Why resolutions don't work.

You can only aim at one.

It's only January 2nd and already we see our New Year resolutions slipping into the ditch. Why?

As we look at the previous year in retrospect, it's easy to see that with a few changes, the new year can be better. With that in mind, we love to set New Year resolutions and goals. 

A resolution is defined as a firm resolve to do or not to do something.  It's a decision, with a goal in mind. Resolutions by themselves are not goals. A resolution is like a car without a steering wheel, destined to go off the road within minutes of starting. In order to succeed, every resolution needs a strong goal.

It's only January 2nd, all is not lost. I would like to propose that you can succeed with your New Year's resolution this year with this simple 2 step plan.

1.) Only make one resolution. Never underestimate the power of one. One focus, one goal, one target.  Gary Keller, author of The One Thing says:

To-do lists tend to be long; success lists are short. One pulls you in all directions; the other aims you in a specific direction. One is disorganized and the other is an organized directive. 

If you want to succeed at your New Year's resolution this year just make one and clearly define what the goal is behind the decision. In the game of billiards the players can only strike one ball at a time,  A good strategy is that the one ball will hit other balls causing them to go into pockets, but the secret is still to focus on the direction of the one ball. The goal is to win the game.

What is the one direction that will make a difference, in your life, your work or your family? Perhaps, that is the one resolution that you should set this year. The goal is the result of that decision.

2.) Strike with a plan. Once you have decided what your one resolution is, you can power-up and strike. Thoughtful implementation of a plan will give you control and direction toward your goal. 

Again, going back to the game of billiards, you will never win if you hit the cue ball willy-nilly without a plan. It takes well calculated execution to use one ball as a catalyst, placing the other balls at strategic points for a win. 

When you decide on the one resolution that will be your catalyst for great change in your life, you MUST calculate the direction, the risk and the sacrifices that must be made in order to succeed. Then take steps each day toward that goal. The simpler the plan, the better.

Strangely enough, I have found that the success of implementing a great strategy nearly brings as much joy and positive posture as actually achieving the goal.  Of course, we know that success is in the journey. So start today and I wish you much success.

_________________________________________

May I encourage you to consider Gold Star Referral Clubs as the catalyst that could make 2014 a success for you? Visit us at www.GoldStarClubs.com. 

Get Results Today

There is a serious ROI (return on investment) in referral marketing. You don’t have to conquer mountains of information and technology to get results. You can get results starting today.

In college, I learned that a complete marketing plan included demographics, geographics and psycho-graphics  Out of college, I learned that things were dramatically different. Not that I’m ungrateful for my education, but there’s simply no substitute for experience. In this book, I offer you a one-of-a-kind gift, my experience and the solid experience of others and the place we start is with clarity.

As business people, we have come to realize that the key to long term success is clearly defined goals.

“Lack of clarity is probably more responsible for frustration and underachievement than any other single factor.” said Brian Tracy, author, speaker and master of business growth strategies.

I’d like to tell you a short story about clear waters.

When I was fifteen, Dad and I would go fishing for small mouth bass in the east arm of Traverse Bay off of Lake Michigan. We would troll over the water intake where the weeds grew. My job was to stand on the front of the pontoon boat and to point out where the fish were. The water was that clear. When I spotted bass, Dad would position the boat so that we could either cast into them or just drop a line on top of them.

The crystal clear water made it easy to see what bait the fish were interested in and which ones they ignored, but the most frustrating part was to watch a large bass swim past and ignore the bait while the baby fish, barely bigger than the hook, nibbled at it.

Wouldn't it be great to have that kind of clarity when looking into your referral marketing strategy?  If you know exactly what creates a referral, you can plan on it, change your referral marketing strategy when you need to and set achievable goals. That would be like fishing for referrals in clear waters.

Successful people know that their habits determine their future. You can learn how to re-frame and reprogram yourself and your business into a referral mindset by ordering my classic book 3 Ways to Referral Success.

Great Phishing Graphic from Legal Shield

Todd and I have been customers of Legal Shield for a long time. I especially enjoyed this graphic they created about how scammers get you by phishing.

"There is no single group of people who is more likely than another to be the target of a scam. Regardless of income, education or gender, Kroll's Investigators have helped members from all walks of life who have suddenly found themselves a victim."  - Legal Shield newsletter 11/15/2013

Get more valuable advice about how to become a better business person at www.GoldStarClubs.com

You Are Standing in the Middle of a Referral

                                       Look around. What do you see?

Most people don’t realize that they are always standing in the middle of a referral. Look around you. Do you see carpeting that needs to be cleaned? A frustrated mother who needs a bigger house? A company that needs a new accountant, a window that needs to be replaced, or new friend who needs a banker?

The key to giving good referrals is to be aware of your surroundings. Listen for a need or a problem that someone may have. You become a resource for them. You can refer someone that you know, like and trust to help resolve the problem or situation.

Here is a good example of how easy it is to give referrals.

While walking the dog, my husband Todd stopped to visit with the neighbor and asked what lawn service he was using. Doug went on to say that he hired a company because he was having a lot of neck and back pain. He said that the doctor said it was arthritis and to “get used to the pain”.

Immediately, Todd pulled out his phone and gave Doug Dr. Jolley’s phone number. Luke Jolley is in one of our clubs in Tulsa and he is our personal Chiropractor. After hearing how much we love going Dr. Jolley, Doug promised to call him.

Knowing Todd, he will follow up with Doug in a few days to see if he made that appointment.

Here are some suggestions on how to give good referrals:

§  Always have the business cards of the members of your group readily available.

§  Program your phone with the telephone numbers of all your members.

§  Keep your club members cards and brochures visible at your place of business.

§  Be the “resource person” for all your friends, family, connections and business associates.

§  Invite your customers to call you for a recommendation before they go to the Yellow Pages.

§  Try to personally use your club member’s services and products as often as you can.

§  Don’t hesitate to tell success stories about another member’s business.

§  Invite a visitor to attend your referral group to personally meet a member.

§  Arrange to have lunch with a potential client and a club member.

§  Ask them, “Would it be okay if I had his office call you to explain what they do?”

§  Get the customer’s business card and get permission for the member to call. Say, “I’ll have him call you, would that be okay?”

§  Invite your customer to go through your business cards while they wait.

§  Send a thank you card to your customer and include names and numbers of some other businesses that may help them with the next step or with a future need.

§  Connect online with your clients and recommend connections to members in your referral group.

Legal Dangers of Social Networking

Take care when networking online.

It isn't often that I just cut & paste an article into my blog, but this warning from Legal Shield could save you and your business from making mistakes when networking online.

Read on about.....

Legal Dangers of Social Networking

Facebook, Twitter, blogs, message boards and other social media websites and apps are great tools to help you connect with friends and family. Businesses and professionals also use social networking to connect with customers and coworkers. Many social media users are unaware that the information they post online and the digital trail they leave behind can be used against them in court. The following information will help you understand the legal risks involved in social networking.

1. Attorney-Client Confidentiality – Attorney-client confidentiality protects all communications between you and your attorney. This means the information you communicate directly to your attorney cannot be used against you in court. A breach of attorney-client privilege can seriously harm your case. Talking about your legal matter online is a serious breach of confidentiality.Do not discuss the details of your case with anyone other than your attorney.
   
   
2. Anonymity – Posting comments to online forums, news outlets or blogs can give you the impression of anonymity. There is no anonymity online; everything can be traced back to its source. Before posting anything online consider the very real possibility that it will be traced back to you. 
   
   
3. Children – Child predators use social networking sites to find victims. Talk to your children about online safety. In addition, online bullying has grown rapidly in recent years. It is important to talk to children about how to handle being bullied, as well as the importance of reporting and not participating in the bullying of other children. 
   
   
4. Family Law – Facebook profiles and Twitter posts are being introduced as evidence more and more frequently in divorce and child custody cases. No matter what your intention when posting something online, consider how it could come back to haunt you. The best advice is to take a break from Facebook or other social media during a divorce or custody dispute.
   
   
5. Criminal Law - In addition to divorce court, the digital trail created through social networking is becoming increasingly common in criminal cases. Discussing illegal activity, even in jest, could land you in hot water. 
   
   
6. Human Resources – Employers are increasingly turning to social media to learn more about applicants. Applicants should be aware that their profiles and posts could be used for this purpose. Employers must be careful not to unlawfully discriminate based on age, gender, race, religious beliefs or sexual orientation. Employees who disparage their employers or coworkers online could even lose their job.
   
   
7. Identity Theft – Thieves and scammers often use social networking sites to gather personal information on victims. You may think it is perfectly harmless to discuss your birthday or post the address of your new home on Facebook or Twitter, but that type of personal information can be used against you. Think carefully about the information you post online.

This post was taken from Legal Services website. You can read more at:

 https://sites.legalshield.com/cp/newsletter/issue10_v2.html#Story1

Find out why Gold Star Referral Clubs work at www.welcometogoldstar.com.

Grow your business with Gold Star.

10 Irrefutable Laws of Referral Building

Listed below are some of the fundamental truths about referral building. 

These laws, without question, outline absolute truths about referral relationships.

1.  If they don't like you, they won't refer to you, even if your price or quality is better.

2.  Without a follow-up note or a meeting, most new referral sources will forget about you in less than 10 days.

3.  In order for your referral network to consistently refer to you, they need a crystal-clear understanding of what you do and the problems that you solve.

4.  Technology will never replace face-to-face relationships and personal chemistry.

5.   A lead is not a referral. A referral is when you connect someone you know, like and trust to someone you care about who has a need. A lead is barely more than a cold call.  

6.  A few quality referrals are better than a larger quantity of leads.

7.  Referral sources are based on relationship building, not networking.

8.  Many people that you may consider referral sources are actually just social contacts, networking buddies and good-time charlies, who have rarely, if ever, sent you a referral.

9.  Lack of visibility is the top reason why referral relationships falter. If they never hear from you or see you, even if they know, like and trust you, they will forget about you.   

10.  You should be able to close a well-endorsed quality referral 85% of the time.

Winning with Mastery

There is an old country axiom which states, "Success in life comes not from holding a good hand, but in playing a poor hand well."

You were born to succeed, not fail. By mastering your talents and skills you can not only win at what you do, but new doors of opportunity will open to you. 

I have seen individuals with mediocre abilities manage to attract amazing results by mastering what they do. From their business to their personal lives. 

Skill, like muscle grows through exercise. We can practice being the best we can be and extend our skills even more by hanging out with people who challenge us to be excellent so that we can become better each day. 

"I'm a great believer in luck, and I find the harder I work, the more I have of it." - Thomas Jefferson. 

As the CEO & Founder of Gold Star Referral Clubs, I find that I have never learned enough about referral marketing. I want to stay on top of the game. I try to set the stage for success with the business people in Gold Star. I want them to excel at giving and receiving referrals in an environment that allows their hard work and talents to shine. I find that when we're challenged to be become better, we do.

Complacency is a thief that steals our business and tries to make us fail. Gold Star gives us a great system to help us all become better business people. It is a quality environment that brings us more business AND makes us sharpen our business skills.

"Quality is about love; it's a passionate obsession with perfection. It is the result of good intentions, uncompromising standards, sincere effort, intelligent design, attention to detail and skillful execution. Quality is the calling card of greatness." - Gary Ryan Blair, author of Everything Counts.

Attitude is the Mother of Luck

What separates the lucky winners from the guy who tried, but lost? Why does one person get referrals and another one doesn't?

This month, we're looking at the subject of winning. Which leads us to ask, "Are some people just luckier than others?" 

Sometimes a Gold Star Referral Club member will come to me and say that they can't figure out why other people are getting referrals and they aren't. Is it just luck? 

Researchers have spent years analyzing what separates lucky people from unlucky people and what they have discovered is that a positive attitude and an upbeat outlook on life can actually make you luckier. Who knew?

If you want to increase your luck...

• Be available for opportunities. Get out there and be pro-active.
• Listen to that little voice in your head. It may be God telling you to pay attention.
• Expect to win. Be alert and ready to be the winner, to accept the prize.
• Look on the bright side of life. Even if you don't always get what you want, you'll feel like a winner. Sometimes, that's more important than winning.

Attitude is the mother of luck. You don't have to be born lucky to win at life and business. Watch this video to what Gold Star can do to increase your referrals. 

Winning By Giving

You don't win a game all at once. It's play by play, built upon weeks and even years of practice. You have to give from your heart like there's no tomorrow. 

Winning in the game of business involves giving from your heart.  Giving to your craft and giving to others. The Go – Giver by Bob Burg and John David Mann, tells it all in a parable that is not so much about business but about a way of life. 

“Most people just laugh when they hear that the secret to success is giving… Then again, most people are nowhere near as successful as they wish they were.”

Here are The Go-Giver Five Laws of Stratospheric Success

1. The Law of Value: “Your true worth is determined by how much more you give in value than you take in payment” 

“You give, give, and give. Why? Because you love to. It’s not a strategy, it’s a way of life.”

“All the great fortunes in the world have been created by men and women who had a greater passion for what they were giving – their product, service or idea – than for what they were getting.”

2. The Law of Compensation: “Your income is determined by how many people you serve and how well you serve then.”

“You get to determine you’re your level of compensation – it’s under your control. If you want more success, find a way to serve more people. It’s that simple. It also means there are no limitation on what you can earn, because you can always find more people to serve.”

3. The Law of Influence: “Your Influence is determined by how abundantly you place other people’s interests first.”

“You need to develop your army of personal walking ambassadors… a network of people who know you, like you and trust you… People who are personally invested in seeing you succeed.”

“Stop keeping score. When you base your relationships – in business or anywhere else in your life – on who owes who what, that’s not being a friend. That’s being a creditor.”

“Forget about fifty-fifty. Fifty-fifty is a losing proposition. The only winning proposition is one hundred percent. Make your win about the other person, go after he wants. Forget win-win – focus on the other person’s win.”

“Because if you place the other person’s interest first, your interests will always be taken care of. Always. Some people call it enlightened self-interest.”

4. The Law of Authenticity: “The most valuable gift you have to offer is yourself”

“As long as you’re trying to be someone else, or putting on some act or behavior someone else taught you, you have no possibility of truly reaching people... no matter what you think you’re selling, what you’re really offering is you.

“Reaching any goal you set takes ten percent specific knowledge or technical skills – ten percent, max. The other ninety-plus percent is people skill… You want people skills… then be a person…. It’s called authenticity”

5. The Law of Receptivity: “The key to effective giving is to stay open to receiving”

“It’s not better to give than to receive. It’s insane to try to give and not receive… Trying not to receive is not only foolish, it’s arrogant… Receiving is the natural result of giving. In fact, every giving can happen only because it is also a receiving by someone else… If you don’t let yourself receive, you’re refusing the gifts of others – and you shut down the flow.

Develop a Go-Giver way of life and begin winning in business and life.

Order The Go-Giver: http://www.burg.com/books/

Making Appointments After the Networking Event

“If and When were planted, and Nothing grew.”   - Proverb

You may have heard the saying, "The fortune is in the follow-up."  It's very true. You went to the networking or Chamber event to create connections for potential sales. Am I right?

Now the ball is in your court. It's time to follow-up and get the appointment.

Research shows that buyers are not the ones to contact salespeople. The salesperson still has to contact the potential customer.

A phone call is still twice as effective as an email. With email, it's too easy for the customer to postpone, delay or cancel. Be brave, stop thinking about it and just pick up the phone.

• When asking for an appointment: 
• Identify yourself and remind them where you met or let them know who referred you to them.
• Explain why you want to meet.
• Mention a benefit to them.
• Suggest a length of time, such as: "no more than a half an hour."
• Offer possible dates, times and places.
• Mention any others who will be present.
• Give your phone number, address, and email address.
• Express your appreciation for their time.
• Tell them when you will call to remind them.

• Helpful tips when making appointments:
• Don't postpone, delay or cancel the meeting if at all possible.
• If you do need to change a meeting, don't over apologize. Usually all you have to say is, "I'm sorry to have to cancel/reschedule..."
• Be assertive about making appointments.
• After setting up the appointment, follow-up with an email with time, date and place. Express appreciation for meeting with you.

Follow up is a successful salesperson's greatest strength. 

THOUGHT PROVOKING INTRODUCTIONS

 "Hi my name is Bill with ABC Company."

What do you say in the next 30 seconds that is honest and sincere and also thought provoking and interesting?

I don't know about you, but my attention span seems to be getting shorter and shorter. In fact, the longer you spend telling me all about your company, the quicker you lose me. 

Worse yet, many business people will only give their names or the company that they are with and SAY NOTHING after that ...  missing an opportunity to connect. Why not say a few extra words? Maybe something short of an elevator pitch, not even a tagline, but still thought provoking.

Here is where it gets interesting. Have some fun with it. Let's say that you sell:

Gourmet candy. You could say, "We create, market and deliver unique and creative candy gifts to businesses and individuals. Can I make a SWEET  delivery for you this week?"

Life Insurance: You could say, "I give away money."

Chiropractor: You could say, "I'm a chiropractor and I make your back happy."

Realtor: You could say, "Hi, Julie, with Keller Williams. Interview me now for your next home sale and I'll buy you lunch."

Computer Repair: You could say, " Just call me when your computer ticks you off."

Mortgage Lender: You could say something like: "Hi, I'm Mark with Top Roofing.  When it hails, I'll bring my nails."

Have fun adding something thought provoking to your introductions and see how easily conversations open up.

Build Rapport for Easier Sales Later.

Build rapport at a networking event before you "go for the sale." It will make your life much easier.

RAPPORT is a close and harmonious relationship in which the people concerned understand each other's feelings or ideas and they can easily communicate.

So, you go to a networking event and finally get in front of a business person who you would like to know better.  You shake hands... and then what do you do?

You'll be surprised how simple and easy it is to create rapport by following these simple steps:

1.  Open with the right words, words that are positive and that attract and hold attention. Here are four words that seem to open an easy flow of conversation:

 

     "I am fascinated by what you do." (People love to be fascinated, to be drawn to something.)

     "So, what are you focusing on right now?" (The word "focus" creates thoughtfulness.)

     "I am struck with amazement when I realize how much you do." (How many people are

     amazed by you or something you do or by your company or your idea?)

     "I'm curious. How do you... ?" (We love to satisfy curiosity. You know what it did to the cat.)

Use these words: "fascinated, focusing, amaze or amazement and curious" in a multitude of ways. Fashion a few opening sentences in your own words and practice saying them.

2.  Give them permission to relax and have a conversation with you. Remember, they might be nervous and confused on what to do at a networking event. It helps if you suggest it's okay to relax and talk. Make them feel comfortable. This step is important. 

     "Go ahead, tell me about it."

     "Relax, so tell me..."

     "We can relax, the meeting doesn't start for awhile."

     "Let's sit for a few minutes."

3.  Be yourself. Are you acting aloof or star-struck? You need to relax and act comfortable. Don't try to sell them anything at this point. Just create rapport.

4. Keep your eyes, your ears, and your feelings wide open and focused on the moment. Be an active participant in the conversation. Temporarily, forget about what's going on around you. At this moment, it's all about connecting to one and only one person.

5.  Agree with them. Now is not the time for a good debate on how to handle feral cats or health care. Reinforce the positive flow of conversation with words like:

    

    "Yes."

    "I see."

    "I hear you."

6.  Plant seeds for a future meeting.  Don't be too bold, just plant suggestions within the rhythm of the conversation. You're building rapport for a future meeting. You can say things like:

    "We should do that sometime."

    "I'd like to have a cup of coffee and hear more about... ."

    "Could I get your email and send you an invitation?"

    "I would like to hear more on that next time we meet."

    

7.  Before you part, agree that you've made a good connection. They may not realize it, but you do. Before you go two separate ways, try to get them to agree that you have established some kind of connection. Say something like:

    "This has been time well-spent, don't you think?"

    "I feel we've made a good connection here, don't you?"

Once you're comfortable with building rapport, you'll find that business networking is easy, fun and profitable.

By the way, I would love to help you increase your business with Gold Star Referral Clubs. I invite you to visit:  www.WelcomeToGoldStar.com

 

     

Difference between a Lead, Tip & Referral

WHAT’S THE DIFFERENCE BETWEEN A LEAD, TIP AND A REFERRAL?

      

THE DEFINITION OF A REFERRAL

      I once heard Joe Stumpf, the founder of the real estate coaching program, “By Referral Only,” put it this way:

“A referral is when you give someone that you know, like and trust to someone you care about.”

I agree with him. Although, I think a good referral is when you pave the way with a connection to someone who has a need.

           

WHAT IS A GOOD REFERRAL?

     

My definition:

A good referral is when you connect someone you know, like and trust to someone who has a need.

      Statistics soundly prove that the more you know, like and trust a business person, the more you will refer them to your friends, associates and family.

      A good referral opens the door so that you can walk right in and easily get past the gatekeeper to talk to the person making the decisions.

     A good referral is when you are asked to contact a person who has a current need for your product or service and they are waiting for your contact with positive expectations.

      A lead or tip is nothing but a fancy-wrapped cold-call. That’s when you hear, “Hey Bob, here’s a good lead for you. My neighbor’s house lost some shingles last night in the storm. You should give them a call.”

      If it was a referral, it would sound something like this. “Hey Bob, I spoke to my neighbor last night after the storm and gave them your card. I told them how much I trusted you and they’re hoping that you can help them too. They would like you to call them right away.”

      That’s a pre-qualified quality referral that will probably land a sale. There is a good chance that those neighbors won’t even entertain any other bids. They will go with the person referred to them. That’s the beauty of referrals.

Dress to Impress

Looks matter! Even when business networking with friends. In fact, I've never heard any Gold Star Referral Club member complain about another member over dressing. However, we have heard comments about members that dress inappropriately.

Although business networking events are becoming more and more informal. Please remember that the next all-important referral may depend on how clean and/or professional you look.

Good or bad, you are ALWAYS making an impression.

Here are a few attire do's and don'ts:

DO:

• Make sure that your clothes fit you and are well pressed.
• Keep your your accessories, cologne and perfume subtle.
• Have clean and nicely groomed hair and nails.
• Consider wearing your "best client" clothes.
• Wear appropriate daytime make-up and jewelry.

DON'T:

• Wear see-through clothes, mini-skirts, low-cut blouses or anything too sexy.
• Wear anything smelly, wrinkled, torn or mis-matched.
• Display tattoos and body piercings.
• Skip the shower or forget to wash your dirty hands.

When you're business networking, you are on the frontline of your business. It's like you're interviewing for referrals. Ask yourself, "Would I send business to me?"

The right clothing will instill confidence and will empower you to be your best.

My Definition of a Good Referral...

THE DEFINITION OF A GOOD REFERRAL

      I once heard Joe Stumpf, the founder of the real estate coaching program, “By Referral Only,” put it this way:

“A referral is when you give someone that you know, like and trust to someone you care about.”

I agree with him. Although, I think a good referral is when you pave the way with a connection to someone who has a need.

           

WHAT IS MY DEFINITION OF A GOOD REFERRAL?

           

A good referral is when you connect someone you know, like and trust to someone who has a need.

      Statistics soundly prove that the more you know, like and trust a business person, the more you will refer them to your friends, associates and family. In fact, I did a survey a while back and found that 95%, of the hundreds of participants, would NOT refer to someone that they didn't like. 

      A good referral opens the door so that you can walk right in, get past the gatekeeper and talk to the person making the decisions.

WHEN LABELS ARE FABLES

Who decides whether
 you're a success or not? 

Tony Cooke, a friend of mine, asked me, "Who defined reality for you?"

"I'm curious," he continued. "What is the basis for how you see yourself, the people around you, your circumstances, your destiny, and your world? How much of your sense of reality has been defined by your parents, your education, society and the media?"

That's a good question. The world around us judges us according to their standards. However, the only person that can label you a success is YOU. Listening to the media or other people can leave you disillusioned.

This really drives home the importance of understanding your own definition of success. Is it owning a business or being a millionaire? Is it based on happiness or a career? Is it about your family or your relationship with God?

Recognize that other peoples labels can be fables... they don't know your definition of success or happiness.