Leadership Fallacies To Dispel

It never ceases to amaze me the many different definitions of leadership. Working in executive coaching and leadership development affords me invaluable opportunities to meet with leaders and teams to learn about their challenges, their perspectives, their rationale for decision-making. There are as many interpretations for what constitutes an a “good leader” as there are ice-cream flavors because the value that leadership creates is so subjective. At the same time, though, we all (well, many) know good leadership when we see it.

So what causes some people to have great definitions of leadership and others not? Probably the same reason for having different opinions, influences, and personal experiences.

To help identify the “good” it’s worthwhile sometimes to understand the “bad,” otherwise how will you know what “good” is? Here are five leadership fallacies to dispel:

1. A good manager makes a good leader.

What defines effectiveness at one level will be the expectation at the next position higher, but not the responsibility. In other words, when our favorite fictitious character Joe or Sally get promoted from, say, a senior director to vice-presidential role, there’s a mental shift required to move from the tactical and operational perspective into one that is more strategic. Yet doing so isn’t easy because he or she has never been required to think strategically before. Mindy Hall, author of Leading With Intention, believes, “we still reward people for their specific expertise and then we attribute their skills to saying ‘Oh, they’ll be a great leader too.’ But just because you got great results as a marketing VP doesn’t mean you’ll get results as the a leader of an organization.”

2. Effective leadership is unique to the industry.

Quite the opposite. Strong leadership is strong leadership no matter where it exists. Sure, tactics certainly differ according to the field in which you work but the defining principles that wield the pursuit of excellence remain the same: performance, adaptability, leadership. Here’s a quick breakdown of each (more on these elements here):

Performance: the physical, mental, emotional and spiritual capacities that compose the individual, such as habits, health (i.e. stress management), focus, self-talk, emotional intelligence, decision-making, communication. Adaptability: the skill and will to learn and unlearn, presented through self-renewal and self-organization. Leadership: decision-making, communication, authentic self-expression that instills value in others.

It’s at the crux of these three areas where effectiveness lay:


3. “My leadership style worked here, so it’ll probably work there.”

Don’t be so myopic. The dynamics of personalities involved and the internal and external factors that influencing the circumstance vary from situation to situation. A command and control style, for instance, will work when there is significant pressure (i.e. time) or urgency to get the job done; when a decision as to be made and it has to happen now. However, try to employ dictatorial rule as an everyday leadership style and you’ll soon watch your followers follow somebody else.

4. Only leaders can make decisions.

Contrary to popular belief, it’s not the role of leadership to make all the decisions. There just simply isn’t enough time in the day to do so. What their role is, however, is to set the conditions for decision-making to occur. By conditions I’m referring to the left and right boundaries that define employee decision-making space, the process of communication from top down and bottom up, meeting flow, etc…

In the military we had something called critical information requirements (CIRs) that served as a decision-making threshold. Basically, the senior leader would identify the criteria that, if triggered, would warrant a decision to be escalated to his/her level; unless those conditions were met, direct reports were free to make their own decisions based on the common purpose understood by all. Something else this CIRs served allowed was freeing up the leader to focus on the business rather than on your business.

5. Leaders have very little time for anything else.

If I could drop an expletive here I would, but we’ll have to settle for its acronym: BS. People don’t manage time they manage their priorities, so when somebody says, “I don’t have time for that” what that person is really saying is, “That’s not important to me right now.” Steve Gilliland, author of Detour, recommends leaders “decide what’s important and never take it for granted. It’s not until you’re about to die do you realize the value of 30 minutes.”

Written by Jeff Boss
Source: Forbes

The Almost Nearly Perfect Line of Credit: Accounts Receivable Financing

Ask the average business owner to describe the “perfect line of credit” and you’ll probably hear something like “having access to as much low interest money as I want whenever I need it for whatever I need it for as I grow my business”. Unfortunately, for the vast majority of business owners a line of credit like that is simply not available. Fortunately what is available is an Accounts Receivable (A/R) Line of Credit that can be described this way “money that you can access whenever you’ve made a sale so you can pay; payroll, suppliers and taxes on time as you grow your business.”

While this second description does not have the obvious appeal of the first, paying creditors and taxes on time and consistently has always been one of the keys to business success. Many suppliers are also prepared to offer extra services, generous terms and significant discounts to their best paying customers. Unlike other sources of funding they don’t demand interest, collateral, personal guarantees or equity in return. An A/R line is also easier to qualify for, advance rates are higher and it can be increased quickly if sales grow.

The only negative to an A/R Line of Credit is that it’s more expensive than a traditional bank line and a lot of business owners refuse to properly consider it as an option for that reason alone. This is unfortunate since A/R financing is often the perfect solution in the right situation and can be a reliable source of vital funding through even tough times. For companies that are pre-bankable, turning around or just growing very fast an A/R line might be as close to an operating line of credit as they are going to qualify for.

The main reason that A/R financing is more expensive is that it includes ongoing professional A/R management. Modern systems are used to manage and report on the A/R, ongoing credit reports are purchased from a variety of agencies and skilled people are needed to manage the whole process. This comes at a cost, however, when close attention is paid to the A/R then bad debt is minimized and A/R turnover is improved. Most business owners who have used A/R financing come to value the services almost as much as they appreciate the ease and flexibility of the funding source.

So when you next meet someone who is struggling to qualify for a line of credit or seems to be expecting too much out their line, then you should suggest to them the next best thing. Growing or turning around a business without giving up equity is a huge challenge. But with hard work and the right source of cashflow support it has a much better chance of doing just that. A/R Financing might not be the perfect line of credit but it is very close.

Written by Tom Klausen
Source: First Vancouver Financial Services Ltd

Tom Klausen is President of First Vancouver Financial Services, Ltd and has had extensive experience in providing alternative financing solutions to small business owners. He also provides management consulting services to non traditional lenders throughout North America.

The 1 Thing That Will Ultimately Determine Your Success as a Leader

Leadership is a complex endeavor, but it doesn’t have to be complicated.

We tend to make things more complicated than they need to be and that’s definitely true in the field of leadership. To prove my point, go to Amazon.com and search their book listings for the word “leadership” and see how many returns you get (but wait until you finish reading this article!). What did you find? It was 138,611 as of the writing of this post.

Browsing the titles of some popular best-sellers would lead you to believe that in order to be a successful leader you just need to find the magical keys, take the right steps, follow the proper laws, figure out the dysfunctions, embrace the challenge, ascend the levels, look within yourself, look outside yourself, form a tribe, develop the right habits, know the rules, break the rules, be obsessed, learn the new science, or discover the ancient wisdom. Did I say we like to over-complicate things?

What if successful leadership isn’t really that complicated? What if I told you there was one thing…not a title, power, or position…that determined whether people followed your lead? What if you understood there was one aspect of your leadership that was a non-negotiable, must-have characteristic that must be in place for people to pledge you their loyalty and commitment? What if you knew there was one element that defined how people experienced you as a leader? Would you be interested? Can it really be as simple as one thing?

That one thing is trust. It’s the foundation of any successful, healthy, thriving relationship. Without it, your leadership is doomed. Creativity is stifled, innovation grinds to a halt, and reasoned risk-taking is abandoned. People check their hearts and minds at the door, leaving you with a staff who has quit mentally and emotionally but stayed on the payroll, sucking precious resources from your organization.

However, with trust, all things are possible. Energy, progress, productivity, and ingenuity flourish. Commitment, engagement, loyalty, and excellence become more than empty words in a company mission statement; they become reality. Trust has been called the “magic” ingredient of organizational life. It simultaneously acts as the bonding agent that keeps everything together as well as the lubricant that keeps things moving smoothly. Stephen M.R. Covey likes to say that while high trust won’t necessarily rescue a poor strategy, low trust will almost always derail a good one. Trust is essential to your success as a leader.

But trust doesn’t come easy and it doesn’t happen by accident. It’s advanced leadership and requires you to work at it each and every day. It starts by you being trustworthy. The ABCD Trust Model is a helpful tool to help you understand the four elements of being a trustworthy leader.

Leaders build trust when they are:

Able
Being Able is about demonstrating competence. One way leaders demonstrate their competence is having the expertise needed to do their jobs. Expertise comes from possessing the right skills, education, or credentials that establish credibility with others. Leaders also demonstrate their competence through achieving results. Consistently achieving goals and having a track record of success builds trust with others and inspires confidence in your ability. Able leaders are also skilled at facilitating work getting done in the organization. They develop credible project plans, systems, and processes that help team members accomplish their goals.

Believable
A Believable leader acts with integrity. Dealing with people in an honest fashion by keeping promises, not lying or stretching the truth, and not gossiping are ways to demonstrate integrity. Believable leaders also have a clear set of values that have been articulated to their direct reports and they behave consistently with those values—they walk the trustalk. Finally, treating people fairly and equitably are key components to being a believable leader. Being fair doesn’t necessarily mean treating people the same in all circumstances, but it does mean that people are treated appropriately and justly based on their own unique situation.

Connected
Connected leaders show care and concern for people, which builds trust and helps to create an engaging work environment. Leaders create a sense of connection by openly sharing information about themselves and the organization and trusting employees to use that information responsibly. Leaders also build trust by having a “people first” mentality and building rapport with those they lead. Taking an interest in people as individuals and not just as nameless workers shows that leaders value and respect their team members. Recognition is a vital component of being a connected leader, and praising and rewarding the contributions of people and their work builds trust and goodwill.

Dependable
Being Dependable and maintaining reliability is the fourth element of trustworthiness. One of the quickest ways to erode trust is by not following through on commitments. Conversely, leaders who do what they say they’re going to do earn a reputation as being consistent and trustworthy. Maintaining reliability requires leaders to be organized in such a way that they are able to follow through on commitments, be on time for appointments and meetings, and get back to people in a timely fashion. Dependable leaders also hold themselves and others accountable for following through on commitments and taking responsibility for the outcomes of their work.

Trust
-the one requirement for successful leadership. Do you have it?


Source: Leading with Trust
Written by Randy Conley

Data Acquisition For Brand Marketers

Data acquisition today is moving beyond collecting Likes on Facebook or followers on Twitter. It’s no longer enough to collect numbers of consumers as a score, our clients want numbers that will drive strategy. Collecting the right data allows your brand to shorten the time between customer action and a perfectly targeted brand response.

But to get there, you need your customers to opt-in, here are three ways to get them in the door.

Sweepstakes

On average, over 40% of chance-to-win registrants opt in to brand communications which make Sweepstakes an ideal option for brands looking for data acquisition.

Sweepstakes are pretty straightforward, winners are randomly drawn from a pool of entries at the end of a promotion period. The entry process allows your brand to collect key data points from consumers during the registration process helping to inform your marketing strategy.

For consumers, the chance to win a big prize is an exciting enough incentive to opt-in and consumers love to tell friends about a chance to win. This doubles your opportunity for data acquisition by expanding your reach.

Check out how Trulia gave away a house to drive engagement.

Instant Win Games

Like sweepstakes, instant win games encourage consumer brand communication opt-ins, and have the added benefit of repeat interaction. The instant win game gives consumers a greater chance of winning an offer or a prize over a grand prize sweepstakes entry. For brands an instant win game means more time spent with your brand, a greater perception of winning which leads to a greater viral spread to new targets as your audience enthusiastically shares your contest.

Personality Test

Using a quiz is a way to engage consumers by helping them identify their style or a personality trait all while building brand recognition. A creative personality test is fun and engaging for the audience and also highly shareable across social networks. Brands benefit because purchase rates increase when consumers are given personalized product recommendations based on their answers and the test format provides ample opportunity for brands to collect robust and customizable data about their audience.

This is Part 1 in our series Using Promotional Tactics To Reach Marketing Goals. Join us next week when we’ll discuss what tactics will drive brand engagement with your consumers.

Written by Melissa Summers
Source: Hello World

If You Want People to Listen, Stop Talking

George*, a managing director at a large financial services firm, had an uncanny ability to move a roomful of people to his perspective. What George said was not always popular, but he was a master persuader.

It wasn’t his title — he often swayed colleagues at the same hierarchical level. And it wasn’t their weakness — he worked with a highly competitive bunch. It wasn’t even his elegant and distinguished British accent — his British colleagues were persuaded right along with everyone else, and none of them had his track record of persuasion.

George had a different edge, which wasn’t immediately obvious to me because I was listening to what George said. His power was in what he didn’t say.

George was silent more than anyone else who spoke, and often, he spoke last.

I say “anyone else who spoke” because there are plenty of people who remain completely silent — they don’t say anything, ever — and they are not persuasive. For many people, silence equals absence. But George was not absently or passively silent. In fact, he was busier in his silence than anyone else was while speaking. He was listening.

It’s counterintuitive, but it turns out that listening is far more persuasive than speaking.

It is easy to fall into the habit of persuasion by argument. But arguing does not change minds — if anything, it makes people more intransigent. Silence is a greatly underestimated source of power. In silence, we can hear not only what is being said but also what is not being said. In silence, it can be easier to reach the truth.

There is almost always more substance below the surface of what people say than there is in their words. They have issues they are not willing to reveal. Agendas they won’t share. Opinions too unacceptable to make public.

We can hear all those things — and more — when we keep quiet. We can feel the substance behind the noise.

I could tell what George was doing, because when he decided to speak, he was able to articulate each person’s position. And, when he spoke about what they said, he looked at them in acknowledgement, and he linked what they had said to the larger outcome they were pursuing.

Here’s what’s interesting: Because it was clear that George had heard them, people did not argue with him. And, because he had heard them, his perspective was the wisest in the room.

This relates to another thing George consistently did that made him trustworthy and persuasive. He was always willing to learn something from others’ perspectives and to let them know when he was shifting his view as a result of theirs.

Because words can so often get in the way, silence can help you make connections. Try just listening, for once. It softens you both, and makes you more willing not only to keep listening, but to incorporate each other’s perspectives.

If you treat this silence thing as a game, or as a way to manipulate the views of others, it will backfire. Inevitably you will be discovered, and your betrayal will be felt more deeply. If people are lured into connection, only to feel manipulated, they may never trust you again.

You have to use silence with respect.

There are so many good reasons to be thoughtfully silent that it’s a wonder we don’t do it more often. We don’t because it’s uncomfortable. It requires that we listen to perspectives with which we may disagree and listen to people we may not like.

But that’s what teamwork — and leadership — calls us to do. To listen to others, to see them fully, and to help them connect their desires, perspectives, and interests with the larger outcome we all, ultimately, want to achieve.

There’s something else we offer, as persuasive leaders, when we are silent: space for others to step into. Lau Tzu, the ancient Chinese philosopher wrote: A leader is best when people barely know he exists, when his work is done, his aim fulfilled, they will say: we did it ourselves.

When people contribute their own ideas, they inevitably work harder than if they are simply complying with our ideas. Silence, followed by a few well-chosen words, is our best bet at achieving this leadership ideal.

So, how do we do it, in practice? We all know how to be silent. The question is: can we withstand the pressure to speak.

Few resist it, which is why we seldom have silent moments in groups. But that, according to George, can be used to our advantage.

“When you ask a question into a group,” he told me, “think of it as a competition. If you answer your own question, you’ve lost. You’ll be answering your own questions all day and no one else will do the work. But wait in the silence — no matter how long — until someone in the group speaks. And they will then continue to do the work necessary to lead themselves.”

There it is, his secret: Let other people speak into the silence and listen quietly for the truth behind their words. Then acknowledge what you’ve heard (which is, most likely, more than has been said) and, once the others feel seen and heard, offer your view.

And when they all agree with you? That’s the power of silence.

*I changed George’s name to protect his privacy.

Written by Peter Bregman
Image by Andrew Nguyen
Source: Harvard Business Review

How to Build Business Emotional Intelligence

In my ten years as an executive coach, I have never had someone raise his hand and declare that he needs to work on his emotional intelligence. Yet I can’t count the number of times I’ve heard from people that the one thing their colleague needs to work on is emotional intelligence. This is the problem: those who most need to develop it are the ones who least realize it. The data showing that emotional intelligence is a key differentiator between star performers and the rest of the pack is irrefutable. Nevertheless, there are some who never embrace the skill for themselves — or who wait until it’s too late.

Take Craig (not his real name), a coaching client of mine, who showed tremendous potential and a strong ability to drive results for his company. The issue with Craig was the way in which he got those results. When asked to describe him, his colleagues would say things like: “he’s a bull in a china shop;” “he has sharp elbows;” and “he leaves dead bodies in his path.” His approach to executing projects was not sustainable as he wasn’t able to motivate, attract and retain good talent. His direct reports pointed out how frequently Craig seemed oblivious to how he demeaned others. His boss commented on Craig’s impatience and his propensity to lash out at his peers. When I shared this feedback with Craig, he seemed taken aback and was convinced that I had heard wrong. He didn’t have the self-awareness or empathy that are hallmarks of emotional intelligence.

Here are some of the telltale signs that you need to work on your emotional intelligence:

You often feel like others don’t get the point and it makes you impatient and frustrated. You’re surprised when others are sensitive to your comments or jokes and you think they’re overreacting. You think being liked at work is overrated. You weigh in early with your assertions and defend them with rigor. You hold others to the same high expectations you hold for yourself. You find others are to blame for most of the issues on your team. You find it annoying when others expect you to know how they feel. So what do you do if you recognized yourself in this list? Here are four strategies:

1. Get feedback. You can’t work on a problem you don’t understand. A critical component of emotional intelligence is self-awareness — this is the ability to recognize and stay cognizant of behaviors in the moment. Whether you engage in a 360 assessment or simply ask a few people what they observe, this step is critical in heightening your sense of what you do or don’t do. And don’t just find excuses for your behavior. That defeats the purpose. Rather, listen to the feedback, try to understand it, and own it. When Craig initially heard what others thought of him, he quickly became defensive. But when he accepted the feedback, he moved to owning it and became determined to change.

2. Beware of the gap between intent and impact. Those with weak emotional intelligence often underestimate what a negative impact their words and actions have on others. They ignore the gap between what they mean to say and what others actually hear. Here are some common examples of what those with low emotional intelligence may say and how it’s actually heard:

What you say: “At the end of the day, it’s all about getting the work done.”

What others hear: “All I care about is the results and if some are offended along the way, so be it.”

What you say: “If I can understand it, anyone can.”

What others hear: “You’re not smart enough to get this.”

What you say: “I don’t see what the big deal is.”

What others hear: “I don’t really care how you feel.”

Regardless of what you intend to mean, think about how your words are going to impact others and whether that’s how you want to them to feel. Craig was notorious for saying things that made others bristle, but he began to consider the impact of his words. Before every meeting, he spent a few minutes asking himself: What is the impression I want to make? How do I want people to feel about me at the end? How do I need to frame my message to reach that objective?

3. Press the pause button: Having high emotional intelligence means making choices about how you respond to situations, rather than having a knee-jerk reaction. For example, Craig tended to interrupt and shoot down other people’s ideas before they could complete their thoughts. This behavior was a reaction to his fear of losing control of the discussion and wasting time. So he started to take pauses before reacting. There are two important pauses to take:

Pause to listen to yourself. When Craig was getting impatient and frustrated in discussions, he often felt his jaw clench and his chest tighten. By recognizing these physical signs, he was able to pause and remind himself that he feared losing control. As a result, Craig was better able to determine how he wanted to respond, rather than relying on his default of lashing out.

Pause to listen to others. Listening means helping others feel like you’ve understood them (even if you don’t agree with them). It’s not the same as not saying anything. It’s simply giving others a chance to convey their ideas before you jump in.

4. Wear both shoes. People often suggest you “put yourself in the other person’s shoes” to develop empathy, a key component of emotional intelligence, but you shouldn’t dismiss how you feel. You need to wear both shoes — understanding both your agenda and theirs and seeing any situation from both sides. Craig shifted his approach from “Here are my concerns” to “These are my issues, and I hear your concerns. Let’s determine a way forward that takes both into consideration.”

Strengthening your emotional intelligence takes commitment, discipline, and a genuine belief in its value. With time and practice, though, you’ll find that the results you achieve far outweigh the effort it took to get there.

Written by Muriel Maignan Wilkins
Source: Harvard Business Review

9 Bookkeeping Apps Your Small Business Needs to Succeed

One of the most common causes of business failure is inadequate financing. But, let’s be honest, sending out invoices, keeping track of expenses, doing the weekly payroll and filing taxes can be incredibly challenging when your mind is on business growth.

No matter how vital these tasks, they are tedious and can consume more of your time and resources than you would like.

With the following bookkeeping apps, however, you streamline all of your finance tasks so that you can ensure that your business succeeds.

Wave

Since launching in 2010, Wave has been used by more than 2 million small business owners, consultants and freelancers to manage all of their accounting, payroll and invoicing needs. Wave also has a handy receipt scanner and is 100 percent free. And, if you do run into any serious problems, Wave can connect you to a local accountant through it’s ‘Find an Account’ feature.

With the Wave iOS app, you can easily send out an unlimited number of invoices while on the go. As for Android users, the Receipts by Wave app allows you to scan receipts and upload them to the cloud to simplify your business’s record keeping.

FreshBooks

Forbes has stated that FreshBooks is “incredibly user friendly,” and there’s a whole lot of truth to that. The FreshBooks platform gives you the power to create online invoices, capture expenses, track your times on a job, and keep a tab on your cash flow and expenses. If that isn’t enough, FreshBooks comes with award-winning customer support.

The FreshBooks app is free and handles all of the tasks that were just mentioned. One of the best features about the app is that you can work offline and all your information will be synced to the cloud once you’re back online.

Due.com

If you’re looking for a top-notch time tracking and invoicing platform for your business, then Due.com is worth checking out. You can create professional-looking invoices in a snap and manage times by either client, project, or task. What makes Due.com stand out from other time tracking and invoicing tools is it’s design. It’s well-organized and has brightly colored icons so that you can easily view the progress of your work.

The app is free for five clients per month. If you want to integrate with PayPal, set-up recurring payments, and send out unlimited invoices, pricing starts at $3 per month.

You Need a Budget

YNAB was named the 2011 Reader’s Choice Winner for Best Personal Finance Software by About.com because of how efficient it is at helping you make informed spending decisions. With YNAB you can quickly view your budget’s ‘outflow,’ schedule bills and paychecks, and split transactions. YNAB supports most currencies (Dollars, Euros, Pounds, Rupees, Reals, Rands) and has a convenient autosave.

You can download the YNAB app for iOS and Android devices for a free trial. You will have to purchase the software with a one-time payment of $60 following the free trial.

Zenpayroll

If you find payroll and taxes a bit too tedious, then Zenpayroll is one of the best solutions available. Zenpayroll will automate everything from new employee reports, calculate state and federal payroll taxes, and process payroll. You can even use Zenpayroll to track employee sick and vacation time, set up worker’s compensation, and create online payroll forms.

To access Zenpayroll on any device, you’ll have to pay a monthly fee of $25 plus $4 per employees.

Ebates

Keep on top of the coupons and cash back deals on the products and goods that your business commonly uses to save 3 to 10 percent utilizing the Ebates app.

If your small business or startup purchases supplies from Amazon, for example, the Ebates.com app can notify you or your buyer when discounts are available.

Expensify

As a business owner, there will be plenty of employee expenses that come across your desk. Thankfully, Expensify has developed software that will simplify how expenses are reported and approved. With Expensify, you can capture billable expenses, add cash expenses, scan receipts, and automate duplicate expenses with ease.

There’s a free mobile app for iOS, Android, BlackBerry, and Windows Phone devices.

Neat

Neat is a nifty tool if you’re looking to improve your workflow. This is accomplished by letting you file receipts and invoices in seconds and create tax, spending, and expense reports. And, if you need to pull up a previous invoice or receipt, you can do so in one convenient location.

The app can be used on Android and iOS devices, but you’ll have to purchase the Neat Cloud Service. Plans range from $5.99 to $24.99 per month.

Zoho Books

What can’t Zoho do for your business? The platform can be used for sales and marketing, email collaboration with team members, recruiting, invoicing and expense reporting. Zoho also seamlessly integrates with Google Apps and is an affordable option with plans starting at $12 per user per month.

If you need to manage your business’s finances while on the go, Zoho is available for iOS and Android users. There’s even an app for the brand new Apple Watch!

Which bookkeeping apps do you frequently use to handle your finances?

Written by Loren Baker
Source: Small Biz Trends

How To Be More Organized

We all have that one person at work or school who is effortlessly organized. They never seem to miss any deadlines, always finish their work with time to spare, and always know where they can find what they are looking for.

And let’s face it: you are obviously jealous of them. But why? Why be jealous when you can actually learn from them and be the same as them? They do seem to be on the right track with life, don’t they?

Being organized isn’t just something you adapt to. Well, okay, initially it is. But slowly as you dwell in your organized lifestyle, you tend to start taking it more as a mindset rather than a way of living. For instance, you begin living your life in an organized manner, with each and every thing in your routine well thought out. And then comes a time where your systems and your rituals are actually morphed into your routine, and your mind adapts to them as habits. If you actually happen to get to this stage; congratulations, you’ve officially become an organized person.

Without further ado, let’s get you introduced to the 20 daily habits of highly organized people. Don’t worry, it’s nothing you can’t handle!

1. They read/address emails on a daily basis

Here’s the deal: it doesn’t matter at what time of the day you check your inbox. What matters is that you have a dedicated timeslot each day, let’s say, half an hour, for reading and answering all your emails. Your cluttered up inbox won’t go anywhere unless you handle it appropriately.

2. They also read/address mail on a daily basis

If you have a pile of mail, then dedicating some of your time to sort these bad boys out on a daily basis, just like your emails, won’t hurt.

3. They clear paper piles off their desk

There should absolutely be no space at all for clutter on your desk. If there are piles of paper that need to be sorted out, get straight to it!

4. They have specific routines and rituals set for the start and end of every day

Staying organized isn’t all about being uptight. You should always spare some time out for things that make you who you are. You don’t want to be a prisoner of your routine now, do you?

5. They put everything where it belongs

Each and every thing is supposed to go in its rightful place. Don’t leave your socks in the fridge!

6. They follow a to-do list

Following a to-do list is like your primary source of organization. Never miss out on it!

7. They prioritize

What’s more important? Get to it first! Don’t forget to prioritize. Postpone whatever that can be done sometime later and get to the dirty-bits first.

8. They leave room for last minute changes in the list

You’re doing just fine with your daily routine and are almost half-way through, when it out of nowhere, your best friend calls you up for an urgent meeting. Did you leave enough room for this sudden readjustment in your to-do list? You had better!

9. They have some “me-time” every day

Again, it’s not about being a prisoner of your routine when you can always cut some time out for yourself. Read a book, watch a movie, hit the gym; whatever that floats your boat!

10. They never leave anything undone

This is the holy grail of staying organized. Don’t leave any task half done. Leaving unfinished business is the hallmark of a disorganized person.

11. They stay well-nourished throughout the day

Your routine needs you in order to complete. You need food in order to complete your routine. What can you possibly do without enough energy? It’s a simple equation.

12. They always plan the coming day in advance.

Once you’re done with your day, then would be a good time to plan for the coming day. Every day needs its own unique to-do list!

13. They set alarms and reminders

You can’t leave room for error. Have everything on your side to help you avoid them. Set alarms, reminders, and whatever else you need to deal with your tasks on time.

14. They know how to filter relevant information

The best example in this regard is your notification list. The latest cat video on the Internet is irrelevant. The email you just received from your client is top priority. Make sure you know how to differentiate between these two.

15. They are not perfectionists

Not everything can be just the way you want it. Sometimes, “good enough” really is enough to get you by. So know where the most feasible option would suffice, and forget about making things perfect.

16. They leave no room for clutter

As mentioned earlier, clutter is your worst enemy. Leave no room for it on your territory!

17. They keep all the essentials within touching distance

Pen? Paper? Smartphone? Spare underwear? Yes, you can need any of those at any point. Keep them around you so you don’t face any problems during emergencies.

18. They are always prepared to face any mishaps

Staying organized is mainly all about preparing yourself to face turmoil, whenever it shows up. Don’t be afraid of tackling mishaps head on, deal with the elephant in the room first.

19. They opt for the simplest solutions

You don’t need only the best pen in the whole world to do your paperwork. A mere pencil will be enough. Follow the same ideology regarding everything else. Pick the simplest problem-solver!

20. They practice maintenance

This doesn’t mean you need to be a top quality handyman. You don’t even need to be tech-savvy for this one. So long as you know how to keep everything up-to-date and maintained, there is no one that can disturb you in your organized glory!

Written by Daniel Philben
Source: LH

14 Things Productive People Do In The First 15 Minutes Of The Workday

The first 15 minutes of your workday sets the tone for the rest of your workday.

If you are already too busy at the start of your workday, imagine what the rest of your day might be like when challenges arise and other people start seeking you for help.

Here are 14 things productive people do in the first 15 minutes of their workday to help them stay productive for the rest of their day.

1. They stroll into the office at least 15 minutes before official working hours

Productive people know the importance of reporting to work early. Instead of rushing to work anxiously and hoping to be on time, they leave their house early and stroll into the office calmly. They set a relaxing tone right from the start of their workday and give themselves an extra 15 minutes to be ready for work.

2. They set up their workspace like professionals

Similar to a surgeon performing an operation and a chef working in the kitchen, productive people make sure their tools are in proper position before they begin their work. Every minute counts in the operating theater and kitchen, so too in your workspace! Productive people keep their workspace organized so that they don’t have to spend unnecessary time looking for what they need.

3. They review what they have done previously

It’s good to review what you have done previously, especially if you’ve just returned from the weekend or holidays. Productive people warms themselves up for work by reminding themselves where they left off previously. Instead of jumping straight into a task, they review past achievement to give themselves some direction on what to do next and a sense of accomplishment.

4. They review their to-do list and deadlines

Productive people have a to-do list. They review their to-do list at the start of their workday so that they can strategize and plan ahead. They remind themselves of important deadlines and meetings so that they can prioritize and schedule their work accordingly.

5. They identify no more than 3 important tasks for the day

Productive people know they will be overwhelmed if they plan too much for themselves. To stay focused at work and prevent themselves from multitasking they identify no more than 3 important tasks for the day. Leo Babauta, founder of the productivity blog Zen Habits, also sets himself 3 most important tasks (MITs) each morning to move himself forward.

6. They ask themselves good questions

Productive people gain clarity on what they want to achieve each day by asking themselves good questions. They identify problems clearly and assess if these problems need to be solved. They don’t waste time during their day solving unimportant issues. Asking good questions also motivates during the day. For example, Ron Friedman, an expert on human motivation, suggests to ask this question at the beginning of your workday:

The day is over and I am leaving the office with a tremendous sense of accomplishment. What have I achieved?

7. They check their emails only if they absolutely have to

Productive people like Tumblr founder David Karp don’t check or read their emails in the first 15 minutes of their workday. They know they will get distracted easily. If they anticipate important emails from their superiors and customers, they will scan their inbox for these emails and schedule replies accordingly. They don’t read emails in chronological order and reply to emails immediately.

8. They put their mobile phone on silent

Productive people know they get the most work done in the morning, so they prioritize what is important and plan their work first. They put their mobile phone on silent and do not have their schedule dictated by incoming messages and notifications.

9. They close their eyes and visualize what their workday is going to be like

Similar to athletes who use visualization techniques for training and competition, productive people run through positive images of success and achievement in their mind. They mentally rehearse and practice what they have to do for the day and program their subconscious mind. When it’s time for them to actually perform the task, they find it much easier.

10. They take a moment to breathe and be present

After visualizing the future, productive people take a moment to be present. They know they may get too busy during the day so they take a break even before they start their work. Breathing deeply provides oxygen to your brain. It makes you think clearer and allow you to be calmer. Successful people like Oprah Winfrey and Arianna Huffington take time to mediate in the morning too.

11. They do some light stretching

Productive people know they have to sit in front of the computer all day. They know that being inactive for too long would bring them health problems in the long run. To combat this they do some light stretching in the first 15 minutes of the workday and schedule time to stretch throughout the day.

12. They give their colleagues space and time to warm up for work

Productive people don’t talk to their colleagues about work issues first thing in the morning. They respect other people’s time and they know their colleagues need time to get ready for work. Unless you want others to find you early in the morning, don’t go into your office and ask others for favors straightaway.

13. They serve their own needs before helping others

Productive people know the importance of fulfilling their own needs before helping others. They determine their own priorities first and slot in other people’s requests later. They don’t try to be supermen or superwomen and help everyone in need. They respect their 15 minute routine in the morning and will politely reject or delay requests if they are approached by others.

14. They are grateful for work and challenges ahead

Productive people remind themselves each morning how blessed they are to have a job and be of value to others. They see challenges as opportunities to grow and stretch themselves. They look forward to work each day. When you feel good about your work, it removes any negative feeling or procrastination you may have that prevents you from being productive.

Written by Yong Kang Chan
Source: LH

10 Things Every Solopreneur Should Know To Be Successful

When you are in the business of being in business for yourself, it can definitely get lonely at the top. As a solopreneur, you often have to set your own deadlines, motivate yourself, and light the fire under your own seat to get things done. How you measure success is subjective. Is it important to you to make a certain amount of money? To have time off to travel? To be able to balance homelife and work? To get yourself out there in the world and have an influence on people?

No matter how you define success, these 10 things are what make solopreneurs successful:

1. They know that money isn’t the main focus

When money is the focus, the big picture becomes lost. You are in business to provide a service, or to do something you love or feel passionate about. The money is what results from this. When solopreneurs make it solely about money, the passion gets lost.

2. They get that being true to their brand is more important than selling out

Affiliating with companies that are not aligned with your values, will make your customers distrust you, and make them think you are selling them out, rather than creating relationships with them. Stay true to your brand. Focus your resources on expanding your message rather than diluting it with other people’s messages.

3. They know the value of their time

Successfull solopreneurs know that time is important. They are not afraid to charge what they are worth, and to say “no,” if something will take more time than it will be worth.

4. They are not afraid to try new things

Keeping on top of latest trends is important. Clinging to a software program, or a way of operating that is outdated keeps you behind. Forge ahead. Many programs offer things like free 14 or 30 day trials so you can test things out with no risk.

5. They are consistent, no matter what

If a successful solopreneur says they are going to send out a weekly blog, they send out a weekly blog. They also keep their branding consistent on all platforms, by using the same colors, fonts, etc. to be easily identified.

6. They surround themselves with people who are smarter than them

They don’t think that they are so smart that they cannot learn anything. A know-it-all has no room to grow. Just when we think we know something, a new study comes out to debunk the previous theory. Challenge your brain by having conversations with people who are more versed and educated than you in areas that you know less about.

7. They know the power of collaboration

Cross-promotion, and partnering with others can expand your reach, and increase your credibility. Don’t try to stay all by yourself but be open for collaborations which will bring you forward.

8. They make mistakes, and they keep going

Mistakes happen. Obsessing over them does not make them go away. When you make a mistake, take the time to clean it up, or rectify it as much as possible. Then, move on. Don’t let it stop you from taking action.

9. They remember to have fun along the way

All work and no play … well, you know how the saying goes. Staying focused and being productive is great, but if it is turning into too much “hard work,” it may be time to revisit your business. You should be enjoying your efforts along the way. If you are not, you can become burned out, and the type of business you are in may not be a good fit for you.

10. They celebrate their small victories, as a means of encouraging their big successes

When your eye is focused on a big goal, it can be easy to overstep the small victories that lead to success. Pat yourself on the back when you make that difficult phone call. One of my favorite examples has always been when brick and mortar business owners frame their first dollar bill they made from their business. Frame your own version of a dollar bill by celebrating your first twitter follower, your 100th email subscriber, and so on.

Written by Bridget Baker
Source: LH.org

How To Work Faster And Smarter

Do you want to work faster and smarter? It can seem like an impossible task when your to-do list is as long as your arm and the work is still piling up, but the reality is that often the common methods we choose when working are not the most productive ones.

Check out 10 tips to help you to work smarter and faster.

1. Avoid Multitasking

Although a small amount of people are great at multitasking, for most people multitasking just reduces efficiency. Doing two tasks at once means you’re more likely to make little mistakes, as your brain is jumping from task to task. Focus on one task and fully complete it before moving on to the next one to produce better quality work in the same amount of time – or less!

2. Turn Off Your Non-Essential Technology

Nowadays technology is a huge part of most people’s working day, but it can really slow you down. When are you most productive during your working day? Whether it is first thing in the morning or early in the afternoon, schedule two hours to put your phone on silent and switch off your email notifications.
You can ring and email people back once the time is over, but during that time you will work faster because you chose to only focus on your work.

3. Shut The Door While You Work

Many companies have an open door policy at work to encourage openness. However, if you want to work faster, close your door for at least a few hours during the day. Interruptions and distractions are much more likely to happen if the door is open, so cut out the temptation if you want to have an extra productive day.

4. Create A Personalized Structure

Most people tend to work faster and smarter if they have a structure. Remember that everyone is different; something that works well for your boss may not work as well for you.

Think about when you are at your most productive, and try to plan your working day around that time. Remember to plan responding to calls and emails, too; most people simply do this throughout the day, slowing down their work and making themselves less efficient.

5. Set A Finish Time

If you know you will be leaving the office at 6, it will help you work more efficiently until then. Knowing you have a deadline will help you to prioritize tasks, as well as making you less likely to procrastinate.

6. Pre-Plan Breaks

Taking short breaks helps you to stay focused so that you work faster and smarter. If you don’t schedule them into your day, you can end up taking breaks that are too long, or not taking any at all, which can result in you becoming stressed or working to a lower standard.

Try to spend your break productively – stretch your legs and make a cup of tea, rather than logging onto Facebook.

7. Remember Some Tasks Are More Important Than Others

Many people feel like they have put too much effort into a meaningless task at work at least once. Try to remember this when you decide how important each of your jobs are; some are career-changing and some will never be noticed.

If a task only takes 10 minutes, don’t try to make it amazing and spend half an hour on it – it won’t become any more important. Instead, focus on the tasks that you know matter.

8. Set A Bedtime And Keep To It

As well as a work schedule, having a sleep schedule for the days you work will help you to work faster and smarter. You will work more efficiently if you have slept well, so set a bed time that means you get enough sleep, and turn off the internet on your phone so you stick to it.

9. Keep Your Desk And Laptop Clutter Free

The less clutter you have, the less stress you will feel. This especially applies to work when your stress levels are often higher. Keep a clear desktop and desk to make it easier for you to find anything you need, so you don’t have to waste time and you can keep a clear head.

10. Make Sure You Have Everything You Need

Planning ahead and making sure you have everything you need will help to save you time and help you to work faster. Before you start your working day, make sure your phone and laptop are charged, and that you have all of the equipment you need. Having to look for a pencil, or charge your laptop could take quarter of an hour out of your day, and you may struggle to refocus on work afterwards.

Written by Amy Johnson
Source: LifeHack.org

This Simple, Easy Trick Will Get Your Emails Opened

Written by Geoffrey James
Some experts teach that emails should have Subject lines that are six to 10 words long. Those experts are wrong.

For the past three years, I've been writing a free weekly newsletter where I critique and rewrite my readers' sales messages. I've also been working with companies to test out different sales emails to see what's most effective.

As part of this process, I've encountered research and advice from email marketing companies about how to get your sales emails opened. Unfortunately, some of the advice that's floating around on the Web is highly misleading, IMHO. Let me explain.

Obviously, the Subject line of an email greatly influences whether or not that email is opened. The most easily quantifiable part of a Subject line is its length, and that's where the confusion sets in.

Some experts believe (wrongly in my view) that the ideal length for a Subject line is around six to 10 words. For example, the online marketing company WebpageFX recently compiled the average number of words in Subject lines from 6,713 email newsletters sent by 146 online retailers over the holiday season.

Based on those averages, the company recommends "keeping your subject lines between 6-9 words and 36-50 characters."

While that seems like "scientific" advice, the methodology for the WebpageFX study doesn't hold water. Calculating the average lengths of the Subject lines of those emails only tells you is what those companies did, not how well it worked!

When I pointed this out to WebpageFX, they stated that their findings and recommendations were compatible with a study by Madhu Gulati of ShowMeLeads, a company that consults for customers of Marketo's email marketing engine.

Gulati claims that, according to a study of 260 million emails sent as part of 540 email campaigns (presumably using the Marketo engine), Subject word lengths had the following effect on open rates, in descending order of effectiveness:

Six to 10 words: 21 percent open rate
Five words or fewer: 16 percent open rate
Eleven words or more: 14 percent open rate


Again, that seems definitive. However, Gulati immediately calls her own findings into question by stating that "succinctness is useful to attract customers." If that were true, why would five words be less effective than 10 words?

Another potential problem with Gulati's data is that it may include data from before mobile devices began to dominate email usage. Today, 65 percent of all emails are opened on mobile devices. Since the inboxes on mobile devices are typically displayed in portrait mode, Subject lines longer than five words will probably get truncated.

A better set of recommendations (IMHO) comes from the email marketing firm ContactMonkey, which conducted a study of 30 million Gmail and Outlook emails.

According to that study, Subject lines with three words were, on average, only opened 15 percent of the time, with that percentage declining as more words are added. The study also revealed that the Subject lines most frequently opened were:

"Re:" (92 percent open rate)
"Re: Follow Up" (90 percent open rate)
"Re: Update" (89 percent open rate)
"Re: Introduction" (88 percent open rate)
"Re: Checking" (87 percent open rate)


Since those open rates are so much larger than Gulati's study of marketing emails, it's fair to assume that ContactMonkey was tracking both internal and external emails. (As a general rule, emails sent from inside the same company are opened more frequently than those from outside.)

However, my own experience with my free weekly newsletter strongly suggests that the ContactMonkey study accurately represents the optimal length for Subject lines for outside (i.e. sales) emails. Here are the Subject lines and open rates for my eight most recent newsletters, in descending order of effectiveness:

Re: Steve Jobs (25 percent)
Re: Executive Summaries (24 percent)
Cold-Calling Secrets (21 percent)
Workplace Happiness (20 percent)
Email Marketing Secrets (19 percent)
The 10 Commandments of Leadership (19 percent)
How to Land Your Dream Job (18 percent)
Get 25x More Qualified Sales Leads (17 percent)


As you can see, my experience tracks exactly as the ContactMonkey study predicted, including the effect of the "Re:" prefix.

My experience that short Subject lines are more effective has been reinforced since I've worked with several companies on improving the performance of their sales emails. While reducing the number of words in the Subject line is only one of my recommendations, I have clients who are getting open rates exceeding 70 percent for their sales emails.

So here's the takeaway. If you want your emails to be opened:

Shorten your email subject lines to two words, three maximum.
If appropriate, use the prefix "Re:"
Ignore all advice to the contrary.


In future posts, I'll describe how to choose words for your Subject lines that will further increase the percentage of your emails that get opened.

Source: Inc

Editor's Comments
Hi, I'm the editor of the NBN Blog, Adrian Fezatte.

I thought this was a pretty interesting, the findings don't seem too far off the truth. Although I think his personal findings could have been better qualified. Again, whether or not email marketing works simply by changing the subject to something shorter is still up in the air. It's obvious you don't want a subject line that's an essay in of itself, but I think the author should better qualify his findings. He claims to have a newsletter for three years, but when qualifying his opinion he uses only his last eight. If he has such a large data set, why not use it? Cheers,

The Fuzzy, Insane Math That's Creating So Many Billion-Dollar Tech Companies

Startups achieve astronomical valuations in exchange for protecting new investors

Snapchat, the photo-messaging app raising cash at a $15 billion valuation, probably isn't actually worth more than Clorox or Campbell Soup. So where did investors come up with that enormous headline number?

Here's the secret to how Silicon Valley calculates the value of its hottest companies: The numbers are sort of made-up. For the most mature startups, investors agree to grant higher valuations, which help the companies with recruitment and building credibility, in exchange for guarantees that they'll get their money back first if the company goes public or sells. They can also negotiate to receive additional free shares if a subsequent round's valuation is less favorable. Interviews with more than a dozen founders, venture capitalists, and the attorneys who draw up investment contracts reveal the most common financial provisions used in private-market technology deals today.

The backroom agreements are becoming more common as tech companies stay private longer, according to the interviews and financial documents obtained by Bloomberg Business. The practice obfuscates the meaning of a valuation, which can become dangerous down the road because private investors aren't taking the same risks a public-market shareholder would. By the time a company does go public, the valuation it got from VCs may not align with its balance sheet. Just ask Box.

Some VCs defend the practice by saying valuations are just a placeholder number, part of an equation fueled by other, more important factors. Those can include market share, growth projections, and a founder's ego. The number is typically set by the company and negotiated alongside various provisions designed to protect a new backer's money. That often comes at the expense of employee shareholders and earlier investors, whose holdings are diluted to make room for new entrants. If you've seen the movie The Social Network, you have an idea of how that works.

"These big numbers almost don't matter," says Randy Komisar, a partner at venture firm Kleiner Perkins Caufield & Byers. "Those numbers are just a middling shot at a valuation, and then it's adjusted later" through various legal techniques, if an earlier valuation was too high, he says.

For Uber to get to $40 billion or Airbnb to $20 billion, you'd need to get a little creative with the variables underlying that logic. Since private tech companies often lack earnings or enough historical data to inform projections—or, in the case of Snapchat, any significant revenue—investors can't rely on the metrics available for public companies. If there were a math problem for determining a tech startup's valuation (for the record, there isn't), it might look like this:



Founder's hopes and dreams

A founder often starts off with a number in mind, based on the startup's last valuation, the valuations of competitors, and, for good measure, the valuation of the company's neighbor down the street. It can become a sort of arms race. When Slack Technologies founder Stewart Butterfield decided to raise $120 million, his goal was to crack a $1 billion valuation for his corporate software startup. The other appealing thing about a big number: It means founders don't have to give away as many of their shares to raise a lot of capital.

Billion-dollar companies join a club of "unicorns," a term used to explain how rare they are. But there are more than 50 of them now. There's a new buzzword, "decacorn," for those over $10 billion, which includes Airbnb, Dropbox, Pinterest, Snapchat, and Uber. It's a made-up word based on a creature that doesn't exist. “If you wake up in a room full of unicorns, you are dreaming," Todd Dagres, a founding partner at Spark Capital, recently told Bloomberg News.

Venture capitalists may remind founders not to get carried away because they may need to raise money again soon, perhaps in a less-favorable market. Fundraising at a lower valuation is known as a "down round." It's a major Silicon Valley no-no in terms of perception, and it can have negative effects, depending on the other stipulations of the agreement. (More on that later.)

How fast it's actually growing

A tech startup's cash flow is less important than you might think. It's something investors look at for a sense of how quickly a startup is growing its revenue, if the company has any. Financiers also look to find the number of people using the product, regardless of whether they pay for it. Investors salivate over what's called "hockey-stick" growth curves, indicating massive uptake. Costs, especially operations costs, are largely ignored for fast-growing companies. (To borrow an old aphorism, you have to spend money to make money.) Investors hope that early growth is indicative of future growth, although this can overlook the impact of early adopters.

Downside protection

Here's where things start to get tricky: Buried in their corporate filings, startups tuck away all sorts of provisions that reward investors for accepting these mega-valuations. The practice is more regular and egregious in financing rounds for mature companies. Their capital requirements tend to be much larger, so they must turn to more sophisticated investment firms that demand these kinds of terms. Startups that are generous with these guarantees can garner much higher valuations.

Each provision covers different ways to make sure new investors get paid back, even if disaster strikes, if an initial public offering gives the company a market cap far less than its private number, or, more commonly, if the startup has to raise money again at a lower valuation. One stipulation, called senior liquidation preference, ensures that a certain group gets its money back before anyone else, including employees. Another class, called downside protection or ratchets, automatically grants additional shares in the event of a declining valuation, removing a great deal of risk that the stake will ever lose value. "When we're talking about these decacorn-type valuations, generally, the way these deals are structured is: They could be worth that much; it's not a fake number, but it's not the same as buying the stock in the public market," says Jason Lemkin, managing director at Storm Ventures. "There's always some kind of warrant, some kind of ratchet, some kind of downside protection."

Investor FOMO

In addition to minimizing the chance of getting burned, investors fear missing out on the next Google or Facebook. A severe case of FOMO can cause some to do crazy things to get into the hottest deals. But they don't just want the promise of an IPO or an acquisition someday; they want it to happen soon.

The firms giving cash to mature startups are often hedge funds, investment banks, and sovereign wealth funds, which can't afford to wait seven to 10 years for a bet to deliver returns, as a VC can. If a startup's board of directors promises a short, plausible timeline for taking the company public, investors are more likely to give leeway on eye-popping valuations. In exchange for coughing up hundreds of millions to keep the lights and espresso machines on, these investors may also arrange to get shares at, say, a 20 percent discount to the IPO price. Or they may still push to get paid back first and in full.

"When investors are demanding these provisions more, especially things like senior liquidation preferences, that tells me that there's more risk and uncertainty in the market, and they're really protecting themselves," says Barry Kramer, a partner at Fenwick & West, a law firm involved in some of the Valley's hottest deals. "I don't like to use the word bubble, but it's a sign of concern that valuations are getting too high."

There is, however, a further number that's grounded in reality. It's the valuation based on common stock, which is generally what employees receive, and it's calculated by professional auditors. That figure usually isn't anywhere close to the headline number. "It may be 30 percent less; it may be 50 percent less," Kramer says. "They don't necessarily disclose that to the public until the time of their IPO."

Written by Sarah Frier and Eric Newcomer
Source: Bloomberg

Canada BC Jobs Grant and WorkBC-Avia Employment Services

Canada BC Jobs Grant

Back in Motion is an official Canada Job Grant delivery partner, providing free of charge support to employers, including training plan development, and comprehensive grant application services.

· The Grant pays for two-thirds of the cost of training your existing or potential employees, up to a maximum of $10,000
· Meaning, if you spend $15,000 on training an employee, you could get $10,000 back!
· Training can be designed for individuals or groups
· Eligible training includes any type of work-related employee development, such as leadership, management, trades, technical, or administrative training
· Training must be provided by an accredited educational institution, private training company, or industry organizations


Learn more here!

WorkBC-Avia Employment Services

Avia offers a full range of service designed to streamline your recruitment process and simplify your hiring experience.
· Free of charge employer services
· Single point of contact, who will help you to understand your hiring needs and find employees that are the right fit for your organization
· Access to a diverse pool of screened, qualified, and job-ready candidates
· Comprehensive database of pre-screened job seekers located in your community
· Job posting services, which share your posting with all Avia job seekers
· Assistance arranging and conducting interviews, including the provision of interview space (if needed)
· Job fairs to help you connect with job seekers interested in your available positions
· Placement incentives, such as wage subsidies, to off-set the costs of hiring and training new employees
· Information and consultation to support diversity in your workplace

Learn more here!

9 Phrases Great Sales People NEVER Use!

During my tenure as a sales trainer I have the good fortune of working with hundreds of sales people. I have seen the good, the bad, the ugly and everything in-between. One thing I have noticed is that top-performing sales people use different language than their less successful counterparts and colleagues.

Here are a few phrases I have noticed that great sales people NEVER say. See if you find yourself using any of them.

1. “The economy is preventing me from hitting my targets”

The economy may not have fully recovered but plenty of buyers and decision makers are still making purchases. The key is to give them a compelling reason and to demonstrate exactly how their company will benefit from your solution.

2. “What will it take to earn your business?”

I can’t believe how many people use this question and my automatic, knee-jerk, mental response is “If you do your job properly and I need your solution, I will buy from you.” Sales people earn business by clearly demonstrating an understanding of their prospect’s needs, wants and situation. And by positioning their solution in terms that make sense to their prospect.

3. “Is price the only thing holding you back?”

I shudder every time I hear this. So many sales people quickly assume that price is the primary reason people make buying decisions. Although price is a factor in every sale, it is seldom the primary motivating factor. BUT…if you bring up price early, it will become more of a focal point in your conversation.

4. “What do you know about us?”

You might think this is a great way to open a conversation and start telling the prospect about your company. However, telling is not selling. It is much more effective to ask people and questions engage them in a conversation.

5. “Are you the decision maker?”

Even if the person you are speaking with is NOT the final decision maker, it is highly unlikely they will say, “Uh, no, I’m not.” It is much more effective to ask, “Who else do you normally consult with on decisions of this nature?”

6. “The competitor is always cheaper”

It doesn’t matter what you sell there will always be someone who will beat your price. However, top-performing sales people get past price objections be demonstrating more value than their lower-priced competitors.

7. “My territory is too big/small.”

I don’t think any sales person believes that they have a perfect sized territory. And in most cases, sales people have more accounts than the ideal. However, complaining about this doesn’t change things. The key is to rate your customers and determine where and with whom you should be spending your time.

8. “I just wanted to follow-up with you.”

I will never dispute that persistent follow-up is critical in sales. However, opening a call with this question does little to build value or give your prospect a reason to engage in a conversation.

9. “I’m just calling to touch base.”

See above.

Great sales people don’t waste time on negative thinking, making excuses or aspects of the sale that are beyond their control. Instead, they focus on what they can do to achieve their goals (which are usually higher than those set by management) and they take consistent action to achieve those targets.

What about you? What other phrases do you think great sales people NEVER use? I’d enjoy hearing your perspective.

Written by Kelley Roberston
Source: Fearless Selling

Your New Mantra: Done Is Better Than Perfect

Keep the momentum going, and don't take a zero. That's how the truly exceptional do it. One foot in front of the other.

At the elite level, mental performance--and mental toughness--is what separates the vast pool of "really goods" from the truly exceptional.

And, just like any other world class skill, elite mental toughness isn't something you pick up in a few hours, or over the weekend. Building and keeping it is "abnormal."

I don't say that to discourage you, or to make it seem like it's impossible to improve your own mental performance. In fact, it's the opposite. It's hard to do, but the only barrier between doing it and not doing it is deciding that you'll be determined and consistent.

Unlike throwing a 97-mph fastball, hitting a 320-yard tee shot or shooting a three-pointer, it doesn't take superhuman skill to be mentally tough.

Anybody can do it. It's a matter of going to the "mental gym" I talked about in a previous column, and applying yourself every day.

The every-day part is where most people struggle.

Tell me if this sounds familiar.

You decide that you want to get in better shape, so you join a gym. You do all the "right" things. You hire a trainer for an introductory session, to get an idea of what kinds of exercises to do. You start going every day, and pound the weights and treadmill hard.

For two weeks, it's great. You're feeling better, and the lifting and running is becoming easier.

But then, you have to travel for work for a few days. When you come back, you want to spend some time with your kids, so you blow off the gym for the weekend and resolve that you'll pick it up again on Monday.

You don't get to the gym until Tuesday, and when you weigh yourself in the locker room, you're back to where you where at the beginning of the process. You get frustrated, and you drop out of the workout routine like you have before.

That's "normal."

To be "abnormal," you don't need superhuman willpower, or to spend thousands of dollars on a trainer to guilt yourself into a commitment.

You need to start with a small step.

Instead of striving to be perfect, commit to getting something done.

Take the mental workouts I described in the other column. They take two minutes to complete. Even at that short interval, there will be days when you don't feel like doing it, or you get too busy.

Instead of putting it off until the next day or some other time, do something. Even if it's just 30 seconds. Whether your working out your mind or your body in the gym, every workout doesn't have to be perfect.

Keep the momentum going, and don't take a zero. That's how the truly exceptional do it. One foot in front of the other.

Done is better than perfect.

Written by Jason Selk
Source: Inc.com

It's official: America has deflation

Written by Patrick Gillespie

America experienced something in January it hasn't seen in years: deflation.

Prices for goods actually declined -0.1% in January from a year ago, according to the Labor Department. That means it actually cost less to buy things in America this year than it did in January 2014.

It's the first time since October 2009 that the U.S. economy experienced annual deflation. But economists say don't hit the panic button yet: the economy is still improving overall.

"There is little danger that this temporary bout of falling energy prices will develop into a more insidious debt-deflation spiral," says Paul Ashworth, chief U.S. economist at Capital Economics.

The main driver of falling prices is cheap gas. A year ago, a gallon of gas was about $3.40. Last month a gallon cost around $2.15 on average. Prices have since stabilized with some saying gas is likely to rise from here.

At the moment, inflation is the only major yardstick of the economy going in the wrong direction. A strong and growing U.S. economy typically has inflation of around 2% a year, so a negative number is far from the mark. January was the third straight month of price declines.

If gas prices rebound more, then the total inflation figure should start heading up again. While most Americans pay attention to the prices of food and energy, economists also look at so-called core inflation that excludes those two items. Core inflation actually rose 1.6% from a year ago, another sign that gas is the key swing factor.

January's deflation could cause the Federal Reserve to hesitate on raising interest rates, which many expect them to do later this year. Federal Reserve Chair Janet Yellen and her fellow board members do not want to raise interest rates until the economy shows real momentum.

Overall, the U.S. economy has many signs of improvement. The unemployment rate is dropping, growth is picking up and hiring has been strong. But many Americans haven't seen any real improvement in their paychecks in years.

When Yellen testified before Congress this week, she was pummeled with questions about the lack wage growth and why Main Street isn't feeling the recovery.

Since wages are staying flat, consumers have been thankful for low gas prices, but don't expect it to last for long. Most economists believe the cheap gas and deflation will be short-lived.

"Bottom line, talk of deflation is complete nonsense as this inflation gauge is being almost fully driven lower by energy prices," says Peter Boockvar, chief market analyst at the Lindsey Group in Fairfax, Va.

Source: CNN Money

11 Traits of Extremely Effective Salespeople

Written by Kevin Daum

No business can survive without sales. As much as the tech industry would like to replace salespeople with algorithms, most companies still require the human touch to prospect, cultivate, and ultimately close the deal.

The best salespeople make it seem easy. They have a relaxed and natural way of guiding a prospect through the sales process. These people can take a basic business and make it grow in spectacular fashion. There is a reason the best of them command high dollars. In fact, here are 11 such reasons:

1. They can farm and hunt.
Too many salespeople can only hunt or farm. The hunters often eat what they kill and then starve if there is no game to chase. The farmers bring stability by cultivating relationships, but when the market shifts, they struggle to find new business. The few salespeople who can do both consistently close, regardless of market conditions.

2. They think selling on price is a last resort.
A price cut may stimulate a quick boost in sales, but it rarely lasts for long or builds brand loyalty. Smart salespeople make sure customers know they are paying for value that can always be delivered.

3. They understand the long-term value of a customer.
Great care paid to the right customer can pay off exponentially through repeat and referral business. A great salesperson will push and squeeze what they can out of a deal, but never at the expense of the future business. He or she will figure out how to keep all sides in positive territory.

4. They know when to shut up.
Inexperienced salespeople think they can win sales by over-talking the prospects. The best salespeople use discretion and carefully crafted questions to get a prospect to close. Once they have delivered the pitch, they know to step back and let the prospect finish the job.

5. They know how to make the support staff love them.
Successful sales require a lot of work, and doing it alone can slow you down. The best salespeople make sure their staff are happy and feel like a valued part of the team. A great sales team can close five times the business of a solo maverick.

6. They never think they know enough about anything.
So many salespeople like to learn just enough, but they get tripped up with the more difficult customers. Great salespeople are always studying to get an edge over their competitors.

7. They focus on efficiency.
Sales are all about numbers. The more qualified prospects you reach, the higher the probability of closings. Great salespeople use technology and organization to increase their at bats, and rarely waste time talking to people who will never buy.

8. They think selling is fun.
Most salespeople actually hate sales and selling. The most effective salespeople actually enjoy it. They get up every day excited about the product and the prospects. For these few, the high compensation is an added bonus on top of getting to do what they love.

9. They have a rich life.
Customers can tell when the only focus a salesperson has is the sale. The motivation is thin. Great salespeople bring the richness of life experience, which they willingly share through stories and empathy. Prospects can sense their authenticity and self-confidence.

10. They motivate themselves.
Companies spend a ton of money on sales managers who mostly focus on whip-cracking the bottom performers. Great salespeople don't need added incentives or pressure to make or beat their goals. They set their targets and go, go, go.

11. They understand the repercussions of poor ethics.
You never have to explain to a truly professional salesperson that no one deal is worth spoiling your reputation, paying a fine, or going to jail.

Source: Inc.com

Loonie heads lower as traders look to Fed remarks

Written by Malcolm Morrison

The Canadian dollar was lower Tuesday as the American currency strengthened ahead of the first of two days of testimony from U.S. Federal Reserve chairwoman Janet Yellen.

The loonie declined 0.4 of a U.S. cent to just 79.12 cents (U.S.).

Yellen will update Congress on the economy and monetary policy. Traders also looked for any indication of when the central bank might move on raising interest rates. There has been much speculation the bank could move on rates as early as June.

On the economic calendar, investors were set to digest the latest reading on American consumer confidence. The U.S. Conference Board’s index is expected to step back to 99 versus 102.9 last month.

Oil prices ticked higher after four days of losses triggered by data last week showing significant buildups in U.S. crude inventories to 80-year highs. On Tuesday, the April crude contract gained 21 cents to $49.66 a barrel.

Metals were mixed with March copper up three cents to $2.63 a pound while April gold faded $1.90 to $1,198.90 an ounce.

Meanwhile, Greece’s left-wing government will deliver a list of reforms Tuesday to debt inspectors for final approval of extended rescue loans. Greece and its bailout creditors reached a tentative agreement last week to extend a rescue loan program by four months to avoid the risk of a Greek default and exit from the euro currency. The reforms are expected to include tax evasion curbs, corruption, smuggling and excessive bureaucracy as well as poverty caused by a six-year recession.

Source: The Globe and Mail

The Top 5 Customer Relationship Management (CRM) Software Solutions Available For Your Business

Written by Charlie Brown

Customer Relationship Management software, or CRM software, refers to enterprise software that automates and manages tasks and information, or data, such as customer information, supplier’s information, tracking and scheduling communications and sales and marketing support.

The CRM industry is constantly growing as more and more companies shift their processes to computer systems for easier management. This has led to the rapid growth of software companies that develop CRM software’s.

Below you will find some of the most popular offerings measured according to a mixture of the total number of users, customers and social presence.

1. Oracle CRM

You have most likely heard of Oracle if you are looking into CRMs. This is one of the first popular CRMs used from as far back as the 1990s. It has several CRM software’s to choose from including some that are cloud based and some that are offered as software-as-a-service (SaaS).

2. SAP CRM

This is also one of the more dominant CRMs that have been around for a while. SAP mostly targets mid-sized and enterprise businesses or organizations. SAP CRM offers a fully integrated CRM experience to automate a specific client’s needs.

Like Oracle, SAP has recently created some cloud based and SaaS, CRM solutions.

3. Salesforce.com

Salesforce.com is not as long-standing as the two CRMs mentioned above but it is growing fast, both in popularity and customers served. Salesforce.com was the first CRM company to offer CRM as a cloud based service, that forced the two CRMs mentioned above to play ‘catch –up’.

Salesforce.com targets all sizes of businesses from small ones to larger enterprises. They can scale according to the growth or shrinking of a business or organization.

4. Microsoft CRM

Microsoft CRM was late to enter into the CRM industry, but because of its vast experience as a software company, it has taken them a very short time to gather a large portion of market share from the more dominant companies.

Microsoft CRM can be both on premise or offered as software-as-a-service (SaaS). This CRM also lets you install server code in the Microsoft cloud and this allows much greater versatility in supported business processes as opposed to other CRMs such as Salesforce.com.

Another advantage of Microsoft CRM is the tight integration with Microsoft products such as Outlook, SharePoint, Office, Business Intelligence and Analytics.

5. SugarCRM

SugarCRM is not anywhere as large as the four mentioned above, but it is a very strong competitor because of certain key features:

• It is open source, which means it is easily customizable
• It is easy to use
• It is feature rich
• It has a very low price point and is therefore cost efficient.

There are many other CRM software’s available for businesses. If you find that the ones mentioned above do not meet the criteria for your needs, be sure to explore the many other options that are available.

Source: Customer Think