Divine Delays

Over coffee today with my good friend Marcus Hall, I had the chance to share an overview of the past year. 2011 has been one of the greatest years for growth in my life. I've had several challenging moments both personally and professionally. Despite losing loved ones or struggling to close a major deal, I've been fortunate enough to take a step back and reflect on the following;

The upside is - - this can cause us to seek God passionately. This sort of disorientation has a way of driving us to our knees.

How we handle the shipwrecks in our lives will determine whether our lives become a tragedy or comedy. We can't control what happens to us. But we can control our response.

Although we don't know exactly where we're going much of the time, this disorientation develops our dependence upon God. And it is our dependence upon God, not our best-laid plans, that will get us where God wants us to go.

The unpredictable twists and turns of life can drive you crazy. Or you can learn to enjoy the journey.

Immigrant, Inc.

Be grateful that America is a multicultural country filled with all kinds of people, traditions, languages, religions, and political beliefs. I know I am.

Consider this:

- Today's immigrants are nearly twice as likely as non-immigrants to launch a business.

- Immigrant founders are behind more than half of the high-tech start-ups in Silicon Valley.

- Immigrants have become more likely than native-born Americans to earn an advanced degree, to invest something, and to be awarded a U.S. patent.

We should be thankful that we have a culture of entrepreneurship that stems from education, thrift, family loyalty, and ambition. 

Happy Thanksgiving everyone!

Moneyball - The System is the Star

Last week I had the operational team at my company watch the Moneyball trailer to help set the stage for implementing a new system during a meeting.

After watching the movie with my wife last month, I couldn't help but share the fantastic insights that this movie provides. As a young company, we've had solid growth for the past eight years, and we've also encountered growing pains. One of the challenges has been to find the right system for our operational recruiting department. 

We've taken the Moneyball concepts to create a system, approach, and process that is bigger than any one person. The goal is to build it into our culture and make this a part of how our team thinks, acts, and talks with clients every day. This way the system becomes the star and allows for our company to replicate this when the opportunity to grow comes our way.

Although we're a few weeks into the change, I am eager to take on this challenge. Now its time to get to work and begin the execution. 

The Future is Mobile, Local, and Social

A few weeks back I had the chance to attend the Dreamforce event in San Francisco. One of the highlights from the conference was listening to the keynote speaker. Google Executive Chairman and former CEO Eric Schmidt said technology is at a crossroads and the next game changing shift will comprise of mobile, local and social technologies and will create an environment that unfolds in true real-time.

Companies that do not become Social Enterprises will not survive this economic cycle. Becoming a Social Enterprise is, however, more than just having a Facebook page or a Twitter account. It is a transformation in how your business thinks, decides, works and collaborates. Brought into the enterprise by the Gen Y generation, social media has since redefined relationships within, between and among enterprises from the bottom up.

It was, however, the Millenniums who forced enterprises on the path of change. As they entered the workforce en mass, their refusal to use non-Googlesque technology and blindly follow processes dictated by corporate systems was the spark of the revolution. The rise of mobile as the new computing platform fueled the transformation to the Social Enterprise.

Not every company is ready to become a Social Enterprise. How can you tell if you’re ready? Does your company see social media and mobile as a way to help people do their job faster and easier?

7 Different Ways To Find A New Job

The old days of finding a job right out of school and sticking with it until retirement are certainly in the past. In these modern times, people have become more adept at locating new job opportunities. But some of the more traditional tactics have started to fade in popularity; no longer are people looking solely at the newspaper want-ads to find their dream jobs. Job seekers are becoming more creative and utilizing new strategies in moving their careers forward.

1. Networking
It is said that the majority of job vacancies are never advertised, often referred to as the "hidden job market." To land these jobs, seekers will need to find a way to get a foot in the door. Networking can go a long way in locating job opportunities; even if no one you know directly has knowledge of a job opening, there's a chance they know someone who does.

Networking can be done both in person and online. You can join professional associations, attend events for graduates of your school, or aim to connect with professionals who work in your field. Various online tools also exist, such as LinkedIn, which allow you to network with other professionals and learn out about possible job openings. You may also be able to meet other professionals through social networking sites like Facebook or Twitter.

Quite often in networking, it's not who you know, it's who knows you. So when it comes to positioning and top of mind awareness, take the time to get involved both in person and online.

2. Referrals
Referrals also come from individuals you know, however, this method may get you an invitation to apply for a position without actually searching for a new a job. Some employers offer incentives to their employees for referring a successful candidate to their company - a win-win situation for everyone. You get a new job, and your contact gets a finder's fee for attracting a top-notch employee.


3. Job Fairs
Job fairs are typically targeted toward specific industries, though some job or recruitment fairs are more generalized. These ads will usually come with a list of the organizations that will be present. Investigate any companies that interest you, bring a number of resumes and be ready to sell yourself. Consider any conversations with recruiters as mini interviews that can set you apart from other applicants. Some organizations may even offer on-site interviews to candidates that match their requirements. (Weren't successful? Find out why. See 5 Reasons You Didn't Get The Job.)

4. Company Websites
If you already have your dream employer in mind, why not go directly to the career section of their website? If you watch for openings on their site, there's a chance you'll find just the opportunity that you've been waiting for. Create a list of employers that you'd like to work for and visit their websites often. If you're really set on working for a specific company it may take some time to find just the opportunity that fits your skill set. But if you've got the luxury of time, this might be the optimal method for finding your dream job.


5. Head Hunters and Recruitment Agencies
If you're looking for some professional help in your job search, head hunters and recruitment agencies can definitely lend a hand (though in some cases it may come at a price). There are a number of organizations that hire through recruitment agencies because it helps to streamline the lengthy process of locating and interviewing candidates. Head hunters locate individuals to fill a specific vacancy within an organization or find a position for a job seeker who has hired their services. Payment is often based upon commission. Keep in mind that many high schools, colleges and universities have job placement services that can help new graduates to develop their resumes and assist both current students and alumni with their job searches.

6. Temping or Internships
Sometimes temporary employment can lead to permanent positions. If you're without work, finding a temporary position with a great company is a great way to get a foot in the door, or provide you with useful business contacts to call upon in the future. Many recruitment agencies can assist with locating temporary or casual positions and contract work. Internships are a great choice for students who are just graduating from college and many schools' job placement services can connect students with opportunities. Volunteering can also be a great method for gaining valuable industry contacts.

7. Creative or Outlandish Tactics
In a competitive job market, some job seekers have moved toward more creative methods for drawing attention to themselves. You might try using video email as a new technique. Recording a thirty second commercial can be transparent and quite different from those other job seekers.

The Bottom Line
In the modern job market, finding the very best job opportunities often requires a combination of methods. Always keep in mind that there are a variety of methods available for finding job opportunities, all with their own strengths and weaknesses, so don't be shy to experiment with a variety of techniques.

Who Wins?

The Old American Dream

Keep your head down
Follow instructions
Show up on time
Work hard
Suck it up

The New American Dream

Be remarkable
Be generous
Create art
Make judgement calls
Connect people and ideas

All of these attributes are choices, not talents, and all of them are available to us.

Stewardship

What type of leadership is present inside your company?

As a leader, the one thing you can't delegate is the responsibility for making sure the company has a single culture, not several competing ones. I've experienced this first hand inside our organization at Morales Group

My friend and business advisor, Dale Needleman (really smart apple), stated today that "In the absence of leadership, people will listen to whoever is talking". And sometimes these people who are talking have no understanding of how to run a business. That's a scary thought to consider.

Thanks Dale for the fantastic insight. We've got our work cut out but I know we're up to the challenge.

Are You Indispensable?

People under the age of 20 only know the Internet as their prime source of communication, purchase, and download. Get used to it, get over it, understand the sales opportunity that it creates, and take advantage of it. If you don't, society will take advantage of you.

Now is the time for salespeople to study the marketplace, make an assessment of where they feel their best long-term opportunities lie, combine those opportunities with selecting something that they're passionate about or would love to do, and DIG IN.

Morales Family Farm

Think of the sales process like farming. You prepare the soil; you plant seeds; you water, weed, nurture, and cultivate. In other words, follow through. Not every seed takes root; it may be only one seed in ten, or one in twenty.

Which connections will bear fruit, and when? It depends; different relationships and situations take different amounts of time. Just as with the farmer's partnership with the soil, sun, and seasons, the exact timing is not up to you.

But know this: if you prepare the soil well and are careful in your cultivation, you will reap a harvest - silos full.

Galatians 6:9 "Let us not become weary in doing good, for at the proper time we will reap a harvest if we do not give up"

Linchpins and Leverage

Forty years ago, Richard Branson, who ultimately founded Virgin Air, found himself in a situation in the airport at the Caribbean. They had just canceled his flight, the only flight that day. Instead of freaking out about how essential the flight was, how badly his day was ruined, how his entire career was now in jeopardy, the young Branson walked across the airport to the charter desk and inquired about the cost of chartering a flight out of Puerto Rico.

Then he borrowed a portable blackboard and wrote, "Seats to Virgin Islands, $39." He went back to his gate, sold enough seats to his fellow passengers to completely cover his costs, and made it home on time. Not to mention planting the seeds for the airline he'd start decades later. Sounds like the kind of person you'd like to hire.

(Excerpt taken from Seth Godin's new book Linchpin)

My Favorite Video - Gitomer Style

The time for systems of selling has passed.
The time for sales manipulation has passed.
The time for "finding the pain" has passed
The time for "closing the sale" has way passed.

I wonder if you're using yesterday's approaches to complete today's sales.

How Often Do You Shower?

Over time I've come to learn that I need to cool down when it comes to making important business decisions. Most entrepreneurs are impatient people by nature. But that same desire can turn into your worst enemy if you don't learn how to control it. Lately I've come up with a rule that has helped provide clarity on major business decisions. I call it the "shower rule". Since I do my best thinking in the shower, and I don't have time to take one during the day, I hold off making an instant decision. What I needed was a mechanism I could use to slow myself down, and the shower rule has helped immensely. This way I don't rush into decisions prematurely. My father, Tom Morales, who owns Morales Group, has taught me that real opportunities don't disappear. I guess that comes with age and experience. Thanks Dad for setting a great example.

Gear Doesn't Matter

In business, too many people obsess over tools, software tricks, scaling issues, fancy office space, lavish furniture, and other frivolities instead of what really matters. And what really matters is how to actually get customers and make money. It's not the gear that matters.

It's like all those amateur golfers that think they need expensive clubs. But it's the swing that matters, not the club. Give Tiger a set of cheap clubs and he'll still destroy you. Equipment can be used as a crutch. Everyone doesn't want to put in the hours on the driving range so they spend a ton in the pro shop.

So are you that business owner who spends on gear that doesn't impact the bottom line?

Excerpt taken from the book entitled Rework. Probably the most practical business read in the last two years. Excellent down to earth content. A must read.

Prospecting w/Video Email

Chop Wood, Carry Water

Phil Jackson once used an old Buddist quote, "chop wood, carry water" during a pre game speech in the NBA Finals. To me this meant that you must stick to the basics, work hard, play your role, and not make it more complicated than it has to be. Just like in sales, you generate activity consistently in the marketplace by practicing the fundamentals. Those basics include an early morning networking events, late night homework for a presentation, and following up with a gutsy phone call to a major customer. Those not so sexy moments in our professional careers usually make all the difference in the long run because you've mastered the fundamentals. So the next time to hit a wall, remember to chop wood, and carry water.

"And let us not grow weary, in due time you shall reap a harvest if you don't lose heart" - Galatians 6:9

The One Email Guaranteed to Get You a Response!

Ever had a client or prospect never get back to you?

Because you're in sales, then I know it's happened to you (or is happening with several of your clients or prospects right now!).

If you ever find yourself in a place where you've qualified a prospect, sent information to them on your product or service, and then find that they just won't return your calls or emails, then I've got a guaranteed email that will get you a response.

Subject of your email: "Should I stay or Should I go?"

"_________ While I've tried to reach you, I haven't heard back from you and that tells me one of three things:

1) You've already chosen another company for this and if that's the case please let me know so can I stop bothering you,

2) You're still interested but haven't had the time to get back to me yet

3) You've fallen and can't get up and in that case please let me know and I'll call 911 for you...

Please let me know which one it is because I'm starting to worry...

Thanks in advance and I look forward to hearing back from you."

Is that great or what?? This works on so many levels including using a "Clash" song everyone can relate to in the subject line, to giving them options and an out in case they've decided not to work with you.

And, of course, you give people a reason to smile and that always relieves the pressure from the sales situation.

Use it this week and see for yourself how it works to get your prospects to get back with you and how it gets you deals.

(Note: this email technique was one I learned earlier this week from an Jeffrey Gitomer post featuring Mike Brooks)

Rudy

During my freshman year at Butler University, I decided to transfer programs because I felt I wasn't fulfilling my football potential. The head coach didn't agree with my decision and stated that I'd never play a lick at the division one level.

Fortunately the switch proved beneficial, I started the next three years at Purdue and played on a Big Ten Championship Team with all pro teammates like Drew Brees. Needless to say the Risk - Reward paid off.

My encouragement is to dare yourself, accept the dare, and take the risk. Have you ever taken a risk and succeeded? Didn't it seem like less of a risk after the event was over than before you were willing to take it? Ask yourself why you're avoiding making that high level executive connection that may or break a huge sale. Or why you're fearful to launch a new business idea that would help you pursue a life long dream.

After all, the greatest risk in life is not taking one at all.

Knock, Knock - - Who's There?

Have you ever wondered why you can't get a response back from a prospect, customer, or colleague? Perhaps its the way you communicate. Here's a quick story that explains my point.

I had a prospect a few months ago who wouldn't return my voice messages. For three weeks I kept consistent on the follow up, but no luck. After a few more attempts I threw in the towel and closed the opportunity in my Salesforce.com account. Several days later, I ran into a close friend of the prospect I had been courting. In our conversation, I reiterated that I had left several voice messages and still couldn't get a returned phone call (And for the record, my voice messages are creative, short, and to the point).

His friend mentioned that this particular prospect hated communicating on the phone. They'd rather prefer a text message since they already field twenty or thirty phone calls a day regarding the business operation. So with that said, I sent out a text message to his cell phone and within minutes I got a response back that confirmed meeting the following week. That was an important lesson to learn - - everyone's style of communication is different.

For example, I know an owner of a fast growing tech company who likes to communicate via Twitter. That's how you get ahold of this guy, sure email and the cell work, but you catch his attention best when you tweet. And most Baby Boomers revert to speaking on the phone, because that's what was been the norm for most of their business careers. I also have a few customers (HR Managers) that only prefer email and I make note of using this mode to get a response back.

So the next time you have trouble tracking down a client, prospect, or colleague, figure out how he or she like to communicate. I'm sure you'll improve your touch response.

There Are No Artists on the Assembly Line

Are you an artist or a white-collar assembly line worker? Most white-collar workers wear white collars, but they still end up working in the factory.

Seth Godin mentions in his new book Linchpin that "white-collar workers push a pencil or process an application or type on a keyboard instead of operating a drill press. The only grease they have to get off their clothes at the end of the day is the grease from the take-out food at lunch." After all it's factory work because it's planned, controlled, and measured. As soon as it is part of a system, it's not art.

If you're an artist, you tend to shake things up. You invent as you go. That's why MBAs often have trouble pigeonholing artists. A true artist can't be easily instructed, predicted, or measured, and that's what you're taught to do in business school. Art represents a chance to improve the status quo, not just make it cheaper inside a factory while wearing a white collar to work.

A good friend of mine, Jeremy Dearringer, is an artist. He co-founded Slingshot SEO, and leads research at this fast growing Indianapolis tech darling. His job is to explore and develop new ways to rank your company first on Google's search engine.

Jeremy solves problems that people haven't predicted, sees things people haven't seen, and connects people who need to be connected. As an artist, he applies artistic judgement combined with emotional labor. Jeremy's job is a platform for generosity, for expression, and for art.

So I pose the question again, are you an artist or do you "rock" a white collar to work, stressed out on the assembly line?