Stevens Consulting Group

I am sitting in a restaurant recently trying to enjoy a delicious California Merlot before my entre'. Seated nearby are three people, dressed professionally having a very heated conversation over dinner. This expansive restaurant covering over 2000 square feet of space had four visitors and guess the seating arrangements!

While I am trying to enjoy dinner, these four individuals groan, expostulate, blame and bemoan every decision of their respective organization. These people are desolate.

As I am trying my hardest to enjoy my food but I begin to question and labor these remarks and decisions. It then dawns on me that these cynics are part of the problem they complain. Rather than repair the issues, they rather incriminate.

We all have issues. Things that we want in life never get to us in the manner we desire. We can either say life is unfair or do something about it. Moreover, the reality of dispassion for their job is readily apparent. The real question is not how to repair the firms' infractions but rather, why remain in an environment that is unhappy? Life is too short!

I know a seven year old that recently underwent bone marrow surgery to maintain life. It took Mom and Dad six years for a donor. I know of a family that recently lost its wife, mother and beloved community leader to cancer at 40 years of age. And I know of families losing their homes due to the current mortgage crisis. The difference between these exemplars and my restaurant visitors, the former do not complain. They move on!
They realize that while saddened over current events, there is an entire life left to live and they must be passionate about it.

Work is needed to pay bills and lead a comfortable life. And much time is spent trying to secure and save money to do so. So why not enjoy what you are doing? Stop the whining and do something about it. Apathy destroys the culture of the organization. Loathing manifests and affects others. If your work is distasteful- leave. If your boss is nothing short of a narcissist and a bumble, quit. If your organization dysfunctional; leave. And if your industry in a slump- rewrite your resume. Yet, do something.

The only one to control the displeasure is you. The only one to blame is you. And the only one to change is you. Life is too short, save the whining for the bottles on the rack. Wine is more tasteful that way!

2008. Drew Stevens PhD. All Rights Reserved.

Labels: life balance, passion, self development, self help, work life balance

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Posted by Drew Stevens at 8:49 PM | Permalink | Comments

Where have all the leaders gone

Watching the news recently I took note of a recent report featuring Countrywide Mortgage. This is the same firm caught in the hailstorm of the sub prime mortgage scandal. Just a few prudent facts, the firm has laid off hundreds of employees, created a panacea in the financial markets, and was recently purchased because of cash flow issues.

The firm canceled plans to host a business summit at a posh Colorado ski resort. The company was to host 30 mortgage bankers for three nights at the Ritz-Carlton Bachelor for over 750 dollars per evening. What was the firm thinking? Why don’t shareholders hang the CEO for such malfeasant behavior?

We currently live in an avaricious world catering to individuals that produce little results and get paid enormous sums. It is time for individuals to stand up and challenge the norms. One simply needs:

Curiosity – become curious and ask the provocative questions. I attended a meeting recently where the CEO was telling everyone that this product needed to be implemented amongst all staff in 60 days. I challenged this by suggesting that time frames, strategy and accountability were all off. People we aghast I challenged “authority”. Successful leaders ask the difficult questions and when in doubt get buy in from others.

Communication – There is a general failure in communication. The proliferation of the Internet has created a conundrum or misunderstood and often misunderstood information. True leaders understand the power of communication and the importance of it. Martin Luther King, Abraham Lincoln and John F Kennedy were great orators. Successful leaders study the classics.

Character – Dale Carnegie once stated, ““Be more concerned with your character than your reputation, because your character is what you really are, while your reputation is merely what others think you are.” Too many leaders are caught up in the panacea of titles. Worry more about who you are rather than what you are. Clearly, Countrywide is micofocused on titles.

Passion – There is nothing more important that servicing your clients well. True passion is found from leaders that have a stake in company issues such as Steve Jobs. Michael Dell et al. Founders with a personal stake know better how to boost earnings and impassion the entire company. Their personal desire is for all to achieve. True leaders are not self-centered, all are nurtured for success.

It is time to find the new leaders that can implement strategy, impassion and work team and provide better returns for shareholder value. It is time for a new set of leaders to sacrifice and ensure success for all. It is time for true leaders to stop lining their own pockets and spread the wealth. It is time for true leaders to say NO.

©2008 Drew Stevens PhD All Rights Reserved.

Labels: Leadership, Leadership Training, Management

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Posted by Drew Stevens at 3:13 PM | Permalink | Comments

We’re all very good at creating negative thoughts and patterns. These come in the words that we use these, now are behaviors and he’s come from thoughts. One way to gain yourself doubt is to bombard your subconscious mind with new thoughts and images. You simply must stop the “Pitty Pot” and learn to move forward. Stop letting the negative energy drive you. Rather let positive thoughts and emotions drive you to a new destination.

I know many people with stage four cancer and I know the five year old that is in dire need of a bone marrow transplant. When in the same room with these people one would never know that they suffer from life threatening ailments. Why? They use affirmative statements that stop the pain and suffering and make them live in each day as if it were they last. I am not diminishing your pain and suffering but I am trying to establish a method for you to see things differently.

1. Live in the present. If you have a dream and you want to accomplish something then describe what you desire as though you already have it as if the dream has already been accomplished.

2. The affirmative. State your affirmations and the positive. Your brain does not do well with negative comments. When you talk in the negative it becomes that. When you speak in the negative you’re simply affirm your fears. End your negative thoughts by becoming more positive.

3. Use power words. Words are as important as the affirmations that we use. If we want to change our lives we need to select words that allow was to expand our level and create positive results. Words shape our beliefs, and they create action. Alternatively, they create inaction. I have found over the years that words that are used this and power me and create self doubt.

4. Change your state. Self doubt stems from our state. To illustrate my point imagine for a moment the body language of a homeless person. Picture that homeless person lying on the street, with dirty clothes, situated in a corner of a large building. They are cowering and have a sad sullen look on their dirt speckled face. You can see the sorrow; you can visibly see the pain and the suffering.

Now, imagine yourself when you are depressed and believe your life is in total disarray. Are your shoulders slumped? Is your face sullen and sunken? Does your self doubt create your body language?

Your body language changes with self doubt because your brain runs low on a chemical known as endorphins. These neurotransmitters found in the brain have pain-relieving properties similar to morphine. If you know or are a runner this is typically found to create a “runners high”. If you are depressed or saddened and do something to change your state endorphins are released creating euphoria and alleviating the pain. So for no money, little time and using your own body, your can end your pain in a split second, release the endorphins and quickly release your self doubt.

5. Visualize the Result. Visualize what it would look like if you reached your pleasure without the doubt. See things are you want them to be. Picture yourself in the dress, in the car, with the boyfriend, etc. Create the feeling in your head as if you were all ready living the dream.

6. Belief in the Lord. I have found that this is also one of the best ways to end self doubt. Many years ago I was lost in my journey until a friend of mine gave me a sentiment piece with the inscribed words, “Be Still and Know”. "Be Still and know that I am God" (Psalm 46:10) is one of my favorites. It reminds me to let go and trust God to do God's will.

I have learned in many years that God will not and does not want us to fail. He wants us to believe but he also wants us to learn. While each and every moment is a lesson it is a lesson from God. While I like you have suffered I also understand that God has a purpose and we must fulfill it not on our time- but his. There is a time and purpose for all but this is the greatest mystery that he provides us with.

Self Doubt can manifest and those only way to stop it, is to do something about it. Life is difficult, life has hurdles but one thing about life- we are above the ground and living it. We are able to see love and share, understand your purpose, your passion and your creativity and learn to love yourself right now!

©2008. Drew Stevens PhD. All Rights Reserved.

Labels: Positive Selling, Sales marketing, Sales Training, self development, selling tips

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Posted by Drew Stevens at 6:28 PM | Permalink | Comments

Ever been to an interview and so nervous you do not know what to say? Ever stumble on your words and your thoughts? Ever walk in to the interviewer and not understand what the firm does and what role you can fulfill?

I recently counseled a client about a new employment opportunity. Naturally he was surprised to be going on an interview. He had been out of work for four months and was anxious to get his teeth into something. He contacted me to assist him with his interview.

My client was so concerned about impressions and looks that when he was about to end the call I surprised him with my question, “What does the company do?” He did not have an answer. On further questioning, I discovered that he did not even understand what the job entailed.

Ladies and Gentlemen, would you go to a meeting without an agenda? Do you get into your automobile without knowing how to turn on the car? Do you look at a directory when you are going to a new mall? Well then why go to an interview without knowing the particulars about the company and the position?

It is imperative to conduct research about your new job opportunity. When you go to an interview you want to know something about the position and about the company. Job interviews are not an inquisition, they are opportunities to show off your personality, your desire and the knowledge you bring to the table. So why not show off with a bit of homework on the company.

Depending on whether the company is private or public there are three sources of information that you can get today at no cost-the annual report, and business and industry news.

Annual Report
This important multi-section document is a must read. Within the front pages sales professionals will find a letter from the president or CEO indicating new products, growth plans, operational woes and competitive plans. This first section will communicate how you and your producers help the company.

Other sections of importance are the lasting of company officers and board members. Review the list to see if your contact is in the upper tier and perhaps who the board members that might be considered as future customers.

Last, read the financial report, review the numbers go that you know the company’s financial strength. From this section, alone you might determine if the company has the money for your product. Or, perhaps you can save them money.

So where can you get an annual report, call investor relations for Corporation Communications, or call your contact. The latter will appreciate going the extra mile to find out about their company.

Other ways to obtain the report go to the firm’s website or subscribe to an internet services such as www.Hoovers.com or www.factiva.com. .

Business News
I firmly believe that job hunters must read a major national business periodical such as The Wall Street Journal, the New York Times.

To properly service your future customers you must understand their successes, feel their trials and tribulations and help to downplay competitive and marketplace pressures. Reading a major periodical will apprise you of new customer news and keep you abreast of business changes.

Not enough time to read through the papers; then subscribe to these papers e-mail bulletin services for real-time updates.

When you walk into an interview and can speak about suppliers, vendors or recent company events you will highly impress both the decision maker and human resources person.

Industry News
As important as the real-time business news is, you must clearly understand the industry you might service. It is your job to follow the industry news. Perhaps the company services a niche industry such as I do in Wall Street Technology firms. Ask your former clients and peer contacts about the periodicals perhaps they have an idea.

Use the Telephone
When all else fails pick up the telephone and call the Human Resources Department. Let them know that you are coming in for an interview and want to learn more about the company. Let them know who you are interviewing with and when. Ask them if they can supply you with company information that can assist you.

You might even ask if you can speak to a valuable employee in a different department than the one interviewing you to supply you with information.

Be a detective in this step. Try to discover as much about the company as possible so that you have a better feel for the environment, the position and your future employees. Take the time to learn their business and your efforts will be rewarded.

A job interview is your place to shine. You have one shot to make an ever lasting impression on your future boss or peer. By doing some homework and taking the time, you illustrate your professionalism, attitude and commitment to work.

I know many people that use this approach and based on the position, some of them will get hired on the spot. Do your homework and increase your chances or success!

©2008 Drew Stevens PhD. All rights reserved.

Labels: interview help, interview skills, job candidate, job hunting, job training, self development, self help

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Posted by Drew Stevens at 7:19 PM | Permalink | Comments

Everything in life is a compromise; everything in life is a negotiation. We all seem stifled by the word and implications that surround negotiating. Yet what most of us do not realize is that we have been negotiating since we were born. From the time we wanted a bottle or refused napping our education in negotiation began. In fact, research for this article illustrates that 43% of the American workforce changed jobs since 2006. And, the divorce rate in the United States hovers at over 53%.

However, we become increasingly befuddled by negotiation. We hold strong beliefs that negotiation is meant to be a battle. We begin negotiations on the defensive and seek to end them in a similar manner. The most vital idea to comprehend about negotiation is its definition. Negotiation is nothing more than an exchange of ideas and values between two or more parties with different interests. Conceptually negotiation is a communication and critical thinking exercise inducing creative problem solving. This article seeks to address ways in which you can negotiate and still move away with your credibility and friendships in tact.

The best concept for understanding negotiation is to indicate what it isn’t. We first need to debunk the myths.

Myth: Negotiation is about winning and losing.
The myth of win-lose is ancient. Validation of winning is not bequeathing more concessions than the other party. One simply needs to be concerned with the amount of take. This denotes loss.

Myth: Negotiation is about power
All people in a negotiation have power. If two sides are negotiating each as an equal amount of power, one desires something from the other. Yet negotiation is not so much about power, it is about honesty or lack thereof. Power stems from the side that enables it. Donald Trump by nature believes he has power due to wealth and notoriety, yet if he desires something from someone else the power shifts. The larger concern is not relinquishing power to the opposing side.

Myth: Negotiation is about chicanery
In reality, negotiation is about resolving an issue where both sides obtain equal value by amicably and honestly agreeing to terms. However, negotiation is similar to chess, strategies are used and sometimes held so that each party gains more than they requested. Rather than lie, most negotiators are honest, they simply do not fully disclose information.

Myth: All negotiations are about prices and are sales related
Nothing is further from the truth. Negotiations stem from all walks of life: from dating, to deciding upon a movie to noise decibels. Negotiating establishes boundaries and how far each side allows another within them.

Perhaps the most understood principle of negotiation is a requirement to plan. Most often, negotiations fail due to improper procedures, paperwork or misread issues. Planning is the first and vital step in every negotiation. Each party should strategize to define the motives of each side, goals that might be addressed, time frames and players. Research affirms that in 73% of most negotiators are unprepared. This step is vital to assist in moving forward. Good planning and comprehension help to avoid miscues and maintain proper and efficient conversation. Exemplars of good negotiation techniques are barely surprised by new information.

Negotiations are mixed motive situations. Each side arrives with a variety of goals and objectives- even timeframes. What appears urgent to one; is apathetic to another. It is imperative that issues be immediately addressed. Most importantly, the issues must be documented so all parties agree without a misunderstanding. A foppish issue should not resurface at a latter time. The more detailed the documentation the easier it becomes to facilitate conversation. Once agreed to, timetables should be established so as not to languish on any one issue.

Negotiation is information and relationship dependent. Information is crucial to negotiation. The data need be specific; it is easier to comprehend and complete issues. Typically a tactical ploy to assist concessions, most data is not displayed. Negotiators should then decifer the most imperative issues first do that all needed data is disclosed making for effective conversations. Coincidentally, conversations are more placid when parties are familiar with each other. Particular interest is implicitly displayed since familiarity with both parties shares a common interest- “saving face”. Dignity is a traditional process. Whether in business or amongst friends, all desire to maintain honor, especially with familiarity of the parties. As the cliché states familiarity breeds content; the more familiarity with someone the easier the negotiation!

Egos and Communication. Another crucial component for negotiation success is to check you baggage and your ego at the door. Good negotiators know they are purposeful and do not advertise their success. A negotiation is concerned with mutual agreement not wins and losses. Keeping egos in check helps alliances and other desired relationships.

Additionally, all negotiators need reminders for ears and eyes and not mouth. Too often negotiators tend to spoil alliances by speaking too much. Peter Drucker once stated, “Communication is often about what is not stated”. Listening enables all to understand issues, allow for issues that might go unstated and strategically enable the “opponent” to move first. The alliance builders understand the vitality of listening, it is a practiced art form.

Compromise, Commitment and Conclusion. Negotiation would not exist if not for the power and the reciprocity of compromise. Concessions enable negotiators to agree on small things to assist in declaring small victories. Accommodations negate foolish issues and streamline discussion. Once decided, agree to commitment and document so as not to rehash. Trivial details take time away from other important issues. It is more important to move forward then review unnecessary data. Once the issue is complete, move forward or conclude, it allows less time for pondering decisions.

To allay any fears of negotiating, it is best to align this business tactic with athletics, it is a learned format not born. Admittedly, there exist individuals that love to converse and banter yet negotiation is not an easy skill. It takes patience, persistence and proper listening to understand the issues. Negotiation is a part of everything we do in life, almost every day. It is a skill that combines crucial critical thinking, reciprocity, and professional communication. It is not easy to win friends and influence decisions in negotiation, yet if we understand motives, create a thorough plan and expect the unexpected, each negotiation we have becomes easier and more effective. Negotiation increases our perception, our patience and our resolve to maintain business relationships.

©2008 Drew Stevens PhD. All Rights Reserved.

Labels: negotiation, sales help, Sales Management Training, Sales marketing, sales selling, sales success, sales techniques, Sales Training, self development, self help, selling techniques

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Posted by Drew Stevens at 7:15 PM | Permalink | Comments

A recent report in a major business periodical suggested that sales closing rates are off by an astonishing 66%. Further, sales closing accuracy is down and more importantly closing times are increasing. I was recently asked if a return to cold calling and perhaps direct mail might reverse these trends, emphatically I stated NO. This podcast is designed to help you all eradicate the tired old methods of selling and provide you with new tools that illustrate value and provide client allure.



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Posted by Drew Stevens at 11:26 AM | Permalink | Comments

Everything in life is a compromise; everything in life is a negotiation. We all seem stifled by the word and implications that surround negotiating. Yet what most of us do not realize is that we have been negotiating since we were born. From the time we wanted a bottle or refused napping our education in negotiation began.

http://www.podango.com/podcast_episode/1861/61708/Split_Second_Business_Building/Deal_or_No_Deal__The_Art_of_Negotiation
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Posted by Drew Stevens at 11:18 AM | Permalink | Comments

Here are 4 of my top 15 rules for optimizing your marketing without much time and resource.

Rule #1: Focus on them.
Forget all the rules of features and benefits. From this point forward all that you do and all that you say must focus on results and outcome. Look at your marketing materials and your voice mail, even your verbal message. Secure success with crucial conversations that exist with a focus on your client. End stereotypes and be different.

Rule #2: Stop your ABC’s and 123’s
Forget about how many telephone calls, brochures and business cards you hand out. The fact remains your success is dependent on who is paying you. Only speak with those that are serious, can write you a check and understand your value; others are just a waste of time! You want to work the business not have it work you.

Rule #3: Network aggressively and remember the 25x30x50 Rule.
Entrepreneurs are horrible at asking for business and they are even worse at asking for referrals. The lifeblood of any business is a satisfied client. Content clients immediately tell others of their happiness. Given the results and your expertise they will be thrilled to offer names, numbers and waist sizes of others that can use you. You must aggressively ask.

One of the best methods for seeking a referral is when a client is completely satisfied and sees the results. Attract a referral when your client is at a high. Do not ask when your service is complete. Ask at the beginning.

Another tool for obtaining a referral is using the 25x30x50 rule. Every 30 days ensure you are with your top 25 clients. You can call or visit directly. If needed spend no more than 50 dollars to thank them for their patronage and previous satisfaction and perhaps referrals. Suggest to them that referrals are the gold bullion of your practice and without them you cannot grow. Satisfied clients will be more then happy to comply.

Rule #4: Bring prospective clients to you
There is a cliché that states for those that follow horoscopes that your moon is in… Marketing your business works similarly. You need to create a gravitation pull to you so that you spend less time calling and handing out brochures. You need to invent magnetism so that clients gravitate to you. My program in Split Second Marketing™ Building a Message that Clients Hear contains over 25 different marketing attraction techniques. Listed here are the top 7.

1. Speaking. One of the best methods to introduce your expertise is to tell others about what you do. Rotary’s, Kiwanis, Chambers of Commerce are constantly in need of experts. Contact these organizations or others to discuss content to enlighten their members. Participants are attracted by new and interesting content.

2. Writing Articles. There are more newspapers in circulation today then ever before. There is a multitude of newsletters, web sites, regional business magazines, and local newspapers starving for decent material. Articles need not be more than 500 to 1000 words. With good content and a solid byline your message can be in the hands of hundreds or thousands.

3. Website. The proliferation of the Internet allows others to discover your content and determine your value. Fees are inconsequential and the business world requires a website to denote your sincerity to clients.

4. Blogs. Similar to articles having a Blog serves two purposes 1) remaining in constant contact with current subscribers 2) enabling you to reach new clients at relatively no cost. The difference from articles is immediacy of availability and frequency of your content.

5. Lunch and Learns. These concise information sessions last no longer than 30 minutes during a corporate luncheon and feature your content. Benefits are a live audience, interested attendees and low cost of acquisition. The intent is not only delivery but possible business from attendees.

6. Booklets. Typically focused on one topic, these small content rich pieces feature your advice on health, fitness and exercise technique. Booklets can be used for potential clients as handouts or products to be sold at special events.

7. Products. When clients become enamored with your content your style and most importantly your results, they want you!!! Products such as CD’s, DVD’s, books, booklets, hooded sweatshirts, etc. make great passive income.


(Additional information on Branding and Marketing is available in Split Second Marketing™ Building a Message that Clients Hear)

©2008 Drew Stevens PhD. All rights Reserved.
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Posted by Drew Stevens at 6:05 PM | Permalink | Comments

My program Pump Up Your Productivity™ contains a 22- step process for the common abusers of organization and time. Created here is the list of the top ten.

1. Telephone interruptions – Do not reply to calls when you are in meetings or working on other vital projects.
2. Crisis management – What is urgent to you is not necessarily urgent to others and vice versa, ensure you negotiate to have your time interrupted.
3. Lack of priorities, goals, planning – Remember to plan your day and prioritize all.
4. Drop-in visitors – Everyone should make appointments, plan for interruptions and when they occur ensure you can place other things aside.
5. Ineffective meetings – Never attend a meeting without a proper agenda or time frame.
6. Attempting too much – This pertains to prioritizing and ensuring you know that first things are first.
7. Too many meetings – Only attend meetings that inform and educate, avoid others at all costs. People will waste your time because they can.
8. Personal disorganization – Use your planner and keep track of time and appointments. Files help place papers in an orderly fashion. To Do’s enable you to prioritize your list and leave 15 minutes earlier if you typically run late.
9. Inability to say no – Say it and practice in the mirror you will never regret it.
10. Lack of self-discipline – Optimizing your organizational skills requires change. Similar to clients that want to lose wait and gain symmetry, you seek their change now the fitness test is on you!

Finally there are three final points on organization and keeping sane:

1. Create checklists – Do not obfuscate your day, keep things simple and easy with a checklist and memory joggers.
2. Refrain from clutter bugs – keep one list and only one list.
3. Lose trying to control everything – you will never control your life only influence it, however the less interruptions the better.

Labels: sales help, Time Management

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Posted by Drew Stevens at 5:57 PM | Permalink | Comments