Are you really Networking

Are you really networking?

Everyone knows that networking is an important part of any job search, (I happen to think it’s the most important part, but more on that another time). But, what is networking? How do you do it? Do you have specific goals? What do you say when you are networking?

I’ve been to several groups that are either called “networking groups” or consider a large part of what they do “networking”. In reality they are at best “training” groups, (or aspire to provide training), and at worst they are merely coffee clutches or gripe sessions. In either case people delude themselves into thinking they are “networking”. Worse yet they take solace in the fact that they are doing something positive.

Can you network in a room with twenty or more strangers? Technically yes, but it’s like trying to find a needle in a haystack. It can happen but what are your chances and how long will it take?

If walking around talking to people isn’t networking, why isn’t it networking? The reason it’s not networking is that networking involves trust. And you simply can’t develop real trust in a one-time encounter. Trust takes time. If you’re conducting a serious job search, than time is not on your side.

Don’t get me wrong. Sitting around with a group of other unemployed people and sharing experiences, good or bad has its place, it’s just not networking. Besides thrust, another reason why it’s not networking is that it’s random, not focused in detail or outcome. in theses groups you don’t; control the make up of the group. The scenario goes something like this: people attending the event are hoping to meet or speak with someone who happens to know someone else the may be able to offer them a job. That’s too many maybes and too many degrees of separation. Again, can it happen? Certainly. But you could also win the lotto or get struck by lightening, and sometimes with better odds.

So if this is not the way to network, what is? Well, the place to start networking is with family, friends and colleagues. Why? Because they already know and trust you. No need to spend days, weeks or even months developing a relationship, it already exists. More importantly that trust can be shared with referral. The longer you know someone the deeper the trust and the more valuable the strength of the referral. In other words the value of a referral from someone who has know you all your life is stronger than an introduction from someone you met at a group for two hours last week.

Imagine someone you know casually coming up to you and saying, “I met this guy last week. He says he’s a doctor. He’d like to talk to you about your operation.” What would your reaction be?

Now imagine someone else saying to you, “My brother is a heart surgeon, he did real well in medical school. I think you should talk to him about your upcoming surgery”. Big difference, right? But why?

The fact might be that the first person is a better surgeon. But your friend’s lack of depth of knowledge and the resulting inability to elaborate on the doctor’s skills sends an incomplete message that results in a lack of trust.

The next step is to focus in on people that can really help you. Instead of hoping to run into someone that knows someone, ask your trusted family, friends and colleagues for specific recommendations for specific people or types of people. If you know the persons name you want to meet, ask for it. If, which is more likely, you don’t know the person but you know the position of the person most likely to hire you, ask for that. If you are looking for an operations job, ask whom they know that is a manager or director of operations. If your background is in sales, ask who they know who is in a sales management, marketing management or business development role.

The point is that you are not acting randomly. You are focused. You are working your net of relationships. Now you are now networking!

Attitude is important in a job search!

I regularly attend a professional networking group to build my business. The group is made up of small business owners like me. We meet weekly to help each other grow our businesses by making referrals and sharing leads.

At a recent meeting I saw a new face and an open seat. I sat down, introduced myself and asked the gentleman what he did. He said he was looking for work.

I quickly handed him one of my flyers and invited him to my upcoming introductory seminar, “Six Secrets of a Successful Job Search”. He threw the flyer down saying he’d seem these “all over”. He then sneeringly said, “Why should I come to your seminar?”

A little surprised, I asked him what he had been doing. When he told me, I asked how it was working for him. Irritated, he said it wasn’t. He added that he’s been doing it for four months and was getting frustrated. His frustration was evident, and that’s the problem.

Let’s face it we all want stability in our lives. We like to know that today is reasonably the same as yesterday. More importantly we want to know how to plan for tomorrow. Whenever we’re laid off, downsized, right sized, (or whatever euphemism the employer uses), it disrupts our stability. Worse yet the unknowns of getting a new job, (time frame, location, company, pay, benefits, etc.), create more layers of uncertainty and insecurity.

Given the uncertainty and instability of a job search, it’s certainly understandable that anyone would get frustrated. But that is exactly what the job searcher needs to guard against.

Letting your frustration get the better of you only serves to keep people, especially people in a position to help you, steer clear. No one likes to be around angry people.

More importantly, what are the implications for you? If people see you projecting your frustration and anger in public, they will quickly assume you are this way all the time. At the very least they will assume that this is your normal response to dealing with a wide variety of issues that may come up. Either way these are not attractive qualities for an employer.

Great, we’ve identified the problem, its causes and its consequences. But how do you deal with it? As the saying goes admitting the problem is the first step.

Once you admit you have the problem the solutions are as varied as you are. Some people need to take some time for them selves. Others simply need a reliable person with which they can “vent”.

One method that I teach my students is simply smiling. Studies have shown that there is a noticeable difference in people’s inward feelings based on their outward expression. Apparently the expression, “smile and the world smiles with you” has some scientific validity.

Don’t believe it? Try this simple experiment. When walking around the mall, a crowded street or anywhere there are people, smile a pleasant smile, (nothing exaggerated or weird) and make eye contact with some one who is not smiling. You’ll quickly see them change their expression. More importantly you will feel better too.

Use this simple devise, (or any other that works for you), so that you can maintain the proper attitude for your job search. And just as a smile can influence some one else to smile, your positive attitude will help you win the right job more quickly.

Back from the edge of job searching

I’ve taken some time away from my blog to build my business.  When I started writing I was working with someone.  He’s decided to move on so I’ve been doing everything myself including writing the manual, the presentations.  With so much writing I had little left for the blog.  But now I’m going to try to make this a regular feature again.  Another thing that I did in the last two months is change the name of my business.  It was Transitions Training.  That was a good working title, but as I went to market I needed something catchier, edgier and fun.  With the help of a marketing friend I settled on Your Best Job Search. He even came up with a cool logo:

Beginning the Résumé Writing Process.

While our process is aimed at mid level managers and above the principles remain the same for some one starting out.

The first step in the process is to identify all your accomplishments, talents and skills. Some people like to write them down on 3X5 cards; other use a sheet of paper with lines down the middle; still others use a computer word processing or spreadsheet program. The medium is not important; just use whatever is most comfortable for you.

What is important is to list everything you have ever accomplished whether at work, school, or home. By home I mean things like church, volunteer or community groups, clubs, sports, etc., with an emphasis on leadership and accomplishment. Being on your High school basketball team is not relevant; chairing a fundraiser for new uniforms for you high school basketball team is relevant. Remember you’re putting down accomplishments so be specific. For example:

• Led a team of Student on a project that received Honorable mention in State Science Fair
• Elected To Honor Society 2002
• Paid for Schooling while working full time
• Promoted to Shift leader at McDonalds working part time
• Achieved 3.9 GPA out of 4.0 while attending USF

Also include in your list any skills you may have or computer software with which you are proficient. List articles published, awards received and jobs held.

Once you have the list written, group the items into categories. You can choose the categories, but some suggestions are Leadership skills, people management skills, money management skills, Technical skills, etc. Some of the things you have written down will fall into more than one category and that’s okay.

At this point I would suggest asking some close friends and family members about your list and the categories you have chosen. You want to get validation that you’ve listed everything and captured relevant data. Once you have this self-assessment done it’s time to move on to the Résumé writing stage.

Résumé writing is an art not a science. The most common type of résumé is a chronological résumé. Basically this lists your work history and experience in reverse order starting with your current positions and working backwards.
This works well if you have a work history to describe. As a graduating senior you probably don’t have a lot of history to work with, so I recommend a functional résumé.

A functional résumé lists Areas of Accomplishment and the associated achievements. Microsoft has several basic functional résumé formats. Be specific and show results. It’s one thing to say you were the president of a club it’s another to say you were president of a club that you grew from 10 members to 100 or to say you doubled donations for the clubs charity from the previous year. Tying results to accomplishment is very important.

Once you have listed you areas of accomplishment you will list very briefly any jobs you have held and any degrees you have received. Despite what you’ve seen others do regarding “references” leave them off your résumé. That type of thing belongs in your cover letter and only as an offer to provide references on request, (you always want to control that part of the process).

As you can see from the template there is an “Objective” Section. You should consider including an objective. The Objective is a brief statement about how you intend to use you skills and background in the company and position you are applying for. For example:

Objective:

“To use my education and experience as a Registered Nurse in the intensive care unit of a mid level hospital serving new born patients”.

This objective will be custom tailored to each position you are seeking.

Here are a few other notes on résumés. First a Résumé should reflect you and your style. So even though there are categories of résumés and suggested formats don’t be afraid to move things around a bit to meet your sensibilities. You can always tell when different people have used the same résumé writing company because those companies force things into a standard template. It’s not good for the hiring manager to receive two versions of essentially the same résumé with different names on it. (I’ve seen this more than once and it looks terrible. Needless to say neither person was selected each time.)

But don’t go the other way either. I’ve seen and heard of résumés with wild colored paper, hearts over the “i’s” and inappropriate email addresses. Your self-expression should be limited to that which is professional and appropriate. Speaking of paper, use only white paper with black printer ink. Most companies these days are using character recognition software to scan in résumés. White paper with black ink cuts down on the errors.

Second, you should be prepared to customize your résumé for every employer and position you apply for. Companies today are very selective and unless you can address their specific need you will be rejected. If you are applying for an advertised position make sure you work the language in the ad into you résumé. One of the reasons companies are using the character recognition software is to match specific words and phrases. If your résumé doesn’t match or have high enough matches it’s rejected. Never lie on your résumé, but you can emphasize appropriate and legitimate things in your background for one employer or position and deemphasize them for another. That’s why we emphasize the self-assessment portion of our process so you will have a ready supply of attributes that you can plug in and out for each position or employer.

Third, use the “white space” effectively. Try to limit you résumé to one page, two pages at the very most. Within the page leave enough white space to draw you reader’s attention to the things you want to emphasize. You only have a few seconds to attract the reader’s interest. Use bullet points not paragraphs. As much as possible keep the bullet points to one line each.

Once you have the résumé done. Our process goes on to create a personal marketing plan. The personal marketing plan takes a broader look at you and the company you are looking to work for. In a full-blown personal marketing plan you would identify attributes of companies you would want to work with, you would identify specific companies that meet your criteria and are targeting, you would write your “elevator speech’, you would list goals for informational interviews.

The next steps in our process involve networking skill development, interview skills and offer negotiation techniques and considerations. Those things are beyond the scope of this blog.

Your Personal Marketing Plan: Going Beyond the Résumé’

Today’s job seeker needs an effective résumé but that’s not all. They need an effective Personal Marketing Plan.

What is a Personal Marketing Plan? Basically it’s a road map connecting you with your targeted companies.

The elements of a Personal Marketing Plan include:

1. A Career Objective
2. A List of Personal Attributes
3. An “Elevator Speech”
4. A Company Profile
5. A List of Personal Accomplishments
6. A List of Targeted Companies
7. A List of Networking Meeting Objectives

Putting these things together effectively will lead you ultimately to your goal of a better position and a more rewarding career.

For more assistance on building your personal marketing plan, contact Transitions Training.

TRANSITIONS TRAINING PLANS EXPANSION IN BAY AREA

Transitions Training is a job search consulting company that teaches people how to conduct effective and efficient job searches. “Our model is based on sound principles, human resources knowledge and experience”, said Nick Strippoli founder and co-owner of Transitions Training.
Joining Nick in Transitions Training is Frank Miller. Frank has over 30 years experience as a Human Resources Professional and Generalist, many of those years in an executive capacity. “As a generalist I’ve handled every aspect of Human Resources from recruiting and training, to benefits, promotions and downsizings”, said Frank. He’s written policies and procedures manuals and worked in both single and multi-site businesses. “He knows just about everything there is to know about how companies evaluate and hire employees”, said Strippoli.
The two men met at Tampa Bay Work Force Alliance while exploring the job market. “I’ve owned several successful businesses and had recently sold them”, said Strippoli. “I thought I might like to get back into a corporate job, so I was exploring my options”.
Almost immediately he saw opportunity. “While listening to people describe their backgrounds and experience at the Professional Networking Group meeting I thought to myself, ‘there is an opportunity here”, said Strippoli. By his third meeting he knew what that opportunity was. “I saw a lot of people who were talented in their profession, but not adequately trained in conducting an efficient and effective job search”.
When he met Miller he knew he could put together a winning business. “I have experience with establishing successful businesses, an entrepreneurial spirit and an MBA. Frank has the human resources background and a wealth of knowledge. All the pieces just came together”
The two met for lunch and discussed the opportunity. Miller, a thoughtful man, took a few days to think it over. “The idea intrigued me when I heard it”, says Miller. “The more I thought about it the more I realized it we could make it work”.
They began planning soon after. Within a couple of weeks they had put a business plan together, outlined a manual and started shopping the idea.
“I spoke with several friends who are also successful business people”, says Strippoli. “The first draft of the business plan was not well received”. The pair was too ambitious the first time through. They made adjustments and had the revised plan reviewed by friends and business counselors at the University of South Florida Small Business Development Center. This time they received nothing but praise. “We knew we had a winner”, says Miller. “It was good that we took the time to have the plan reviewed and made adjustments”.
The next step was to get the word out. So they hired Randy Marcus an experienced sales and account manager to start spreading the word. “Randy’s relaxed style and positive personality fit perfectly with what we’re all about”, says Strippoli. “This is not high-pressure sales, it’s about helping people navigate through what can be an emotional time in their lives”.
A new orientation class happens every other Monday. The program includes a six step process including:
1. Self-assessment
2. Resume Writing
3. Personal Marketing Plan Development
4. Professional Networking Skills
5. Interview Skills, and
6. Offer Negotiation Skills
In addition to developing skills, Transitions Training has weekly speakers that come in and talk about various topics. “We have relationships with staffing companies and those people come in to speak to our clients about relevant topics”, says Strippoli. “We also offer talks about non-traditional employment options like franchise ownership”.
It is a well thought out program with logical steps, relevant speakers and lots of practical information. But the question everyone asks is: does it work? “I’ve used the program myself a couple of times and gotten job offers within three months, even in today’s economy”, says Strippoli. That’s much faster that the typical job searcher who takes an average of 1 month for every $10,000 in salary. In today’s economy it can be even longer. “The value of the program is obvious”, says Miller.
The company is operating out of a temporary facility in Temple Terrace. They plan to add 3-5 more people within the next year. Revenues will determine how fast they grow internally, but Strippoli and Miller are optimistic. They expect growth to happen very quickly.
For more information about Transitions Training and their program, contact Randy Marcus at 813-495-1603 or at randy@transitions-training.com or got to www.transitions-training.com.

How to Find a Job in Any Market

The job market today is frightening. We read almost every day about lay offs and downsizings. So what is an out of work, or soon to be out of work, person to do?

The first thing to do is develop a plan. We all know that people who have a plan are more effective and successful than over time that those without one; even if that plan changes over time. As General Eisenhower said: “Planning is everything; the plan is nothing.”

To have an effective plan you have to know what resources you have. An important first step is to take stock of your finances. What reserves do you have on hand and how long can you go on at your present spending rate? Is it one month, two months, six months, a year, or longer? Whatever the answer is this information will help define your situation and help you focus your efforts. It will also help you quantify things and let you know what adjustments you may need to make.

Now we get into the heart of your job search plan. Frank Miller, co-owner of Transitions Training, a company that provides job search skills training, and someone with over 30 years as a Human Resources Professional and Executive, recommends a six step process. “Each of these steps has a purpose,” says Frank, “and integrates with the next step”.

The steps are:
1. Self Assessment
2. Resume Building
3. Developing a Personal Marketing Plan
4. Networking Effectively
5. Interviewing Effectively
6. Negotiating a Job Offer

“Most people jump right to step two,” said Frank, “and skip doing a meaningful self assessment.” Doing so they usually miss things from their personal lives like community involvement that could separate them from other candidates.”

But Frank cautions that not everything is applicable. If you have headed up a big fund raiser for your kids school or been President of the local Rotary Club, for example, it could show additional organizational and leadership skills that employers like to see. Just sitting on a committee or helping out at a function is not appropriate resume material. “You have to think of it from the employer’s point of view,” says Frank, “does your community service demonstrate skills and add value to you as an employee?”

Another area where people often fall short is the resume itself. Most people create one resume and use it repeatedly for all job opportunities. “A classic mistake,” says Frank. “In today’s competitive job market you need at least two types of resumes.”

The two main types of resumes are chronological and functional. A chronological resume is the type most people are familiar with. It simply lists your employment history from the most recent position backward to those in the past. A functional resume, however, is different. It focuses on skills and aptitudes and only briefly mentions past employment. “Employers and recruiters are split on what they like to see,” says Frank, “that’s why it’s important to have both types available.” He also recommends tailoring your resume to the position you are applying for. That means virtually every resume you submit will be slightly different and tailored to the particular employer. “But don’t lie or exaggerate on your resume” Frank cautions. “That’s never good and almost always is found out.” You may just want to elaborate more on certain skills for one position and other skills for another.

But how will you know which type of resume the employer will want to see? “That’s where the personal marketing plan, and effective networking comes in,” says Frank. Developing a personal marketing plan is not something that most people do, and it does involve time and research. “Most people just want to get their old life back, without considering if the new company is a good fit for them,” says Frank.

A personal marketing plan is different from a resume. A resume briefly describes you, your skills and where you worked before. A personal marketing plan looks at how your skills and background are applicable to employers and it also identifies what types of employer best fits you.

While your personal marketing plan will help identify targeted companies, effective networking will help you talk to people inside those companies. Networking with people inside the company has several purposes. First, part of your networking plan will be to validate your marketing plan and answer questions like, “Is this company a good fit for me?” Second you get to show people inside the company your skills without revealing your motives. And finally you should come away from every networking session with the names of at least one or two other people to network with.

Historically, 80% of professional level jobs go largely unadvertised. According to Frank, most jobs are filled by people who know or at least have an acquaintance with someone on the team doing the hiring. That’s why effective networking is so critical to an effective job search. Networking is also an area that most people have a problem with because it takes them out of their comfort zone. You can’t wait for someone to talk to you; you have to be assertive and initiate the conversation. “Networking is a skill that can be taught, like anything else,” said Frank. “That’s why it’s an integral part of our program.”

Here’s where things start to get a little fuzzy. Unlike skills assessment, resume writing and personal marketing plan development which are distinct events, networking, interviewing and offer negotiation are all interrelated. Because these last three are “people skills”, they tend to overlap. How you present yourself in the networking process will influence both the formal interviewing opportunities that you get and ultimately the offers you receive. “When you are dealing with people, the lines are not as easily distinguishable as other parts of the process,” says Frank. That’s why understanding the components of the process and having a plan are so important to an effective and efficient job search.

“In today’s market it’s not uncommon for employers to get hundreds of resumes even for entry level positions,” says Frank, “and companies are finding ways to cut out the clutter.” Many companies are using sophisticated software to weed out candidates, which is one of the reasons why responding to ads on the internet can yield such low results. Companies are receiving scores of resumes that no real person ever sees. Having a plan, targeting specific companies and using your network will help you get over these hurdles and yield much higher results.

Frank Miller is co-owner of Transitions Training™, a job search training and facilitation company. Frank can be reached at frank@transitions-training.com. For more infomration please go to www.transitions-training.com.

Don’t Hesitate to Ask for Help

When I was a young man I did the usual things. I got an education, got a good job and got married. Shortly after getting married, my wife and I had our first child. Like many young families we found ourselves struggling to make ends meet. Our solutions was to start a home based business. This would allow my wife to stay home with our son while earning extra cash on a schedule she could control.

We started a word processing business, (home computers were just starting to come into fashion at the time). Almost immediately, my wife’s doctor gave us business. That was the good news. The bad news was that it was too much work too soon. We were getting daily input for service and could not turn it around fast enough. The work piled up. After a while the doctor started to complain. He asked me in to discuss the problem. Feeling bad about the situation and not knowing exactly how to remedy it, I deflected his questions. He believed in the concept, and had done some investigating as to potential solutions. Unfortunately for me I mistook his offer for help as a threat to my control of the company. As a result I declined his help, lost his business and eventually lost the company anyway.

I made two classic yet common mistakes. Obviously, the first mistake was not taking his offer of help. Had I correctly interpreted his intentions I could have saved and grown the business. The second more subtle mistake was not seeking out additional resources to help me make a better decision with regard to the doctor’s offer. Had I sought help from business counselors, attorneys, accountants and others I could have addressed my concerns about control of the company and still gotten the help the doctor was offering. And that’s the most common mistake: not asking or hesitating to ask for help.

Help is available in many forms and in many places. One of the best places to ask for help is a business counselor. Some local governments offer counseling services, as well as many universities and colleges. Many times these resources are free. In addition most attorneys and accountant will offer free consultations as a way to get your long term business. Sometimes this consultation is enough to get you started in the right direction. Beyond these free or low cost options there are business consultants that charge fees for everything from business plan development and writing to seeking financing and valuing businesses. Each of these has its place and needs to be evaluated in relation to the business at hand, your specific needs and your ability to pay.

In addition to these traditional sources, there are specific resources to help people. For example a franchise broker or consultant can help you evaluate franchise options. Franchise brokers do not charge for their services but they have access to many different business and franchise opportunities. They work with their client to first determine the clients interests, background, needs and investment level. They can then match specific franchises or business opportunities to that client.

By offering several options at one time, the client can compare the opportunities side by side and then decided which option is best for them. Most franchise brokers have business backgrounds and often are former franchisees themselves. As a result they can offer insight and perspective to the client apart from other information they may receive.

Besides franchise options, the franchise broker usually has information regarding financing options. Since most franchises do not offer financing most clients need some form of supplemental financing. A franchise broker can help their client identify banks and lending institutions that can help. They can also recommend companies that offer 401(k) conversions for debt free financing, (there are no penalties or taxes associated with these approved plans. See your franchise broker for more details). For more information about franchising or to speak with a franchise broker, contact Southern Franchise Consultants for a free consultation.

Not ready for a business of your own, but are out of work or under employed? Again help is available so you don’t have to go it alone. Today’s job market is very different especially for people who have had a job for a number of years. Gone are the days when people advertised and got good jobs by looking in the newspapers. Even the ubiquitous internet can be a black hole of job searching. Sure companies advertise jobs on the internet, but it’s just to easy to get responses. As a result most companies have now set up software packages to review resumes and cover letters. The chief goal is to eliminate resumes not search for the potential best fit. That means that your chances of getting through an internet job search are very slim. Coupled with the fact that 80% of jobs are not advertised, it means traditional job searches are no longer effective. So what’s a job seeker to do?

One of the best things a job seeker can do is work with a job search consultant like Transitions Training. Unlike a staffing or search firm, Transitions Training doesn’t match you with advertised jobs it prepares and trains the individual on how to conduct an effective and efficient job search. With their proprietary six step process Transitions Training goes well beyond resume writing. They teach their clients to conduct self assessments, and build personal marketing plans. The client learns how to network effectively and how to control an interview. By using their method, clients get more rewarding jobs and are more satisfied with the jobs they get. More importantly the client is able to access the 80% of unadvertised jobs. Once effectively prepared Transitions Training has relationships with traditional job search outlets, such as staffing companies and search firms that will enhance the clients job search.

So don’t do what I did as a young man. Seek out available resources and use the ones closes to your unique situation. The only mistake in not asking for the help you need.

Opportunity in the Franchise World

After nearly a quarter century in Corporate America I was restless.  I went to college right out of high school.  Twelve years after graduating, I went back to graduate school for an MBA.  My first job out of college was with the Florida Department of Transportation; a job I could have easily held for my entire working life.  I’ve also worked for major corporations like BP Oil, Fluor Daniels and Progress Energy.  In between I have worked for consulting companies, start ups and others.  What I am saying is I did the traditional things I thought I needed to do to move up in my career; I got a good education and I got a job.  But it was never enough.

For the longest time I couldn’t figure out why it wasn’t enough.  I was moving up, getting regular promotions.  In some cases I was on the “fast track”, (though I didn’t always realize it at the time).   Yet I was restless.  I often felt confined and stifled.  I never liked the inevitable politics that are a reality in any organization.  I was particularly frustrated when I saw what I thought was the obvious answer or opportunity and I was given all the reasons it wouldn’t or couldn’t work, only to see it implemented as a “last resort” after considerable waste of time, money and resources.

That all changed when I finally took the steps to buy a franchise.  It was definitely a change in mindset, (a discussion that I’ll reserve for another occasion).  But once I made that choice and embraced the opportunity, it was like a veil had been lifted.  I felt empowered.  I was in control.  That was the key element that was missing in my career.  The best part was that I flourished.

I did have one advantage.  That advantage was that I started with a franchise.  Franchises are a wonderful way to start a first business because as they say in the industry with a franchise “you are in business for yourself but not by yourself”.  This is so important.

Franchises offer individuals a complete package.  Everything from initial training and business setup to  marketing strategies and back office structure.  They also offer group pricing and proven business models.  The franchise I bought had a manual so detailed that it had actual scripts for what to say to the customer on the first meeting, the second meeting and so on.   All I had to do was work their plan and I was successful.

Having a successful plan is important any time, but even more so in today’s business climate.  Franchises offer a plan.  For more information on franchises and franchising, see my website Southern Franchise Consultants.

Fear in a Down Market

I’m struck today by all the negativity and fear generated by the news media. Sure there are tough time out there but the future depends on how we react.

I live and work in Tampa, Florida. We continually hear on the news that Florida is one of the hardest hit states for the housing crisis. And within Florida, the Tampa Bay region is one of the hardest hit regions. With that said many people would find it hard to believe that in each of the past three months the Greater Tampa Association of Realtors has reported that approximately 1400 home sales per month have been completed. That’s nearly the same number per month closed as just a few years ago at the height of the boom. Sure, prices are down from the over inflated prices of a few years ago and inventories are up as speculators are forced out of the market, but the point is homes are selling. And at this pace the back log could be absorbed in a relatively short time.

I was speaking yesterday with a young man who owns his own business.  Despite the economic news, he tell me his business is “booming” and I have no reason to doubt him.  This young man projects a positive attitude and constantly put himself  in a position to meet new people.  This combination of attitude and opportunity are very powerful.  People are drawn to him and they want what he has.  In addition he’s always open to new opportunities.  He’s a very active blogger and constantly promotes networking opportunities through his blog.  As a result people who want to learn more about blogging are constantly coming to him for advice.  He’s taken this cue and converted it into a profit making business seminar teaching people how to set up their own blogs.

Finally, as a franchise broker I get daily updates from many of the franchises I represent.  One of the updates I got today was from a franchise that said that their franchisees are experiencing continued growth.  In fact  they said: “Through September, newer owners under two years in business have grown at an impressive 35% growth rate. The top 25% of our system averages $1.2 million in annual consumer sales and year to date, our system-wide sales are 6% positive compared to 2007.”  The two most impressive numbers are the growth rate for newer franchisees and the system-wide sales increase.

These are but three examples of success is a down market.  Franklin Roosevelt said it best when he said “all we have to fear is fear itself.”  While the big companies and big issues grab the headlines, it’s the small but constant actions that we all take everyday that really determine our future.