Why Do I Need To Know This?

Ever meet a person who is intensely curious and loves to learn, but in school was a rebel and struggled with academics?

Strange contradiction right? Do you remember that teacher-infuriating question they were always asking?

Why do I need to know this?

Industrial education is pretty bad at answering this question to the satisfaction of the class clown, and the human brain asks the same question every time it’s confronted with new information.

The more complicated the information – the better the answer needs to be, but most of the time we don’t even bother to answer the question before launching into a complicated explanation.

Then we wonder why nobody seems to want to listen.

Nobody has time to learn everything. Most of our day is spent ignoring the irrelevant. The first step to successfully educating somebody on something important is making sure it’s relevant to them – and second helping them see why.

Like the class clown who goes on to launch a billion dollar business after school – you’ll find most people are eager to learn something – if they understand why they need it.

What New Habits Have You Created?

How do you find time to work on your future goals?

Initially, I have a very simple answer; Schedule it!

I have spent a lot of time in the past few years creating new habits aka changing old habits. One of those habits was always being reactive. I spent so much time simply reacting to whatever situation was in front of me that I didn’t even know what to do when I did come across some free time. Sound familiar?

New habits for me the past couple of years include emailing myself any thoughts and reminders as they occur and then during my scheduled work sessions moving these to the appropriate google drive document or scheduling them on my calendar. This has enabled me to do away with any  things to do lists and reduced my filing down so much everything fits in my briefcase.

Another habit I have now is to color code everything on my calendar. I have in person appointments, reoccurring events, now tasks, future tasks and proposed appointment times. What does your calendar look like? When other people see my calendar they often gasp because it so full and colorful. What others see as overwhelming and complex is actually comforting and simplifying for me.

All in all, now I feel much more intentional, much more organized and proactive instead of reactive. I feel like I am in control now.

This past week I officially scheduled the first WAM! Mastermind Cruise! We will set sail from Fort Lauderdale on August 1st 2020 with twelve landscape owners from all over the country for eight nights stopping in San Juan Peurto Rico, St. Thomas Virgin Islands, Philipsburg St. Maarten, Tortola British Virgin Islands and Nassau Bahamas. How exciting is that?

This week you can join us at tomorrow’s Goal Setting Workshop at 10:00am at the Glen Allen Library or for our only two meetings this week, both on Thursday. One at 9:00am at Marty’s Grille in Mechanicsville and the other at 11:30am at the Four Points Sheraton on Laburnum Avenue.

The People I know who receive the most referrals, don’t ask for referrals.

The people I know who receive the most referrals, don’t ask for referrals. The people I know who receive the most referrals, don’t ask for referrals.

I wrote it twice on purpose. Take a moment and ask yourself how that is possible. Think a minute about the last person you gave a referral to. Not a lead, but an actual prepared and pre qualified referral for someone. Did that someone have to ask you to give that referral or did you do it for other reasons.

My experience is that when given the opportunity to refer someone I want to do the best job I can do in referring them. I want to refer them to the person I think is going to best serve them. Often, this person is not in my immediate circle and I even refer people that I don’t even like very much. Why would I do that? If that referral is the best person for the job and I want to truly help the person in front of me, then it’s the best decision.

Are you the person I should be referring my friend to? I bet a whole bunch of people reading this answered quickly and with a “yes”. What makes you the best? Does your answer truly separate you from your competition? In most cases, it doesn’t. If your answer centers around the best customer service that might be work if my friend is looking for the provider that offers the best customer service. I was speaking with a loan officer recently and they were explaining to me how great they are at closing on time. I think I shocked them when I responded that, closing on time, was not a concern of mine.

I had a friend recently ask me to help them find a realtor. I ask my friend what they were trying to accomplish, what type of home it was, where the home was located, etc. I found that they were selling an 80’s built home with some minor issues, that was located in western Hanover and that they had already worked with a couple different realtors. I am close with a lot of realtors and want to help them all but I instantly remembered one realtor who has shared with me on multiple occasions that they specialized in helping clients sell mid-range homes in the Hanover and New Kent areas after they had already worked with other realtors. WAM! I felt that they were the perfect fit for my friend and made the referral.

There are a lot of moving parts and pieces to this but once you figure it out, it actually becomes much simpler and much more effective. Come sit at our table, brainstorm with us and see what WAM! is all about.

Do you have a plan to reach your goals?

I am extremely successful but not nearly as successful as I want to be.

There was a time that I felt that happiness wouldn’t come until I hit the top. Now, I am enjoying the climb. If I don’t make it all the way to the top, it’s okay, I will relish in everything that I see and enjoy along the way. I won’t stop trying to make it to the top but I am more patient now in my journey.

This month’s training focus has been on goal setting and I am enjoying working with so many people on this. I look forward to helping more people during our workshop on July 30th. I am simplifying some simple “rules” to follow in setting your goals.

  • Make your big goals bigger!
  • Break your goal down into stages all the way down to daily goals
  • Learn to schedule everything
  • Focus first on you, then your family, then your survival items, then your future goals
  • Be patient
  • Appreciate what you have
  • Celebrate the daily achievement

I hope this helps you. If you want more help with this, don’t hesitate to contact me. Have a great week.

How Receptive are you to constructive criticism?

Throughout my education and pretty much my entire professional career, I feel as though all of my mentors have pounded into my head that I must be able to listen to constructive criticism. As a “9 to 5’er” I’ve spent my professional career working for a small business. Between networking and the nature of the small business I work for I have had numerous interactions with small business owners. Despite what my mentors have always told me, I’ve seen a pattern of the exact opposite from small business owners. 

It could simply be the nature of the construction industry, but I have to wonder. Many of the interactions I’ve witnessed or been involved with the business owner refuses to listen to anything that contradicts the way they do things. It could be something that’s large and involves many moving parts, like how they manage communication from their employees to their 50+ customers or something as simple as how they keep their financial records. 

As a business owner who has recently launched their business, I am trying to learn as much as I can from other bookkeepers and other business owners in general. I feel that change is necessary for growth and that being uncomfortable is a good thing because that means you’re changing your norm. However, I see so much resistance to change and even hearing others out when they’re trying to provide constructive criticism. 

I strive to be as receptive to constructive criticism as possible and remember that the criticism is a potential opportunity for me to improve myself and my business. How receptive are you to constructive criticism? Is it about the delivery of the criticism or possibly just a mind set that certain people have? I’d love to have a discussion about it, so please reach out and let me know what you think! 

Shelby Haydel
The RVA Office Sub

How About that Heat?

How are you dealing with this heat? For me, I just keep reminding myself how much I don’t like cold weather. I really hate that feeling when ears, toes and hands are all cold, I much rather be running around sweating in shorts any day.

There are four opportunities this week to WAM! with us. One was today at lunch, and another for lunch tomorrow at O’Charley’s in Glen Allen. On Thursday you can join us for breakfast at Marty’s Grille in Mechanicsville and come check out our new meeting place at 11:30am in the Four Points Sheraton on Laburnum Avenue across from White Oak Village. We have been making a lot of progress with a lot of our members. It’s great to see more and more of them opening up about their businesses and to see everyone else so willing to help them like they do.

Tuesday July 30th I am hosting a workshop from 10:00am until 11:30am at the Glen Allen Library to help people set goals, reverse engineer them to daily actionable items, to track them and create accountability to make sure they are achieved. There are only 12 seats available so sign up now at https://www.wamrva.com/event/goal-setting-that-works/

Have a great week and enjoy the weather.

Are you struggling with goal setting?

Here is one method that might help you. Start by envisioning where you want to be three years from now? How much do you want to be making, how many clients will you need at that point or some other combination or single measurable goal.

Now break down it down and work it backward. Reverse engineer it. Work it back to the annual, quarterly, monthly, weekly and then to daily goals.

Make these goals or transcribe them into items that you can control. For example; if your goal is to have 200 new clients in 36 months start by breaking this down to 67 new clients per year, 17 per quarter, 6 per month, 1.3 per week and then .25 per day! A fourth of a client per day, doesn’t that sound much better, easier to accomplish, then 200?

So what can you do each day to achieve this goal? Look at your last new client acquisition and reverse engineer how you got them. Why did they contact you, how did you meet them, etc. For some this might translate back to the knocking on 10 new doors every day, calling 20 new phone numbers, emailing 30 new contacts, etc. each day. Everyone’s how is going to be differ and will continue to be adjusted as more data is collected, methods are perfected, etc.

Breaking your goals down to daily actions that you can control and that you can accomplish will help to prevent one from “winging it” and will increase successes. The success of achieving today’s goal will help encourage you to achieve tomorrow’s goal and eventually it will become contagious and even better, will become habit. Creating good habits is always a great thing.

For the month of July we are going to focus on goal setting. Come sit at our tables and see if you can help us with ours and if we can help you with yours.

Are your goals keeping you inspired to succeed?

I hope that everyone had some time this past holiday weekend to enjoy some personal and family time. I know I did. I was able to get in a round of golf on Thursday before the rain came in, had three great meetings on Friday, family time Friday night, ran the Patriot 5k on Saturday morning, worked Saturday evening and then got to spend time first with my father and then with my wife on Sunday.

I am incredibly thankful to be an American with the independence we have. While it may be much easier for many I appreciate the opportunities out there for us all. We live in the land of opportunity.

I’m currently working with a client who is starting their business while also raising a family, taking care of a home and working a full time job. Yet, with all the cards stacked against them they are setting goals and putting plans in place for an awesome future. It’s so rewarding to be a part of this.

All in all, I have received a great boost of confidence and energy going into this week. I hope I can put it to good use.

Happy Week of 4th of July!

Thank you in joining me for the 243rd celebration of America’s independence. I am looking forward to seeing all of the red, white and blue this week. I hope you all get to enjoy a little extra personal and family time this week.

For you WAM!mers and guests out there take note that Wednesday and Thursday meetings are cancelled so there are only two opportunities to sit at our table this week and if you didn’t make it to our meeting at lunch today you’re down to one. Join us tomorrow, 11:30am at O’Charleys located at 9990 Brook Road in Glen Allen. This month, our training focus will be on renewing our New Year’s resolutions and goal setting in general.

I am really thankful for this weather we are having. Stop! Did I just hear complaining about the heat? It is hot indeed, however, I am focusing on the fact that it is not freezing, it isn’t raining and I am getting to enjoy the outdoors more. Bring your water, stay hydrated and get out there. A little tip that might help you. I used to work outdoors a lot and I learned that wearing an undershirt helped me more in this type of weather. Without an undershirt perspiration on your outer shirt will only make you hotter as the sun heats up that moisture. With an undershirt, perspiration is contained and your outer shirt remains dry. Try it, you might be pleasantly surprised.

Have a great week!

Why instant gratification?

The desire for instant gratification is a big enemy for small business owners and sales people. You know that good things come with time and it’s no secret that the best things in life don’t come easy. So why are people so impatient?

The most common reasons are financial ones. Making decisions based on your immediate income more often than not, have a negative effect on your potential long term income. We have all seen the salesperson who after twenty years is still chasing one more sale, the business owner who twenty years later is still complaining about the same things and both are still not willing to make decisions that will change their end game.

There are a lot of hours in the day. If we don’t have enough money in the bank to support ourselves we are working on our business. We are limited on how much time we work on this. Limited time not “no” time. My challenge for you is to make sure that you schedule time every day or at least every week to invest in your long term goals. It’s amazing what you can accomplish in just half an hour a day if you just stick with it and be patient.

Do you need some help figuring this out, defining your end goal, creating a plan in which to achieve it and identifying the difference between the reactive and proactive decisions you are making? Then join us at one of our meetings. You have three more chances this week, Tuesday at lunch, Thursday morning and Thursday at lunch. Here is the link to the calendar of meetings – https://www.wamrva.com/events/