Writing Is Important: Get Started!

Writing is a process

It was a very good week. In addition to several client meetings and great interviews with candidates for my COO search; I talked with a few of our consultants and a prospective new member. One of those meetings included a fine cigar and a Guinness. My favorite way to work! I ended the week sharing a bottle of Cabernet with my friend and muse, Faith. More on that later.

My meeting with the prospective new consultant was most instructive. She has an interesting background that includes Fortune 500 experience and tenure as the CEO of her family’s business. Her experience and insight into a family-owned, small-business are valuable to clients operating in a similar environment. I enjoy these meetings as they are fun and enlightening. I enjoy hearing about one’s career and challenges in building a new business. I find it interesting learning how they market their services. Each has a story worth sharing, which could enhance their personal brands. I believe that business development requires a combination of strategic networking, public speaking, and writing articles or blog posts. The point is, we must find ways to leverage our time and resources by talking to a broader audience. By reaching a broader audience, I mean mass communication.

Most people I know are competent at networking and public speaking. A few are even positive toward writing articles. They understand the value of a program that helps promote their written work over an array of platforms. Even so, I’ve been surprised to find that most are reticent about writing articles for publication. Their reluctance is of interest to me as these are solid professionals who know how to write for business. They know how to draft a proposal. They know how to structure a cover letter to support their job search. Their writing skills are not an issue. So, why are so many people reluctant to publish their thoughts?

Back to Faith and that bottle of Cabernet. We get together every few weeks at a favorite watering hole to catch up and decompress. Talking with Faith is always interesting and stimulating. Our conversations are wide-ranging but always begin with a recap of the current week. Often, she helps me determine the theme for my weekly blog post. This week, Faith shared a few interesting stories I thought a broader audience would appreciate. I am convinced her stories will resonate with many as they’re about working for an NFL legend. I told her she should write a book. She demurred. I said she should do it for her family. If for no other reason, it would help her daughter and grandchildren appreciate her life. Faith agreed to think about it. After sleeping on our conversation, I woke up with the topic for this week’s post. Thank you, Faith!

We are busy people. I get it! Writing an article, even seven hundred and fifty words can be daunting. Some cannot justify the effort. However, I know that writing an interesting article in a reasonable amount of time is a process. Experience with this process generates confidence which changes one’s perspective, creating a new habit.

For Members who are reticent about contributing to our blog page, we provide alternatives like conducting an interview with the consultant or working on an article together including final edits. Most people are comfortable with these alternatives as they’re a lighter load. This makes me think that helping people become comfortable as a writer, could be as easy as following a two or three-step process to gain confidence. The benefits of one’s business development activities are too great to forego the power of writing.

After sleeping on it, I arrived at an alternative which Faith might appreciate. I could make video recordings of her telling her life stories. Recording her while enjoying a glass of wine, or two might add an interesting touch. I know it would be more fun for her. We could create a digital book. In time, I’ll wager that she will migrate toward writing that book. Even if she didn’t publish her work, it would be a very valuable gift for her children.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.

Jim Weber – Managing Partner, ITB Partners

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

North Fulton Business RadioX Interview, September 26, 2019

Author of: Fighting Alligators, Job Search Strategy For The New Normal

November 30, 2019June 25, 2020

You Have The Prospect’s Attention: Now Close The Deal!

A close friend and associate, John, become a successful independent consultant after leaving his corporate career. His transition was relatively easy as his network was strong, and he was well respected. His network was so powerful that he seldom failed to close a deal where he had a first-party referral. Those referral-based deals launched his career, with a little help from me. His challenge was closing deals when he had a third-party referral or if he had surfaced the prospect. That was an important learning experience for John.

John had difficulty closing a prospect unfamiliar with his reputation. We would debrief after those situations and I would offer suggestions to improve his technique. During this time, I recognized a self-destructive pattern common to inexperienced Independent Consultants. John had difficulty selling himself. Inadvertently, he repelled his prospects.

As discussed in my last post, prospective clients must become comfortable with the consultant. They want to ensure that the consultant will make them look good. Stated more bluntly, they want to ensure that they won’t be fired for letting a contract with an incompetent consultant, someone disruptive to the culture. These are the same concerns any manager would have when considering a potential hire. In John’s case, he struggled to make a connection. He would launch into problem-solution mode before he fully understood the prospect’s concerns. He didn’t ask questions that addressed their cultural imperatives and potential minefields. He would pontificate about concerns the client should have but may not have considered. John wasn’t necessarily wrong, but his delivery was off-putting, insulting even. I could see how the prospect would be concerned about him. I am certain they wondered if he would be difficult to manage and disruptive to the company’s management style. He did not assuage their concerns.

I had a similar experience recently. I was talking with a prospect about helping them through Chapter 11. This was a third-party referral, so I had to sell myself to the prospect. On my first visit, I focused on satisfying my need to ensure a successful outcome, rather than to understand their perspective. I was preoccupied with trying to extract information about their financial reporting capabilities. I was concerned that I wouldn’t have the information I needed to do my work. I wasn’t putting the prospect at ease. Looking back on the situation, it may have seemed like an interrogation to them. They were on guard, looking stone-faced as they provided minimal information. Fortunately, I recognized my mistake early enough to redirect my approach. I asked them to provide background about the cause of their financial situation and what they thought needed to be done. Their demeanor changed immediately as they went into detail about their needs. I had cracked the code! I stayed with that approach, drawing them out with open-ended questions. The more they talked, the greater my empathy for their predicament. People don’t want to be told what to do. They want to work with someone who will help them understand their problem so they can find a solution together. This tact was the beginning of a relationship that led to an engagement. It’s odd that I didn’t begin with this approach as it is my preferred style.

My initial tact with this prospect was a rookie mistake, uncharacteristic for someone with more than twenty years of experience. Landing contracts is about building relationships. The prospect wants to know that you have empathy for their situation, you aren’t judgmental, and understand their needs. The most effective way to accomplish this is by asking open-ended, non-threatening questions. This will help them open up to you. Approaching them in this manner demonstrates your professionalism. They will come to understand that you are sincere in your interest to help and that you are a fit with their culture. Eventually, John learned this technique and became a consulting powerhouse.

Remember, from discovery to close, your prospect is evaluating you. They want to know that your project management style fits with theirs. They don’t want to inject a disruptive influence into their company. The client wants to enhance their reputation and keep their job. They probably have more work in mind and would like to find someone to help them in the long term. So, if you want to close more deals, take time to understand the client’s situation. Ask questions to stimulate a dialog, generating information you need to help the client.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

North Fulton Business RadioX Interview, September 26, 2019

Author of: Fighting Alligators, Job Search Strategy For The New Normal

November 28, 2019November 28, 2019

Jim Weber Lands a New COO Search

The Chief Operations Officer is responsible for all restaurant operations and delivering a guest experience, optimal profit, and franchisee satisfaction levels consistent with the goals set for the brand. As part of the senior management team, the COO is responsible for the development and execution of policies, procedures and financial strategies that align with the strategic direction of The Company. The COO must work cross-functionally with all departments to ensure the proper implementation of all systems and strategic alignment throughout the chain. A comprehensive annual operating plan to support successful growth and alignment with the strategic plan is essential.

IDEAL EXPERIENCE

The successful candidate has had approximately ten years of related experience in the restaurant or hospitality industries. A Bachelor’s Degree in Business or Restaurant & Hospitality Management is required. An MBA is a plus, but not a requirement. Experience in a multi-unit, franchised environment with 100 or more locations is desirable, as is the demonstrated ability to develop and lead major strategic initiatives. Experience achieving and maintaining high levels of customer service in a retail environment is required.

IDEAL PERSONAL PROFILE

We are seeking a results-oriented individual with an entrepreneurial spirit who has proven restaurant management skills. The successful candidate is well organized, with an eye for detail. The ideal candidate is a team player that can help lead this organization to “best in class” status while maintaining high levels of morale and customer service. Strong written and oral communication skills; problem-solving, and decision-making abilities are required, as is the highest standards of ethical behavior. A positive “can-do” attitude with an optimistic view of problem-solving and conflict management a must.

For more information contact Jim Weber at JimWeber@newcenturydynamics.com

November 24, 2019June 25, 2020

Supercharge Your Networking

We’re into the holiday season, which means you’ll be attending year-end parties and networking events. Now is a good time to discuss how to make those events more productive. As you would expect, I spend a lot of time networking, in groups and one-on-one. Over time, I’ve become more selective about the invitations I accept. I place a high value on my time, so I attend events offering the best outcomes. A little research goes a long way. I want to know who’s attending and whom to meet. That is one way to generate a better result. Knowing the host is an important factor in these decisions. Some attract high-quality participants, but others don’t. This week I attended two very successful events that were distinctively different.

Monday evening, I attended an “An Evening of Introductions” hosted by Susan Knox of Corporate Connections. I have known Susan for many years. Her events are excellent. This meeting was held in Marietta, Georgia at the offices of a prominent Law firm. This venue is well equipped with a large private meeting room that opens into a common area with a kitchenette. “An Evening of Introductions,” began with a closed-door meeting of twenty-five, high-profile business leaders and executives for emerging brands. These are people I should know.

Susan opened the meeting with a warm welcome and an overview of the agenda. That was followed by personal introductions from the attendees. This is the standard way to begin most meetings, however, Susan gave each of us three minutes to pitch our businesses. She added a bit of color as she introduced each participant, providing an interesting personal comment. It was a nice touch. Excellent communication skills were on display. Note pads were provided to jot down key points from each. I seldom recommend a three-minute elevator pitch, but it was effective for this format. It helped me determine who to talk with and interesting ways to start each conversation. As I was one of the last to speak, I had time to make my story most interesting. I was pleased with my performance.

When the formal meeting ended, the networking began. The doors were opened to the remainder of the guests, and cocktails and hors d’oeuvres were served. I found it to be very productive. These folks know how to network! Whenever possible, I will attend Susan’s events.

Ten Keys to Better Networking

Be selective about the events you attend.
Be professional.
Know who’s on the guest list.
Ask the host in advance “who do I need to meet?”
Stay long enough to make connections then follow up quickly.
Enjoy the cocktails and snacks in moderation.
Dress for the occasion – You cannot be overdressed.
Find common ground to initiate a conversation.
Don’t be bashful – people want to meet you!
Bring Business cards, but don’t offer them until asked.

Two days later, I attended my first-ever political event. This was for an ITB Member recruited to run for state office. I didn’t know what to expect, but I was confident that I would be with friends, and friends of friends. I was not disappointed. Most of these folks are active in the political arena, including a few that are running for state and federal office. They are networking pros! I didn’t meet anyone who wasn’t interesting and friendly. In many ways, it was like hanging out with neighbors. The first question was usually about our connection to the candidate. That is a great, non-threatening way to begin a conversation! I made several good connections; one is a direct bullseye that should lead to new business.

I was happy to have attended this event. The venue was perfect. The side room of a local bistro, it was cozy but large enough to accommodate the guests. The importance of the right venue cannot be overstated. Based on my relationship with the candidate, I expect to attend more events and support her campaign. I don’t expect to jump into the political arena, but I can add value at the periphery.

If you are interested in becoming a more effective networker, use the season to practice the suggestions presented here. I think they will be helpful.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

North Fulton Business RadioX Interview, September 26, 2019

Author of: Fighting Alligators, Job Search Strategy For The New Normal

November 16, 2019

The Free Pocket Square

I had arrived a little early for my luncheon meeting with an alumni friend. We get together about once a quarter to catch up, to discuss relevant issues about our university and the local alumni chapter. It was a workday, so I was dressed in business casual attire; a navy-blue blazer, a white shirt, gray wool trousers, and black shoes. My typical uniform. As I had some time to kill, I decided to visit a nearby menswear store that I patronize from time to time.

I received a warm welcome from one of the staff members who gave me a general overview of the merchandise they recently stocked. He was helpful, in an unobtrusive way, giving me the opportunity to become familiar with their merchandise. As the season is changing, there are a few items I want to add to my wardrobe, so I wasn’t killing time entirely.

While wandering around the store another employee approached me and slipped a white pocket square into my jacket pocket. He complimented me on my appearance and said that the pocket square completed my look. I was pleasantly surprised by his action, thinking that he presented me with a gift. Well, maybe I was a bit confused as I didn’t take it as an overt attempt to make a sale. His action created an opportunity for us to interact further as I continued to review their merchandise.

When it was time to go to the restaurant, I made my move toward the door, thanking the sales associates and promising to return. The associate who presented me with the pocket square, still in my pocket, asked if I would like to pay for the item. I had totally forgotten about it, especially since I had processed it as a gift. When I realized my mistake, I had to laugh. It was a funny situation, although somewhat embarrassing. He got me! How could I refuse to pay for the pocket square? I paid for the item, thanked them again, and went off to lunch. I’m a big fan of pocket squares so I am happy with the purchase.

Driving to my office after lunch, I thought back to the situation at the men’s store. I had to laugh at myself again for missing the obvious point of his gesture. But something was nagging at me. I admit that it was a clever sales technique, however, it felt deceptive.

I may have been confused because no one has ever put an item in my pocket that wasn’t meant to be a gift. Typically, a sales associate will bring me an item, often a tie, to show me how it complements my jacket or suit coat. He wouldn’t tie it around my neck, but maybe drape it over my sleeve. If I showed interest, he might take me over to a mirror to see how the tie would look in relation to my shirt and jacket. In those situations, I would hold the tie, folding it in a way that would allow me to bring it to my shirt collar to resemble my appearance if I were wearing the tie. I would manage this process, not the sales associate. During this time, he might talk about the item, speaking to the quality, the price, and how well it complements my attire. You know, selling.

In my recent interaction, the sales associate didn’t tell me anything about the item or the price which failed to reinforce the act of selling the pocket square. OK, call me naïve, but I am confident that you would’ve reacted in a similar way if only for a moment.

I admit it was a clever technique if not a hit-and-run tactic. He made a small sale, and I do like the pocket square. However, I am not motivated to return to that location or to work with that associate. I hold no animosity toward him, but he didn’t create mutual trust and respect that would motivate me to return.

Often, it’s the little things that make the biggest impact. When working to build a relationship we should be mindful of our behavior. We want to ensure that we don’t send any conflicting messages. Hit-and-run tactics will limit you to a low-level sales rut, with few return engagements. A lack of clarity or candor will inhibit the formation of relationships. In that event, you may never have an opportunity to work with many prospects. I may have returned to that store if the pocket square had been given as a gift, or if the sales associate had presented the item differently. I guess we will never know.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

North Fulton Business RadioX Interview, September 26, 2019

Author of: Fighting Alligators, Job Search Strategy For The New Normal

November 11, 2019June 25, 2020

Reciprocity and Business Development

A lagniappe (/ˈ l æ n j æ p/ LAN-yap, /l æ n ˈ j æ p/ lan-YAP) is “a small gift given to a customer by a merchant at the time of a purchase” (such as a 13th doughnut on purchase of a dozen), or more broadly, “something given or obtained gratuitously or by way of good measure.”^[2]The word entered English from the Louisiana French adapting a Quechua word brought in to New Orleans by the Spanish Creoles. From Wikipedia

Last week’s article mentioned the value of gift-giving to build relationships and generate new business. This week I was on the receiving end of several offers that reinforced the value of gifting. The most memorable situation occurred while talking with a prospective new consultant, Linda. Linda recently left a corporate career to strike out on her own, as a licensee of a National Brand that markets productivity enhancing solutions. We talked about her program’s benefits and I told her about our business model. At the end of our conversation, she invited me to complete a complimentary on-line diagnostic to determine how I might benefit from her services. It was gift of a free service. I was intrigued and gladly completed her survey. Her diagnostic is an excellent way to qualify new clients and since she captured my name and email address, she has what she needs to build a long-term relationship. Naturally, I did the same.

Early in my career, I spent five years working for Hickory Farms of Ohio. Hickory Farms built its business by offering gifts of free samples. Employees would greet shoppers passing in front of their store with the offer of a free slice of Beefstick Summer Sausage. While the shopper was enjoying their sample, the employee would tell them about the product and ask if they liked the taste of the item. A positive response from the shopper (commitment) began a conversation often leading to a sale. Today, sampling is a common practice used in restaurants and grocery stores.

Gift giving is a practice deeply embedded human culture. We know that throughout history, especially in the political realm, it was customary for visitors to present their host with a gift. The more important the host, the greater the gift. Gift giving is still a common practice, especially between people with established relationships. However, most larger companies have established rules for accepting gifts to ensure ethical behavior. In my experience these rules usually govern the acceptable value of the gift and full disclosure. Giving gifts is an excellent way to say thank you and to demonstrate appreciation, however, gifts can also be an effective way to establish a relationship.

Reasons for offering a gift:

To build and reinforce relationships/loyalty
To show love, devotion, and respect
Symbolic communication
To help others (altruism)
To find a mate

There is an entire industry segment (Promotional Products) devoted to gift-giving as a marketing tactic. I am confident that you have received items from companies that want your business. Typically, these are small items with a low monetary cost, but high utility value, which includes the giver’s logo, a tagline, and even a telephone number or email address. Items like coffee mugs, writing utensils, and key fobs come to mind. Every time you use the item you recognize the logo and think of the gift giver.

Linda’s technique is a classic way to generate new clients. Other similar offers include White Papers, Research Reports, Directories, and Training, among others. These offers are seldom 100% current or complete so they provide limited value but are useful ways to whet one’s appetite for more. Another effective technique is to offer a limited engagement at a modest price that adds value at minimum risk. I am not a fan of conducting this work for free as doing so tends to diminish one’s brand value. These entry-level projects are typically diagnostics that help the client validate the nature and scope of a perceived problem. It is a useful way to solidify a working relationship with a goal to stimulate further engagements.

If building relationships is an optimal way to generate new business, giving gifts is an effective way to establish a relationship. Offering gifts is aligned with established cultural norms that convey respect and appreciation. Giving a gift invokes the concept of reciprocity, another cultural norm which creates a perceived obligation for the recipient to respond in kind. Hopefully, the recipient will feel obligated to give you a fair opportunity to pitch your business, if not actually contracting your services. Whereas gifts of intellectual property may provide immediate value, smaller physical items with your company logo and contact information will serve as a constant reminder to the prospect. Limited engagements at a lower cost, while not necessarily considered a gift, is an effective way to solidify a relationship. These engagements can serve as a foundation for larger, more profitable contracts. In conclusion, while you are attempting to establish a relationship consider the viability of tangible and intangible gifts to facilitate the process.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

North Fulton Business RadioX Interview, September 26, 2019

Author of: Fighting Alligators, Job Search Strategy For The New Normal

November 7, 2019

Erica McCurdy for GA Mix, Mingle and Meet

ITB Partner, Erica McCurdy launches her political career by entering the race for GA District 95.

Come by to mix, mingle, and meet Erica McCurdy, Candidate, State House of Representatives, 95th District. We live in a great community and we want to celebrate and talk about how we can be even better together. We look forward to seeing you!

Erica McCurdy GA

Political Candidate

Let’s work together to stop the partisan bickering and make an IMPACT on Georgia’s 95th. I have a history of rolling up my sleeves and getting the work done. That is exactly who I am, what I have always done, and what I will do as your State Representative.

When:

Wednesday, November 20, 2019, at 6:30 PM – 9 PM EST
Where:

Pub Ten

5270 Peachtree Pkwy, Ste 118B, Peachtree Corners, Georgia 30092

Show Map

Hosted by Erica McCurdy GA

Message Host

November 6, 2019June 25, 2020

November Atlanta BENG Meeting featuring Donna Gallaher

Join Us for the November Atlanta BENG Chapter Meeting featuring Donna Gallaher

Click Here to Register

“Introduction to FAIR Quantitative Risk Analysis Methodology”

Donna Gallaher provides Information Security and Operational Risk Management Advisory Services giving Boards of Directors and Senior Executive Management Teams the tools and expertise they need to navigate the unfamiliar waters of evolving markets. We facilitate collaboration among your company’s business units to develop policies and operational risk mitigation strategies appropriate for your risk tolerance. Donna will present:

Date And Time

Tue, November 12, 2019

7:30 AM – 9:30 AM EST

Add to Calendar

Donna Gallaher:

Ms. Gallaher served as a C-Level Strategic Advisor in IT and Cyber Strategy for multiple global companies for over 15 years drawing from her previous successes in engineering, solution selling, IT operations and leadership. She provides value to clients by thoroughly understanding business and regulatory requirements, assessing obstacles and translating technical challenges into business risks allowing technology to function as a business enabler. Linkedin

Location

Bella’s Gourmet Kitchen

350 Embassy Row Northeast

Sandy Springs, GA 30328

View Map

ABOUT BENG:

The Atlanta chapter of the Business Executives Networking Group (BENG) is a multidiscipline, independent group of job seekers, those currently employed and business networkers, who are willing to help others. Current membership includes mid to senior-level executives with over ten (10) years of business experience. Past attendees have come from financial management, information technology, legal, manufacturing, engineering, transportation, logistics, distribution, and general management industries. We actively seek new members from all disciplines.

Click Here to Register

November 4, 2019June 25, 2020

Building Relationships to Land Consulting Engagements – You Are The Product!

It’s been a while since I thought much about the process I employ to generate new business. Even though I’ve been managing my business for over twenty years, I don’t think about the processes I use to generate more business. I have an effective system in place which I execute diligently. Building relationships with prospective clients has become second nature, almost intuitive. Recently, I have been thinking a lot about my business development systems and processes, however. Since making a commitment to deliver a presentation on selling consulting services, I’ve been compelled to reconsider the matter. As you would expect, the subject has been on my mind quite a bit lately.

Friday, I discussed my progress on the presentation with my friend Faith. During our discussion, I mentioned that I hadn’t chosen a topic for this week’s blog post. I said that I would like to continue the theme of the last few weeks, building relationships. She suggested that I write about building professional relationships that generate new business. I liked her idea and I’m pleased to continue exploring this subject.

As I think about it, my work is all about building and strengthening relationships. People come to me seeking new jobs and career advice. I like to do what I can for them. Although I may not be able to help them immediately, I believe it’s important to understand their needs and aspirations. At some point, I will learn of an opportunity to provide assistance. By doing so, I am creating a foundation for a long-term relationship.

Mary’s situation is a good example. Mary is in the process of closing the family business and moving her residence to Atlanta. She came to me looking for help transitioning from her position as COO for an industrial company to become an employee for another company. Currently, she is not able to devote 100% of her time to job search, so starting the process has been prolonged. I immediately connected her with two networking groups to begin her transition.

Two weeks ago, we scheduled a call to discuss her situation. I had promised to review her resume and owed her my feedback. After providing my thoughts, she asked if I would take her on as a coaching client. I agreed, of course, and we scheduled a follow-on, face-to-face meeting. Reflecting on our interaction, we developed a relationship that resulted in new business for me. She came to trust me because I demonstrated a sincere interest in her career aspirations. I connected her with others who could be helpful and provided suggestions to improve her resume. Stated another way, I showed a genuine interest in helping her and demonstrated my capabilities. Interestingly, I never pitched her on the idea of becoming a client.

Selling consulting services is about selling an intangible product. One cannot touch, hold, see, smell, or hear the product. It is something that can only be imagined. Those buying consulting services are taking a leap of faith. In many ways, the process is the same as completing a successful series of job interviews. The candidate’s primary objective is to establish rapport with the hiring manager. After all, we want to work with people we like and who like us. To achieve a successful outcome, one must establish a personal connection. So, building rapport requires effective interpersonal skills. Those skills include the following:

Empathy – needs assessment
A Positive Mental Attitude
Appreciation/Gratitude
Mutual Respect
Accountability
Offer something of value – a gift.
Professionalism
Honesty and forthrightness

As with any job interview, you are being evaluated on every step of the selection process including an offer of employment. As you work to gain the prospect’s confidence, your working style and ethics are on display. The prospect is becoming comfortable, or not, with the idea of working with you. A well-executed process is critical! I cannot overemphasize the importance of this phase of the sales cycle.

Selling consulting services is a process governed by the fact that you are selling an intangible product, the prospect’s desired outcome. As a consultant, your job is to make the product tangible and mitigate the prospect’s doubt. You are the product! The attributes of the product you’re selling are your attributes: competence, professionalism, empathy, and ethics among others. You will demonstrate these attributes by developing a working relationship with the prospect. By developing solid relationships, you will ensure the success of your business.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

North Fulton Business RadioX Interview, September 26, 2019

Author of: Fighting Alligators, Job Search Strategy For The New Normal

October 29, 2019

Kevin Garrett Named Five Star Wealth Manager Market Commentary – October 28, 2019

Kevin Garrett – Integrated Financial Group

The October 2019 issue of Atlanta Magazine, in partnership with an independent research firm QMI Research, named Kevin Garrett as a 2019 FIVE Star Wealth Manager. This is the sixth consecutive year that he has received this award, and the seventh in eight years. Kevin is a partner of Integrated Financial Group, a consortium of professional advisors.

“I’m appreciative of the recognition of this award. While its great to be included in this group, we always strive to improve our client’s experiences, like our Return On Life program that we are rolling out this year which is designed to give our clients the best chance to live their ideal life,” Garrett commented.

The Five Star program is the largest and most widely published wealth manager award program in North America. As part of the updated research process for the Five Star Wealth Manager program, firms and peers nominate award candidates. Award candidates are evaluated against 10 objective criteria to determine the Five Star Wealth Managers in more than 40 major markets. The updated Five Star Wealth Manager award process includes:

Eligibility Criteria – Required: 1. Credentialed as an investment advisory representative or a registered investment advisor. 2. Actively employed as a credentialed professional in the financial services industry for a minimum of five years. 3. Favorable regulatory and compliant history review. 4. Fulfilled their firm review based on internal firm standards. 5. Accepting new clients.

Evaluation Criteria – Considered: 6. One-year client retention rate. 7. five-year client retention rate. 8. Non-institutional discretionary and/or non-discretionary client assets administered. 9. The number of client households served. 10. Educations and professional designations.

3,197 award candidates in the Atlanta area were considered for the Five Star Wealth Manager award. 285 (approximately 9% of the award candidates) were named 2019 Five Star Wealth managers.

You can see the listing in the October edition of ATLANTA Magazine

My firm specializes in working with people that experience what we call “Sudden Income.” Typically the income came from one of these events:

1) Accessing and Managing Retirement Assets
2) A Performance Contract (Typically a Sports or Entertainment Contract)
3) Divorce Settlement
4) An inheritance or Insurance Payout
5) Sale of a Business or Stock Options
6) A Personal Injury Settlement

I believe the unique nature of these events requires specialized professional experience, empathy, and communication to deal with both the financial changes and the life changes that inevitably come with them.

My clients value my ability to simplify complex strategies into an actionable plan. They also appreciate that I am open, non-judging and easy to talk to about their dreams and fears. Each client defines financial success differently and my goal is to guide them from where they are now to where they want to be. As my client’s advisor, my goal is to provide them with a lifetime income stream, improving returns, protecting their funds and managing taxes.

Firm Specialties:

Retirement Planning For Business Owners & Executives
Woman’s Unique Financial Planning Needs
Professional Athletes
Investment/Asset Allocation Advice
Estate Planning
Risk Management
Strategic Planning

Kevin was listed in

The Wall Street Journal as “One of the Financial Advisors In The Southeast That You Need To Know”

Kevin was listed in Forbes Magazine’s Annual Financial Edition as a Five Star Financial Advisor

Kevin has been awarded the Five Star Professional Wealth Manager in Atlanta Magazine in 2012, 2014, 2015, 2016, 2017 and 2018.

Award based on 10 objective criteria associated with providing quality services to clients such as credentials, experience, and assets under management among other factors. Wealth managers do not pay a fee to be considered or placed on the final list of Five Star Wealth Managers.

KEVIN GARRETT, AWMA, CFS

Integrated Financial Group

200 Ashford Center North, Ste. 400 | Atlanta, GA 30338

Phone | 770.353.6311

Email | kgarrett@intfingroup.com

Website | kevingarrettifg.com

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