Value

Last night I took my technicial engineers out for dinner and drinks (OK beer). We had a great time letting our hair down and just socializing. There was not much discussion of business, that was not the reason I do this. I want them to know that I value them not only as business associates, but as people also. I am a high "I" personality type (if you don't know what that means you need to look into the DISC Personality Types) so I want everyone to be my friend. I know that can't always happen, so I at least want my clients and staff to know that I value them. I try to take time to show clients that often, but sometimes staff gets overlooked. Make time everyday to say thank you to someone you work with and let them know how much you value them.

Be Real

I know a lot of you are wondering how my golf game was on Friday - well it was bad. I think I lost at least a dozen golf balls, but I had a great time. I know I am bad and tell everyone that I play with, but I always expect to have a fun time. Expectations are very important. I could get frustrated and angry, throw my clubs, and make a spectacle of myself. I love being out with clients and having a couple of drinks and maybe a cigar. Let your hair down and be yourself. How can you expect client's to trust you when you aren't being real with them? My wife always tells me I am such an open book - but I am not sure if that is such a bad thing...

Golf and Relationships

It's Friday in Iowa and it's not raining! That has not happened for a long time! One of my business goals is to take client's golfing (yes it is a goal signed off of by the executive team) and I might actually get to go today. I have had to cancel 5 tee times so far this year and would like to at least do one before July. I think it is very important to build relationships with your clients, and beyond just the business side, but to even get personal also. I really want to know as much as possible about my clients - spouse, kids, birthdates, anniversaries, etc... The more I become friends, and yes I do want to be friends with my clients, the better the work relationship. The plan is, hopefully golf will help me with this task.

Focus Part 2

It is 8:30 in the morning and I already feel behind. How does that happen? It is when we don't focus. That is really the core of my goals this year, and will probably be for next. I get working on the things that should be low priority and never get around to the high. I have a book sitting on my desk that I use for reference for these, "Don't Sweat the Small Stuff and it's all small stuff". This is a great book to keep things in perspective. While I don't always do it properly - I am working on it. This is one of my goals for this year, and will probably be for next year also. Oh well, when I get better at focus it will help me in all aspects. What do you do to keep you focused?

MSPU

Starting the day in a wonderful way - with a big cup of Starbucks. Not many things get my day going better. I wanted to post a little on some sales training I attended this weekend that was fabulous. I was able to get involved in MSPU (Managed Services University) that centered around sales of managed services. I have been involved in selling this for a while, but doing it very poorly. The trainers were fantastic! Gary, Brandon and Rafael were not only great sales people and trainers, but great people. We gave up a Friday and all day Saturday and while it wasn't as good as being with my family, I know that it will allow me to provide better for them in the future with the tools they taught us. I can't say enough good things about this service and recommend it to anyone - because everyone is a salesperson. To gain more information go to www.mspu.us.

Monday's in the Office

Back in the office today and trying to get things done. Have you noticed how easy it is to postpone doing things until you get to the office, then it has to get done. I have been trying to leave Monday's open to get things done. It also seems like the day is full of fires that need to be handled. I guess that means I am needed, but sometimes it would be nice if I weren't needed so much. Oh well - back to the fire suppression.

Change

Today I find myself in Kansas City getting ready for an intense two day training on MSP (managed services). It is an incredibly great solution for almost anyone who uses technology, but it is a lot different than your typical selling. That is one of the things I enjoy most about the technology industry - it is ALWAYS changing. Now sometimes it does get a little overwhelming, but I love to learn new things. What we are seeing now is that technology is not so much hardware or software any more, but people and processes. As a company that is becoming our new focus - how can we help the people of the organization and create better processes? Like I said, it is a big change to the way a person sells. Like I said - always changing. How do you deal with change? When every people tell me they hate change I think about the saying that if you are like a tomato and you are red (happy with where you are at) you are ripe and beginnning to rot, but if you always stay green you are growing and living.

Communication

For the past two days my 20 month old daughter has been a bear. She is screaming and crying and just been in a very bad mood. The biggest problem that I have is that she can't tell us what is wrong. She has a pretty big list of words that she knows, but she either couldn't or wouldn't tell us what was wrong. This happens to me quite a bit - I have a problem, but can't or won't communicate it clearly. How do we expect things to get better if we don't communicate? I am working on it (I put it on my goals and my wife saw it, so you know she will remind me of my status). A lot of times it comes down to - I shouldn't need to ask for help. I guess the older I get the more I am sold on the idea that I am good at only so many things and I WILL ask for help. Are you able to do that?
By the way - my daughter was cutting a tooth (saw it this morning). Things are much better today!

First Day Back

It is my first day back from work after my vacation and I love it. I enjoy taking time off, especially with the family, but I enjoy what I do for a living also. It is hard for me to call it a job - that sounds so negative. I have had plenty of jobs (this is my seventh) and I know how hard it is to get up in the morning when you don't enjoy what you do. Today is my eleventh year with HTS and I can say that I have love 90% of it (anyone who says they love something 100% is full of it or on something). Do you love what you do? Why waste your valuable life doing something you aren't excited to do?

Report of "The Go-Giver"

The Go-Giver is one of those books you need to read every so often because there are so many great concepts to lead your life on. I would rank it up there with one of my favorites, along with "Never Eat Alone" and "Mr. Schmooze". The great thing is they are all very similar in their topic when you get down to the very basics. That idea is take care of others and you will be taken care of. I really love books that tell you great ideas but share in it great stories. The way the weave through the life of Joe, the main character, and how he sets about using the laws of success is done in a way that it is hard to put the book down. The laws are great not only to live your business life, but every facet. The laws were:

1. The Law of Value – your true worth is determined by how much more you give in value than you take in payment
2. The Law of Compensation – your income is determined by how many people you serve and how well you serve them
3. The Law of Influence – your influence is determined by how abundantly you place other people’s interest first
4. The Law of Authenticity – the most valuable gift you have to offer is yourself
5. The Law of Receptivity – the key to effectively giving is to stay open to receiving

As stated above I think this is a great read and a great way to lead your life.

Down Time

We finally got out on the golf course yesterday and had a great time. Now I am not good at golfing, but I enjoy it. My son, Noah, who is 11 is the same. It took us 3 hours for 9 holes so as you can see we set no time records. The course was awesome, although a little wet from all the rain lately. So while it was a little soggy, and we had to walk, it was still very enjoyable. I left my phone in the car and just had one on one time with my son. It has been a while since that has happened. Why do we feel like we always need to be able to be reached? Most of us are really not that important. Maybe it is to feed our egos? My task to you today is to schedule some down time. Maybe with your significant other, maybe with child or parent, or maybe just yourself, and see what a difference it will make.

Good Reading

I am reading a great book as an assignment for a peer group I am in (HTG3). Now I know it sounds like school work, but the book is actually very good. I love a good read and this is right up there with other favorites of "Never Eat Alone" and "Mr. Schmooze". These books tell great stories, something I love to do also, but at the same time give wonderful life lessons. Now I have not finished "The Go-Giver" yet but I will guess that the main message will mesh very well with the other books. It all comes down to putting others ahead of you, or how I like to look at it is the Golden Rule - Do unto others as you would have them do unto you. It sounds so darn easy, but trust me it is not. I get tested many times a day, and usually fail at least half, but I am getting better every day.
If you like to read put those books on your list, you will not be sorry.

Flexibility

Well yesterday was fun, but didn't happen the way I had planned. You see my son and I were to get up in the morning and go golfing. After that we were going to fish. Having rain ALL DAY changed our plans for us. I am not one to quickly and easily change my plans. This is one of the items I work with all the time. I don't want to be so care free that I have no plan at all, but I also need to be more flexible. A good sales person is able to roll with the punches. It is a skill that needs to be learned and practiced, and I am trying.
By the way instead of going outside - we went to a movie instead. Still a great time with my son, and we got to stay dry.

Vacation

It's the first day of vacation and I am looking forward to it. My oldest son is here (he lives in New Mexico with his mother during the school year) and we have a lot planned. Most of it focuses around golf and fishing, but there is some other things (like seeing movies and actually doing a little work around the house). I am sure it will take me at least a day to relax and get into vacation mode, but I will make it happen. As usual it is always hard to completely shut off from work. I always struggle with that concept. Recently though a mentor of mine, Stuart Crawford, hleped me think though it. Why do we ever need to shut completely off? Yes I take time for my wife and kids (I do need to take a little more time for me (thanks Mike)), but I do enjoy my job. I love helping people and playing with technology. It is a great thing to get to do every day.

Well I need to go - my son just woke up and is wondering what time our tee time is (of course it is pouring outside right now).