How to Start Your Own Blog

by JP Moery

I had two great conversations about blogging recently, so I am inspired to pass on a few tips on how to get started.

First – don’t be concerned with creating cutting-edge content or attempt to be profound. Believe me; I am not profound. What I’ve learned is the importance to simply document and journal what you are doing in your business. Write down a paragraph or two about something that occurred in the course of your day: the sale you made or the sponsor you spoke with. Perhaps, write about the sponsorship deal that fell through or the member who confirmed she’d join, but didn’t in the end – and, what you learned from the experience. Write excerpts throughout the week on whatever is playing out for you.

And then, take the very best of the pieces you created and publish it on LinkedIn, post it on your Facebook page or through your WordPress website. It’s straightforward. Don’t view writing a blog as a daunting task.

 This blog model has several powerful elements:

#1 The stories are true.

#2 You don’t have to figure out a topic because the content is based on your experience at any given time.

#3 Your open approach and authenticity will truly resonate with others.

And, my final point. I just completed this process for you today with this content – a blog based merely on a conversation I had with a couple of folks. If you find my tips helpful and are inspired to begin your own blog, pass mine off to a colleague. I appreciate the share.

Guess Who Was the Worst Salesperson of All Time?

JP Moery

Yours truly. I was the worst salesperson ever because I had so much ego wrapped into the sales process. In my mind, the sale was all about “me,” not about “them” – the prospect. As a result, whenever I was rejected, which happens to all sales professionals, my ego was deflated. When I became fearful of rejection, and my activity decreased. And, with less action, the likelihood I would get more clients or business plummeted.

So, all these factors became a “vortex of doom.”  Ego turned to fear. Fear transformed into a lack of activity. Lack of activity turned me into a starving salesman.

I had to change my mindset. So, I took myself out of the equation and made the process about the client:

·         I quit trying to convince people of something they didn’t want or need.

·         I realized there were no tricks or Jhu-Jhitzu speak.

·         I came to understand people hate to be sold, but they love to buy. So, find people that want to buy your offer.

·         I accepted the notion the service wasn’t always a good “fit” for the prospect. That’s okay. And,

·         I began to see myself as a “sorter” of people and prospects of what I was selling. Not a convincer, a sorter.

My new mindset gave me and my ego a healthy separation in the process. The sale was about the prospect and finding the “fit.”  I was no longer afraid or had a problem with the activity because I was able to consistently sort prospects and people who wanted to buy.

No fear. No ego. More activity. More sales. More meat on the plate. So, before you start your process and building out a sales plan, get your mindset right. This new perspective changed my professional life, and I hope it is helpful to you. Best of luck, JP.

If this content is meaningful to you, check out Hit the Reset Button or Life Hacks for Success in Business. Follow JP Moery on Twitter and connect with him on LinkedIn.

Three Things That Changed My Professional Life

by JP Moery

My professional career was moving at a good pace as I entered my 30s, and I have a lot of people to thank for that. But, several things occurred in my life at that time that were absolute game-changers for me.

Now, these might not be the right things for you; but, I think there are linchpin moments that can really propel your professional career and the way in which your approach your work. For me, there were three:

#1 – Without a doubt, the most important thing to take place for me was being Reborn at 32 years of age. I was saved, and it freed me and my spirit because I knew somebody else was in charge. This knowledge and strength enabled me to propel myself with abandon in a way I hadn’t done before.  To provide a quick Scripture: 2nd Corinthians 3:17 – “Now the Lord is the Spirit, and where the Spirit of the Lord is, there is freedom.” And, that is absolutely true – so, that is #1.

#2 – In practice, this next experience may be strange to many of you and some of my friends out there may not know this; but, I became a Free Mason in my 30s as well. The life of Freemasonry gave me teachings and thoughts around ethics and morals, which really helped my professional career and greatly improved the way I deal with my employees, business partners, and my clients every single day. My Freemasonry affiliation was a very key moment for me; you meet some of the most spectacular people in the world in these types of social fraternities, and the Freemasons are a special one. We meet at Alexandria Lodge #11 – George Washington’s Lodge, by the way.

#3 – Some time ago, I bought a Tony Robbins CD set called Lessons in Mastery – I’ve recently plugged this back into my car and am listening to it again. Whether it’s Robbin’s Lessons in Mastery or Awaken the Giant from Within – I would encourage you to find a force who can help you move forward with increased momentum and focus.

Each of these experiences had a collective impact, which added up to freedom, confidence, and liberation. You, too, have all the ability to take the next step and that knowledge is truly empowering. Look inside yourself for something that can really push you to the next level and tell others how it has helped.  Evangelize!

A Message for New Entrepreneurs – You Won’t Be First…

by JP Moery

I have a few nuggets of advice for entrepreneurs who want to: hang out a shingle, run my own thing, be a CEO, be a President, build something that’s mine, act on my great ideas no one else wanted to do, and, of course, BE THE BOSS!

If that is your motivation – stop and re-think it before you move forward.

The reality is you are “last” and will be for a very long time.  Here’s what comes before you:

Your employees – because you damn sure can’t do it all.  Their success is more important than your abilities.

Your customers – because they decide if you get paid or not.

Your family – because they still need you, and you need them.

Your banker, accountant, and lawyer – because you likely don’t know that stuff.

Your prospects – because they want a proposal.

Many of us launch a business with an abundance of personal goals and ambitions.  However, it is essential to let go of your ego.  Ego is never satisfied and will keep you from focusing on those who really matter for a successful business.

If this content is meaningful to you, check out Hit the Reset Button or Life Hacks for Success in Business. Follow JP Moery on Twitter and connect with him on LinkedIn.

If I Were to Launch My Business Again, Here’s What I’d do Differently

by JP Moery

If I could go back in time and relaunch The Moery Company, I’d make some key changes to my approach.

First off, I’d put more work into my pricing structure. When you first start a business, you are naturally concerned people won’t “buy.”  Here’s what I learned:  I was so worried people weren’t going to sign up for what we had to offer, I set my prices way too low.  I quickly learned you could be working your tail off and still starving to death. It’s also difficult to raise your prices once your clients are on board. So, you need to price yourself for sustainability – it’s critical.

Second, I would put more resources into selling our services. When you launch a business – as the CEO, Founder, or President – you become the #1 salesperson for the company. You’ll be selling more than you’ll be doing anything else – so, embrace that idea. And, if you don’t want to be that person, my advice is to reconsider whether you should be launching the business in the first place. Selling the company takes up 80% of my time, but what I learned is, I need help. I need support.

I didn’t put enough sales resources into the business early on to help sell the company, and we didn’t experience the robust growth I’d anticipated there in the first few years.  So, make sure you don’t stretch yourself too thin and hire the help you need.

Third, I would have created a distribution platform for information. If I were rolling out today, I’d spend 80% of my time on distribution channels like Facebook, Instagram, LinkedIn and YouTube to launch all of our content. The telephone that most people consume their information is the remote control of our lives. I’d rather be pushing our message on social media than spending time building out a website. No one is sitting in front of a computer looking up websites anymore. Social media would be my #1 focus for promoting my business.

Finally, I would have spent much less money on real estate or office space. The people who want to work for you now – coming to the office is less important to them. Workplace flexibility is a top priority for these folks. Employees certainly want a place to hang their hat from time to time, but today’s  organizations spend an incredible amount of money on building out these incredible office spaces just to keep people inside of them.

That’s not where people want to be. In fact, we have a great deal here at TMC in Alexandria, and I love it. On any given day – out of our 12 staffers – we’ll have 2 or 3 people max at the office– and, that includes me.

So, that’s what I would change.  Hope these insights are helpful to some of you burgeoning entrepreneurs. Onward!

Follow JP Moery on Twitter and connect with him on LinkedIn.

A Fantastic Sales Tactic

Who Else Should We Talk to?

The best association executive I’ve ever been around was a master at business development.

He would close most meetings this way, “Based on what you have heard about this association and how we are helping businesses, who else should we talk to?”

With one question an endorsement was being asked, and a closing mechanism was being used.  I encourage you to build this into every business conversation.

Based on my experience, here is what happens.

1. They will give you a name – that is a serious prospect.

2. They will think about it and let you know – you’re never getting that business!

Workplace Flexibility + Empowerment + Transparency = Success

JP Moery

My philosophy has always been: “Work is what you do, not where you do it.”

During one of our recent morning “pep rallies,” Moery Sales Associate, Madeline Trabucco put forth to our staff a fascinating topic: “1) Why did you choose to join The Moery Company, and 2) Why do you stay?”

The answers were varied and very interesting, but the #1 thing that came back over and over – was workplace flexibility.

Employees are looking for the opportunity to keep their hours and come into the office when their schedule accommodates, but still be held accountable to a very high standard. Lives are much different than they used to be. We are not a homogenous group of people. We all have different priorities, different lifestyles, and different responsibilities outside of the office. Then, why do we have to all transport to the same location and the same time?

Workplace flexibility is the #1 thing to consider for your future workforce needs. And, those industries with workforce needs should really consider existing models.

The second part of the equation is empowerment. To ensure the success of this new workplace dynamic, responsibility and accountability is crucial.

Here’s why:  you’re not in the presence of employees daily. You’re not answering every question they have, and you’re not looking over their shoulder to ensure they do things right. Make yourself available to them as a resource, to be of counsel to them at any time, but be clear staff is accountable for business unit results.

Lastly – the overriding value guiding this workplace dynamic is transparency. Leaders should be open about organizational performance. What are the goals? I show my team the books. I share how we are doing financially, so they know and understand my business decisions and the various implications, which could affect their job.  And, everyone sees the impact of performance on the bottom line.

Ultimately, everyone feels connected to the success of the business – not just a cog in the wheel.

My experience is, if you offer flexibility and empowerment, with an overriding value of workplace transparency, you are absolutely on the right track. It’s the modern business model, and it works.

To further discuss workplace and communication strategies or other pressing association challenges, schedule a 15-minute complimentary phone call with me. I’d love to chat.

Has Complacency Become a Leadership Hurdle for You?

JP Moery

IStock/Credit:diego_cervo

As a leader, have you found yourself content with the status quo? Unwilling to make a growth change in your organization? Yes, you’ve had success in business – but hey, ask yourself, “What have you done lately?” When was the last time you ventured outside the comfort zone, took a risk? My guess, if this is the case it’s gnawing at you a bit. Time and again, I’ve seen complacency in leadership, which reverberates down to those you lead – and, this can be the decline of your association. If the people you lead aren’t pushing the envelope, how in the heck can your membership be fired up about what you’re doing?

Complacency stunts innovative energy, organizational growth, and can have a negative impact on your image as a leader – from your staff to your board – believe me, they’ve noticed. I’ve seen some very good executives out there that have an image or aura that they have played the last great game. It all comes down to you and your next move. The good news is, leadership stagnation can be overcome with some simple steps and a bit of initiative. Some things to consider to get a jump start:

Assess Your Leadership Muscle

Trace your career path – recognize the drivers that took you to the top in the first place. My guess is you took a risk, swam upstream or launched a breakout service. An honest self-assessment can quickly get you back on track. Replicate the characteristics needed during your most effective times.

Reconnect with Your Staff

This step is critical as staff will lose respect if your leadership muscles are in atrophy. One of the most powerful leadership tools can be weekly one-on-one meetings with your direct reports. These meetings should not be “weather reports” but equal parts of what the staff member’s needs are and your key performance areas for them. Listen. Hold yourself accountable and bring energy and passion to these conversations. When challenges are shared by staff, empathize and assure them you are in this together and charging ahead. By the way, ask your employees what they need from you as a leader. Again, weekly repetition is needed for optimum effectiveness.

Communicate over and over again

Be vulnerable and authentic that you want to revitalize leadership qualities. Be transparent about your efforts as this will rally the troops. Ask them to challenge you to address the best opportunities and the biggest challenges which must be solved. Update your staff on the progress made, and promise them your very best effort. These successes fuel your momentum and reinvigorate your staff.

The key is to consistently seek out the new challenge and forge ahead with a trusted team. Long-term success as a leader can be yours. Get moving.

If this content was meaningful to you, check out Hit the Reset Button or Life Hacks for Success in Business.

Keep Your Foot on the Gas

by JP Moery

Istock:Credit:ssuaphoto

First quarter is about over. You’re into a business rhythm. You can see a nice upturn. But, don’t get complacent … Challenge your organization to be disruptive. Resurrect your creative appetite for new programs, intensive development and improvement.

This is the time of the year where the cadence of business becomes a bit repetitive and ordinary. I’m not really interested in that for your organization.

Here are three things to drive you through the next quarter. And, remember what racing legend Mario Andretti said, “If you feel in control, you’re not driving fast enough.”

1. Find the project where there was not enough bandwidth, budget or market research to launch a year ago … and, Go!

2. Look at your long-term goals and execute the efforts tomorrow.

3. Double your revenue goals on a particular initiative (conference registration, membership recruitment, etc.) and adjust your budget accordingly. Rally your team to go to a previously unmet, and perhaps unthinkable goal. Just think what will happen if you only get halfway to the objective – that’s 25% more than you may have ever anticipated.

Start today, not tomorrow.  As the old adage says, “Tomorrow is the Devil’s favorite word.”

My #1 Business Tip

JP Moery

IStock/Credit:phototechno

My daughter, Grace was home from college recently and we were chatting about business and some of things that make you successful. It heartens me that at her age – she has an active interest. But, from our conversation, one aspect came up that is so basic – you’re going to laugh. But, I’ve seen folks miss this consistently and I want to address it.

My #1 tip – RETURN PHONE CALLS. It’s that simple. This action contributes to the cadence of business and I absolutely guarantee you, if you consistently return calls, you will have more opportunities to work with people. Consistently returning calls (in a timely fashion) enhances your reputation and you will be known as a “go-to” person. Trust me on this.

I know some good people – excellent execs who are known as people who do not return calls. And, I know it’s cost them business. I also know someone else in the business who works hard and regularly returns calls – at like 5:35 pm. Now, he knows he’s calling at a time when folks won’t be there. He’s checking the “box,” with no intention of engaging you. Intent is really important here.

Return calls. Try to do so within 24 hours. With the variety of different methods to reach back out to people –  email, instant messaging, texts – any of these will do the job for you, but I can tell you this: the #1 tip to pass along to your colleagues, fellow business, owners, to your kids: Return calls! It’s a fundamental element of business that tends to be overlooked today.

Hope this is helpful. And, if you want to get in touch, give me a call. If I miss you – I’ll call you back.

If this content resonated with you, check out Life Hacks for Success in Business