For Business Building - 1 single activity is all it takes

For the business owner and those managing the pipeline for the next sale, there is a single activity to exploit. And I mean exploit in the best way. Do it again and again and again. Often. With zeal.

Many think it's about picking up the phone. Although many salesfolks get appointments this way, it takes tremendous time while depleting the energy of the person hearing the phone incessantly ring and go to voicemail, or getting the not so interested responses.

Using direct mail gets the message out, but where? Most commonly, to the closest dumpster or trash container.

Networking events are great. They allow us to mingle and meet new folks, exchange business cards, yet the audience may not be receptive due to one thing. So far, they don't know us.

The number one thing that boosts business for any business owner or sales person is public speaking. Public speaking gives us the chance to start a relationship. It gives us a chance to offer some free information and tips and it gives us a chance to handle questions of interest all without threat. Public speaking puts us in front of many indviduals(and can lead to many groups) who generally already have an interest in our message - unlike the gatekeeper, mail sorter or networker who is out to drink with the buds.

Sure, public speaking is the most common fear the public faces. But many who fear heights, bungy jump. Many who fear death, aggressively seek adventure. Those who fear public humiliation face their fears and speak often in public. And what does it get them? Confidence. Recognition. Attention. Credibility. Interest. Curiousity. An audience. A following. Trust. Business.

Got business to develop? Start facing the fear of the meager pipeline by facing what it takes to get in front of the audience. Let that pipeline challenge drive you to the #1 activity. Get ready, get up, move forward in front of the audience and get speaking!

Improv rules for everyday application

In my earlier career of teaching, I developed an Improv ensemble in my school system who were admirably received from the community.

The scads of improv exercises and techniques these kids explored and developed through were huge tools for keeping their skills in check - and offered them great fun!

Yet there were two simple rules that held the great improv member apart from those simply there to "have fun":

1. Accept what is given to you.
2. Make your partner look good.

These aren't easy practices to follow, based on the general public's philosophy in life - generally around competing. Especially for teens and young adults, the idea of accepting vs. questioning/attacking is foreign. At least when the focus is in topics of interest.

Making your partner look good could be a common practice, if and when conversation is about sharing complimentary opinions. Yet this idea is not about judgment - it's about building on ideas. Once we accept an idea - per the first rule - we then further it with our own idea. This creates a trusting relationship while complimenting the original idea, giving strength to the originator's value.

When these 2 rules are applied, the levels of entertainment, creativity and connection all escalate. It keeps energy fluent and momentous.

Going back to the first rule, if an idea is not accepted, energy stops. And this stops creativity. What soon happens is a battering of negative energy. Consider the difference in the two exchanges below.

A "Gotta love this rain."

B "No I don't."

vs.

A "Gotta love this rain."

B "Especially when these umbrellas keep popping up out of the ground."

What difference in allowing for creative flow, entertainment, charged focus when we accept the ideas given us!

Not about one-upping yet more about making good use of an originating idea. My ensemble often played the game, Yes, And... which tested their ability to keep the energy moving in a speedy structure. It became one of their favorites and complimented their approach to everyday conversation.

The places we go when we choose to accept ideas vs. question them gave my young improv group a space to build trusting, exploratory expression. And it gave audiences a chance to enter this safe, trusting space, in awe of the creative flow and applauding its outcome.

Randy Nelson, Dean of Pixar University speaks to the concept of applying Improv rules to Creativity in the work environment. (click on the title to see a video and text of his talk - Tips for Creative Success from Pixar). The wealth of progress we could accomplish in our everday professional life, our everyday personal life and our ability to connect with people could be endless, were we to apply these two rules of improv.

Consider accepting what is given to you. How would this apply to your professional circumstances, especially if you were to build on it vs. shut down? When we operate with the intention of making those around us look good, what is created?Test this out. You will see your improv skills tested, enjoyed and appreciated.

I Believe

I believe there are people who like to hear themselves talk, and people who would rather they wouldn't.

I believe people are important. Moreso than tasks.

I believe leaders are folks who inspire us.

I believe we make decisions from our gut rather than from our head.

The majority of the human race falls short - and we know this. Which makes us pay more attention to ourselves than those around us. We watch ourselves too closely, get confused by what steps we need to take, talk ourselves out of things we really want to do/need to do/really can do, for the sake of the voice in our head which has so often held us back.

There are more introverts than extroverts in our world, and I believe this means we get in our own way.

We avoid conflict, we try to please, we aim to stay safe and at the end of the day we have lost who we are, what we stand for and what we believe.

This is what I believe.

In addition, I believe we have the capacity to change. Regardless of how we have felt about ourselves, our attitude can shift.

The moment we recognize that we are not unique in our faults, that we follow behavior patterns others follow, that we stand in our own way just as others stand in their own way - at that moment we begin to become alert to opportunity.

It is opportunity that leads to hope. This is what I believe.

I believe that hope is the substance of questions we take a risk in asking.

Hope is the potential of putting 2 or more minds together - for there we discover ourselves in the midst of them.

I believe that an introvert can gain confidence. That an extrovert can ask for forgiveness and that truth comes in the dawning of each of these events.

When we begin - not when we master, but when we begin - to speak in confidence, whether out of humility, enthusiasm or curiousity, I believe we begin to live our purpose.

Just the Basics, please

Common courtesy. Do we have time for it? Are we afraid of it? Do we understand it?

Here's a scenario. Someone has picked up the phone and dialed your number, intending to either speak to you or leave you a message. Purpose? To get a response from you. Or maybe the delivery was through email, or a visit, or a note delivered via the postal service.

In any of the above cases, if the intent is to get a response, the best manner of delivering the message is In Person. Chances are good that the person being visited will be present a. if there is an appointment, b. if you're visiting their office and/or c. if they suggested you visit. Yet often the person being sought out is unavailable. Now what? Leave word, which puts the ball in their court.

What is common courtesy out of the recipient being visited?
a. If someone calls me and leaves a message, I should return the call, regardless of my feelings about their information. At the least, I should send an email (may be considered a cheap way out) for that is at least a response. Better is to make a connection that allows for an exchange.

b. If the delivery was through email, return the message and respond to any request being asked. Better yet, suggest a time to get together.

c. If there was a postal note delivered wanting specific information in a timely format, either email your response or dial and discuss.

Obviously the individual seeking a connection will determine their willingness to follow-up regardless of our response. But common courtesy on our part goes a long way in shaping our reputation.

These are the basics. Now that I've reviewed them, I've already increased my To-Do list, for a few items had fallen between the cracks! If the case is the same for you, redeem yourself. These basics go a long way.

Want to enhance your communication? Start with just the basics, please.

Challenging Expectations

It's no secret our country's general populice has had its share of controversy over gender equality. From ownership to responsibility, voting rights to income earned, civil debate continues over what is fair, equal and expected.

Whether this controversy originates from the religious platform or has seen its greater influence there, it becomes a test of wills to enter the conversation, conduct ones' self with poise through it and/or conclude with any degree of self-respect as a result.

My work with the attorney community brings this controversy back into view, even today. As I look to support individuals who wish to speak with confidence in the lawyer market, often I am led to supporting women. Is it because women are by nature less secure? I believe the answer is no. Is it because women attorneys face circumstances men may not face? Perhaps.

Interestingly, most of the attorneys who turn to my help are men. However, the issue of female attorneys facing challenges in the profession continue to be brought to my attention - even by males.

Merri, what programs can you offer us at the Supreme Court to support Women Attorneys?

A year ago this question was posed by a gentleman with a keen eye and interest in supporting female attorneys. At the time I was unaware of the challenges they face, the demographics of most firms, let alone I paid little attention to the history of the profession. Since then, I have marvelled at the journey of several FIRST women attorneys.



Bella Mansfield, influenced by both her brother and husband to study law, was the first female in the US to earn a law degree - the same year women were admitted to law school. Belle Mansfield (later, self-fashioned Arabella) passed the Iowa bar exam in 1868 and then, in 1869, she was called to the bar of the state, thus becoming the first woman ever called to practice law in the world; by some definitions, the world's first woman lawyer.

"We feel justified in recommending to the Court that construction which we deem authorized not only by the language of the law itself, but by the demands and necessities of the present time and occasion. Your Committee takes unusual pleasure in recommending the admission of Mrs. Mansfield, not only because she is the first lady who has applied for this authority in the State, but because in her examination she has given the very best rebuke possible to the imputation that ladies cannot qualify for the practice of law; and we feel confident from the intimation of the Court, given on the application made that we speak not only the sentiments of the Court and of your committee, but of the entire membership of the bar, when we say that we heartily welcome Mrs. Mansfield as one of our members, and we most cordially recommend her admission." See this website for more on Bella Mansfield: http://www.duhaime.org/lawmuseum/lawarticle-418/mansfield-belle-18461911.aspx

Although she never used her license, she entered the women's suffragette movement, stayed in academia and encouraged the promotion of women for their intellect as well as their intuition.

Many milestones have been accomplished in the female litigation world today.



"Claudia Gordon, Esq., is the first deaf lawyer who is African American and female, and also the first deaf student to graduate from the American University (AU) Washington College of Law, in Washington, DC, in 2000. At AU, Gordon specialized in disability rights law and policy. Since earning her juris doctorate from AU, Gordon has been active in working to ensure the rights of people with disabilities are respected." Thank you, Jamie Berke, About.com Guide,Updated May 04, 2009

Since many attorneys enter the political environment to become public servants, we also are familiar with Jennifer Grandholm, current governor of Michigan. A few firsts about her include,



She was elected Michigan's first female attorney general in 1998. Granholm was elected governor in 2002 and reelected in 2006 and was once considered a possible Supreme Court nominee.

So if female attorneys are making such progress today, are things getting any easier?

This morning I read an article written by attorney Heather McCloskey in 2006 who shares the challenges women attorneys face. Whether from judges, clients or opposing attorneys, there is still a rite of passage (as would be expected of any professional, let alone female) to be endured.

In my humble summary, it appears that if women are willing to defend their right to own a career, to stand in a firm or courtroom surrounded predominantly by men, to be referred to as a clerk vs. lead counsel and to be expected to wear skirts vs. slacks, they can continue to make progress. Pioneers can be women too, if these women are up to it. If they are, there will be deference to another style of communicating with clients who need it, they will continue to prove logical and reasonable thinking while also being intuitive, and there will be professionals who connect on very influential levels.

To all you female attorneys, speak with confidence. We need you.

Talk Back!

There is a prospect I'd love to get in front of who isn't returning my calls or responding to my emails. Eventhough he invited me to connect with him, he is being unresponsive.

This angers me, for I know his firm could be a huge opportunity for me and I could give him tremendous value, even beyond the few pressing needs he has.

In times like these, I set out to make a phone call, and then I back off. Or should I say, I used to. In the past that voice in my head would say to me, "Merri, he has his own plan. It doesn't include you. Drop it. You aren't what he wants." And I'd back off.

But today, I realize that I have often got in my own way, backing off way too soon. Sometimes the other individual simply had other things on their mind, things unrelated to me. Or maybe I communicated a lack of importance. Or maybe the individual was on vacation. Or maybe there was a temporary fix.

What I know now is, I will persist when it's important. And that means, talking back. Of course I won't talk back to the individual I want to get in front of. But I will talk back to myself. To the voice in my head. I will talk back to say, "No."

"You aren't forcing me to hold back any longer. That keeps me from being useful."

"Just because someone seems busy does not mean I am not important. If an alarm were to sound, they would drop what they are doing. So sound the alarm, if that's the intention."

Today I look at that voice in my head, then turn away while putting up my hand.

"Talk to the hand. I have more important things to do than listen to you."

Who is counting?

I grew up in an old house where we put the bedrooms all on the second floor - 14 steps from the first floor and another 3 steps from the bathroom. Yes, I counted those steps every time I used them.

Counting steps improved my vision in the wee hours of the morning when I rose to use the bathroom or when coming in late as a teenager. Not only did I know to count my distance from mom and dad's room. I counted how many steps away I was from creaks, obstacles and relief.

As my paths grew in life, I counted the hours, the days and the weeks before each monumental milestone (graduation, moving away, time before a promised result, number of days left in the pay cycle, etc.) I count cars I pass, intersections I stop at, number of tiles on the floor or windows in a building and I hear that childhood tune in my head called The Song of Sixpense. I'm no accountant, yet my mind operates in cycles. Call this analytical, or obsessive-compulsive, or simply a deviation from what's important, I operate in the tracking mindset.

Whether we all count the small stuff or not, most of us operate in the mindset of tracking progress or results. So when it comes to making promises, we know whether we've disappointed or pleased those around us. And because we pay attention to our own followthrough, we are either happy or frustrated with ourselves.

When it comes to the promises you've made, who is counting? Including yourself, who else cares to pay attention? Anybody who may stand to benefit will be counting - they observe the number of times you demonstrate truth, action and share progress. They pay attention to how well you account for the promises you made, and in the meantime, they notice their own actions in this regard.

Yet the difference is, we error on the side of our own accounting, thinking we are better than others. When someone fails to follow through with something we are expecting, we quickly forget our own fault in the same action. Instead of counting the fault, we misplace it.

If we were to do a better job of counting our follow through, we would see how easy it is to make mistakes and either become bitter and resentful or experience the need for flexibility and make fewer promises. Once we learn our own lesson in being held to account, we can then apply this same lesson to those around us with a sense of humanity vs. a need for perfection.

What counts? This is worth addressing - only so many things are that important to make a huge deal out of perfection. Determine your values and then align the activities that support them. Here is fertile ground for tracking your results.

How we spend our time proves what is important to us. The observer sees our actions and determines from them what is important to us. Answering the phone every time it rings? Responding to texts while driving? Promising friends our time when family needs it? These things are quickly tracked by those who don't yet know us any other way. If these things don't really count as important to us, then we could use some new perspectives - or risk that blackbird biting off our nose!

Today I count many things: the days I get out of bed purposefully, the promises I make, the evenings I celebrate my follow-through. And then there are the times I've humbly responded, the days I've let my eyes and mind be opened by those I'm with and the times I've been grateful. It's easier to enjoy the rhythm of life when I keep counting these things.