November Door Openers

"Are you interested to be interesting?"

By Jean MacDonald, DTM

I heard this quote from my son the other day, not sure where he heard it. It made me realize when I go to meet a  prospect or client that I really need to listen. Our instinct is to jump right in when someone offers something. I have also heard it said “ 5 minutes of listening to 1 minute of talking."   Isn’t it interesting when we really listen that we gain knowledge from the person who is talking, to be able to interject and add knowledge of our own.

Interested  listening to the other person gives us credibility. By giving full attention and using both verbal and non verbal gestures, such at smiling, eye contact, posture and mirroring can encourage them to continue. It can convey to the speaker that you are not only interested but they will feel at ease and communicate more easily, openly and honestly.

This will lead to your turn in the conversation and because they are now at ease will be interested in your comments, be ready and open to your suggestions, may lead to a sale, endorsement or referral.

"Are you interested to be interesting? "


Thanksgiving Day Tradition
Macy's Thanksgiving Day Parade • The event has had its ups and downs.
~ David Warm ~

  • 4 new balloons last year
  • $190, 000 reported cost of a new ballon
  • 72,000 square feet in Macy's Moonachie, N.J. Parade Studio, where all balloons and floats are built
  • $285,000 average cost of 30-second NBC spot during  parade
  • 400,000  cubic feet of helium to keep all balloons afloat
  • $160  estimated retail cost per thousand cubic feet of helium
  • 3,000,000 attendees last year
  • 50,000,000 TV viewers
  • 650  pounds of rubber produced for the war effort in 1942 when the parade was canceled and all balloons were melted for scrap

From our family to yours, have a wonderful, joyous Thanksgiving. I am so grateful for all who have given me the opportunity to share, teach and do business.

Small Business Introspection!
By Michael Wall,CPA

In working with some successful individuals in my professional career, I always ask ‘how have you developed the skills or characteristics that make you so successful in your vocation?’ A common answer I get from most of them is quite simple: At some point in the day, they make an investment of time to thinking about how things went and what changes they can make in their business to improve. As small business owners, there are two resources that are always in short supply, time and money. An exercise that I’ve seen many business owners use is a simple journaling exercise that they use to capture these thoughts and successfully implement the ideas that that they discover to improve themselves and their organizations. There are two elements to this exercise:

Daily – Answer the following three sets questions (do not take more than 15 minutes for this exercise, best done at end of the day.
What went well today? Why did it go well? What change can I make to increase the impact of this success?
What didn’t go well today? Why didn’t it go well? What needs to change to avoid this in the future?
How did I do at implementing the change I committed to last week today? (skip this for your first week)

Weekly – Read through your entries and look for a pattern of behaviors in your questions. Pick one item and resolve to make a change in your business. Usually this change consists of a completing a task or changing a habit. If it is a task, be intentional and put this task on your calendar and get it done (even if the task has multiple steps, I find that committing to the first step, inspires you to finish the task). If it is a habit, write it down in clear bold letters and put somewhere you look often (I put many of mine at the bottom of my computer monitor or my phone so I have to look at it regularly).

This journaling exercise is a small investment of time and money to start on the path of taking a critical look at how their business is going and make positive changes that will impact your future success.
~ Michael Wall, CPA ~
Partner at Kessler, Orlean, Silver
To reach Michael: 847-580-4129


See the new site for my ACE of Sales partnership. This was designed by CEO Andy Horner and staff.  What a wonderful way to stay connected this holiday season and beyond.