Resolutions

I never send my wife flowers on our anniversary or her birthday. Don't get the wrong idea, I am very happily married (married up....big time) and I would surprise most of the people who listen to me on radio or hear me speak, just how sensitive I can be -- but flowers on the day that you are supposed to send flowers, never appealed to me. Send them on the day that she is not expecting them because everybody loves a surprise.

New Years is coming up, have you written out your New Years Resolutions? This year, surprise yourself with a letter. Here are some suggestions:

1. Write the letter that you would like to be reading on 12/31/09.

2. Talk about the accomplishments that you have made.

3. Talk about how you motivated yourself each day, week, and month to continue to work hard

at your goals.

4. Give yourself some stepping stones that you hit along the way. Such as, I could not believe that by Valentines Day, I was able to run two miles without stopping or it was March that my staff really started to respond to our training and I knew that 2009 was going to be special.

5. Talk about the rewards you gave yourself for staying the course, like dinner with you and your spouse at a five star restaurant, getting a massage at the spa, or going to the ballgame or Broadway show.

6. End the letter with the big pay-off; going on a cruise or just taking some time off to enjoy the peace and quiet.

7. Start each day in 2009 by reading the letter.

Doesn't this sound better than making a list of 20 things you are going to do differently than beating yourself up for not achieving it? Gas engines won't run on diesel. Your mind can not stay positive if you keep putting negatives in it. Give yourself the best chance to hit your goals in the next year, stay positive and keep telling yourself that you can do it. Oh, then be willing to work your butt off, and you will achieve your goals.

If you are reading this blog on email, be sure and click on the link below to visit my blog page and see interesting facts such as: Daily Bible Verses, Fitness Tips, Financial Tips and Amazing Fact of The Day. Remember, this is the best day God is going to give you today, you might as well make it a great one! Stay Tuned.

Success

Success means different things to different people. To me, it starts with a great relationship with your spouse, the love of your kids, and true friends you enjoy to be around.

With that in mind, I wish you a very Merry Christmas and a time of true fellowship with your family and friends. Merry Christmas -- remember the real reason for the season/

BBB will be back on Monday, December 29th - 2008 Merry Christmas. Stay Tuned!

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Hero or Zero?

It is the week of Christmas, whether we like it or not, we have either hit our goals for 2008 or we haven't. At this point, there is very little we can do. We are either a Hero or Zero.

Here are some simple recommendations for goal setting for the new year.

1. There is nothing more motivating than having to stretch for a realistic goal. Also, there is nothing more de-motivating than having a goal that feels like it is unobtainable. Do your homework, make sure that your goal didn't come out of your....left ear. What is your goal based on? Can you work that goal out on paper? If no, you are not going to hit it.

2. The time to start working on hitting your goal is now, not waiting until 3rd or 4th quarter. I once had a boss who wanted me to put a phone blitz together on Christmas Eve Morning to get us closer to our goal. Maybe if we would have had that type of push starting in January, we could have hit our goal that year.

3. Break the goal out. Remember, you eat an elephant a bite at a time. Break the goal down, would you rather have to sell 12 a month for 12 months or 144 for the year?

If sales person A has a goal of 144 sales, makes 12 in January -- that sales person can think, Wow all that work and I still have 132 sales to hit my annual goal, I can't do that.

If sales person B has a goal of 12 sales per month for 12 months and makes 12 in January -- they are pumped up and excited, because they hit their goal.

4. What steps do you need to work on to get better? Ask your boss, ask your best clients, ask somebody. What do I need to work on to be better at my job in 2009? Maybe it's better service. More cold calls. Better relationship with your co-workers. Remember you can't do the same job, with the same effort, and expect a different outcome.

Good luck in 2009 -- here's to all of us hitting our goals and being heroes. Stay Tuned.

Branson's Biggest Mistake

The last thing that the world wide web needs is another blogger with an axe to grind. That is not my motivation. I feel blessed to work for a great company, in a great place, Branson, MO, in a great, but ever changing, industry --radio. I told you last time we talked that my post would be what I consider one of Branson's biggest mistakes, so here goes.

A few years ago there was a media campaign and promotion celebrating the fact that Branson was the home of over 100 shows. My perception is that there were just a few people who were really excited about the effort, but those few really pushed hard. That campaign should have never happened. Here are my reasons:

1. If you asked 100 people to list their top ten shows in Branson, there would be a large percentage of repeat names. Probably, you would have six or seven shows coming up in all the lists and three or four different shows would round out the ten. Whether it was intentional or not, that campaign put all the shows on the same level -- we have 100 shows and you should see them all.

The fact is -- even though we have less than 100 shows now, we have a lot of shows with product problems. Here are the facts, if a brand new Branson visitor sees one of our top shows first, their opinion is going to be very high about seeing another show. If, for whatever reason, they see a show with a real product problem first, the rest of the shows suffer because the chance of our new visitor seeing an additional show decreases.

2. More is not better -- better is better. If you have been in the area long enough to remember McGuffey's Restaurant, you remember a real success. The food was great, atmosphere was fun and it was the hot place to go. People would brag about how long they waited for a table. The servers wore buttons that said the answer is Yes. They owned this market.

Then, the decision was made to add more locations and everything changed. The quality diminished, the service was no longer special and it was not to long that McGuffey's closed.

The over 100 show campaign was based on great intentions to promote Branson. I believe that when you focus on quantity instead of quality -- everybody loses.

What can your business learn from these lessons?

1. More is usually not the answer. Your advertising probably reaches enough people to have a positive impact, the question is can you convert that reach into business.

2. Think through your campaign. Does it really sell your service and does it really convey the message you want your audience to know about your business?

3. Product is King -- for any advertising to work well, you have to have the right product.

A disclaimer: Some of the hardest working people I know work in the music show industry. They are talented, dedicated people with a passion to entertain. Please do not think that this blog is a shot to them -- in fact, it is in support of them. Stay Tuned!

Can we learn from The Biggest Loser?

Okay, I know -- the last thing we need is a blog about a TV show, but be patient. I really don't watch that much TV, but I really enjoy NBC's "The Biggest Loser" program. I find it motivating with quite a lesson. Some thoughts.

1. It amazes me that people, who are extremely obese, are willing to put on a pair of shorts and step on scale and put their weight on display on network TV.

What if you were able to "strip" down your business to it's shorts and truly look at what's wrong? All those blemishes you have been trying to hide would stand out. Chances are your problems can not be blamed on the government, the chamber, the competition, or anything else you might be focusing on. The first step to change is owning the problem.

2. The contestants change everything to improve. They leave their families, friends and home to live at the ranch so they can work out. They change their diet, start working out, and focus 100% of their attention to losing weight.

Is your business stuck in the "we have always done it that way" mentality? The insanity definition comes into play here -- you can't expect different outcomes by doing the same thing.

Maybe it's making personnel changes that you have put off, investing in more training, changing your advertising, or adding product. The "we have always done it that way" will get you "what you have always gotten."

3. Accountability is a huge part of the show -- weekly weigh-ins and people going home. What accountability do you have on you, your staff, your management team? There is an old saying in the sales game, "Your clients get better -- when you get better" That saying will apply to your business as well. The better you serve your customers -- the better 2009 you will enjoy.

Most of us will never be on network TV. However, if you truly have a big goal for your business, I would encourage you to learn from "The Biggest Loser" program.

1. Be willing to truly see your blemishes and admit to what needs to change.
2. Make the changes.
3. Keep track of your progress and stay dedicated to the goal.

Our next blog will focus on what I think was one of Branson's biggest mistakes. Stay Tuned!

Are you prepared for the weather?

Branson, Missouri is bracing itself for this winters (or almost winter) first nasty weather. The groceries store are full of nervous people stocking up for what could be an interesting week.

Are you "stocking-up" for what could be an interesting year in your business. We have talked on this blog how every industry, even the soap operas, are making adjustments for 2009. I want to challenge you to know the weather forecast. Take a step back and put yourself in the shoes of your customers. What can you do to help your customers buy more of your products and services.

2009 might be the year to actually follow through on some of the things that maybe you have thought of doing. Some examples:

1. Create an advisory board. It amazes me how many great business people there are in Branson, Mo. If you had six people that told you all the things that you needed to hear and you followed through on them, what would that mean for your business. Don't pick your friends who are afraid of hurting your feelings -- pick the people who will speak their mind and have the knowledge that you respect and trust.

2. Get to really know your best customers. I am not talking about their kids birthdays, I am talking about why they choose to do business with you.

3. Get to really know your non-customers. If you were to create a prospect list of the top 15 companies not doing business with you and find out why, you could put a plan together to overcome those reasons. I would simply contact the decision maker and tell them what you are doing, ask them to go to lunch and ask the questions you want. Nothing ventured -- nothing gained.

4. Your customers are looking for new prospects too. What about hosting a "mixer" every quarter or so. Again, I would be very open why you are doing this -- keep it small maybe 20 or so people. You could invite a speaker or allow each business to talk about themselves for 3 minutes or so.

Bottom line, the weather forecast has a lot of people talking about and dreading 2009. Let's be prepared and try new things. Stay Tuned.

2009 -- the year of the attitude!

The beginning of a new year is exciting. It is a new start, an opportunity to improve your performance and reach a higher level. Is that your mindset going into 2009? I hope so.

Yes the media is bombarding us with bad news -- but that does not mean your business has to have a bad year. Let's remember that several people became millionaires during the great depression. Are you ready to gain market share?

Now, I am not talking about just visualizing yourself to a better place. (Although I believe in visualization) I am talking about getting back to the basics. Remember when you were excited about your business and you worked on your business and not just in it? Let me suggest taking the following steps:

1. Ask the tough question. Is your business still offering what your customers want? Are you offering products or services that no one cares about having? Regardless of the economy, your business has to keep up with the times.

2. Make the tough decisions. Is your staff making or costing you money. Most people talk about loyal employees, but that does not tell the whole story. I am loyal -- however, if I worked as a mechanic in a garage, I would cost them a lot of money.

Do the math, if you could increase your average ticket by $20.00, what would that add to the bottom line? Is your staff capable? Do they need more training? Do you need new people? There are a lot of good people looking for new opportunities, is it time to give it to them?

3. Is your business making enough sales calls. Yes I am a radio guy -- and I believe radio is a powerful way to advertise your business. (I will take my radio hat off for right now) Are you aggressively advertising your business? The old saying goes...advertising is what you do when you can't go see someone. A lot of your competitors will be cutting their advertising, adding to yours will pay huge dividends.

Here's to the right attitude for 2009. Stay Tuned.

How can I make sense of my advertising?

I was listening to NPR (National Public Radio) on the way home from work tonight and heard them report on their very own layoffs. Like other media outlets and businesses, they are preparing for a tough 2009. It is more imperative than ever, for you to make sense of your advertising. Here are some tips.

1. Understand advertising's role. It tells your story -- make sure that your story is worth telling. Now, more than ever, you need to make sure that your customer's shopping experience is one they see as valuable.

2. Know your numbers. Do you keep track of your store traffic? Do you know your average ticket? How about your closing ratio? Of ten people who come into your store, how many can you or your staff turn into an actual transaction. If it is low, you can't blame that on your advertising -- it is all on your staff.

3. Do you have a goal? A clear specific goal.

4. Once you have that goal, use your numbers to see if it is truly obtainable.

5. If you want to grow $100,000 dollars in 09 and your average ticket is $200 you need to make 500 more sales. 500 more sales divided by 12 months = 42 more sales per month. If you are open 26 days per month, you would need to make 2 more sales per day. If your closing ratio is 50% -- you would need 4 more prospects per day.

So the question you have to answer is....are there 4 people per day shopping for your product/service in your area who are not shopping at your business? If yes, than you have a realistic goal.

The story is NOT all in the numbers, is your businesses story strong enough to get them to shop you -- other than your competitor. If it is, are you confident enough to tell that story? Stay Tuned!

Word of mouth is my best advertising!

I can't tell you how many times I have had an advertiser say to me, "word of mouth is my best advertising." My response is constant and confident. I tell them, "It better be!"

So many advertisers are looking for a magic pill that will help them grow their business. The problem is simple, there is no magic pill. Advertising tells the businesses story -- if that story is full of bad products, amazingly poor customer service and a lack of concern for what their customer wants, then advertising won't work.

Advertising should multiple your word of mouth story. If people leave your store with a terrible story to tell, don't blame advertising. More about advertising later -- Stay Tuned!

The best way to learn!

Hello! Welcome to my new blog. With all the bad news in our lives, I believe it's time to start focusing on the good news. It's time to realize that we have a number of blessings and opportunities and the people who focus on those blessings and opportunities will be further ahead than those who focus on the bad news. The best way for me to learn is to do. So, I am learning by doing, please be patient.

This blog will be about Branson, Missouri, radio, business, and staying motivated. More later - Stay Tuned.