Did you hear the one about the wealthy investor who walked into a bank and said to the bank manager, "I would like to speak with John Mervis, whom I have heard is a tried and trusted employee of yours."

The banker said, "Yes, he certainly was trusted. And he will be tried as soon as we catch him."

Ah!  Employees...you can't live with 'em and you can't survive without 'em. But today's blog is dedicated to them, because I would have never made it this far without them.

Accentuating the Negative
It is a centuries old custom to dwell on the negative and not the positive. It's so easy to remember his lost sale, her poor presentation, the times they were late. But what about those high volume years, those fantastic presentations, the many months of being early, and the many years of being on time?! Don't they count?

The Night of the Round Table
Participating in a round table discussion one evening at a conference, I heard these comments about employees from fellow business owners: "I can't stand when they ignore job descriptions" and "Doesn't it piss you off when they try to prove everyone wrong?"

And then I listened to Jeff Haden, ghostwriter and columnist for CBSMoneyWatch.com, respond that two of his eight Qualities of Remarkable Employees are:

a) They ignore job descriptions. As he says, "How important it is that employees think on their feet, adapt to shifting priorities, do whatever it takes, regardless of position, to get things done....and being told there's a problem and jumping in without being asked---even if it's not their job.”

b) They like to prove others wrong: "Self-motivation often springs from a desire to show that doubters are wrong. The kid without a college degree often possesses a burning desire to prove others wrong. Education, intelligence, talent and skill are important, but drive is critical. Remarkable employees are often driven by something deeper and more personal than just trying to do a good job."

An Employee Hall of Fame in Waiting
I'd love to see this.

My first 3 nominees

Craig...who despite the high price of gas, drives 45 miles one way, with no other clients in the vicinity, just to deliver 1 special order part his client wanted (not needed).  

Perry...who after the store was closed (lights out) was locked in and up on the 2nd floor (no keys, no power, no cell phone) kept right on working for 45 minutes until the security company, hearing noise inside, called the business owner.

Ken.....the stockboy, who having been told (not realizing the joke) that it was the turn of the business he worked for to clean the inside of the porta-john in the public parking lot across the street, dutifully and respectfully did his job...and did it well. 

What’s this have to do with life coaching?

Well some of the above characteristics are instinctive, but some are not. I do a lot of Coaching with people in job transition or acquisition. I Coach others in the workplace on how to develop stronger and more meaningful relationships in order to nourish what they have and to cultivate new. I work with many others with one specific agenda: to become the best employee they can be. It's your job, it's your career, it's your agenda, can I be your Coach?

The Whole World Came Together 
Barry, a recently hired, junior reporter for a newspaper was frustrated in not getting his editor's attention. He had the most important scoop of the day! His editor was behind the glass, around the table with his senior reporters prioritizing the day's leads with the deadline looming. The editor kept waving him off.

This most recently hired reporter waved his hands frantically and finally tapped on the glass to get noticed. He observed his editor making a call on his cell phone, and soon after his boss' secretary approaches the reporter with a page from yesterday's edition. It contained a full picture of the world. As she tore into many pieces she says to the reporter "Bruce (the editor) says that he needs a bit more time in there...as soon as you put this picture together, you can join the meeting.” Bruce was just trying to buy some time before having to deal with this pesky new guy.

Within minutes this new guy burst into the room with the world picture completely assembled and exclaims: "YOU"VE GOTTA LISTEN TO THIS STORY I'VE GOT!" The astonished editor's only excited response is "how the hell did you put that picture together so quickly?"

Barry responded that on the reverse side of the page was a picture of a little girl. "You see, sir, when I got the little girl together, the whole world came together."

Each of us has the responsibility to put our world together. It starts by putting ourselves, in this case, the employer, together. We can become better at anything. The first step is changing our attitude.

Buddy, Can You Spare Me A Dime?
I was walking in mid-town Manhattan awhile back and passed by a panhandler whose sign read: CAN YOU SPARE 50 DOLLARS? 

I actually stopped and exclaimed to him, "Do you really think someone is going to give you 50 dollars?" I will never forget his response. "Hey bud, you gotta start somewhere, and I got you to stop and begin a conversation."

Another lesson confirmed for me: If you're selling, presenting, or interviewing, the message is crystal clear: you gotta start somewhere, you gotta get their attention.

I’m reading a phenomenal book right now called Made To Stick by the Heath brothers. In it, they affirm that "The first problem of communication is getting people's attention." They go on to preach that "surprise gets our attention and interest keeps it."  And that helps me recall quite a few personal experiences and observations that validate this.

My Father Was A Schmuck
I listened to a revered Judge give a keynote address to large audience. His last name was Schmuck (not a flattering Jewish reference). The emcee when introducing him actually slurred over his name to avoid embarrassment. The judge surprised his audience when began his talk by saying "I am flattered by all the kind words just said about me, but let me make something very clear...my Grandfather was a Schmuck, my Father was a Schmuck, and for the rest of my life I will be a Schmuck, too."

Judge Schmuck had that audience from that moment on. He had their interest...their attention.

I love Southwest Airlines "Bags Fly Free" campaign. It is simple. It gets attention. It reaffirms Southwest Airlines message that they are the low cost airline.

And then there is the TV commercial for the new minivan Enclave which has Mom and Dad in the front seat, the kids in the seat behind, the all-American family in the all-American car: cupholders, GPS, sun roof, 150 radio stations. The family is on their way to play practice. Right when you expect the commercial to talk about the price or value of the car, a previously unseen car speeds through an intersection and broadsides it. All that you as the viewer hear is screaming. All you see it buckling metal and broken glass. What follows on screen is "Didn't see that coming? No one ever does...Buckle up, Always."

There is no such car as an Enclave.

The ad was created by the Ad Council.

What is going on here is real simplicity. Get their attention, then deliver your message.

I absolutely coach my clients to this mantra
Recently a client of mine got it when the person interviewing him started the interview with the trite question, "why do you want this job?" Said Josh, "Sir, I mean no disrespect to you or your question, but I presently have a job, I am seeking a career."

Now he had this man's attention and interest.

What About Me?
And then there is Effy, the son of one of my Long Term Care insurance clients. He burst into the room just as I had explained to his parents that having Long Term Care insurance would protect their retirement assets and life style by paying, if necessary, for the extraordinary high cost of an extended nursing home stay. He implored them: "What about me! If they don't buy this, I'll be the one changing their diapers!"

That, the unexpected, surprised his folks, got their attention and interest and sealed the deal...for me, him, and his Mom and Dad.

I coach clients during career transition and getting that first "job," I coach other clients to empower them to form strong relationships in order to grow their own client base. I help other clients discover how to attract positive attention and interest to their own businesses and congregations. This is what I do.

Which Leads Me To THE BRICK
A young and successful executive was going a bit too fast down a neighborhood street in his new Jaguar. Suddenly a brick smashed into the Jag's side door. He slammed on the brakes and backed up to the spot where the brick had been thrown. The angry driver jumped out, grabbed the nearest kid and screamed, "Why did you do that? Who are you? That's a new car and that brick you threw is going to cost a lot of money. WHY!"

The young boy was hysterical, crying and apologetic. "I didn't know what else to do", he pleaded. "I threw the brick because no one would stop!"

With tears dripping down his face and chin, the youth pointed to a boy sprawled on the ground next to a wheel chair.

"That's my brother, he said. "He rolled off the curb, fell out of his wheel chair and I can't lift him up", he sobbed. He's hurt so badly and he's too heavy for me.

Moved beyond words, the driver tried in vain to swallow the lump in his throat. He lifted the handicapped boy back into his wheelchair, and dabbed at his fresh cuts and scrapes with his linen handkerchief.

"Thank you" the grateful child told the stranger.

Too shook up for words, the man simply watched the boy push his wheelchair bound brother toward their home. As he slowly walked back to his considerably damaged Jaguar, he knew he would never repair the dented side door. That dent would remain there to remind him of this message: "Don't go through life so fast that someone has to throw a brick at you to get your attention!"

Let me guess: you want more business.

No matter what industry you are in, it’s the universal axiom. Who doesn’t need more extremely precious and necessary customers? They are the users of our services and products, the supporters of our agencies and institutions. They are, make no mistake about it, our lifeblood.

So how do expand your business?

You, my readers, are smart, so I am willing to bet that you do precisely what you are supposed to do...what you have been taught and trained to do:

You advertise and implement a marketing plan; maybe you run print campaigns, maybe some radio, TV spots, or web ads; perhaps you’ve been using extensive direct mail campaigns or a monthly newsletter. You're e-mailing your customers, you’ve invested in a nifty web site, you're blogging, Linking In, and tweeting.

But you still haven't met your goals. Your business still needs growth.

The Secret Sales Weapon At Your Disposal
There is one tactic you can come back to over and over again. It’s so simple yet so often overlooked.

Ask for referrals.

It’s the one resource you have at your disposal and, if you have more than a handful of loyal supporters, you have countless ways of you disseminating your message.

How many times have you heard or read these words: A SATISFIED CUSTOMER IS YOUR BEST AD!

So, I’m here to give you the tough love you need: suck it up and do the following steps today! No more excuses, no more procrastinating. Do this today!

Prepare a list of your most loyal 15 clients that could serve as champions for your brand. Write down their e-mail addresses. If you do this and send 15 e-mails out today, you WILL get at least 4 responses within 24 hours. It’s tried, it’s tested, it works.

The Exact Script You Need
How to ask for recommendations for people to talk to. Sometimes the hardest step is sitting down and simply writing the "ask" e-mail. So I'm here to help you do it. 

You can use this exact script if you'd like, or tailor it to fit your needs. This script works.

Hey Joe,

Great seeing you at the game last week (something personal). Hope your practices continues to be busy.

You may recall that awhile back I mentioned that I was planning to expand my business.

Well, that time has come. As a loyal client of mine who understands the value of [description of your service/product], it would be quite helpful if you could introduce me to some like-minded friends, business associates, relatives or board members...anyone in your network who might benefit from having a brief conversation with me to find out more about (again, specifics). 

There are a couple of ways to move forward with introductions, and I can send an e-mail template if you'd like. You can customize it and e-mail it to your connections and copy me stating that I will be calling. You can assure each individual that this call is just about a conversation, with no (sales...solicitation...etc) pressure.

Joe, are you okay with this approach? 

-Larry

(If you need help with the second step, i.e. writing that customized template/e-mail that your connector can send to his/her contacts, that's a prime coaching-session topic.)

The Keys To A Great E-mail
Here’s why I LOVE using the e-mail above as a template.

I never, ever ever use the word referral. You don't want a referral. You want (as my friend and expert Sales Consultant John Rosso says) an INTRODUCTION. He explains that "even your most loyal donors are reluctant to make referrals, but to make an introduction, that's easy to agree to," especially if done through an e-mail from a client or existing donor to specific people in her existing and vast network.

An e-mail that introduces YOU and enables you to secure a face to face meeting with your now qualified warm prospect.  

E-mails should be brief and concise because people are busy and get bored – to be blunt – quite easily. Ask ONE pointed question so they know exactly what is expected of them.

As I've said before: the rest is in the details...necessary details...the details that you will identify and uncover through the Coaching process.

Obtaining these credible introductions turns cold calling in to warm calling, costs 0 dollars, and increases the odds of success much more than target marketing or the traditional methods of broadcast and print. Your existing base of gratified customers is the opportunity you have created by what you and your business or organization has done to secure such loyal support. You have developed this commitment...now use it, build upon it. Seize this opportunity you have made possible. Let me help you.

Write Those E-mails Today
You gotta love this letter:

Dear Optimist, Pessimist and Realist,
While you guys were busy arguing about the glass of water, I drank it!

Sincerely,
The Opportunist