Bob Burg

Super excited to be bringing my friend and networking mentor, Bob Burg back to town on June 26th at Lawrence Technological University.

Bob will be sharing his “Endless Referrals: The Go-Giver Way” presentation with an audience of over 200 professionals. This will be a great opportunity to connect with new folks while learning some tips that you can implement immediately.

Here are the highlights of what you’ll learn that day:

  • Quickly cultivate new prospects — whether or not you have ANY existing contacts.
  • Dramatically increase your business without spending more time or money.
  • Instantly connect via what Bob calls, “Feel-Good Questions®.”
  • Instantly deepen that new connection via the “One Key Question” that will set you apart from the rest.
  • Really use social media as a truly effective, profitable, business-building tool.
  • Model the one SECRET all superstar salespeople use to get to the top.
  • And much, much more!

Bob has been teaching people how to network more effectively since the mid-90s and he is regarded as one of the best. You’ll love his style, humor and ability to engage the audience. The information is immediately implementable and it can take your business to the next level.

Buy tickets early and SAVE BIG. We’ve got special pricing from 5/20-5/22. Details will be posted soon.

If you’re interested in seeing a couple of promos you can click HERE to learn about Endless Referrals and HERE to learn about Price vs. Value.

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There is Never Nothing Going On

One of the valuable lessons in the book “way of the peaceful warrior” is that there is never nothing going on. As you learn to live in the moment you begin to realize all that goes on in each moment you live. You will quickly understand that your moment affects the moments of those around you. It is on you to be responsible for the reactions you have to each one. You see, you don’t control the moment as much as you control how you allow it to impact you.

I have written numerous times about the difference between responding and reacting. This is just another way of saying the same thing.

As life progresses the one thing we seem to all agree on is that there will be change. In some instance you can affect it. In others, your only contribution
will be how you respond to it. Learn to be readily adaptable and you will find greater enjoyment out of life.

There really are only 3 rules of life:

  • Its a paradox in that it is a mystery that we will never understand
  • Its best to have good humor especially when it comes to matters of self
  • And that change is a constant to which you will eventually adapt.

Why not learn these things now and begin to choose the best parts for you?

Life is a play in which you are always the actor and often the director. See you get to direct the effects, but not so much the causes. You can direct the
reaction, but not always what caused the action. Realize what your role is and do your best at playing it out.

The fun thing is that your best will almost always be different based on the moment in which you are. Be cognizant of your surroundings and the signs which guide your way and make decisions that will best represent the person you want to be. You do know who that is, right?

It’s having a firm identity of your role in the universe at large that allows for the greatest success. Everyone has a gift or talent that others will value.
The cool thing is that most times, you don’t have to find them. If you put your talent out there and your WHY is strong enough, you will attract the right
folks to you.

You can attract those folks at any given time just by being in tune with the moment. Send them good will and prosperous thoughts. You will get them back.

The amount of nothing going on since I started writing this is staggering. It’s funny to me how you can be an active participant in the nothing or a passive
observer in the everything the moment has to offer. The only limitation put on the greatness of any given moment is the one you put.

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Be connected

For the past 3 years I’ve been signing off messages with the phrase: “Be connected”.

Sure it’s great advice and has significant meaning to me, but does it really matter to anyone else? I think so. Here’s why.

To be connected is to be dialed into to the many aspects of life. It’s not just that because you have a message from me I want you and I to feel a connection. It’s deeper. Much deeper. It’s about awareness.

There are so many things to which we can (and some of them should) be connected.  During TEDx Detroit 2009 I delivered a presentation entitled “6 Degrees of Connectedness” where I pontificated that not only does 6 degrees of separation look at things backwards, but that there are 6 areas of life to which we need be connected. Those 6 areas are:

Self- This is the part that focuses on knowing who you are

Others- This looks at the importance of relationships outside of ourselves

Planet- Simple, it’s the only one we have and we’d better keep taking better care of it

Technology- Without it, you wouldn’t be reading this or doing scads of other things you do every day

Universe- Understanding that you are the master of your universe is a key pillar to success

Bliss, although I think I may change this to purpose moving forward- Both of these look at the real reason of “Why YOU are here”

Each topic above has several subtopics included. The video will help lay it out. I have a bunch of audio clips on each sub topic that I promise to share, or transcribe or make into a book at some point.

What are you most connected to right now?

What do you want to be more connected to?

I look forward to hearing from you.

As always…

Be connected-

 

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The power of incentives in getting others to do what you want

Let’s face it, we can’t all be persuasive communicators or masters at motivation. When you’re not, how do you get people to do what you want?

There is major power in incentives. This video shares a couple of ideas.

1T (one thought) Seaworld understands incentives

I will be adding more to this post AFTER my Motor City Connect meeting on 2/5/13

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5 steps to building better business relationships faster

Since “All business is relationship business” you need to understand how to build better relationships. Fast.

This video (5 steps to building better business relationships faster) includes 5 areas on which you can focus. You’ll notice a couple of recurring themes:

It’s important to give first

It’s not really about you

If you can master these 5 areas, you’ll be doing great!!

Big thanks to Joe Venuto of SoPlat for bringing his camera over and filming me while I shared these thoughts. Special shout out to Michael Angelo Caruso for “loaning” us his patio in beautiful downtown Royal Oak.

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17 of my Favorite Reverend Dr. Martin Luther King Jr. Quotations

In the fourth grade we got to write about anyone we wanted and I chose Dr. King. What he did for his people initially and all people ultimately continues to inspire me to this day. In celebration of his life and accomplishments, I wanted to take some time and really embrace his wisdom.
As I sorted through the 5 pages, I picked those thoughts that resonated most with me. These are in no particular order and occasionally I was compelled to recognize someone who I feel embodies the concept or what I hope we can learn from it.
  1. Darkness cannot drive out darkness; only light can do that. Hate cannot drive out hate; only love can do that.
  2. Faith is taking the first step even when you don’t see the whole staircase.
  3. The ultimate measure of a man is not where he stands in moments of comfort and convenience, but where he stands at times of challenge and controversy.
  4. Our lives begin to end the day we become silent about things that matter. This one reminds me of Keith Stonehouse.
  5. We must develop and maintain the capacity to forgive. He who is devoid of the power to forgive is devoid of the power to love. There is some good in the worst of us and some evil in the best of us. When we discover this, we are less prone to hate our enemies. – This one reminds me of Shawne Duperon.
  6. A nation that continues year after year to spend more money on military defense than on programs of social uplift is approaching spiritual doom.  I wish we all knew this.
  7. We must accept finite disappointment, but never lose infinite hope.
  8. The time is always right to do what is right. – This makes me think of John George of Blightbusters.
  9. Whatever affects one directly, affects all indirectly. I can never be what I ought to be until you are what you ought to be. This is the interrelated structure of reality.- This is what I mean by our connectedness. It is so very true to me.
  10. We must build dikes of courage to hold back the flood of fear. -I wish we were doing more of this through education.
  11. We may have all come on different ships, but we’re in the same boat now.
  12. Science investigates religion interprets. Science gives man knowledge which is power religion gives man wisdom which is control. This is cool and makes me think of Benji Rosenzweig
  13. A nation or civilization that continues to produce soft-minded men purchases its own spiritual death on the installment plan.- Yeah, see # 10 and 6.
  14. A genuine leader is not a searcher for consensus but a molder of consensus.
  15. Every man must decide whether he will walk in the light of creative altruism or in the darkness of destructive selfishness.  - I love this.
  16. I have decided to stick with love. Hate is too great a burden to bear.
  17. Our scientific power has outrun our spiritual power. We have guided missiles and misguided men.-Isn’t this totally true and totally backwards?

I’m grateful for Brainy Quote putting such a comprehensive list Martin Luther King quotations together. There’s easily 70 more quotations that didn’t make this list.

Which ones do you like? Do you have a favorite that didn’t make the list?

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Business. Networking. Training.

What’s the best form of Marketing? You know this, you’ve heard it time and time again. It’s word of mouth. A good referral from a trusted source is almost “money in the bank”. Since that’s true isn’t it vitally important to get more referrals? Of course it is!

Many of your best sales pros are probably already doing “some networking” both online and face to face. Are they doing it right? Only your CFO knows for sure.

What about other people in your office. Wouldn’t it be great if they were bringing in business too? They have a network. Why aren’t they? If your company is looking to add revenue, I have some training classes that can help:

The 5 U’s of Networking: This class gives a comprehensive overview on what is needed to Network effectively both online and in the real world. We discuss why Networking works, what you need to know before you begin, how to work an event, what to do after and touches on some crucial online tactics.

Social Media for Business Growth: Companies who have one person responsible for social media are truly missing the golden opportunity. This class goes into the What, Why and a little of the HOW to use sites like Facebook, Twitter, YouTube and of course, LinkedIn to grow business.

60+ Things You Need to Know About LinkedIn: Contrary to popular belief, LinkedIn isn’t some infomercial; you can’t just set it and forget. The class moves quickly and even your resident LinkedIn guru will learn dozens of new things on how to use this uber power tool for business.

How Likes, RTs and Shares Grow Business Now: This class takes a detailed look at how to engage others on all the cool social media platforms. We will dive into the  hows of using Facebook, Twitter and YouTube to your businesses advantage.

Content Mastery: While this isn’t necessary for the whole staff, this is a class you’ll want people to take. Ever wonder why some people post and get a bunch of likes and you get crickets? They know how to turn an interesting phrase. And after this class, you will too.

These training classes run for an average of 90 minutes. All classes are tailored to meet your company’s specific objectives and the cost includes a pre-class consultation and post course support for attendees.

Here’s a few recommendations:

“Go out of your way to hear Terry Bean–and then move mountains to get him to your organization/community/business. I don’t often smile with delight at the back of a workshop room but I do when Terry Bean is presenting. I hear a lot of speakers on a variety of topics and Terry is one of the best. Knowledgable, entertaining, personable–Terry is a speaker that creates a relationship with the audience and then takes them to magical place where ideas and information come fast and furious. Great content is delivered on the wings of inspiration. If you appreciate talent, intelligence, creativity and humor–then you’ll appreciate working with Terry Bean.” Penny Shanks Executive Director- Clarkston Chamber of Commerce

“Terry spoke to Michigan Technological University alumni at career networking events recently in Ann Arbor and Sterling Heights, MI. In addition to a motivating (and humorous) presentation on the value of networking, Terry spent considerable time connecting with guests both before and after his talk. He also took the time to research Michigan Tech and incorporated many references to the school in his talk. We will definitely engage Terry again and would not hesitate to recommend him as a speaker to other organizations.” -Brenda Rudinger, Director of Alumni Relations, Michigan Tech University

Here is a link to many endorsements and 70+ recommendations I have on LinkedIn.

Looking for other training? I have extensive knowledge in customer care, communications, sales, marketing and Universal Laws. Additionally, I am one of the most connected people around and am always happy to refer the right connection.

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Time to reset the financial thermostat?!

I was having a conversation with a friend about 3 weeks ago when I stated that “I need to reset my financial thermostat”. She laughed and asked what does that mean. I explained that I believe we are all capable of making whatever type of money we believe we can. Some people make a ton of money because they have a higher tolerance for doing so while others don’t simply because they don’t. The good news is we are in charge of that thermostat. The trick is figuring out how to adjust it when you’re ready. While I can’t tell you how right now, I can tell you I’m looking for that answer.

You know what the best thing about asking the right questions is? You are often led to the right answer.

It’s not enough to want to change. It’s a step closer to be often thinking about change. The reality is real change takes real work. Have you been doing the work? I know. It’s hard, right? It’s hard to get started. It’s hard to stay motivated. Hell, sometimes it’s even hard to know what work to do.

In wanting to reset my thermostat I went to a person who I know thinks about things like that…Mr. John Assaraf (and by to him, I mean to his videos on Youtube). I’ve been one who practices being in gratitude (link to cool videos on the topic) for a while and I was so grateful that my instincts to search him out served me well. Why?

Because on December 1, 2012 he and 5 of his world renowned buddies are holding a seminar on…get this…

Resetting your financial thermostat to help you shatter your financial glass ceiling.

That’s right. I had not used that term before or even thought about it. Next thing I know a man I admire is hosting a six hour seminar on it. Of course I signed up. I’m excited about it too. This is the work part. I’ve done enough sitting around and thinking about it.

Part of “the work” has included morning exercise on our cross trainer machine. I’ve paired that with watching videos to retrain my brain. I found today’s video “I LOVE Money” extremely powerful and uplifting.

I’ve long had issues with money and they’re based on my beliefs around it. I intend to change those by watching this video over and over. Spend the 9 minutes and check it out. Also BIG SHOUT OUT to I Get Real TV (their Youtube channel has a lot of great info) as they originally posted it. If you would like me to remove it, please comment and consider it done. I do appreciate you allowing me to “borrow” or as I like to think “share” it so liberally.

Have you ever changed your financial thermostat? How did you do it? Interestingly the last time I made really good money in a year was the year of the dog…which happens to be my year on the Chinese zodiac. I don’t intend to only make good money every 12 years. Why should I? Why would anyone?

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Relationship Marketing 201- 12 tips shared to make you a much better networker.

Show up-     This is first and will always be. If you don’t show up ready to network both online and off, you won’t be effective at it. Networking takes effort…hence the word “working”. Take the time to understand how the following ideas fit into your networking world, and you will do well.

Know what you have to offer-    Without a solid understanding of what you have to offer, you will find it much harder to give.  How often do you give any of the following to your network: Time, Energy, Attention, Money, Expertise, Connections or Resources? See, you have a lot more to give than you thought.

Know what you want to receive-    When it comes to networking most people want the same thing: More Business. That’s great! But unless you can tell us what kind of business will be best for you, we will have a hard time giving it to you. The more specific your ASK, the better. People want to help you, but we can’t do so unless you tell us how.

Consider “After You” Networking-      Everyone worries about making a great first impression. Use this to your advantage. When meeting someone new, let them go first. Several benefits are yours with this approach: A. You’ll demonstrate your desire to be interested prior to being interesting.  B. You’ll have a solid understanding of who they are and what they need. C. They’ll be able to actually listen to you when it’s your turn to speak. D.  If they don’t listen to you, you know exactly what kind of person they are.

Use online networking effectively-    So many tools, so little time. The good news is they can help you expand your network FAST. The most important thing about online networking is creating and maintain relationships. The power of “search” is one you must understand. It’s about finding the folks you need while making sure those who need you can easily find you too.

Give when you can-    You already have an idea of what you have to offer, be sure to give it when you can. We have all heard the phrase “Giver’s gain” made popular by Dr. Ivan Misner of BNI fame. It’s time to put it to good use. Give. Give a lot. Give every chance you can. I firmly believe that giving others a clear path (ASK) on how they can help you is an act of giving.

Connect others-     Networking is about levering the relationships you have to create the relationships you need. This requires introductions. Don’t sit and wait for others to introduce you. Make connections for them too. The more proactive you can be in this space, the better.

Know why networking works-    Networking works when people work at it. If you give to me, I’m going to make sure I do my best to give to you…This is the Law of Reciprocity. Similarly if you give to me, I’m going to make sure I pay it forward and give to someone else. This is the Law of Generosity. Universal Laws dictate much of our life and networking is no different.

Ask. Listen. Repeat.-    When it comes to networking, and all good communications for that matter, Asking good questions and listening to the answers is at the heart of it all. Make sure you practice these important skills again and again. If you’ve ever wanted to honor someone, ask them questions about their favorite topic (themselves) and actually take time to listen to the answer.

Make it easy for others to help you-    It’s a big world and you’ve got a lot to do. You’ll do far more with the assistance of others. Don’t make others chase YOU to help YOU. Make your contact information easy to access by putting it on your e-mail signature and social media profiles. When someone does say they will help, call or e-mail them. Don’t make them reach out to you.

Say thank you-    It’s important to update your network on the status of any referral they have given you. It’s vital that you thank them for it.  You can make a phone call and say thanks just slightly easier than you can go by a gift card to their favorite store or restaurant. Just be sure to let them know they and their faith in you are appreciated.

Follow up-    This is the number one area where sales people and networkers blow big opportunities…they fail to follow up. Following up is so crucial that I dedicated the entire last chapter of my book to it. You can follow by letter, e-mail, telephone, video chat, social media or several other ways. How you do it isn’t nearly as important as you actually doing it.

Thank you for taking the time to read these. Proper implementation of these ideas will result in big praise from both your wallet and your network.

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12 things to consider while networking online

This was written in 09 and is every bit as germane today. What would you add to it?

1. Have a plan. Understand what you want to get out of your online networking time and what you have to give to it.

2. Upload your address book. This step will allow you to grow your networks faster. Larger networks lead to more opportunities.

3. Realize the importance of being interested over being interesting. Networking isn’t only about what’s in it for you. It’s about what I can do for you, what you can do for me and what we can do together.

4. Ask good questions. Social networking is really all about conversations. One of the best ways to engage others in conversation is to ask questions.

5. Be interested in helping others. Without a healthy interest in the well being of others, any networking will be a total waste of your time.

6. Make connections. Know two people that need to meet? Introduce them. Networking sites like Linkedin, Twitter and Facebook make this very easy to do.

7. Shine the light on others. By helping to spread the word of others you actually help spread your own word as well.

8. Spend time working your online network daily. It doesn’t have to be all day, and it shouldn’t be overwhelming. But you do need to make a consistent effort on this.

9. Alter the time you are online. Most people are creatures of habit and are online at the same time everyday. If you want maximum exposure, mix up the times so different people are seeing your message.

10. Upload a photo. People do business with people. Having a photo online makes you human, accessible and more interesting. This is true regardless of how bad you think the photo is.

11. Find another medium by which to connect- Can you meet them in person? Do so. If not, pick up the phone. It’s great to connect online over keystrokes, but it’s also important to do voice to voice or face to face networking.

12. Get started. There isn’t a reason you can conceive that would exonerate you from doing this. Online networking is the most important thing to hit the internet thus far. If you need help, call me!

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