Womens Leadership

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Savor DallasI moved from working in my business to working on my business!
Jim White, Founder Savor Dallas
http://www.savordallas.com
 
CoachWorks InternationalI found a community of business leaders who make being in business a lot more fun and less lonely.
Jeannine Sandstrom,
CEO CoachWorks International, Inc.
http://www.coachworks.com
 
The Sales CompanyI now have a place to be open about my business success and future challenges.
Debbie Mrazek, CEO The Sales Company
Author The Field Guide to Sales
http://www.the-sales-company.com
 

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Archive for December, 2008

Original Article from Zenhabits

Every Tuesday is Finance & Family Day at Zen Habits.

Confession time: I’m a cheapskate. Some would say frugal, which sounds much more positive, but in reality I can be a real cheapskate.

I am fairly frugal (though not always), but sometimes I take it too far: I have T-shirts with holes in them, I never buy new clothes, we’re shopping for a new couch because our current one has holes in it, and I ran my current pair of running shoes until the soles fell off.

However, I have gradually learned to be frugal in many ways that I would recommend to others. I don’t think you should have holes in your couch, and you should definitely replace your running shoes more often than I do, but there are many ways to cut back on spending and live a more frugal lifestyle.

Why live frugally? First, because it allows you to spend less than you earn, and use the difference to pay off debt, save or invest. Or all three. Second, because the less you spend, the less you need to earn. And that means you can choose to work less, or work more but retire early. Or take mini retirements. You have more options with a frugal lifestyle.
I know what I’m going to hear in the comments, because it’s been done repeatedly with my other frugal articles: I have no life. This is boring. I might as well live in a box. You have to enjoy life sometimes.

All of which you might believe, but I believe I do have a life. A great one. One where I spend time with my family, where I have conversations and read and get outside and do things that are fun and exercise and focus on what’s important and spend my free time the way I want. This is a good life. Read this article for more.

So, if you’d like some tips on frugal living, here are just a few, from a cheapskate. I should note that I do most, but not all, of these tips.

  1. Go with one car. Many families have two or more cars. Besides your house, your car is probably your most expensive item. If you can do with one, you should. My wife and I both work, and we have six kids, and yet we have learned to manage with one car.
  2. Go with a smaller house. Just because you can afford a larger house, doesn’t mean you should live in one. Live in as small a house as you can and still be comfortable. I don’t mean you should live in a one-room apartment with a family of four … you know what I mean. You can save thousands a year with a smaller house. Many times, if you get rid of a lot of clutter, you don’t need a large house.
  3. Go with a smaller car. Again, you can save thousands by going with a smaller car. A car instead of an SUV, for example, is a big savings. Be comfortable, but don’t overdo it. You’ll save a lot on gas this way too.
  4. Rent rather than own. This will probably spark a huge debate, as it always does. The thing is, just don’t assume that buying is the better investment. If you calculate the interest you pay on a mortgage, the cost of insurance and maintenance, buying is often much more costly than renting … and if you rent, save money, and then invest the difference, you can actually end up well ahead in the long run. Now, it’s not a given, so do a comparison, factoring in all expenses. Here’s a more in-depth article.
  5. Look for used first. If you need something — I mean really need it, not just want it — see if someone you know has one that they don’t use or need anymore. Send out an email to family or friends, or just ask around. You might be surprised. I was about to buy a printer, and then found out my mom just bought a laser printer and didn’t need her old inkjet … saving me close to 100 smackeroos. If no one you know owns one, try freecycle.org or craigslist.org. Then look to buy used, at garage sales or thrift shops. You can find a bargain if you look around.
  6. Eat out less. One of the biggest expenses in our daily lives is eating out — the average person spends well over $2,000 a year on eating out. Restaurants are expensive, including fast-food (not to mention the health hazards). It’s much cheaper to cook your own food. Our family creates a weekly menu, then we buy the groceries, and cook dinner (and lunch) each evening. Lately I’ve even been prepping it in the morning, so it’s a snap when we get home.
  7. Eat out frugally. If you do eat out, check out these money-saving tips.
  8. Brown bag it to work. Instead of eating out for lunch, bring your lunch. More here.
  9. Adopt a minimalist wardrobe. This tip won’t be for everybody, but I try for a minimalist wardrobe. I generally wear jeans or casual pants, a T-shirt or Polo-type shirt, and sandals or shoes. Plain, solid colors are my favorite. Everything goes with everything else, and I don’t have too many clothes. This saves me the stress of picking out an outfit, and I don’t need as many clothes.
  10. Stop online impulse buys. This was a problem for me before I canceled my credit card. I used to buy online a couple of times a week. Now I buy maybe once every couple of months, using PayPal or someone else’s credit card. I’m not saying you have to go to this extreme, but realize that online buying can be way too easy (you don’t even have to go to a store) and therefore, we make too many impulse buys. Buy online if you really need something and it’ll save you money, but beware the impulse buy. See 30-day list tip below.
  11. Don’t shop. Don’t go to the mall or other shopping area or department store to look around and shop. Go to a store if you know what you need, and then get out. Many times people go shopping, with a vague idea of what they want, and get caught up buying much more. Or they go just for fun, as a form of entertainment. That ends up costing a lot. It can really add up. Instead, stay away from shopping areas and find other ways to have fun (more below).
  12. Use a 30-day list. To curb impulse buys, create a 30-day list. When you want to buy something, other than a true necessity (medicine or food, for example), put it on this list, with the date you added it to the list. And make it a rule that you can’t buy anything for at least 30 days after you put it on the list. And stick to it. You’ll find that you buy a lot less with this system.
  13. Cut out cable. I’ve talked about how I cut out cable before. It saves me money every month (in my area, about $60, or more than $700 a year), and also forces me to do things like read and have conversations and go outside. Win win.
  14. Use the library. Instead of buying books, check them out. The library often also has a great selection of DVDs (depending on your area), saving you even more. Now who needs cable?
  15. Find free entertainment. Find cheap ways to have fun. Entertainment often ends up costing a lot of money, if you go to the movies, buy concessions, or go out at night, go to the bar, etc. The average person spends about $1,800 a year on entertainment (not including eating out). Now, I’m not saying you shouldn’t have fun … but there are cheaper ways to do it. Here are a few ideas. Here’s a frugal family’
    s fun and cheap weekend.
  16. Frugal exercise. Exercise is important, but it doesn’t have to cost a lot of money. Here are some tips.
  17. Stay healthy. Easier said than done, I know, but staying healthy can save you tons of money on doctor’s visits, hospital bills, and medicine over the long run. An ounce of prevention, and all that. Eat healthily, and exercise. Simple and effective.
  18. Commute by bike. Even if you own a car, commuting by bike will save you gas, and get you in shape at the same time. I highly recommend it. Here are my tips.
  19. Carpool or ride the bus. OK, you don’t want to bike it. So find a friend or neighbor who works near you, and arrange a carpool. Or take public transportation. Simple advice, but something a lot of people ignore.
  20. Walk. Often we drive to the corner store, or to a school that’s less than a mile away. Leave a few minutes early, walk, burn some calories, and save gas.
  21. Sell your clutter. This is not so much saving money as making it, but the frugal, simplifying cheapskate, like myself, will want to declutter and make a few bucks doing it. Hold a garage sale or sell it on eBay. It’s amazing what some people will buy. See the Simple Dollar’s post on this.
  22. Frugal gifting. Gifts can cost a lot of money over the course of a year. Look for ways to do it cheaply. Make a gift, or give a consumable. My family enjoys getting and giving cookies, for example. Here are some ideas.
  23. Quit smoking. Not the easiest way to save, I know. It’s hard. But I did it, and so have many, many others. Not only will you save on cigarettes (which are expensive over the long run), but also associated costs (I used to buy a soda or beer to go with my cigarettes) … and of course the huge, long-term medical costs. In less than 2 years of not smoking, I’ve saved well more than $3,000. Here are my tips for quitting.
  24. Alcohol in moderation. If you drink one beer or a few beers a day, that adds up to big money each month. Some drink even more than that. It’s expensive. If you can cut your drinking to the occasional party, and once in awhile with friends (not all the time), you’ll save tons.
  25. Sweets in moderation. Desserts and sweet snacks give us lots of calories with no nutrition. And we pay a premium price for that, in dollars and in our deteriorating health. Cut back on sweets (don’t eliminate them entirely of course) to save money and cut calories.
  26. Drink water. Often we drink lots of calories through sodas, coffee, alcohol, juices, tea, etc. And that costs a lot too. Drink water, save money, save calories. Here are some tips for forming the water habit.
  27. Batch your errands. Instead of running an errand or two every day, batch them into one errand day, and plan your most efficient route, to save gas and time. Also do as much bill-paying online as possible, to eliminate some errands.
  28. Stay home. Becoming a homebody might not sound like a lot of fun, but it really can be. I love staying home with my family. We can do all kinds of fun things at home. Or I can spend a day alone, if the family is at school, and really enjoy it. It’s quiet and peaceful, I can read or watch a good movie or respond to comments on my blog or write. Staying home can save tons, in eating out expenses, shopping expenses, gas, and incidentals.
  29. Stop using credit cards. Credit cards are not evil. And before you flame me, once again, I realize that they can be used to good purpose. If that’s how you use them, then that’s good, skip this tip. For others, credit cards make buying too easy, and end up making them buy too much.Not only that, but if you don’t pay your bill in full each month, they will cost you a lot in interest. The average American with at least 1 credit card has more than $8,500 in credit card debt. Don’t make that mistake. Here’s my story.
  30. Cancel subscriptions. With the wealth of information and entertainment online, do you really need magazine subscriptions? With all the news online, do you really need a newspaper subscription? If you can get DVDs for free or cheap, do you really need a Netflix subscription? Don’t flame me if you think you do need any of these — I’m just asking you to consider whether they’re really essential — the answer might be yes. Also consider other subscriptions you might be paying for — I’m not saying you should cancel everything, but seriously consider whether they can be canceled without much loss of value. Read more.
  31. Make your own. I won’t go into all the possibilities here, but many times we buy things when really, we could make them ourselves for much cheaper if we get a little creative. Now, this might take a little more time and effort, but it can be fun, especially if you make it a family project. We recently made our own (very simple) bookshelves with only a couple of pieces of lumber, instead of buying them. If you don’t know how to make something, search for it online. You’ll most likely find some instructions.
  32. Do it yourself. Instead of hiring someone to do something, try doing it yourself. Sure, it takes some time and effort, but it’s satisfying, and of course cheaper. It’s also educational, if you don’t know how to do it — again, do an online search, read up on it, and give it a go. Frugality freaks are DIYers.
  33. Stop paying interest. I mentioned the interest of credit cards, and auto loans, and mortgages. I consider them a waste of money. I’ve talked about how to live without credit before, and I recommend it for a frugal lifestyle. Consider any other accounts or loans where you pay interest, and see if you can eventually eliminate as much of these as possible.
  34. Reduce convenience foods. Frozen foods, microwaveable stuff, junk food … anything that’s packaged and prepared for our convenience is not only more expensive than something you cook yourself, but also most likely less healthy. I’m not saying to eliminate these completely, but reduce consumption.
  35. Travel frugally. I actually don’t travel (or haven’t for years), but if you do have to travel, some advance planning can save you money. Airfare is most expensive, usually, so look to buy your ticket in advance, and look for deals. Also consider train travel. Shop around for car rental rates, as they can vary greatly (or use public transportation). Look for cheaper accommodations, or stay with a friend or relative. Just a note: I do plan to travel, but not until I finally eliminate all of my debt.
  36. Cut the cell phone. This will not be a popular suggestion either. If you don’t like it, move on to the next one. It’s not for everybody. But think about this: 20 years ago, most people didn’t have cell phon
    es. And miraculously, they survived. A cell phone is not a necessity. It’s a convenience. When people needed to make a call, 20 years ago, they either waited until they got to a destination (wait to make a phone call?! omg!), or pulled over and used a pay phone or a phone in a business establishment.
  37. Cut your own hair. Again, this one isn’t for everybody. Personally, I use electric clippers to shave my head. It’s easy, it’s cheap, it’s minimalist, it’s care-free. I don’t worry about my hair getting messed up, or having to fix it in the morning. However, I’m not saying you should shave your head. Many people cut their own hair, in many simple but nice hairstyles, long or short. Saves money, and time.
  38. Maintain stuff. This is a no-brainer, but we don’t often think about it: if you take care of what you have, it will last longer. You’ll then spend less on buying new stuff. When you buy something worth maintaining, take a few minutes to read the maintenance manual, and create a maintenance checklist that you can attach to the item. For important things like your car’s oil changes or tune-ups, put them in your calendar.
  39. Save energy. There are little things we can do to lower our power bill. I don’t use a dryer or hot water heater, although those are a little extreme. Try these tips.
  40. Save gas. With the rising price of gas (and no end in sight), fuel has become a major monthly expense for many people. Small things can add up to big savings. Try these tips.
  41. Only buy bargain clothing (when you need clothes). OK, so you’re a cheapskate like me who only buys clothes when the old clothes have too many arm or leg holes. But now you need new clothing. I mean really need it. So instead of buying new, look for thrift shops with good clothes. Or buy new, but only buy the stuff that’s 50% off. Look for the bargains, and you’ll save a ton.
  42. Telecommute. Telecommuting doesn’t necessarily give you your dream job, but it’s definitely a step in the right direction. But in addition to allowing you to work in your underwear (and who doesn’t have that dream?), telecommuting saves money on gas, on eating out (if you eat lunch at a restaurant), and on buying expensive work clothes (all you need to buy is underwear, right? And no, don’t buy used underwear).
  43. Plan ahead. Sure, easy to say, hard to implement. But if you make it a habit to think ahead to things that are coming up in your life, you can save a lot of money. For example, if you think about where you’re going to get your meals when you go out to do errands, you can pack a lunch or dinner instead of eating out. If you pack a big container of iced water, you don’t need to buy expensive bottled water. If you know that a birthday is coming up, you can buy a gift on sale instead of spending more at the last minute.
  44. Cook ahead. If you have one free day a week (or even a month), cook food in big batches and freeze in dinner-sized portions. I don’t do this all the time, but I have done it and it saves money (buying big can often save) as well as time. You have to plan it out a bit, coming up with a menu and shopping, cooking enough meals for a week or a month. But once you’re done, your meals each night (and for lunch if you like) are quick and easy. This saves you from eating out or eating convenience food when you’re hungry but too tired to cook.
  45. Wash clothes less. Some people wear clothes and then wash them, but I’ve gotten into the habit of wearing my clothes more than once if they’re not really dirty. I use my nose as a test — I don’t want to wear clothes that smell, but most times the clothes are still perfectly clean. This saves on washing.
  46. Sun-dry clothes. When my parents were young, everyone used a clothesline to dry clothes. Now dryers are ubiquitous, because they’re fast. But if you don’t wash a ton of clothes, it’s not that hard to take a few minutes to hang them up. You’ll save a lot in electricity, plus your clothes last longer.
  47. Eat less meat. I’m not saying you have to become a vegetarian (although you could always give it a try), but once in awhile, eat meatless dishes. Pasta, vegetarian chili (see my recipe halfway down this article), vegetarian Indian or Thai dishes, falafels with humus and pitas and tomatoes and lettuce … there are plenty of tasty dishes without meat. And as meat is expensive (well, the fresh kind is … Spam is cheap), you’ll save money on meatless dishes. Again, I’m assuming you cook with fresh meat, not canned.
  48. Save on groceries. For my family of eight, groceries is a major expense. With some simple habits, we’ve been able to save a lot of money. See more here.
  49. Frugal Christmas. Christmas is expensive, especially in America (if you live in an area that doesn’t celebrate Christmas with a huge amount of buying, or doesn’t celebrate it at all, skip this tip). People go on crazy shopping gorges. It’s insane. While it makes the retailers and manufacturers happy, it doesn’t make our bank accounts happy. Break out of the cycle and find cheaper ways to celebrate Christmas. Here are some great ways to do that, and here are some more.
  50. Eat a cheap breakfast. Here are some great ones.

Written by Alan Rigg

Business executives and sales managers frequently complain about “80/20″ performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Why do salespeople perform so differently? What is it about top sales performers that enables them to achieve such vastly superior results?

Certainly there are some sales skills that anyone can learn. For example, it’s easy to learn how to ask reflective questions. These questions begin with the words “who”, “what”, “when”, “where”, “why” and “how”, and tend to encourage more detailed answers than questions that can be answered with a “yes” or “no”.

You can learn how to ask reflective questions by participating in a simple role play. In this role play, every time you ask me a “Yes/No” question, I’ll answer “No”. Getting stonewalled with a bunch of “No’s” will break you of the Yes/No questioning habit pretty quickly!

Other sales skills are tougher to learn

A good example is teaching salespeople how to ask questions and “follow the thread” in the answers. To explain this concept, let’s use another role play. If you ask me a reflective question, I’ll respond with answers that contain some “pain points”. If you recognize the pain points and drill down into them by asking additional questions, I’ll eventually agree to engage in a sales cycle.

Do you know what my experience has been with the “follow the thread” role play? Some salespeople learn this skill easily. Others struggle, but they eventually master it. However, some just never get it, no matter how hard they try!

Why can some people learn this critical skill, but others can’t?

Reason #1

In their book, Now, Discover Your Strengths, Marcus Buckingham and Donald Clifton report that great managers and average managers have different expectations for their employees. According to Buckingham and Clifton, average managers assume that “each person can learn to be competent in almost anything”, while great managers assume that “each person’s talents are enduring and unique”.

Most sales books and training programs seem to take the “average manager” point of view. In other words, they seem to assume that anyone can learn how to sell. Their unspoken promise is that all you have to do is invest enough time, effort, and money to learn the skills they teach. If you make the investments, you will learn the skills and succeed in sales.

Unfortunately, there are countless examples of sales books and training courses not producing the desired improvement in sales performance. Think about some salespeople you know personally. How many of them are struggling to make their quotas? Why are they struggling?

  • Is it the state of the economy? (If other salespeople on the same sales team are making their numbers, blaming the economy won’t earn much sympathy.)
  • Is it because they don’t work hard enough?
  • Is it because they don’t have enough product knowledge?
  • Do they need to work harder on their selling skills?
  • Do they need more coaching from their manager?

What if the “great manager” point of view is correct? What if everyone cannot become proficient in sales? What if success in sales requires a unique set of talents?

Reason #2

Herb Greenberg, Harold Weinstein and Patrick Sweeney report this very conclusion in their book, How to Hire and Develop Your Next Top Performer. After correlating hundreds of thousands of assessments that were performed over several decades with actual sales performance measurements, they reached these startling conclusions:

  • “55% of the people earning their living in sales should be doing something else”; and
  • “Another 20% to 25% have what it takes to sell, but they should be selling something else”

Wow! Those are some sobering statistics! They indicate that more than half of all salespeople are NEVER going to make it in sales. Another quarter have some chance of accomplishing sales success, but only if they find the right job selling the right kind of product or service.

How can you identify whether salespeople have the talents required to succeed in your company’s sales job? That question will be answered in Part 2 of this article.

©2005-2008 Alan Rigg

About the Author

Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Sales Team Performance: A Step-By-Step Guide to Building and Managing Top-Performing Sales Teams, and the companion book, How to Beat the 80/20 Rule in Selling: A Step-By-Step Guide to Achieving Top Sales Performance. His company, MySalesTest.com, provides specialized sales assessment tests that help business owners, executives, and managers avoid hiring mistakes and consistently hire more top sales performers. For more information and a FREE special report that will increase the effectiveness of your sales recruiting efforts, visit http://www.mysalestest.com.

Written By John. T. Orcutt

Myth 1: Under the NEW bankruptcy law, there’s no more
bankruptcy and no more help (or it’s too late to file).

Not True. In fact…nothing could be further from the truth. Sure you heard it in the press, but it’s just not true. The news media overcooked the whole story. The truth is that you can do almost everything under the NEW law that you could do under the OLD law. In some ways, the new law actually increased the benefits of filing bankruptcy.

Myth 2: Everyone will know you have filed for bankruptcy.
Unless you’re a prominent person or a major corporation and the filing is picked up by the media, the chances are very good that the only people who will know about a filing are your creditors and the people who you tell. While it’s true that your bankruptcy is a matter of public record, the number of filings is so massive, that unless someone is specifically trying to track down information on you, there is almost no likelihood that anyone will even know you filed. However…telling someone that someone else filed bankruptcy is good gossip…just like telling a someone you heard so-and-so is getting a divorce. So…if you don’t want everyone you know to know you filed bankruptcy….you need to keep the information to yourself. As for newspapers…my experience is that most papers don’t include information about who filed bankruptcy…. and even if they did…think about it….who would be interested enough to read that stuff.

Myth 3: You will lose everything you have.
Nothing could be further from the truth. The fact is….most people who file bankruptcy don’t lose anything.
First….while laws vary from State to State, every State has exemptions that protect certain kinds of property. Using Texas as an example…..there are exemptions to protect such things as your house, your car, your truck, household goods and furnishings, IRAs, retirement plans, the cash value in life insurance, wages, and personal injury claims.  In the rare situation where there is more property than can be protected by available exemptions…there is Chapter 13. In Chapter 13…you can even keep this property by paying a higher Chapter 13 plan payment.
Second…..as mentioned above (Myth 2)….filing bankruptcy does not generally wipe out liens. Therefore…if you want to keep a car, truck, home or business equipment that serves as collateral for a loan….you need to keep paying on the debt. If you make these payments and have exemptions to cover any value above what is owed….you can rest assured you will be able to keep these items.

Myth 4: You will never be able to own anything again.
A surprising number of people believe this….but this is completely false. In the future…you can buy, own and possess whatever you can afford.

Myth 5: You will never get credit again.
Quite the contrary. Filing bankruptcy gets rid of debt….and getting rid of debt puts you in a position to handle more credit….and this makes you look more attractive to would-be lenders. In my experience…..unfortunately….it won’t be long before you’re getting credit card offers again. I say “unfortunately” because I don’t want you to get right back in debt again. At first…the would-be lenders will want more money down and will want to charge you higher interest rates. However….over time….if you are careful, and keep your job, and start saving money, and pay your bills, and do things that will put good marks on your credit report….the quality of your credit will get better and better. Generally…in my experience…if a client has not re-established good credit in 18 to 24 months…sufficient to buy a car or even a house….it’s not because they filed bankruptcy. It generally means that something else has happened after the bankruptcy to hurt their credit.

Myth 6: Filing bankruptcy will hurt your credit for 10 years.
Not true. You are getting 2 completely different concepts confused with each other. You are getting the fact that bankruptcy is reported on your credit report for 10 years mixed up with the effect that reporting will have on your credit. Just because something is reported on your credit report does NOT necessarily mean it will have a negative effect on your credit standing.
First…let’s get one thing out in the open. By the time you need to make an appointment to see a bankruptcy attorney…..your credit is already messed up or maxed out…or both. This being the case….you have no credit for bankruptcy to hurt.
Furthermore…as I mentioned above…in my experience…if you have not re-established good credit in 18 to 24 months after you file bankruptcy…..most likely….it has nothing to do with the fact that you….once upon a time….filed bankruptcy…and it certainly has absolutely nothing to do with the fact that your credit history still shows an old bankruptcy.

Myth 7: If you’re married…both you and your spouse have to file for bankruptcy.
Not true. In many cases…where both husband and wife have a lot of debt….it makes sense and saves money for them to both file….but it is never a requirement under the law. We have many cases where only one spouse has filed. The good news is that generally….if it makes sense for both spouses to file together….they can both file for the price of one filing.

Myth 8: It’s really hard to file for bankruptcy.
No….it’s not….at least not in the hands of an experienced bankruptcy attorney. In the hands of an experienced bankruptcy attorney…filing bankruptcy is easy. The decision to file may be hard…but once the decision is made…the filing part is easy.

Myth 9: Only deadbeats file for bankruptcy.
Not true. Most of the people who file bankruptcy are good, honest, hard-working people…just like you and me….who file as a last resort….after months or years struggling to pay the bills that left over from some life-changing experience, such as a divorce, the loss of a job, a failed business venture, a serious illness, or some family emergency…or because they honestly and mistakenly fell into debt at a young age before they knew better…before they knew anything about budgeting or how to manage money.

Myth 10: Filing bankruptcy means you’re a bad person.
Not true. There’s a reason over 1,000,000 Americans file bankruptcy each year…and it’s not because they’re bad people. Lots of good, honest, hard-working people fall on hard times. Let’s face it….life can be brutal….and sometimes…the money’s just not there. The bankruptcy law were created with this in mind…to make sure you have a way….if need be….to get free from the burden of debt…so that you…and your family….can have a second chance at a “fresh start”.

Myth 11: Filing for bankruptcy will hurt your credit.
That’s not true. Think about it. By the time you come to a bankruptcy attorney….your credit is already either messed up or maxed out. And if it’s already messed up or maxed out….how can bankruptcy hurt it?
The big surprise for my clients is when I tell them that filing bankruptcy can actually help them re-build their credit. Bankruptcy gets rid of debt….and getting rid of debt puts you in a better position to handle new credit….if only someone will give it to you. Therefore….bankruptcy is the first step in the process of re-building your credit.

Myth 12: Even if you file for bankruptcy, creditors will still harass you and your family.
This is NOT true. In fact, nothing could be further from the truth. The minute you file bankruptcy, the Bankruptcy Court issues an order telling all of your creditors to leave you alone. No more phone calls. No more collection letters. No more lawsuits. No repossessions. No foreclosures. Nothing. This order has a name. It is called the “automatic stay”; and it is issued pursuant to 11 United States Code, Section 362. The automatic stay prohibits you from any and all collections actions. After you file bankruptcy
, the creditor is not even allowed to talk to you. In addition, the creditor must stop any collection attempts already started. The automatic stay is very powerful, and puts the full weight of the United States Courts to work for you, to make sure your creditors leave you alone. If a creditor violates the automatic stay, you have the right to bring the creditor before the Court for Contempt of Court, and to be compensated accordingly. Believe me, Bankruptcy Court Judges do not take kindly to creditors who ignore the automatic stay, and these Judges have been known to punish creditors severely. Very simply, once you file for bankruptcy, creditors must leave you alone or suffer the consequences.

Myth 13: If you file for bankruptcy, it may cause more family troubles and may even lead to divorce.
This is NOT true. Usually, it works just the opposite. Filing bankruptcy is not the problem. The problem is not being able to pay your bills. All good, honest, hard-working people feel a strong need to pay their bills, and not being able to do so, causes them to feel tremendous stress. Unless you do something to relieve this stress, the stress can quickly build to the breaking point….the marriage breaking point. Bankruptcy is designed to get you out from under the burden of debt, to protect your property and to lower your stress level. If your experience is like that of other couples, you will find that filing bankruptcy… and lowering the stress level…. can be a crucial first step in bringing the love and caring back into your relationship….which…..in turn…..gives your marriage a fighting chance.

Myth 14: You cannot get rid of back taxes through bankruptcy.
We get rid of old “income” taxes for our clients all the time. By “old”…I mean income taxes more than 3 years old. Under the law…there are 3 or 4 qualifications that have to be met….but once these are met….these taxes are gone. Please note: Filing bankruptcy does NOT get rid of withholding or sales taxes…no matter how old they are.

Myth 15: You can only file once for bankruptcy protection.
The truth is….you can file and get a ‘discharge’ under Chapter 7 once every 8 years. As for filing a Chapter 7 after filing and getting a discharge in Chapter 13, the wait is 6 years, computed from ‘date of filing’ to ‘date of filing’. As for filing a case under Chapter 13 of the Bankruptcy Code….the wait is only 4 years after a prior discharged Chapter 7 or 2 years after a prior discharged Chapter 13 case, computed from ‘date of filing’ to ‘date of filing’.
There is no required wait time between bankruptcy flings, if the prior bankruptcy case was ‘dismissed’, as opposed to ‘discharged’, unless there is a specific court order to the contrary.

Myth 16: You can pick and choose which debts and property to list in your bankruptcy.
I’m sorry…but you cannot. Doing so would be against the law. Under the law…when you file bankruptcy…you have to list all your property and all your debts. Most people want to leave out a debt because it is their intent to keep paying on it. The good news….on this score….is that you can achieve the same goal, even though you have to list the debt. If you want to keep paying on a debt…after bankruptcy….you can. After bankruptcy….you can go back and pay anybody you want. In fact…after you file bankruptcy….there are some debts you have to keep paying on. For instance….if you have a car, truck or house loan….even though you list the debt in your bankruptcy….if you want to keep the car, truck or house….you have to keep paying on the debt. More importantly….you need to know this. As long as you stay current on the loan…and keep the property properly insured….you are protected under the law …. and you get to keep the property….because…under the law…the creditor is stuck with you and can’t do anything about it.

Written by Alan Rigg

A fact of business life is that quality salespeople are a relatively expensive resource. Yet, many companies ask their salespeople to perform administrative tasks that could easily be handled by $8 to $10 per hour administrative employees.

Why does this happen?

Sometimes it happens because managers are penny wise and pound foolish. They are already paying salaries or draws to their salespeople and prefer to have them perform administrative work rather than hire additional (administrative) personnel.

You know what? Management absolutely IS entitled to ask salespeople to perform administrative tasks. However, doing so often reduces the return the company receives on its sales team investment.

In other cases salespeople are saddled with unnecessary administrative work because their managers have never analyzed the tasks their salespeople are asked to perform with the following questions in mind:

  • What is the lowest-cost resource that could satisfactorily perform each task?
  • If salespeople were relieved from performing these tasks, how could they apply the extra time to make more sales?

What is an example of a task that could be assigned to a non-sales resource?

One task that creates significant heartburn for both salespeople and management in many companies is populating records in the company’s CRM (client relationship management) system.

CRM data can be a very valuable resource. By capturing information about prospect and customer locations, contacts, conversation notes, etc., companies can ensure a smooth transition when a salesperson leaves and is replaced by another salesperson.

So what’s the problem?

The problem is the data entry required to fully populate CRM records can consume a lot of time. Based upon the number of data elements that must be entered, salespeople can spend between 20 minutes and one hour per day (per salesperson!) entering data into their company’s CRM system. If salespeople were able to apply this time to activities that more directly relate to selling, how much more could they sell?

A second problem relates to a personality quirk of top-performing salespeople. One of the characteristics measured by my company’s sales assessment tests is a salesperson’s interest in process, procedure, administration, and financial tasks. My experience has been that approximately 80% of top sales performers have very little interest in process, procedure, administration, and financial tasks!

We all want to hire top-performing salespeople. But, when we are successful in attracting them, how much time do we want to (repetitively) invest in pursuing them for forecasts and CRM system updates? Doesn’t it make sense to assign as much of this (administrative) work as possible to a lower-cost resource?

What is another example of a sales-related task that could be assigned to a lower-cost resource?

Another excellent example is cold calling. It is relatively easy to find people who can do an outstanding job of convincing prospects to schedule “discovery” conversations. These people are often relatively inexpensive ($40,000 to $60,000 per year in many markets) because they do not have the talents required to effectively manage other steps of the sales process. Why not hire one or more individuals to focus on cold calling and booking appointments (or outsource this activity to a company that specializes in hiring and managing these kinds of individuals), and focus your expensive salespeople on other sales-related activities?

Where SHOULD salespeople focus their time?

The #1 most critical task is doing an outstanding job of sales opportunity qualification, which includes the following steps:

  • Asking questions to determine whether a prospect has any of the kinds of business problems your company’s products and services can solve
  • Asking questions to quantify the impact of a prospect’s business problems (this provides a context for price discussions)
  • Asking questions to determine whether a prospect is worthy of time and resource investments by your company (to prevent scarce time and resources from being wasted on prospects that can’t or won’t buy)

If a prospect’s or customer’s business problems are complex, it may be helpful for your salespeople to be able to leverage expert resources to help them fully qualify opportunities and design solutions. However, your salespeople should at least be able to qualify opportunities from a business perspective on their own.

Other critical sales cycle activities that are good places for salespeople to invest their time include:

  • Motivating prospects to take the next step in the sales cycle. (A rather exacting definition of a valid next step is there is an appointment on the prospect’s calendar on a specific date at a specific time with a specific agenda for advancing the sales cycle.)
  • Managing product demonstrations to ensure they are focused on the specific product or service features that will solve the prospect’s specific business problems. (I always recommend that expert resources deliver demonstrations. Salespeople should manage the demonstrations and tactfully keep them on track.)
  • Reviewing effective selling proposals with prospects. Effective selling proposals minimize the amount of boilerplate and maximize the amount of content that describes a prospect’s specific business problems, quantifies the impact of the problems, shows how the proposed products and/or services will solve the prospect’s specific business problems, identifies the prospect’s key decision criteria, etc.
  • Closing sales. When all of the preceding activities have been performed properly, closing sales becomes easy and natural.

Conclusion

Take a look at the tasks that you (or your sales managers) ask your salespeople to perform. How many of these tasks can only be performed by talented (and expensive) salespeople? How many tasks could be performed by lower-cost resources, freeing your salespeople to spend more time on tasks that only they can do?

Financial constraints are a reality of business. However, administrative resources and appointment setters can be pretty inexpensive to hire, especially if you pursue “fractional ownership” by outsourcing to companies that specialize in hiring and managing these kinds of resources.

The bottom line is the more you can focus your expensive salespeople on doing the things that only they can do, the higher your return will be on your sales team investment!

©2008 – Alan Rigg

About the Author

Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Sales Team Performance: A Step-By-Step Guide to Building and Managing Top-Performing Sales Teams, and the companion book, How to Beat the 80/20 Rule in Selling: A Step-By-Step Guide to Achieving Top Sales Performance. His 80/20 Selling System™ helps business owners, executives, and managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% of sales. For more information and more FREE sales and sales management tips, visit http://www.8020salesperformance.com.

Written by Alan Rigg

If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn’t you agree that “the 80/20 rule” applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales?

The starting point for strategic selling is figuring out which customers produce the bulk of your sales, and what they are buying. Armed with this information, you can strategically plan how to increase sales.

Critical Data Elements

If you want to sell strategically, you need to have access to specific data elements. Plus, you need to be willing to perform data analysis.

Which data elements do you need? This list provides a reasonable starting point:

  • Customer Name
  • Revenue by Month by Customer
  • Gross Margin or Gross Profit by Month by Customer (this is only necessary if it impacts your performance measurements)
  • Product or Service Name (for each product or service purchased by each customer)
  • Product or Service Quantity (for each product or service purchased by each customer)
  • Product or Service Unit Price (for each product or service purchased by each customer)
  • Product or Service Extended Price (quantity x unit price)

Data Analysis

This data can be used to analyze the buying habits of your customers. Sort it in various ways to answer the following questions:

  • Which customers buy the most from you?
  • What is the trend for each customer’s purchases? Are they buying more or less when you compare the current month to preceding months? How about when you compare the current month to the same month in the previous year?
  • Which products or services are they buying?
  • Are the amounts purchased in line with your expectations and the commitments that have been made by your customers?
  • Which products or services are they not buying?
  • Why aren’t they buying these other products or services?

Once you have completed this first stage of analysis, consider this next set of questions:

  • How much time should you allocate to each customer in your territory? (Tip: You should spend 80 percent of your time with the customers that buy the most and/or offer the greatest potential for sales growth.)
  • What is your plan for increasing sales to each of your customers? (This includes selling more of what they have already been buying, and selling other products or services that they haven’t purchased from you previously.)
  • Which new prospects should you pursue? (Tip: Which prospects can your customers refer you to? Which prospects have the greatest potential to produce significant sales?)

It may not be easy for companies to extract the data that is required to support strategic selling. However, arming salespeople with this data is the best investment a company can possibly make. Strategic selling enables salespeople to maximize their sales, which in turn maximizes the company’s overall sales and profitability.

How frequently should the data be made available to salespeople?

If sales cycles are relatively short, it would be ideal for the data to be available on demand, with the minimum frequency being weekly. For longer sales cycles, providing the data on a monthly basis may be adequate.

Strategic selling begins with data availability. If you are going to maximize sales, you need to be able to analyze your customers’ buying patterns to determine how to prioritize your efforts. Which customers should you spend the bulk of your time with? How much time should you allocate to each customer? How will you increase sales to specific customers? Which new prospects should you pursue?

Plan your work, work your plan, and compare your results frequently against your quota and personal goals. Sell strategically to maximize your sales, minimize unpleasant surprises, and maximize your earnings!

©2005-2008 Alan Rigg

About the Author

Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Sales Team Performance: A Step-By-Step Guide to Building and Managing Top-Performing Sales Teams, and the companion book, How to Beat the 80/20 Rule in Selling: A Step-By-Step Guide to Achieving Top Sales Performance. His 80/20 Selling System™ helps business owners, executives, and managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% of sales. For more information and more FREE sales and sales management tips, visit http://www.8020salesperformance.com.

Santa Claus Inc. is well and profitable, right through recessions, depressions and just about any economic scenario. The reason why his marketing strategies work better than yours, is because he uses solid, dyed-in-the-wool psychology. He knows he doesn’t have to use new fangled techniques, when his simple marketing has stood the test of time.

If you don’t believe in Santa, you’d better change your mind, because the fat man from the north pole rocks on and you too can do the same if you stick to the basics. Find out if your product or service matches up by reading the article below.

Jingle Bells, Jingle Bells, Jingle All the Way…

If you go to the heart of Santa’s marketing, the one word you come away with is ‘consistency’. Generation after generation have been exposed to one brand, one message, and the same powerful imagery.

Just like Mercedes own the term ‘luxury’ and Volvo owns the term ‘safety’, Santa owns the word ‘hope’. Every kid worth his Nintendo, hopes he’s got enough points on the goodness scale to justify a mountain of gifts.

Yet, most companies get tired of their own brand. They chop, change and pour thousands (if not millions) of dollars into a bottomless pit of mindless change. Take a look at McDonald’s advertising, for instance. McDonald’s own the word family outing yet their ads have been straying down the teenagerpath.

Does It Make Sense To Consistently Occupy One Niche?

You bet it does! Families go out with their kids to McDonalds. These kids sprout into budget-conscious teenagers that hang out at McDonalds. They have kids and grandkids and guess where they all end up. At the big yellow ‘M’, that’s where!

Santa doesn’t waver. His customers are kids. Like several marketers, he might have been sorely tempted to enter the gift market. With bad advice, he would have tried to get to teenagers, adults and everyone. Can you see the magic still working? Even the tiniest of niches is huge and niches have a way of expanding by themselves.

At the end of the day, it’s the consistency that takes the jingle all the way to the bank. Too many companies lose focus and give you seven reasons why you should buy from them. Santa sticks to one: Be a ‘good’ kid or you can keep hoping!

You Can Spot Him in the Middle of a Crowded Sky

Do you know anyone who comes to visit on a sleigh in the middle of the night? With reindeer and gifts? The reason why Santa stands out so vividly in our memories is because he’s different. The postman does the same thing, but leaves without the flourish.

It’s Really Important To Work Out How Your Marketing Message Differs

Santa’s core marketing term is not built solely on consistent branding but also on a very hard-nosed differentiation. Too much communication out there fits in with what’s safe. Customers have just one slot in their mind. You have to enter that slot at such an obtuse angle that they remember you for life.

Rose Richards runs Office Doctor. What sets her apart from all the rest of the administration crowd is the term, Small business pain relief. Can you imagine your reaction when you hear something like that?

The human mind is intensely curious and a marketing statement like that is pure bait. You want to know what pain relief she brings and how she goes about it-specially if you’re the one in pain. That’s only half the story. The construction of the message elevates her from simple number crunching to brain surgery and makes her unique.

If you want differentiation you need look no further than the guiding light of Santa’s sleigh– Rudolph, with his shiny nose. Can you even remember the names of the rest of the eight reindeer?

One very important point, however, is that the marketing message isn’t just different, but also customer-oriented. Rose takes the clutter out of administration and Rudolph provides a beacon for clearer navigation.

If you don’t have a benefit for the customer, just being different is going to get you nowhere.

Give and You Shall Receive

How many of you are out there networking like crazy? Trying desperately to fill in your steadily depleting bank reserves? You want, want, want! Take a look at Santa’s style.

He’s into giving first. If you probe deep into your mind, you’ll find the people you like best are those who have given you their time, their money or their knowledge. You trust them, and it’s very hard to say no when they ask you for a favor in return.

The deepest core of human emotions is fear. Every single product or service, without exception, is sold on the basis of a problem. The only known antidote to fear is TRUST. When trusts struts upwards, fear banishes itself to penguin land. The more you pile up the trust, the more you can do business.

Wouldn’t Santa be able to sell you just about anything? Would he be able to cross-sell and up-sell product? Santa could knock on your door next summer and you’d be more than happy to have him join your barbeque.

It’s up to you to build up the trust one Lego block at a time. Identify your clients and see what you can give them. It could be information, time or even a chocolate covered scrumptious cookie. It’s the old ‘What’s in it for me?‘ theory. If you can’t find something calorie-ridden for their minds or bodies, they won’t want to see you.

Play Santa. It works.

He Knows if You’ve Been Bad or Good…

Heck Santa knows his customers. He even knows when you are sleeping, or awake.

Then, there’s you. Look at your biggest customer. What’s her name? When is her birthday? Does she like Indian curries or sushi? In curries can she handle hot or medium? What does she think about you? What doesn’t she like?

You’re guessing for sure. You can’t be dead certain because you’ve been so busy looking at dollar signs that you’ve missed the plot completely.

The reason why Santa’s marketing works is because he intimately knows your individual needs. If you want a drum kit, you get one. If you want a Barbie, you don’t up sulking with a xylophone.

Santa knows because he’s interested in giving. To give, you have to know exactly what the receiver wants or your gift is not worth the packaging it’s wrapped in.

Some people worry about invading personal privacy. Hogwash! When was the last time you got upset because a supplier turned up with a big chocolate cake (your favorite) for your birthday? or with rare stamps for your son (because he loves collecting stamps)?

Santa’s invades our privacy gently and uses it to give, not to take. That’s why we don’t mind it. The tax department on the other hand, uses our information to take and therein lies the principal difference.

Once a Customer, Always a Customer

Santa Doesn’t Lose Customers. Period.

One of the primary reasons why he’s able to achieve this amazing feat is because he thinks of his customer’s customer. His customer is the kid, who in a few years gets a little wiser about Santa and his customer’s customer is the parent who has the amazing power to get their children to be nice notnaughty, if only for a short while.

Since the concept works in their favor, they do all the advertising. Without TV, radio or the Internet, Santa’s message gets a grip on millions of kids around the planet. These kids grow up and the marvel of Santa is handed down through the generations.

While It’s OK For Santa, How Would This Work In The Real World? Say, If You Sold Jeans.

Jeans West, a jean retailer, has several of the answers. I needed one pair, but Stephanie (the sales girl) sold me two–not by hassling me, but by gently reminding me I would get $20 off the second pair.

Then, with my purchase, she gave me a gift voucher of $10, for my use or to pass on. They, also signed me up for a loyalty program that offered to give me a 10% discount if I purchased over $250 worth of product in the next 6 months.

This Is Effectively What Jeans West Did to Make Me a Permanent Customer.

te>Step 1: The sales person asked the right questions to find out my need.
Step 2: She up-sold the product giving me good value for money.
Step 3: A gift voucher with a validity date, ensured an additional purchase. Or even better, the chance for me to pass it on to another person thus ‘creating a customer’ for Jeans West.
Step 4: Tying my fickle consumer head into a loyalty scheme. They wanted me to stay with them forever.

Santa’s steps may vary, but in essence he ties you into a solid loyalty program that is near impossible to get off. It’s ‘customer get customer’, rather than ‘advertising get customer.’ It’s cheaper and it works!

In conclusion here are the main points why Santa’s customers keeps coming back. These concepts may sound old, even trite, but have been proven time after time to work well. Test them against your company and brand to see where you can learn from the man from the North Pole.

1) Solid branding:We’re not talking lease here. Consistency is the key. This applies everywhere from networking meetings, advertising to any sort of communication that goes out. Keep hammering home the same unique message and put it up front. The weather changes all the time which is why we can’t trust it.

If you must change, it’s because your old message isn’t doing a complete job. I changed our first baseline from ‘Recession proof business principles’ to‘Reactivating dormant business clients.’
The proposition was the same but the second line got 10 times the response.

2) Differentiation:Santa knows he can be a courier with a difference. You, too, can create your own legend. Nike used Just Do It. Coke threw in the concept, Rum and Coke, indelibly burning the word classic into our consciousness. Sameness is in your mind. No matter how many brands exist on the market, your product has a fingerprint of its own. You just have to dig deep to find out.

3) Build trust by giving first.Life is all about sowing, then reaping-but sowing comes first. If you don’t give first, you will only get limited results. The more you stop thinking of yourself and focus on what the customer needs instead, the more you are trusted. Business is all about trust. If you don’t have it, you’re yesterday’s soup.

4) Know your customer… Like you know the hair on your head. Data collection and its optimum usage will get you right into their minds and keep you permanently rooted in. Every time they see you, they should think you are Santa coming to town.

5) Reactivate dormant clients They are all volcanoes. Sitting there with the power to erupt mightily. Figure out who they are and how you can work in tandem with them. Forget your product or service. That’s a given– It has to be good. Find out the ‘everything else’ factor and you will keep them for life.

Like Santa does…

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Christmas MarketingChristmas Business PlanChristmas CoachingChristmas Fun

©2001-2008 Psychotactics Ltd. All Rights Reserved.
Wouldn’t you love to stumble upon a secret library of small business ideas?Find simple, yet electrifying ideas, on copywriting, public speaking, marketing strategies, sales conversion, psychological tactics and branding. Head down to http://www.psychotactics.com today and judge for yourself.

Written By Josh Gordon

The recession may be here or not in your state, but some advertisers are behaving as if one has already started in their area of business. Responding to media buyers looking to cut ad budgets has become a priority.

For VPs: The Dollars Go Further in Slow Times
If it’s a marketing person you are talking to with strategic involvement, argue the benefits of maintaining an ad program during slow economic times. Business history books are full of examples of companies that maintained or increased their ad budgets during recessions and found that at recession’s end they had leap-frogged their competitors by wide margins.

My favorite story is the one between the Kellogg’s and Post cereal companies who raced neck and neck in the 1920’s to dominate the breakfast cereal business. When the Great American Depression came in the 1930’s Kellogg’s kept their advertising going while Post cut back. When the Depression ended so had the race between them as Kellogg’s emerged the dominant player, a position they have maintained to this day.

Ask About Their Recession Product Strategy
Smart companies don’t just cut during a recession, they reformat their offerings. They may introduce a lower cost line to hold on to customers, they may offer a price program designed to keep consistent customers consistent, or they may offer special discounts designed to offer temporarily lower pricing.

Now Re-Rationalize the Ad Budget
If someone tells you they are cutting back their ad budget because of a recession, ask why they advertise in the first place. There are many ways companies internally rationalize their ad spend. Some advertise only because their competition does, but if their competition cuts back during a recession, they may as well. Other companies advertise only when new products come out but during recessions they may introduce fewer products. Don’t just accept a budget cut because revenues are down as a given. Find out what the original rationale was and find a way to rethink it. The reasons to advertise during the good times may not be the same reasons to advertise during slow times.

For Media Buyers
Talking marketing strategy will not save you from a recession-driven media buyer when the cuts come. By the time media is involved, typically they have their marching orders, and their number. When the cuts come, buyers will divide all media into two categories; essential and non-essential. You need to be in the later.

Right from the start you have to find ways to preset your media as being absolutely essential. Ask your advertisers to consider that all recessions end and this one will be no different. Remind them that over the past half-century, there have been nine recessions, lasting an average of 11 months each.

But every publication will claim to be essential. You need to be specific. For b-to-b, that means if you stay in my publication you will stay close to the technical buyers who will be reevaluating these technologies, even as their budgets fall. It is essential they understand how your new reduced spec offerings can help them get through these lean times. For consumer titles, even in recessionary times women find ways to make themselves look good. If they can’t afford a whole new outfit they will often find their way to the cosmetics counter where your products, among others, will be waiting for them.

Sell the Web
Maintaining a dialogue with your customer base is good advice for your business as well. During the 2002 recession, I used many of my new Web offerings to keep advertisers active during those slow times. I sold them aggressively to keep advertisers interested in my magazine brand and on my active advertiser list. It was a great way to keep the dialogue going with my advertiser base.

Look for the Slump Star Companies
During the 2002 ad recession I had clients who strategically used the recession to pull ahead of competition. They did not cut back; they kept their marketing aggressive, they kept budgets on track and they saw significant gains on the competition. I found that if I stuck close to these companies and spent extra time with them, my business improved, as did theirs.

Josh Gordon is president of SmarterMediaSales.com, a training and consulting company that helps publishers grow their online business. Gordon also publishes a blog at AdSalesBlog.com.