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Aaron Murphy turned to me to help his practice and business flourish. How can I help you do the same?
Contact me to find out how we can work together to accelerate your growth both professionally and personally.
© 2013 Dan Weedin. All Rights Reserved
Avoiding the Dreaded Nose in the Rear
A funny thing happened on the way to the living room.
My mother occasionally uses a wheelchair to move back and forth from the bathroom to the living room, and I’m the chauffeur. As we took the straightaway down the hall, Captain Jack and Bella burst in front of the wheelchair and made a beeline to the living room, obviously in a hurry to claim their favorite spots.
Bella was in front with Jack in close pursuit. As the entry into the living room came up, Bella put on the breaks to make the corner. Jack was following too closely and couldn’t stop. BANG! Captain Jack’s nose smacked Bella right in the rear and catapulted her about half a foot and she skidded into the living room. Jack shook off his nose and as he entered the living room, Bella greeted him with an indignant WOOF and a right cross (which narrowly missed the good Captain).
Funniest thing I’ve seen in awhile. I wish I could have captured it in video, but those things rarely do. My first thought – following too closely and road rage!
Rear end accidents happen every day on our roads, and the main reason is following too closely. If you’re business includes sending people out into the roadways driving huge machines with the capability of destruction and your company name on the side, then you’d better do your due diligence on prevention…
- Make sure you consistently train your employees on safe driving practices. Yes, they will get tired of hearing it but who cares. Keep pounding in the message and make sure they sign off that they heard it.
- Run Motor Vehicle Reports every year on any driver – both personal and commercial. If your driver has a Commercial Drivers License, they are required to tell you if they pick up any ticket, even one when driving on personal time.
- Set up a mentoring program for new drivers. Use veterans to ride with them, observe them, and mentor them. Offer incentives to the mentors based on results. Now everybody has skin in the game and you are the benefactor.
Bottom line – you CAN prevent auto accidents. You CAN avoid all the hidden costs that come with accidents. And, if you overlook this part, its more your fault when accidents occur.
If you take the time to committing to your drivers proactively, you will save tens of thousands of dollars because the accident just simply never occurs. You can’t measure that, but take my word for it. You’d rather not have accidents and keep the money in your pocket.
© 2013. Dan Weedin. All Rights Reserved
50 Reasons to Call Your Mentor
Collaborated on by Robbie Kellman Baxter and Dan Weedin, both accredited “Master Mentors” for Alan Weiss, author of Million Dollar Consulting, the Consultants Bible and about 40 other books on consulting….
Are you being mentored or coached and don’t know why or when to call your mentor? It’s funny that I sometimes hear this from the consultants that I coach and mentor. Robbie has, too. They get so caught up in their everyday “grind,” that they lose focus on when to get help. To that end, Robbie and I have come up with 50 reasons to call your mentor. That should keep you, and us, busy!
From Robbie Kellman Baxter – website
1. To prioritize your next steps
2. To role play an important conversation
3. To figure out what went wrong, after the event
4. To review your new website
5. To review your book proposal
6. To review your plan to market your book
7. To figure out how to package value at different price points
8. To increase your value and decrease your labor intensity
9. To think bigger
10. To figure out how to fire your worst clients
11. To review your Objectives, Measures, and Values before you send out the proposal
12. To make sure that you use subcontractors effectively
13. To figure out when and if you should collaborate with another consultant
14. To price a project
15. To strengthen your value proposition
16. To plot how to reinvent yourself
17. For practical tips on technology
18. When you’re ready to start building your brand as a thought leader
19. When you need a little push
20. When your project hits a major bump
21. When your client hasn’t paid you
22. When you need language to ask a client for a referral
23. To help you get organized
24. To prep for a speaking engagement
25. To share your successes!
From Dan Weedin – website
26. To help you manage your time
27. To answer question on how to maintain good life balance
28. When you need a confidence boost
29. To get a second opinion
30. When you’re feeling anxious or scared
31. When something worked and you want to learn how to replicate it
32. To review your demo video
33. To help you get better referrals
34. When you need something clarified or defined
35. To learn how to get past a gatekeeper
36. To learn how to overcome objections
37. When you need to vent
38. When you need a sounding board
39. To review your articles, white papers, and executive briefs
40. To help you create intellectual property
41. To review your marketing material
42. When you need the right answer to your biggest concern fast
43. To gain confidence before you walk in the door to a new prospect
44. When you need to hear the truth
45. When you need to learn how to run a webinar or teleconference
46. When you don’t know the answer
47. Before you send the email response to make sure it’s good
48. To help you learn how to effectively network
49. To help you create press releases
50. To guide you towards valuable resources
© 2012 Robbie Baxtter and Dan Weedin. All Rights Reserved
New Testimonial for Coaching
I recently received a very nice testimonial from a new coaching client. Aaron Murphy is an exceptional consultant and architect for aging in place. I’ve had the pleasure of working with him the past month. Aaron was very kind to send out this unsolicited testimonial on the value he has received from working with me. Many thanks to you, Aaron!
“Two weeks into a 90 day personal business coaching session, with the wonderful Mr. Dan Weedin. Great conversations, clarification of intentions, and goal setting at each sit-down. He also has me working hard, and accountable to deliverables each and every week. We are sorting some important things out that will keep me at my “highest and best use / value” with my time. Professionally, and personally as well… GOOD STUFF!!! “Work Smarter, not harder…” Thanks Dan!”
© 2012 Dan Weedin. All Rights Reserved
Extra Points – Tough Love
Tough Love.
I watched the finale of The Next Food Network Star last night and I was struck again by a real-life business and personal lesson. Food Network Senior Vice-President, General Manager and Judge for the show, Bob Tuschman said something very important for all of us. He said the challenge of the show is to try and turn a person into a star in only 11 weeks. He pointed out that star mentors Bobby Flay, Giada DeLaurentis, and Alton Brown had taken years to cultivate their craft and get where they are. In order to do it in just 11 weeks, mentors needed to dish out real tough love.
Are you given tough love?
In my relationship with my personal mentor, Alan Weiss, I have and still get tough love. In fact, Alan may be the master! His theory is this. In order to accelerate the growing process; the results process; and the success process, you simply don’t have time to beat around the bush. It takes tough love to move and change behavior quickly. Those that can take it and change, thrive. Those that can’t, well…they don’t.
Who gives you tough love in your professional and personal life? You must have someone you trust, respect, and are willing to believe and make changes. Everyone needs someone like that, but often as we get older, we eschew that tough love and become defensive. Those that are willing to be humble and vulnerable, while retaining tremendous self-confidence will go on to great heights. Are you one of those people?
This week’s quote - “He who comes first, eats first.“
- Eike von Repkow – 1220
© 2012 Dan Weedin. All Rights Reserved
Book Review – Power Questions
I just finished a book by a colleague and friend, Andrew Sobel. Andrew and I were trained together by Alan Weiss as Master Mentors in March of 2009. We were the only two in that training and were treated to being trained by Alan in his suite at the Palace Hotel overlooking Manhattan. I was fortunate to get to know Andrew and consider him a tremendously talented consultant and coach. His new book, Power Questions is an outstanding book. In fact, here is my review…
5 Stars
A Must-Read for Business Professionals and Executives, February 28, 2012
By Dan Weedin (Poulsbo, WA)
This review is from: Power Questions: Build Relationships, Win New Business, and Influence Others (Hardcover)
Power Questions is the right guide for any business professional or executive who wants to build better relationships, sell more business, and enhance their personal and professional lives. I know I got my return on investment just in the first 10 pages! Andrew Sobel does a tremendous job of sharing his personal stories and experiences, making them relevant to you, and then giving you a specific guidelines on how to use them in your career. As I said, a “must-read” for any one interested in creating value.
I highly recommend you run (or type) to Amazon and pick it up either in hard cover or electronically. You will be glad you did!
© 2012 Dan Weedin. All Rights Reserved
Extra Points – Becoming the Best
Becoming the best.
This past week I started reading a book I downloaded on my phone on John Paul Jones. I figured since I was going to Boston for a few days, I could get a history lesson. John Paul Jones is a fascinating character and the father of the American Navy.
One of the interesting facts I read was that Jones wanted to pattern everything the Navy did, down to the uniform colors, after the British Royal Navy. He met with great resistance from the Founding Fathers and was shot down. It didn’t stop Jones from wearing what he wanted to however, and running his ships as he saw fit! Congress wanted to distance themselves from their enemy. Jones on the other hand had a quite different reason for using the British as a model. You see, in those days, the British were the finest Navy in the world. They were the pinnacle of excellence. Jones wanted the same thing for his fledgling Navy. He wanted to learn from the best.
Becoming the best in your business requires learning from the best. The people who came and did what you want to do. While in Boston, I was honored to hang out with my professional community for a couple of days. These people are world class consultants and make up the “best of the best.” I want to continue to learn and be part of that group to not only advance my career, but more effectively help my clients improve their condition.
Who is the best in your world? There is always someone to learn from. I challenge you to enhance your career, regardless of how long you’ve been in it, by seeking out those who can guide, mentor, and model for you.
This week’s quote -“If fear is cultivated it will become stronger, if faith is cultivated it will achieve mastery.”
- John Paul Jones
Extra Points – Guidance on the Fairway of Life & Business
This week’s focus point -
with my caddie Sebastian
Mentoring/Coaching
When I was in Bogotá last week, I played golf with the husbands of my cousins. In Colombia, they don’t use golf carts, they use caddies. And, I mean really good caddies. Sebastian read my putts, aimed me in the right direction, fixed my ball marks, and generally gave me a walking lesson as he helped me understand my bad swings and applaud me on my improvements. He probably easily saved 6 or 7 strokes on my round. He knew the course, and he figured out my swing quickly and the direction I should go.
We need help in the direction we go in business. I’ve been playing golf for over 30 years and I needed help. No matter how long you are in business, you also need help. I have a professional mentor; what about you? Someone to metaphorically read your greens, align you in the right direction, provide guidance and advice, and applaud your successes.
We all need mentors and coaches. Think of it as an investment rather than a cost and you will reap greater rewards than you can imagine.
What if you could save 6 strokes a day in your business?
This week’s quote – “Obstacles don’t have to stop you. If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it.
~ Michael Jordan
© 2011 Dan Weedin. All Rights Reserved
Leveraging the Power of Referrals: Consultants Helping Consultants
Referrals are the platinum-standard for acquiring new business. This concept is as old as sales itself. There are three key principles to getting and leveraging good referrals…
- You need to be referred to the economic buyer. If the person you were referred to can’t write a check or have the authority and budget to have one cut, you’re wasting your time.
- The buyer must respect the referral source. If they run screaming from you when you mention the name, or worse yet, never return your call, you’ve got a bad referral.
- They must be in need of your help. Now, that doesn’t mean today or tomorrow. It could mean in 6 months or a year. However, they must be a business or individual that can gain value from what you provide.
In the nearly 6 years since I started my practice, I’ve mined referrals from clients, prospects, CPAs, attorneys, bankers, friends, family, acquaintances, and just about anyone else who had a pulse. That being said, one of my best referral sources (and perhaps THE best after clients), have been consultants. If you’re a consultant and you’re not actively receiving referrals from your colleagues in the consulting world, you’re missing out on a huge opportunity.
Here are areas you gain leverage…
- New business. The clients referred to you by consultants have one giant obstacle eliminated – they already are used to working with consultants. How many times have you had to fight the battle of persuading a business owner that working with an outside source is an investment rather than a cost? Now, you can get right to showing your value and how to improve their condition.
- Speaking opportunities. Two weeks ago, I was at the Alan Weiss Mentor Summit and re-connected with a colleague out of San Francisco. She mentioned that last year she’d spoken in Bogota, Colombia for a conference. I was intrigued because I’m half-Colombian. She gave me the contact information for the organization and I contacted them immediately. I’m now scheduled to speak at their conference in Bogota in August in front of 350 buyers, plus get to do it in another country. This offers the potential of global expansion and more speaking possibilities. That’s opportunity!
- Marketing gravity. Another colleague from the Mentor Summit happened to get an e-mail from Help a Reporter Out (HARO) with a query ideal for what I do. He sent me an e-mail asking me if this would be a good lead to follow up on. Turns out I was in transit home from Seattle on the ferry. The deadline was quickly approaching so I contacted the reporter. I will now be quoted in Entrepreneur.com on a topic in my area of expertise. Now, I may have seen this query when I got home OR over the weekend. It may have been too late. Leveraging my relationship with a fellow consultant so he knew exactly what I do and what my target audience looks like is priceless. When thanking him for his generosity, his reply was “We have to watch out for each other’s backs.”
Garnering a steady stream of referral sources from consultants takes planning and consistent contact. Here are 5 ways you can best leverage your opportunity…
- Clear value proposition. Like my last example, your colleagues must know what you do. If you’re not clear, concise, and value-laden, they may not be able to identify those people in their community who need you.
- Consistent messaging. I had someone once tell me they thought I had a highly effective “drip system.” I’m glad they didn’t mean the plumbing at my home! What they meant was I have a regular method for contacting colleagues with my value proposition, intellectual property, and new offerings.
- Give to get. You can’t be just a taker. You must reciprocate. When relationships are a one-way street, you’ll soon find yourself driving down the wrong way. You must understand their value proposition and how they can help your clients. It’s a win-win-win because you will continue to get referrals, look like a hero to your client, and help someone else in their career.
- Create a “rap sheet.” This is basically a one-page that is meant to be given to your consulting pals so they will know a referral for you when they see one. Include your value proposition, your ideal client, your target audience, your typical client results, and testimonials.
- Take care of their clients. Treat those leads like gold. Contact them within 48 hours; provide value right from the start; and ensure they get their issue solved, or are added to your mailing list.
BONUS: Always send a note of thanks (not just an e-mail) to your colleagues. That little extra level of gratitude goes a long way.
These steps are painless and easy to implement. In addition, you will gain new friends and forge remarkable relationships. Take the time to meet, network, and share with other consultants. The results will be a bigger pipeline, more clients, and accelerated growth for you and them. And that is a win-win-win proposition!
© 2011 Dan Weedin. All Rights Reserved
Mentoring
I’ve been very fortunate to be part of Alan Weiss’s Master Mentor program since March of last year. Two weeks ago, I attended his Mentor Summit in Las Vegas, where I hung out with about 70 of the best consultants in the world.
Mentoring is crucial in any line of business. Whether you’re a CEO, sales professional, entrepreneur, or magician (he’s had one in his program), you can gain tremendous value from mentoring and coaching. Here are a few of the values you get…
- Honest feedback and input to your questions.
- Unvarnished critique of your intellectual property, programs, proposals, web site, marketing materials, and anything else you need evaluated.
- Strategy on the big picture, global view for your career.
- Access to the “smarts” of someone who’s done or is doing what you want to do.
- Help in overcoming a challenge, facing crisis, or gaining understanding.
- Someone to share in your successes and joy
- Focus and clarity
Everyone needs a mentor or coach. Every star athlete has one. In fact, the athletes are almost always BETTER in the skill than the mentor or coach. What they receive are the same bullet points you see listed above to help them ignite their talent and maximize their potential. What are you waiting for?
“I have enjoyed working with Dan. He is very insightful and has helped me create a plan for the future. He has great energy and is a wonderful net worker which I really appreciate. He helped provide clarity, during a time I needed an unbiased professional opinion.” Carolyn Frame, Seattle, WA
To inquire about being mentored by Dan, click here, or call him at 360-271-1592.
© 2011 Dan Weedin. All Rights Reserved
