5 Sales Prospecting Techniques You've Probably Never Tried

"As originally posted on http://www.rainsalestraining.com/blog"

What is the #1 challenge or issue you face when it comes to growing sales for your business?

When I recently reached out to my network and asked that same question, 75% mentioned sales prospecting as their #1 challenge.

The problem isn’t that people don’t know what to do; it’s that what they’ve always done no longer works. Want proof? Think about the last time you met an actual decision maker at a networking event, and that conversation led to a sale. How about from a cold call? Trade show? Advertisement?

The simple truth is this: if you do what everybody else is doing, you’ll get the same results everybody else is getting.

Which, in a world where prospects are increasingly turning off their phone and turning on their spam filters, isn’t much.

So, if you want to stand out (and get more meetings), here are five sales prospecting techniques you’ve probably never tried (but should).

5 Sales Prospecting Techniques

1. Become a Video Rock Star
Everything I do these days involves video (in some form or another). And I’m not talking about those fancy marketing videos where the CEO comes on to talk about the new service you just launched. Or those happy, smiling customers on your homepage telling everyone how awesome you are.

I am talking about using video for sales. Specifically, for sales prospecting.

Email open rates have plummeted in recent years. And they continue to go down (and down). According to MailVU.com, the average email click-through rate is now around 5%, which means that if you are sending a whitepaper, blog post, or brochure to 100 prospects, a grand total of 5 will open it. To put it another way, if you want to get 50 prospects to actually read your stuff, you’d need to send 1000 emails, and risk wasting 995 people’s time and being marked as spam.

Now let’s say you were to include a video in that email. Nothing fancy, just you talking to the camera and saying a few words. Educating a little bit. Introducing yourself. Pointing to a helpful resource.

You’ll be surprised how even a simple video will boost opens, the number of people who are engaged with your content, and the number of leads that begin to move down your sales funnel. Time to break out the flip cam.

2. Leverage Your Losses
Think about the last 5-10 deals you didn’t get. Now think about why you didn’t get them. Do you know why? If not, go find out and three things can happen:

1. You’ll improve. If you lost to a competitor, use this opportunity to find out what your competitor did better – or differently – to win the deal. Rainmakers seek to improve continuously through feedback. Arm yourself with all the knowledge you can to ensure your next deal has a different result.
2. You’ll resurrect the deal. Maybe the timing was off, or maybe there was one buyer who nixed the deal and five others who were ready to go. Find out what happened and you may be able to turn things around.
3. You’ll generate referrals. Perhaps the corporate powers that be decided it wasn’t such a good idea anyway. In most cases, your contact at the company really wanted to move forward – and to do so with you. This puts you in a great position to ask a simple, yet powerful, question like, “Who else in your network can you think of that could use some help with…?”

3. Gang Up with (Non Competing) Competitors
This is one of my favorite sales prospecting techniques. Whoever you’re selling to has dozens of other services and products being sold to them. Let’s say you are a tax advisor selling to CFOs. Accountants sell to CFOs. Legal firms sell to CFOs. Auditors sell to CFOs. Even I – sometimes – sell to CFOs. You get the picture.

By establishing alliances with others selling different products to the same people, you get some major benefits. First, you both get access to each other’s “circle of trust” – people who know you and love your work. Second, you might find ways to partner on the same sales. And finally, you just instantly doubled (or tripled, or quadrupled) the number of people you can network with and sell to.

4. Organize Your Very Own CEO Luncheon
People love to be around people who are like them (or who they aspire to be like). Invite a CEO to a seminar, and you’re likely to get a 0.000-something response rate.

Invite that same CEO to an invitation-only CEO luncheon where they get to rub shoulders with other fellow CxOs, and you’ll get a friendly phone call from their executive assistant.

To make this work, you need to tackle the 3 Ps:

1. Presence: It has to be a small group of very, very senior players
2. Packaging: It has to feel, sound, and be exclusive
3. Positioning: It has to combine lunch/dinner with a “big question”

When it comes to sales prospecting, this technique may seem a little slow going. You’re not blasting CEOs with a sales message. You’re allowing them to network while getting to know you. Not only will your attendees be brushing shoulders with the big dogs, but you will be too. You’ll get to hear about the problems CEOs are having from a room full of them. The key here is building relationships and being available when those contacts need your product or service – and they will eventually.

5. Perform a Walk-in
Before you think I just lost my marbles, let me say what I don’t mean by that. I don’t mean canvassing, the (formerly popular with traveling salesmen) technique of going into an office district, knocking on doors, and requesting to see the CEO. These days, you’re likely to get looked at funny (or possibly escorted out by security) if you try to pull that one off.

The next time you meet a friend, business contact, or former colleague for lunch (you do lunch, right?), make a simple request: “Hey. Before we go out, would you mind introducing me to your [boss/CEO/VP of Marketing]? I’ve been wanting to get in touch for a while, and considering I’ll be over there anyway…?”

Do it up front (don’t ever surprise them while you’re picking them up), get their permission, be sincere about your intentions, and don’t ever, ever sell while you’re in the room. Your objective is to get introduced, get contact details, and establish a next step. That’s it.

So there you go, 5 sales prospecting techniques you’ve probably never tried. They’ve worked for me. They’ve worked for others. They just might work for you.

10 Tips for Keeping Your Sanity While Raising Children

**As originally posted on www.doublethebatch.com**

Oh how I’m going to love writing this post. I, like so many moms have been through (oh wait, STILL going through) those crazy times where I feel like my world is turned upside down, or I’m falling into a black hole, or the day is never gonna end.  Can you relate to any of the following scenerios?:

-You feel like your nerves are fried and you can’t take anymore. You hide in the bathroom (possibly with chocolate) in the hopes of getting a chance to breathe (and inhale chocolate). Only instead what you get are the sounds of  small fists pounding and little fingers crawling under the door like a Steven King horror movie.

-You FINALLY get all the mistermeaners asleep only to find its now your own bedtime. Too tired to clean up the mess lying everywhere, you crawl into bed and fall asleep, only to be awakened by the same critters that caused the nightmare the night before! Its like Ground Hog Day over and over and over again!

-Your Spouse kisses you goodbye before going to work and you whisper in their ear, “TAKE ME WITH YOU!” They smile and walk out the door while you secretly wonder if you have time to slip into the trunk and sneak with them to the land of BIG human beaings who are toilet trained, use indoor voices, wipe their own mouths, and give you real money for your hard work.

’m tellin’ you, I’ve been there, done that and still have days like that. Everything I’m about to share is from what I learned from my own hair pulling, I feel like I’m drowning in kids, give me chocolate or die experiences. Hopefully these tips will help you as much as they have (and still are) helping me…

1. Study the stages. Sometimes children drive us nuts with behavior that we think is not normal. This behavior may just be part of a normal development stage. I can’t tell you how many times I was pulling my hair out wondering what was wrong with my child only to find after reading about their particular age, that how they were acting was completely normal.  When I got married, my mom gave me an invaluable reference book that I have loved.  There are so many good books and websites out there. This book was wonderful because it went into the most detail for each age which was is wonderful for those first 5 years when they are changing and developing so fast. For example, it’s normal for 2-4 yr olds to throw fits and yell and scream. They want so badly to be independent but haven’t learned quite how yet. It’s normal for 8-9 year olds to be crazy and silly all the time. Instead of reacting, educate yourself so you can know how to help your child in each stage they go through.

2. Take care of your health. You can’t draw water from an empty well. If you’re tired and unhealthy it’s gonna be hard to take car of (and have patience with!) another human being. I’m such a happier mom when I take time for me first. That may look different for each person. For me, it means getting enough exercise, eating healthy, getting 7-8 hrs of sleep, and making sure I have quiet time to myself each day.

3.  Always be a step ahead. My mom always woke up several hours before her children. That was her time to prepare for the day. By the time we woke up, she was ready for the onslaught! (There are 8 children in my family!)
Being prepared for what you think might happen cuts a little bit of chaos out of your day. For example, if you know your 18 month old is going to dump everything in sight, put things up higher. My baby LOVES to get in the toilet so I am always putting lids down and closing bathroom doors….ALL DAY. If you know your kids will have a melt down if plans for the day change, don’t inform them of the plan till you are IN.THE.CAR. When my kids go to school, their teachers are ready for them and have ‘hopefully’ made lesson plans ahead of time. I like to take time on Sunday evenings and go over the upcoming week and make a ‘game plan’ for my week. Obviously, I can never be 100% prepared for the onslaught of things that will happen with my kids every week. No mother plans to be on her hands and knees cleaning food of the floor that has been flung by the baby, or cleaning poop off the carpet (oh how I love potty training), or cleaning permanent marker off the walls, etc. but with all the unexpected that happens, planning ahead for the ‘expected’ makes motherhood just a little bit easier.

4. Practice more than you punish. I learned this lesson in my pre-mother years when I was a pre-school teacher. As human beings, we just learn better through experience. We can listen all we want, but the learning actually comes through experience. For example, I can tell my four year old till I’m blue in the face to pick up her clothes. Until she actually PRACTICES doing it it over and over and over again, she will probably continue to leave her clothes on the floor. When teaching my children something new, I have found the following 3 P’s to work wonderfully:
Prepare, Practice, Praise. Prepare them first by teaching them how to do a new skill or how to behave in a different environment (store, church, restaurant). Have them practice it themselves. Praise them for their effort. Repeat. If they do it wrong, talk about how they can do better and repeat the process over. When I had 3 children under the age of 5 I used to wonder why in the world I bothered to take them to church every week. It was just torture for everyone. They couldn’t sit still, they were loud, and My husband and I never hear a word of the talks given that hour. Why bother, right? But we continued, week, after week, and we kept teaching them, we gave them each separate bags with items for their different ages to help keep them quiet, and VERY SLOWLY they finally learned how to sit still in church. The same goes for us adults. One of my favorite quotes explains this perfectly:
“That which we persist in doing becomes easier to do, not that the nature of the thing has changed, but our power to do so is increased.”― Heber J. Grant

5. Learn to laugh. If you can’t beat em, join em! Children love nothing more than an adult who will dance, sing, laugh, and play with them. You are the eye of their storm. If you are happy, most likely they will be too! After playing with my 4 yr old one day, she said to me, “Mom, I like you.” My heart was full.

6. Remember life is short. Children grow oh so quickly. I love this quotes from one of my favorite talks entitled, Joy in the Journey by Thomas S. Monson:

“If you are still in the process of raising children, be aware that the tiny fingerprints that show up on almost every newly cleaned surface, the toys scattered about the house, the piles and piles of laundry to be tackled will disappear all too soon and that you will–to your surprise–miss them profoundly.”

7. Tidy up before retiring. I am a happier mom in the morning when I wake up to a clean house. No one wants to wake up to the leftovers of yesterday. It’s so tempting to go to bed and say you’ll tackle it in the morning, but trust me, when those munchkins batteries are fully charged and you try and start your day with an overflowing sink of dishes and clutter all over the floor, it can get depressing and frustrating fast. Clean slate, happy day is what I always say. Sometimes I have to set a timer for 30 min to motivate me. Then I just make a mad dash and do as much as I can. I tell myself when the timer goes off, the rest of the night is mine!

8. Take lots of pictures and or write about your crazy days. Stresses of today are usually comedy relief in the near future. I see pictures of my kids even a year ago and laugh at all we went through together. When they are older and have kids of their own, it will help to see their parents went through the same thing with them. When you walk into a room and see a disaster has happened while you were away, take a breath, and a picture while you’re at it. You’ll be grateful later. Here’s some of the “choice” moments at my home.

9. Get out of the house with or without your children. A change of scenery can do wonders when life gets hectic. Strap the kids in the car, and of for a drive, to the park, to grandma’s house, whatever it takes. Then, if you still need a breather, ask your husband or another relative or friend to watch your kids while you go out for some alone time. It works wonders every time!

10. Live in the now. It’s so easy to fall into the escape mechanisms. Parenting is hard and it’s so much easier to pull out an ipad or phone to escape dealing with a screaming child, or sit in the bathroom with a container of ice cream, or just let netflix babysit our kids. I have been there done that SO many times! When I realized my first child could sit through a movie and I could actually get something done it was like Heaven! I’m not saying these things aren’t good in there own ways and in moderation, but sometimes I have found myself wanting to ‘fast forward’ through difficult times instead of facing them head on. When I ‘disappear’ emotionally or mentally from my life and my kids, the problems don’t disappear, they only escalate. I am constantly reminding myself to live in the now. The ancient Roman philosopher Horace admonished,
“Whatever hour God has blessed you with, take it with grateful hand, nor postpone your joys from year to year, so that in whatever place you have been, you may say that you have lived happily.” (Finding Joy in the Journey)
Give your electronics a time out and your kids some quality time.

Oops, I know I said 10 tips but I absolutely must add 1 more. It is the most important in my life.

Pray for help!  I believe in my heart that God gave me my children to take care of. They are his children too, though, and I believe he helps me take care of them. Sometimes, we just need to plead for help. We don’t receive an owners manual at their birth, but I consider Him my owners manual. He knows them better than I do so why wouldn’t I turn to him? And if you feel that you can’t go another step, that you aren’t cracked up to be the parent you always hoped you would be, watch the following clip. It always gives me hope to keep moving on. Keep your head up and don’t give up! Your kids are counting on you!

Hi, I’m Katie. I love the smell of a newborn baby but not the sleep deprivation, to spend time with my kids and husband, and girl’s night out with my friends and sisters. I have the worlds worst sweet tooth, and have about 51 places where I rotate hiding my stash from my kids. I am the oldest of 8 children yet barely surviving having 4 of my own. Motherhood is teaching me my greatest lessons in life and the journey gets a little brighter the higher I climb. I have a lot of fun blogging with my sisters here at Double the Batch! www.doublethebatch.com

Making the Most of My Side Hustle Money

Starting a side hustle instead of simply obtaining a second job is growing in popularity, and it’s not only millenials. According to the Kauffman Foundation Report: 2015 Kauffman Index Startup Activity, people 65-74 years old make up 25.8% of new entrepreneurs. Most begin a side hustle to get extra money or with the aim of turning it into a small business. However, are you making the most of your side hustle money?

  I’ve heard a lot of people call money from their side hustle, fun money. This usually means:

• they aren’t paying attention to how much money they are truly making,
• they don’t know if they’re making a profit, and
• they aren’t disciplined with spending the money.

 Well let me put it like this, if you want to increase the revenue and position your side hustle to become a small business, then you have to treat it like a business. Even, if you have no plans to build a business that will allow you to transition to being a full-time entrepreneur, still treat your venture as a business. At the bare minimum, do the actions below.

 1) Track revenue, expenses, and your time.

You should know how much time you spend on creating and delivering products or services. Also track how much revenue is earned and how much money it costs you to create and deliver the products or service per month. This will allow you to determine if you’re truly making money. You should have a profit, money left over after subtracting the expenses from the revenue.

2) Designate what the revenue will be used to do.

If you feel like you’re drowning in bills or debt, then definitely go ahead and use some the side hustle money to pay those expenses. If the revenue is “fun” money then be strategic and put some of that money towards financial goals, such as completing an emergency fund, investing for retirement, and paying down any debt. You can still have fun, but ensure your financial security as well.

 3) Re-invest back into the business.

If you want to increase the money coming in from your side hustle then you will need to re-invest some of the revenue back into the business. Until you’re making a nice sized profit, reinvest 90-100% of the revenue back into the business. You want to invest in more business training, training in your field, systems for the business, materials etc. You’ll definitely see your revenue increase when you invest money back into the business. The first year and a half in business, 100% of my revenue went back into the business.

 4) Price yourself competitively.

Having the lowest prices is not a pricing or business strategy. Make sure you’re making a profit from each sale. Also check the pricing for your industry and market. How do you compare to others? You want to have competitive pricing, but also make it clear to your potential clients and customers the value in your product or service, which goes beyond price.

Dr. Maria James, The Money Scientist, has expertise with designing income management, debt management, and wealth strategies to help you live your best life. She is the founder of Pocket of Money, LLC and the creator of The Wealth Protocol™. Dr. James has also been a guest financial expert on ESSENCE, WEAA, Madame Noire and more.

The Truth About My First Year as a Mompreneur

** As originally posted on http://raisinglittlehumans.com/**

September makes a year since I left my most recent 9 to 5 to become a Doula and full-time entrepreneur. It’s one of THE BEST decisions I have ever made in my life but it’s by far been the most frightening!! Let me be honest -it’s just not as easy as most make it seem. It’s definitely not as glamorous. Not only does becoming a full-time business owner take planning and extensive preparation -it also takes your willingness to let go of every plan you’ve ever made! The truth is that countless vision boards and idea notebooks don’t truly prepare you for what it takes to “successfully” make the leap from clocking in to someone’s else’s dream to being 100% responsible for your own. 

I’ve always known that the normal route to a career just wasn’t for me. Even though I spent 100% of my career after college in 9 to 5 positions, I was always dissatisfied with the dynamics of a 9 to 5 like, 1) working for someone else’s vision, 2) clocking in and out; being told when to be at work, when I could go to lunch, when I could go home, 3) having to deal with supervisors and co-workers who were either inexperienced or power-hungry and most important, 4) lack of flexibility as my lifestyle changed and required more of my precious time and attention. So, as someone who has lived through the first year of MOMPRENEURSHIP, here are a few key things to consider as you decide if it’s for you:

YOU’RE A MOM 1st

Entrepreneurship is even more challenging for a Mom. Making the transition from being a 9 to 5-ver to entrepreneur is different for a single person than it is for a woman/wife with a child or children. The load of responsibilities are different and so are the major considerations. There’s no decision I can consider or any business or financial move I can make without first considering my husband and children. In fact, I can’t even plan my day or create a schedule for running my business without taking into consideration how it all will affect my family. You’ll have to think about a lot of things ahead of time: 1) age of your children -are your children daycare age, school age or older? 2) how will you plan your new schedule around your family’s schedule? 3) will you have to act a mommy-daycare while at home to further ease the transition? 4) do you have a support system or person in place? For me, I left my 9 to 5 when Bella was just 4 months old. I saw things playing out totally different. During that time, my husband and I decided to test out a temporary move to GA while he worked on a show. Little did I know that I’d spend the nearly the next year caring for Bella full-time, living with my in-laws so not even in the familiarity of my own home, all while attempting to build my business as a birth and postpartum doula. OH BOY THE STRUGGLE!!! All the basics of running my own business became so unrealistic like, spending time on the computer, responding to emails or sourcing new clients. Let’s not even talk about eating and taking a shower! Daycare costs $ money and so does a nanny. So I had high-hopes for relying on help from family with minimal return. Etc. etc. etc. The list goes on but it’s pretty clear some of what you have to think about ahead of time. 

YOUR FINANCES

Mompreneurship requires a great deal of financial sacrifice among others. Unless your plan includes being totally dependent on your husband financially then you’d better plan on how you’ll not only contribute to your household but also hold your own as a woman. And if you’re a single Mom then the financial aspect is even greater. If you have a nice financial safety-net and if you’ve already been saving money in anticipation for this new season then you’re ahead of the game! Not every Mom is in the financial position to immediately leave “secure” full-time employment for the risky business of being an entrepreneur. But IT CAN BE DONE!!! Financial projections, budgeting and re-planning will be key. There are many ways that you can prepare financially for making the leap: 1) save and set aside a portion of your 9 to 5 monthly income, 2) spend some time evaluating your credit standing and worthiness 3) discuss with your spouse the possibility of running your household off one income until you start earning profit with your business 

YOU’RE HUMAN 

I’ve learned so much about MYSELF. I’ve been forced to face the reality of my strengths, weaknesses and work ethic. I’ve prayed countless times asking God to make clear what He’s called me to do. I’ve questioned my gifts and my talents. I’ve scrutinized my every goal and desires to vet out if what I’m pursuing could be merely a hobby or my newest weekend trend. I’ve asked myself a million times if what I’m striving for will truly satisfy me and if I’m doing it all for the right reasons. I’ve always said that the difference between me and the next person with the same dream is what they are willing to do to achieve it. I’m not always the most creative -I’m I willing to take some marketing courses? I’m not the greatest at math -will I need an accountant, financial adviser or are there some resources I can learn myself to stay on track. What will be necessary to do on my own before I have an assistant, team, staff, contractors or business partners? How will my daily schedule flow? Will I need to travel? I highly recommend the book, The 4-Hour Workweek by Timothy Ferriss. OMG did it shed the brightest light on going from the life of a 9 to 5-ver to that of an entrepreneur running a business!! 

FAITH 

Prayer is part of the work that’s required to “successfully” thrive as an entrepreneur. You can’t do it alone. And you certainly can’t accomplish entrepreneurship depending on other people. Your faith is an absolute necessity as you trust that the people, resources and open doors will line up for you at the “right time” so that you grow and your business grows. One of my favorite books is THE DREAM GIVER by Bruce Wilkinson. From the book I learned the value of carrying a dream in your heart, nurturing that dream for years or however long and then totally surrendering that dream BACK TO GOD -literally saying to Him that if it’s not His will then you don’t want it but if it is His call on your life, then trusting Him to make it all happen in His time. Does that make sense? God gives us dream to see what we will do with them. Also, to see if we will trust Him with them or if we will exhaust ourselves trying to make things happen. I’m the type of person that pretty much follows my heart -if I have an interest, I’m not afraid to pursue it to see where it leads. Being this way has added a lot of variety to my life but it’s also been cause to rein me in and test what and WHO I’m living for. I’ve had to remember that I didn’t create myself and I’m not living for my own purposes. God create me and you with a plan in mind -He has some work for us to do and some things for us to accomplish in this life and yes, they will all be for our good but ultimately for HIS GLORY. 

My first year as a Mompreneur was an amazing journey! I’ve cried and rejoiced and I’ve had a lot of fun! I’m so excited about the year and years to come as I continue to learn and grow. I believe that even though there’s certainly some unexpected ahead, that the worst of the growing pains are over. I want to encourage you if it’s your heart to leave the 9 to 5 world and run your own business. No matter what kind of business, if it’s your calling and God’s will for your life trust, that you can do it! Don’t get discouraged by some of the tough truths about entrepreneurship. My story and what I’m telling you I’ve learned from others is not your OK to start comparing your life to anyone else’s. All this information is just a pretty awesome opportunity to PLAN, PRAY & PREPARE. So, it can be done -I’m proof of that.

Valerie Lenon-Reed

www.valeriethedoula.com

www.raisinglittlehumans.com

6 Ways to Stay Focused During Summer Months

*As originally posted on grasshopper.com*

It’s summer, and outside your window you see luscious green grass, sunshine, and, well, a thousand different distractions. There are so many reasons for you to fall out of your business routine and just go out and enjoy the nice weather.

But entrepreneurs and business owners who stay focused (even during the summer lull) are the ones who benefit when fall arrives—and when everyone else is scurrying to get back on track.

So how do you stay focused during summer months? Here are a few ideas.

Shift Deadlines and Meetings to Mid-Week

Because so many weekends are jam-packed during summer months, Mondays and Fridays can be slow days for everyone. Shifting your important deadlines and meetings to Tuesday-Thursday helps you focus on the mid-week crunch so you can wholly enjoy your weekends. Plus, your family and friends will reap the benefits of having your full attention over the weekend when you’re not stressing out over what lies ahead on Monday.

Take a Company Retreat

Allow your team to get recharged and refreshed with a getaway where you can focus on new ideas, goals, and team building (rather than the details of the daily grind.) Even if you’re a soloprenuer—take at least a few days to unplug and re-center your mind. It’s okay to give yourself a break every now and then!

Not sure where to go? Here’s just one idea: Camp Wandawega is a favorite camp-style wonderland for creative companies like Studio Gang, Land of Nod, and Anthropologie.

Start (or Join) a Book Club

Participating in a book club during the summer months is a great way to spark conversations and to be deliberate about self-education. You can start a group book club internally, or, if you’re a solopreneur, look for local or online book clubs you can join.

Your summer reads can be business-oriented or purely for fun. Either way, research shows that reading helps improve your writing skills.

Form New Healthy Habits

With longer days and warmer temperatures, summer is the perfect time to form some new healthy habits that you can carry out through the rest of the year.

This might mean:

• Waking up earlier
• Starting an exercise class or running schedule
• Making time to journal
• Breaking up with caffeine
• Drinking more water
• Reducing your negative thoughts and complaints

Not sure how to stick with it? Tim Ferris wrote about his 21-day experiment with taking on a new healthy habit and how he used a simple rubber band on his wrist to be mindful about the change.

Learn Something

Attending a conference or taking an online course can help expand your mind (and your personal network) in ways that dramatically impact your business. Through education, you might unexpectedly find a new process that improves efficiency within your business or meet a new referral source that boosts your income.

Conferences like Double Your Freelancing (for freelancers) or the Yellow Conference (for creative ladies) are just a few of the many options out there for you this summer—and we’ve got a whole list of online courses to check out.

Take Lunch Outside & Go for a Walk

Something as small as moving your lunch to a picnic format can help you stay on track throughout the rest of the day. It allows you to get some Vitamin D, changes up your view, and allows your mind to get a hard reset before re-entering work mode.

After lunch, escape for a quick walk through nature: Studies prove that people who spend time walking through green spaces away from noise and traffic performed better on a mental health questionnaire had had less blood flow to the subgenual prefrontal cortex—the part of the brain where brooding happens.

Be Intentional: Stay Focused During Summer Months

The summer months might seem like a great time to slack off and enjoy the outdoors all day—but if you can stay focused, you’ll be ahead of the game when sweatshirt weather arrives. Use these tips to make this season your most productive season of the year.

Kaleigh Moore

Kaleigh Moore is the founder of Lumen, a company that helps individuals and businesses expand their reach through social media, copywriting, and design.

Winners Never Quit and Quitters Never Win!

"As previously posted on www.crgleader.com"

Quitter: One who quits; especially, one who gives up too easily; a defeatist

All of us at some time have wanted to quit on something or someone.

Just yesterday, I was running in a 5 K race. I wanted so much to just walk for a bit, especially in the last mile. All the way to the end, I had to fight the urge to quit. It turns out that I won in my age category by only 2 seconds! If had walked even three steps, I would have lost that race.

So, what are you? A winner or a quitter?

If you quit, your life can be about a lot of near–misses and few victories.
Quitting can apply to every part of our lives. Here are a few examples.

• Someone quits on a relationship because it is too much work to change. Over 50% of marriages end in divorce, so we have a lot of quitters.
• You are difficult to work with and continue to change jobs, not because of poor companies but because you are a quitter.
• You start your wellness program but, a few weeks or months into it, you stop eating properly and/or working out. Over 90% of individuals quit their diets. Many excuses are made, but the fact is they quit.
• You submit your book proposal to a few agencies and publishers; they all reject your work so you quit trying.
• You submit your résumé to 50 job openings but no one hires you. You think why bother and quit looking.

You get the picture.

Many of life's best success stories are about individuals who never quit—especially when their peers gave up.

In the past, I did some speaking engagements for Mark Victor Hansen, co-author of the bestselling “Chicken Soup” series. Mark said that the first book written by himself and Jack Canfield was rejected by more than 25 publishers before their concept for Chicken Soup for the Soul was accepted.

Can you imagine being one of the publishers who said No?
Success was not immediate for Mark and Jack. After their book was published, they did a radio interview every day for over a year before Chicken Soup caught on with the reading public. In other words, they did not quit.

Stephen Covey's The 7 Habits of Highly Effective People was available for several years before it made the bestseller list.

Abraham Lincoln faced many challenges, defeats, and failures before he became President of the United States in 1860—but he never quit.

Nelson Mandela spent 27 years incarcerated as a political prisoner before he was released and became the President of South Africa in 1994. Most of us would have quit long before 27 years.

I mentioned in my previous ezine that many times during the year it took to write my latest book, Why Aren't You More Like Me?™ , I felt like quitting. Even though I felt like it, I did not.

I don't know what you are facing but, in most cases, quitting is not the answer. Last week, I met with a colleague in Orlando, Florida. He shared that just 2 months prior to our meeting, he was unable to walk after a recent stroke. According to his doctor, the only reason he is currently walking, with the assistance of a cane, is his unwillingness to quit.
Quitting or not quitting is a choice and a reflection on the character of the individual. Rarely does it have to do with education, intelligence, or opportunity, but rather your level of persistence, tenacity, determination, and commitment to a vision or goal.
Now even if you have quit on something or someone and feel guilty about it, you can always change your mind and get back on the track of success.
There are exceptions, where changing or quitting is a preferred direction. Choosing not to do something because it does not match your purpose, passions, or values is something different than quitting on a goal or a dream or simply giving up on something you desire.
All of us face challenges. It is our response to our challenges that separates the winners from the quitters.
Review the Action Steps to strengthen your resolve to triumph and achieve.

This Week's Action Steps

1. Would you call yourself a winner or a quitter? Why?
2. In what area(s) of your life would you like to stop quitting and start winning? We all have some area we would like to improve.
3. Think about an area in your life where you just never quit. Why and how are you able to persevere? What do you do to stay focused and move forward when you feel like quitting?
4. In what area of your life did you quit and regret it? Why did you quit? Do you still want to achieve that goal?
5. Winners have no fewer challenges than quitters, but they make a decision to keep going. You can make the decision right now�in one area of your life, you will not quit . . . no matter what!
6. Success breeds success and failure feeds failure. If you have been quitting, focus on one area where you will stay on course and not quit. Use your success and fulfillment from that area to leverage other areas of your life.
7. Not quitting comes from a deep desire to achieve and a strong connection to your goal or dream. Go back to the previous ezine and lock in your vision of what it takes to become a winner. (Living On Purpose 156 - What's Your Vision for Your Life?)Sports professionals work to develop the mental toughness to push through challenges; they rarely quit on themselves or their team.
8. Clarify your values and style using CRG's Values Preference Indicatorand Personal Style Indicator. They can help you make values-based decisions as you develop yourself and play to your strengths. To help you engage life on your terms, read Why Aren't You More Like Me?
9. Let go of any past failure. Learn from it and move on. Holding on to the past will not help you shape a bright future.
10. Encourage and help others to keep going when they want to quit. Your words to them will help you in your times of doubt.
11. Enjoy the journey along the way. It is the fullness of our experiences—not simply the achievement of a goal—that makes us who we are. Here's to us all being Winners, not quitters.

Ken Keis

An internationally known author, speaker, and consultant, in the past 28 years, Ken has conducted more than 3000 presentations and 10,000 hours of consulting and coaching. Dr. Keis is the author of Why Aren’t You More Like Me?, Deliberate Leadership, and The Quest For Purpose! Best selling authors Kenneth Blanchard, Jim Kouzes, and Marshall Goldsmith have endorsed Ken’s work.

6 Powerful Strategies for Hosting a Successful 3-Day Live Event

Now that I’ve had a chance to get some perspective, I wanted to share some valuable lessons learned from my experience hosting our first 3-day live event for women entrepreneurs! Holding the space for a room full of people over the course of a whole weekend is NOT easy (especially for an introvert like me!), but after seeing the impact the event had on attendees, it was so worth it! We had dozens of women (and a few men!) join us from all over the country to learn practical strategies for getting their businesses off the ground.

Here are my 6 best tips for hosting a successful 3-day live event, based on my own experience with our recent Launch Your Business LIVE 3-Day Boot Camp in Atlanta!

1. Get Professional Help with Planning the Event

The best decision I made was hiring a professional to guide me through the process of planning my first 3-day live event. I found the fabulous Jillian Smith from One Touch Events LLC online and I highly recommend her as an event planner. Jillian was a guiding light for me in planning the Boot Camp, from managing the venue negotiations, vendor relationships and banquet orders down to the beautiful details of our linens, florals, signage and more. Everything turned out much better than I ever could have envisioned on my own! There are so many moving parts to planning a 3-day live event and you don’t want to skimp on this investment. It will be worth every penny!

2. Enlist a Support Team

I decided to have my virtual assistant join me in person for administrative support, customer service and social media management during the Boot Camp. As my right-hand woman online and off, she brought a high level of organization to the event. Only a true professional could get off a red eye flight to walk right into an event and start making things happen! I also enlisted the help of two volunteer staff members to manage the registration table, run microphones, do last-minute errands, etc. They were awesome volunteers, but as coaches themselves, they brought even more positive energy to the room. Having a support team made a world of difference, allowing me to shine as the speaker and host for the weekend!

3. Teach Actionable Content

For a 3-day live event, you need to have an entire weekend’s worth of content that you will be teaching and training on. Your attendees came to learn something and they want to learn it from you! It’s nice to have motivational words that inspire people, but it’s even better to have actionable content that helps them move forward and get results. For the Boot Camp, I taught my 5-step Launch Your Business system that can help anyone who sells products or services to get their business off the ground. In a live environment, I was able to take participants through each step of the process with deep training, plus answer their specific questions along the way. I structured my agenda with the intention for everyone to leave with a plan of action to take when they returned home. As a result, we heard from so many attendees who were “on fire” with increased productivity after the event!

4. Invite Great Speakers

I invited my friend, accountability partner and social media marketing expert Kristen Robinson of KR Design to speak at the Boot Camp. The attendees loved her infectious energy and her eye-opening talk on “5 Easy Ways to Create Content: How to Create 30 Days Worth of Engaging Social Media Content.” (When you invest in the Launch Your Business LIVE Deluxe Audio Program, you will receive Kristen’s entire 70-minute presentation and slides.) I also had one of my long-term coaching clients come and share her emotional and financial journey to success in her business. There wasn’t a dry eye in the house! Having great speakers at my event increased the value of the experience and exposed my audience to additional information and inspiration they could use to grow their businesses. Of course, it also gave me a break in the agenda to sit back and rest for a bit!

5. Monetize the Event

With an intense event like this, you will likely be spending thousands of dollars on your venue, food, printing workbooks, hiring AV, etc. So you don’t want to just “break even” after all the time and money you put into planning this amazing experience for your tribe. What I have learned over the years is that the best time to sell your products and services is at a live event! At the event, we gave attendees the opportunity to invest in Happy Black Woman training products and coaching programs, with special pricing that was only available for the duration of the event. We had a sales table set up in the back of the room and there were also a few special offers made from the stage. As a result, we completely surpassed our sales goals and got some wonderful new clients and customers!

6. Capture the Magic

I hired a photographer and videographer to take professional pictures and get some video to capture the highlights of the event for marketing purposes. I went with Lynsey Weatherspoon Photography because I really liked her creative style. I also hired an AV team to record the entire content of the event for resale. The audio turned out beautifully! By having professionals in the room to document the experience, I was able to focus on being present to my attendees and creating an authentic networking environment. Get your piece of the magic with a “virtual seat” to the Boot Camp when you invest in the Launch Your Business LIVE Deluxe Audio Program!

As a result of these 6 strategies, we were able to create a transformative experience for everyone who was in the room that weekend. I couldn’t have done it by myself – I truly had the most amazing support team on the planet!

Rosetta Thurman is a nationally-recognized author, speaker, mentor and coach dedicated to helping women create their ideal lives. She is the creator of 31 Days to Reset Your Life: A Practical Guide to Personal Transformation and the founder of HappyBlackWoman.com, a supportive community for women all over the world. Learn more about Rosetta here.