Category Archives: BUSINESS

AUTHORS, BUSINESS, LEADERSHIP, MARKETING, PERSONAL GROWTH, SALES

Geoff Blades: 5 Business and Life Lessons from Trump

In studio today by Geoff Blades, who joined us to discuss his book The Trump Presidential Playbook: A Wizard’s Path to the White House.

Geoff Blades teaches people to win. A former investment banker at Goldman Sachs and investor at the Carlyle Group, he is an author and advisor to senior Wall Street executives, CEOs and other leaders on all topics related to winning and getting what they want in their businesses, careers, and lives. You can learn more about Geoff here!

Discussion guide from my conversation with Geoff Blades:

Geoff Blades1. Business and life (and campaigns) are all about transformational leaps.

2. Business, life, and politics is a game. Why don’t people understand this? You have play. Most don’t.

3. Trump understands this is about influence.

4. FIVE KEY LESSONS FROM TRUMP:
A. Stay on point.
B. Be more skilled.
C. Powerful messaging.
D. Be yourself.
E. Play the part.

5. Geoff explains how to apply the lessons above. And yes, he explains how you can both be yourself AND play the part!

6. What are the specific skills Trump used to win the GOP nomination?

7. Can Trump win it all? It’s a new game with old rules.

Find Geoff Blades’ book here!

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HR, LIFESTYLE, WELLNESS

Getting Fit: My Journey

Getting Fit: It’s been an interesting life, thus far.

Fitness was my personal battle against asthma, which often incapacitated me as a child. I missed many trick-or-treating outings because of chronic bronchitis or uncontrollable coughing and wheezing. I remember one quiet Sunday when I was about 10 years old, sitting in a comfy chair alone at home – everyone else at church – body shaking because of the asthma meds I was on. I wondered then, how I would ever ride a bike again or play sports. Or even become an adult.

As medicines improved and my asthma became incrementally better, I maintained my physical fitness. I played softball, volleyball, water polo, swam competitively, and even did “shot put” quite successfully – as a scrawny, skinny teenager. As I moved through adulthood, I stuck with softball and volleyball, playing well into my third trimesters of each pregnancy.

But my knees slowly gave out and 6 surgeries including complete ACL repairs on both, using my hamstrings, were in order. Power walking and bike riding replaced volleyball and softball. I love the restored energy of consistent workouts, but it has been a battle my entire life to stay fit. I am sure I am not alone in feeling this way.

The Power of Wellness

For twenty years, I worked as a dental assistant, fifteen of those years working in a children’s dental office. It was a little easier to maintain my fitness when I ran up and down hallways, lifting and chasing other people’s kids, in addition to my own four. When I left the dental field and joined a recruiting firm, my physical activity during the work day halted almost completely, as I sat in front of a computer making cold calls for 7-8 hours every day. The last fifteen years in recruiting, HR, retention, and HR Technology have not helped maintain my fitness.

HRfitI have power walked, sought the refuge of yoga, hiked, and biked over the last several years in an effort to slow my heart rate and beat any and every affliction that might stop at my door. I have thought a great deal about fitness over the last year as “Wellness” became a trending topic for the human resources industry. Keeping an HR department and its processes fit is imperative to maintaining the wellness of a workforce – just as keeping a body fit is imperative to the wellness of a person, an individual.  Much of the content I will be producing and distributing on behalf of my company over the next several months will dwell on this topic.

I am excited to come to you with a crossover of this topic.

Let me explain. A few months back I started biking more consistently, investing in a quality bike rack for my car and a little bike trailer to attach to my bike – I know – silly, but I love taking my dog with me. I have an adventure coming up in November where my dog, Spikey, and I will be doing an extended road trip which includes about 4000+ car miles and over 300 biking miles – I (we) are training for this now.

Now, the crazy part…

Getting Fit: My JourneyI just decided to jump off the deep end.  Last week, I took up spinning. Or what I like to call “suicidal stationary bike dancing” – Spinning is a catchier name, right?

I thought, as a long-time biker that this would be an easy endeavor for me. Nope. Not even close. I finished my third and final free spin class this morning at Rhythm Ride – my local studio. I have made the decision to invest – my body, time, and money. And I am going to take you on this ride with me, I will be writing about this journey, documenting every pain point and success, failure and injury.

I am in pain, I am exhausted, I am drained, and I love it. 

I am getting fit. For work. For life. For love. Some day.

Upcoming?


Rhythm Ripped. This combines arm weight training with spinning. Kill me now. 

Glossary (words I learn along the way!)

Free Wheeling: Having no tension on the wheel and doing a sprint – this can be very dangerous. No kidding. 

AUTHORS, BUSINESS, MARKETING, SALES

Paul Downs: Surviving your own small business

Joined in studio by Paul Downs, small business owner, New York Times columnist, and author of Boss Life: Surviving My Own Small Business. Learn more about Paul and the book here!

Discussion guide from my conversation with Paul Downs:

Paul Downs1. Paul describes his business as one that has neither failed nor thrived, which is the reality for more than 25 million small businesses in America.

2. Describes three ways to fail.

3. FINDING NEW BUSINESS: A big challenge to most small business owners; how to see when also running the business; how to balance between selling and doing the actual work that you sell.

4. EMPLOYEE MANAGEMENT: Hiring, firing, and supervising; how decisions you make impact your team, not just you.

5. ACCOUNTING: The importance of sharing the numbers with the entire team, and the impact that can have on how people function in the organization.

6. WORK-LIFE BALANCE: Is this for real? Why you need to focus on things OTHER than your business, and what your true goal should be.

7. Running a small business is hard. And you are not alone.

8. You don’t have to run a billion-dollar business to be considered a success.

You can find Paul Downs’ book here:

About Paul Downs:

Since 1986, Paul Downs has been the owner of a small custom furniture business, now specializing in premium conference tables. His company has neither failed nor thrived, a narrative that is the reality for more than twenty-five million small business owners in America. Many business books tell aspirational stories of a few successful, famous, and wealthy people, glossing over their career arcs without exposing the realities of being a boss. In BOSS LIFE: Surviving My Own Small Business, now out in paperback, Downs explores the real issues facing small business owners today, like online advertising and a global customer base.
 
For years, Downs contributed to the New York Times “You’re the Boss” column, sharing his experiences as a small business owner and manager in posts that focused on topics like navigating the healthcare exchange or firing a veteran employee. Loyal readers of his column were vocal and supportive and the comments sections became their own forums on small business issues, guided by Downs’s knowledge and candor.

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HR, HUMANITY

Better off Dead: My Two Dollars Story

Better Off Dead

My two dollarsOne of John Cusack’s first movies was an odd spinoff of the wildly successful John Hughes films of the 80’s and 90’s called Better off Dead. Throughout the film, there is a running theme of a newspaper boy, yes, for those younger than 40 – we did not exercise child labor laws that strictly back then, chasing after the main character, Cusack for two dollars. You see, on top of delivering the papers to your front door, you had to do collections door-to-door, weekly for the money from the person getting the newspapers. Daily papers were .25c, and the Sunday paper was .50c, equaling two dollars a week. A few weeks ago, this came to mind one evening in a convenience store near my home.

A Wild Week

After what had been a wild week with candidate negotiations, allergies, and lack of sleep based on said allergies, something good finally happened. Sometimes, you just have to look past yourself to realize there is someone out there a little worse off than you. I had to run down to the local 7/11 for milk, as the carton in my fridge had spoiled. I drove down to the corner store, cursing that my craving for mashed potatoes and the need of milk to make the deliciousness that that dish is, forced me out of my home and into my car to procure this magic liquid.

When I arrived at the market, it was unusually busy, people milling around – looking at products deciding what snacks they wanted, etc. Now you see, I am not really a big grocery store guy, I eat out a great deal, so I know convenience stores well and how they operate. You have to move fast, or a line will form and then you are caught standing there pissed off because you just want to go home and eat mashed potatoes, and yet you are standing here, waiting. First world problems, am I right?

Two Dollars

better off deadI hate being right sometimes, and like a perfect storm, a line had formed, yet, not a bad one, there was a single guy and father there with his two young daughters in front of me, so I thought, oh well just a few more minutes. It could be worse with the sea of bachelors that were in the store. The first guy went off without a hitch, paid and off he went. Then, the father walked up with a loaf of bread and cheese. He was rung up quickly, handed the clerk his card, and the transaction was done. Boom, I am on the home stretch now! The youngest child then pulled a candy out of her pocket that she had been holding. The Father looked at her and smiled and said, “Sure, baby girl.” I stood there deflated and angry. I was tired, hungry, and just wanted to get back home to make the potatoes and eat my dinner. The clerk rang up the candy, and it popped up as two dollars on the register, he handed the man the card, again. So yet another transaction I have to sit through, great how much longer do I have to wait!!
Then, it happened, the card was declined, for two dollars.

His body language showed his humiliation that he could not afford two dollars, in front of his children, when he was told there no more funds available on his card which turned out to be an EBT card. Two dollars. For those who don’t live in Virginia, the EBT card is the equivalent of a debit card for food stamps funded by the Common Wealth of Virginia, and he had run out of funds. He scooped up the little one, who was crying that she wanted her candy, and took the other child’s hand, then walked out to his car leaving the candy on the counter in front of us. He said nothing but I caught his eye as he looked down and slowly left the store. The attendant took my milk as I watched the family with the sound of the words of two dollars ringing in my head, and I said, “The candy, I want the candy, too.”

Atonement Gained

The clerk’s expression was one of puzzlement that turned to a look of atonement for not doing what I should have done. I tried swiping my card but was having problems with the machine to complete the transaction quickly enough. Turning to look outside, I saw the Father getting into the passenger seat. Feeling my frustration, the clerk only said to me, “Go, Atonement gained, I suppose.” I nodded to the attendant and ran out of the store leaving both my credit card and wallet on the counter to catch the family before they left. When I got to the car door, his window was down so I handed him the candy and just quietly said, “Sir, you forgot something.” I turned to go back inside, and the father called out to me and mouthed, “Thank you, man.” Two Dollars.

A Very Good Man?

When I went back in, there was a line of people all staring at me, a long line. They were all men of different races, Black, White, Indian, and Asian. Not one person said anything, not one person was upset, in fact, they were all staring at me, some deep in thought, others smiling and nodding. As I reached for my carton of milk, the attendant held on to it for a moment looking me in the eye, smiled, and gave me a short bow and said, “You are a very good man.”

No, I really am not. I stood there in that line cursing the fact that I, a single man, who has enough money to eat out every night if I want, was angry that I had to wait in line. I felt anger toward a Father, caring for his progeny and, more than likely having cheese sandwiches for dinner, couldn’t afford candy, for two dollars. It is moments like this that remind me that we must look around and lift each other up, love each other a little more, and recognize that even though it can be bad at times, there is more than likely someone worse off than you.

Next time, I am going to be a great deal more patient with the world, I think we all should strive for that. I wish it would only cost two dollars to change the perception in the world, which would be amazing.

#truestory #life

AUTHORS, BUSINESS, MARKETING, SALES

Karen Leland: Build your brand by design rather than by default

Joined in studio by Karen Leland, the CEO of Sterling Marketing Group, and the author of The Brand Mapping Strategy: Design, Build, and Accelerate Your Brand.

Karen Leland1. Why is a personal brand so critical today,

2. How does a CEO’s brand differ from the business brand?

3. Does everyone need a brand?

4. What are the biggest mistakes people make in building their personal brand?

5. What are the most important things to do in building a personal brand?

6. The seven brand enhancers, brand mapping process.

7. Strategy vs. tactics, when it comes to building your brand.

8. Becoming a thought leader, leveraging content.

9. How to ACCELERATE your brand!

Find Karen Leland’s book here:

About Karen Leland:

Karen is CEO of Sterling Marketing Group, a branding and marketing strategy & implementation firm helping CEO’s, businesses and teams develop stronger personal and business brands. Clients include AT&T, American Express, Marriott Hotels, Apple Computer, LinkedIn, and Twitter.

She is the best-selling author of 9 books and writes regularly for Entrepreneur.com and Forbes.com. Her most recent book is The Brand Mapping Strategy: Design, Build and Accelerate Your Brand.

She has spoken for Harvard, Stanford, YPO, the AMA and been interviewed on The Today Show, CNN, CNBC and Oprah.

Karen Leland

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AUTHORS, BUSINESS, MARKETING, SALES

Hal Barr: The Art and Science of Sales

Joined in studio by Hal Barr, speaker, consultant, coach, and author of the new book, The First Billions’ The Toughest. Learn more about Hal here!

Discussion guide from my conversation with Hal Barr:

Hal Barr1. The importance of moving through the sales process systematically.

2. Learning to relate to people better.

3. The art of sales.

4. The science of sales.

5. Applying the 80/20 (Pareto) Principle to your sales and business processes (and frankly, everything else in your life)…

6. Hal explains how all his art and science lessons can be applies across the board from sales, to marketing, to life…

7. Relating to people requires learning to truly listen to people. And in so doing you will learn to define people as thinkers, tellers, talkers, and taskers. Once you know this, you can relate and collaborate with these folks in a truly meaningful way.

Find Hal Barr’s book here:

From Amazon:Sales is possibly the hardest profession in the world because professionals are tainted by those that don’t do it right. This book is your guide to how to improve your skills to be the professional that others will admire and emulate. The methods discussed in this book have been tested and worked for literally thousands of sales people throughout the US and beyond.

-Learn to Speak the way people are willing to listen
-Understand who your clients are that truly deserve your time and attention
-Streamline your business and become more successful with less stress

Hal Barr has over 30 years in sales during which he developed and authored a proven sales process that increases sales, revenues and client retention. The process is based on the Pareto Principle which is almost considered a law of nature.

A little about Hal Barr:

Nationally recognized thought leader on business development. Hal presented the 80/20 Principles over 180 times a year for the past 5 years to Fortune 100 companies. Hal’s sales strategies have helped thousands of independent business people in the US grow top line revenue from 25% to 125%.

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AUTHORS, BUSINESS, LEADERSHIP

Jackie Dryden: Get your head out of your bottom line!

Joined in studio today by Jackie Dryden, the Chief Purpose Architect with Savage Brands, and the author of a new book called Get Your Head Out of Your Bottom Line: And Build Your Brand on Purpose!

Discussion guide from my conversation with Jackie Dryden:

1. To build a brand and a culture base on a true purpose, verses simply focusing on profits, this process normally takes three to five years.

2. Why is now the time to have a new type of conversation with business leaders about building brands on purpose?

3. Truth: Companies who lead with purpose are actually more profitable than those who focus solely on profits.

4. What can a company stand to gain from building a culture of purpose?

5. Most companies have a mission, a vision, and values. Why are these not enough? And what’s the difference?

6. How millennials and boomers are driving real change in corporate America.

7. Jackie’s three-step process: FOCUS, FILTER, FUSE!

Find Jackie Dryden’s book here:

About Jackie Dryden:

Jackie DrydenJackie is no stranger to blazing trails. She broke ground when she led one of the few woman-owned advertising firms in the male-dominated industry. She did it again when she published her unique parenting book, Just Me: What Your Child Wants You to Know About Parenting, and traveled the nation to speak about it on television and radio shows, to newspapers and magazines, and before professional and educational organizations.

Now, she’s blazing a new trail: leading a purpose revolution in corporate America. Her new business book, Get Your Head Out of Your Bottom Line, guides visionary leaders to reconnect with their true strengths through the power of purpose. The book will be released in early 2016, and already, she is shaking up C-suites as she asks today’s leaders to uncover and communicate the true reasons their companies exists—not just to make money.

With a passion for helping others discover “why” and “what for,” Jackie leads individuals and companies to understand how to better share what sets them apart.

Jackie speaks to companies, schools and organizations across the country about business strategy, personal purpose and women’s issues. She shares her wit and wisdom with groups as small as 30 to auditoriums of several thousand.

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HR, HUMANITY, SIMPLE LIVING

HR Latte: The Pursuit of Happiness with Dr. Daniel Crosby

Part 1: Guest Dr. Daniel Crosby in a new #KeyPointPodcast series discusses truths behind individual happiness
iHR logo

HR Latte, episode 93


Series:
 The Pursuit of Happiness

In a follow up to his recent post, “Can Money Buy Happiness? Sort of.” Dr. Daniel Crosby, Ph.D. explores the ideas of how we pursue, find, and hang on to happiness. And, interestingly enough, money can have a factor. In this series, Dr. Crosby and Rayanne will break down how genetics can impact this individual pursuit.

Dr. Daniel CrosbyDr. Crosby is the author of The Laws of Wealth: Psychology and the Secret to Investing Success, additionally, he is the founder of Nocturne Capitol, an investment management firm whose approach is rooted in the science of behavioral finance.

Join us in the new series, as we look beyond what we’ve always thought about the truth of happiness. Rayanne recently published a post, The Pursuit of Happiness: Like a room Without a Roof, which ties in nicely with this series: “Life goes whizzing by so quickly that we can’t even see the joy we have found or slow down enough to embrace it and feel the difference between happiness and a droning existence or what we think we should be doing, how we think we should be feeling — what the world or our world expects of us.”

Discussion Points for this episode:

  • Actually Pursuing Happiness
  • What DNA has to do with it?
  • The Journey vs. Destination
  • Are some people destined to be unhappy? The genetic factors = what is out of control
  • The set point for Joy
  • How Choices Impact Happiness

Series
Part 1, The Pursuit of Happiness
Part 2, The Pursuit of Happiness
Part 3, The Pursuit of Happiness

On Twitter

@DanielCrosby
@Ray_anne
@HRLatte
and @intrepid_NOW

*Click here for past Episodes 1-66

HRLatte is made possible by:

Dovetail Software logoDovetail Software delivers web-based solutions & help desk programs that enable organizations to reduce administrative & support costs, diagnose & resolve complex business problems, and increase efficiency, while improving support.

Rayanne loves hosting talk radio and continues to hone this craft in every way possible by creating and hosting several educational and promotional radio shows, hosting & moderating webinars and podcasts, as well as a featured host on intrepid.media.

For more information about how you can use online radio or podcasting to educate your target audience or customer, compliment your marketing efforts, and grow your brand recognition, feel free to message Rayanne on Twitter, LinkedIn, or via email at rayanne@intrepid.media.

BUSINESS, CONTRIBUTORS, LEADERSHIP, PERSONAL GROWTH

Activity rules success

When I began in sales, I sought my own form of certainty as I entered the very uncertain prospects of the world of business – a world that was foreign to me. Sales was an uncharted, vast, and unknown territory. I didn’t have a compass, but I did have a direction. The “North Star” of my future map appeared from the belief that “Activity Rules Success”. No matter the talent level of the artist, actor, or sales agent, the more purposeful, directed activity generated, the more opportunity we can bring to successful fruition.

All life is forward process or it is in decline. Life demands we risk – initiate change or adapt to it when necessary. Change is scary for some, but it is the way forward, through the fields of fear and uncertainty, into the new light of expression.

Business is a living organism comprised, directed and engaged from the minds and hearts of people. The following, from Always Forward! Discover the 7 Secrets of Sales Success, will shorten the distance and lessen the pain from where you are now and where you are determined to go in the future. It is the way through fear, and a “North Star” for increase in life:

1. Think and Do – the shorter the distance between a deliberate thought and a decisive action, the greater the chance of success in the endeavor – the opposite is also true. Some think too long and don’t do, opportunity vanishes, someone else does the taking. Some do without thinking, rush in, and fail. The victory goes to those who think and then do with decisiveness, conviction, and alacrity.

2. Time waits for no one – it is inelastic – we can’t retrieve the minutes, the hours, the days, or years we squander. Stay engaged in the present, don’t live in the past, learn from it and influence your future by applying the lessons from the experience.

3. Find a way or make a way! Resilience is the stuff that overcomes the impediments and obstacles that will appear as a challenge to our forward motion. Think creatively, act decisively, don’t quit, think and apply a new strategy, approach from another plane of the thought, and always move forward!

4. 33-1/3% of people won’t buy us, our persuasive portfolio, our sterling personality, or our product. It’s a rough-hewn law of mine that hedges against the inevitable occurrence of rejection. Rejection is a part of the game – it’s part of the bargain to move forward, but if 33-1/3% of people will never buy from us, for their reasons, that leaves 66-2/3% ripe for the approach, and perhaps open to the message. If 66-2/3% will entertain the messenger, they will listen to the message – the more activity we generate, the bigger our base of 66-2/3%…

5. Walk Away Power – don’t push a bad position, learn to walk away from a negotiation. A bad position is anything that would make you lose your self-respect. Money is often recoupable, it can be bargained away from a bad position, or risked from a bold undertaking. But, giving up your self-respect is a choice only you can make.

6. YCDGBSOYA – You Can’t Do Good Business Sitting On Your A** – you have to get out and engage with people, push away from the plastic keyboard; don’t send an email when an in person visit will tip the balance in your favor. Go with your gut feel! If it feels like you should meet with someone, then “Find a way or make a way” to get in front of them.

Remember, try not to take rejection personally. It’s a numbers game! It’s like politics: Some people will always vote with the Blue States, some with the Red – you need to win the middle and your preferred Blue or Red states. If you generate planned, directed activity consistently, turn thought to action, and find a way or make a way to move your value proposition forward, you can begin to build a forum for success. Learn when to walk away from a bad position and know when to meet with people and create the interpersonal dynamic that makes all the difference from those who win the deal and those who take home the silver or bronze medal.

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Game ChangerBill Wooditch is a keynote speaker and peak-performance business training coach. He is a mentor and advocate for those who actively seek and are determined to make a difference in their lives and the lives of others.

He began his career with $200 to his name, a suitcase, one corduroy suit and two ties. Retreat wasn’t an option; there was only one way – Always Forward! His purpose, energy and conviction fueled his meteoric sales success. In two years, he “found a way and made a way” to become the top salesperson at Liberty Mutual – a company employing over 19,000 people at the time. Ready for the “next challenge”, he was recruited by and joined the 6th largest broker in the world, Corroon & Black (currently the Willis Group), where, for two consecutive years, he earned the distinction as the top producer in the company.

Today, he is the founder, CEO, and president of The Wooditch Group, a privately held risk management and insurance services firm. The Wooditch Group provides client-centric solutions and comprehensive risk management programs for domestic and international clients whose revenues range from $10 million to over $3 billion. He is also the founder of Think Next, Act Now!, a company that trains and mentors tomorrow’s entrepreneur today.

He earned his Bachelor’s Degree in Psychology at Purdue University and his Master’s degree in Public Administration at Penn State.

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BUSINESS, SALES

Ali Mirza: The importance of sales training to getting results

Joined in studio today by Ali Mirza, the President of Rose Garden Consulting. We focus on his different approach to sales and sales training, and how they relate to getting results!

Discussion guide from my conversation with Ali Mirza:

Ali Mirza1. “Sales training never ends. Understanding this leads to sales success.”

2. Why is sales training important, and why companies need to invest more into their sales department.

3. What is sales process development?

4. What are the expectations of your sales people, and how do you motivate them properly?

5. Sales Coach vs. Sales Manager.

6. Consultative sales vs. Account reps vs. Business development rep vs. Sales closers!

About Ali Mirza:

Ali is an accomplished Sales Master and Trainer! Starting his career in sales at the tender age of 18, Ali quickly realized that he would have to become better because being terrible at selling was not fun. Ali’s first sales role was in Insurance Sales, spending 3 years going door to door, outselling everyone in the country, Ali grew bored and tired and needed a change. Rose Garden Consulting was born and since then, Ali has personally closed over $100 Million in sales for many companies from small local establishments to large multi-national organizations.

Since 2012, Ali has taken his passion for closing deals to teaching others how to close deals. Ali firmly believes, there is no such thing as a born salesman; the only things born are baby boys and baby girls! Salespeople are taught. Ali currently lives in Atlanta and travels the country helping companies increase their sales.

Ali Mirza

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