5 Responsibilities of the Board of Directors

The roles of the board of directors:

In the not-for-profit industry there are many misconceptions about the board of director’s role. First of all, all members of the board of directors have to be volunteers. Those volunteers have agreed to carry out the mission of that particular organization. It is the responsibility of the executive director to keep the relationship between the board and the organization healthy.

The five main responsibilities of the Board of Directors include:
Maintaining the mission
Developing long term plans
Financial stability of the organization
Developing policies and procedures
Building a supportive network and atmosphere

Maintaining the mission
It is the responsibility of the Board to ensure the direction of the organization. With that in mind the mission is the symbol of what the organization stands for with out a mission there is no organization. But over time organization can lose focus, direction, or support. A strong Board can make the difference between a growing organization and a shrinking organization. Over time the mission of the organization may be met (ex: curing cancer) what happens when the cure for cancer is found? It is up to the board to help redirect the new mission of the organization. Most missions theoretically could be met but will never be accomplished, over time the board may narrow down the mission or change the direction of the organization to provide focus.

Developing long term plans
Now that the mission has been established by the Board where to they go from here? Long term plans and goals. Goals are formed in the progress can be measured. Goals are to an organization what a map is to a vacation. In the same way a map tells you when you’re on the right track so do the goals the board set. Lastly, the board evaluates their long term plans to determine where they are at on the map, and to see if the organization needs to take a different path to end up at the mission.

Financial responsibility
It is the responsibility of the board to maintain good financial standings, and many times that means digging deep into their own pocket first. In an organization where a board provides direction how can anyone honestly believe that a board member is serious and committed to organizations success if they can’t put some money into help. If they don’t donate they should not be on the board. Donations are not the only thing financial responsibility means, when organizations have large sums of capital it is important to manage that responsibility, the board should approve budgets and keep an eye out for fraud and embezzlement. The Organization should be able to meet financial goals the board determines in their five year cash flow projections.

Developing policies and procedures
Policies and procedures reduce risk, and improve productivity. Getting the board involved in setting policy is one of the most important keys to meeting goals. Policies and procedures reduce the amount of discrepancies with in a company. The policies the board usually set revolve around legal and personnel issues.

Building a supportive network and atmosphere
It is not usually thought much about but the working atmosphere is important to the long term success of an organization. With out the correct atmosphere turnover rates skyrocket and the company spends countless hours and dollars training new employees. Not only is the atmosphere important to the success of the board and the organization, the network of who the board knows becomes important. Many times building a strong organization starts with a strong network of people. When the board members are firmly grounded in the community, the community allows the organization to influence to the people.

32 Steps to Starting a New Business or Non-Profit

Background work
1. assess your strengths and weaknesses
2. establish business and personal goals
3. assess your financial resources
4. identify the financial risks
5. determine the start-up costs
6. decide on your business location
7. do market research
8. identify your customers
9. identify your competitors
10. develop a marketing plan
Business transactions
1. select a lawyer
2. choose a form of organization (proprietorship, partnership, or corporation, for example)
3. create your business (register your name, incorporate the business, etc.)
4. select an accountant
5. prepare a business plan
6. select a banker
7. set up a business checking account
8. apply for business loans (if applicable)
9. establish a line of credit
10. develop the mission
11. obtain business insurance
First steps
1. get business cards
2. review local business codes
3. obtain a lease
4. line up suppliers (if applicable)
5. get furniture and equipment
6. obtain a business license or permit (if applicable)
7. get a federal employer identification number
8. get a state employer i.d. number (if applicable)
9. send for federal and state tax forms
10. join a professional organization
11. set starting date

The Best Coffee and the Best Way to Drink it!!!

Shane Scott Coffee Co's beans are roasted to satisfy your individual taste. The founders of Shane Scott Coffee Co. recommend using one level tablespoon of grounded Shane Scott coffee for three ounces of hot water. However, the coffee’s strength depends on the amount of coffee to water ratio. You ultimately determine the brewing amounts that satisfy your taste.

It is important to remember to use fresh coffee bean. Making a fresh brew of coffee requires the proper equipment, clean water and beans of the highest quality. Using Shane Scott coffee, 100% single-bean Colombian gourmet coffee, will assure you a bitter-less, smooth cup, fresh cup of coffee with no aftertaste.

The Equipment
There are many different ways to brew coffee. The better ways include:
French Press Percolator, Drip-filter type, Espresso & Cappuccino
Coffee makers and other utensils must be clean. It is important to wash the coffee maker thoroughly after every use to prevent the accumulation of residues that will alter the flavor and aroma of the brew. For best results always follow the manufacturer’s recommendations.

The Water
Water is an important ingredient. You want to start with cold pure water, preferably filtered, if possible. Heat the water to almost the boiling point, but it should not boil. This is the optimum water temperature to fully extract the substances that give coffee its characteristic aroma and delicious flavor.

Your Coffee
The quality of the coffee bean depends largely on : 1) the soil conditions and altitude where the coffee trees grow, 2) The appropriate amount of rainfall, 3) the care and handling of the coffee from the moment of harvesting ,& 4) beginning of the roasting process to the end
Because the demand for freshness, aroma, and flavor Shane Scott is determined to provide the highest quality roasted beans on the market today, the roasting process is a crucial phase in the final product. Roasting the beans for too long at high temperatures (what’s called "dark roasting") will result in a flavor that masks the natural flavor of the bean. A light roast uses less heat. This method does not injure the bean and reveals its full flavor. Do you expect to get a great cup of coffee if you use a low-grade cheap coffee? Of course, taste is a matter of individual preference. A high quality coffee like Shane Scott is processed to meet the requirements of most demanding and discriminating tastes.

with so many post about topics that will help in the nonprofit sector, this one will become a life savor to anyone who has to work long, long hours.

15 things to remember when starting a new project, business, program, or event

Keep others best interest at heart
Don’t Give Up
Hire a Good Lawyer
Hire a Good Accountant
Give more than you ever have before
Don’t let others run your project for you
Marketing & Sales are everything
Build an Image
Branding is important
leaders are readers
Pay people on time
Designate one weekend a year for retreat/ alone time (reflect)
Create a atmosphere of teamwork
Training saves money in the long run
Do what ever it takes to keep a good employee

3 Ways to Significantly Reduce the Cost of Advertising!!!

Non-profits can save extra money on their advertising bill by keeping the following in mind:

1. Cooperative advertising – This is when two or more companies teamup. They may offer complimentary products or services. The teammates may share the same space.

2. Co-op advertising – Ask a supplier or manufacturer to pay part of the costs by including their logo in the advertisment.

3. Trial advertising – It is perfectly exceptable to try smaller ads in your immediate target area before unleashing your entire budget.

The four C’s of team success

–Collegiality :
working as colleagues, with respect for intelligence and capabilities of others
–Collaboration:
working together towards a common goal
–Coordination:
well planned activities, being able to work independently for the sake of the team’s goals
–Coaching:
the leader guides the team in setting goals, trains the team lacking in areas, and motivates the team towards a common goal

A team is a group of people who collaborate and interact to reach a common goal. Corporations use team because they can get accurate input on decision making from the entire organization.

Provided by idiot's guid to team building!!

Why a web site?

Credibility
A web site validates your business. Think of the number of times someone wants to know more about your business and resorts to the internet to find this information. If you don’t have a web site you are missing out on the opportunities of connecting with customers, employees, potential partners, donors, and investors.
Access
The internet works for you 24 hours a day 7 days a week. Therefore your website is always accessible to your potential customers. Your web site never makes a mistake or doesn’t show up for work. It sounds like your web site is your best employee already.
Exposure
The internet reaches people in every state, country, and continent. No other channel of distribution can possibly offer that kind of exposure for your business.
Innovation & Relative Cost
Relative to other forms of advertising, your website will be the least expensive form of advertising you will ever incur. A web site can do more to add to the bottom-line of your company as well. Ask any representative how integrated databases report effort, improve efficiency, and increase productivity.

8 Powerful Ways to Improve Your Advertising & Make More Money!

1. Keep it attractive, reader friendly, and above all simple.


2. Put yourself in the customers shoes. Think: “what offer would I respond to.”

3. Pack a powerful headline that is highly targeted. Use subheadlines sparingly.

4. Ask others such as co-workers and/or family if they would respond to your offer.

5. Keep running a successful advertisement until it becomes unsuccessful.

6. Remember advertising is usless unless it gets into the hands of a specific target audience.

7. Specialize in one particular product, service, or idea. Selling too many things confuses the customer.


8. Give a reason to buy now!

The Most Important Things to Include in a Business Plan

Many people have been asking me about writing business plans and grants. I have outlined a sample of some of the work I completed . This format has been funded before.

Your success in being funded will ultimately be determined by your ability to create a vision, demonstrate passion, and structure a plan that is easy to understand and follow.

You may ask for some help when putting together all the numbers.


1. Executive Summary
2. Business Description
3. Business History
4. Statement of Impact (to the community)
5. Business Highlights
5a Product
5b Market
5b Customer Base
6. Sales/ Marketing Strategy
6a Advertising
6b Competition
6c Direct Competition
7. Management Structure
7a. Key Management
8. Goals and Objectives
9. Financial Budget
10. Terms and Conditions

Appendix
Sample marketing materials
Sample of Systems (such as inventory control methods)
Contracts (agreements with customers)
Vision for the future

Nathan Bush © 2006

Advertising in Unlikely Places

Today in between sales calls I went to the book store to do some research. While I was there something interesting happened. I ran into a gentleman whom I happened to know from a while back.

He asked me what I was doing these days and I responded with a power packed phrase, “at Hometown Family Savings, we help companies increases opportunities for specific industries such as home & garden, restaurant, children & teen activities, and holiday gifts!”

I asked if he had a minuet and he did. I went into my presentation at the Barnes and Noble off Midrivers mall drive. (Thank you for the good coffee Sam).

By the end of that encounter I was able to help another business owner increase his opportunities and increase his exposure to 130,000+ homes.

Always be ready for anything.

Advertising morale: Like my encounter at the book store, nonprofits can find customers/funders in unlikely places. Remember to keep 3 things in mind when advertising:

1. Target your message – Like I did. I was able to use the book store to build common points of interest.
2. Use powerful wording – The words you choose move people to action whether they are written or spoken.
3. Be in front of the customer when they are ready to buy- the customer was obviously in the mood to spend money, it just so happened our publication appealed to him and he was ready to make a purchase/decision.

Branding For Nonprofits

Today, I woke up and ate a bowl of frosted flakes (Tony the Tiger). Next I took a shower and scrubbed my head with dove shampoo (White Dove), and as I drove to work in my Ford F150 (Built Ford Tough), I thought about the meeting I had coming up at subway (Jared) for Lunch.

It seems to me that these companies have a direct influence in my life and they have also built a strong Brand Name, or influence in other peoples lives as well. Branding is not something new to the corporate world, but to the not-for-profits, branding has yet to be implemented as part of major marketing plans.

Brand, what is a Brand? The term originated in the days of the Cowboys and the Wild West. A Brand or an iron rod shaped into a recognizable image was used to mark cattle. The Cowboys would heat up the rod until it was red hot and literally burn the shape into the cow’s hide. Now, that cow was forever known as branded, marked, or identifiable. If a cow was to wonder astray or become mixed in with the other cows, the Cowboy could easily spot his cow and separate out the rest.

This concept applies in the same way to not-for-profit branding. Who are your company’s cows? How can you mark the people who should be reached by your organization? Which clients, donors, or volunteers do you mark and claim as yours?

Every time your organization is able to brand the correct cows, then your advertising dollars are more effectively spent, it is easier to target you market (because you know your customers are the ones with the brand), and your organization has the ability to reach more people and influence more lives.

Herman in his book The Jossey-Bass Handbook if Nonprofit Leadership & Management states marketing for nonprofits unlike the private sector marketing, which defines the market solely in terms of customer, is always focused on two major constituencies, namely, the resource provision market (volunteers, donors, funders, government grantors) and the resource allocation market (clients, patients, students, legislators, general public).

Further more he goes on to say, a brand will embody a set of organization or program characteristics that the market believes will be delivered consistently…. It can position and organization, builds trust, raise an organization’s profile, and provide insulation from competition.

4 easy steps to remember when branding:

The 4 R’s of branding
Recognize – how your organization is positioned in the marketplace
Remember- your brand is your company’s image
Remind- markets of your brand
Reevaluate- how your brand fits into the marketplace

10 things that payoff when fundraising or selling

1. People don’t care about your company they care about theirs
2. The less information the better
3. Every technique you learned in school is theory and not reality
4. Giving up is not a good idea because persistence pays off
5. Get the amount of the money out of the way first
6. Show up on time
7. Call before appointments (gas is expensive)
8. Try to be good at what you do but not too good
9. Invite people to do things with you
10. Ask for payments not lump sums

Ten Things to Keep in Mind When Working with Mentally Challenged

Working with the Mentally Challenged can be a tough job. If you are considering a job within that specific field there are 10 things to keep in mind:

1. The people you care for, care even more for you
2. Losing someone is hard
3. Some people can get you to do things for them that they could do themselves
4. Give options
5. Let them try to do things on their own (you are there to assist them with living not live for them)
6. Take good care of yourself (including personal hygiene)
7. Introduce them to everyone
8. Smile even when things are rough
9. Don’t encourage negative behavior, reward positive behavior
10. Be ready for anything.

P.S. Mentally Challenged people are the most loving people on this earth. It is best to approach a job working with the MC from a best friend’s point of view. Treat them as though they are your best friend and they will be.

Case Study & Team Leadership

1. Michael is a coworker and he has been assigned to your team. You have no choices, but to work with him and his abilities. Michael is a worker with a MBA in Marketing and is the Vice President of the St. Louis region of Core Express, a company that builds telephone networks and sells them to Southwestern Bell and other telephone companies. Michael always does just satisfactory work but that’s all.

When projects fall behind Michael’s work is slower or less accurate, the other associates/technicians have to help him catch up when confronted work speeds up, but then slowly reverts to mediocre performance. What type of trouble maker is this? What can you do as the team leader when assigned to a project with this team member?

1. Low self esteem
2. A Member Who Does Not Carry Thier Load
3. Overly sensitive
4. Can’t keep their cool
5. Information hoarder
6. The Naysayer
7. The know it all
8. The prima donna

You can respond to this question: bignatelu@hotmail.com

What First Money or Mission?

Continue to be money driven and be out of business in a year’s time; and with only mission an organization cannot continue to sever the very people they are trying to help. One good example to understand this principal comes in a story. The story of the little boy who was on a mission to find his dad a father’s day gift:

There was a little boy on a mission to find his dad a father’s day present. The little boy only had a small savings of $5 but it was important for him to go look. He went to the shoe store to look for shoes, but they were too expensive. Next he went to the bakery, but the goods would have molded quickly. He went to the tackle shop, but the fishing lures did not seem to be the perfect gift for his dad.

It was getting late and dark outside. The boy had to be home by dark. He stopped at a watchmakers store on his way home. Out side he ran into a gentleman to whom he told his story about the father’s day gift. The man bent down and handed him $100. The little boy took that $105 into the watchmaker’s store. The kind gentleman was sitting on the bench when he came out of the store.

The man asked the kid, “So, what did you get him?”

The kid responded, “nothing from the watch shop that’s were my dad works!”

“What are you going to get him?” The man asked with a confused look on his face.

The kid responded, “I think I’ll give him an awesome rock I found and a kiss for father’s day. I’ll spend the $105 on candy for my friends and me.”

The moral of the story: the kid’s mission was to find his dad a father’s day gift and the man thought it was money that was important to the kid. Without money organizations can not possibly continue to operate, but without the right mission they would not exist.

Advertising & Not-for-Profit Organizations

There are two different types of Advertising: Image (Brand) advertising and Retail advertising. Image advertising is a way to change the life styles we live, and the items of importance to a society. Retail advertising is a way to move people to buy a specific product from a specific place.

One good example of Image advertising is a full page advertisement for the YMCA; it may show some kids in the daycare while the parents work out in the gym, the advertisement might read: we build strong kids, strong families, and strong communities. A good example of retail advertising might be the advertisement of ¼ a page for the YMCA, with a coupon for one month’s free membership if you sign up before the following month.

Nonprofit image advertising could be thought of as a way to change the way people think, feel, or act about their organization. Not only that, but image advertising can help people become informed of ways to: donate, volunteer, or participate in a program or service that they wanted to, had the desired to, but never knew, that such a/an program or organization existed.

Marketing a Good or Bad Mindset for Not- for-profit Organizations?

Few nonprofits have marketing departments and even fewer embrace marketing as an important part of operations. Throughout the history of the nonprofit sector marketing has almost been a bad word, but there are many reasons these ideas are changing. Most nonprofit organizations now, recognize the need to broaden their activities beyond the production of services or advocacy to focus on the clienteles they are trying to reach.

One definition for the term marketing includes: any action, process, or situation implemented for the purpose of selling a product, service, or idea. The word selling is where most people have a problem. In a Non-profit organization there is no such thing as selling. There is programming, fundraising, recruitment, accounting, grant writing, but absolutely no selling. Or do non-profit organizations sell?

Selling is nothing but a way to make products, services, or ideas desirable to another person so that they try to obtain those products, services, or ideas. An employee can sell a good idea to his boss in the same way the YMCA can sell memberships to potential members.

What does it mean to sell a product, service, or idea? three things must happen before you can say something was sold: 1. A business or person must be helped or improved, 2. The person being sold must feel the same way about a product as the salesperson feels, 3. Everyone within the transaction must understand enough infromation about the product that they respond with positive actions.

Well, Non-profits certainly do not have a title position called salesperson or account representative, but everyone in the organization ought to be a salesman for the organization. What is the role of the “salesperson” in a not-for-profit? MARKETING!

Making services/programs available
Arranging materials to be easily understood & desirable by "markets”
Relaying feedback to the upper management or board
Keeping all profitable markets open (succesful programs open too)
Encouraging new ideas & new markets to buy into the mission
Targeting specific markets that may have interest in the mission
Investigating new ideas and
Nudging people to for financial resources: donations, grants, or program
Growing the organization because of successful segmentation

Advanced Advertising:

FREE GAS CALL TODAY! The idea behind advertising is to catch people’s attention! Right? This tag line was precisely the way Cool Shades Vehicle Tinting caught people’s attention. The owner was looking for a way to create value for the customer and empathize with the people who suffer from rising gas prices.

Cool Shades in Saint Charles MO is offering a $50 gas card to anyone who gets their entire car tinted before August 30th 2006. The owner said, “The best way to increase business is show people that you care personally about them.” This Ad that ran in Saint Charles County Home Town Family Savings is a great example of how to advertise effectively.

The Ad: featured in coupon style, was to be cut out of and old time gas pump. It is really cool! To this date, this is probably the best example of putting the customer first and meeting the needs of the growing community.

Advertising like this takes customer service one step further than normal. This idea catches people’s attention because the business owner was able to empathize with the community (customers) and not just sympathizes. He knew & understood how increasing gas prices reduced the discretionary income contributing to things like car window tinting. But he does not feel down like the customers he servers.

Instead, this smart owner was able to back away from the problem (increasing gas prices) and offer a solution ($50 free gas).

Basicly reading this just saved you $50 on your next gas bill: if you pick up a copy of HOME TOWN FAMILY SAVIGNS.

I Set Goals! Why Am I Not Successful?

There are a lot of busy people out there. I’m sure you’re one of them. Just being busy is not accomplishing your goals. You know that but why? I know you work hard just like everybody else, and it seems like the only way to be successful is to “GET LUCKY.”

I was told a long time ago that LUCK is when: Living, Understanding, Connecting, & Kindness enjoy each others company or to put it in simple terms: “When opportunity meets preparedness.” ~ Brian Bush.

Living- breathing, moving, thinking, and learning.
Understanding- knowing the opportunities, knowing something, and putting it to use.
Connecting- finding the right situation.
Kindness- knowing that you must put the needs of other first.

Alright, alright, alright……how does all this tie into goal setting and being successful.

When you set goals it is important to attach a value to that specific goal. Simply saying I want to buy a house is an idea but it is not a goal. Let us think about this for a second. What are your values????

Do you value family, wealth, security, teamwork, planning ect……

Now that you have determined some of your values…..every goal that you set should be formed around those values.

If you value
Family: I want to save/earn enough income so that I can help my family
Wealth: I want to save/earn enough income so that I can obtain wealth
Security: I want to buy a home so I have security

When you attach values to your goals the goals you set become important to you. When you are working on value-goals those opportunities to get lucky open up.

Get lucky set a Value-Goal today!!!
Nathan Bush.
636.399.0416
http://www.nonprofitmindset.blogspot.com/
May 12, 2006

Close More Sales With Referral Based Selling

Many salespeople would like referrals, matter-a-fact it is what pays a lot of people’s living. Sales books and CD’s everywhere pride on referrals. It was a Thursday when I first introduced referral based selling into my sales process.

I was on a sales call and it hit me, like most good ideas. It was the first meeting of the day, and I was meeting with Bob from BBrook Auto Insurance. He was the owner of this franchise and was just starting out. He had been in insurance sales for a while, but decided that he wanted to own his personal firm.

His insurance policies focused mainly on high risk auto insurance sales. I was trying to help him advertise in Hometown Family Savings, the direct mailer magazine I have been selling for. The only reason I was in his office to begin with, was because of a referral from my hairstylist (anyways).

The conversation that closed 7 sales (including this one) went like this:

Bob: So, I want to purchase a ¼ size space I think it would help me out…
Me: Yes it would, and I understand you are ready to make a decision?
Bob: Yes I am!
Me: Bob, I don’t think it would be in your best interest to do so right now….
(I turned down a sale WHAT?) No I did not! follow me for a second
Bob: What?
Me: Bob, to help your AD do the very best, I think that we need to fill the page with other businesses that revolve around high risk auto.
Me: Do you consistently deal with any traffic lawyers or any other business that complements your company? If you do, we should have them on the same page… To receive the best response possible we should fill the page with companies that people go to when they are in high risk auto situations.
Bob: yeah that’s a good idea; I want my AD to be looked at more often.
Me: So bob, why don’t you talk to the people you do the most business with, and see if it would be beneficial for them to commit with you. Until then I can not sell you this space….See until this is the best decision for you; I can not let you make a mistake….

Thee days later I sold his entire network because it was in their best interest.

Five things that help close referral sales:
1. Integrity
2. Problem solving
3. Turn customers into salespeople for your company
4. Make the product desirable, but only obtainable with referrals
5. Patience (Don’t pressure customers into buying)

Volunteer Management

Recruitment, Retention, & Reward

Recruitment
The 4 Secrets of Superstar Sales People.
1. Positioning and Being Prepared for Volunteers.
2. Provide Potential Volunteers Time to Think.
3. Probe, Don’t Push Volunteers Away.
4. Prevent Misunderstandings (Use Good Communication Skills).

Retention
You must B.O.T.T.L.E your volunteers if you would like to retain them.

Believe in the volunteers
Offer Orientation
Train Volunteers
Trigger action
Listen to feedback
Evaluate their progress

Reward
The only way to truly reward your volunteers is L.O.V.E them.


Listen to their needs
Offer support
Value their work
Encourage volunteers

The best way to introduce a volunteer program is complete the 4 steps to reaching organizational maximization:
Research
Plan
Implement
Evaluate

College AH! Where did it Go?

“10 Steps For Students Who Are Graduating”

College is over! It is the end of the semester and graduation is this Saturday. I am truly the most scared I have ever been in my entire life. College has been fun though, and I have had some great times.

There were things in college that have shaped my thoughts, beliefs, and actions. After only 3 years its over! Up until now my life has been easy, fun, and comfortable; all I had to do was what I was told.

Man I had some great times!!!

Now it is time for me to be set free. Free?? Was not I free before? NO! I was in the educational system, and now I have the whole world in front of me. I have so many questions that I need to answer myself NOW:

What do I want to do for a living?
What kind of hours do I want to work?
What kind of benefits do I need?
How in the hell do I pay all these bills?
How do I become Wealthy?
How do my peers see me?
What do I want to be known for?
Do I have enough experience?
Who will give me the chance?
Will the person who employs me pay for my continued education?
How can I make a difference in the world?
What do I truly like to do?
What needs to be done?
Where are all my friends now?
What kind of jobs are they getting?

The list goes on and on, but there has to be a rational way to take the step from college into the real world right? Answer: Yes! There is a logical step by step guide to follow.

Here are the10 steps for students who are graduating:

1. Email people
Send an email to all your contacts (teachers, friends, family, coworkers, business owners ect...) thanking them for all their support guidance through your college experience. Let them know how much they mean to you.

2. Keep a journal
Write down your best marketable qualities. Write down things that happen to you. Keep writing all your ideas and review them at the end of the month.

3. Talk to everyone about your skills (Network- not neteasy-netWORK)
Go to seminars, association meetings, and family events. Use these opportunities to build relationships with people. Call other professionals and ask them if they have time to talk to you about their job.

4. Read a motivational book or magazine on success
There are many books written to inspire you as well as focus your attention on your personal best qualities. Try to apply principals that you learned in books, to your life

5. Listen to speakers on your Ipod
It may sound funny but I did it and it helped me focus my personal goals as well as teach me how to negotiate my salary.

6. Review interview question
I feel it was important to practice before the “game.” It dose not matter how good of a programmer you are if you can not sell yourself in the interview.

7. Do something to help other people for free
Zig Ziglar states “You can have everything you want in life if you are just willing to help enough other people get what they want first!”

8. Write your resume
By the time most people graduate they already have completed this step.... but, go back and review it. Try to structure the resume to the specific job you are looking for.

9. Find a mentor – someone you look up to for guidance

10. Set personal value-goals
Read my section on setting value-goals and it will make a difference in your life.

A Testimonial from a Volunteer

I am a volunteer, and I was asked to help your organization. I am dedicated to helping the people this organization serves.

I am your volunteer, and I need an orientation. I am not just free labor. I am not here to just clean the floors or take out trash (although I will).

I am a volunteer, and I want to make a difference. I have a career already, and I came to your organization ready to use the skills I have already developed to fulfill the (organizations) mission. In every way I want to help because I love what this organizations stands for.

I am a volunteer, and I want people to at least say thank you to me, when I do something.

I am a volunteer, and I spend my own money, time, and resources to help this organization.

I am a volunteer, and this organizations success depends on my ability to perform. I struggle with my family, friends, and peers; they do not understand why I a volunteer.

I am a volunteer, to give to the community so that other do not have to suffer, so that kids can grow up with the right head on their shoulders, so that people can have the same opportunities as myself.

I am a volunteer, and I would put my life on the line to defend this organization because I stand by the principals from which it was founded. I want people to know that the values of this organization are the same as mine.

I am a volunteer to bring peace in the world, to those who are attacked in this world’s war, and they don’t know why, or how come.

Yes! I am a volunteer, and I know that this organization, with all my heart, represents me and I represent this organization. Where you lead me I will follow and where I lead you, you too will follow.

I am a volunteer changing the world, living in the world, and helping the world one person at a time.

Are you a volunteer?

Any Business Owners that Need Training Call Me!!!

8 out of 10 businesses will fail in the first year of operations. Each and every day I find another business owner that actually has no clue what in the world he/she is doing. There are so many businesses out there that fail and now I understand why.

Today while I was out soliciting potential advertisers, I found a couple more of those business owners that I just wish had a clue. Today started Ok things were going fine. The first business owner was perfectly normal. He pretty much had things under control. But things went down hill quickly.

At one point I remember going into a restaurant and I remember the owner saying to me, “we already advertised on the radio, in the newspaper, and other publications for May. None of them have worked out.”

I ask him, “How do you track your response, how can you tell if they worked or not?”
With a confused look on his face he replied, “Track my response?”
I said “yeah, you know, how do you measure your return on investment?”
He looked puzzled and responded, “Return on Investment?”

I sat down with him and tried to helped him understand that a return on investment means an increase in the amount of money you make after (advertising) spending money to better the business and so on…..

I still don’t know if he understands, but what I do know is that if there was any way at all to help this business owner I wish I could do it. Training business owners seems to be 80% of sales.

When I finally help this business owner understand what is going on I am sure he will buy from me. The reason he will buy is because I know our Direct Advertising Magazine (Hometown Family Savings) will help him grow his business. He just doesn’t understand that yet.

Why do businesses fail? Many people will tell you things like:
Lack Of Capital
Poor Management
Flooded Market
Trend Dies

I think a business can only grow if:.
Research The* owner is well educated
Plan The* owner sets Value-Goals
Implement The* owner practices horizontal leadership
Evaluate The *owner does not have a self-destructive attitude.
*Owner can be replaced with CEO, President, Boss, or Manager

Do you understand Return On Investment (ROI)?

The Value-Goal

"How to set goals that will be accomplished"

Every book you read will tell you that you need to have goals. You need to set goals, and you need to complete goals. That is true; however, what is a goal if it doesn’t mean anything to you. I could set a goal to build the tallest building in the world, but what actually happens? Nothing! Unless I attach a VALUE to that specific goal.

I have six personal values that guide my decision making and help me set goals:

Education
Charity
Respect
Leadership
Organization
Teamwork

Every goal I set has these six values attached to help me accomplish my goal with promptness and efficiency. When you attach a personal value to your goal, only then does the goal become important and obtainable.

So, how come some people never reach their goals?

Simply, It was not important to them. They did not have a VALUE-GOAL they probably had an Idea. The difference between an idea and a goal (value-goal) is: an idea is a feeling that something is likely. A VALUE GOAL is based on your core principles, and is a measurable something that (if not accomplished) will tear on your personal foundation.

Every time I am granted the gift of leadership, my personal plan is form all around my values.

In 2005 I was on the Executive Board of a Lindenwood Student Organization. I though it was time to implement a rewards system that would further ingrain these six values in all the students that went through the program.

I thought of these six awards:

Highest Scholar Award (highest grade point average) – Education
Heat Award (person who did the most volunteer hours) – Charity
Campus Citizenship Award (Person that demonstrated best integrity) – Respect
Valued Leader Award (high leadership skills) – Leadership
Prompt and Prepared Award (On time and prepared)- Organization
Committee Award (Best Committee) – Teamwork

Having specific “VALUE-GOALS” to achieve each semester will create a culture in that organization that is focused on significance, service, and success. If it is true that success breeds success then VAULE-GOALS matter. This rewards system was also a perfect demonstration of how to set VALUE-GOALS. If a student wanted to win an award they automatically knew the value that was attached to their goal. This made competition tough, but it helped move the organization into a more successful mindset.

Students that were once a part of this organization are now very successful. The key to their success is the ability to set VALUE-GOALS.

Why do I want to graduate from college? Answer: because I value my education.


How do you set goals?

My Fiance is the best salesperson ever.

My fiancé is the best salesperson ever.

My fiancé is the best salesperson ever. Not to brag, but I learn a lot of things just from paying attention to her.

It was two days before this past Valentines Day (February 2006). She said to me, “Nathan, what are YOU doing tomorrow?” I just knew what was coming next….. She was going to ask me to go eat lunch with her, or waist my time when I had work to get finished… (I was working on deadline for a few accounts…. in sales).

So, I responded the only way I could, “I’m working tomorrow and it is deadline. I’m really busy. “Awe……pause ...she said. “That’s okay.”

Then she asked me (In her sweet lets go get lunch voice), “where are you going to be at?” and I was on to her trick. I said “all over town.”

She chuckled as she closed the sale on me like this……

“Well that’s great” she snickered….”I picked out my Valentines Day gift. It’s at Victoria’s Secret behind the counter on hold. All you have to do is go there and pick it up!” She said with a huge smile on her face.

What could I say…. She had made it easy, quick, and convenient to buy. How could I honestly say NO!?

I couldn’t!!!!

When I got there, and she had placed not 1 but 2 items on hold. What could I do I had to get both. I was thinking for our first Valentines Day I would spend, ya know, maybe $20 and move up from there over the years. Nope! $150 all because she is a good salesperson…..

Message sent…….message received.

How convenient is your service or program to buy?

Horizontal Leadership

What do most people think of when they hear the word “leadership”? Some of the answers I received when I asked over 300 people at Lindenwood University this very question were, “strong, powerful, the boss makes decisions, likeable, and courageous.” People tend to associate a leader as a person who is over a group of people.

Leader
Followers
Followers
Leadership as defined by the dictionary is to influence people’s actions, beliefs, and/or decisions.

Leadership in the most common understanding takes a (visually) vertical approach. Kouzes & Posnes in their book Leadership the Challenge state, “The climb to the top is arduous and long.” Many people describe a leader as someone who, “is at the top of the ladder.” They make take charge. Leadership is recognized as the person who has the most influence, therefore recognized at the highest point in a group.

Horizontal Leadership
I’m here to tell you that leadership is not at the top (visually) or at the bottom (visually, as in servant leadership). Leadership is horizontal. What does this mean?

Followers Leader Followers


True leadership (influencing people’s actions, beliefs, and/or decisions) can only happen if the leader is seen on the same level as the rest of the people in the organization, group, or association. They share the same values, ideas, and beliefs. When people who are peers feel at any time that they are below the leader, anxiety well be felt by the peer group, and they will ultimately be envious of the leader’s position.

This was very obvious this in 2005 when I was working with a campus organization at Lindenwood. There were about 35 people in our organization and many of them were very ambitious people. Paul was the president of the organization at the time.
Paul was a very effective leader.

He had this ability to help people reach their full potential, and in turn the organization grew leaps and bounds. One day I ask Paul, “how are you such a great leader?” his answer was profound he said, “I ask others for advise”

The goal of a leader is to help their peers understand that they are on the same level. A great leader truly and honestly appreciates the input from others. My idea behind leadership is that a leader organizes other people’s thoughts, beliefs, and ideas to be productive. A leader is not the first to go into a room, a leader is the person whose peers have the desire to find out what is in the room, and the leader organizes the trip.

How do you see leadership???

For Part 2 of Horizontal Leadership:  Click HERE

Ten Tips for Successful Phone-Drives that Raise More Money

1) Make your donation first
How can you honestly expect someone one at the other end of the phone to make a donation if you yourself haven’t even made a donation? Wanting someone else to do something you are not willing to do dose not make much sense. Do you believe in the organization? Well then make YOUR donation.

2) Have the Story
Every successful phone drive is backed by a strong success story by the organization. Get everyone making the calls to understand the story and be able to recite it from memory. Powerful stories provide pictures for the prospect to visualize when making a big commitment.

3) Your smile will bring their smile
Smile before you dial. It is important to love what you are doing and why you are doing it. If you are not smiling your prospects will be able to tell, and a very small number of pledges will be make that day.

4) Find the decision maker
If the prospect says, “I need to talk to my husband.” You might respond, “Is he the one that will ultimately make this decision.” “I would love to talk to him. When is he available?”

5) Ask for exact amounts
It is better to ask for an exact $25 or $75 commitment. You might say “with your support last year at $25 the organization was able to accomplish amazing things…..this years we would be great if you were in a position to give at the $50 level or higher???”

6) No! “I don’t know enough information”
When a potential donor says “no” all that means is they don’t kNOw enough information about your organization. You believe in it or you would not be calling them. Well you kNOw way more information than they do, and it is your responsibility to help them understand WHY they should donate.

7) Think in their best interest
List the benefits of donating to help the potential donor see how they are exactly helping. If they are going to be recognized tell them how. Getting a potential donor to commit to a donation is as simple as helping them see how they will benefit from the donation……even when they benefit by feeling good about doing something right!!!! Help them to feel the way you feel about the organization!!!

8) Suggest different giving amounts
Never ask for money like this. “We are raising funds for the Boy Scouts. Do you want to donate?” It is better to give them a choice. Try this for example, “we have three levels we are excepting pledges at. First, the bronze level at $25 will help people like Dale make it to camp. The second level is the silver level at $50 and so on….”

9) Negotiate
Often prospects will say I can not afford to give at any of the levels you are asking. That’s Ok! Ask them why. They might respond “I do not have that kind of money available.” Your response might be “that’s ok I know how you feel, many of our top donors felt the same way before they made their decision, what those select few top donors have found out is that giving at that stretch level is not as hard as they had though. In fact year after year they continue to support our organization at the same level. If you would like to be a top donor we can work out a payment schedule.”

10) Follow up! Always follow up!

***Eight Ways to Improve Your Business Writing & Profitibility Today***

“Guaranteed or your money back!”

1) Lead with the need
Get to the point right away. Tell people everything as soon as possible. In a nonprofit let people know exactly what the need is first. The need is the strongest point your organization can make.
For example :
3,000 people in your county are homeless. We want to see this number reduced drastically by May 15th 2006.

2) Build creditability
If you are a new organization find a way to build creditability by attaching your organization to established company. If you are an established company remind your audience of that. People want to do business with companies they know are established.

3) Less is more
Do not ramble on and on. Say what you have to say and stop writing. The shorter the better. Don’t try to make too many points all in one piece.

4) Who, what, when, where, why
Try to establish the 5 “W’s” as soon as possible. The reason this article is effective is because in the opening headline it establishes the “5 W’s”. Who: You, What: Writing, When: Today, Where: In Business, & Why: Increase Profitability.

5) Encourage people to take a positive action
If you don’t tell people what to do they will not do anything. Be specific in the directions, and don’t let your audience leave before they know what they are doing. If you want them to donate tell them to! Match the need to the positive action.
For example:
Donate today and you can help house 3,000 of the homeless people in your community, please call 555.555.5555

6) Be repetitive, Be repetitive, Be repetitive
This is self explanatory. Be repetitive, Be repetitive, Be repetitive!!!
With every piece of literature you create Be repetitive Be repetitive Be repetitive. It works!

7) Write to a very specific audience
All this means is target your message. Keep in mind which group of people you are calling on to take a positive action. The message should feel to your reader as though it was written specifically for them.

8) Be Looney, Opposite, Unique, or Different ***(LOUD)***
If you can make people stop and think, they will remember your writing. The more different your writing is the more people will talk about your writing to some one else. Remember to make your writing as LOUD as possible.

How to Over Come a SELF-DESTRUCTIVE ATTITUDE

As recently as last week my fiance Casey was down on her luck. Anything that came out of her mouth was negative and depressing. All she could see was the negative in everything. She was looking for reasons to be upset and she found them.

Not much was changing, and being the motivational speaker that I am, I was beginning to wonder if I picked the right career. I could not get her out of her depression.

Then I had an idea! Out of no where it came to me. I simply said “hey Casey why don’t you e-mail me one thing you accomplished today and every day for one week.”

You would not believe the difference! Just seeing all the emails at the end of the week changed her entire perspective about live. I guess that the way to over come a self-destructive attitude is to realize that YOU are a GREAT person.

When she was shown all the things she had accomplished she started looking at the successes not the failures. When you can focus on your successes people will see you as a more positive person, and you will see yourself as a more positive person.

Think about this!!!!
Is it a bad day or do you see it as a bad day?

The Six Year Old Superhero

This past Easter reminded me what giving is truly about!

Bill, 40+ years old, is Mentally Handicapped (MH), and has been his whole life. Basically Bill had no family.

The reason I know Bill is because he is under the care of a non-profit organization called Community Living, where my fiance, Casey, currently works.

Bill had been very down, depressed and upset because all the other guys in his group home had family to go see on Easter. He did not. Casey asked if it would be alright to bring Bill for Easter (to my families gathering), “Of course,” I responded. Little did I know what a difference it would make!

My whole family was there, and Bill seemed to fit right in. Everybody just loved bill, especially my little six year old cousin Olivia. She took a special interest in Bill.

Well it was announced “THE EASTER BUNNY WAS HERE, AND HE HID SOME EGGS. WHO WANTS TO GO EASTER EGG HUNTING?” Oh boy! Everyone was so excited to go out and find those eggs.

All my 10 cousins 12 years of age and younger rushed to line up at the door. Every one was so excited! Well everyone except for Bill. See he too wanted to go Easter Egg Hunting, but he did not have any thing to put the eggs in.

Then out of the corner of the room Olivia, my little 6 year old cousin, said “here Bill I found this bag for you.” Bill had a bag oh boy he was delighted. All the kids rushed out side.

Abby found an egg. Then Teresa found an egg. Then Kyle found three. Dustin found two, and Gabriel for 2 more. What about Bill?

He would see one but Kyle would beat him to it. He would see another and Abby would beat him to it. Then something amazing happened. Bill looked down at the little six year old tapping on his leg. “here bill I found this for you,” Olivia stated as she handed Bill a little yellow egg.

This story may not be much to you, but when you ask Bill where he got the little yellow Easter egg sitting on his dresser he always responds “the Superhero.” See the kind gesture, of that little girl, made a huge difference in Bills life.

Why was she his Superhero? Did she save his life? Probably, not! She did something much simpler…………………………….she GAVE………… she truly, truly gave.

4 Secrets of the Saint Charles Superstar Salespeople

To be extremely effective at sales it is important to remember that cultures are different, not just around the world but, all around the country. Salespeople in Maine can not use the same approach as account representatives in California. Truly successful salespeople already know this; however, local culture is becoming more and more important to understand.

When doing business with the Saint Charles community companies should give some time to understanding the people and the corporate attitude. Saint Charles is filled with many opportunities for account representatives to increase their number of sales and assist in the growth of their companies.

How are salespeople in Saint Charles going to close more sales?

Secret #1
Positioning and Being Prepared to Sell
What does it mean to be prepared to sell? Having an order pad, laptop, pen, notes, and research of on the company? Most of the Super Star Salespeople in Saint Charles world agree it is much more. Salespeople must build a winning network, target specific companies, review their marketing materials, explore just one industry, become knowledgeable about that industry, understand their products completely, and demonstrate that the selling company can handle the order.

For example, if a beauty salon owner wants to make money by renting stations to hair stylist, it is important to provide an empty cabinet and station for the renter to put “their” things in; the salon should have rental contracts, and lease contracts prepared. Lastly, the salon owner must have marketing materials ready to hand to the prospect, this way the renter has time to think about their decision. This positing technique helps potential buyers to take ownership in the product before they even buy.

Secret #2
Provide Prospects Time to Think
Silence sells! Follow-ups are fine, but do not take it to the extreme. Saint Charles’s decision makers want time to think about the presentation they just experienced. This does not mean that salespeople must wait months to close the sale. One thing to try, when the prospect asks for a bid, is follow up with a personal visit. During this visit do not just leave the sales agreement for the purchaser, instead, explain and present the proposal.

This is the time to put the price into perspective, Super Star Salespeople in Saint Charles might say something like “this is only $2.60 per day.” Remember, when handing a bid over to the purchasing company explain the parts that are important for them to know. After the prospect has an explanation of the bid let them make a good decision and do not try to make it for them. Giving people in Saint Charles time to think gives them time to feel confident in their personal judgment.

Secret #3
Probe, Don’t Push Prospects Away
Pushy salespeople will not close the most sales in Saint Charles. In sales it is important to build long term buying relationships, if the prospect feels too much pressure coming from the salesperson, negative feelings will be brought into the overall atmosphere. When there are any negative feelings the trust built is destroyed, and the long term sale opportunities are destroyed, as well. Giving incentives to purchase products by a certain date is a good idea, but telling prospects that they have to buy today is a bad idea (special circumstances pending). The best way to improve closing ratios in Saint Charles is to ask probing questions about the business and relate purchasing reasons to those answers.

Secret #4
Prevent Misunderstandings (Use Good Communication Skills)
Use effective communication to close more sales. There are a lot of books on this topic of communication. In Saint Charles it is extremely important to prevent misunderstandings by having detailed contracts and following through on all promises. Do not bring up hidden costs at the time of the close. Lastly, restate the terms of the agreement in full before leaving, and follow up with an e-mail or phone call.

These secrets are to be used only by salespeople who want to be successful in Saint Charles, Missouri. All around the world, country, and state the techniques are different and this is why it is important to talk to the people in the area. Call up some of the people that are good at sales in the community you are targeting and ask them questions. What could it hurt, maybe they will end up being a valuable source for referrals or you might end up closing your first sale in that community.

Nathan Bush.

Positioning Your Mind (Positive Thinking in Negative Situations)

Positioning Your Mind


No matter what happens, if you have the right mind set, you will be successful no matter the obstacles or the situation. Positioning your mind is all about knowing what you want to accomplish before you go into a situation.

Recently, I was attending a Business Network International Conference (BNI) where Scott Ginsberg, Nationally known author, was prepared to speak on “approachability.” I was so excited.

The conference was going great; everybody was sitting around eating breakfast. Each person I approached was willing to exchange information about their business, and they knew this conference was an opportunity to get closer to their next big sale or at least get meet more people.

After finishing breakfast with Terry Herring (from TC Herring and Associates: Human Resource and People Performance Development), a good friend of mine, we went into the ballroom to prepare our minds for one of my favorite speakers. It was so nice, we were going to receive Scott’s book, and on our chair in the ballroom there the book was, all for me.

Terry and I were chatting when all of a sudden someone came dashing through the ballroom saying, “There is a fire in the building we need to get out.” Spazio’s , located in Saint Louis, Missouri, was on fire!

Wow! A real fire. It took longer than I could have ever imagined for the firefighters to get there. It was only a matter of time before the flames busted out from the roof. Thankfully, to my knowledge, no one was hurt.

AWE MAN! I was not going to get to listen to Scott speak, who I had been waiting to hear speak for over 1year, and the conference was over before it even started, or was it?

While outside I saw Scott and I thought to my self “I wonder if he is truly APPROACHABLE!” He was. Scott has become a good friend of mine since and is helping me accomplish some things I would have never ever had the opportunity to, unless I had the right mind set.

Everybody came prepared to network and in the time of adversity people used this situation as what Scott would call a “Front Porch.” The fire was a conversation piece. It sparked a lot of conversations; the obstacle, the fire, the negative became the positive. The fire allowed networking to become easier.

Scott speaks about approachability and this situation definitely made people more approachable. My suggestion would be that no matter the situation, the obstacle, the circumstance, the objection, or reason there is always two ways of looking at a situation. If you have the right mind set you can accomplish amazing things even in these times.

Do you smell what I’m stepping in?