Tuesday, January 8, 2019

3 New Leaves for Your New Year by Madeline Frank, Ph.D., DTM

What three things can you do today that will improve your life and those around you immediately?

Zig Ziglar, motivational expert and author said, “It takes 72 muscles to frown and 14 to smile.” Lighten your load by smiling! Alfred Adler, “well-known psychologist, later reaffirmed that if we make our selves smile, we actively feel like smiling.”

Dr. Ronald Riggio, Professor of Leadership and Organizational Psychology in his Psychology Today article said, “There’s magic in your smile. You’re actually better-looking when you smile- and I’m not just trying to butter you up.”

He says, “When you smile, people treat you differently. You’re viewed as attractive, reliable, relaxed, and sincere. A study published in the journal Neuropsychologia reported that seeing an attractive, smiling face activates your orbitofrontal cortex, the region in your brain that process sensory rewards. This suggests that when you view a person smiling, you actually feel rewarded.”

I was recently in the local Food Lion buying groceries and smiled at another lady who looked harassed and unhappy! A few moments later she looked back and smiled. When someone needs a smile loan them yours!

Zig Ziglar summed it up this way, “Our moods match our posture, and more important, people around us tend to feel as we feel. Mood is contagious.”

Second, encouragement is the key! Giving a sincere compliment shows appreciation. 

Herm Albright told the following story: “After watching a middle-aged waitress going about her business efficiently but with a smile for everyone, I decided to compliment her on her good humor.”

‘Well,’ she said, continuing her work, ‘it’s like this. If you see the twinkles you won’t notice the wrinkles.”

Ziglar says, “She’s right. A simple word of encouragement or a pleasant smile does inspire people to do better. Interestingly enough, however, the person doing the encouraging, whether it’s in the form of a simple smile, a little note or a verbal “you’re doing good,” automatically feels better about life itself and, more importantly, about himself.”

Mary Kay Ash said, “Thousands of people have gone farther than they thought they could because somebody else thought they could. What that someone else did was to offer encouragement, which is the “fuel” of hope.”
Mr. Ziglar, “The question is, how often do you give someone a word of encouragement, a verbal thank-you or a simple little note that says “I genuinely appreciate your efforts – you’re doing a beautiful job?”

Reverend Chalfant tells the story of a couple in his church celebrating their “Golden Wedding Anniversary”, 50 years of being happily married. Reverend Chalfont asked his parishioner, “What is the secret of your long happy marriage?”

His parishioner replied, “Sarah, was the only girl I ever dated. I grew up in an orphanage and worked hard for everything I had. I never had time to date until Sarah swept me off my feet. Before I knew it, she had managed to get me to ask her to marry her. After we said our vows on our wedding day, Sarah’s father took me aside and handed me a small gift.”

Sarah’s father said to his new son in law, “Within this gift is all you really need to know to have a happy marriage.”

Son in law said, “I nervously open the beautifully wrapped gift. Within the box lay a large gold watch. With great care I picked it up. Upon close examination I saw etched across the face of the watch, “Say something nice to Sarah”.

He said, “I made a point of saying something nice to my beloved wife, just as the watch reminded me to each morning for 50 years. That’s is the secret of my long and happy marriage.”

If every morning you said something nice, gave a sincere compliment, to your spouse, your children, your family members, and your team members at work wouldn’t you connect better and have a happier day?

Third, “Your attitude, not your aptitude, will determine your altitude. Positive thinking will let you do everything better than negative thinking will.”  –Zig Ziglar 

Have an attitude of gratitude by being grateful for your blessings and develop a positive mental attitude. Having a positive mental attitude helps to motivate and encourage you, to solve your problems, and have a happier and more meaningful life.

So, start spreading your good will today by smiling, giving a sincere compliment, and having a positive mental attitude.

Madeline Frank, Ph.D., DTM is an Amazon.com Best Selling Author, speaker, business owner, teacher, conductor, and concert artist. She helps businesses and organizations “Tune Up their Business”. Her observations show you the blue prints necessary to improve and keep your business successful. Her latest book “Leadership On A Shoestring Budget” is available everywhere books are sold. If you need a speaker contact Madeline at: mfrankviola@gmail.com

Wednesday, December 12, 2018

Leaders Walk Slowly by Madeline Frank, Ph.D., DTM

Walk slowly and connect with others.

For over 30 years I have attended business meeting each week.  I arrive at least 15 to 20 minutes ahead of time to greet the other attendees, ask how each of them and their families are doing, and listen carefully to their responses with a smile on my face. Leaders care about their team members and connect with them. As Dr. John Maxwell says, “Leaders walk slowly through the crowd stopping to ask others how they are and listening attentively to their answers.”

We had the company Christmas Party, last week and that is exactly what I did. There were about 50-60 people in attendance.  I walked around slowly through the room stopped by each person smiled and asked how they were doing and their children. It took over an hour to do this, but everyone enjoyed talking about themselves and were happy that I cared enough to ask and listen intently to them.  Prime Minister Benjamin Disraeli taught me this secret of connecting with others.

Identify one or two places in your life to slow down and connect with others.

Madeline Frank, Ph.D., DTM is an Amazon.com Best Selling Author, speaker, business owner, teacher, conductor, and concert artist. She helps businesses and organizations “Tune Up their Business”. Her observations show you the blue prints necessary to improve and keep your business successful. Her latest book “Leadership On A Shoestring Budget” is available everywhere books are sold. If you need a speaker contact Madeline at: mfrankviola@gmail.com

Tuesday, November 6, 2018

3 Characteristics to Help You become a Great Generous Leader by Madeline Frank, Ph.D., DTM

In 1892, two 18-year-old Stanford students were struggling to pay their tuition. They decided to promote a concert with world-famous pianist Ignace Jan Paderewski to help them with their tuition shortfall. The famous pianist from Poland was touring California at the time and they extended the invitation.

Paderewski’s management agreed upon a $2,000 fee to play the concert ($53,872 in 2017 dollars). The two young men worked diligently to promote the concert, yet when the concert day arrived, the young men found they had not sold enough tickets. They had raised only $1600, not the agreed upon $2,000.

After the Concert they met with Ignace Jan Paderewski and handed him $1600 and a Promissory Note for $400. They promised to give him the $400 as soon as they could earn it.

Paderewski ripped up the Promissory Note, and said to them, “keep enough money to cover your expenses for producing the concert and to cover your tuition for the semester. I will take whatever money remains as payment in full for this performance.

Herbert Hoover Helping others:
Several years later, one of the students who promoted the show, Herbert Hoover, married his college sweetheart and became an international mining engineer. They moved to China to work as a mining consultant to the Chinese emperor. Mrs. Lou Henry Hoover was a linguist, geologist, and educator and assisted in her husband’s work. She learned to “speak and write Chinese.”

During the Hoovers’ first year in China the Chinese nationalists rebelled
“against colonial control of their nation, trapping 800 westerners and Chinese Christians in Tientsin” at the beginning of the Boxer Rebellion.

Herbert and Lou Hoover helped build protective barriers and manned them at the start of the Boxer Rebellion which lasted almost a month. Herbert, a Quaker, “rescued Chinese children caught in the crossfire during the street fighting.”

Lou Henry Hoover traveled by bicycle to care for the wounded at the local hospital and also learned to shoot a pistol for her own self-protection. She also assumed “management of a small herd of cows” providing “fresh dairy products to children.”

Herbert Hoover Brings 120,000 Stranded Americans Home from Europe as WWI Begins:
The Hoovers’ were living in London as WWI began. Herbert “was asked by US consul to organize the safe evacuation of 120,000 Americans stranded in Europe.” Later he was asked by the American ambassador to Britain “to organize relief for the 7 million people of Belgium, a country overrun and occupied by the German army and cut off from food imports by a British naval blockade. Three million French citizens were in the same plight.”
Herbert Hoover built a team of other wealthy businessmen to address the challenge. “Soon 20,000 tons of wheat were on their way to Belgium, via canal from Holland.”

Hoover negotiation skills shined again when he secured “safe passage for cargo ships, and subsequent shipments delivered millions of tons of food to war-ravaged countries. Hoover’s organization dispensed $12 million a month in supplies for the war’s duration.” That’s $615 million in 1920 dollars in food and other aid in over four years. (Christopher Connell’s article on Hoover, “In a world at war, the U.S. saved millions from starvation.”

Lou Henry Hoover helps stranded Americans in Europe as WWI began & mobilizes American women to help with the “food conservation program”.

With thousands of Americans stranded in Europe desperate to return home, “Lou Hoover provided clothing, lodging, food, information, and guidance.” When her husband becomes “chairman of the Commission for Relief in Belgium”, She organizes “a California branch of the CRB”, raising “funds for one of the first food shipments.” In 1917, after America enters WWI, Lou enlists American women to help with “the food conservation program”.

President Wilson appoints Herbert Hoover, after WWI begins as head of American Relief Administration, ARA:

Hoover, later President of the United States, feeds “starving nations in Central and Eastern Europe.”

One of these starving nations was Poland and Prime Minister Ignace Jan Paderewski asked for help to feed over 1.5 million starving people in Poland. Hoover went on to quickly send tons of food and grain to feed Poland.

After WWI Herbert Hoover Visits Poland: When Hoover visited Poland in August 1919 he “witnessed a heartbreaking scene in Warsaw: Twenty-five thousand children had walked barefoot to pay him homage.”  He immediately telegraphed to ask for help to have the ARA send “700,000 overcoats and 700,000 pairs of shoes to Poland” before the winter season arrived. (Hoover & Poland: US history.org Hoover)

Funding in United States Expired for American Relief: Hoover Raises Millions from Donors to Continue: 

In 1919, the United States government funding expired for the ARA. Hoover passionately raised millions of dollars from private donors to transform ARA to a private organization that continued to feed millions of starving European children.

The world-famous pianist who Hoover brought into Stanford University, Paderewski, had become Prime Minister of Poland. He visited the United States, he went to see the head of the Food and Relief Administration to thank him personally for helping Poland.

As Paderewski began to thank Hoover, Hoover said, “Mr. Prime Minister, I am the one who should be thanking you. You may not remember this, but several years ago you gave a concert in Palo Alto, California. The young men who organized the concert could not afford to pay you from their ticket sales, and you generously forgave then the debt, helping them to work their way through college. I was one of those young men.”

This was the beginning of Paderewski and Herbert Hoover’s 50-year friendship.

Lou Henry Hoover continues to help America:
*Girl Scouts of America Founding years: Lou Henry Hoover devoted many hours helping the Girl Scouts beginning in 1917 as National Commissioner and in the 1920s and 1930s as a troop leader, as its GSA president twice, and as a member of the Girl Scout Council in Washington.

*She was a strong advocate and worked tirelessly for “physical fitness for girls and women. She became “the first woman” to be vice president of the National Amateur Athletic Federation in the 1920s with a challenge to organize a women’s division. She addressed philosophic differences over competition vs. participation, issues of facilities and space for women, and the persistent lack of qualified women’s coaches.”

*She sympathized with eager students whose only impediment to higher education was a lack of funds and supported them anonymously.

The Hoovers began a school for Appalachian families: 
When Herbert and Lou Hoover were in Camp Rapidan in August 1929, they discovered “a community of impoverished Appalachian families nearby, with no tax base to provide a school for their children.”  They established “a school for the local mountain childrenas well as a small residence for the teacher they hired to instruct them, Christine Vest of Berea College. Opened on 24 February 1930, it came to be known as “The President’s Community School.”

After WWII Herbert Hoover leads “Commission for Polish Relief”: Hoover visits Poland in 1946 to draft a food plan to help the “Polish economy for the next 30 years.”

Ignace Jan Paderewski Continued Helping Others Throughout his life: Paderewski helped others through his life and beyond by providing foundations for scholarships for students at Stanford University, for the Treasury of the Professor of the Parisian Conservatory, for Ecole Normale, Moscow Conservatory students, Petersburg Conservatory students , for the British Legion, and other organizations. He also supported orphanages and the Maternity Centre in New York and built concert halls.

When Herbert Hoover, Ignace Jan Paderewski, and Lou Henry Hoover saw a need they filled it! As leaders they lead the way for others to follow giving with a generous heart.

What are 3 Characteristics of generous leaders Ignace Jan Paderewski, Herbert Hoover, and Lou Henry Hoover that you can emulate?

1) Generous leaders are focused on serving others. They show respect, inspire, motivate, and encourage others to be the best version of themselves. They give others feedback not criticism. They inspire a culture of warmth and happiness for the people they serve. 

2) Generous leaders ask questions about their team members and their families and care about their answers. They also ask for their team members opinions and listen for their responses showing that they are important to the company and appreciated for their work.

3) Generous leaders share their knowledge and resources openly giving their team members opportunities to learn and grow. 

Dr. Albert Schweitzer said, “At times our own light goes out and is rekindled by a spark from another person. Each of us has cause to think with deep gratitude of those who have lighted the flame within us.”

Great leaders share their gratitude with others!

By embracing these three characteristics of great leaders with generous hearts you will improve your leadership skills.

Which of the 3 characteristics of great generous leaders will you embrace first?

Madeline Frank, Ph.D. is an Amazon.com Best Selling Author, speaker, business owner, teacher, conductor, and concert artist. She helps businesses and organizations “Tune Up their Business”. Her observations show you the blue prints necessary to improve and keep your business successful. Her latest book “Leadership On A Shoestring Budget” is available everywhere books are sold. If you need a speaker contact Madeline at: mfrankviola@gmail.com

Wednesday, October 3, 2018

Mahatma Gandhi's Leadership Lesson by Madeline Frank, Ph.D., DTM

Mahatma Gandhi said, "Be the change you want to see in the world." What one thing do you want to change in your life to improve it?  

In the 1930s a mother and her young son walked for many hours in the hot sun and waited in a long line to “have an audience with Mahatma Gandhi”.
She had tried many times to stop her son from eating sweets. Nothing she said stopped him from eating the sweets. So, she decided to take him to see his hero, Mahatma Gandhi.

When it was their turn to finally speak to Mahatma Gandhi. The mother said, “Mahatma, please tell my son he must stop eating sweets. It is ruining his health, his teeth, and affects his mood every time he eats sweets. There is nothing I can do to stop him from eating more and more sweets. I’m afraid it will ruin his life. Please, Mahatma, tell him to stop.”

Gandhi listened patiently to the mother looking at the young child, as he cowered by his mother’s side. Gandhi said, “Come back to me in two weeks’ time.”

The mother was disappointed and confused that Gandhi had not asked her son to just “stop eating sweets”. She and her son walked the long journey home.

Two weeks later, the mother and young son walked in the hot sun many miles to once again stand in line to wait their turn to speak to Mahatma Gandhi. When it was their turn, the mother said, “We have returned. We came to see you two weeks ago to help my boy to stop eating sweets, and you asked us to come back after two weeks.”

Two weeks later Gandhi said, “I remember.” Motioning for the boy to come forward. He said, “Come here, child.” 

The child urged by his mother, moved away from her and moved slowly towards Gandhi. Gandhi reached over and “put his hands on the boy’s shoulders”, pulling him closer and looking the child squarely in the eyes said, “Don’t eat sweets.”.
The mother said, “That’s it? That’s all you’re going to say? Why didn’t you tell him that two weeks ago?”

Gandhi replied, “Because two weeks ago I was still eating sweets myself. I could not ask him to stop eating sweets so long as I had not stopped either.”

Gandhi was a man of honor  and character. As a leader he had to change his bad habit to a good one and model the right behavior before asking anyone to change their behavior. 

As a leader, what one thing can you change and model for your family, friends, and team members that will make a difference at home and at work?

Madeline Frank, Ph.D. is an Amazon.com Best Selling Author, speaker, business owner, teacher, conductor, and concert artist. She helps businesses and organizations "Tune Up their Business". Her observations show you the blue prints necessary to improve and keep your business successful. Her latest book "Leadership On A Shoestring Budget" is available everywhere books are sold. If you need a speaker contact Madeline at: mfrankviola@gmail.com

Tuesday, August 28, 2018

The Hotel that Humility Built by Madeline Frank, Ph.D., DTM

Most hotels are built of brick and mortar, yet one hotel was built on the foundation of humility.
What can you learn about customer loyalty from them?

It was a dark and stormy night. An older couple came into a small hotel in Philadelphia. The older gentleman said, “Would you have a room for the night?”

The young friendly and smiling clerk looked at the couple and explained, “There are three conventions in town. I’m sorry, but all of our rooms are taken. It’s 1am, and the weather is terrible outside. I can’t send a nice couple like you out in these elements. Would you be willing to sleep in my room? It’s not exactly a suite, but it will be good enough to make you folks comfortable for the night.”

First the couple declined replying, “Where are you going to sleep, young man, if you give your room to us?”

"Oh, I am young and healthy and can sleep at the reception area. I will be just fine,”

The older couple accepted the young clerk’s offer and stayed “the night in his personal room".

The older and well rested gentleman offered the young clerk a reward before leaving the hotel as an expression of his gratitude. 

"Please don't embarrass me with an offer of money for my room. I didn't give you my room expecting any monetary compensation. I just wanted to help you."

The older gentleman was really touched by the young man's compassion and said, “Finding people who are both friendly and helpful is rare these days. You are the kind of manager who should be the boss of the best hotel in the United States. Maybe someday I’ll build one for you.”

The young clerk looked at the couple and smiled.  As the older couple drove away they agreed that the helpful clerk was exceptional.

Two years passed, the young clerk was promoted to manager of the hotel. Opening his mail one day, he received “an envelope with a train ticket to New York, with an invitation letter to attend an inaugural function.” 

The young hotel manager traveled to New York and was welcomed by his host, the older gentleman he had helped two years before. His host took him to the corner of fifth avenue and 34th street and pointed to a beautiful new palace like structure built of reddish stone, 16 stories high.

"That,"said the older gentleman, William Waldorf Astor, "is the hotel I built for you to manage."

“You must be joking.” replied the shocked innkeeper.

“I assure you I am not.”

George C. Boldt, the former young clerk, accepted the offer and became the Manager of the Waldorf-Astoria.   

The Waldorf Astoria Hotel was the first luxury hotel complete with electricity, private bathrooms amenities and service. If you’ve ever been fortunate enough to stay at a Waldorf, you realize that the Waldorf Astoria symbolizes elegance and grace. It is much more than a room. It is an experience.

George Boldt was compassionate, kind, and selfless to others. He played at a higher level than was required, and the payoff was making a difference in the world to the person he had the opportunity to help. 

The Gold Standard of Customer Experience at Hotels:
George Boldt was committed to setting the gold standard of hospitality at the Waldorf Astoria Hotel. He imparted legendary levels of humility and grace to his staff of nearly 1000 people, which motivated them to follow his example. Boldt built the blueprints of today’s growing luxury hotel industry. 
The Impact 
1)   By his leadership example he modeled and trained his staff to be helpful, kind, compassionate, to create an extraordinary customer experience. “The customer was always right!"
2)   He introduced room service
3)   His senior staff inspected the lobby around-the-clock to keep the area tidy and inviting for his guests.
4)   He insisted that all guests must have fresh flowers and a copy of the day’s newspaper in their rooms.
5)   At the Waldorf Astoria Hotel restaurant, the food was delicious and impeccably served.
George C. Boldt was committed to making the Waldorf so comfortable that guests will never go to another place.

For over 100 years the Waldorf Astoria symbolized elegance and grace. He was the manager for 23 years until his death in 1916.

He also made sure that his legacy extended well beyond the time he was at the Waldorf.  George C Boldt sympathized with an eager student whose only impediment to higher education was a lack of funds. During his life George C. Boldt "helped put at least 75 young men through college, doing this anonymously".

George C Boldt “also assisted those in business who were having financial difficulties and told employees at his hotels if they were having monetary problems, his door was always open to them.”

He also donated to “Cornell University, the American Red Cross,  many local hospitals and built a library at Alexandria Bay, New York." 

Zig Ziglar, "When you encourage others, you in the process are encouraged because you're making a commitment and difference in that person's life. Encouragement really does make a difference.”

Anne Frank said, “No one has ever become poor by giving.”

What can you do to improve customer loyalty at your business?
What will your legacy be and who will you help?

Madeline Frank, Ph.D. is an Amazon.com Best Selling Author, speaker, business owner, teacher, conductor, and concert artist. She helps businesses and organizations “Tune Up their Business”. Her observations show you the blue prints necessary to improve and keep your business successful. Her latest book “Leadership On A Shoestring Budget” is available everywhere books are sold. If you need a speaker contact Madeline at: mfrankviola@gmail.com

Wednesday, July 11, 2018

A Minute Makes an Impact by Madeline Frank, Ph.D., DT

How can you stand out from your competition? Are you doing all you can to get that job?  

Many high school graduates have fond memories of a parent reminding them to send thank you notes to people who attended their graduation and sent them gifts.
No, you can't send a text. No, you can't send an email. Hand write a thank you note.
My Momma taught us the art of writing thank you notes right after receiving a gift. No child wants to do this ; but the discipline of doing it right away helps you avoid the embarrassment of remembering that you didn't send a thank you card when you meet them 3 months later. 
I've talked to countless people, over the years, who have saved thank you notes, or notes of appreciation. When someone is feeling down, opening up their collection of thank you cards or notes of appreciation puts a smile on their face.
After playing a successful concert in New York City several musicians and I went out to dinner. I was already an established world-traveling musician, and the others were just beginning their professional careers. I decided to pick up the dinner tab for our party.
Three days later, I received a lovely duo for viola and piano dedicated to me by one of our musicians who was a composer. It was a memorable thank you note!
Jay just interviewed for his dream job. He thought the interview went well! When he called a week later they said the position had been filled. He was in shock!
He called back and asked the secretary of the corporation, "What did the winning candidate do differently than the other candidates?" Her reply, "The winning candidate sent a handwritten follow up note immediately after the interview."  
Amy Segelin, President and co-owner of Chaloner, a national executive search firm said, "The message is simple regarding thank you notes after a job interview: No follow up can mean no job."
The lynchpin for many hiring managers is the follow up handwritten thank you note after the Interview:

One hiring manager said, “The follow up is the lynchpin for me. If the interview goes well and I feel invigorated and excited about someone, I wait to see what kind of follow up efforts they put forth.”

Tim Ventura, Digital Marketing Executive said, with many candidates to consider for a job and “with a stack of resumes and notes, a thank you follow up will tend to give their resume a bit more weight, because it puts them back in your radar. A thank you note demonstrates actual interest, genuine enthusiasm, self- motivated, “go- getter” attitude.”

New York fashion publicist Cristiano Magni says, “It is so important, in a digital world, to have the dignity to sit down and write something in your own hand.”

What if the thank you card or a simple note of appreciation you sent was viewed as a seed that was essential to causing a new relationship to bloom?

Composer Joseph Haydn’s most memorable thank you Note:

John Bland, an English music publisher, was visiting composer Joseph Haydn in his home in Vienna, Austria. His goal was to convince Haydn to come to London in 1787 for a concert engagement and to publish Haydn’s music.

When Bland arrived at Haydn’s home, he found the composer struggling to shave with a dull razor. The world-famous composer’s face and neck were covered with nicks and cuts and he was complaining about the headache of shaving with a razor that was not sharp.

Haydn said, “I would give my best quartet for a good razor.”

Bland rushed back his room and grabbed his new British razors and raced back to present them to Haydn.

True to his word, Bland was given the manuscript for the Quartet, op. 55 No.2, the Razor Quartet. That was a memorable thank you note!

Build Strong Relationships that Last a Lifetime:

That day was the beginning of a new relationship and strong connection and friendship between the two men. John Bland became Haydn’s music publisher and when Haydn came to England he stayed at John Bland’s home. 

Would you be willing to write a thank you card or a simple note of appreciation if it was essential to causing a new relationship to bloom?  Are you willing to take that next step to get your dream job?

Madeline Frank, Ph.D., DTM, John Maxwell Team Member, and Certified World Class Speaking Coach. She is an Amazon.com Best Selling Author, Radio Show host, speaker, business owner, teacher, conductor, and concert artist. She helps businesses and organizations “Tune Up their Business”. Her observations show you the blue prints necessary to improve and keep your business successful. Her latest book “Leadership On A Shoestring Budget” is available everywhere books are sold. If you need a speaker contact Madeline at: mfrankviola@gmail.com

Friday, June 22, 2018

3 SECRETS TO SALES SUCCESS by Madeline Frank, Ph.D., DTM

Zig Ziglar said, “Every person in every profession is a salesperson. Approach sales as an ongoing learning experience. We are continually learning the little things that make our careers as sales professionals.”

We have all experienced amazing salespeople throughout the years. What sets them apart is not the salesperson, but our buying experience. There are 3 secrets to sales that the top sales professionals embrace.

1) They invest their time in a Mastermind group.
A Mastermind Alliance (a term made popular by Napoleon Hill in his book, “Think and Grow Rich“) is a group of people (usually 5-8 people) who help each other grow their businesses, achieve things personally, and hold each other accountable to their goals. They are top sales experts in their fields.

Dave “The Shef” Sheffield, motivational speaker and veteran of the sales industry says, “The Mastermind shouldn’t be comprised of people who are in the same industry, because it limits the diversity of ideas. There is a synergistic energy that blossoms when great minds focus on a common goal.”

Don’t wait until you are “successful” to join a Mastermind. 
Morris E. Goodman as a young man dropped out of college because he lacked focus and direction. He was in the middle of a 13-week probationary period when he came across Napoleon Hill’s “Think and Grow Ritch”.

He went from being an aimless young man to aiming high, taking action on his goals and surrounding himself with great people. In 1981, he sold nearly $15 million in insurance policies in one year ($29.83 million in 2018 dollars) and was a member of the “Millionaire Round Table”.

Goodman said, “One of his mastermind members was Ben Feldman, a legend in the life insurance business who had $50 million in yearly sales.” Feldman philosophy was “The thicker the proposal, the stupider the salesman.”

Goodman said, “That one sentence was worth millions of dollars to me. I streamlined everything. I’d come in with one idea, and three or six months later I’d come back with another. Selling, I learned, is about building relationships, and that takes time.”

2.) Create an amazing experience

Have you ever visited an Apple Store? It is an amazing exercise of what a buying experience should be.

My husband and I purchased a new iMac Computer online and had it delivered to our local Apple Store.

When we arrived at the store to pick up our new purchase, we were greeted by our sales associate who knew us by name. (Actually, Apple devices send a signal to the employees with a customer’s name when they are approaching the store.)

Everything from the greeting we received, to the pristine artwork on the box, to the fact that our associate delivered the computer to our car was designed to impress. When your buying experience is impressive enough, you build tremendous loyalty. 

In your business, follow Apple’s lead and hire associates who have a positive attitude, are enthusiastic and eager to help your customers, and love your products.

3). Invest in your relationships and communicate with your “ears”, not just your mouth. (Listen more, talk less.)

John Maxwell has an awe- inspiring “short course in human relations”: in his book, Relationships 101.

“The least important word: I;
The most important word: We;
The two most important words: Thank you.
The three most important words: All is forgiven.
The four most important words: What is your opinion?
The five most important words: You did a good job.
The six most important words: I want to understand you better.”

Maxwell says, “If you treat every person you meet as if he or she were the most important person in the world, you’ll communicate that he or she is somebody-to you.”

When you find yourself in a sales slump, follow the advice of the legendary Zig Ziglar and “Return to the fundamentals with a proper attitude”.

By embracing the following 3 secrets to sales success you too will improve your sales: 
1) Join a mastermind group, 2) create an amazing experience for your customers, and 3) invest in your relationships and communicate by listening more and talking less.

Which sales secret will you start with?

Madeline Frank, Ph.D. is an Amazon.com Best Selling Author, speaker, business owner, teacher, conductor, and concert artist. She helps businesses and organizations “Tune Up their Business”. Her observations show you the blue prints necessary to improve and keep your business successful. Her latest book “Leadership On A Shoestring Budget” is available everywhere books are sold. If you need a speaker contact Madeline at: mfrankviola@gmail.com


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Madeline Frank, Ph.D. business owner, teacher, researcher, speaker and concert artist. She writes a monthly newsletter "Madeline's Monthly Article & Musical Tips" and a monthly radio show "Madeline's One Minute Musical Radio Show".