The 9 Languages of Love - the Enneagram

Giving-Thanks beyond Thanksgiving

There are great riches for all of us to claim—lasting friendships, harmonious family relationships and the inner peace of knowing who we are spiritually. I am thankful for you. Having someone to share my thoughts, expressions and time with in this present moment is a small piece of my history and proof that I am here. I appreciate you unconditionally, without needing anything in return; although I do have one request…may I ask that you take a moment to express your sincere gratitude to someone in your life or someone you meet, and perhaps they might be inspired to do the same for others on this Thanksgiving day and beyond!

Being thankful—have you ever received something wonderful that you didn’t ask for; God knows the desires of your heart! Giving thanks refreshes our souls without regard to feelings of doubt or fear. I believe one of our greatest spiritual gifts is to recognize all that there is to be thankful for in our lives. Our blessings come from grace and not by our actions.

May you and yours discover all the things to be thankful for by Giving-Thanks beyond Thanksgiving!

Make every day special,

Steven E. Connor ©
November 26, 2008

Embracing Change

I am often reminded it is our philosophy that determines the course of our lives, and in this ever changing world, we discover our greatest progress when we too embrace the changes. For us to amend our current direction we must transform our present philosophy, and only then can we affectively improve our circumstances. Disgust and resolve are two emotions that lead to change. It’s ultimately more empowering to change because of inspiration as opposed to desperation. Never be one to say, “I sure hope THINGS will change.” Growth begins when we understand that it’s all up to us and no one else. Don’t say, “If I could, I would.” Feel the exuberance of saying, “I know I can, and I will!”

Steven E. Connor ©
July 15, 2003

The 9-Centers of Influence and Communication™ – The Enneagram

The 9-Centers of Influence and Communication™ is packed with practical tips and cautions for each type/style and their working relationships. Diverse organizations use this work for professional development, training, strategic planning, team building and conflict resolution. Lead from your natural strengths, recognize how others see you, learn what motivates the behavior of your colleagues and clients, communicate more effectively, know when you’ll succeed and when you won’t. This workbook includes two highly accurate questionnaires for determining your type as well as vivid individual profiles focused on maximizing each type’s potential and minimizing predictable pitfalls.

Steven, I would like purchase your workbook & coaching program for my business and my personal growth! I’m sending you an email today with the subject line: 9 Centers of Influence & Communication.

1. The 9-types have a characteristic agenda and operates within a particular decision making frame. Learn how each type connects with or misses the other; worldview; self image; tendencies for entering relationships; communication style; basic desire; basic fear; healthy, average & unhealthy traits; behavior when secure; behavior when stressed
2. Organizations, like people, develop basic assumptions and beliefs—both conscious and unconscious, which create a system of shared meaning and the organizations worldview.
   Discover what kind of leadership is right for certain situations, and how each type makes important decisions and gets work done; unconscious thoughts that guide each type; focus of attention; guidelines of interacting and communicating; positive and negative working environments

Benefits:

• Establish stronger connections with colleagues and clients
• Eliminate self-defeating behavior patterns
• Deepen influence and communications
• Reduce stress
• Gain self-awareness and identify strength

Profit Recovery™ (Accounts Receivable Management)

A sale isn’t made until you’ve been paid! When customers do not pay on time, it can take a big chunk out of a business’ working capital. This added financial strain can put any business in a difficult situation. Being able to get money tied up in outstanding customer receivables is essential for business’ to thrive. Internal collection procedures should be developed according to industry standards, and must conform to applicable state statutes and federal guidelines. Knowing how to effectively collect outstanding customer debt is an important tool that will improve your cash flow and help to maintain the general health of your business.

Too often, small-business owners make a sale and move on to the next account—without collecting on what they’ve sold. Just because you’ve sold it (revenue on the books) doesn’t mean you’re making money. The lack of cash flow and capital is the main reason businesses fail. There are several things you can do to make collections more successful and lesson the burden. The bottom line is—a sale isn’t made until you’ve been paid.

My expertise comes from being a former Divisional Vice President/Regional Manager of the largest strategic outsourcing firm of receivables management, servicing more than 60,000 clients nationally. Thousands of businesses have benefited from my general and custom-made workshops; including: wholesales, retailers, manufacturers, universities, doctors, hospitals and law firms.

Steven, I would like purchase your workbook, schedule a workshop and have you do an accounts receivable analysis for my business. I’m sending you an email today with the subject line: I need Profit Recovery!

1. Learn how you can empower your bottom line!

• How to effectively read your aging report; understand the cost of depreciation (the silent cash flow killer); a asset or liability—from a bankers perspective; net profit—how much new business is needed to offset losses;

2. Ten ways to improve collections

• Does your invoice/statement reflect the proper message for payment; phone techniques and handling objections

Benefits:

• Healthy cash flow allows you to be aggressive in marketing for new business
• More time for customer service and building referral business
• Successful processes that thrive in any economy

Networking to Sales Success

Let’s be clear, we’re all selling something! Networking is and always has been the greatest source of personal and professional success. It’s the best way to leverage your time and efforts in developing dynamic relationships and referrals.

Despite the frequent use of the word, rarely does anyone ever stop to explain what networking really is. It’s the most empowering means of marketing yourself. The more contacts you make, the greater the potential for success (as always – it’s a numbers game). Powerful networking relationships are equivalent to having people working for you!

Before you walk into a setting that is filled with potential contacts, hone your networking skills. Even seasoned professionals can refine their presentation. It’s when you think you know it all, that you stop growing.

1. Preparation – Know yourself and what you represent. Create a strategy for events and when possible, acquire a list of who is expected to be in attendance.
2. Follow-up – Be sure to call, send an email or letter to everyone you exchanged information with, including the host. Giving your card is not as important as getting theirs. Often times people do not follow-up, so if you have their card it gives you an advantage.
3. Networking doesn’t mean to deviate from the basics of prospecting – the purpose is to gain referrals.
4. Givers Gain philosophy (BNI) – “When you give business to another professional, you will get business from them.”
5. You must be present to win. Attendance at the meetings is critical to networking success.

What is a good lead?

• A lead is the opportunity to do business with someone who is in the market to buy your product/service.
• It’s not a guaranteed sale. It’s an open door to discuss your product/service with a prospective client.
• Professional Networkers listen for needs expressed by others. Do you know someone that provides the product/service needed? Ask for a business card and permission for your network partner to call them. When you give qualified leads, you’ll receive qualified leads in return.
• An important question to ask is, “What is a good lead for you? If I were to refer people I know to you, what is the profile of a good referral?”

What to do if you get a bad lead?

• A bad lead is when the prospect had no idea you would be calling and/or has no need for your product/service.
• It’s imperative to follow up with the person who gave you the lead. Open, direct, honest, professional communication is the best way to develop successful networking relationships.
• Clarity and educating others helps them help you. If you don’t follow up with them, you deserve every bad lead you get.

Follow Up!

Follow-up is crucial. Every networking contact is of value, and a follow-up letter makes a strong impression. When you end a letter with, “I’ll call you next week to follow up,” be sure to actually call. Many people say this with the best intentions, but when the time comes, the calls aren’t made. If you know you aren’t likely to call before the predetermined timeline, consider using an alternative, such as, “I look forward to hearing from you” -or- “let’s keep in touch.”

The optimal goal in effective networking is building extraordinary relationships. You don’t have to be different to be good; being good is different enough!

*** Yes Steven, I want to increase my networking results and will email you today! The subject line in my message will be “Networking to Sales Success!”

Presentation Body Language

People reveal visual signals based on their body language without being consciously aware of what they are transmitting. Body language is expressed in a number of ways: posture, eye contact, gestures, facial expression, etc. Successful people understand the subtle cues of body language.

Posture
We are always on stage and presenting themselves. Our posture can be welcoming or it can cause tension. Things not to do:

• hands on hips—creates an appearance of being arrogant
• crossed arms—creates a negative barrier and possibilities of confrontation
• hands crossed in front of you—creates a perception of being weak and timid
• hands joined behind your back—creates a perception of low or tired energy
• leaning back in a chair when seated—creates an outlook of passing judgment
• putting your hands in your pockets—creates a look of being really nervous

Gestures
Gestures play the role of reinforcing the words and ideas we attempt to communicate—they include hand, arm and head movements. Many people talk with their hands—if you do, avoid pointing fingers and/or raising your fist in the air. The finger pointing gives a perception of being accusatory, and fist waving appears hostile and/or threatening.

The most effective gestures are spontaneous. They arise from our thoughts and feelings, and are helpful in how people relate to us. Be aware that using the same motions repeatedly will cause people to focus on your gestures as opposed to what you are saying.

Eye contact
Making good eye contact is the most important form of body language you can use. Good eye contact shows interest and that you are connecting with the person you’re speaking with.

When you make eye contact with someone who quickly looks away—they are telling you that they are a little uncomfortable. In some cultures direct eye contact is inappropriate. In a group setting make eye contact with one person for three to five seconds and then on to the next person. Another way to connect with the listener during eye contact is to nod your head occasionally.

Facial expressions
Be consciously aware of your facial expressions. If you squint, frown or make unpleasant faces; I suggest you actively smile more to give a cheerful presence. Facial expressions to avoid are:

• arching eyebrows—this makes you seem surprised or questioning
• frowning—this makes you seem moody
• grimacing—this gives an appearance of being in pain

Practice your posture, gestures, eye contact and facial expressions. No matter how impacting your words may be, poor body language will overshadow what you have to say.

***Yes Steven, I want to learn more and will email you today...the subject line will be "MY Presentation Body Language!"