Archives for June 2011

Save Money With Webinars

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Most of you know that I do speaking events as a core part of my business.  In fact, I’ve done them in 18 countries over the past year at major conferences, for major companies, and for YPO & EO Forums and Chapters.

What you may not know is that many groups also hire me to speak via a webinar or Skype. Months like August & December work great for webinars, as employees don’t want to travel to hear speakers.

I have some spots on my calendar that would work well, if you want me to speak but maybe aren’t ready to pay my rate for a keynote, or if it’s last minute and you need something extra for your event.

It’s certainly always better to have me out live – but certainly very worthwhile to book me this way for your group as well.  In fact, I’m doing three webinars next week for a company in Europe.

Drop me a note on contact page – if you’d like to discuss.

Leadership’s Role Is…

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The role of leadership is to align, support and enable teams to do the work they were hired to do.

Leadership’s role is not to follow up or “hold people accountable.”  When the right people are hired and the right plans are in place, people can execute and leadership can support them.

 

Leadership ensures that people are working on projects and tasks that are aligned with the rest of the goals of the company.

They ensure that team members have the commitment or emotional support to do their part in the process.  Leadership can assess if skill development is necessary on any of the individual sub-steps, in any of the projects, well in advance because they know what everyone is working on.

In addition, leadership can ensure that the proper bandwidth and resources—money, people, time, supplies and more–are available to complete the outlined projects. They can focus on alignment and ensuring that all the projects being worked on are the right ones to drive the overall company goals.

Dr. Paul Hersey and Ken Blanchard, authors of One Minute Manager, developed a model in the 1960s that’s still used today in the best-run companies on the planet, and it’s called “Situational Leadership.”  When companies have tightly reverse-engineered their plans, they can spend time effectively leading their people.  Situational leadership involves the leader giving the correct balance of either skill development or emotional support to help their subordinates perform at optimal levels.  Being able to slow down and give the proper amount of skill development to their team on an ongoing basis is critical.

For information on this topic, check out: Leadership at 100MPH.

Cancel the Reservations & Tee Times? Yes.

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67bTaking a client or prospect out to dinner is pretty standard business.  If you want to grow business, you need to wine and dine clients, right?  Nothing radical about that concept.

How could anyone poke holes in this centuries old business practice?  Well, a friend of mine recently challenged me on this and asked me a question that I hadn’t really considered and based upon my experience, most in business haven’t considered either.

His question was simple: Why do most companies take their clients out to expensive dinners or rounds of golf that cost hundreds or even thousands of dollars and then when it comes time to send them a gift, those same executives get wigged out over a gift that costs a couple hundred dollars?

He went on to explain that the meal is consumable and gone the same day, and although there is a memory created, most clients have that same experience with dozens of vendors each year and the memory fades quickly. Why is your dining or social experience any better than the next guy? Doesn’t it make sense to instead surprise your best clients with a gift that is best in class, practical, unique and that every time they use it they think of you for decades after?

I was stunned by the simplicity of the concept and it dawned on me that he may be on to something. We as business owners have been programmed to do the same things our competition is doing and think we are making an impact or truly deepening a relationship for the long term. We take people out to a nice three hour dinner with great food and drink or spend hundreds of dollars on a five hour round of golf, only to leave the client without a tangible and physical memory point to be reminded of our relationship.

At best we leave them with some promotional trinket from China. I decided to test his line of thinking and ordered 15 of his best-selling gifts which was from his exclusive Cutco cutlery line. Many of you are likely familiar with the brand as it’s the Rolex and Tiffany of cutlery but what most don’t know is that this friend of mine, John Ruhlin, invented their corporate engraving business and has built a much of his strategic gifting company around this one product. He is also the guy that gave me the unbelievable Brooks Brothers experience that I wrote about last year. Very inspiring and worth a read as well.

John’s team had each of the two piece cutlery gift sets custom engraved into the steel blade my logo and each client’s name (gotta love personalization!) along with a handwritten note to each person. The cost was a couple hundred dollars a gift all in. They were sent in February so the client was not expecting anything and the basic premise was to thank them for “carving out room” for us to work together. The gifts were mailed off and I waited anxiously to see if I would get a response or if people would be too busy to even mention the gesture. It did not take long and the response was beyond my already high expectations!!

My clients loved not just the product (the brand of Cutco carried some nice weight) but went on and on about the handwritten note and the fact that a high end product like Cutco was custom engraved with their name on it. They felt special and their spouses also loved being included for once in an business appreciation experience. Big brownie points for me with the spouse…huge! The cool thing I realized is that unlike the dining experience that wears off in the weeks following, with a special gift like this, for the next 10-20 years my most cherished business relationships will be reminded of me a couple times a week and the fact that I took the time to say thank you in a special way. It will be with them when they host clients and friends at their home for business functions and for holidays for decades to come. While there is nothing wrong with social experiences, that cannot be said for the dinners I have had or the golf rounds I have played. Like most of the powerful concepts in business, giving a special gift like this is not rocket science but most of us are too caught up in email or the next deal to take a few minutes to think strategically about how we are going to leverage and impact our most important relationships.

Where Are You Focused?

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For 3 years I’ve worked hard to build my name globally.  I’ve done paid speaking events at YPO & EO chapters in 18 countries, on 5 continents.  I coach CEOs in Geneva, Berlin, Mexico City, Australia, the UK, USA & Canada.  However, I realized when I was writing my 2013 Vivid Vision (formerly Painted Picture) that I’d forgotten my home market of Vancouver.

So I recalibrated.

During the next three year sprint, I’ll still work to deliver awesome speaking events globally, especially with EO & YPO.  I’ll still mentor and coach CEOs globally as well.  However, I’m now going to work hard to build my personal brand in the Vancouver market as a coach, mentor and board member for entrepreneurial companies. I’m going to hyper focus that effort even further, on companies that are Angel, VC and Private Equity funded to grow.  I’m the guy to help them grow from $1 Million to $100 Million.  And with less travel time, I can really dig into their companies even more to help them be successful faster.

Last week, I attended Mentor Tuesday and also attended the largest CVCA conference in 23 years (Canadian Venture Capital Association), with 650 attendees including about 100 from the United States, Europe, China and Brazil drawn to Canada’s economic stability and a private equity scene that is having successes not seen since before the global economic crisis.

This is the first time Bing Gordon of Kleiner Perkins came to Vancouver.  He was fantastic. And I sent out about 20 Tweets during his panel appearance as well.  Some other people too like Jeff Clavier of SoftTech VC attended and the whole room stopped buzzing to hinge on his every word.

American VCs coming up here like what they see in Vancouver.  There is a crisis of venture capital supply available in Canada and a surplus of innovative Canadian technology companies that could use the funds.

Steve Hnatiuk, the CVCA Conference Chair said:

“(Here in Canada) we’re funding fewer and fewer SME’s with less and less money and we’re working very hard to attract more domestic and foreign capital into our industry so we can recycle that money into more high growth companies.”

“Venture capital tends to move in long-term cycles. This particular one has been a bit more long-lasting and a bit deeper than usual. But, there are increasing signs of green shoots starting to spring up – there have been some quality exits lately and new funds being launched.”

“The giant tech firms (the Microsofts, Intels and Ciscos of the world) are sitting on $500 billion – and are going to have to invest some of that money in the companies in our portfolios if they want to keep one step ahead of the competition. Just look at Microsoft and Skype as one indicator of what lies ahead.”

On the PE side, it’s much brighter for Canada:

“Canadian buyout (private equity) returns are 16.8% over 5 years, compared to 5.3% in the US and 8.3% in Europe.  So Canadian private equity returns outperform the US by a factor of more than 3x and Europe by a factor of more than 2x.   Canada outperforms both the US and Europe by a wide margin over a 10 year horizon as well.”

These are all pretty exciting numbers – and it certainly feels like a wave of activity in the PE & VC space is starting to happen in Vancouver.  We’re fast becoming the Silicon Valley of the north.

It’s a surprisingly small, focused & vibrant community here in BC too.  I’m on a plane to Kelowna right now to attend MetaBridge as a VIP.  It’s a joint Silicon Valley & BC Tech mini-brain trust of about 50 big thinkers in the space.

Sure feels good to be focused for the next three years again…  Fun to be learning again too.

Turn Customer Service Into A Profit Center (Guest Post by Mike Faith, CEO Headsets.com)

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(Guest Post by Mike Faith, CEO Headsets.com)

See if this chimes with your call center experience.

You’re trying to get help from someone who seems to only be concerned with barely walking you through a series of steps.  You can hear the click of their computer keyboard as they ‘process’ you.

They don’t fully understand what you’re saying and they can’t get to grips with a problem that may be slightly out of the ordinary, or not covered by the script on their computer monitor.  Meanwhile, time passes, blood pressure rises and it would require something extraordinary to convert your frustration into a desire to deal with that company ever again.

Customer service often leaves a lot to be desired.  Most CEOs find their call center to be an expense rather than an investment.  I suggest you change that.  I’ll quickly explain.

I run one of Americas highest quality, and possibly most expensive, call centers.  Back in 1996, I decided to take a risk and start investing heavily on Customer Service.  Our sales started to rise, repeat business increased, average sales value doubled and our profits increased.  During the past 15 years, I’ve learned how Customer service done properly can be one of the best value-for-money sales tools ever invented.  Your Customer Service is one of the most important touch points between your company and your future business.

Our Headsets.com Customer Service reps in San Francisco and Nashville are some of the best trained and highest paid in the US today.  And we receive a pay back on this investment.  Next time you think Customer Service, I hope that my experience helps you to change your mind-set.  Rather than think cost, think quality of care for your Customers…Think of the unbreakable link between sowing service and reaping sales…Think how judicious investment, not too little, not too much, will positively impact your business.

Fifteen years of experience of running my own in-house call center, in one of the most expensive parts of the world, tells me you’ll find a big payoff by investing right.

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Meetings Suck: Turning One Of The Most Loathed Elements Of Business Into One Of The Most Valuable

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We all know that meetings suck, right?

You hear it all the time. It’s the one thing that almost everyone in business can agree on.

Except it’s not actually true… 

Meetings don’t suck.

We just suck at running meetings.   

When done right, meetings not only work, they make people and companies better.

In Meetings Suck, world renowned business expert and growth guru Cameron Herold teaches you how to use focused, time effective meetings to help you and your company soar.

This book shows you immediately actionable, step-by-step systems that ensure that you and everyone in your organization improves your meetings, right away.

In the process, you’ll turn meetings that suck into meetings that work. 

In life, we always hear about people who’ve made huge decisions from their gut – without data.Today, I want you to make a decision, not only from your gut, but also from some data.  A decision that is only $12 per employee but will be priceless for your business.

Right now, your gut is telling you something is wrong with your company’s meetings.  You KNOW everyone complains about meetings.

People HATE going to them, they HATE running them, and they really have NO idea which meetings are truly necessary but they hold meetings simply because they think that is what they SHOULD do.

Even some of the smartest CEOs in the world complain about meetings – Elon Musk publicly told employees at Tesla & SpaceX to walk out of meetings if they weren’t being run properly.

I sent Elon a message saying that wasn’t going to fix anything – the key is to fix the root of the problem – NOT continue to ignore why meetings suck.

A Meeting is – Any phone call, video call or occasion where 2 or more people meet to discuss or work-through office topics.

Most employees on average spend 1-2 hours per day in meetings.

And likely, none of those employees – front-line staff or leaders – have had any training on how to attend meetings or participate in them, LET ALONE How to RUN THEM.

Consider this…

If the Average employee spends just 1 Hour per day in meetings – that’s 1/8th of their time.

If the Average employee earns $50,000 per year.

And they’re spending 1/8th of their time in meetings, that means you’re paying $6,250 dollars per year for just ONE employee to attend meetings.

The reality is, employees spend 1/8th of their time – and 1/8th of your company’s payroll – doing something they have literally NO idea how to do.

The Reality is…

95% of employees are booking & leading meetings – and they have NEVER been trained on how to run them.

95% of employees have had NO training on how to show up and participate in the meetings they attend daily.

And 95% of employees and companies have no idea what meetings are even necessary to hold.

Meetings CAN be hugely effective – IF you know how to run them

Meetings don’t SUCK, we just SUCK at running meetings. 

Investing $15 per employee – to help ensure the $50,000 a year you spend on them is an obvious and easy choice.

This could be the most impactful $15 you’ll ever spend and will save the company’s money, time and resources instantly.

Buying a copy of Meetings Suck for 100% of your employees and having them read it this month will have a huge impact on your company’s success.

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Free PR: How To Get Chased By The Press Without Hiring A PR Firm

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Public relations has always been an essential part of doing business which is probably why you’re shelling out big money to an outside PR firm. But the truth is that you don’t need them. You already have all the necessary tools in-house to do as good a job as the so-called experts. 

Cameron Herold and Adrian Salamunovic have taught thousands of company execs how to exploit free media coverage and ditch these expensive, often ineffective outsiders. 

Cameron & Adrian have also built in-house PR teams, spent decades learning how to generate Free PR and how to leverage public relations to complement their sales and marketing strategy. 

In Free PR, you’ll learn how the media world operates while you gain invaluable insider knowledge and actionable advice on how to: 

  • Build your own in-house PR team
  • Provide effective interviews
  • Score great media coverage for free with just a few easy steps 

Landing public relations coverage for yourself and your company is a powerful tool to help elevate your personal brand. PR is easier to generate than marketing, PR is easier to leverage than marketing and PR is more cost effective than marketing. In other words, Public Relations is more critical than ever in growing your brand and your business. 

You’ve got more passion, commitment, a larger stake, and a deeper understanding of your business than any outside PR firm could ever have. So stop wasting money and take the reins yourself.  Learn the secrets to landing TONS of Free PR for your company.

What they’re saying:

“I think PR is the core for promoting any business. Public relations acquires customers! That’s what’s cool about this book.”

– Kevin O’Leary,  Shark on ABC’s Shark Tank

“The ultimate guidebook for those looking to get press, grow their brand, and get in front of the masses. Free PR is the roadmap you’ve been looking for.”

– Peter Shankman, Founder, Help a Reporter Out (HARO)

“Adrian and Cameron will show you the secrets of getting massive exposure for your business. This book is packed with actionable insights from two guys that actually know how to to do it.”

– Dan Martell,  Serial Entrepreneur & Investor (Intercom.io, Unbounce)

“I told Cameron to write the book on generating free PR. I’m excited to see that he’s finally sharing his secrets with the world. This is a must read for any entrepreneurial company and marketing team.”

– Verne Harnish, Founder of Entrepreneurs’ Organization (EO) and author of Scaling Up (Rockefeller Habits 2.0)

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Vivid Vision: A Remarkable Tool For Aligning Your Business Around a Shared Vision of the Future

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Many corporations have slick, flashy mission statements that ultimately do little to motivate employees and less to impress customers, investors, and partners. 

But there is a way to share your excitement for the future of your company in a clear, compelling, and powerful way and entrepreneur and business growth expert Cameron Herold can show you how. 

Vivid Vision is a revolutionary tool that will help owners, CEOs, and senior managers create inspirational, detailed, and actionable three-year mission statements for their companies. In this easy-to-follow guide, Herold walks organization leaders through the simple steps to creating their own Vivid Vision, from brainstorming to sharing the ideas to using the document to drive progress in the years to come. 

By focusing on mapping out how you see your company looking and feeling in every category of business, without getting bogged down by data and numbers or how it will happen, Vivid Vision creates a holistic road map to success that will get all of your teammates passionate about the big picture. 

Your company is your dream, one that you want to share with your staff, clients, and stakeholders. Vivid Vision is the tool you need to make that dream a reality.

miracle-morning

The Miracle Morning for
Entrepreneurs: Elevate Your SELF to
Elevate Your BUSINESS

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READY FOR EXPLOSIVE GROWTH AS AN ENTREPRENEUR AND ACCELERATED SUCCESS IN THE REST OF YOUR LIFE?

A step-by-step guide to enjoying the roller-coaster ride of growth — while getting the most out of life as an entrepreneur. A growth-focused approach: The book is divided into three sections, which cover planning for fast growth, building a company for fast growth, and leading for fast growth. Each topic the author covers — from creating a vision for the company’s future to learning how to generate free PR for a developing company — is squarely focused on the end goal: doubling the size of the entrepreneur’s company in three years or less. A down-to-earth action plan: Herold’s experienced-based advice never gets bogged down in generalities or theory. Instead, he offers a wealth of practical tips, including: How to design meetings for maximum efficiency; How to hire top-quality talent; How to grow in particularly tough markets; How to put together a board of advisors — even for a smaller company; How even the busy entrepreneur can achieve a work/life balance.

READY FOR EXPLOSIVE GROWTH AS AN ENTREPRENEUR AND ACCELERATED SUCCESS IN THE REST OF YOUR LIFE?

Hal Elrod’sThe Miracle Morning has helped redefine the mornings and the lives of millions of readers since 2012. Since then, careers have been launched, goals have been met, and dreams have been realized, all through the power of the Miracle Morning’s six Life S.A.V.E.R.S.

THESE SIX DAILY PRACTICES WILL FUEL YOUR EFFORTS TO CREATE AND SUSTAIN POSITIVE CHANGE IN YOUR LIFE.

Now The Miracle Morning for Entrepreneurs brings you these principles in a whole new light—alongside the Entrepreneurial Elevation Principles and the Entrepreneur’s Elevation Skills. These are essential skills that you need to create a successful business and personal life. Cameron Herold— Bestselling Author and a widely-respected expert on entrepreneurial mindset—brings his wisdom and insight to you using Hal Elrod’s powerful Miracle Morning framework.

DEVELOP A VISION FOR YOUR BUSINESS, AND BECOME THE INFLUENTIAL AND INSPIRING LEADER YOU WERE ALWAYS MEANT TO BE.

The principles and skills you’ll find in this book will help you to channel your passion and achieve balance in a remarkable new way. – Learn why mornings matter more than you think – Learn how to master your own self-leadership and accelerate your personal development – Learn how to manage your energy—physical, mental, and emotional – Learn how to implement Hal Elrod’s invaluable Life S.A.V.E.R.S. in your daily routine – And much more… You’re already an entrepreneur. Now discover how to take your success to the next level by first taking yourself to the next level. The Miracle Morning for Entrepreneurs is your roadmap to masterfully building an empire with a powerful vision, utilizing your areas of personal genius, with the right team at your side.

Start giving your business and your life the very best opportunities for success, right now.

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Double Double: How To Double Your Revenue And Profit In 3 Years Or Less​

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A step-by-step guide to enjoying the roller-coaster ride of growth — while getting the most out of life as an entrepreneur. A growth-focused approach: The book is divided into three sections, which cover planning for fast growth, building a company for fast growth, and leading for fast growth. Each topic the author covers — from creating a vision for the company’s future to learning how to generate free PR for a developing company — is squarely focused on the end goal: doubling the size of the entrepreneur’s company in three years or less. A down-to-earth action plan: Herold’s experienced-based advice never gets bogged down in generalities or theory. Instead, he offers a wealth of practical tips, including: How to design meetings for maximum efficiency; How to hire top-quality talent; How to grow in particularly tough markets; How to put together a board of advisors — even for a smaller company; How even the busy entrepreneur can achieve a work/life balance.