Tammy's Tips

Tip 47 is on Multiple Streams of Income. Exactly what that means in today's society depends on what is is you are doing.  Many business people in this world are now realizing that how they earned their living in the past may not be able to support them moving forward.  It could be that you are currently getting divorced, your hours were cut back at work, or you were a realtor or mortgage broker and can no longer make the same kind of money you once made. It could even be that you just graduated from college and can't find a job in the field of your choice.  Whatever your reason many of us are now scrambling for multiple streams of income so that we can support ourselves and our families.  This anonymous quote says it all, "Every morning in Africa, a gazelle wakes up.  It knows it must run faster than the fastest lion or it will be killed... every morning a lion wakes up.  It knows it must outrun the slowest gazelle or it will starve to death.  It doesn't matter whether you're a lion or a gazelle... when the sun comes up, you'd better be running."

The best example is always me - the queen of reinvention.  I've sold mens and boys clothing, beepers, sesame seeds, legal services, title services, speaking services and coaching services. One thing that carries through to every single opportunity is selling. I am always selling myself. The product is irrelevant.  So when the title business crashed in 2007 I closed my company and started a consulting firm to help train young attorneys how to build their book of business. I was so concerned that after 10 years in the title business it would be hard to start marketing myself as a trainer. The transition was easier than I thought. Everyone wanted to learn my secrets to success. From there came my own speaker platform and the beginning of TammySaltzman.com. When I got separated in January I decided to go back to work in a law firm so that I had steady income to help support my son. I was concerned about taking the job after marketing myself for 2 years as a speaker and trainer, but the transition went great and I love what I do.  I created my dream job working 25 hours a week and have a firm that supports me in growing my speaking career too.  Rich Devos once said, "The only thing that stands between a person and what they want from life is often the will to try it and the faith to believe it's possible." 

Many of the realtors I once knew from my title business have found themselves looking for new ways to earn income.  Some of them are now mortgage brokers in addition to realtors, some are working in the mall, some have started multi-level marketing opportunities while others have found full-time employment in completely different fields.  Does this mean they are no longer realtors?  Does this mean they are any less experienced as realtors?  I think not - to both questions.  They are looking for new opportunities and not just sitting around waiting for the market to recover.  I love this quote from Richard Branson, "Business opportunities are like buses, there's always another one coming."  (my grandmother used to say that about men!!) The statement is true - don't just sit around "waiting" for things to improve. Go out there and create new opportunities.

My daughter is another excellent example.  She just graduated from Florida State University with a degree in English and a minor in Education.  She dreams of being a High School English Teacher and eventually a High School Principal.  She graduated in August when most positions for teachers were already filled.  She signed up to be a substitute.  Took a part time job doing phone sales for a friend of mine and also got herself a job as a waitress here in town at a great restaurant that closes early and is always packed.  She just signed up to take her GRE with the goal of entering a local master's program.  She is one busy girl looking for opportunities every where she goes.  Wayne Dyer said, "There is no scarcity of opportunity to make a living at what you love; there's only scarcity of resolve to make it happen."  My daughter knows that she is not going to be a waitress for the rest of her life, but for now this is what she needs to do to make a living.  Needless to say, I am very proud of her.

Don't be afraid to broaden your horizons and take on something new.  You never know what the future will bring, who you may meet, or how much fun you can have trying something new.  It may take you a few tries to find a good fit, but if you trust your instincts and stay true to your own desires and passions you are sure to find opportunity where you least expect it. I wish you all good luck.  Remember this quote by Peter Drucker, "The entrepreneur always searches for change, responds to it, and exploits it as opportunity."

Tip 20 is on Victims of Procrastination.  What is procrastination and why do we all suffer from it.  Webster's New World College Dictionary defines it as, "belonging to tomorrow, to put off doing something unpleasant or burdensome until a future time, to postpone such actions habitually."  So why do we procrastinate?  

Even the most motivated people in the world procrastinate from time to time.  We all get lazy and put off projects that we need to work on until some later date/  Most of the time it really is something unpleasant or burdensome and sometimes it's just something we would rather nor do or there is something we would rather do more.  I personally find that I set up little things to busy myself with so that I can justify to myself why I am not addressing the real matters at hand.  An example is that I will clear off my desk before I start paying bills or I will return a few emails before I write the difficult letter.

Some of us procrastinate because we are afraid of failure.  If we actually go after our dream what will happen if we can't get there or we are not successful.  Sometimes we actually start a new project only to experience rejection and we quickly become discouraged.  A few negative responses may provoke us to give up too soon.  I can remember when I was in the garment center making cold calls, my boss and mentor, Richie Wood, would always remind me that for every 100 rejections 1 positive reply is good.  So I used to make a game of it and keep a tally.  Every time someone said no I would thank them.  They would often ask why I was thanking them for saying no and I would explain that 1 more no brings me closer to the yes!!

When I was practicing law I had this quote by Abraham Lincoln framed in my office, "The leading rule for the lawyer, as for the man of every other calling, is diligence.Leave nothing for tomorrow which can be done today."  Keep that in mind when you look at your daily To-Do List.  Don't you just love to check those items off you list.  I know that I do and I sleep better at night when I know that I have accomplished items on my list.  Try breaking up your projects into smaller segments.  If you can accomplish one small part of the project and work on the rest later or the next day you are getting closer to completion.

Tip 12 is on one of my most popular presentations called The 9 Secret Tips To Increasing Profits Overnight.  Anyone interested in the full version of this presentation can contact me to book a live presentation in your offices or feel free to go to my website to purchase the DVD and Activity Guide on line. 

1. Find Your Own Personal Brand - what makes you stand out from your competition both as a company and as an individual?  Look for vertical niches that you can create a specialty in.

2. Market Your Brand To Prospects - our logo designs, letterheads and websites reflect who we are.  Be able to explain what you do in 30 seconds or less (elevator pitch).  When prospecting at networking events it is not quantity that matters but quality.  Ask questions and write down the answers for follow-up purposes.

3. Convert Prospects Into Clients - follow-up with prospects and remembering details will help with relationship development.  Be persistent, be prepared and expect to follow-up 7-8 times.  50% of all salespeople only make 1 follow-up call.  80% of all sales takes place after 5 calls.  Invite a prospect to a chamber or other networking event and offer to drive and/or pay for the ticket.

4. Provide Excellent Customer Service - service begins with the person answering the phone.  Stay in communication with your clients.  Include handwritten notes on invoices.  Offer something for nothing.

5. Create Alliances and Joint Ventures - network with other people looking for similar clients.  Create mastermind groups and join leads groups.  Send referral business to get referral business.

6. Visit Client and Invite Clients - bring lunch and meet the staff of your top clients.  Invite a client to lunch or golf to introduce them to someone they might want to meet and ask them to invite someone you would like to meet. Use surveys to find out how you are doing and what you could do better.

7. Ask For Referral Business - if you don't ask they probably won't offer.  Ask for testimonials for your website.  Ask your clients if they would like for you to do a presentation in their offices (they can invite their clients or prospects).  80% of your new business will come from 20% of your existing business.

8. Thank Referral Sources Appropriately - referral sources are your free sales team.  Make sure to send gifts, tickets, gift cards, even a plant to make them feel appreciated.  Follow-up with your referral source to let them know how it is going.

9. Set and Achieve Goals - create a marketing plan and/or a retention plan.  Set aside a certain number of hours each week to prospect, to follow-up and to keep in touch with existing clients.