Does Your Paint Job Match Your Interior?

March 8th, 2010
by Jamar Cobb-Dennard

One of my favorite rap songs of the winter is Ice Cream Paint Job by Dorrough.  Although it’s entertaining, trust me, the song is not good enough to youtube, so I wouldn’t even waste your time…

But, the hook to this catchy hood anthem goes, “Cream on the inside, clean on the outside…”  According to www.urbandictionary.com (my #1 source for Urban Development 101), this hook refers to a car that has creamy interior seats and carpets, while maintaining a clean exterior coat of paint.  Other definitions also make reference to this slang in a much dirtier fashion, but we are going to stick with the first definition.

I guess I should get to the point…  The key to this song is that a really great car looks good on the outside and on the inside.

Does your integrity match your inside character and outside actions?  Having ‘ice cream paint job’ integrity is key to your success as a business owner.

A notable Indianapolis preacher was teaching about abstinence during a sermon on www.youtube.com.  He was giving it to the congregation good.  Everyone was nodding their head, standing up, and cheering for this preacher as he dug deep into the souls of the people.

The funny thing is that this preacher came close to ruining his career in the 90s because of an affair.

Does he have an ‘ice cream paint job’?  No!  This person is preaching against his own character, and will never win at the game that he is playing.

Now, everyone makes mistakes, and this particular preacher has restored his life and marriage.  But, there is something to be said for making certain that you have absolute integrity in your words and actions, especially if you are a business leader.

Here are some keys to having an ‘ice cream paint job’:
1.    Do what you say you are going to do – I watch what people do; especially after they make a claim.  If you want to stand out as a business leader, make your word your bond.
2.    Follow your gut – Your gut speaks from a place of integrity, so when that still small voice speaks solutions to you – follow them.
3.    Lead others with action, not words – When a leader says, “Do as I say, not as I do,” they are asking for instant revolt from their followers.  Do as you say, and others will follow.
4.    Match your actions to your character – Act to stay true to yourself and accomplish God’s purpose with your life.  Avoid changing yourself or your behavior to mimic other people who have different objectives with their lives.

Jamar Cobb-Dennard is the Vice-President of Business Development for Reachmore, which provides leadership coaching for small business and executives.  Email Jamar at jamar@goreachmore.com for the latest on Reachmore’s newest seminar, Launch.

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Give Up Average to Gain Excellence

March 4th, 2010
by Jamar Cobb-Dennard

CJ and I have written about creating space in your life in order to make way for new and better things to come along.  My new way of putting a similar thought is to “give-up average”.

Jim Zarvos, of the internationally famed Breaking Through coaching program, mentions that we must go through 5 distinct stages to create the reality that we desire.  Those 5 stages are:

1.    Create a compelling vision for the future
2.    Have an irrefutable belief about your ability to achieve your vision
3.    Accept the price you must pay for achieving your vision
4.    Act to achieve your vision
5.    Adjust your direction as necessary

While I listened to Jim go over this list on two separate occasions last week, #3 hit me the hardest.  The price that many of us have to pay when going after a larger goal, is giving up the comfort of what we have already accomplished.  Giving-up average.

I feel scared and in danger when I act on the reality that the past is not our future, and recognize that they are two distinctly separate events.  The old saying goes that, ‘you can’t cross the bridge unless you leave the shore.’

My challenge for you today is that you “give-up average”.  Give up the results that you have become accustomed to so you can really stretch for something greater.  Break down and throw away your old ways of doing things so you can achieve more with a new sense of excellence.

You will feel uneasy at first, but once you step out in faith, the strong belief that you have in your vision for something greater will carry you to another level of success!

Jamar Cobb-Dennard is the Vice-President of Business Development for Reachmore, which provides leadership coaching for small business and executives.  Email Jamar at jamar@goreachmore.com for the latest on Reachmore’s newest seminar, Launch.

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Quiet

March 1st, 2010
by CJ McClanahan

Over the past several years I have had some success in a variety of endeavors – both personal and professional.

However, I have struggled to follow through with a very simple habit – meditation.

I have purchased different CD’s and read books on the topic, but have yet to figure out how to make it work.

Until this year.

For whatever reason, during the first 2 months of 2010, I have been able to set aside 10-15 minutes a day, 3-4 days per week to meditate.

Before you get too impressed, this “meditation” involves nothing more than closing my eyes and listening to the “Calm Meditation” station on Pandora in my office.  It’s not like I climb to the top of a mountain and burn incense.

But, for 10 – 15 minutes I am without email, phone, staff or clients.

More importantly, this is a short period of time each day where I am allowing myself to accomplish nothing at all.

I will admit that I am only able to go a minute or two without drifting back into a work issue.  However, this minute or two is a huge accomplishment for a person who feels the need to fill every waking moment with a valuable task.

Here’s why meditation – the quieting of the mind – is important to me.

I have noticed that I am the best coach, salesman, speaker, leader, friend, father and husband when I am able to slow down my thoughts and concentrate intensely on the subject at hand.

I realize that this type of concentration doesn’t come naturally to me at all.  As a result, I am attempting to train my brain to be quiet for just a few moments each day to help me develop this skill.

The most interesting thing about this journey is that I actually find myself looking forward to this exercise each day.

Maybe it’s true that sometimes best way to speed up is to first slow down.

CJ McClanahan
reachmore
(317) 576-8492
www.goreachmore.com

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Satisfaction

February 22nd, 2010
by CJ McClanahan

Last night, my wife (Dr. Phil) asked me a very interesting question – “When do you feel satisfied?”

The funny thing about this question is that I pose it to my clients every single day.

After drilling down in these conversations, I often find that most of my clients associate satisfaction with measurable achievements or accomplishments.

For example, some of us need to hit a sales figure each week, while others simply need to cross items off their “to-do” list.

There is nothing wrong with feeling a sense of fulfillment from these types of accomplishments.  However, there is a catch.

If your satisfaction is tied exclusively to sales or check marks it is unlikely that you will ever be content because there will always be another sales target to hit or items to check off a list (Speaking of lists, this week, Dr. Phil is planning a summer vacation.  A Presidential inauguration requires less planning that a week-long trip to the east coast with our family.)

Realizing this, I began to wonder, how else could I measure my satisfaction?

This past weekend provided me with a great example of a new (actually – not new – I have known this forever – it was just a great reminder) way to consider satisfaction.

We spent Friday – Sunday with my in-laws and parents at a cabin on a lake in southern Illinois.  This “cabin” was a big house that had tons of fun stuff for kids which was perfect for my 6 year old son Ian and 3 year old daughter Corinne.

Unfortunately, I spent most of the weekend in bed or on a couch because of a foot infection (gout – it really stinks).  What this did allow me to do was to observe the interaction between my parents, in-laws and our children.

This observation helped me to redefine “satisfaction”.

From the minute our kids woke up until they fell to bed in exhaustion, Ian and Corinne were with one of the grandparents.  Their activities included reading a book (Ian loves Pokémon while Corinne likes anything having to do with a princess), playing air hockey/pool/basketball, watching sports on TV (Ian was excited that Purdue beat Illinois) or playing Chinese checkers.

It really doesn’t matter what they were doing, every activity had the following characteristics – a smiling and laughing child and grandparent.

It didn’t matter how exhausted the grandparents got (and these old people get worn-out easily), they never tired of playing with the kids.

So, I asked myself, what is more important than grandparents having fun with their grandchildren?

Would I rather have another $100k in my bank account or another weekend filled with the laughter and smiles I witnessed at the cabin?

It’s a no brainer.

The lesson I have relearned (and will probably need to relearn again in a few months) is this – Life is all about relationships with your family and friends.

That’s it.

Even though I hate being in pain, I feel blessed that a bout with gout (I just made that up on the spot) helped me to understand what satisfaction is all about.

Thanks grandma, grandpa, nena and papa.

I love you guys.

CJ McClanahan
reachmore
(317) 576-8492
www.goreachmore.com

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Long-Term Leadership Made Easy

February 16th, 2010
by Jamar Cobb-Dennard

The marquee of the Sparkle Car Wash on 82nd and Craig gave me my first breath of fresh air regarding the Colts Super Bowl loss.  It read, “Thanks Colts, for Another Great Year!”

As disappointing as it was to see one of the best teams in the history of the NFL lose the Super bowl, the Colts character of leadership reminds me of what being the best is all about.

The key to the success of the Colts organization is that they hold themselves to a continuous standard of excellence, which is clearly marked by their multi-year success record, with a myriad of players on the front line.

Here are some of my observations of the team and how they have been wildly successful at creating long-term leadership excellence:

1.    Focus – I love watching Peyton Manning focus on the sidelines while the defense is playing.  He isn’t wandering around or talking to his team mates.  He sits quietly in what I can only assume is an exercise in focused meditation; mentally reviewing the plays that will help his team win.

2.    Integrity – They do what they say that they are going to do – nothing more and nothing less.  The Colts are also a team that acts as if they have their heads together when they are not on the field.  Their outside behavior is another reflection of their ability to focus on what is most important.

3.    Fundamentals – You don’t see too many trick plays and risky chances called by the coaching staff.  The Colts focus on the basics of the game, and that is what makes them great.

4.    Consistent Attitude – Every once in a while you will see Marvin Harrison or Gary Brackett stunt a little bit after making a big play – but not often (if you would like to know the definition of “stunt”, email me at jamar@goreachmore.com).  These guys are level headed and are all about getting the job done.  Go to work, throw the ball, catch the ball, hit the line, run the ball, do it with energy and commitment, win the game.  There is very little show or flash – just good ‘ol football.

The Colts know that winning every play and every game does not make a stellar career.  Staying in the game, obeying the preceding rules, and playing hard are what makes their organization a football dynasty.  They have a very clear focus on reality.

When reachmore’s executive coaching clients are going after their biggest year ever, we don’t pull out all of the flashy marketing plans, complex financial analyses, and 6-sigma operational structures.  We teach our clients to focus, live and work with integrity, to perform the fundamentals of running their business daily, and to do everything with a level head.  Those are the keys to long-term leadership.

Jamar Cobb-Dennard is the Vice President of Business Development for reachmore, which provides leadership coaching for small business and executives.  Email Jamar at jamar@goreachmore.com for the latest on reachmore’s newest seminar, Launch.

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Empathy

February 16th, 2010
by CJ McClanahan

Today, I plan for each client by developing a unique strategy that will help them achieve their goals.

This was not always the case.

During my first few years as an executive coach and advisor, I treated all of my clients like a mathematical equation.

For example, I had many clients that had a problem generating new sales.  So, I rolled out my lead generation system + a conversion rate process and expected tons of new sales.

It’s simple math I told myself.  Every business and business professional is essentially the same and if I just implemented the system we would have success every time.

What I soon learned is that while the every business is built upon the same fundamental principles (generate a lead, convert that lead into a customer, get them to buy more often and spend more money each time – repeat) business professionals are all very different.

I now realize that we (business professionals) are all a little nuts.

Each of us has a unique viewpoint, set of circumstances and background.  These make us very different.

As a result, before we can address any challenge or implement a new solution we need to really understand the person with whom we are dealing.

This requires that we follow the advice of Dr. Stephen Covey and “Seek first to understand before we are understood.”

While this advice seems simple and straightforward, it is extremely difficult to put into practice.

I have sat in on hundreds (if not thousands) of conversations between individuals who were both trying to convey their viewpoint.

Here’s what I typically observe.  One person starts to argue their point.  The other person waits for a few seconds and as soon as they hear the beginning of the argument they stop listening and begin to formulate their response.

They seek first to be understood and give absolutely no thought to understanding the other individual.

This leads nowhere and often results in both individuals telling me that the other person “just doesn’t get it and never will!”

If you want to have the best chance of having a meaningful conversation with another person that effectively leads to a resolution you need to make certain of two things before you respond to their point of view:

1.    You have a crystal clear understanding of their point of view.

2.    They realize that you have a crystal clear understanding.

Once this is complete, you have then earned the right to respond.

I am not suggesting that you agree with their view – it’s OK to agree 100% with  their opinion.  However, it is critical that you hear them out and show that you respect their opinion before communicating yours.

Here’s a simple strategy to help you put this into practice – wait 2 full seconds before you respond to anything they say.  For most of you (us) this will seem to last an eternity.

Trust me – it’s worth it.

CJ McClanahan
reachmore
(317) 576-8492
www.goreachmore.com

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Now

February 9th, 2010
by CJ McClanahan

I just finished a very interesting book – The Power of Now by Eckhart Tolle.

I understood about 65% of it and probably disagreed with a quarter of the information I could understand.

However, I would recommend this book and here’s why.

I begin every workshop or seminar with an overview of the importance of living in the present.  I argue that there is nothing the participants should do for the remainder of my talk but listen, participate and take notes.  The will have wasted their time with me if they chose to check email, the internet or text their friends during my presentation.

Tolle’s book expands upon this concept in a way that really drove home the point for me.

He argues that all we really have is this moment and that it is within the Now where we find all of our peace and contentment.

Tolle points out that all of our stress, fear and anxiety come from over analyzing the past or worrying about the future stating that – “To be identified with your mind is to be trapped in time: the compulsion to live almost exclusively through memory and anticipation.”

In other words, no matter what you have achieved or hope to achieve will ever mean anything unless you learn to enjoy the moment or the Now.

This has huge implications in business and I have a story that illustrates the issue perfectly.

Recently, I recommended a website called www.Yelp.com to a group of successful professionals that I coach bi-weekly.  They pay for my coaching individually and I am not cheap.  This was a 90 minute meeting with no breaks.

At the end of the meeting one of the participants enthusiastically proclaimed – “CJ is right!  Yelp.com is a great website.  It’s easy to use and I can see why it will be helpful to my business!  Thanks CJ for the recommendation!”

After a brief pause (for dramatic purposes – I am a professional) I asked – “How would you know anything about this website considering the fact that we have been sitting in this room together for the last 90 minutes.”

“Sorry” she uttered sheepishly.

“Don’t apologize to me – apologize to yourself.”  I replied.  “This is your meeting that you paid for with your money.  If you don’t focus exclusively on the meeting you won’t get the same value as the others.”

I hope she learned her lesson, but I doubt it.

We are under the impression that the only value in our current moment (the Now) is to prepare for the next moment.  “Something better is just around the corner” we constantly tell ourselves.

I have a newsflash for you – something better isn’t just around the corner – it’s right here and you can experience it if you choose to live in the Now.

CJ McClanahan
reachmore
(317) 576-8492
www.goreachmore.com

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Making “Great Customer Service” a Solid Business Strategy

February 9th, 2010
by Jamar Cobb-Dennard

I am always skeptical when I hear a business owner say that they are going to differentiate themselves by providing “great customer service”.  Yes, there are plenty of companies with bad customer service, whose customers are aching for better treatment.  At the same time, you do not see those customers leaving the company that treats them poorly for one with “great customer service”, do you?

Example – How many times have you or a friend complained about AT&T’s incredibly poor customer service?  Yet, have you given up your iPhone or switched to Comcast Business Class?  Nope.  And, that’s because “great customer service” alone is not going to attract new customers – it will just help you keep the ones that you have, and improve the quality of your word of mouth marketing.

So, the strategy isn’t in attracting clients through “great customer service”; it’s keeping your clients and slowly building a great reputation of value through service.

A store with consistently “great customer service” is Whole Foods.  Every time I am in that place, there is someone on the lookout for a face that resembles sheer overwhelmed hysteria.  The moment I look like I am searching for something, or have no clue what Taboule is, there is a happy attendant in hemp clothing ready to show me the way to healthy eating.  I have literally seen the grocers there look depressed when they are not able to find what I need.

Here are two great examples of Whole Foods ability to delight their clients and improve their word of mouth marketing.

One day I was looking for non-dairy cheese.  I found the guy in the gourmet cheese section, asked him about the cheese that I wanted, and he looked through all of the gourmet cheese to find me what I needed.  He was so helpful, I almost had to pry him off of me like a girlfriend that I just broken up with.  He left crushed when he realized that he didn’t have what I needed.

I walked away feeling satisfied that the grocery store attendant did everything that he could to find me the non-dairy cheese.  With the rap music thumping through my blackberry headphones, I went to the other side of the store to pick up some bread for soy burgers.  Not more than a moment into trying to decide between whole grain and onion buns, a woman taps me on the shoulder and says, “You’re looking for non-dairy cheese?  Follow me…”

Both the male and female grocer had come back together, and worked feverishly to find me what I needed.  She led me to the rice and almond cheese, and the man walked away with a smile on his face – satisfied that he was able to go above and beyond to find me what I needed.

Speaking of Taboule earlier, something similar happened to Jenna at Whole Foods on Saturday.  She couldn’t find the small size that she wanted, so they just gave her the large size Taboule for free.  She came home so excited!  I’m sure that she is going to be a Whole Food’s customer for a long time, and tell the story about getting free food to a lot of people.

That said; I wouldn’t go to a new retailer just because they advertised having great customer service, but I would certainly stay with a retailer and tell others about it because of how they serve me.

What are you doing for your clients to retain them, and improve your word of mouth marketing?

Jamar Cobb-Dennard is the Vice President of Business Development for reachmore, which provides leadership coaching for small business and executives.  Email Jamar at jamar@goreachmore.com for the latest on reachmore’s newest seminar, Launch.

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How to Raise Some Fast Cash!

February 2nd, 2010
by Jamar Cobb-Dennard

In my quest to learn more about reachmore’s business coaching clients, I asked them what their number one roadblock to hitting their 2010 goals was.  An overwhelming majority said that raising capital was the thorn in their side.

Well my beloved readership, I pulled out all of the stops for you, and asked Dawn DeRidder, Vice President of SBA Lending at M&I Bank to give us her hottest tips to securing fast cash!

From Dawn’s mouth, through my fingers, to your eyes; here is your yellow brick road to raising capital quickly:

1.    Go to the Bank Now – If you own an existing business and are looking for a line of credit so you can expand, go to the bank right now.  If you are starting a business, finish your business plan before going to the bank (for help with business planning contact SCORE or IN SBDC).  Don’t get caught in the trap of using personal credit cards to get quick cash – you’ll end up paying through the nose in interest, and will never be able to pay it off.  You may think that the banks aren’t lending, but they are.  Go visit one today!

2.    Ask for referrals – These aren’t the referrals from your friends to their favorite banker, this is a referral from the banker who turned you down.  I know, right?  Get a referral from someone who rejected you?  (Maybe I should’ve tried this technique with the ladies in college…)  If you ask, the best banks will give you a referral to outside funding sources that may be able to get you some money – even if your application with the current bank has been turned down!

3.    Gang up on the Banks – Don’t take the preceding statement the wrong way…  I am NOT advising that you join a gang and rob a bank.  What I am advising is that you apply for a loan at 3 or 4 banks at the same time.  This way you will are guaranteed to get money faster than if you applied to one bank at a time.

4.    Be Prepared – When you go to the bank, the key elements to have with you are 3 yrs of business tax returns, a current balance sheet and income statement, current personal financial statements, and 2 years of personal tax returns.  For good measure, you may also want to take copies of documents necessitating your need for more capital (ex. copies of expansion contracts, changes in legislation that promote industry growth, etc.)

5.    Throw Pinocchio Away – Be honest with your banker about issues that may impede your ability to get a loan.  Some of these problems could be cash flow issues, the fact that you’re about to lose a contract, or credit problems, etc.  It helps when you address this upfront, so the loan can move forward faster.  Being honest also shows a willingness to work with the bank, and gives bankers the tools to structure the deal appropriately.

So there you have it – the best tips of the trade from SBA Super-Woman Dawn DeRidder!  Follow the tips above, if you want to grow your business quickly this year.

Dawn DeRidder is the Vice President of SBA Lending for M&I Bank.  If you would like immediate information on how to secure funding for your small business, email dawn.deridder@micorp.com.

Jamar Cobb-Dennard is the Vice President of Business Development for reachmore, which provides leadership coaching for small business and executives.  Email Jamar at jamar@goreachmore.com for the latest on reachmore’s newest seminar, Launch.

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Perception vs. Reality

February 2nd, 2010
by CJ McClanahan

This past week, the president of the United States held his first State of the Union.

Moments after the completion of his address, pundits from both sides of political aisle began providing their feedback.

Here’s what I found to be interesting.

No matter what he said, Democrats thought that the address was perfect and felt inspired by each and every word uttered by the President.

On the other side, Republicans argued that he was full of crap and found nothing good in his 90 minute message.

Forget the politics for a minute (However, you can email me and I will provide you with my political opinion) and consider what is happening.

Both sides have an opinion, and then interpret the data to support their viewpoint.  This occurs no matter what information is supplied by a member of the other party.

Do you do that in your business?

Do you get stuck in a pattern of thinking (this employee is great/stinks, that marketing strategy will/will not ever work, this product line is great/awful) that clouds you’re ability to analyze the data objectively?

Unless you are a robot, this happens on a regular basis.

Unfortunately, a deeply rooted opinion based on emotion and not fact often leads to poor decision making and thus bad results.

This week, carefully consider how you make your decisions.  Are they based on emotions or facts?

CJ McClanahan
reachmore
(317) 576-8492
www.goreachmore.com

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