What a great summer of learning. I just got back from New York where I attended the National Speakers Association Annual Convention. Each year this is my time to hang out with and learn from the best of the best in my profession. This year, I got to hang out with Kevin Cronin, the lead singer of REO Speedwagon, and Robin Creasman of Rock Star Speakers. This year’s theme was NSA Rocks.

You may ask: what does standing out like a rock star have to do with the business? Well, I thought the same thing as I was preparing to attend the conference. Boy, I learned quite a few things from these real life rock stars. First, let me set the stage for what was an eye-opening experience for me and then I’ll follow-up with the points that could make you into rock stars too.

Prior to the conference, I had been asked to speak at the conference before a panel representing four of the most well known professional speaking bureaus. I arrived at the auditorium for my presentation – it was set up just like the American Idol stage including a panel of four people (judges). Any one of these panelists could launch big opportunities around the world for me as a keynote speaker. There were eleven other speakers and an audience of 500. Each speaker had one minute to describe him- or herself and why the panel should book that speaker. You knew you were successful if they asked you to send them additional information. They were permitted to give you feedback as to why they did or did not want your information.

The first speaker presented and he was good – the panel all asked for his information. By the way, I was number four to present. The panel was not so kind with next two presenters, mainly because when asked they could not define their target audience and market. Then, it was my turn. I knew what I was going to say and I was prepared for their questions. I’ll admit, I was a little nervous; after all, no one wants to get rejected in front of their peers. But, I was prepared and I knew who my target audience was and the benefits for them. After my presentation, I was asked by three out of the four to send information. The fourth said he liked what I had to say, but his clients were not a good fit for my keynote.

[Read the rest of this entry...]

Almost all news you hear or see today is about the downward economy. People are losing jobs, the price of gasoline is skyrocketing; and then there’s the dreaded “R” word, Recession. As a leader, you are supposed to be upbeat and optimistic about the current economy. No matter where you go someone will ask you how the car business is because it can be one of the barometers for the economy. You try to explain that you have no crystal ball and you have no idea how the market is relative to your community, and you do this all with a happy face. After all, they may be a potential buyer. You then casually ask how their business is and they may say, reluctantly, they wanted to buy a car today but the economy feels sluggish and, they’re just not sure about anything. Perhaps they will just save their money. They have a look on their face like they did you a favor by not purchasing a car today! As they walk away they say thanks for your insight into the economy, you may have saved them from investing in a car, of all things. No sale today, maybe after the elections.

In that very moment you wish that conversation had never come up and long for the good old days when the news was lighter – when people felt confident enough to want and purchase a new car. How can you not talk about the economy? How can you keep a positive attitude when the economy stinks?

Sound familiar and painful? You know you need a positive spin to rev up your sales team who are wondering how to meet their goals in such a dismal economy. After all, they’ve had the same conversations with each other on your showroom floor. You may even have a little doubt in your own mind. If only you could just avoid the whole situation, maybe it will all be different tomorrow.

[Read the rest of this entry...]

This site is our way of reaching out to our clients. They have asked on many occasions how do we get more great information and knowledge from you. I have been asked many times to create information and motivating messages that can be reviewed and discussed. This site is designed to be a resource for individuals, teams, businesses and any organization that wants to grow and prosper.