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Paid Like a Professional

So you want to be paid like a professional? You have to act like one. Here is a short video we put together sharing the 3 areas in which you need to be professional.

 

Creating an Income Producing Schedule Lifestory with Jamie Hourahan and Jeff Keen – Episode 190 of The Action Catalyst Podcast

income

Jeff Keen is a registered loan agent for Ideal Home Loans, LLC in Denver, Colorado. He has been in the mortgage industry for 17 years. Jeff is in coaching with one of Southwestern Consulting’s Certified Coaches, Jamie Hourahan. Jamies’ experience is vast, but what sets him apart is his innate drive to achieve, excel, and exceed expectations. He’s an expert in helping people realize their potential and boldly deliver it to the world. He has a love for systems and operations and is constantly working to make strong existing systems better and more effective. Jamie is a relentless pioneer when it comes to finding sharper and more efficient ways of conducting business. He understands what it takes to start a new business, and has the energy and enthusiasm needed to be a top producer himself while leading teams to success.

Show Highlights:

Discipline creates freedom.  – Jeff Keen

I had to create new habits that make for a more productive day. – Jeff Keen

If you start your day in reaction mode, it takes over your entire day. @CoachHourahan

Jeff surrendered immediately and completely to the process. @CoachHourahan

Now I run the day instead of the day running me. – Jeff Keen

@rory_vaden shares 4 buckets to create an income producing schedule.

Routine. Reactionary. Revenue. Recurring. @rory_vaden

 

Click here to request a free call with one of Southwestern Consulting’s Certified Coaches!

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

How to Perform a Business Comeback

business-comeback

We love watching comebacks.

Whether it’s movies or sports or real life stories of people overcoming seemingly insurmountable odds, we love seeing “the comeback.”

So how do you perform a business comeback?

What do you do if your business is struggling?

What do you do if you’re facing personal financial struggle?

How do you respond if you’re losing customers, accounts, profits, or marketshare?

There may be many potential answers to those questions depending on your business model or industry, but there is one answer that is nearly universal for all businesses.

In fact, in many ways it’s the epicenter of all business.

You can even argue that it’s how business began.

It’s simple.

Powerful.

And energizing to any and every business.

It is…to sell.

To generate sales.

Sales is the genesis of any business.

And it is also therefore the key to performing any individual or business turnaround.

You sell.

You sell, sell, sell.

You sell your way out of trouble.

You sell your way out of any hole.

You sell your way out of any self doubt.

Increased sales cures 95% of all business problems.

The beauty about sales is that anyone can sell.

And it doesn’t matter who you were yesterday or what you’ve done in the past.

Today you can start to sell.

You can start a turnaround by focusing on sales.

You can even start a business from scratch if you know how to sell.

Nothing happens until there is a sale.

And if you can learn how to sell…

If you can learn to love to sell…

And if you can serve people while you sell…

Then you can sell your way out of any hole.

You can sell your way through any precarious situation.

You can sell your way past any seemingly insurmountable challenge.

Increasing sales can change your personal situation and it can be the comeback of any great business.

So if you need a business comeback, then get excited, get focused and go out and sell something today.

How to Recruit Top Talent for Your Team

Recruit

How do you recruit good people?

It’s one of the biggest challenges that our clients struggle with and why they come to us at Southwestern Consulting.

Recruiting is an important topic and it’s one of my favorite.

My start at Southwestern in college was catapulted because I loved and figured out recruiting early on and happen to break a 150-year-old record in recruiting.

Today, we see lots of different companies and industries that struggle to find top talent and team members.

So, how do you recruit good people? Essentially there are 2 key parts to recruiting that you have to do.

  1. Build the Magnet – This is that you have to do the work of creating an amazing opportunity for people. This involves strategic work with how the company is set up. And also involves the heavy lifting about how you present and position your opportunity.
  1. Build the Fishing Boat – This is that you have to do the work of creating a number of amazing systems and methods (ie. Poles in the water) for actually finding good people and then going after them to get them on board.

They both take a tremendous amount of skill, knowledge, discipline and work.

Typically, we spend most of our time training people and organizations how to build the Fishing Boat. In other words, we teach them about all of the different sources of where to find good people and then also the skills of actually how to recruit them.

How you recruit someone is about exactly what to say, what the process looks like, and what behaviors you need to take to convince someone to join your team.

[BTW bringing people to your company who currently don’t have jobs is hiring; that is not recruiting. Recruiting typically means you are recruiting someone away from some other opportunity that they are already (typically successful) in over to join your better opportunity.]

The “Building the Magnet” part is also critical though. This is doing the heavy strategic work of creating an attractive place to work. It really helps when you are out “fishing” for good people to have a highly compelling and appealing opportunity to be recruiting them for!

Here are 5 of the most important parts of “Building the Magnet” and making your opportunity a compelling and attractive one for people to join:

  1. MISSION – Your organization needs to have a crystal clear (less than 1 sentence), inspiring, statement about serving a human purpose that is higher than profit. And it needs to be repeated so often that everyone in the organization needs to be able to recite exactly what it is. Today people don’t just want to work somewhere to earn pay; they want to work somewhere to do good in the world. If you want to attract great people, you need to have a great why.
  2. CULTURE – Your organization needs to be a fun and enjoyable place to work. People have to look forward to coming there! That means you want a place that is positive, vibrant, innovative, inviting, and energetic. It also means you want a place where people feel recognized, valued, and important. Also, it helps to have a brand that is “cool” and fresh that people want to be a part of. Remember, part of people’s personal reputation and perception in the world is who they work for, so create something they are proud to be associated with and they will flock to you.
  3. LIFESTYLE – You want to spend a lot of time planning, strategizing, and being intentional about crafting what “a normal day in the life” looks like for one of your team members. You can’t just provide people a job anymore; you have to provide them a meaningful and uplifting way to use their life. Remember, people typically spend about ½ of their waking hours at work! Lifestyle is typically composed of: hours, pay, location, work environment, stress level, type of work, and of course the culture which is made up of the other people they work with.
  4. RECRUITING PAY – One of the simplest reasons why organizations don’t grow and recruit is because there isn’t any financial incentive to do it! Most people are simple creatures, we do what we’re incentivized to do. So if you’re not seeing the recruiting numbers you want, you might need to look at the incentives that are in place to do so. Also, recruiting (like selling and service) shouldn’t just be a department; it’s something everyone has to do!
  5. LONG TERM VISION – People want to work for a place that is inspiring and part of what inspires people is working towards a bright future. Your organization needs to talk a lot about what the future of the business is going to look like. What are the pursuits your team is looking to accomplish? What are your goals for who you’re going to help? What career paths are available to your team members? And what does their long term pay plan look like? What is the future of your company literally going to look like?

These are just a few of the elements that help you “Build the Magnet” and make your organization attractive. It’s only part of the battle because even if you have a great magnet, you still have to do the hard work of going out to “fish.” But those skills are longer than this post allows for.

If at any point, you would like to talk to us more about how we can help you with recruiting just reach out to me.

Here’s what is great about recruiting though…

You can recruit your way into a great organization!

If you’re just starting out, you can (quickly) build something great by recruiting great people.

If you’re an experienced but stagnant company, you can grow (dramatically) by simply starting to focus more on recruiting.

And if you’re in any kind of struggling business, organization, or enterprise you can recruit your way out of it! Recruit, recruit, recruit and it will help you turn around!

Good people changes everything.

Which is why a great leader is always a great recruiter.

Operating Out of Greatness with Lolly Daskal – Episode 189 of The Action Catalyst Podcast

greatness

Lolly Daskal is one of the most sought-after executive leadership writers in the world. Her extensive cross-cultural expertise spans 14 countries, six languages and hundreds of companies. As founder and CEO of Lead From Within, her proprietary leadership program is engineered to be a catalyst for leaders who want to enhance performance and make a meaningful difference in their companies, their lives, and the world. Based on a mix of modern philosophy, science, and nearly thirty years coaching top executives, Lolly’s perspective on leadership continues to break new ground and produce exceptional results. Of her many awards and accolades, Lolly was designated a Top-50 Leadership and Management Expert by Inc. magazine. Huffington Post honored Lolly with the title of The Most Inspiring Woman in the World. Her writing has appeared in HBR, Inc.com, Fast Company (Ask The Expert), Huffington Post, and Psychology Today, and others.

Show Highlights:

  • Am I operating out of greatness or am I operating out of the gap?
  • Greatness isn’t a destiny only granted to a few; it is a choice available to everyone. @LollyDaskal
  • Don’t ask “what do I want to do”, instead ask “who do I want to be” @LollyDaskal
  • Who are you being while you are leading and living? @LollyDaskal
  • In order to stand in your greatness, you must own all of who you are. @LollyDaskal
  • Great leaders have the ability to re-think. @LollyDaskal
  • Capabilities plus competence equals confidence. @LollyDaskal
  • Show others the greatness possible in their own lives by operating in your own. @rory_vaden
  • Rory shares 6 traits to know if you’re operating out of greatness.

 

Let Lolly know you were listening! Send a tweet to her: @LollyDaskal

Lolly’s proprietary insights are the subject of her new book, The Leadership Gap: What Gets Between You and Your Greatness, and is available for pre-order here.

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

Servant Selling

Don’t just be in sales; be on a mission.

Be so convicted in what you do that you have no choice to tell everyone you know about it.

Don’t just be closing deals; be changing lives.

Don’t just be pushing products; be transforming customers.

Don’t just be selling; be serving.