Switch: Book Review

                                  
          Jim Pagiamtzis Review: The Heath brothers write a very compelling book illustrating the power of switch through stories and examples from companies and people wanting to make a difference.

        Why is it so hard to make lasting changes in our companies, in our communities, and in our own lives?

The primary obstacle is a conflict that's built into our brains, say Chip and Dan Heath, authors of the critically acclaimed bestseller Made to Stick. Psychologists have discovered that our minds are ruled by two different systems - the rational mind and the emotional mind - that compete for control. The rational mind wants a great beach body; the emotional mind wants that Oreo cookie. The rational mind wants to change something at work; the emotional mind loves the comfort of the existing routine. This tension can doom a change effort - but if it is overcome, change can come quickly.

In Switch, the Heaths show how everyday people - employees and managers, parents and nurses - have united both minds and, as a result, achieved dramatic results:

- The lowly medical interns who managed to defeat an entrenched, decades-old medical practice that was endangering patients (see page 242)
- The home-organizing guru who developed a simple technique for overcoming the dread of housekeeping (see page 130)
- The manager who transformed a lackadaisical customer-support team into service zealots by removing a standard tool of customer service (see page 199)

In a compelling, story-driven narrative, the Heaths bring together decades of counterintuitive research in psychology, sociology, and other fields to shed new light on how we can effect transformative change. Switch shows that successful changes follow a pattern, a pattern you can use to make the changes that matter to you, whether your interest is in changing the world or changing your waistline.
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Special guest post: 4 Strategies to Become a Confident Networker

Being confident is about projecting a charismatic and engaging brand that is compelling to other people. So, confident networkers are those that generate more success because they are highly compelling as people. Other professionals are more likely to listen to them, understand their message and amplify it to others. The more your message is spread, the easier it will be for others to think about you when new opportunities arise.

Here are three practical strategies to help you become a confident networker:

1. Practice your message.

The more confident you are that you know your stuff and are ready to take on the world, the easier it will be for others to see it in you. Before you head to networking events, practice your introduction in the mirror, to friends, and on video so that you can see exactly what other people are seeing. This will help you tweak your message to make sure it comes across the way you want it to.

2. Focus on your body language.

When you get into a networking situation or interview, I want you to think one word to yourself: relax. When you focus on not appearing stiff and tense, you’ll be better able to project that you’re comfortable with yourself.

If confidence is a real issue for you, an amazing way to trick yourself into thinking that you’re more confident than you are is to adjust your body language. When you change your stance, you actually change the way your brain thinks about the situation you’re going into. TED speaker and social psychologist at the Harvard Business School Amy Cuddy discusses just this in her popular TED talk: Your body language changes who you are. I recommend watching it now to learn how you can fake it until you make it!

 3. Visualize success.

Another amazing confidence exercise is to visualize yourself at a time when you were at peak confidence. Think about an instance when you were performing exceptionally well and felt sure of yourself, your strengths, and your experience. Remember what this feels like and get yourself in a state of confidence that will help you communicate with impact.

4. Be aware of how you come across to other people.

The best way to make sure you’re making the right impression is to keep tabs on the people you’re talking to, whether that’s in a networking or interview scenario. Check in with their body language and level of engagement. If they appear like they’re not listening, trying to rush the conversation along, or not contributing, then it may be a good idea to switch the subject or, if you’re in an interview, ask them if they’d like you to clarify anything.

Learn more about Diana YK Chan learn more

Book Review: Hug the Haters

                                                

          Jim Pagiatmzis review:
       "  A very insightful book of cases to learn from, strategies to apply and tips to use when dealing with haters online!' 



  About the book:
                       Haters are not your problem. . . .
Ignoring them is.

Eighty percent of companies say they deliver out­standing customer service, but only 8 percent of their customers agree. This book will help you close that gap by reconfiguring your customer service to deliver knockout experiences.

The near-universal adoption of smartphones and social media has fundamentally altered the science of complaints. Critics (“haters”) can now express their displeasure faster and more pub­licly than ever. These trends have resulted in an overall increase in complaints and a belief by many businesses that they have to “pick their spots” when choosing to answer criticisms.

Bestselling author Jay Baer shows why that approach is a major mistake. Based on an exten­sive proprietary study of how, where, and why we complain, Hug Your Haters proves that there are two types of complainers, each with very differ­ent motivations:

·Offstage haters. These people simply want solutions to their problems. They complain via legacy channels where the likelihood of a response is highest—phone, e-mail, and com­pany websites. Offstage haters don’t care if any­one else finds out, as long as they get answers.
·Onstage haters. These people are often disap­pointed by a substandard interaction via tradi­tional channels, so they turn to indirect venues, such as social media, online review sites, and discussion boards. Onstage haters want more than solutions—they want an audience to share their righteous indignation.

Hug Your Haters shows exactly how to deal with both groups, drawing on meticulously researched case studies from businesses of all types and sizes from around the world. It includes specific play­books and formulas as well as a fold-out poster of “the Hatrix,” which summarizes the best strate­gies for different situations. The book is also filled with poignant and hilarious examples of haters gone wild, and companies gone crazy, as well as inspirational stories of companies responding with speed, compassion, and humanity.

Whether you work for a mom-and-pop store or a global brand, you will have haters—and you can’t afford to ignore them. Baer’s insights and tactics will teach you how to embrace complaints, put haters to work for you, and turn bad news into good outcomes.

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Event Review: Power Presentation with Ted McGrath

       It was amazing two days learning The Message 2 Millions Blueprint from Ted McGrath,

       He shared strategies,tips and life lessons on how to craft a powerful story and use it to create massive results in your business.

           Learn more on Ted McGrath click here

Ted McGrath sharing from stage on Friday Night

                   

Attendee capturing essence of event

 
                            

Ted McGrath taking question from audience member

Book Review: The Ripple Effect by Doug Grady

         

                        
          This was an amazing book to read, it may seem thin but it there is more than meets the eye when you begin your journey with Doug Grady and learn that the powerful decision he made and the actions he took created results that change not only his life but created ripples all over the world!

      As you go through the chapter there are questions he asks you to answer which engages you to join him on the journey as you flip the chapters (slowly) and engage him and sharing his stories and how the impact of having mentors and leaders be part of you life.

         The Ripple effect is a must read. Think book with a powerful message!

                                                  

                                                   

Doug Grady and Jim Pagiamtzis

            Huge thanks to Erick Swanson for introducing me to Doug Grady at the recent Universal Seminars event in Toronto earlier this year in Toronto.

How to get clients to buy into what you are selling..

How many potential clients are you turning off or losing each day? Think of it. Every day you deliver marketing and sales messages to clients and potential clients through your website, email, social media, voice mail, presentations, advertising, signage, brochures and marketing sheets (to name a few or nine!).

Sending your message is one thing. How it is received however, is quite another thing. And when you fail to send the right message to the right person, the right way, your message is not only getting lost, it’s hitting you where it hurts the most – your bottom line.
Why? Because if potential clients are tuning out your message, confused as to what you have to offer, or simply don’t care about what you have to say, you’re missing out of lost sales and missed opportunities.

Day after day, month after month, year after year, that can add up to hundreds, thousands or millions of dollars in lost revenue. All because people didn’t buy into your message.
Got your attention? Good, because nowadays, no one can afford to leave money on the table. Trust me. It’s far better in your pocket!

How do you find out if your marketing or sales messages are helping or hurting your business? Here’s a simple, but (dare I say!) obvious way. If business is great and your sales and profits keep increasing, then fantastic. Your message is hitting the mark. If on the other hand, you’re not generating more leads for your business, increasing your sales, or simply not getting potential customers to return your calls (curious about what you have to offer), then it’s time to change your message. It’s not working.


Change your message. Change your success.

If you keep on using the same marketing and sales messages, you’ll keep on getting the same results you are getting now. Nothing is going to change. But, if you change your message, you can change your success.
I know. I’ve spent 25 years in the marketing/advertising field, crafting messages for a who’s who of who’s who. And the most important thing I learned was this. When you create the right message, to the right person, the right way, you create success. And people will actually come to you, curious and interested in what you have to offer.
So, how do you send the right message to the right person the right way? It’s really very simple. All you have to do is remember three little things…

1. The right message is about your customer, not about you.


In the beginning when you are trying to land new customers, you must remember that nobody cares about you, your product or your service (well, except for your mom!). All people care about is how you can help them. You can “blah, blah, blah” about your product or service all you want, and people won’t give a hoot! They only care about how your product or service will help them. Show them that and you’ve got their interest.

2. The right person is the one you want listening.

Send the right message to your ideal customer who has a need or desire for your product or service. You can’t be all things to all people. And your market isn’t everyone. So, it’s incumbent upon you to get to know your customers’ needs, wishes and wants. The more you know about your customers, the easier it will be to craft your message to fit their needs. And chances are you’ll see your next customer walking down the street.

3. The right way is to make your value stand out amongst your competitors.

Whatever marketing and sales messages you create, don’t (I repeat don’t!), be a “Me Too” company, and sound the same as everyone else. You’ll lose any competitive value. Be different. Stand out. Get noticed. Give your message a likeable personality. Be your loveable self. Have fun with your messages. And people will gravitate to you, as they do with any charming personality.
Got it? OK. Then, stop wasting time with marketing and sales messages that don’t work. Make your messages matter. Because when you change your message, you’ll change your success.

J Brett Abbey
Message Masters
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Think BIG. Win BIG.

If you’re like most people, you think like most people. Perhaps that’s why you remain the same as most people, working the same ol’ hours and making the same ol’ money. All because you’re doing the same ol’ things and hoping something will change. It’s not going to happen.

Albert Einstein once said, “Insanity is doing the same thing over and over again and expecting different results.” So, if you really do want more money, more sales or more success, you have to do something different.

The problem however is that most entrepreneurs and business people I meet want to do the same ol’ things all the time. They are afraid to try something different. A case in point lies in a recent consultation I had with a real estate agent.

The agent wanted me to help them “farm” (build business) in a neighbourhood. It’s what most real estate agents try to do. And it’s the surest way to mediocrity.

It kills me to see real estate agents spend time and money trying to farm a neighbourhood – especially a neighbourhood that already has an umpteen number of agents on the prowl. And if there are already a number of agents in your target area, why on earth would you spend time and money to get a little piece of the pie.

If you’re going to spend time and money, put it to good use and don’t merely farm the neighbourhood, dominate the neighbourhood. Take no prisoners and get the most money you can out of the neighbourhood.

You’ve got to Think Big to Win Big.

There are more than enough strategies on how to dominate a neighbourhood by more than enough, self-professed Real Estate gurus out there. Who do you listen to? One will say, “Send out postcards every 2 weeks.” Another will say, put an offer on your postcard like, “Free market evaluation” to get a response.
Personally, I’ve spent over 25 years in the marketing/advertising field, which has taught me one thing: everything starts with your message. The wrong message will get you nowhere. Even worse, it will start to position you like every other real estate agent out there. And pretty soon, you’re simply a part of the pack. Welcome to mediocrity.

If you want to dominate a neighbourhood, you must differentiate yourself and stand out from the crowd. As I always say, “Be different. Stand out. Get Noticed.” Here are some tips that can help you …

1. Niche yourself
To stand out from the crowd, you must find a niche. You can be condo man (or woman), or the king/queen of Forest Hill (put whatever neighbourhood you want in here). Whatever it is, just make sure you differentiate yourself from simply being a real estate agent. Don’t be the same as everyone else.

2. Socialize your neighbourhood

Get social. And that means social media in every form. Remember, people start their search for a home or agent on the internet. So, be there when they come looking. Build a small website (with links to your main site) on the neighbourhood with a blog about local events/people. Have a sign up form and offer prospects a community report on homes (for example) in order to capture their contact information.

3. Message your neighbourhood

Drive traffic to your new local website. And don’t, repeat don’t, send out a postcard with your photo and a headline on it like, “#1 in Sales in the Neighbourhood.” That message only serves to keep you looking and sounding the same as every other agent out there. And guess what? Nobody cares. Instead, try a postcard with a simple, teaser headline that arouses peoples’ curiosity. Perhaps something like … “Do you know how much money you’re sitting in right now?” And then place a link to a page on your website where they must go to get the rest of your message. Use the teaser to drive them to your website. Start to engage your target market.

4. Build your relationship

Become the number one source for information on the neighbourhood. Be cool and build that relationship with everyone. Send people a message every time you do something cool. If you sell a home, don’t send out a postcard with the message, “Just Sold.” Everyone does that. Remember, your message isn’t “You sold a home.” Your message should be how you helped a family realize a dream. Let them start thinking how you might help them realize their dream. Similarly, your message isn’t about you found a buyer a home, but rather, you welcomed new and wonderful people to the neighbourhood! Touch people’s hearts and your message will resonate forever. Got it?

J. Brett Abbey
The Message Master
 Check out website

Don't Speak, Entertain!

I had the great opportunity to be invited to deliver a keynote at a Toastmasters Open House event last week.

After my speech, I received excellent responses from many of the attendees. However, one attendee’s response caught me off guard. They said that I didn’t do a “normal” speech like other Toastmasters’.
My first thought was “What is a normal speech?” But, then I realized that many of these Toastmasters members have been caught up in the “Toastmaster” way of life and have no idea what works in the “real” world – especially when you’re out there trying to sell a product, a service or simply an idea!
So, I thought I would share a few valuable speaking and presentation tips culled from my 25+ years of experience and from a professional associate of mine. These tips can not only help you sell your product, service or ideas but, also make you a sought-after speaker. Have a look …

Typical is Boring.

Put yourself in your audience members’ shoes and understand that “typical is boring.” Watching a performer take risks is exciting. The best of the best break the rules. However, they don’t break the rules just to break the rules. They break the rules to raise the stakes, to get you to sit up and take notice. That is what makes you memorable. And audiences will line up to see you. Remember, Simon Cowell of American Idol fame? He was the highest paid, most-watched judge because he broke the rules, and was far from normal. I’m not saying to go out there and insult people. Just be different, stand out and get noticed.

One Key Message.

How much information do you think your audience can take home with them? The problem with many speakers is they jam too much information into their presentation. Just think of when you’ve watched other speakers. Do they “drone” on and on, listing point after point after point of information? Remember, your objective in any speech or presentation is to get your audience to take away one (1) key point. That’s all! No one will remember all the information you give out. So, make sure they take away your key message. Throw in stories that help support your key message. Make it fun. Make it lively. Just remember to get them to take home your key message. And they will love you for it!

Entertain your Audience.

If people simply wanted information, they can find it on the internet or any other source. They don’t need to listen to you. That’s why you must remember, that one of your main responsibilities in speaking or presenting is to entertain your audience and make your information enjoyable to learn. So, cut out all the “crap.” Don’t say things like, “Let’s get started.” The minute you are introduced, you’ve already started. Similarly, don’t say things like “I’m going to tell you a story.” Just tell it – in an interesting way of course! And remember, just like writing, performing is often about cutting out the fat. If you do streamline your message, you might start to think about your public speaking as putting on a show, rather than giving a speech. And that makes all the difference.

Want to put your business into overdrive? And learn how to generate more leads, increase your sales and enjoy greater success? Simply fill out the form below for the latest, greatest, Tips, Tricks and Secrets designed to help you generate the money you deserve!

 J. Brett Abbey
The Message Master
Check out his website for more articles
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Book Review:THE cANCER DANCE by Barry Spilchuk

                                                   


    
                 Barry Spilchuk shares insights into the journey of facing the  The cANCER Dane. The story will be make you through many emotions for high to low. Every chapter has captivating and engaging stories of his trek going to the hospital, the amazing people who visited him. took care of him through some tough times.

                As you read through the chapter you will captivated by stories, cartoons and life lessons from many people.

              Barry Spilchuk has a powerful message to share to uplift and encourage others who may be in a similar journey.

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Message Master Special offer: Present like a Master

An entrepreneur who took a $279 seminar on presenting to clients and audiences, used the advice and learning to generate tens of thousands of dollars in incremental sales! How much extra money do you want to make? See how you can increase your success rate here … http://bit.ly/Z7UZRH

Plus! Register today and you’ll receive $50 OFF for being a member of 21 Connect.

Simply use the coupon code … 21connect… when you register!

Hurry Limited spots available! Get the full details here … http://bit.ly/Z7UZRH

And if you link the above to a new page, you can always say any of this …

Do your client presentations suck?

Here’s a presentation seminar designed to do one thing and one thing only, and that is to help you land more clients and make more money, period.

So, the next time you sit there and start making excuses for why the new client didn’t buy from you after your great presentation, I want you to start thinking that maybe it wasn’t the client; maybe it was your presentation.

Because, what I don’t understand is … why on earth would you work your butt off, spending countless hours calling and prospecting, and then spend time and money on advertising, networking and following up, just to get an appointment with a client, and then later have to listen to that client say, “Oh, well, we’ve gone with someone else.”

That makes no sense to me. Yet, I see it all the time.

So, if you really want to become more successful and start enjoying a 70, 80 or 90% success rate in your client presentations, then you need to learn how to “Present like a Master.”

Because when you discover how to create the right message, to the right person the right way, and present it effectively, business will start to come to you. And the money will follow.

See how you can present like a Master and increase your success here: http://bit.ly/Z7UZRH

And stop losing clients to entrepreneurs and professionals who present better than you. Turn your presentations into success by learning how to “Present like a Master.” Hurry, limited spots available! Register today here: http://messagemasters.ca/learn-to-message/messagemasters-training/

J. Brett Abbey
The Message Master

MessageMasters™
14 - 30 Eglinton Avenue West, Suite 215
Mississauga, ON  L5R 0C1
T:  905-363-7690   ext. 101
www.messagemasters.ca

"People finally started to listen to me."

In 4 short weeks, MessageMasters™ Persuasive Presentation Training helped me to take control of an audience, and sell rather than tell. Now, people listen to me when I present, and I no longer have to ‘PowerPoint’ them to death! (B.A., Senior Executive, Sales).

Learn how you can present like a Master! Click here!

Message Masters™ is a marketing communications consultancy led by J. Brett Abbey, that helps you generate more leads for your business, increase your sales, and get business to come to you.  See for yourself how you can change your marketing and sales messages and ultimately change your success. Visit http://www.messagemasters.ca