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What we can learn about Presentation Skills from Donald Trump!


Needless to say, it has been one of the most polarizing and nastiest Presidential elections of our time and one of the biggest upsets too. Regardless of whether you are Democrat, Republican, Independent, Libertarian, or Green OR whether you voted for Trump, Clinton, Johnson, Stein, or wrote in Bernie’s name or someone else’s…this election was a stunner!

Let me say that as a Presentation Skills Coach, I never publicly pick sides, and I will never do so, but I use public figures to help make some points about Public Speaking. And I have always used Bill Clinton and Ronald Reagan in my seminars and keynote speeches as examples of two, two-term Presidents who both were considered “great communicators”. So regardless of whether you are happy or sad about the outcome of the election, let’s simply focus on the communication skills of Donald Trump and see if we can learn something to help us with our messaging…

1)     Keep Your Message Simple, and Repeat

Many studies have proven that people remember statistically less than 10% of what they hear when listening to a presentation. I always ask my participants, “What do you remember from school or college?” That gets a lot of laughs and proves the point…case closed. Regardless of the actual percentage number, one of the first things Donald Trump did was keep his message simple. He had special names for his Republican competitors during the primaries, and of course a special name for Hillary…need I say more. Point is he said these words and phrases over and over again, and in essence he kept the message simple even above and beyond name calling.

2)     Keep Your Vocal and Body Energy Up

Trump joked about Jeb Bush having low energy, and then accused Hillary Clinton of exactly the same thing. Generally speaking, Donald Trump had more vocal energy, used more body language, and generally took the energy from the crowd to help him soar even higher. Bill Clinton used to do the same thing. Both of these guys enjoy the spotlight, and like seasoned rock stars, they get inspired by their audiences and then they deliver. They use the energy of the crowd to lift them up!

3)     Be Authentic, and let out the Optimum You!

It is no secret that Hillary Clinton was more of a behind the scenes, get the job done, type of person, and that she dreaded the actual campaigning part of the job, regardless of her overwhelming qualifications. Hillary supporters were always telling us how “funny” and “charming” she is one on one or in private. Too bad for her we didn’t see more of that in public? Furthermore, Donald Trump (again love him or hate him) seemed like he was being himself. Self-assured, confident, brash, unapologetic, and never tentative…

In summary, I always tell my clients, it is okay to “know your stuff”, but also “look good” in the process, therefore you can have the best of both worlds, by not only being smart, but looking smart too!

Till Kahrs is has been a Business Communication Consultant for over 25 years. He is also a Keynote Speaker and has worked with over half of the Fortune 1000 and is a frequent guest on Television appearing on networks such as Fox National News and ABC TV. Kahrs is also the best-selling author of “Enhancing Your Presentations Skills”, an international business classic now also available as a Kindle or Nook E-book. Two of Kahrs’ most popular keynote topics are “Handling the Hot Seat” and “Speaking Successfully” which address in much greater detail some of the issues mentioned above.

Speakers For Success....To Book Till Kahrs...949-551-2669






      Jason Jennings,  a NY Times Bestselling Author (many times over now) and may well                          be one of those speakers that " you have to book before you die"

      Jason Jennings, a NY Times Bestselling Author (many times over now) and may well                          be one of those speakers that "you have to book before you die"

During the past dozen years, my research teams and I have evaluated the financial performance of more than 220,000 businesses around the world, built dossiers on more than 50,000 of the best and have interviewed more than 11,000 business leaders across every business category. We've been on a search for whatever it is that allows great leaders and companies to think and move faster than their competitors, to be dramatically more productive than their peers and to consistently innovate and grow their businesses.

The conclusion of our research is that great companies, whose success has withstood the test of time and challenging economic cycles; all have a short list of four or six guiding principles that are known, believed and practiced by everyone in the organization.

The advantages of operating with a set of guiding principles or values are numerous. When a company has a list of guiding values, the enterprise becomes naturally faster. Decisions are easily made; they either fit the guiding principles or they don't. Decision making is moved downward because the guiding principles provide a very clear roadmap for everyone to follow. When everyone knows and uses the rules of the road, everyone in the enterprise is able to spend most of their time doing what's most important; contributing to the organization's growth.

The creation of a set of guiding principles is not a group activity. The leader's first responsibility is to create and make known to everyone in the company a list of the guiding principles or values — the rules of the road — by which all decisions will be made. Here are a few of the guiding principles we discovered during the course of our research.

Doing Well by Doing Good
It starts with taking whatever you do, sell or produce and wrapping it in a purpose that gives meaning to people's lives. If a business is going to become and remain successful it must have a clearly stated noble purpose that's acknowledged, lived and celebrated daily by everyone in the organization.

The Customer
Great companies understand that the sole purpose of business isn't to make a profit; it's to find, keep and grow the right customers. The byproduct of successfully finding, keeping and growing the right customer is the well-earned profit. Only by continually exceeding the right customer's expectations and having a tacit understanding that each time you exceed them that the bar moves even higher, can a company truly succeed and consistently grow.

Transparency and Truth
The best way to build a highly successful company is to share the knowledge with all the people. As Charles Koch, the founder and Chairman, of Koch Industries, one of the two largest privately held companies in the world, told me, "Knowledge isn't power; execution is power," and he added, "the more people who have the knowledge, the more likely you are to have flawless execution."

This happens when people believe so strongly in something that they have a burning desire to make it happen immediately. The reason it has to happen now isn't for the rapid accumulation of wealth or motivated by greed, but because they truly believe that what they're doing is so important and beneficial to the end user that they need to get it in their hands as fast as possible.

A Road to Prosperity for Everyone
I begin almost every speech I deliver by asking the audience how many of them would like to make more money. Every hand goes up. Next, I ask them how many would like a promotion at some point. Again, every hand is raised high. Finally, I ask them to answer aloud one more question. "When would you like these things to happen?" The resounding response is always a shouted, "Now!"

Everyone wants a better tomorrow than today and great companies either give everyone an opportunity for actual ownership or provide a pathway to compensation and advancement that accomplishes the same objective. When Twitter went public in the autumn of 2013, one of the greatest thrills their CEO, Dick Costolo, recalls is that of the 1400 employees working at their San Francisco headquarters, more than 1200 became millionaires overnight.

Contributed by.. Jason Jennings, a NY Times Bestselling Author & International Keynote Speaker       

Standing Ovation Speaker







Here are “10 Great Customer Service Tips” distilled from 20 years of sales experience…

1) First impressions do matter. It has been said that you only have one chance at a first impression and that is absolutely correct. Smile, make direct eye contact, take your sunglasses off (if you are wearing them) and introduce yourself, but don’t be aggressive or pushy.

2) It is not what you say, but how you say it. There’s an old saying, “The tone makes the music”…so true. Even if the words we use are correct, if you are not sincere or believable, people will know. Think about when you shop for something, can you sense when someone is being sincere?

3) Give the customer your full attention. Don’t take calls, check your email, or text while engaging your customer. If there is an emergency, explain the situation, handle it promptly, then get back to the customer immediately. That customer in front of you is all you should be thinking about.

4) Make sure everyone knows what they are responsible for. If employees aren’t sure what their job is, then they might not be very helpful to customers. Everyone should clearly know their job responsibility, and that will help streamline your efficiency not only for your business, but in the eyes of the customer.

5) Never say: “That’s not my job”. Let’s say someone strolls in and is at the wrong place in your store or business relative to your exact job description. Politely explain the situation and make sure and escort that person to where they need to go. Have you ever had a waiter at a restaurant ignore you because it was not their table…How’d that make you feel?

6) Get rid of the fine print. If customers are continually confused by your policies or don’t understand something, then fix it. Your policies must be user friendly. If they are not, your customers won’t come back, and they will feel as though they’ve been cheated. If your cable company tells you that your price is good for two years, but the fine print says one…will you recommend them to someone else?

7) Never judge a book by its cover. I’ve seen it happen, a guy in flip flops and a t-shirt walks in a dealership and no one wants to talk to him yet it turns out he’s an Internet billionaire and ends up buying ten cars for full sticker…but nobody initially wanted to deal with this person. Don’t make that mistake.

8) Make sure your employees don’t gossip or talk about personal stuff at work, especially in front of the customer. I see this all of the time. If my salesperson is talking about their date or divorce to their co-worker, I’m not interested. When you’re at work it is always about the customer not your personal life.

9) Surveys and feedback are great. If someone takes the time to fill out a survey-read it. You’ve got a free consultant right there telling you what you need to know. Some people like to complain, but if you spot a trend, you better be all over it, otherwise your customers may go elsewhere.

10) Last impressions matter too. After a transaction or sale has been completed, do not celebrate your victory with other employees or rush the customer out, so you can get another customer. Focus on the customer in front of you at all times throughout the entire sales process. There will be plenty of time to celebrate after work, so save it until then.


Contributed by Till Kahrs, a Keynote Speaker who has worked with over half of the Fortune 1000 and is a frequent guest on Fox National News and ABC TV and author of “Enhancing Your Presentations Skills.”

Till Kahrs, Keynote Speaker & Business Communications Consultant





Only Accept a Person’s Best

Employees often live up to your expectations whether they are high or low. Balanced Leaders keep expectations high, but realistic.

If you expect someone to be sloppy or uncooperative – and communicate that expectation to them – you usually will get what you expect. However, if you have high, but realistic expectations they often will work hard to meet them. In expecting your employees to perform well: 

· Recognize each employee’s value. 

· Convey high expectations. 

· Emphasize future needs, not past problems.


Contributed by Rocky Romanella, Retired President of UPS Retail Operations, Keynote Speaker, Leadership, Motivation & Values.

Rocky Romanella, Retired President of UPS Retail Operations/Keynote Speaker



Mumpsimus Revisited

The generally accepted story of the word's origin is found in the 1517 writing of Richard Pace, a humanist and friend of Sir Thomas More.  Pace later became the Dean of St Paul's Cathedral in London.

Pace tells of a medieval monk who persisted in saying "quod in ore mumpsimus" instead of "quod in ore sumpsimus" when celebrating mass.  “Sumpsimus” is Latin for "we have taken," and the full phrase translates to "which we have taken into the mouth.”  “Mumpsimus” is just babble.

It isn't clear whether the well-seasoned monk was illiterate (though that is the general assumption) or whether the word was transcribed incorrectly in his copy of the mass.  What made this particular mistake memorable is that when a younger monk tried to correct the old guy, the older man replied that he had been saying it that way for over forty years and added, "I will not change my old mumpsimus for your new sumpsimus."

And that is how ‘mumpsimus’ came to mean: 

A. a person who persists in a mistaken expression or practice. 

B. an erroneous practice, use of language, or belief that is obstinately adhered to.

Not sure if you wanted to know, but now you do.


Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker



Showing Genuine Interest in Others

When you show genuine interest in others, it shines a big attractive spotlight on you as someone with whom to cultivate a relationship.  We have all met people who are totally focused on themselves, their interests, and their goals.

Are they fun to talk to? 

Can you rely on them?

Are they people you want to help?

It is, of course, vital to know where you want to go in life.  But if you exclude others because of your self-absorption, you are actually slowing down your own progress.  Include others in your journey.  Work hard not to be egotistical or selfish.  Work diligently to increase the number of people you actively support and who support you. 

Helping others to progress is the proverbial two-sided coin.  It helps you to progress in equal measure.

“One of the most beautiful compensations of this life is that no one can sincerely try to help another without helping himself.” 

-- Ralph Waldo Emerson



Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker




Dealing With Workplace Stress

Workplace stress is rarely part of anyone’s job description, but it is unfortunately part of most jobs.  It is tough to progress when we are stressed.  In fact, we feel stress when we feel we are being hindered from progressing. 

How to deal with or relate to the stressful stimuli in this high-tech, low-touch world of speed-of-light change is a vital and important topic that desperately needs discussion. 

Check this: Stress not only limits your progress; stress can and will kill you (if you don’t take action)! 

-       The American Medical Association says that stress is now the basic cause of over 60% of all diseases and illnesses (cancer, heart problems, etc.). 

-       Stress-related problems, according to the American Institute for Stress, are responsible for 75 % to 90 % of doctor visits.

-       A study conducted by the University of London found that unmanaged reactions to stress were more likely to lead to cancer and heart disease than either smoking cigarettes or eating foods high in the bad kind of cholesterol.

Virtually no part of the body escapes the ravages of prolonged negative stress.  Unfortunately, many of us make up our minds to “get serious” about our physical and mental health only when we become ill, suffer a heart attack, or experience some other form of breakdown.


Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker



Knowledge is Power, Ask Questions

People love to talk about themselves, so master the art of asking questions and listening to the responses so you can ask relevant questions. If you can help them with a tidbit of information or link them to a resource, you will be seen as a caring and knowledgeable person. 

You can either make a suggestion related to what their needs are, or help them in some other way. The person will remember that you were able to help them out.

Plus you will gain knowledge.  Knowledge is power, and asking questions is seeking that power.  Asking people questions about themselves makes you stand out in their mind.

Longer pauses before questions lead to longer answers.  Taking these pauses makes you look professional and like you are really thinking and engaged, rather than just filling empty airtime.

It's okey-dokey to script your questions.  Just rehearse them enough so they don't sound scripted.

Here are eight solid questions and statements for starting conversations and delivering solid first impressions:

1.  How did you get into your line of work?

2.  What interested you about the profession?

3.  What do you like most about your industry?

4.  What major changes do you foresee in your industry?

5.  What has been happening in your industry? 

6.  What are the current trends?

7.  What have you found to be the best way of getting the word out  and promoting your business?

8.  I’m meeting people all the time, so tell me: How would I know if

    somebody I meet would be a good contact for you?


Good questions are far more difficult than good answers.”     -- Persian Proverb

Also add these to your conversational Rolodex: 

Tell me more. 

Please elaborate. 

What are your ideas about…? 

There is something I would like to ask you… 

What is your opinion on…?

Do not ask questions in rapid-fire succession.  This is not a Dragnet interrogation or a time for cross-examination.  Nor is it a time to relive your glory days on the debate team.  Avoid asking questions that are manipulative, boring, embarrassing, hostile, confrontational, insulting, or too intimate. 

When you approach people, they will start talking about something, so follow that with them and go with the flow.  Abrupt changes in conversational course cause confusion and frustration. 

Every question you ask makes a statement about you.  Only ask questions that make you look good (smart, concerned, with-it, etc.).


Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker





Look for Something to Acknowledge People For


Genuinely complimenting someone costs you nothing, but to the recipient, a heartfelt compliment and the feelings it generates cannot be bought at any price.  Recognition, encouraging words, and pats on the back are all excellent ways of making positive impressions, especially if done in front of others. 

Avoid general compliments as they may just seem like flattery, “sucking up.”  Much more powerful is a comment about something positive that person has done: compliment on behavior or achievements. 

“Kind words can be short and easy to speak, but their echoes are truly endless.”

-- Mother Teresa


Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker




Get a Mentor

To keep yourself on track and consistently offering progress and earning trust, seek out a mentor.  Mentors help you see beyond your present vision by providing practical advice, ideas, and valuable concepts based on their unique experience and the wisdom gained from their failures, as well as their successes.  They can play a significant role in the life of a successful networker.  A person you respect can guide you and share their wisdom without reservation. 

Make a list of people you believe can impact your networking success. 

Who has earned your trust?

Find a way to connect with these people today.  Mentors should be role models of the kind of person you are working to become.  Be sure to get your advice from the veterans who have “been there, done that” and who sport the “I feel successful” T-shirt.   

A mentor can:

–  guide you in crafting networking goals.

–  make you accountable.

–  show you how to network

    (not just tell you or toss you an extremely well-put-together book on networking).

–  encourage you to network often.

–  offer you feedback and help you identify and overcome

Look for someone who:

–  listens to others and displays good communication skills.
–  demonstrates integrity and enthusiasm for their life and career. 

–  models continuous improvement and the importance of networking.

–  shares their mistakes and how they grew from these 

    learning experiences.

–  seeks opportunities for personal and professional growth.
–  stays informed by reading and attending seminars.

Use these high achievers wisely.  Do not abuse the privilege and start whining about how tough things are out there.  With this privilege comes responsibility.  You must bring value to the relationship.  If you start believing your short-term objectives are more important than your long-term relationships, you will betray the trust and do more harm than good.  Acknowledge your mentors as you progress.  Something as simple as a thank-you and a pat on the back can serve as their inspiration to continue being there for you. 

Continue to earn their trust.


Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker




Write Catchy E-mail Subject Lines

The subject line of your e-mails needs to encourage the receiver to open it.  Create a signature file that includes your full name, e-mail address, and phone number so it will be easy for them to contact you.   Include in your signature file a brief but powerful statement of how you empower progress.

And make sure all your e-mails include the address to your own or your company’s Web site. 

Don’t have one? 

Get one, a good one.  

People often will check out your Web site just because you make it easy for them by including it in your correspondence.  Most people are curious and your Web presence can serve as another positive impression that builds trust. 

Your Web site must have up-to-date info, be attractive and easy to navigate, and be chock-full of testimonials from your thrilled customers and clients.

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker



Make Friends with the "Gatekeeper"

Hug a “gatekeeper.”

Make friends with the executive assistants of those you want to create a relationship with.  Executive assistants can become solid allies or your worst nightmare.  Do not make the mistake of taking them for granted or seeing them as obstacles to be overcome. 

Heck, they’re the ones who set up appointments for the decision maker.  And in a lot of cases…           THEY ARE THE DECISION MAKERS.

Get to know everyone in the office as individuals.  Talk with them.  Learn all the front-office folks’ names, special interests and hobbies, the names of their kids, and stuff like that.  Check for clues from what they display on their desks. 

Be dependable and genuine.  If you can build a solid bond with these key individuals, you will differentiate yourself from run-of-the-mill sales punks who ignore gatekeepers and just try to barge in to see the big chief. 

If gatekeepers know and respect you, they can recommend you when the need for your service arises.  They can keep you in the loop.  They can be your greatest champion.  Plus, executives respect you more if you have an authentic interest in their whole staff.  Most executives like and respect their assistants and value their insight, so if the assistant likes you, so will the person in charge.

To gain a possible inside track, ask assistants what groups their boss is active in.  Join those groups and get involved.  When decision makers see you engaged in activities outside of the office, they develop more confidence and respect for you.  That’s good.

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker



Four Steps Taken by Effective Networkers


The four letters that make up the word CODE stand for the four steps consistently taken by the most effective networkers to crack the networking CODE and start building priceless business relationships.  Effective networkers:

C:  Create Personal Curb Appeal

Effective networkers feel successful and display a genuine desire to help others progress.  They look and act the part of someone you would want to have in your corner.

O:  Open Face-to-Face Relationships

Effective networkers research the various networking options and commit to a networking strategy.  They get out and about and reach out.  They open relationships.

D:  Deliver Solid First Impressions

Effective networkers know their first impression sets the foundation for all future impressions, and they make sure it’s a good one.

E:  Earn Trust

Effective networkers follow up and keep in touch.  They stay involved with the people they meet and earn their trust through a series of progress-based impressions.  They continually find ways to help. This is where most ineffective networkers drop the ball.


Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker



Power of Networking

There are many benefits to harnessing the power of networking.   

Here are the Top Ten:

1.    Friendships and support

2.    Advice and access to different points of view

3.    New career paths, employment, and business opportunities

4.    Referrals and introductions to professionals

       and quality prospects

5.    Important information

       (Market/organizational shifts, upcoming events, etc.)

6.    Promotions or lateral moves within your organization

7.    Unique sales ideas from sales professionals in other fields

8.    Introductions to quality vendors and resources

9.    Advocates within related organizations and industries

10.  More sales

 “You have to accept that no matter where you work, you are not an employee;  you are in a business with one employee  yourself."              - Andrew S. Grove


Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker




Smart brands put All the Wood Behind the Arrow(s) by developing core competitive advantages in a few select areas to win at the point of attack and maintain their market presence against great offs and greater giants.  What key takeaways can we extract from these companies?

Culture comes from you.  Where you find your cultural heritage, your deep passion for an area of excellence, is a deeply personal choice.  You may be committed to doing the right thing for planet earth and you may simply find electromagnetic protective relays to be "beautiful, beautiful things."

The core of Method's business resides in their deeply felt belief that there should be a better way to clean.  This wasn't an idea that sprung from a research panel but from a personal conviction on the part of hits founders that the world wasn't right without a sustainable, ecologically sound detergent--and one that happened to smell nice and come in an attractive package too.

Dr. Ed Schweitzer (Schweitzer Engineering) saw beauty in electromagnetic protective relays.  His calling came to him very clearly, and after speaking with him, it seemed that it would have been impossible for him to have chosen a direction in life too far from this area.  He didn't gouge his customers.  he wanted the product to help people.  The brand's culture was firmly rooted in honesty and integrity.

This isn't a decision made from marketing research.  This comes from your sense of who you are, no matter whether you were born a Boeotian or an engineer.  Your culture is your soul.

Functional expertise is something that comes from what you do for others.  Whatever you choose to excel in, it has to matter to your customers or channel partners.  Method became the flag bearer for the "clean detergent" category by virtue of its formulation and its attention to customer experience.  Without the experience, the formulation would have been ignores as just another unknown brand--while without the formulation, the user experience would have likely missed a large part of its intended market.

Your functional expertise is your craft, your vacation.


Contributed by Stephen Denny, Keynote Speaker & Author of Killing Giants, 10 Strategies to Topple the Goliath in Your Industry.



From Met to Net


There is this unassuming little word you always find in the biographies of famous people.  The word is “met.” 

Then William R. Hewlett met David Packard.

Then Dean Martin met Jerry Lewis.

Then Sid met Nancy.

Then Siegfried met Roy.

We meet people all the time.  Meeting people is part of life.  Meeting people is one of the fundamental steps of networking. 

So why is meeting new people in a networking situation so intimidating?

Why is it so tough? 

How do some people make it look so easy? 

What is their secret?

We meet people all the time.  They are everywhere.  Meeting people may be necessary in successful networking, but it is not the only step.   There is a big difference between meeting someone and building a priceless business relationship with them.

How do you build a powerful personal network?

This is an important question to consider because, to a large degree, who you know and associate with determines who you become in life. 

We think of ourselves as individuals, but we are embedded in networks of relationships that define and sustain us.”      -- Michael Nichols


Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker



Capitalize on Opportunity

It's all about finishing well.  Understand the point-to-point mechanics of how your stuff ends up in your customers' hands.  Attach yourself to an order-understand the touch points from the consumer's initial awareness of the product or category through traditional advertising, online search, or social media all the way through the in-store merchandising experience-and see what you learn about potential weak spots in your competitor's assumptions.

Capitalize on opportunity.  "Whenever there's an opportunity for foot traffic, from either a season or a competitor, you really have to capitalize on it,"  "Regardless of whether you get the ad space, you always have an opportunity in stores to promote your product and take advantage of that traffic."

Plan for trouble.  Losing a key merchandising opportunity promised by an important partner happens in life and in business, but that doesn't mean you can't make doubly sure that won't happen today or tomorrow. And never stop working just because you've been told you got the ad.

Be ready when trouble arrives.  One of the most enduring lessons that an experience teaches is that you should have the resources ready when the opportunity (for the disaster) arises.  Having the foresight to train and retain the right resources is half the battle.


Contributed by Stephen Denny, Keynote Speaker & Author of Killing Giants, 10 Strategies to Topple the Goliath in Your Industry.



Successful Networkers are Generous Networkers

Give before you receive. 

Successful networkers know they must contribute before they can expect a return on their investment.  Try to match and connect the knowledge and skills of the various people you meet with others you have already established relationships with.

Give a smile - Get a smile.

Give help - Get help.

Introduce people to people - People introduce people to you.

Care - Get cared for.

Listen - Get listened to.

Help others progress – Progress.

Give referrals - Get referrals.

Ask yourself:

Do people perceive me as a generous helper or more as a selfish taker? 

Careful here.  If you wear the selfish taker label, people will eventually whittle you out of their loop.  This is exactly the opposite outcome you are looking for. 

Start today.  Say it loud.   Say it proud. 

I like to help. 

Today I am going to help and give and then help and give some more.


Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker



Crafted Goals to Stay in the Present

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Stating goals in the present tense tells our subconscious mind that we are committed – that the goals will not remain forever stuck in a future tense – as in, I WILL be wealthy.  Our mind takes ownership, sees the goal as an actuality (rather than a potentiality) – I AM wealthy – and works toward its realization. 

“Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.”       -- Sun Tzu

The subconscious mind chooses a path of least resistance. If we write, “I will be debt-free,” the subconscious mind does not act, because the “will” postpones the goal’s achievement to some indefinite time in the future.  When we craft a goal as if it were already achieved, already true, our minds want to make it happen.  Examples:

Daily, I am ...                          I weigh___ with a ___waist.

I know how to...                      My family and I are...            

I own...                                    I feel…

Well-crafted goals, stated in the present tense, serve as affirmations.  Think of affirmations as personalized powerful ads that you tell yourself over and over again about yourself and your life.  Get over any weird thoughts you might have about affirmations – we all use them.  We have lived our whole lives making affirmations.  Unfortunately, affirmations are often self-critical and self-limiting:

I am fat.                                              I am a lousy speller.

I am not a good salesman.                  I am always tired.

I know nothing about investments.     I’m destined to be poor.  

Be careful about everything you say to yourself, or think to yourself, about yourself, because you’ll end up being right. As Luigi Pirandello noted some time ago, “Così è (se vi pare)” – Right you are (if you think you are).

Your brain is a terrible thing to use against yourself.


Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker




Create Personal Curb Appeal

Most people connect the term “curb appeal” to checking out a house or building from the street.  How does it look from the street?  Is it attractive to the eye from the outside?

Personal curb appeal involves much more than how you look on the outside.  Sure, you need to look sharp when networking, but real personal curb appeal originates from within.  Before you even start networking, you must feel it is inevitable that you will meet and help people.  You must feel it is inevitable that you will continue to progress.  It simply will happen.  It is happening.  You will help other people reach their goals.  You will reach your goals.  You are progressing and you help others progress. 

People pick up on that feeling.  It’s a buzz, an aura.  It surrounds you.  It’s appealing.  It draws the right people to you. 

Be a success in your own eyes. You have to feel successful.  Not Cocky or Uppity, just good about yourself.  This creates personal curb appeal.  You can’t go to a networking event looking for success.  You have to take success with you to the event.  Success breeds success.  Success attracts success. 

It is so important to feel successful, to feel like a winner.  Feeling successful makes you attractive.  You become attractive to be around.  You ooze confidence.  You create an aura of inevitability.  You must believe you can help.  That you will help.  It is inevitable.  At its core, having personal curb appeal is knowing that you can and will be progress for the people you meet.

Sometimes you are going to have to act more positive and confident than you feel.  If you do, you will soon start to feel more positive and confident.  Change the negative perceptions about yourself and you will easily build greater trust and rapport with others.  I know this is almost impossible to pull off, but try to compete only with yourself and do not compare yourself with others.  Your overriding goal is to be the best you can be. 

Don’t let anyone (including yourself) say you can’t do it.  

As a young student, Martin Luther King, Jr., was told by a teacher that he would never be able to speak with enough passion to motivate people into taking action.

Thomas Edison was told by educators that he was too stupid to comprehend anything.

Walt Disney was fired by a newspaper editor because he had "no good ideas."

Beethoven's music instructor once said of him, "As a composer, he is hopeless.”

A magazine editor once informed Emily Dickinson that he could not publish her poems because they failed to rhyme.

Michael Jordan was cut from his high school basketball team at the start of his sophomore year.   


Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success