their organizations. They have a database that’s up to date, right at their fingertips. They’re out fishing for the best people, often before they publicly declare their intention to hire.

The smart candidate utilizes LinkedIn’s online tools, including published posts and group discussions, to build their personal brand. In addition, offline, they build a reputation in their sector through networking, media commentary and pubic speaking.

Back in 2008, I began saying ‘yes’ to what scared me and it all started with a nervous interview on local radio. Continuing to say yes and putting myself out there, eight years on, has led to a multitude of opportunities. The proof is in the pudding, and the reason Jordan asked me to write this blog post was because of something that caught his eye online.

To summarize, just as marketers have had to evolve, the modern jobseeker needs to evolve too. Whatever your level or industry sector, we all need a personal brand that informs, educates, and in the process, entertains our target audience.

To connect with Simon Gray on LinkedIn

For information on Career Codex

To get hold of a copy of Simon Gray’s book, Super Secrets of Successful Executive Job Search

Bio:

Simon Gray is a chartered accountant, entrepreneur, former professional recruiter and founder of Career Codex. He works with clients from all over the world to help them define, find and secure the job opportunity they really want. The Career Codex methodology is about being in proactive control of your job search every step of the way, and at its core emphasises the importance of psychology for successful job search.

3 Things to Improve Your LinkedIn Experience

July 27, 2016July 27, 2016 Jordan Barta

1. Personalize!

Think of LinkedIn like a real-life networking event. If you walk in and try and tell everybody about your product right away, people are going to be annoyed. They’ll avoid speaking with you all together. Same thing goes for LinkedIn! Timothy Hughes (@Timothy_Hughes) talks about this in his book “Social Selling”.

bad invite Personalize your message to whomever you’re trying to connect with. DO NOT leave the generic “I’d like to add you to my professional network on LinkedIn”. Also, don’t try to sell them on your product on the ‘introduction’ screen.

Instead, lead with something genuine! I like to comment something nice about their experience or background. Maybe we have mutual connections in common. Perhaps they’d be an asset to my network because we’re in the same industry. Whatever the case may be, take an extra second and personalize it. You’d be surprised at what people have to say in return.

That took me an entire 3 minutes to look up the most recent post Jason shared, personalize the approach and send the connection request. Now, when Jason accepts, he’s going to see my personalized message and think, ‘Hmm… This guy actually took a few minutes to be relevant. I wonder what he does.’ This could be the beginning to a long and prosperous relationship and I could even help him with a problem someday.

2. Save the Math Equations For Facebook

If you truly care about developing your network, providing value and establishing yourself as an industry thought leader, don’t bother engaging with things that are a waste of time. They seem harmless and it’s an easy way to get a lot of new profile views and connections, but all its takes is one bad ‘like’ and you could ruin your reputation to a potential influencer or buyer. Because… as I’m sure you’ve all seen, you accept a new connection and your feed gets filled with junk.

hide unfollow For most of us, I don’t want to clog my feed with silly things. Once I see someone like, share or comment on something irrelevant to my ‘world’, I either ‘hide this particular update’ or ‘unfollow user’. I don’t have time to scroll through my feed and see something irrelevant. I go to Facebook and Instagram for that stuff.

Think of it this way; would your boss, mentor or favorite leader find your post worthwhile? If not… then don’t like or comment.

3. Show Your Appreciation!

When someone comments or shares your content, send them over a quick thank you. Envision this: Karen shares my article with her network of 2,000 people. My name, and article have just been introduced to her network. That’s a completely new audience that I’ve been introduced to… Maybe someone in Karen’s network has some questions for me about what I do for a living.

You never know the opportunities that can present themselves unless you do the little things. All of these tips only take a little time to do but will pay off tenfold. If the person never connects with you, even though you personalized it, don’t get discouraged! You can always remove your connection request and try again. (LinkedIn Article on how to do that)

Sales Hacker Twitter Chat With Gabe Villamizar

July 21, 2016August 19, 2021 Jordan Barta


@SalesHacker #saleshackerchat @NovaDotAi pic.twitter.com/9CCjIPwmQM — Gabe Villamizar (@gabevillamizar) July 19, 2016	Answer 2 #saleshackerchat @JackKosakowski1 @Barta57 pic.twitter.com/biUVh8vaVB — Gabe Villamizar (@gabevillamizar) July 19, 2016	#saleshackerchat Answer 2. @LinkedIn and @Twitter all the way. pic.twitter.com/PmymRe13Yz — Gabe Villamizar (@gabevillamizar) July 19, 2016

#SalesHackerChat A4 Video Steez. pic.twitter.com/l7Dz4EHY3K — Gabe Villamizar (@gabevillamizar) July 19, 2016	#SalesHackerChat A5 pic.twitter.com/KuMsS3cl1D — Gabe Villamizar (@gabevillamizar) July 19, 2016	#SalesHackerChat that, I don't believe there are "best days" & "times" that pertain to most buyers. Each rep should find that on their own! — Gabe Villamizar (@gabevillamizar) July 19, 2016

Sales Hacker: Question 1 – What is your #1 must have prospecting tool?

Gabe Villamizar: NovaDotAi – It allows for email personalization. It automatically searches for peoples common things you have with them and it adds it into the email.

Sales Hacker: Question 2 – Do you spend more time calling, email, or knocking on doors? and Why?

Gabe Villamizar: Find out where your buyers spend most their time. What preferred method of communication they prefer. Communication with them there. Whatever it takes to get their attention and be top of mind and close deals.

Sales Hacker: Question 3 – Which platform is your favorite for starting a conversation with buyers?

Gabe Villamizar: LinkedIn and Twitter. It’s awesome. With LinkedIn, I have optimized my profile to be a thought leader. I’ve updated my profile with certain skills, with certian displays and keywords. I want my buyers to trust me and once they trust me, they’ll buy from me. Optimize your profile so that you can appeal to your buyer.

Sales Hacker: Question 4 – How should sales reps approach messaging when prospecting on Twitter and LinkedIn?

Gabe Villamizar: You need to know before you call, email or social sell your buyers. You need to know their pain points and processes. Find out as much as you can and add value and be visible. Jack Kosakowski taught me that. I hate it when someone calls me and asks me what my goals are. My life is so out there and you can see what I’m looking to accomplish. A good sales rep will identify what can help an organization.

Sales Hacker: Question 5 – How do you choose which accounts you’re going to prospect for the week?

Gabe Villamizar: We’re a huge in Account Based Marketing. We grabbed historical data and most the most ideal deals we’ve closed. What type of accounts did we close. Find the sweet spot and whom was the decision maker. You want to target them and choose the top 100 accounts. Choose at least 6 to 7 buyers depending on the company size. Bigger account = more people. We aren’t targeting all accounts but lets split them up and work on 20 accounts first.

Sales Hacker: Question 6 – Do you have set days where you only prospect on? and Why?

Gabe Villamizar: Every company and industry have different buyers, which have different online and offline behaviors. Having said that, I don’t believe there are “best days” & “times” that pertain to most buyers. Each rep should find that on their own!

Follow GABE @gabevillamizar

The Power of Who – Don’t Let Fear of Failure Stop You!

July 18, 2016July 18, 2016 Jordan Barta

I’ve seen “The Power of Who” first hand… It’s continuously happening to me and other people within my network. It’s absolutely amazing and I hope that you can feel it too. Previously stated, the hardest part is getting started. Asking for help… you’ve got to do it!

“They’re here to help you and you’re here to help them. It just might turn out that someone you know right now will be in a position to open an important door for you later, perhaps at a time when you need it most.”[note] Page 26[/note]

You NEVER know what will come of it, unless you engage with your people. A friend of a friend could help you land a huge sale or find you a new job. Get this: A dear friend of mine started reading my blog a few months back. Well, that friend passed along my blog to her boss. Now… I’ve been invited to speak at a function of theirs.

I’ve never done any type of public speaking like that before… but who cares. Public speaking is something that I want to do. That door is being opened… all because I started writing and sharing my content. If that trail of events doesn’t know your mind, I don’t know what will.

“Too many people start their dream search with a misstep. They focus mostly on the ‘what’ (what they want) and neglect the ‘who’ (those special friends or friends of friends who can help them).”[note]page 29[/note]

Talking with your friends can help you figure these things out. Maybe someone can encourage you or be the voice of reason. Maybe a friend of yours knows recruiters that can help get your resume into companies. There’s a good chance that someone in your network has gone through a very similar experience as you. We’ve all been given our friends for a reason, why not use them for help?!

“…sometimes people you don’t even know (but who know of you) will act as advocates on your behalf. They open doors for you with a recommendation or reference. As a result you get your dream job or land a big client or get accepted into a program.”[note]Page 42[/note]

DUDE – Ah-Ha Moment! This should scream volumes. With the internet, social media and networking, you can create an incredible personal brand. Once you’ve got that built, the sky’s the limit! You’ve got to do it! You’ve got to get started on that thing you’ve been thinking about for the past few years.

Stop overthinking it and just go. Start small and get the ball rolling. You live and you learn. Failing is just another opportunity to learn. Gary Vee talking about losing every so often. After you lose, get over it and learn from it. Stop dwelling on the losses.

“Fear of failure keeps more people stuck in the safety of the status quo than anything else. They’re afraid the search will be futile.”[note]Page 51[/note]

Doing something new can be a little scary, but it’s also exhilarating! It’s what wakes me up everyday 30-60 minutes before my alarm clock goes off. My dreams are so freaking big that the second my eyes open up, I’m out of bed. Having been an athlete, growing up competing my entire life, I’ve experienced failure. Now, I’ve got really thick skin. I’ve also experienced wins.

I’m going to do whatever it takes to get that win and fear will never get in my way! You need to have the same attitude.

“…if you want to have something that you’ve never had before, you’ve got to be willing to do something that you’ve never done before!”[note]Page 68[/note]

Ah-Ha Moment right at you. Are you willing to do what it takes?! The idea is SIMPLE. The plan of action is what can be difficult. Why not ask someone that’s done it before to see if they can shed some light for you?

Once you can get your mind right, take the first step and begin chasing your dream again, the pieces will fall into place!

“The choice of what will happen to you is the results of all the little decisions you make everyday. So, make the best possible decision today, and tomorrow will arrive smiling at you. You’re not yet what you will become. The only way to get there is to be the best version of yourself today!”[note]Page 76[/note]

Man… read it over again. Copy and past that quote and put it on a sticky note on your computer. Do something to get your closer to your dream everyday. Make it happen baby!

There’s more to come from me about:

The Power of Who: You Already Know Everyone You Need to Know | Bob Beaudine

How to Get Out of Your Own Way

July 12, 2016July 12, 2016 Jordan Barta 1 Comment

I love reading motivational books! The amount of motivational sentences you can pull from these books is mind boggling. It’s time to change… it’s time for you to start doing! You’re busy… all day; work, family, life, traffic, kids, health, and the list goes on. You forget about your dreams and where you wanted to be in 5 years… and that was 5 years ago. You’ve lost focus on the big picture and became inundated with menial daily tasks. You’re stressed about the small stuff because you don’t know what else you should do.

“Many of us have gotten sidetracked and forgotten our original dream, spending our lives doing derivative work. This memory lapse has become epidemic. We have less and less time to calmly think about the direction our lives have taken and reflect on our current course.”[note]Page 5[/note]

This is your wake up call. Shake the cobwebs out, pick yourself up and recreate that dream you once had. Honestly, what $(KGrHqEOKkUE1pFpDe0FBNj+c,rg7Q--_35 do you have to lose? I’ll use myself as an example; I started writing, obviously… I don’t have a writing degree… I think I’ve taken 3 writing classes my entire life, but here I am. You know why? Because I know that what I’m doing now is going to directly affect the path to my dreams.

If a door closes… don’t get discouraged. It’s just a message telling you that maybe that wasn’t the best option for you. We all get side tracked at sometime or another, but it’s up to you and your ‘who’, to get you back on your feet. Think of your ‘who’ as your network and your network’s’ network.

“One of the big lies many of us tell ourselves is that our current position in life disqualifies us from achieving our dreams and goals.”[note]Page 9[/note]

‘I’m too old. I’m too young.’ Whatever the excuse is… you’re only kidding yourself. It’s never too early and it’s never too late in life to begin walking on a path to your dreams. The future is coming whether you like it or not. You NEED to ask yourself, ‘Are the things I’m doing right now, steering me closer to my dreams or life I desire?’

Want to know what the hardest part is?! Getting started… Getting started is the hardest part when you decide that you’re going to change the outcome of your future. Finding the energy, courage and dedication to do something different. Now… I’m not telling you to quit your job; but I’m hoping you’ll start making small changes.

“Maybe you feel you lack the courage or self-confidence to start doing what you’ve always dreamed of doing. But you’ll be amazed at the sense of empowerment you feel as you take those first steps.; Things will start to fall into place. Life will begin to make sense again.”[note]Page 13[/note]

Things do fall into place! Put forth the effort and things will change. One thing that makes all of this possible is your ‘who’ network. These are the people that you’d call your friends or connections. In the information age, our networks can be huge! You could have thousands of connections on LinkedIn and all of those people could have thousands of connections. Potentially, your ‘who’ network could be massive. People that are in your network may not be willing to help you… but you don’t know until you ask.

“The good news is ‘You Got ‘WHO’!’ Everyone in your network has their ‘who’ network and everyone in that ‘who’ network has their circle of ‘who’ friends and on and on it goes. It’s exponential!”[note]Page 20[/note]

I can’t tell you how many times I’ve asked for favors, or help and someone has responded. People are willing to help… you just have to ask. I’ve made incredible connections with people outside of my network because someone close to me facilitated an introduction. I’ve gotten job interviews and later received jobs because of someone in my ‘who’ network. I’ve spoken with CEO’s and decision makers within organizations that normally I wouldn’t be able to get a hold of.

People make the mistake of never reaching out and asking for help. You can’t take life on head first by yourself… I mean, you can, but it’s very difficult. Imagine this; starting your own business… Where do you turn to? I’d hope you’d reach out to anyone in your ‘who’ network that’s already started their own business. You can read material and be educated, but you don’t know what it’s like to go through the process of starting a business. Don’t be so stubborn.

“They’re here to help you and you’re here to help them. It just might turn out that someone you know right now will be in a position to open an important door for you later, perhaps at a time when you need it most.”[note]Page 26[/note]

Think about all of the times you’ve helped someone out or they’ve helped you out! Once you realize the power of ‘who’, and have that Ah-Ha Moment, the possibilities are endless. It’s never too late for anybody. Shift your mentality a little bit and the possibilities are endless.

Network-Marketer-Secret-of-Motivation-300x225

Less Talk; More Do!

Recreate your dream
Figure out how you can work towards that dream
Start doing something that gets you towards that dream
Examine your network and find people that you need to help
ASK them for help

There’s more to come from me about:

The Power of Who: You Already Know Everyone You Need to Know | Bob Beaudine

Cover Letters Are Dead

July 6, 2016July 6, 2016 Jordan Barta

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Even before I fell into the recruiting industry, I never believed in cover letters. Now that I have been immersed in the recruiting industry for years, I am a firm believer that cover letters are and will forever remain dead.

Here are just a few reasons that job-seekers should stop wasting their time crafting the ultimate cover letter.

1. Recruiters Don’t Even Look at Cover Letters
Seriously, I can count on one hand how many times I have actually read through an applicant’s cover letter in my recruiting career.

What I have found is that the cover letters recruiters do tend to receive are very standard, boring, and oftentimes they are geared toward a different position or even worse – a different organization altogether.

Recruiters are really interested in looking at the substance in the resume, not reading a cover letter that speaks to capabilities. We want to see actions, achievements, outcomes, work history, and an individual’s capabilities based on tangible evidence and skillset.

At the end of the day, it’s the resume or social media profile that is the key to an initial conversation with a recruiter – not the cover letter.

2. Mobile Recruiting is Phasing Out Cover Letters
Job-seekers love simple job applications.

If it’s a one-click to apply option, that is even better. More and more, mobile recruiting through platforms such as Indeed, Careerbuilder, and LinkedIn are enabling organizations and job-seekers to ease the process of applying to a job.

Organizations requiring prospective candidates to include a cover letter are simply limiting their pool of qualified talent.

Although many organizations, recruiters, and/or hiring managers may argue that requiring a cover letter helps to see who is really serious about applying to a particular position – I believe this is an outdated philosophy, and once again will end up limiting an organization’s qualified talent pool.

Gone are the days of jumping through hoops to apply for a job.

3. Social Media is Where It’s At – Seriously
I cannot speak for all recruiters, but I will tell you that I would much rather take a look at someone’s social media sites (specifically LinkedIn) than a cover letter any day of the week.

In fact, I will also argue that having a strong digital footprint is a very attractive quality for an applicant to possess – no matter the position or industry.

Additionally, I utilize social media to compare a candidate’s submitted resume to their listed experience on LinkedIn or other avenues.

Does it correlate? Are there inconsistencies? Are there red flags?

Plus, you can oftentimes get a stronger sense of intangible qualities such as a candidate’s personality, interests, and activities through their social media profiles – allowing the opportunity to get to know a candidate prior to having an initial conversation.

Fellow recruiters, hiring managers & all you job-seekers out there – how do you feel about cover letters? Comment below.

Four Ways to Increase Email Opens by 25%

June 21, 2016June 22, 2016 Jordan Barta

emailmarketing_0 How does your email resonate with your audience? Open rate is the strongest metric to identify how well your email is landing, and optimizing your open rate can make all the difference in your monthly revenue.

If you want to get your email past spam filters and grab the receiver’s interest, we have four sure-fire tactics to increase your email opens and allow you to connect with your market.

Subject Line

Think about the number of emails that land in your inbox every day, and which ones you delete the fastest. The emails that you never open are probably, 1. The most boring, 2. Not relevant, 3. Reeking of sales desperation, and 4. Don’t have your trust.

CAPS LOCK and “Urgent” have lost all meaning in email subjects. Your audience wants to connect with content that means something to them, and email that frequently demands their attention is no different. Your subject line should be compelling enough that they skip the delete key and take a closer look.

We’ve found that the most successful emails keep subject lines short (three words, or 50 characters or less). They regularly use fresh content, so a steady stream of the same subject line doesn’t bore your audience. Your email should deliver information that your audience can use—up your credibility by offering content that helps them in their day-to-day. Even if you’re asking to set up a meeting, use an upcoming industry event and offer content that gives them tips on how to prepare: Getting the Most Out of [event].

Successful email subject lines also use dynamic tags that tap sales intelligence and personalize your email based on the information you’ve collected about them.

Personalization

It’s time to put data collection to good use. [Dynamic tags] let you personalize your email subject line, based on what you already know about your audience. The effectiveness of dynamic tags can vary between industries and professional roles, so you should test your formats and keep an eye on your winners.

If you’re tracking your audience’s activity on your website, dynamic tags can also highlight their place in the customer journey, and help you segment your audience. Be sure to review your email prior to sending to ensure the right information is populating, and avoid broken dynamic tags.

Technology

Take advantage of sales software to optimize your email content and sending patterns, and centralize the best of your data learnings to strengthen your entire sales team’s game.

Email Tracking is a great tool to sharpen your email process from a few different angles.

Use Email Tracking for an overview of your open rate, in a neat, easy-to-use interface
Customize your email with Email Tracking personalization tools.
Once you have tested, successful templates, you can use Email Tracking to share templates with your team.
While you work, keep track of all of your activity with the Email Tracking Salesforce integration.

There’s no reason not to use the best of technology to help you connect to your audience, and increase your email open rate.

Timing

The patterns of your email can really help you to establish credibility with your audience. Too frequent, and your email will go right in the trash. Not well timed, and it will get ignored. But you still want your email to be at the top of the list when your audience checks their inbox, and a healthy frequency does lead to successful engagement.

Set your email cadence by reviewing your open email data. Find the times and days of the week when your email is opened the most frequently, as well as the frequency rate, to determine the optimal send times for your audience.

With applied effort in these four areas, email opens can increase by at least 25%.

As always, split test your email subject line to gauge your best performers. Taking the time now to research your audience and save their data will help you deliver the most relevant content possible. The amount of time you invest will drive your ability to connect, and get those emails opened.

About the Author:

Jonathan Allen is a SaaS strategist and SalesLoft content specialist. He has extensive experience in sales development, account management, and B2B strategy.”

Connect with him on LinkedIn! Jonathan Allen

Agreements, Trigger Events & Introductions

June 17, 2016June 17, 2016 Jordan Barta

hacking sales Going through the sales process can be fun and exciting… especially when the potential client is excited about what you have to offer and the price is right. The last thing you want to do is say the wrong thing when you’re closing the deal.

“There’s a big difference in someone’s mind when you use the word contact versus the work agreement. But often they mean the same thing.”[note]Page 69 [/note]

A contract can sound scary and make anyone second guess their decision. An agreement on the other hand sounds less threatening. In reality, they can both mean the same thing. The agreements I have clients sign are not binding… so I don’t even bother saying contract because it isn’t one. When you’re going to get a price lock on a deal, then you might need a contract.

Whether you’re engaging with the prospect or they’re signing the agreement, you got to find trigger events to keep yourself in the mix. I LOVE trigger events because it gives me another reason to reach out to the prospect.

“A trigger event that most salespeople don’t utilize is holidays. You can use any major holiday or even a Hallmark holiday as an excuse to send a warm follow-up email.”[note]Page 91[/note]

Absolutely! I’ve spoken about trigger events in the past and this is another prime example of an easy touch point. Who doesn’t like to talk about what they’ve got planned over the holiday’s? You can also leave social media to see how they celebrate holidays. If they go all out, like in The Office, maybe you should stop by with a gift basket to say hi! Those little gestures can go a long ways.

Depending on what type of software you’re using to connect with your prospects and clients, you can find all sorts of ways to reach back out to companies. LinkedIn, Twitter and Google are the best engines to find Trigger events.

This next piece really resonates with me because I’ve been experiencing this later…

“The problem is sales is that salespeople tend to be ‘givers’… …if salespeople give throughout the process without getting much in return, they condition the client to treat them like a doormat.”[note]Page 116[/note]

I’m a salesperson that likes to bend over backwards for my prospects and clients… This really sucks because people try to take advantage of my ‘giving’ mentality. Feelings like I’m going to lose the business because I say ‘no’ sucks… but it’s better than being walked all over.

While I get first hand experience with this…. I think that’s going to be the only way a salesperson can learn about being a doormat. Fill your pipeline with enough business that you don’t have to worry about saying ‘no’ and being a doormat.

One great way to do that is by asking for introduction!

“Make Introductions Mutually Beneficial. This is important! Try to make introductions only when you truly believe there’s real mutual benefit, even if that benefit on one side is in the future.”[note]Page 117[/note]

I think one thing to also include is that you need to ASK. A lot of people are afraid to ask for introductions. I’m not talking about the BS “if you’re not the right contact, can you introduce me to them?” type of introduction. If you actually want to meet someone within a company and a connection of yours is connected, personalize the approach and let that person know why you’re reaching out for an intro.

Whenever I make a new connection on LinkedIn, I also let the person know that they can ask me for introductions to anyone in my network. But, if they ask, I always make sure that they give me a better understanding of what they’re looking to accomplish with the introduction.

An additional Ah-Ha Moment from Max is that:

“You will win because distribution is king, and these tools will allow you to own distribution at a repeatable and scalable level. Always be testing, measuring, and optimizing no matter how good the numbers are. You can always do better”[note]Page 132[/note]

It’s so true! We can always be doing better, providing more value and intriguing our prospects and clients. The end of this book, Hacking Sales, came very fast. It’s an incredible read because there is so much information. It’s insane how many different products are out there that will help you do your job.

You’ve got to read this book!

Quit Giving Other Recruiters a Bad Rep

June 3, 2016June 3, 2016 Jordan Barta

I am going to cut straight to the chase with this post.

If you are a recruiter, you need to read this. If this post doesn’t apply to you – I am sure you can relate to someone else in the recruiting field making the very mistakes listed below.

There are many recruiters that are making the rest of us look bad.

You are toying with your candidate’s experience.

You are sending canned responses.

You have lost your ability to be engaged with your talent pool.

You just aren’t doing it right.

If you are guilty of one of the following six things – own up to it, slap yourself around to get a reality check, and stop doing it immediately. Not just for the sake of a fellow recruiter’s reputation in the industry, but for yourself too.

1. You Are Treating Candidates Like Numbers

I truly understand that there are recruiting firms out there that are all about numbers. I also understand that there are quotas to exceed, goals to meet, and positions to fill due to client obligations. Trust me, I get that.

However, with that said…

You cannot treat your candidates like the numbers you are trying to achieve. The quotas you need to exceed, the goals you need to meet, and the positions you need to fill are all background noise to a candidate.

Take the time to properly get to know someone without focusing on your “hidden agenda” that they wouldn’t understand nor care to know about at all. They don’t want to hear about the fact that you need to fill the position by Friday or that by filling this position you will meet or exceed your monthly goal.

Candidates want to tell you their story. They want you to ask questions about what they are looking for, what makes them tick, and what they have to bring to the table.

At the end of the day, if it’s a fit then it’s a fit. Don’t force it for the sake of numbers, but take the time to get to know what they are looking for, and you’ll know sooner rather than later if it’s a potential fit.

2. You Aren’t Following Up With Your Candidates – At All

I know recruiting life can be busy. We juggle multiple candidates for various positions, and it’s sometimes hard to make time for following up – especially when it isn’t getting you one step closer to the money, one step closer to meeting a quota or goal, or one step closer to filling that position.

However, a simple pass is better than zero feedback at all.

Just like you don’t like being left in the dark wondering what happened, your candidates don’t like to feel that way either.

Don’t be afraid to give what you perceive to be negative feedback. I guarantee that most candidates will appreciate a follow-up from a recruiter even if it isn’t the news they wanted to hear.

I speak from experience on this as I have made several calls to candidates to let them know they weren’t selected for a position or weren’t moving along in the process. And, I usually get a response like this, “Wow, I appreciate you letting me know. Usually I just don’t hear anything at all, and I figure it out on my own.”

To me, leaving your candidates in the dark is like watching almost all of an awesome movie, and then turning it off without seeing the ending.

Just don’t do it.

3. You Aren’t Taking the Time to Understand Your Candidate

Unfortunately, it’s very easy to talk about what we need in a candidate, but not enough recruiters are taking the time to truly understand what their candidates need when it comes to making a move in their career.

If you take the time to understand your candidates, it is much easier to build an authentic talent pipeline to tap into even if the position you are working on now isn’t an ideal fit for them.

Also, taking the time to get to know your candidates will not only build a solid relationship, but it will also build trust. Those candidates will want to work with you again in the future, even if the position in the here and now doesn’t pan out after all.

4. You Don’t Take the Time to Personalize

I get it.

I hear all the excuses as to why personalization of messages takes too long…

I don’t get a response half the time anyway.
It’s easier to kill more birds with one stone.
But, I can reach more candidates about the position.
But, but, but, it’s quicker to send a mass message, and it’s more efficient.

Although some of the excuses above are realistic responses, I guarantee that you will get a better return rate of responses if you take the time to personalize and/or customize your messages to your candidates (whether via social media, email, or phone).

And, if it’s a really hard-to-fill position, keep in mind that your message really should stand out from the rest of the messages some of this high-need candidates are receiving on a daily basis.

Get creative, personalized, customized, and real.

5. You Just Aren’t With the Times

If you have ever asked yourself the following, you need to think deeper.

Why is it that a potential candidate isn’t returning my call after leaving a voice message for the second time? Why is it that they aren’t responding to my emails? This opportunity would be fantastic for them!

Getting with the times means embracing the fact that the traditional means of getting your candidate’s attention aren’t always going to work.

With an increasing millennial workforce, there are modern methods of getting in touch with candidates in need. That includes the fact that you should embrace social media (i.e. LinkedIn, Twitter, Facebook, etc.). Use those platforms to communicate with your potential candidates.

I’m not a fan of texting as an initial means of reaching a candidate, but this could be a great way to keep in touch or keep a candidate updated on the process (especially if they are currently working and unable to take a call or check a personal email as easily).

Take the time to think outside of the box when it comes to communicating with your potential candidates.

6. You Are Focusing On Your Schedule, Not the Candidate’s

Lastly, if a candidate is currently working full-time, you need to be able to offer flexibility in the interviewing options, or at least understand that a candidate is not trying to burn a professional bridge in order to make it to an interview that may or may not pan out.

Too often, I see recruiters and hiring managers giving a one size fits all approach to interviewing, and it can really limit candidates when the process is too cumbersome or difficult.

Understand the fact that candidates may have a preference to interview first thing in the morning, on their lunch breaks, or at the end of their current work day.

If it’s a candidate that you truly want to pursue for the position, try video interviewing them after hours. Or, just take the time to come to a healthy compromise on when to interview so it’s not interfering with the candidate’s existing work schedule.

And don’t even get me started on having a 3 or 4 in-person interview process…

When in doubt, think of how you would want to be treated during the recruiting process – from beginning to end.

Have anything to add to the conversation? Please comment below.

“Feedback is the Breakfast of Champions”

April 12, 2016April 12, 2016 Jordan Barta

The_One_Minute_Manager I’ve managed a few people in my career… I was a manager at Abercrombie & Fitch and I also coached some American Football players overseas. I’ve never thought managing people was rocket science. Maybe I’m wrong, and that can be your opinion… I’ve had great managers in my career and I’ve had bad managers. There is a big difference and I’m sure you’ve experienced something similar to me…

I never really thought about reading/writing about management style books, but a friend of mine, Illiya, told me that this is a must read! Boy was he right. The nuggets in this book are easy to come by and it can really change how you manage people. The book itself is told from the perspective of a boy wanting to learn about management styles… so it’s a different point of view, but easily readable.

“…helping people to feel good about themselves is a key to getting more done. …However, remember productivity is more than just the quantity of work done. It’s also the quality.”[/note]Page 20[/note]

Whenever I’m feeling good, I’ll always get more done. When management rewards me or pats me on the back… yep, you guessed it; I’m going to work harder. I’ve previously written about productivity and the quality of work. There is a fine line in finding the right equation. Making sure you’re people are happy is a very important part of that equation.

If you don’t know what makes your people feel good… well, you better learn fast. Just because you’re in management, it doesn’t mean you can’t be work ‘friends’ with your employees. You don’t have to hangout with them on the weekends, but make a point of stopping to say hi and asking them how they’re doing… instead of just your weekly one-on-ones.

The first secret of The One Minute Manager is: The One Minute Goal. This is a great segment because I recently wrote about it from GaryVee’s book! Stop complaining.

“If you can’t tell me what you’d like to be happening, he said, you don’t have a problem yet. You’re just complaining. A problem only exists if there is a difference between what is actually happening and what you desire to be happening.”[note]Page 31[/note]

Makes sense… right? Instead of just complaining about something. Have the outcome already figured out. Nobody likes a complainer because it doesn’t solve anything. Complaining just to complain doesn’t do anybody any good. STOP. Its tough to do… I know. I experience this everyday and sometimes I feel the need to do it.

The entire idea of a one minute goal is to come up with something that isn’t working and find a way to fix it. The goal being; fixing the problem.

Once that happens or maybe you catch your people doing things right… verbally reward them; One Minute Praisings.

“Help people reach their full potential. Catch them doing something right.”[note]Page 39[/note]

It’s the little things that make a big difference. Pat someone on the back, pound fists or give a high five. When you notice someone doing something right, it motivates them. When someone is motivated, they will work that much harder. It’s not rocket science… it basic human interaction. Did you ever play sports, have a coach or learn something new?! Once someone gave you that positive reinforcement… how pumped up were you? Hell, if you’re not a manager, do it with your coworkers. They’ll like you even more.

The opposite side of praise is the One Minute Reprimands.

“… the One Minute Manager has taught us the value of being able to laugh at ourselves when we make a mistake. It helps us get on with our work.”[note]Page 56[/note]

People screw up… so when it happens, you need to stop that employee, let them know they screwed up and then reinforce them that you hold them to a higher standard. Tell them what they did wrong and then build them back up. They won’t make that mistake again! Obviously, we feel shitty when our boss tells us we did something wrong…. but it’s also their job to tell us we’re better than that. If you only put your people down, your people will leave you fast.

You’ve got to invest in your people. They are the reason your organization is growing.

“Most companies spend 50% to 70% of their money on people’s salaries. And yet they spend less than 1% of their budget to train their people. Most companies, in fact, spend more time and money on maintaining their buildings and equipment than they do on maintaining and developing people.”[note]Page 64[/note]

That sucks but it’s pretty true. Especially with all of these new fancy startups popping up everyday. “Let’s give people free stuff and hope that they stay here for eternity.” You’ve gotta help your people grow or else they won’t feel satisfied. Don’t get me wrong, free stuff, a nice paycheck and 401k is lovely, but if you feel like you’re spinning your wheels every day, those things can only keep you happy so long before you look elsewhere. I would know…

Another thing to keep you moving forward at an organization:

“Feedback is the Breakfast of Champions”[note]Page 67[/note]

When the last time you got or gave feedback?! I love constructive criticism. If helps me evolve as a person. If I lose a deal… I ask the prospect as to why I lost. That reason will never happen again!

“If managers would only intervene early, they could deal with one behaviour at a time and the person receiving the discipline would not be overwhelmed. They could hear the feedback. That’s why I think performance review is an ongoing process, not something you do only once a year.”[note]Page 87[/note]

I know for FACT that the majority of organizations out there do not do reviews more than once a year. They say they do semi-yearly but I know that’s crap. I call a lot of companies and talk with a lot of HR people. This is a HUGE issue in all industries right now. Do yourself a favor and start giving reviews/feedback often. Your people will feel like they’re part of the company when you listen to them. Sometimes… people just want to be heard.

Basically, The One Minute Manager is about setting quick goals, giving positive reinforcement and giving feedback often. I would encourage you to read this book if you’re just getting into management. It’s a quick/fun read. If you want my copy, I’d be happy to send it to you. Just email me and it’s yours!

Buy the book here – I suggest buying a used copy because they’re dirt cheap.

Everyone Communicates, Few Connect | John C. Maxwell | Part 8

February 17, 2016August 19, 2021 Jordan Barta 4 Comments

I always find it ironic that while I’m reading these books, I come across life examples the day after I write a post. And then, I’ll continue reading and I’ll come across something else that happened the day before! It freaking blows my mind.

“In the end, people are persuaded not by what we say, but by what they understand.”[note]Page 165[/note]

If you can speak clearly and simply and validate that they understand, you’re more likely to connect with them. I followed up with a prospect shortly after having a great conversation with them. I thought the conversation went great… them on the other hand… they were confused. I was talking in the terminology I talk with my coworkers. Of course the prospect wasn’t going to understand me. Shame on me!

“The bottom line when it comes to holding people’s interest and connecting with others is that you should try to be the kind of communicator you would like to hear.”[note]Page 192[/note]

Who comes to mind right away for you? Simon Sinek (@simonsinek) is my favorite communicator and speaker. The way he can connect with his audience is absolutely amazing. I’ve only seen him talk in videos! The passion, excitement and his ability to connect with the audience is how he separates himself from other speakers.

“Connecting has a lot to do with letting who you are influence everything you do.” – Brad Cork[note]Page 210[/note]

I’m sure that I’m interpreting this quote differently than you. I think it means; use your character to influence everything you do. You, as a person, are going to be the sole driving factor behind connecting with people in whichever way you please. People can tell you to do things… but until you want it and feel it, you’re not going to put everything into it. Where’s the passion? Brand yourself and allow your brand to speak for you. Better make sure you’ve got a kick ass brand!!

“People need to feel your gratitude for them”[note]Page 217[/note]

If you take some of their time, make sure they know how thankful you are. I’m getting in the habit of always thanking my listeners for their time. Not only thanking them for their time prior to me speaking, but also thanking them when I’m all done. Also, if they’re inspired and walk away with some new knowledge… thank them again! As you continue to inspire people, you’re going to build credibility. People trust people that are credible.

“When a person is credible, the longer the time, the better it gets. For someone who lacks credibility, the longer the time, the worse it gets. Credibility is currency for leaders and communicators.”[note]Page 230[/note]

And just like that, you know what you need to be doing. Establish credibility! You can fake credibility… but it’s a guarantee that it’s going to bite you in the butt later. Have you ever spoken with someone that you thought was really credible? And then you found out a few days later that they’re just full of shit? It sucks when that happens, but it happens all the time.

“Credibility is all about trust.”[note]Page 231[/note]

While you’re speaking with someone that is credible, you worry less. You take their word for what it is and follow in their footsteps. If you don’t trust them… you’ll probably fact check them or Google the answer you’re looking for. Credibility and trust is a huge driving factor in our jobs, in sales, communicating and connecting. If you aren’t building your brand, becoming a credible resource and gaining the trust of others, you’re going in the wrong direction.

Another incredible point Maxwell makes as we talk about credibility:

“Credibility is not perfection but a willingness to admit imperfection.” – Roger[note]Page 239[/note]

Yes… We all want to be perfect… But we all know that’s impossible. It’s okay to screw up. Take accountability, say you’re sorry and strive to be better. When someone asks you a question that you don’t have the answer to… don’t lie and give them some silly answer. Tell them you’ll figure it out and get back to them. They’ll appreciate the honesty and the ability to get it answered. Being honest makes you vulnerable and that makes people feel uncomfortable. Get comfortable being uncomfortable because if you aren’t pushing your boundaries, I don’t think you’re growing.

It’s your turn! Go out there, connect, establish credibility, engage with your network, provide value, and thank them. Show your gratitude!

Connect with me on Twitter @Barta57

Connect with John on Twitter @JohnCMaxwell

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Everyone Communicates, Few Connect | John C. Maxwell

Everyone Communicates, Few Connect | John C. Maxwell | Part 7

February 16, 2016August 19, 2021 Jordan Barta

Assumptions… I’m sure you’ve assumed something before and were completely wrong. It happens all the time. We assume stuff before we know the facts. It’s never a good thing and we always get ourselves in trouble because of it.

“All miscommunications are the result of differing assumptions”. – Jerry Ballard[note]Page 125[/note]

It’s as simple as that. Everybody has different feelings, thought processes and perspectives. Assuming things about people won’t get you very far. That goes for generalizations too. We’re all guilty of it! We judge people based on their looks all the time. You’re shooting yourself in the foot even before attempting to make contact with that person.

Then, when you try to connect with that person, the assumptions you have about them block your ability to see them for who they really are. You can’t find a common ground with someone when you’ve already decided who they are… but you have no idea.

This next part gave me an Ah-Ha moment that will stick in my brain forever! It makes so much sense because I’ve lived it first hand with multiple jobs…. and I’m sure you have too. When employees feel like information is being hidden from them at work they feel like outsiders. They’re being alienated… and they know it.

“We the uninformed, working for the inaccessible, are doing the impossible for the ungrateful!” – Jim Lundy[note]Page 130[/note]

It’s so true! When things are hidden from you, or there’s always gossip at the water cooler, you feel left out. Managers, keep your people in the loop. Let them know what’s going on. Just because you’re a boss, it doesn’t mean you should isolate yourself from the lower level employees. You can’t connect with your people when you’re alienating them. How are they supposed to feel appreciated?

If possible, get their feedback. Include them in the decision making process. You’d be amazed at the motivation you can give people when you include them on things.

“People don’t care how much you know until they know how much you care. People like people who like them.”[note]Page 137[/note]

It’s pretty true if you think about it. Nobody wants to be sold to. Nobody wants to be looked at as a means to an end. People want to feel like you understand them. They want to feel appreciated. If you can do that, you can connect with anybody. Show people that you care and that you’re willing to help them, and they will return the favor.

“Adapt to them – don’t expect them to adapt to you.”[note]Page 142[/note]

Ask people ‘why?’ Get to know them. Be intrigued. Take the initiative to get off your agenda and onto theirs. It’s what Maxwell has been talking about throughout the entire book!

When making the attempt to connect with people, talk with people and sell to people, I think of the acronym K.I.S.S. Keep It Simple Stupid. Being simple is hard… you have to convey a message worth listening to.

“It takes great effort to make any kind of communication concise, precise and impacting.”[note]Page 152[/note]

That’s exactly what I’m trying to accomplish here, with this blog. Simple, short, and to the point. Providing value to my readers. Make your point, make it good and provide value!

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Everyone Communicates, Few Connect | John C. Maxwell

Everyone Communicates, Few Connect | John C. Maxwell | Part 6

February 12, 2016August 19, 2021 Jordan Barta

This week has been really ~~busy~~ productive! I can’t tell you how many new connections I’ve made this week, or how many incredible conversations I’ve had, but I can tell you that it took a lot of energy. Which is great! Now I can reflect on my week and tell myself, “Maybe you should do a little less, or maybe you can handle a little more.” It’s important to figure out where the sweet spot is so you don’t get burnt out.

When you really give it your all and the person you’re talking to can feel your passion, it can get tiring.

“People who want to connect with others must give it their all. And that takes energy!”[note]Page 88[/note]

Mentally, emotionally and even physically. Remember, people don’t always remember what you say… they remember how you make them feel. You better bet that I’m going to make that person feel as good as possible. If you can do this correctly, the person you’re talking to will truly trust you. Trust goes a long way in every profession.

I absolutely LOVE this next part. It will scream volumes for you too!!

“…the illusion of the first time…”- Jerry Weissman[note]Page 88[/note]

Think of someone giving a presentation to you. Now, think of that same person giving the exact same presentation to a new group of people next week. Each presentation needs to have as much passion, excitement and engagement as the first one! The presenter knows that the presentation is for the audience and not them self. Famous legend Joe DiMaggio once said,

“I always remind myself that there might be someone in the stands who never saw me play before.”[note]Page 89[/note]

Give it your all every time! There’s a good chance the person on the other end of the phone hasn’t heard your pitch before. You better make it memorable. If you’re a recruiter, and you’re interviewing someone; interview them like they’re the first person you’ve ever recruited. If you’re in HR and you’re delivering training… deliver the training with the same passion you had when you first did it!

Okay, so, let’s say you know someone super connected. Personal referrals go a long ways, right?!

“‘Who’ you know can open the door for you to connect with someone. Of Course, once the door is open, you still have to deliver!”[note]Page 102[/note]

Boom… it’s as easy as that! Just because people are going to stick their neck out for you and make an introduction, you have to be able to back it up! Honestly, a lot of personal growth and success comes from the help of other people. My last two jobs were from personal referrals. They stuck their necks out for me to get me the interview, but I sure as hell had to deliver. The realtor found a great town home for me to move into… I had to have the money and credit score to qualify for the place. Some of my connections are willing to facilitate introductions for me. I better over deliver when it comes time for me to have that meeting.

“If you have an area of expertise and generously share it with others, you give people reasons to respect you and develop a sense of connection with you.”[note]Page 103[/note]

You’d be surprised at the amount of people that will follow from afar. I’m guilty of it and I bet you are too. You look to someone for information and enjoy everything they talk/write about, but you haven’t introduced yourself. What do you have to lose? Show them they provide value to you and you’d love to introduce yourself. I reach out to people all the time because they write interesting stuff. Your network can grow so fast!

“America has a success culture. People want to be successful, and they seek out others who have accomplished something to get their advice. If you are successful in anything you do, there will be people who will want to listen to you.”[note]Page 103[/note]

There is always going to be someone better at something than you, and there is always going to be people looking to you for advice. Once you’ve established yourself as a credible resource and connection, the more people are going to look at you for information. Never stop learning! Maybe what you share today isn’t going to connect with all of your followers, but I can almost guarantee that someone is going to have an “Ah-Ha” moment. Look where I started… and look how far I’ve come in such a short amount of time. It’s cliche… but anything can happen.

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Everyone Communicates, Few Connect | John C. Maxwell

Everyone Communicates, Few Connect | John C. Maxwell | Part 5

February 10, 2016August 19, 2021 Jordan Barta

Connecting with people and growing your network requires a lot of energy! It doesn’t just happen over night and it takes a long time!

“If you want to connect with others, you must be intentional about it. And that always requires energy.”[note]Page 72[/note]

If you’re in sales, marketing, customer service, HR… or any job working with people, you’re always connecting and communicating. You’re spending countless hours doing your job. Are you tired at the end of the day?! Heck ya.. I’ve had the opportunity to connect with Jack Kosakowski (@JackKosakowski1) on LinkedIn. He puts an incredible amount of time and energy into his work and I can tell you that it makes a difference. He is a change creator… And he’s always connecting and providing value… and he does it intentionally!

“If you want to connect, don’t wait. Initiate![note]Page 79[/note]

Basically… Get it done! One of my favorite quotes is from bodybuilder Ronnie Coleman, “Ain’t nothin’ to it but to do it”. What do you have to lose? You can’t go through life scared! You’ll never get anywhere. People are people. Find a talking point to initiate a conversation and go for it.

“If you wait until you can do everything for everybody, instead of something for somebody, you’ll end up not doing anything for anybody.” – Malcolm Bane[note]Page 79[/note]

I think that’s a fun way to look at it. You’re never going to be able to please everybody, so you might as well start somewhere and start pleasing anybody. Call the CEO of a company and begin a conversation. Tweet someone really powerful. Send a connection request to your favorite writer.

For some reason, we think that there is a perfect moment in life to do things. There is no perfect moment to initiate a conversation with someone. It might be awkward or you’re scared, but you have to move past it.

“The people who connect with others are the ones who go ahead and do what the rest of us never quite got around to.”[note]Page 81[/note]

They’re change creators; they ask for help; they acknowledge their weakness and see the strength in someone else. Get over the insecurity and worry, and just do it!

However, once you’ve made a connection with someone, the rest takes patience. Remember, you have to get off your agenda and onto theirs. You can’t just email someone on Monday and expect them to trust you by Friday. It doesn’t work like that.

“Good connections don’t always run the fastest, but they are able to take others with them. They exhibit patience. They set aside their own agendas to include others.”[note]Page 85[/note]

Would you rather move extremely fast by yourself or a little slower with a team? Getting to the finish line is great, but having a group of people to share it with is even better. And, if you move too fast, you have to wait for everyone to catch up… and then you’re still losing time. It takes energy to move with someone faster than you and it takes energy to move with someone slower than you… so if you operate at the same speed, you’ll save energy and frustration. Patience is key in all aspects of life!

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Everyone Communicates, Few Connect | John C. Maxwell

Everyone Communicates, Few Connect | John C. Maxwell | Part 4

February 9, 2016June 14, 2023 Jordan Barta

If you can create a connection with someone where you can exude conviction, passion and credibility, you’re headed in the right direction. If you’re going to connect with someone, you also need to make sure that your communication goes beyond words.

“As a species, we remember 85 to 90 perfect of what we see but less than 15 percent of what we hear.” – Sonya Hamlin[note]Page 53[/note]

Make sense right… now think about it. A lot of the things we do, we have a visual. Being in the information age, we’re always seeing new things… so you need to stick out… BIG TIME. I’m sure you spend all day on Twitter, LinkedIn Facebook and YouTube… so what catches your eye?

You need to be able to do that with people when you’re connecting with them. I know sales people that wear fun ties and socks. You can guarantee the prospect is going to remember them. Sales people often put images of their children on their computer so the prospect can ‘AWW’ at how cute their family is. You’ve only got a few seconds to win people over, so you better make the most of it!

“Expand Your Range of Expressions”[note]Page 56[/note]

Be excited, smile, move your eyebrows… use emotions to help tell a story or convey a message. Why do you think comedians are so good at what they do? Because they’re able to tell a joke and put emotion behind it.

I took American Sign Language growing up and the number one lesson everyone learns, other than memorization, is that you have to use facial expressions to convey a message. I challenge you to watch this TED talks. It’s pretty entertaining and only 5:55 long.

“People may hear your words, but they feel your attitude. That will either enable you to connect with people and win them over, or it will alienate them and cause you to lose them.”[note]Page 65[/note]

It’s another one of those things that you forget on a daily basis. Words are one thing, but the attitude behind it is how people feel about you. It’s hard to put a finger on it, but I’m sure you know exactly what I’m talking about. There’s those people that are confident and charismatic and then there’s those people that aren’t. That’s the different between half full or half empty type people. We all know a few of each and we all know which are easier to talk to and connect with.

My favorite “Ah-Ha” from this section of the book is about charisma.

“Here’s the bottom line on charisma. You don’t have to be gorgeous, a genious, or a masterful orator to possess presence and to connect with others. You just need to be positive, believe in yourself, and focus on others.”[note]Page 66[/note]

Sounds too easy… right? It’s not! After moving over to my new job, I had no idea what I was talking about when it came to the product. So What! I picked up the phone, called people with a positive attitude and began a dialogue. I even had to answer questions with, “I don’t know the answer to that question, but I’ll find it and get back to you.” It’s all about the state of mind and being helpful!

I’m very capable of being positive, engaging with people and problem solving… AND I bet you are too!

“Your message must be your own. So must your style. Work to discover that style and to develop your skills as a connector in every kind of situation.”[note]Page 69[/note]

I can not reiterate this enough! Whatever you do in life, make it your own. Add your own personal flair! You don’t need to recreate the wheel, but you need to personalize everything. It’s really common in sales roles to get email templates from coworkers. I LOVE it! But, in order for you to like the email, internalize the email and use the email, you need to add your personal touch to it.

I have an email I created that has an outstanding open and response rate. I’ve given it to other people to see what type of success they would have. Guess what… all they did was copy and paste it… and they had little success. Then they came back to me and complained that it didn’t work. I immediately asked them, “Did you make it your own and personalize it?” Their response, “No.”

So I sent them back to their desk and asked them to personalize it… and bam. They received the responses they were looking for. This goes the same for connecting with people. It isn’t a cut and paste technique. One way may work for someone that doesn’t work for anybody else.

why lose 10 lbs? -> Taurus Zodiac Sign

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Everyone Communicates, Few Connect | John C. Maxwell

Everyone Communicates, Few Connect | John C. Maxwell | Part 3

February 5, 2016June 14, 2023 Jordan Barta

While connecting and developing relationships with people, you will begin to trust one another. That trust will blossom into something beautiful that all sales people strive for; referrals, letters of recommendations and raving reviews. If you take care of your clients, provide value and show them you care, they will make the introductions for you.

“Business goes where it wants to, but it stays where it’s appreciated. – Mike Otis”[note]Page 42[/note]

I recently received an email from someone that used to be a client of my company. They were so happy with their service from their prior job, that they wanted to meet and learn more about me and my current position. That screams volumes! They want to connect with me because they had such a good experience. Who knows what could come of it! It’ll definitely give me an inside look of what she experienced while using my company’s product.

“Whenever people take action, they do so for their reasons, not yours of mine.”[note]Page 42[/note]

That’s a pretty obvious statement, but it’s a nice reminder. They’re trying to fix something if they’re looking to make a change. It’s our job to get on their agenda and see their issues from their point of view. It’s all about them because we’re trying to fix their problems.

“You can connect with others if you’re willing to get off your own agenda, to think about others, and to try to understand who they are and what they want.”[note]Page 44[/note]

That drives home the whole concept of connecting with people! Ask people, “how can I help you?” Don’t go into a conversation trying to work on your agenda. The last thing you want to do is upset the person you were trying to connect with. If they don’t feel like their time is being valued, they won’t be connecting with you in the future. Be a great listener, find out what they value and build a relationship around your common values.

Talking to people is one way to convey a message. Words and tone of voice are two of the three components that help people get their message across.

“In situations where feelings and attitudes are being communicated:

What we say accounts for only 7 percent of what is believed.

The way we say it accounts for 38 percents.

What others see accounts for 55 percent”[note]Page 48[/note]

What do those numbers say to you? Well, hell! If I do business over the phone, I better make sure that I’m always passionate, excited and have great information to provide. If I meet face to face, I better make sure I’m listening, intrigued and in a good mood. If body language and appearance, play such a large part in communicating, I better make sure I’m looking extra sharp.

You need to make sure that you’re able to convey all three while communicating.

“… When I include all three components – thought, emotion, and action – my communication has conviction, passion and credibility.”[note]Page 50[/note]

If you can do those three things with anybody, you’ll be making connections all the time. Imagine the size of your network and imagine the size of your reach with your network! You’ll be successful in no time!

nice! -> Scorpio Zodiac Sign

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Everyone Communicates, Few Connect | John C. Maxwell

Everyone Communicates, Few Connect | John C. Maxwell | Part 2

February 3, 2016June 14, 2023 Jordan Barta

Regardless of what industry you’re in, your job title, what you aspire to do, everybody wants to connect!

“Yes, people are people. And wherever you find them, they desire to connect with others!”[note]Page 18[/note]

And just like that, Maxwell drives home the point about connecting. One thing that this blurb makes me think about, is my time in Germany. If you’ve read my ‘about me‘ section, you will know that I lived there for 7 months. Going to festivals, beer halls and other outdoor activities, you often find yourself at a large table. Next thing you know, you’re talking with people from all over the city and country. I was connecting with people! I even connected with those people on Facebook and have been following their careers. It’s Insane!

“If you will first help people get what they want, they will help you get what you want” – Zig Ziglar[note]Page 28[/note] “Connecting is never about me. It’s about the person whom I’m communicating”[note]Page 29[/note]

We’ve grown up doing everything we’ve ever wanted. It was all about me and I was going to do me, all the time. Me, Me, Me, I, I, I. That is the wrong mindset and you need to change. It’s all about the service of other people. Maybe you’re in sales, or the service industry… so you should know what I’m talking about! If you don’t, you’re doing it wrong. Help others get from point A to point B, and they will help you in return! Make sure they enjoy their metaphorical travels too.

If you’re seeking someone out; you know what you have to offer will bring value to them. If they’re seeking you out; they know what you have to offer and think it will bring value to them.

“To succeed in life, we must learn to work with and through others.”[note]Page 34[/note]

It’s plain, simple and to the point! When you needed help on a paper in school, who did you go to? When you needed help on your resume, who did you go to? If you’ve got questions at work and don’t know the answers, who do you ask? Look! You’re already connecting with people. You’re already working with and through others and you didn’t know it. Keep it up and make sure you help those people in return. You won’t get very far in life if you’re trying to figure everything out by yourself.

“… good relationships usually lead to good things: ideas, growth, partnerships, and more. People live better when they care about one another.”[note]Page 40[/note]

Maybe you knew this, maybe you didn’t. Stop looking at people as a means to sell them something! Connect with them and see where that partnership can go. Your numbers will follow if you truly care about helping others. Your numbers will be blown out of the water once that person tells their network about you. People want to work with people they trust. Build that relationship right the first time, and you’re setting yourself up for success.

An easy way to put it is: Service others the way you would like to be serviced. Maybe you’ve got a tough client… then ask how you can help.

“Nobody wants to be sold, but everyone wants to be helped.”[note]Page 40[/note]

It’s amazing how overlooked this famous sales quote is! With the information age upon us, people are able to do 75% of their research online before they make a purchase. This is where you have to be proactive and start providing value. Connect with people on different social platforms and share stories. Ask them, “How can I help you?” Maybe they don’t need your help right now, but they’ll definitely remember you when they do!

I connected with someone the other day on LinkedIn. Once we got past the introductions and small talk, I asked her how I could help. In a perfect world, she’d agree to a meeting to talk about her needs and buy my product. It’s not a perfect world… but we exchanged some really good emails and developed a relationship. She told me about her previous employer, whom is a competitor of mine. And now she has a connection in the HR & Payroll industry to keep her up to speed on changing laws.

Neither of us walked away with a sale… which is OKAY! We established a mutually beneficial connection and now have an additional resource in our arsenal for the future.

Hi co-author is a firm believer in Sagittarius Zodiac Sign at all times

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Everyone Communicates, Few Connect | John C. Maxwell

Everyone Communicates, Few Connect | John C. Maxwell | Part 1

February 1, 2016June 14, 2023 Jordan Barta 1 Comment

I started reading this book at the PERFECT time! With all the talk about personal branding, social selling and connecting going on, John C. Maxwell drives home the why.

“Everyone communicates. But few connect. Those who do connect take their relationships, their work, and their lives to another level.”[note]Page xiii[/note]

Want an example?! I connected with Jim Keenan(@keenan) after I read his book letting him know my thoughts. I then started this blog because of the motivation he gave me; here’s his response. In the process of this happening, I connected with another kick ass motivator and sales trainer, Larry Levine (@Larry1Levine). He invited me to join a blab conversation, in which I did. I got connected with a handful of other people and even got to share my experience with the group. This all spawned because I connected with Keenan and Larry!

“I began blogging and using social media to expand my circle of connection with people even further. Now I can also add value to people who may never read one of my books.”[note]Page xiv[/note]

There’s that magical words that everybody keeps mentioning; VALUE! What value can you bring to people you connect with? Are you a problem solver? Storyteller? Knowledge bank? Teacher? The list goes on! Figure out the value you can bring to people and then ask them, “How can I help you?”

“I can tell you this: if you want to succeed, you must learn how to connect with others.”[note]Page 3[/note]

We live in the information age people. We are always connecting with people. LinkedIn, Twitter, Facebook, Instagram, YouTube and the list goes on. When YOU choose to connect or follow someone, why do you do it?

“Connecting is the ability to identify with people and relate to them in a way that increases your influence with them.”[note]Page 3[/note]

Imagine if you weren’t connected with anyone. You’d have to go through life figuring out everything by yourself. Now image if you had 10 solid connections… You’d have 10 additional resources to help you go through life. As you grow together, you’re able to influence each other in different areas of expertise. The 5 new connections I’ve made with people in the past three weeks have changed my life! The VALUE they’ve brought to me has been incredible. We were able to relate to one another and give each other different types of value.

“Connecting is crucial whether you’re trying to lead a child or a nation”[note]Page 7[/note] – President Ford

It makes sense, right?! For people to connect with one another, you have to find something to relate on! Show people the value of connecting with you and you’ll move mountains. People want to feel engaged and related to.

“The ability to connect with others begins with understanding the value of people.”[note]Page 15[/note]

This goes for anybody! And for any organization. Greatness is built on the shoulders of men and women. There are no two people alike and someone is always going to be better at something than you. You’ll have your talents that trump theirs too! Connect with people, build a network full of value and continue to propel yourself forward. And don’t forget; They’re just as scared as you are. Make the introduction, connect, and provide value!

Yes – Maxwell is a firm Pisces Zodiac Sign believer

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Everyone Communicates, Few Connect | John C. Maxwell

“Not Taught” | Jim Keenan | Part 4

January 25, 2016June 14, 2023 Jordan Barta 4 Comments

“Experience Doesn’t Matter – Expertise does”[note]Page 90[/note]

To paraphrase Keenan’s definitions of both experience and expertise, I’m going to make it very simple. Experience is based on hours spent doing something. Expertise is based on knowledge, understanding and being able to execute. If you’re still not 100% sure what I’m referring to, check out this YouTube video where Keenan breaks it down.

It’s absolutely insane when you see job posting for entry level jobs that are requiring more than a few years of experience. Experience doesn’t mean crap in most cases! Experience means that you are showing up for work, doing the same thing everyday and expecting that 3% raise at the end of the year because you didn’t burn the building down.

Expertise is showing up to work and asking questions; why, how, when and what happens. The more you know, the more you can offer in return. If you don’t know, ask. You know when you’re new to a company and someone says, “feel free to ask me anything or reach out if you need help”? ASK! Get help. Learn as much as possible from that person and then move onto the next. They’ve already been in you’re shoes. Don’t recreate the wheel… Improve on it and gain expertise faster!

“There is no growth without reading, period.”[note]Page 93[/note]

Seems like everybody should know that one… Where do you think I’d be if I didn’t read this book?! I wouldn’t be writing this blog. I wouldn’t be networking with people all over the world. This book, for me, is like spinach to Popeye. My goal each day is to learn something new and have an “Ah-Ha” moment. The mental accomplishment feels so good… you should try it!

Starting on page 97, Keenan goes into something that EVERY boss needs to read. If you’re a boss and you’re reading this, internalize it, think about it and consider changing how you measure your people.

“We glorify busy. We still measure and applaud our success by the time we put into something (the effort) rather than by what we delivered (the output). That’s not OK in the information age.” [note]Page 99[/note]

Mind freaking blown. Sounds simple right?! After reading this, I’ve come to the conclusion that I’m going to remove ‘busy’ from my vocabulary when talking about work. Really, it just sounds like you’re saying, “I’m doing stuff”, so people leave you alone. I’ve worked for companies where you have to work four hours, then you get a 30 minute lunch break and then you have to work another 4 hours. If you show up late because of LA traffic… you get in trouble, and well, you better leave the house earlier. It only took me six hours to do my job everyday, but I had to stay for eight to get paid. Guess what happened to that company. Poof, they’re gone.

Stop measuring your success by how many hours you’ve done something. Start measuring success by WHAT got done.

“In today’s world, we only want to know one thing – can you get it done?”[note]Page 102[/note]

Chapter 12 ends with a section that a lot of people take for granted.

“Being happy and having fun is awesome… Go be awesome”[note]Page 122[/note]

I LOVE it! Happiness is contagious. People want to hangout with people that are happy. Ask yourself how many people do you hang around that aren’t happy? I bet it’s a pretty low number. One of my favorite saying from my high school football coach is, “Everyday’s a good day, some are just better than others”. It’s so true. I had a coworker ask me one day, “Are you always this happy?” I had the biggest freaking smile on my face and said, “YES!” Who doesn’t want to be happy?!

Go out there and be a happy, change creator that has an expertise in something you love.

Connect with me on Twitter @Barta57

Connect with Keenan on Twitter @Keenan

Amazing book, even a Cancer Zodiac Sign would enjoy this

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Not Taught | Jim Keenan

“Not Taught” | Jim Keenan | Part 3

January 23, 2016June 14, 2023 Jordan Barta 1 Comment

The responses, tweets and emails I received from people about my posts really motivated me to write more and more often. THANK YOU for the encouragement and kind words; you know who you are. It’s never easy to leave your comfort zone and start doing something that you’ve never done before… but as Chris Brown puts it, “Look at me now.” Keenan wrote a blog posting on his site… about me… and I am so extremely honored!

“The world has changed

It demands more than doers-it demands thinkers. If you’re not prepared to be a world-class thinker, success will elude you. …You have to create solutions that move you and the organization forward. You have to get comfortable working with new and untested date.” [note]Page 63[/note]

Don’t people always say, “think outside the box”? How about Jillian Michaels, “Get comfortable with being uncomfortable”. That explains it all and reinforces the idea of a change creator! If you’re not leading the charge for change, someone else is going to do it. They’ll be the one that gets the promotion. I can hear you thinking it right now, “But I’m scared. I’m too shy. Nobody will take me seriously. I don’t have the expertise.” So what! Nobody’s perfect. Take the initiative, speak up and get the group excited. You’d be surprised the little things people remember.

While at my last organization, I was in a meeting with 35 other people and a few of them were brand new. The newbies never talk because they didn’t have a good grasp on what we were talking about. About half way through the meeting, one of the new guys, Matt, raises his hand and makes a comment about email subject lines. I was blown away! Right then and there, Matt separated himself from the rest of the class. Be like Matt!

“True selling means understanding the needs, goals, and problems of your prospects, friends, family, bosses, collaborators, and everybody else with your sphere of influence.”[note]Page 71[/note]

This is something that is overlooked all the time! Sales people are always after their quota and the next meeting. Always chasing that extra dollar. We don’t often stop and think about the people we’re selling to. “Oh, they’ve got an RFP out… looks like we’ll bid. Our product is better, so we’ll win!” or, “All of our products are the same… so we’ll low ball on price”. NO! That is completely the wrong idea. Just because those ways work sometimes, doesn’t mean it’s the right way to do it. You won’t last very long in your industry if that’s how you plan to do it.

“To be good at sales, you need these three related skills: problem finding, problem solving and storytelling.”[note]Page 72[/note]

This part of the book is just freaking killer! We’ve all heard things like this or thought them… but the way Keenan writes it, it makes much more sense.

“The best salespeople are badasses at finding problems. They ask a million questions”[note]Page 72[/note]

Asking questions gets you to the root of their nightmares. Ask open ended questions so that they can tell you their problems. If you can get a prospect to vent to you about something, you’re doing it correctly. While you ask questions and talk about their business, you’re gaining their trust. People buy from people they trust. Remember: you’re not there to sell them a product. You’re there to help fix their problem and offer a solution.

By problem solving, we’re creating the solution. That part isn’t all that difficult to understand. If the prospect knows we’re meeting to discuss HR software, based on my questions, my software should exceed their expectations. If I can’t fix their problems, then I better suggest something else. The last thing you want to do is sell them something they don’t need… that’ll really piss them off. Negative reviews last longer than positive reviews.

“Better solutions create better outcomes, better outcomes equal greater value, and everyone loves greater value. …Find the problem, solve the problem, and then tell a damn good story.”[note]Page 76[/note]

Paint a mental picture for them. “Here’s where you are currently… Here’s where you could be if we partner.” Show them the true value of partnering with you and how that partnership will blossom into something beautiful. If their current provider has bad customer service, give them your cell number and tell them you’ll take their call at any hour of the night. (You better live up to your word!) Show them the value they’re looking for and the pricing conversation won’t be all that difficult. One of my favorite quotes is from Warren Buffet, “Price is what you pay, value is what you get”.

Influence + Engagement + Knowledge + Value = Sales (Aries Zodiac Sign)

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Not Taught | Jim Keenan

1. Personalize!

2. Save the Math Equations For Facebook

3. Show Your Appreciation!

“They’re here to help you and you’re here to help them. It just might turn out that someone you know right now will be in a position to open an important door for you later, perhaps at a time when you need it most.”[note] Page 26[/note]

“Too many people start their dream search with a misstep. They focus mostly on the ‘what’ (what they want) and neglect the ‘who’ (those special friends or friends of friends who can help them).”[note]page 29[/note]

“…sometimes people you don’t even know (but who know of you) will act as advocates on your behalf. They open doors for you with a recommendation or reference. As a result you get your dream job or land a big client or get accepted into a program.”[note]Page 42[/note]

“Fear of failure keeps more people stuck in the safety of the status quo than anything else. They’re afraid the search will be futile.”[note]Page 51[/note]

“…if you want to have something that you’ve never had before, you’ve got to be willing to do something that you’ve never done before!”[note]Page 68[/note]

“Many of us have gotten sidetracked and forgotten our original dream, spending our lives doing derivative work. This memory lapse has become epidemic. We have less and less time to calmly think about the direction our lives have taken and reflect on our current course.”[note]Page 5[/note]

“One of the big lies many of us tell ourselves is that our current position in life disqualifies us from achieving our dreams and goals.”[note]Page 9[/note]

“The good news is ‘You Got ‘WHO’!’ Everyone in your network has their ‘who’ network and everyone in that ‘who’ network has their circle of ‘who’ friends and on and on it goes. It’s exponential!”[note]Page 20[/note]

“They’re here to help you and you’re here to help them. It just might turn out that someone you know right now will be in a position to open an important door for you later, perhaps at a time when you need it most.”[note]Page 26[/note]

Less Talk; More Do!

Subject Line

Personalization

Technology

Timing

“There’s a big difference in someone’s mind when you use the word contact versus the work agreement. But often they mean the same thing.”[note]Page 69 [/note]

“A trigger event that most salespeople don’t utilize is holidays. You can use any major holiday or even a Hallmark holiday as an excuse to send a warm follow-up email.”[note]Page 91[/note]

“The problem is sales is that salespeople tend to be ‘givers’… …if salespeople give throughout the process without getting much in return, they condition the client to treat them like a doormat.”[note]Page 116[/note]

“Make Introductions Mutually Beneficial. This is important! Try to make introductions only when you truly believe there’s real mutual benefit, even if that benefit on one side is in the future.”[note]Page 117[/note]

“You will win because distribution is king, and these tools will allow you to own distribution at a repeatable and scalable level. Always be testing, measuring, and optimizing no matter how good the numbers are. You can always do better”[note]Page 132[/note]

1. You Are Treating Candidates Like Numbers

2. You Aren’t Following Up With Your Candidates – At All

3. You Aren’t Taking the Time to Understand Your Candidate

4. You Don’t Take the Time to Personalize

5. You Just Aren’t With the Times

6. You Are Focusing On Your Schedule, Not the Candidate’s

“…helping people to feel good about themselves is a key to getting more done. …However, remember productivity is more than just the quantity of work done. It’s also the quality.”[/note]Page 20[/note]

“If you can’t tell me what you’d like to be happening, he said, you don’t have a problem yet. You’re just complaining. A problem only exists if there is a difference between what is actually happening and what you desire to be happening.”[note]Page 31[/note]

“Help people reach their full potential. Catch them doing something right.”[note]Page 39[/note]

“… the One Minute Manager has taught us the value of being able to laugh at ourselves when we make a mistake. It helps us get on with our work.”[note]Page 56[/note]

“Feedback is the Breakfast of Champions”[note]Page 67[/note]

“In the end, people are persuaded not by what we say, but by what they understand.”[note]Page 165[/note]

“The bottom line when it comes to holding people’s interest and connecting with others is that you should try to be the kind of communicator you would like to hear.”[note]Page 192[/note]

“Connecting has a lot to do with letting who you are influence everything you do.” – Brad Cork[note]Page 210[/note]

“People need to feel your gratitude for them”[note]Page 217[/note]

“When a person is credible, the longer the time, the better it gets. For someone who lacks credibility, the longer the time, the worse it gets. Credibility is currency for leaders and communicators.”[note]Page 230[/note]

“Credibility is all about trust.”[note]Page 231[/note]

“Credibility is not perfection but a willingness to admit imperfection.” – Roger[note]Page 239[/note]

“All miscommunications are the result of differing assumptions”. – Jerry Ballard[note]Page 125[/note]

“We the uninformed, working for the inaccessible, are doing the impossible for the ungrateful!” – Jim Lundy[note]Page 130[/note]

“People don’t care how much you know until they know how much you care. People like people who like them.”[note]Page 137[/note]

“Adapt to them – don’t expect them to adapt to you.”[note]Page 142[/note]

“It takes great effort to make any kind of communication concise, precise and impacting.”[note]Page 152[/note]

“People who want to connect with others must give it their all. And that takes energy!”[note]Page 88[/note]

“…the illusion of the first time…”- Jerry Weissman[note]Page 88[/note]

“I always remind myself that there might be someone in the stands who never saw me play before.”[note]Page 89[/note]

“‘Who’ you know can open the door for you to connect with someone. Of Course, once the door is open, you still have to deliver!”[note]Page 102[/note]

“If you have an area of expertise and generously share it with others, you give people reasons to respect you and develop a sense of connection with you.”[note]Page 103[/note]

“America has a success culture. People want to be successful, and they seek out others who have accomplished something to get their advice. If you are successful in anything you do, there will be people who will want to listen to you.”[note]Page 103[/note]

“If you want to connect with others, you must be intentional about it. And that always requires energy.”[note]Page 72[/note]

“If you want to connect, don’t wait. Initiate![note]Page 79[/note]

“If you wait until you can do everything for everybody, instead of something for somebody, you’ll end up not doing anything for anybody.” – Malcolm Bane[note]Page 79[/note]

“The people who connect with others are the ones who go ahead and do what the rest of us never quite got around to.”[note]Page 81[/note]

“Good connections don’t always run the fastest, but they are able to take others with them. They exhibit patience. They set aside their own agendas to include others.”[note]Page 85[/note]

“As a species, we remember 85 to 90 perfect of what we see but less than 15 percent of what we hear.” – Sonya Hamlin[note]Page 53[/note]

“Expand Your Range of Expressions”[note]Page 56[/note]

“People may hear your words, but they feel your attitude. That will either enable you to connect with people and win them over, or it will alienate them and cause you to lose them.”[note]Page 65[/note]

“Here’s the bottom line on charisma. You don’t have to be gorgeous, a genious, or a masterful orator to possess presence and to connect with others. You just need to be positive, believe in yourself, and focus on others.”[note]Page 66[/note]

“Your message must be your own. So must your style. Work to discover that style and to develop your skills as a connector in every kind of situation.”[note]Page 69[/note]

“Business goes where it wants to, but it stays where it’s appreciated. – Mike Otis”[note]Page 42[/note]

“Whenever people take action, they do so for their reasons, not yours of mine.”[note]Page 42[/note]

“You can connect with others if you’re willing to get off your own agenda, to think about others, and to try to understand who they are and what they want.”[note]Page 44[/note]

“In situations where feelings and attitudes are being communicated:

“… When I include all three components – thought, emotion, and action – my communication has conviction, passion and credibility.”[note]Page 50[/note]

“Yes, people are people. And wherever you find them, they desire to connect with others!”[note]Page 18[/note]

“If you will first help people get what they want, they will help you get what you want” – Zig Ziglar[note]Page 28[/note] “Connecting is never about me. It’s about the person whom I’m communicating”[note]Page 29[/note]

“To succeed in life, we must learn to work with and through others.”[note]Page 34[/note]

“… good relationships usually lead to good things: ideas, growth, partnerships, and more. People live better when they care about one another.”[note]Page 40[/note]

“Nobody wants to be sold, but everyone wants to be helped.”[note]Page 40[/note]

“Everyone communicates. But few connect. Those who do connect take their relationships, their work, and their lives to another level.”[note]Page xiii[/note]

“I began blogging and using social media to expand my circle of connection with people even further. Now I can also add value to people who may never read one of my books.”[note]Page xiv[/note]

“I can tell you this: if you want to succeed, you must learn how to connect with others.”[note]Page 3[/note]

“Connecting is the ability to identify with people and relate to them in a way that increases your influence with them.”[note]Page 3[/note]

“Connecting is crucial whether you’re trying to lead a child or a nation”[note]Page 7[/note] – President Ford

“The ability to connect with others begins with understanding the value of people.”[note]Page 15[/note]

“Experience Doesn’t Matter – Expertise does”[note]Page 90[/note]

“There is no growth without reading, period.”[note]Page 93[/note]

“We glorify busy. We still measure and applaud our success by the time we put into something (the effort) rather than by what we delivered (the output). That’s not OK in the information age.” [note]Page 99[/note]