Motivating Moments in a Minute!

June 12, 2007

WELCOME...to our Motivating Moments in a Minute newsletter. It is my hope you enjoy and profit from these thoughts and ideas. Please let me hear from you if you have a special topic.

My personal goal is to keep you informed of critical and not so critical news. This newsletter is filled with good ideas for increasing your sales opportunities.

I hope you will take the time to share any future topics you have an interest in.

Joe Stiles

·  The iPod Generation - A Boundry-less Society

This is the second of a three-part series on how we communicate across multiple generations.

The iPod Generation, known to some as the Y Generation, has taken the workplace by storm. The workplace is being challenged by their constantly asking "why?" The answer is usually "Because that is our policy" or "Because we have always done it that way." Two policies, often challenged by the constant "why" question are the specified work time and location. Let's take a look at WHY they challenge the work structure and how we can turn the iPod Generation workers into a spark for profitable change in our business.

Over the decades we have created a "boundary-less" society. Frequent flyer programs and airline deals have enhanced geographic mobility. Technological knowledge and extreme comfort levels connect the iPod generation without regard to location. They have a global sense of community which contributes to a world without boundaries. Technology has given this generation the vehicle to do business anytime, anywhere. Organizations today are not ready to implement a 24-hour workday with no time boundaries. We must recognize that this generation has a different sense of time and location when it comes to getting a job done. Their time frame may be from noon to nine and their location may be the local WIFI hangout.

Here are two things that will help your business benefit from the global sense of this new generation:

·  TIME - offer flexible start times and telecummuting opportunities

·  LOCATION - Define a telecommuting policy for your business. Telecommuting can reduce some business costs, increase creativity, increase company appeal and possibly reduce turnover

Both of these options will require trust and commitment. Expectations need to be clear with a strong communication base in place to manage the virtual work.

The iPod generation workers are our future. They have a better sense of work/life balance than previous generations. Organizational goals today should focus on teaching business principles and consider incorporating some of the iPod generations process of accomplishing those principles.

Would your company or office benefit from a personalized communication training program? Contact Linda at 713/208-2015 or linda@lindastiles.com

The above was reprinted with permission from Linda Stiles. Be sure to look for Linda's book Speaking of Success in the near future.

www.joestiles.com

·  Business Over Breakfast - Networking with the HWCOC

Here is a test...

What is the least important component of your elevator speech? This is the same elevator speech you use at each networking event you attend? What is the "least" important component?

Give Up?

It is your name.

What people will remember about you is the compelling and intriguing (not cute) nature of your message - your elevator speech.

Your elevator speech should inspire a person to meet you personally to learn more about you and your business.

Here is another test...

What is the most important component of your elevator speech?

The answer is... your sincerity. From this first impression, attendees will determine if they can build trust in you with their referrals.

Would you like to meet new friends and referral sources?

Join the Business Over Breakfast meeting of the Houston West Chamber of Commerce (www.hwcoc.org) at 7:15 AM in the Memorial Hermann-Memorial City Hospital at 921 Gessner (be sure to enter from the Frostwood entrance)

The next BUSINESS OVER BREAKFAST event is:

June 20th

Join us and learn about Networking in REVERSE

Reservations are not required, but it would be the polite thing to do, so RSVP to www.hwcoc.org

If you are looking for a great networking opportunity, how about your local chamber of commerce. It is a great place to give something back to your community and to others for their business. For more information, go to www.hwcoc.org

http://www.joestiles.com/

·  Stand Up...To Stand Out

What is your professional or personal expertise?

Can you stand up before a group and share your knowledge so that others may benefit? By standing up, you are giving back a little of what you have learned so others may gain from your experience.

As an example, I offer an array of short programs, which are about 35 - 45 minutes in length (see list below). Some of the programs are based on my professional background (e.g., Understanding Your Credit Scores). Other programs are centered on motivational, business development and educational topics that I happen to practice and strongly believe in.

Can you offer the same support to the local community? My personal bet on your behalf is YES.

If you happened to answer with "maybe," perhaps an option of partnering with one other person to jointly convey your message or expertise.

This is a great way to share your knowledge and expertise and to get the industry recognition of your skills.

Now what are you waiting on?

If you need more guidance, just call me, and let's brainstorm some ideas.

www.joestiles.com

·  Rumor has it...It is OK to Fail

Don't be afraid of failure!

The most successful salespeople are often those that have failed the most! The more you fail, the more opportunities you have to succeed. Failure has become a stigma, both within sales and culturally. No one wants to fail or be labeled a "failure". The result of that is that people either try to reject their failure or avoid taking any risks at all. In sales, this can be the end of a career. There are salespeople that decided they couldn't deal with failing anymore and set up camp with whatever level of success they had. Prospecting stops, clients demand everything, and sales plateau. They may keep showing up for work, but their career has gone as far is it's ever going to.

If you are going to be in sales, you better get used to the idea of failing. You are going to get rejection and many deals won't close. It's your outlook that determines how you react to these situations. Some salespeople try to hide from their failure, they make excuses until they don't feel responsible anymore:

·  The market is bad

·  That buyer is an idiot

·  I did not get the support I need

All of these things are another way of saying, "I don't want to admit and learn from failure, and I'd rather appear to have it all together than actually go through the process of being the best."

Don't do this, admit to your failures and learn from them. Have the courage to recognize your faults and you will develop much faster into a great salesperson than all the people hiding from their mistakes. Some salespeople go a step further and avoid risks altogether, they do only what is required of them to keep their job. They'll maintain clients and avoid prospecting. They pad their numbers and hide behind "full pipelines". They'll bury themselves in paperwork and proposals, whatever is necessary to detach themselves from failing. If you fall into this trap, know one thing, you have decided to stop developing an improving yourself. The only way to grow is by trying new things and taking risks. Once you retreat into your shell, you destroy any possibility of growing.

Embrace your failure, it will help you improve as a salesperson and ultimately will garner respect. Though there is a stigma to being a "failure", there is also a stigma to people that persevere through failures and become great successes. Failure is simply a step toward success.

Sylvia Harris, VP-Business Development Sandler Sales Institute sharris@sandler.com713/651-1800 Ext. 3

www.joestiles.com

·  Inspirational Quote of the Day

Each one should use whatever gift he has received to serve others, faithfully administering God's grace in its various forms.

1 Peter 4:10 (NIV)

·  Fun, exciting and motivational programs

• Soaring with the Eagles vs. Pecking with the Chickens

(A motivational program to help us achieve more!)

• Referring a Referral - where to find the "best" referrals

(An interactive program designed to help us re-think about the "best" source of referrals)

• Your 30 Seconds of Fame - Mastering Your Elevator Speech

(A valuable practice tool to help our networking efforts)

• Understanding Your Credit Scores

(A program to help educate in the impact of our credit scores on our everyday lives)

• A Woman's Place Is In The Home

(A program that profiles the fastest growing demographic group of home buyers)

• Stolen IDs - Prevention and Cure...a personal story

(A program to help us prevent our IDs from being stolen and how to correct our credit history if our ID has been stolen)

Learn More

JOE STILES has over 20 years mortgage experience and lives in West Houston with his wife, Linda, a dynamic professional speaker and communications trainer (www.lindastiles.com). Joe earned a BBA degree in Marketing from the University of Houston/Downtown, where he was awarded membership in the Phi Kappa Phi and Beta Gamma Sigma honor societies. Joe is also a graduate of the School of Mortgage Banking at Northwestern University. Joe remains active in the Houston community through Second Baptist Church and numerous civic organizations.

Joe frequently speaks at many Houston-area organizations and firms on Credit Scores, stolen IDs - Prevention & Cure and several other funny and motivating topics.

Network Funding is a Houston, TX based mortgage banking firm that has 160 branches in 32 states.

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