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first_imgThe MFLN Military Caregiving concentration is rolling out new educational programming geared to not only caregivers of wounded service members but to those caring for individuals with special needs. The Special Needs area delivers research-based training, information and learning tools for family support providers who work with military families who have special medical and educational needs.Delivering quality professional development opportunities, this online learning community provides individuals with access to webinar training sessions, social work CEU’s, fact sheets and a variety of learning resources.   Family support providers will connect with experts via Twitter, Facebook and online blogs which highlight best practices and key issues in effectively serving military families.To meet our newest team members of the MFLN Military Caregiving Special Needs concentration, click on the video below. Alicia Cassels, 4-H Extension Specialist and Christopher Plein, Ph.D., Professor of Public Administration, from West Virginia University talk a little about the introduction of special needs within MFLN and project initiatives currently underway.This MFLN-Military Caregiving concentration blog post was published on June 19, 2015.last_img read more

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first_imgOur webinar speakers will include three experts on this topic. Dr. Barbara O’Neill will discuss the impact student loan debt is having on consumers. Dr. Carrie Johnson will then tackle the research around student loan borrowing and lending. Elizabeth Coogan from the Federal Student Aid Office will wrap things up by providing an overview of the resources available from her office and the changes coming to the FAFSA process.This webinar is approved for 1.5 CEUs for AFC-credentialed and CPFC-credentialed participants.Register for the event, find supporting online resources (under “event materials”) and join the webinar here. By Molly C. HerndonJoin the Personal Finance team on Tuesday, Nov. 10 at 11 a.m. ET for Student Loans: What Financial Practitioners Need to Know. This 90-minute webinar will focus on the research around lending and borrowing behavior and know-how, repayment options, application process, and important changes coming to the FAFSA process.last_img read more

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first_imgLast week, the MFLN Family Development Early Intervention team brought you a blog with three perspectives on the routines-based interview (RBI).  This week, we offer you a short video of one parent’s experience and thoughts.  Joy’s two children were in Early Intervention at different times.  As a result, one of her children completed a RBI.  However, for the other, they did not.  Joy offers providers a powerful perspective from a parent’s point of view.This post was edited by Robyn DiPietro-Wells & Michaelene Ostrosky, PhD, members of the MFLN FD Early Intervention team, which aims to support the development of professionals working with military families. Find out more about the Military Families Learning Network FD concentration area on our website, on Facebook, on Twitter, and YouTube.last_img read more

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first_imgThis blog post by Dr. Barbara O’Neill is a part of the Military Saves campaign. Military Saves Week is February 26 – March 3. Learn more and take the pledge to save here: https://militarysaves.org/organizations/military-saves-weekDr. Barbara O’NeillBy : Dr. Barbara O’Neill, Financial Management Specialist, Rutgers Cooperative Extension, boneill@njaes.rutgers.eduIt is very common for people to receive extra income during tax season. Almost 83% of tax filers in 2016 received refunds and the average refund was $3,120. Other types of cash windfalls include gifts, inheritances, settlements, contest prizes, lottery winnings, and life insurance proceeds.How should a cash windfall be used? Like most financial planning questions, the best answer is “it depends.” Some key factors include a person’s age, income, financial goals, net worth, cash flow, and amount of existing savings and investments.Let’s assume that you will receive a $2,000 tax refund. You plan to spend $500 and use the remaining $1,500 to save, invest, and/or better your financial situation. Below are eight suggestions to spend a cash windfall.Fund an Emergency Reserve– Set aside money to provide ready cash when “stuff happens” in life (e.g., a sick child or car repairs). Three to six months expenses is recommended ($6,000 to $12,000 if expenses are $2,000 per month), but any savings is better than none. For liquidity (i.e., no loss of value if money is withdrawn), put this money in an accessible place such as a money market fund or bank savings account.Reduce Debt- Repay the outstanding balance on high-interest loans or credit cards. To save the most money, start with debts that charge the highest interest. For example, many department store credit cards charge interest rates of 20%+. Paying off a 22% annual percentage rate (APR) credit card is like earning a 22% investment return: guaranteed, risk-free, and tax-free. PowerPay can help you create a debt repayment plan.Invest for Retirement– Put your cash windfall in a Roth or traditional individual retirement account (IRA). Traditional IRAs may be tax-deductible in the year that a contribution is made while Roth IRAs are funded with after-tax dollars and earnings and withdrawals are generally tax-free. Taxpayers have until the tax filing deadline of the following year to fund an IRA for the previous tax year.Invest in Yourself- Build your “human capital.” This is what economists call workers’ knowledge, degrees, experiences, and skill sets and a cash windfall can be used to maintain or improve it. Examples include paying for credits for a college degree program and taking courses or going to conferences for career advancement.Invest in a Child-Add to the college fund of a child or student. Depending on the type of investment that you make, you may be able to save on federal and/or state income taxes.Remodel Your Home– Consider using a cash windfall to make a small home renovation such as new carpeting, flooring, or bathroom fixtures if you plan to stay put for a while. If you plan to move soon, use the money for cosmetic changes that will increase your home’s resale value (e.g., new doors and landscaping).Open a Mutual Fund Account– Consider a mutual fund for broad diversification and professional management of the fund’s investment portfolio. Many mutual funds allow investors to open an account for $1,000 to $3,000 (or less) with $25 to $100 subsequent minimum deposits.See a Financial Advisor- Go prepared for an appointment with a list of questions and copies of relevant documents (e.g., copy of tax return) to save time (and, therefore, money). Windfalls can be well spent by seeing a financial advisor to get answers to your questions and direction for the future. Many financial planners charge hourly rates like lawyers do and some work exclusively with middle-income households.Consider combining two or more of the ideas listed above. For example, 40% emergency fund, 30% home improvement, and 30% debt reduction. It is also perfectly fine to take your time to decide what to do with a cash windfall. Simply “park” this money in a money market fund or bank savings account until you develop a plan.In summary, an extra $1,500 or $2,000 or so is certainly not enough to quit a job for, but it is enough to provide significant financial benefits. Whether you choose to invest this money in your home or yourself or a child or a mutual fund, carefully spend any extra cash that you receive. A cash windfall is a wonderful gift. Use it wisely.last_img read more

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first_imgFind out first hand what it takes to be a color grading master.  In this post we hear from leading professional colorists.It is not that often that you get to hear a colorist talking about their work in any great detail but here are five opportunities to hear from color grading professionals about their craft.Stephen Nakamura – Company 3 Stephen Nakamura is probably one of the most famous colorists around and works out of Company 3. His huge credit list (80+ titles!) reads like a hit list of the best films for the past 20 years. You can see him grading some shots from David Fincher’s Panic Room and Se7en here, but more importantly check out this interview about his technical and artistic approach to grading Oz The Great and Powerful on the Digital Production Buzz.Aidan Farrell – The FarmAidan Farrell is a BAFTA winning colorist (for his careers work) and co-founder of The Farm post house in London. In this great podcast from FXGuide Aidan shares some highlights and insights from his 25 plus years as a colorist. As an interesting aside he only works exclusively with Digital Vision’s Nucoda system. For extra colorist fun check out the other two colorist interviews on FX Guide’s site with Steven Scott (Cowboys & Aliens, Tree of Life,  Iron Man 2, Children of Men) and Peter Doyle (Lord of the Rings x3, Harry Potter x6, King Kong)Patrick Inhoffer – Thriving as a ColoristIn this Google Hangout conversation Tom Parish interviews colorist and trainer Patrick Inhoffer on how to thrive as a colorist in 2013. Its great to hear how those who aren’t the global color grading super stars (everyone else) can up their game in 2013, find more work and become better colorists. At the beginning of the interview Tom mentions Mixing Light which is a brand new membership site from Patrick Inhoffer, Robbie Carman and Dan Moran.Warren Eagles – In ConversationIn this freebie from the Mixing Light boys, London based colorist Dan Moran chats with Warren Eagles (an international colorist and trainer). What’s great about this interview is that its a rare opportunity to hang out in the pub with a seasoned and entertaining colorist with plenty of good advice for younger colorists starting out today.Robbie CarmanIf you’ve not seen this great walk around colorist Robbie Carman’s colour grading suite then check that out while you listen to Power To Create’s fantastic interview with Robbie on what it takes to get into the colour grading business and stay in it successfully. Robbie’s interview has plenty of technical detail on the hardware and software that he uses day to day.last_img read more

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first_imgIn this post we get our hands dirty with Luca Visual FX, special effects and filters for video editors. See how to use these VFX in your editing projects!Luca Visual FX is a London based visual effects company created by filmmakers and video editors. They’ve recently celebrated their third year in the plugins/VFX business, making effects for Final Cut Pro X, Apple Motion, Premiere Pro and After Effects (prices range from $29 to $79).  The Luca Visual FX product line includes overlays and transitions, with new effects packs created every few months.Be sure to snag several Freeibie effects on the Luca Visual FX site, including a random text generator.In this post, we’ll get our hands dirty with Luca Visual FX, experimenting with several of their plugins and how to install them. Good info for video editors exploring filters and effects options for their video projects!This post is an objective look at Luca Visual FX and is no way sponsored or endorsed by that brand.FX FactoryThe Luca FX Plugins are accessed from FX Factory. FX Factory is a free app (basically a plugins hub) that gives you access to plugins from a variety of companies. You download FX Factory and then download the third party plugins from there. You can download a plugin and try it first (watermark) before purchasing.Light LeaksLuca Visual FX’s Light Leaks is a plugin for creating color washes and transitions. To use them as a color wash in After Effects add the Light Leaks effect to an adjustment layer in Soft Light Mode (Layer > New Layer > Adjustment Layer).What I like about Light Leaks is I can quickly get a different look by switching to another of the 15 presets. This is quicker than auditioning clips and having to swap them out. You have  the ability to customize each Preset, and if your not sure how something works, check the Online Help by clicking on the Luca FX icon. I prefer to do my VFX work in After Effects (over using Premiere Pro or FCP), as I can add randomness with expressions and add masks to customize a look.Check out the light leaks in action:Light KitLight Kit is a collection of 7 effects & 2 Transitions. They are used to create “light effects” (Flicker) or “stylized looks” (Stylizer).I used the Stylizer Preset “True Highlights Sepia” to create a warm, nostalgic look. Like most of the other Luca Plugins, you have the ability to customize presets and save them as your own custom presets for future use.I used “Regional Light” on some footage from a music venue that was too dark. This lets you quickly “relight” footage”. You can apply it to the clip or to an adjustment layer (Premiere Pro, After Effects).Original:With ‘Regional Light’ Applied:Lo-Fi Look ($29)Default setting: The Lo-Fi Look  gives you a vintage/grunge look that you can customize. I applied the effect to an adjustment layer in Premiere Pro, so I could adjust the opacity or change the Blend Mode. You adjust the effect in the “Effect Controls” panel:I turned on Looping so I could play the clip while adjusting the settings. This will give you instant feedback and makes it easier to create the custom look you want (I added the Loop button to my Program Monitor using the Button Editor). Original Clip:Modified Lo-Fi Look:You have 12 Custom Presets, 11 Gradient Presets, and Vintage Frame controls to really customize the look you want, and you can save your own Presets.Overall the Luca FX  plugins offer a lot for a small price. You can try the plugins before you buy, as they all have trial (watermarked) versions.To purchase any of these effects packs visit LucaVisualFX or keep up with them on Facebook  or Twitter. To use Light Leaks as a flash transition, apply it to a black solid (use Screen or Add blend mode to isolate just the effect). I increased the exposure in the Stylization section so that the flash is bright enough to hide the cut.last_img read more

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first_imgI’ve worked on a few projects where I’ve had to use home-recorded or demo songs at the client’s request. Often times, these tracks aren’t mixed and mastered very well, so they sound pretty bad.One way to at least reduce some of the horribleness of poorly mixed songs is to add just a little reverb. This gives it a hint of a live performance, which audiences tend to be much more forgiving towards (as far as audio mixing quality goes).Premiere has a very simple Reverb effect with several easy to understand presets. I’ve found the “Studio” and “Medium Room” presets to be the best for me, but your mileage may vary. Sweeten your music in Premiere Pro with track based mixing and effects. Check out this recipe for success.As a follow up to my track-based dialogue tricks post, here are some track-based tricks for working with music in Premiere. Just like the dialogue tricks, these are easy things you can do to improve your audio quickly. A dedicated program like Audition or going deeper into the settings in Premiere will let you get even better results, but these all do the job in your video editing app without wasting a lot of time tweaking settings.Notching Music with EQ in Premiere Pro Making “Demo” Songs Sound Less Bad With Reverb Route Multiple Music Tracks to a Submix in PremiereWhen you’ve got a short video with one song, it’s easy to keep you music down to one track, which means it’s easy to just apply your EQ to that track directly. But what if you have several music tracks? It’d be a total pain to have to apply the same EQ effect to each track, especially considering Premiere doesn’t let you save your own track effect presets (a serious omission in my opinion).The solution is to add a submix track by right-clicking in the audio portion of your timeline. You can route the input of multiple tracks into a submix track and control their volume all together using keyframes or add effects to all of the routed tracks as a whole.Once you’ve created the submix, all you have to do is change its routing from going to the Master to going to the submix. Track routing can be found right above the pan control. Using this, you can route several music tracks into the same submix, then apply your notched EQ to the submix only once:Another advantage of routing your music tracks a submix is when you use multiple songs that have a high-likelihood of changing, like temp music for example. By keyframing your audio levels and ducking on the submix, you can easily switch out songs on the tracks routed to the submix without having to re-keyframe your audio. You can audition and edit songs to your heart’s content without having to adjust levels each time.Track based effects in Premiere Pro are great for music, especially when combined with a submix. I hope these tricks help you get a better sounding mix for your edit, and if any of you audio pros have tips or suggestions, please leave them in the comments! One of the techniques I learned from my post-production audio teacher in college was that you can make voices easier to distinguish from music (and sound effects) by lowering the frequencies on the music where dialogue is most clear. Right around 1 kHz – 2 kHz, depending on the voice, is generally the range you want.By using the EQ filter on your music track to create a “valley” with those frequencies at the low point, you can have your music be at a good volume, but still be able to easily understand your dialogue.last_img read more

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first_imgBonus: Subject to Background DepthThe preceding three techniques will help you create a shallow depth of field, but only if you maintain the right distance between your subject and background. Make sure to pull your talent away from walls, trees, or anything that would blend them into the background. No matter what focal length or aperture you use, if your talent is against a wall, you will not be able to create a shallow depth of field.Looking for more video tutorials? Check out these articles.How To Create A Sub Mix In DaVinci Resolve 14 – Video TutorialCreate a Clean Corporate Logo Intro with After EffectsCapture Live Events Like a Pro with These Simple RulesAnimate Your Text With Handwriting Motion GraphicsSpeed Up Your Sequences with The Jump Cut ApertureThis is probably the most obvious way to control how sharp or shallow your image will turn out. Shooting close to wide open on your lens will help blur the background while retaining focus on your subject. The more you stop down on your lens, say f/22, the sharper your image will be. Aperture is important to control; however, it is perhaps the least important technical factor behind creating a shallow depth of field.Distance to SubjectDistance to subject is no doubt the best way to create a shallow image.  The closer your talent is to the camera, the more out-of-focus your background will become. If you focus your lens thirty feet away, the majority of your image will appear in focus (including subject and background). So to create a shallow depth of field, think about how you can draw your talent or object closer to the lens.Focal LengthThere is a difference between a 16mm lens and an 85mm lens. When you use a 16mm lens, the background and subject will seem further away and the focus might lose contrast. However, using an 85mm lens compresses your shot and brings the background and subject closer together. This compression makes the background seem more out of focus than a 16mm lens can normally pull off. In this video tutorial, learn how you can easily create a shallow depth of field in your shots with three basic techniques.Creating a shallow depth of field can help you produce a visually beautiful shot and provide eye-grabbing focus for your subject or talent. While a shallow depth of field might only seem easy with the right equipment, there are a few technical ways you can pull it off with inexpensive gear. In this tutorial, we look at three key ways to create that breathtaking “out-of-focus” depth of field: aperture, distance to subject, and focal length.last_img read more

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first_imgSelling is very much like swimming. You can’t learn to swim by reading a book about swimming, and you can’t learn to sell by reading a book about sales (although reading books after you spend some time in the deep end will help you tremendously). When it comes to producing results, there is no substitute for experience.But you don’t have to rely on your experience alone. You can learn to produce results faster my modeling people who have already had some of the experiences you haven’t. You can model people who are already producing the results you want.There are three things you to modeling: their beliefs, their behaviors, and their language.Modeling BeliefsOnce someone learns how to succeed at a high level in any endeavor, they adopt a certain set of beliefs that enable that success.Early in my career, I had a sales manager ride along on my sales calls. He was horrified by my long, coma-inducing recitation of our entire proposal. He insisted I ride along with him. I believed our proposal was necessary to winning business. He believed it was completely unnecessary. After I watched him close deal after deal without making a long, detailed pitch, he convinced me to change my belief.A change in belief always precedes a change in behavior.Modeling BehaviorsPeople who succeed in any endeavor take a certain set of actions that produce the results that make them successful.We’ll go back to visit the sales manager I modeled. When I was young, I thought selling meant talking. The sales manager that I modeled thought selling was listening. He spent more time listening than talking. He won deals with fewer words than I believed possible. And he listened in a way that proved that he cared about the client.I’ve never been as quiet as the sales manager I modeled. But I did learn to become every bit as good at listening. It’s one the many behaviors I’ve learned by modeling someone that was already succeeding in an area that I wanted to improve.Modeling LanguageModeling beliefs and behaviors will work to help you succeed faster in any human endeavor. But language is particularly important for salespeople. Here is one more from the sales manager I modeled.My sales manager produced great sales results by asking great questions. He was older than I was, and he had much more experience. He had an arsenal of powerful questions that helped our prospective clients think through their business challenges. I didn’t have enough experience to ask these questions. I didn’t have the language either. But by listening and paying attention, I started to capture his language—and some of his business acumen—and I weaved them into my sales interactions.Modeling powerful language can help you produce the same outcome as the successful salesperson you are modeling.If you want to (or need to) produce better results faster, find a model. Model what they believe, the actions they take based on those beliefs, and they language they use with themselves and with others.QuestionsWho have you modeled in the past?Who could you model now that is already producing the results that you want?If you have a model in mind, what do they believe that you don’t yet believe?How are their actions different then yours?What language do they use to communicate with themselves and others? Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Nowlast_img read more

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first_img Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Now Any opportunity scheduled to close on March 31st, June 30th, September 30th, or December 31st should be removed from your forecast on principal.These “close dates” are your sales quarters, and they have nothing whatsoever to with the date that your prospective client is going to buy, implement, take delivery of, or otherwise purchase what you sell. With the exception of budget found at the end of a fiscal year, your client doesn’t feel any pressure to make deals on the last day of a quarter.The date your prospective client want to buy from you is Tuesday the 11th and 11:15 AM. The only time they can get their team together of a kickoff meeting is the following Thursday the 20th at 9:00 AM. They don’t have any idea where they are going to find time for you to train their team members. The whole process has already taken longer than they hoped it would, and they sometimes wish you’d get through your process faster.They haven’t seen a schedule of of events leading up to implementation because you haven’t shown them one. If you had, they’d be happy to argue over dates and times and come to some agreement. If they had this implementation plan, they’d use it to hammer their people in the legal department to move on your stalled contract.The truth about opportunities and closing dates is that they’re messy, that there isn’t any reason to try line them up with dates that only make sense because they answer the question “So what are you going to close this quarter?”Show me a deal with a March 31, June 30, September 30, or December 31 close date and I’ll show you a deal that can be closed before that date but is likely to get pushed into the future.QuestionsHow do you choose the close date when you enter an opportunity into your sales force automation?How do you determine the real date your prospective client is going to buy?What would you have to do to dial in a real date? How would dialing in a real date help both you and your prospective client?last_img read more

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first_imgWe take our prospects where we find them. Here are four common states you may find your dream client in and what can do to help them.Not Dissatisfied, Unwilling to ChangeSome of the prospective clients in your territory aren’t dissatisfied, and they are are not willing to change. When you come across potential buyers who are already happy, it is not uncommon that they are unwilling to change. But that doesn’t mean that you shouldn’t pursue these prospects. In fact, if you can help them become dissatisfied, you can increase their willingness to change. But unless you help them with a vision of how they can improve where they are, they aren’t likely to move.Not Dissatisfied, Willing to ChangeSome of the prospects you come across aren’t really dissatisfied, but they are willing to change. There are a lot of growth-minded people in business who like to explore new ideas and like to continuously improve. The challenge you sometimes encounter with low dissatisfaction, high willingness to change is presenting something big enough, something compelling enough to help them take action. You do well here by presenting big, strategic initiatives.Dissatisfied, Not Willing to ChangeYou will be frustrated by prospective clients who are highly dissatisfied, but unwilling to change. Sometimes they are unwilling to change their partner because they know and understand their problems well enough that they’re comfortable. They’re more afraid of the risk of changing. You will also find some targets who are unwilling to change the way they do business. They are more than happy to switch from vendor to vendor, always complaining about the poor results the vendors produce, without ever recognizing that they aren’t investing enough to produce a better result, or that their culture is broken, or that some constraint in their business is their real challenge. These are the toughest prospective clients you will ever encounter. You create value here by helping them become more willing to make the necessary changes.Dissatisfied, Willing to ChangeHere’s what you’ve been waiting for, highly dissatisfied, and highly motivated to change. But before you get too excited, know that this segment doesn’t make up a high percentage of the prospective clients in your territory. The trick here is to be in front of these opportunities when they occur. You get in front of them by nurturing relationships when they are one of the other three quadrants. You make sure that you are known—and that you are known as a value creator—when your dream client becomes dissatisfied and motivated to change. Things move fast here, and you are in front, or you aren’t going to be there at all.QuestionsIn what stage are your prospective clients most commonly found?What do you do when a prospect is dissatisfied and unwilling to change?What is the best course of action when a prospect is willing to change but doesn’t feel the motivation?How do you know when a prospect will reach the stage of being both dissatisfied and willing to change?last_img read more

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first_imgA Lack of Integrity: There is nothing faster or more effective at damaging relationships than a lack of integrity. Being dishonest will cost you relationships, which is why honesty is the best policy. You need to walk your talk.Ingratitude: Taking people for granted and being ungrateful will cause you to lose relationships. When you no longer appreciate people, those relationships are at risk.Complacency: Relationships require an investment of time and energy. When you quit feeding relationships, those relationships quit feeding you. Like everything important in life, you need to go first.Assuming Bad Intentions: Some people believe in their heart of hearts that everyone is out to hurt them. They question their motives, believing that they must always protect themselves, and thus, never make themselves vulnerable enough to have a real relationship.Being Self-Oriented: The very word relationship connotes two people both caring about the other. When you care more about getting what you need or extracting value from the relationship, that self-orientation makes it impossibly difficult for a real relationship to exist.Making People Feel Small: The biggest people you will ever meet work very hard to make other people bigger, and they put forth the effort to make people feel important. When you have to be the biggest person in the room, you work against the outcome of making others feel important, and you hurt relationships.Attacking People Personally: Big people focus on the issues. Small people focus on the person. You can very easily underestimate the damage you do when you attack someone personally. Personal attacks are designed to hurt the other person, and even though you may apologize, the damage may not be that easily repaired.Lack of Trust: For some reason, those who are not trustworthy tend not to trust others. You don’t have to make any accusation for someone to recognize a lack of trust. That lack of trust is an indication as to how you feel about another person, and when it is felt, relationships suffer.Lack of Caring: This is a binary choice. You care. Or you do not care. When you don’t care, you have no relationship. Caring is what trust is built on, and that makes caring the prerequisite for all relationships. Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now If you want to know how you lose important relationships, including critical client relationships, here are some of the reasons.last_img read more

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first_img Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now You want to be your dream client’s peer, a prerequisite for being consultative, a trusted advisor, and a strategic partner. You want them to respect the fact that you have something to offer them. But you may unintentionally be signaling something that prevents you from being perceived as a peer.How You Start: How you start the conversation with your dream client is a clear indication of who you are and what you offer. If you try to establish your bona fides by sharing information about your company and your products, you signal that you have nothing strategic to discuss. To be a peer, you must prove your credibility by starting with the big issues.How You Look: Business casual is now really just casual. If you don’t look like you are successful, then you project that you are not. You may not think it is fair that you are being judged, but you are. To look like a peer, you have to look like a peer. Too casual is too casual.What You Carry with You: Do you have brochures to leave behind? A catalog? Some form of proof providers? These are what salespeople who transact carry with them on sales calls. People who create value carry a legal pad and a pen. What they have to offer is intangible, being located in the 3-pound pinkish gray matter between their ears.Lack of Chops: Do you have a point of view on what your dream client needs to change and why? Do you have a set of experiences that inform the recommendations you make? If you are missing the “advice” portion of “trusted advisor,” you make it impossible for anyone to consider you their peer.No Confidence: If you are uncomfortable sitting across from people in leadership roles, projecting your fear or discomfort will signal a lack of confidence. If you don’t carry yourself like you belong at the table, you make it tough for people to see you as one of them, a business person who deals with the most difficult challenges.Conflict Averse: If you are going to be a peer, you must accept that the customer is not always right. In fact, if they were already doing everything they should be, they would have no need for you. If you avoid conflict over the big issues, what should be done, how it should be done, and when it should be done, it’s difficult for you to be a strategic partner.Being Subservient: In The Lost Art of Closing, I wrote about controlling the process with your dream client. One way you prove you are subservient is by allowing the client to control the process in such a way that it makes it more difficult for them to make the change they need to make. If you aren’t willing to persuasively and professionally push back, you are going to be treated like something less than what you need to be—and what your client really needs you to be.If your goal is to be a trusted advisor and peer to your client, you need to be all in on every aspect of being taken seriously as a strategic partner. The signals you send your dream client, intentionally or not, will open or close the door for that opportunity.last_img read more

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first_imgLet’s start with a few possible scenarios:You aren’t creating enough opportunities to succeed in reaching your goals. You prefer to prospect by email, so you avoid other mediums available to you. Producing more meetings—and the more opportunities that follow—first requires that you are willing to change how you prospect.Your first meetings don’t go as well as you would like. A lot of them end with the prospect thanking you for your time, saying something nice about you and your company, and making no commitment to meet again. You know you need a second meeting, but gaining that meeting will require that you be willing to change your approach to the first meeting.No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. It feels rude to you to ask the primary contact you are working with to bring other people into the sales conversation. You don’t want them to suspect that you don’t respect their authority or influence. Most of your deals, however, end with your champion calling to tell you that “the powers that be” went another direction. If you aren’t willing to ask for the meetings you know are necessary to win a deal, your present experience won’t improve.There is never enough time to do all the work you need to do in a day. When you open your email inbox each morning, you are greeted by dozens of notes that feel like work but are not your real work, the work you are paid for, and the work that your clients and your company need from you. If you aren’t willing to exercise the discipline necessary to do what is most important, you will never achieve the results you are capable of.You might not have what you want because you lack some critical knowledge. It could also be a deficiency of some requisite skill, but that isn’t very likely.In most things, what you want is available to you, as evidenced by the people around you who already have it. The odds are that those who are producing some outcome you desire are doing something you are unwilling to do.What are you willing to change? What are you willing to do differently? Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Nowlast_img read more

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first_imgAt least 14 people were charred to death in a major fire that broke out during sale of of kerosene oil and various food grains at a fair price shop in a village near here, senior officials said. The blaze started in a cooperative society building, which housed the shop, in Bargi village under Harrai tehsil and engulfed the entire single-storey structure, Chhindwara Superintendent of Police Gaurav Tiwari said. Many insideAt least three dozen people were inside the building and many others standing in a queue outside at the time of the incident, he said.14 bodies recovered “So far, 14 bodies, three of them of women, have been recovered from the building,” the SP said adding three persons were injured. The tragedy took place when villagers were buying ration during the Friday weekly market. The fire reached the kerosene drums stored in the shop for distribution and quickly spread to all directions, eyewitnesses said. Soon after getting information, the police and district administration officials rushed to the spot along with fire tenders and brought the blaze under control, the SP said. He said the cause of the fire was not yet known.Ex-gratia Madhya Pradesh Chief Minister Shivraj Singh Chouhan expressed grief over the loss of lives in the mishap and announced an ex-gratia of ₹4 lakh each to the kin of those killed and ₹50,000 each to the injured.Probe ordered Chhindwara Collector J. K. Jain also confirmed the death of 14 people in the tragedy and said a magisterial probe has been ordered. Among the injured, two were referred to the neighbouring Narsinghpur district hospital, while the third one was undergoing treatment at a hospital in Harrai tehsil, he said. The government also sanctioned ₹10,000 each for conducting the last rites of the deceased, the Collector said.last_img read more

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first_imgA court here on Saturday recalled the non-bailable warrants issued in a case against BJP MLA Sangeet Som, after he appeared before it. Additional Chief Judicial Magistrate Madhu Gupta withdrew the warrants issued against Som for allegedly violating prohibitory orders and blocking a road, after the BJP MLA furnished bonds of ₹40,000 in the court. The magistrate directed Som to appear in court on the next date of hearing. The court had issued the warrants against Som on July 31 after he failed to appear before it. It had earlier rejected the BJP MLA’s plea for exemption from personal appearance. Meanwhile, talking to reporters, Som said he had not changed his stand on Taj Mahal. The BJP MLA from Sardhana had last month said the Taj Mahal was built by an emperor who had imprisoned his own father and targeted many Hindus in his kingdom.last_img read more

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first_imgMumbai: Under pressure to accelerate economic growth and become a $1 trillion economy by 2025, Maharashtra Budget has seamlessly blurred lines between the industries and the services sectors. While defining the new sector as ‘Service Industry’, the government hopes that it will contribute 89% to the State’s economy by the end of 2018, Finance Minister Sudhir Mungantiwar said in the budget speech on Friday.“Globally, the blurring of the lines has created more jobs and prospects. The new Service Industry is the special focus of our budget, which has created the fundamental infrastructure for this new category,” said an official of the State finance department.The Economic Survey released on Thursday estimated services to grow by 9.7% in 2017-2018, compared to 9.6% in the previous year. The industry sector grew by 7.2% in 2015-2016, the survey said. Keeping in mind the specific needs of the new sector, the government has announced in the Budget a new Logistic Policy, while the logistic sector has been declared an industry, the Finance Minister said.The initiative for indigenisation of defence equipment gets a thrust, while the new FinTech Policy aims to provide capital support to set up of innovative financial services platform, particularly for the poor who are not serviced by the banking sector. “The new category will create not only jobs but give special impetus to our economic growth,” said Chief Minister Devendra Fadnavis.last_img read more

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first_imgSixty alleged supporters and members of the outlawed Communist Party India (Maoist) surrendered to the police in Narayanpur district of Chhattisgarh on Thursday.“Impressed by Chhattisgarh’s surrender and rehabilitation policy for the Maoists, 60 Maoists surrendered in presence of senior police officials in Narayanpur today,” Narayanpur district police said in a statement.Most of the Maoists and their supporters, who surrendered on Thursday, are the members of the Maoists’ militia and Dana Karanya Kisan Majdoor Sangh of the Maoists in Erakbhatti, Kohkametta, Kachchapal and Piddalpar area of Narayanpur.“All of them were active in the Maoist organization for over seven to eight years. Many others will be encouraged to give up the path of violence after seeing such mass surrenders,” the police said.last_img read more

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first_imgA tweet by RJD leader Tejashwi Yadav, celebrating the victory of his party and mocking the defeat of Chief Minister Nitish Kumar’s JD(U) in a recent bypoll at Jokihat, triggered a political spat in Bihar on Saturday.While the JD(U) deplored the tweet by the Leader of the Opposition in the State Assembly and pointed to his lack of formal education, the RJD hit back saying even legendary poets like Kalidas and Tulsidas did not have academic qualifications and challenged the ruling party to arrange for an open debate between the Chief Minister and their 28-year-old leader.Mr. Yadav had posted the tweet, in the Bhojpuri dialect, on Friday a day after his party wrested the Jokihat Assembly seat from the JD(U) and registered victory by a huge margin of over 41,000 votes.In the tweet, Mr. Yadav had claimed that the result in the Assembly segment of Araria district proved that Mr. Kumar owed the success of his party in 2015 Assembly polls to the alliance with the RJD and not the other way round.Mr. Kumar had walked out of the Grand Alliance last year after corruption cases were lodged against Mr. Yadav, who was then the Deputy CM.In the tweet, Mr. Yadav had also remarked this is just a trailer. The film is yet to be screened hinting that he saw the probability of his party returning to power by defeating the JD(U) in the next Assembly polls.Reacting to the tweet, JD(U) MLC and spokesman Neeraj Kumar said “I am appalled by the language he has used. Though I never expected very high standards from him given that he did not even complete high school. The provocative tone of his tweet is in such a poor taste that I wonder whether he got admission to the prestigious Delhi Public School on merit or by virtue of the clout enjoyed by his family which is responsible for his meteoric rise.”Mr. Yadav, whom the RJD has declared as its heir apparent, is the younger son of party supremo Lalu Prasad.Reacting to Mr. Neeraj Kumar’s statement, RJD MLA and spokesman Bhai Veerendra said the JD(U) leaders statement shows that he and his party lacks sanskar (culture). “As far as educational qualifications are concerned, neither Kalidas nor Tulsidas had any. But can anybody doubt their knowledge and merit.”“I have said this before and am saying it again. I challenge the JD(U) to arrange for an open debate between their leader Nitish Kumar and our leader Tejashwi Yadav. The debate can be held in English or Hindi, whichever language their leader feels comfortable with. If our leader loses, I will retire from active politics,” Mr. Virendra said.last_img read more

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first_imgIndian National Lok Dal MP Dushyant Chautala on Sunday accused the ruling BJP government in Haryana of moving towards privatisation of education in the State. Mr. Chautala alleged that as a first step towards privatisation, the contract for recruitment of ‘C’ and ‘D’ category employees in the Education Department has been outsourced. “Private companies will now be recruiting teachers for primary schools of the State,” said Mr. Chautala at a press conference. He said this anti-people and anti-education policy would adversely impact the right to equal opportunity in employment since the teachers will be recruited by the recruitment agency. Mr. Chautala demanded that the State government withdraw this scheme or the Opposition would approach the court.last_img read more