Destination wedding @ Iberostar Grand Hotel Bavaro, Punta Cana, Dominican Republic
I used the term, "salad days" on a call today, much to the chagrin of my colleagues. They didn't know what it meant so we looked it up and I found the definition quite pleasant.
"Salad days": a Shakespearean idiomatic expression to refer to a youthful time, accompanied by the inexperience, enthusiasm, idealism, innocence, or indiscretion that one associates with a young person.
[Written Jan 4th, 2015]
While I do not have a "vision board" (yet) I am a firm believer in writing and publishing your goals for the whole world to see. Up to this point, I've shared my 2015 personal and professional goals with my close friends, family, and trusted work colleges. It's now time I shared them with the world.
Why share your personal goals with the internet?
Simply put, it will keep me honest and on track. If you know the whole world is aware of your plans, it's much harder to deviate from them.
Professional Goals by end of 2015
Personal Goals by end of 2015
Hopefully, by the end of 2015 I will have accomplished all of these things and be able to cross them off the list and set new goals. Through multiple assessments, I've found that I am very much motivated by the selfish chemical in the brain called, "dopamine". Dopamine is the 'feel good' chemical which is released in your brain when you accomplish a goal (see: Leaders Eat Last by Simon Sinek).
My best friend Cole asked me to officiate his wedding because he made his brother his best man.
I used a lot of resources to write it, so I thought I'd post mine in case it might help anyone.
[VIDEO] Brian Moseley's Best Man Speech (7min)
[LINK] "How to Officiate Your Best Friend's Wedding" blog post
More and more people who were born after 1985 are getting married these days. Most of them aren't that religious and have limited budgets. Therefore, it doesn't make sense to spend $200 to "rent-a-minister" for a day in order to seal the deal. So what's a low-cost alternative to getting married without a priest, minister, or rabbi? Why not ask a close friend? Not only is it free, but you're getting married by someone who actually knows you and your spouse.
I was approached by my best friend Cole a few months before his wedding and asked to officiate the ceremony. After sleeping on it for 24 hours (highly recommended) I agreed, and immediately started writing the speech. I started doing research and found a few other people had documented their experiences (which helped me tremendously) so I decided to do the same. I've included links to both my wedding speech and best mans speech below.
1) Interview both the bride and groom separately.
Wedding Video preview (3min)
MORE: I also gave a best man speech, check out the "How to Write and Deliver a Best Man Speech" here.
Brian Moseley's Best Man Speech for Cole Mandl [video]
I used to work for a marketing agency as a sales executive. After any meeting with a potential client (good or bad) I would write them a follow up ‘thank you’ email. All of my emails would start the same:
I'm not sure where I picked this up from, but it used to flow from my fingertips by default. I never thought about why I wrote it, it just sort of happened.
Why was I thanking prospects for their time? It was because I viewed the interaction as the prospect doing me a favor. They were giving me the opportunity to bid on a project. Out of all of my competitors, I was one of the lucky ones. They had all the power, I was another vendor on their short list. By thinking this way I setting myself up to fail.
Your time is just as valuable, if not more valuable, than your prospects.
If you are thanking a prospect for their time, it means you are not providing any real value. If you are not providing value, it means you probably aren't challenging them or getting them to think differently about their business. If you are truly providing your prospects with insights into how they could be doing things differently, they should be thanking YOU. Your time is just as valuable, if not more valuable, than your prospects. You are the sales person which means you are the expert. Throughout the sales process, you should be educating your prospects and understanding their challenges. You should be listening to their pain points, understanding how they make money, and striving to figure out if you can even help them or not.
Why don't more sales people do this? Because running a consultative sales process involves asking tough questions and potentially scaring a prospect away. Most sales execs are so desperate for business scraps, that they don't care if the clients' challenges can actually be solved by what they’re selling.
Your prospects should view you as a trusted advisor and not just another vendor.
If you feel the need to "thank" your prospects, they are helping you, not the other way around. Your prospects should view you as a trusted advisor and not just another vendor.
Most of our mothers taught us it’s polite to say, “please” and “thank you” so we sort of do this out of habit. I’m not saying to stop being polite, sales-people should always be respectful and courteous. However, at the end of a call, when your prospect thanks you, instead of thanking them back, try responding with, “you’re welcome”. It will feel awkward at first, but it will change the tone of the conversation and subsequently how the prospect views you.
Once the prospect believes you are taking time out of your day to help them, you will have achieved "trusted advisor" status so when the time comes for you to present your plan or solution, the prospect will be more than happy to sign on the dotted line.
The 30 Day, "No Thank You" Challenge:
At the end of a sales call, when a prospect says, "thanks", I challenge you to respond with, "you're welcome" instead of thanking them back. It will feel awkward at first, but it will change the conversation and subsequently how the prospect views you. Try it on your next 10 calls and let me know how it goes. I'd be interested to hear your thoughts.
If you want to read more on saying, "thank you", I recommend Eric Koelma's blog post, "Should We Stop Thanking People For Their Time?"
Thanks to Michael Reynolds for having me as a guest on the Digital Exec podcast. We talk about what to look for when choosing a marketing agency, how much you should be prepared to spend, and a secret New Zealand hockey team initiation for rookies.
"Join us as Brian and I discuss what to look for in an agency, how to measure success, and how to make sure you are maximizing your investment." - Twitter: @michaelreynolds
Some things I'm in to...
Aspiring Yacht Week Skipper