Weedin 360

Join us for this workshop to help you accelerate growth in your business. Main topics include:

• Value-based fees
• Improving self-confidence
• Life balance techniques
• Leveraging social media, and
• Building strong relationships.
• Plus, we throw in lunch!

All for the small investment of $99. Don’t miss it! Register today!

P.S. Okay…I learned a lesson about video and the iPad!

© 2012 Dan Weedin and Libby Wagner. All Rights Reserved

Donald Driver on Dancing with the Stars

I love watching Dancing with the Stars and American Idol. Just like with the food channel reality shows, I get a lot of entertainment value and I pick up a lot of tips. I also am constantly amazed at the business lessons that come out from them.

Green Bay Packers wide receiver Donald Driver took home the Mirror Ball trophy on Dancing with the Stars. He had been good all season, but probably not technically the best dancer. The two other finalists, Katherine Jenkins and William Levy were probably better technically. That being said, it’s hard to out-poll a dude who plays for the Packers and is getting promos from his pals Aaron Rodgers and Clay Matthews. Similarly, on American Idol, Phillip Phillips was probably the leader in the clubhouse all year, but Jessica Sanchez and Joshua Ledet may have been better. When Ledet got bumped, Phillips probably scored the teenage girl to twenty-something vote to get him the title. People get mad. They thinks it’s not a real contest; just a popularity contest. Really? You’re just figuring this out now?

Of course it’s a popularity contest. When you ask the world to phone, text, or go online to vote (multiple times mind you), it’s basically stuffing the ballot box for your favorite. These aren’t truly “competitions.” They are popularity contests and to the victors go the spoils.

Think about how this relates to acquiring business.

You may be the smartest person when it comes to your product or industry. You can spout off methodology, process, and product knowledge while falling out of bed at 2 AM. You’re a walking encyclopedia of facts and any client would be fortunate to have your knowledge on their team.

But, if you have no personality; no selling skills; no ability to persuade; can’t deal with objections or rejection; and no ambition to market yourself – then you’re not going to get the business. Sales isn’t about who has the most technical “smarts.” It’s not about who has the broadest markets, the fanciest graphics; or the most credentials behind their name. It’s about who the prospect likes; who they trust the most; and who can be the most persuasive and influential. It’s about how popular trumps brains only. You need to have both. And if one is stronger than the other, if you’re in sales it’s about your ability to persuade people to “vote” for you!

Don’t get me wrong. Product knowledge is important. You have to be credible. However, I’ve met plenty of credible sales people who couldn’t convince a starving man to eat. There are roles for everyone and finding those is one of the most important things an owner or executive can do.

Final thoughts. If you are in sales and want to increase your business through professional development, invest more time and money into professional sales skills rather than methodology and process. Spend time improving your language skills, presentation prowess, marketing skills, networking strategy, and writing skills. In the end, your innate ability to persuade and inspire will earn you more business and reap greater rewards for your business.

Time for the next dance…

© 2012 Dan Weedin. All Rights Reserved

I always enjoy getting kind words and testimonials for my work. This week, I received this one and wanted to share. Thanks, Steve!

“I receive a prodigious amount of legitimate e-mail and junk mail every day.  I have set my e-mail filter so all junk mail, and possibly a few legitimate e-mails (unfortunately) are automatically deleted.  But of all the legitimate e-mails I receive, and I received a number of weekly newsletters such as yours, I always read yours.  You are an excellent storyteller who is able to relate to the story to our day-to-day activities.”
- Steve Garfein, Poulsbo, WA

© 2012 Dan Weedin. All Rights Reserved

Paying Attention.

This past weekend my wife Barb and I took a long weekend trip to beautiful Victoria, British Columbia. From where we live, we must take a 90-minute ferry ride back into the Unites States. We walk on the ferry, however there are many cars that are driven on. The ferry has a strict rule that no one is allowed to stay on the car deck during the trip. About 5-minutes into the crossing, the captain came over the loudspeaker and announced that the owner of a car (he gave make model and license number) needed to attend to their car down below. You see, they left their lights on and the car was locked. And the car was still running. You read that correctly. Someone had stopped their car, exited and locked it, and actually left it running! You can’t make this stuff up!

You may think this is crazy (and I do, too), however how often do we make poor decisions because we simply aren’t paying attention? It is easy to get so focused on what we are doing that we miss the big picture. Are we really paying attention to the person speaking to us on a sales call or interview? Did we proofread our work, or did we hurriedly send it off with mistakes? Did we respond in anger (especially in email) and then later regret it?

I’m sure the person who left their car running on the ferry must have had an excuse. Whatever it is, it was all about being careless and not paying attention. I’ve made that same mistake in my life both professionally and personally, and I’m guessing all of you reading this have at some point, too. This is a good reminder to all of us that in all that we do, paying attention to our surroundings and what we are doing will not only avoid embarrassment (imagine the person walking down to the car deck after that announcement), but keep us on the path to success.

This week’s quote – “The only way of finding the limits of the possible is by going beyond them into the impossible.” ~Arthur C. Clarke

© 2012 Dan Weedin. All Rights Reserved

This is an excellent excerpt from my professional mentor, Alan Weiss on the difference between confidence and arrogance. Really pertinent to all business professionals. It comes from his weekly Monday Morning Memo. It takes about 20 seconds to read and well worth it…

This week’s focus point: When you hold firm opinions and defend your belief system, people who can’t debate well often resort to calling you names, typically “arrogant.” Don’t let it bother you. True arrogance is the belief that you have nothing left to learn, while true confidence is the belief that you can help others to learn as you continue learning yourself. (Smugness is arrogance without the talent.) Arrogant people often try to “sell” and “pitch.” Confident people share value, often providing their intellectual property for free in so doing. If you think you’re “selling,” you tend to believe someone wins and someone loses and you must overcome opposition. If you’re providing value, you tend to think that you’re trying to help others and would be remiss not to, since it’s a “win/win” proposition.

Monday Morning Perspective: When the house is finished, death comes. — Thomas Mann

Preparation.

Last week, Barb and I spent 4 days and 3 nights in New York City. On Tuesday, it was the Occupy Movement Day to protest whatever it is they are protesting. The participants of Occupy New York gathered in Bryant Park next to the Bank of America. It was a beautiful day, so we decided to take in the park and watch the “festivities.” Although, sirens were constantly going, the march and protesting was all peaceful. Nobody got out of line.

When we got back to our hotel, we were shocked and dismayed to see Seattle was in disarray. Protesters were breaking glass on cars, throwing bricks through storefronts, and basically creating havoc and mayhem. It dawned on me that I was safer in New York than in Seattle!

New York is the safest big city in the world. Even before 9/11, they have been prepared for insurgency and terrorism; riots and unrest; and everything in between. This May Day event was small potatoes for a group that is prepared, focused, and committed to keeping people safe. Seattle and other cities can learn a few things.

So can all of us in business. Being unprepared is negligent. Not knowing how to respond to an objection in a sales call; not having your technology prepared and tested prior to a speech; and not being ready to deliver orders when you marketed for just that eventuality is bad business. Run your business more like New York runs their police team – be prepared, be be focused, and be committed.

This week’s quote - “My interest is in the future because I’m going to spend the rest of my life there.”  Charles Kettering

© 2012 Dan Weedin. All Rights Reserved

If you’ve been following me or been part of my community for the past 6 years, you know that Million Dollar Consulting ® author, Alan Weiss is my professional mentor.He is arguably the most successful solo practitioner consultant ever, and has been mentoring and coaching consultants and entrepreneurs for the past 16+ years. Alan is putting on a nearly free, full-day workshop on the West Coast, and you should consider attending.

Click here to learn more and register

If you’re a consultant, business owner, entrepreneur, speaker, or author, this is a must see. For only $100, you get a day filled with tremendous value that will help you accelerate your business. Invest in yourself and your company. Join me at the event and walk away with more than you can imagine to keep growing professionally and personally.

Alan Weiss and me

© 2012 Dan Weedin. All Rights Reserved

View from Central Park

Opportunity Knocks….

As you are receiving this week’s Extra Points and reading it, I am somewhere in New York City. My guess is Barb and I are having breakfast somewhere in Times Square. We are in The City both for business and pleasure. On Tuesday, we spend the day with my professional mentor, Alan Weiss. I am undergoing an “immersion” day with him that will likely leave my head spinning and overwhelmed with ideas and projects. That’s one of the reasons I brought Barb – to help me stand back up! I am excited because these days with Alan are always extremely valuable to my growth professionally and personally.

I am also here to have a small vacation with Barb. We were supposed to be in New York last year to celebrate our 25th anniversary. Life happened – my dad got sick and passed away; my mother moved in with us; and business and other adventures made it impossible to re-schedule. So it is. But, opportunity often does knock more than once, and when the option to meet Alan in New York “knocked,” we answered!

Two morals to this story – First, opportunity knocks more than once. In fact, opportunity knocks every day numerous times and probably wonders why nobody is home. Are you prepared to answer it? Second – Find ways to mix work and pleasure whenever you can. As Alan says, “You don’t have a personal life and a professional life. You have a life. Get on with it.” There’s no rule that says you have to split these up. Find great places and open the door to opportunity when it knocks and take advantage of your time.

Opportunity may knock often, but you can’t make up for that lost day. Make every day a great “at bat!”

This week’s quote - “The good old days weren’t always so good, and tomorrow ain’t as bad as it seems.”  American philosopher Billy Joel (he can also play the piano pretty well)

© 2012 Dan Weedin. All Rights Reserved

I am heading out for New York to meet with my professional mentor, Alan Weiss. It’s my turn to jump in the “total immersion” pool. I have a ton of new “irons” percolating in the fire and I need help to get them moving in the right direction. You can’t be brilliant by yourself.

The timing is right. I’ve had a terrific first quarter, but the game is just starting for the year. Forward momentum is crucial for business. When I coached basketball, my biggest in-game concern was always momentum. I always substituted and made changes based on who had the momentum, which can change in an instant. In fact, we had specific practice drills to emphasize momentum. It was that important. It’s that important for your business, too.

What are you doing in the 2nd quarter of your game to build momentum, not just try to maintain? The end of halves are vital in basketball games, and in business games.

Alan Weiss and me

If you’re not careful and become complacent, you’re in danger of having the pendulum swing. It becomes really hard to turn it back, and requires effort, time, and often money.

I hope you will be keeping track of me as I bounce around the Big Apple. I am happy to be taking Barb for her very first trip. Pictures, posts, and surprises to follow on this blog right here! Stay tuned!

© 2012 Dan Weedin. All Rights Reserved

This week’s focus point – Being a rock star

I always wanted to be a rock star. I think I still do.

I was reminded about this on Friday when Barb and I went to a concert by Hotel California, a tribute band to the great 70′s rock group, The Eagles. These guys were very good, a lot of fun, and had the house rocking all night. I found myself singing to every song, which apparently I’ve never forgotten. These guys (at least for this night) are rock stars.

We spend a lot of time dreaming about being rock stars, when in actuality we probably already are in what we do. If not, we should start dreaming about that!

What’s it take to be a rock star in your business? What does it actually look and feel like? How will you know?

You need to become a thought leader; top of mind in your industry; and someone who keeps the house rocking in your world. This is more than “customer service,” which may be the most over-used phrase in business. It’s about completely delighting your clients; rising above expectations; and being the first choice when they need something you do. Are you there now?

Don’t dream of being a rock star; get out on stage today and rock the house!

This week’s quote – “We do not see things as they are. we see them as we are.”  Anais Nin

With my wife at the Hotel California concert