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Michael Beck Articles
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The 4 Keys to Referral Success - Click To Read Article Maybe you (secretly) know what your true destiny is, but have gotten to a point where that spark of a vision has almost been extinguished. Maybe you have tried “everything” and feel that your “destiny” is one of mediocrity – living check to check, not having much of an impact. Effective Personal Leadership - Click To Read Article When we combine personal competency in all areas of leadership skills with an organizational culture which supports people, their development, and their success, we end up with exceptional leadership which, in turn, inspires the best effort in others. Manage Stress to Boost Productivity - Click To Read Article If you want to be at the top of your game, spend the time to determine which “rituals” help you to alleviate stressful feelings and be committed to taking care of yourself. I have a Zen Buddhist saying on the wall of my office which says, “Live half for yourself, and half for others.” It’s a good philosophy to live by. Build Rapport Quickly and Drive Up Your Closing Ratios! - Click To Read Article If you truly want to have a thriving book of business, you need to understand people and have them connect with you. Study the traits of the four social styles (Analytical, Commander, Expressive, Stabilizer) Sales Productivity: Manage Your Energy - Click To Read Article What affects our energy levels? You already know the answer to that question. Nutrition, sleep, stress, physical fitness, attitudes, emotions, and environment are the major influencers of our levels of energy. How do you improve these aspects of our life so we maximize our level of energy? So what can we do about Stress? - Click To Read Article Working to effectively minimize or even eliminate stress will have a significant impact not only on your health, but on your creativity, energy levels, people skills and relationships. Guard your attitude and energy level, along with having a clear sense of priorities. Is your leadership effective? - Click To Read Article In many ways, good leadership is hard to define. It can't be directly measured. In fact often the measure of leadership is qualitative rather than quantitative - although quantitative results always follow. So, the questions remains, how can you tell if your leadership skills are effective? The Right Path - Click To Read Article Re-evaluate yourself and your business. Gain clarity as to whether you should continue to build the business you’re in or change occupations. If staying where you are is right, then commit to changing and growing. Be open to new ideas, even if the “new” ideas are ones you tried years ago... The Key to High Sales Productivity - Click To Read Article Issue most often raised by my clients is better time management. People have tried prioritizing tasks, blocking out parts of their day for certain tasks, implementing new systems and getting better at delegation. But, the key to high sales productivity is energy management. Can You Change Your Destiny? - Click To Read Article Anyone can make great strides towards advancing in the direction of their destiny – but it takes a definite shift in attitude, a definite shift in action, and a bit of courage… Why Do Referral Efforts Fail? - Click To Read Article I’ll assume that you are likable, have integrity, and know your stuff. Over my years of working as a professional and working with professionals, I’ve identified four CRITICAL keys to referral success. Most professionals fall short in one or more of these areas. It's Time to Re-Evaluate - Click To Read Article Allow me to begin with a discussion of how and why to evaluate things, and then move on to a discussion about either changing occupations or re-inventing yourself and your business. Just because you’re good at something doesn’t mean you like it! Tele-phony - Click To Read Article Using the phone poorly can inadvertently act as a detriment to our success. Understand that the phone conveys our personality, our sincerity, our belief, our energy, our attitude, our professionalism, and our message. If you aren’t aware of how you sound, you may very well be sending the exact oppo Dealing with Difficult People - Click To Read Article A manager tolerates a difficult person for an extended time, hoping they’ll “come around” and thereby avoid a confrontation, until something happens – some event or challenge - and they feel they have no choice but to confront and often terminate them. Steps to Reach Your Goal! - Click To Read Article Clearly not everything stands in your way towards success. By identifying the one or two issues which are obstacles, you begin the process of eliminating or reducing the bottlenecks and impediments to your progress. How To Attract Clients: The Magic Formula - Click To Read Article Ah, those magic words – "Attract Clients". Virtually every professional I know loves the idea of attracting clients, and would be even happier if there was a “magic formula” for accomplishing it. Well, actually there is a formula that works like magic for attracting clients to you. And I’m going to Dealing with Employee Terminations - Click To Read Article Make sure you set a time table for the departure of your employee. Allowing someone to linger who is unhappy and who produces poor work will continue to be detrimental. Recruit Owners not Employees - Click To Read Article As you become proficient at questioning, you’ll be able to reveal a candidate’s motivation for considering that specific career. You’ll make better recruiting decisions and as a consequence have more time to devote to the candidates that will succeed. Sales Strategies: Why Prospects Buy From You - Click To Read Article In truth, it’s WHO YOU ARE, rather than what you do or what you know, that persuades someone to buy from you. People will choose to do business with you because they like you, relate to you, and trust you. Sales Strategies: Close More Sales Without Selling - Click To Read Article Let’s face it… No one likes to be “sold” something. Here’s the key to success: Since people want to feel that they’re freely choosing to buy, and you want them to choose to buy from you, then you need to be someone who people choose to do business with. The Key to Attracting Clients - Click To Read Article The first key is to understand that people will be attracted to you by WHO YOU ARE, rather than by WHAT YOU DO. While there will be a small group of people who will do business with you strictly based on your depth of knowledge, most people – in fact, the majority of people – will do business with y Turnover is Not a Problem - Click To Read Article Turnover isn’t a problem - it’s a symptom caused by leadership problems. Fortunately, the problems can be solved, and you have the power to make that difference. Strive to become the best leader you can be. Can Attitude Change Your Reality? - Click To Read Article I’ve observed that negative people often adopt a defeatist mindset, taking on the role of a victim, while positive people often adopt a solution-oriented mindset and set about creating their own opportunities. How Dealing with Difficult People affects you? - Click To Read Article The difficult person is someone we simply have to deal with. In those situations, we have three options. These options are: 1) Try to change ourselves, 2) Try to change the other person, and 3) Resolve to tolerate the situation – basically decide to put up with them. Why Does Turnover Take Place? - Click To Read Article Turnover isn’t a problem - it’s a symptom caused by leadership problems. Fortunately, the problems can be solved, and you have the power to make that difference. Strive to become the best leader you can be. What Attracts More - Selling or Helping? - Click To Read Article It’s been said that people don’t care how much you know until they know how much you care, and it’s true. The interesting consequence is that when you take your focus off of selling and place it on helping, you’ll attract more clients, generate more referrals, and sell more insurance. Helpful Clues to Build Rapport - Click To Read Article If you truly want to have a thriving book of business, you need to understand people and have them connect with you. Study the traits of the four social styles (Analytical, Commander, Expressive, Stabilizer). Practice picking up clues from prospect’s clothing, body language, surroundings, and speech What to Ask When Recruiting - Click To Read Article As you become proficient at questioning, you’ll be able to reveal a candidate’s motivation for considering this career. You’ll make better recruiting decisions and as a consequence have more time to devote to the candidates that will succeed. Effective Delegation: The Secret Tool for Growth - Click To Read Article Effective delegation will leverage your time and your efforts. It will work to develop your team and make them more valuable, more productive and more loyal. If you want to boost your production, spend more of your time on efforts that produce and less time on tasks that are administrative. How to Effectively Delegate - Click To Read Article Effective delegation will leverage your time and your efforts. It will work to develop your team and make them more valuable, more productive and more loyal. If you want to boost your production, spend more of your time on efforts that produce and less time on tasks that are administrative. Motivating People: Why it doesn't work - Click To Read Article When a business has a clearly defined purpose it begins to act as a magnet, attracting the kind of people who will further the purpose; people who are like-minded. Not only will having a purpose attract the right people, but it will also act to retain them. Purpose of Your Organization - Click To Read Article When a business has clearly defined its Purpose, Mission, and Values, then all decisions, policies, and actions will have a means to keep them on course and you will have an organization which attracts and keeps the best! How to Survive the Tough Times - Click To Read Article Look… Let’s be honest. There’s no “one size fits all” solution to survival during challenging times. But there are some strategies that will help no matter what situation you and your business are in. Strategies for Survival in Tough Times - Click To Read Article Work on your energy! In times of stress and anxiety, it’s even more critical to eat right, exercise, and get the proper amount of sleep (generally 6-8 hours a night). By taking care of yourself properly you maximize your ability to be highly productive throughout the day – every day. Effective Phone Techniques - Click To Read Article People like to be around people, who are appropriately positive, appropriately enthusiastic, and who reflect a belief and confidence in what they’re doing. By listening to yourself as you use the phone and being sensitive to how you sound to others, you can develop an excellent style ... Eliminate Conflicting Intentions - Click To Read Article If consciously and outwardly you have the intention to achieve something – anything – but subconsciously (internally) you feel or believe just the opposite, the intentions are in conflict and cancel one another out. The consequence is that you get average, mediocre results. Like this article? Share it with your friends
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