KALÖN WOMEN: Influence: Do You Have Any?

Guest Author: Dickie Sykes

Having worked in a corporate environment for many years and running a department, I know that it is virtually impossible to get anything accomplished without a certain amount of power and influence. Power and influence feed off each other and in most cases the more power you have grants you greater influence over others and the more influence you have garners you more power. Research has found that one of the most important determinants of leader effectiveness is success in influencing people (McFarland, L., Ryan, A., & Kriska, S., 2002). The same tactics that help leaders become influential helps job candidates. Firefighter applicants’ that used soft tactics like rational persuasion and ingratiation were correlated with positive interview ratings (McFarland, L., Ryan, A., & Kriska, S., 2002). Employers often consider leadership skills when selecting applicants for managerial and supervisory positions. Therefore, everyone should learn skills that enhance their ability to influence. The question is how do you attempt to influence others to get them to do what you want them to do?

Social influence involves doing something that affects someone else in one way or another. In business how do you get others to do what you want? Every day, managers confront situations in which they attempt to influence others so that their behavior is consistent with organizational objectives. When I ran a department the tactics I used most often to influence others were inspirational appeals, consultation, rational persuasion and coalition building. I used rational appeal because it is based in logic. When I discussed the logic behind expanding my departmental budget, staff and responsibility, I researched the company’s responsibility as it related to federal EEO laws and where we were falling short; in addition to, the changing demographics and ethnicities of our labor and vendor pool and what we needed to do to meet our corporate goals and objectives. The logic was there in black and white; therefore, I used rational persuasion to make my point.

When you go on your next job interview or have a business presentation use rational appeal as it is based in logic. Before you arrive, know where the company is falling short (you must do your homework) and provide them with solutions. At this point, you’re in big picture mode and don’t have to provide them with explicit details but have some just in case. If the company asks you to go into more detail, bam, you’ll know you have their interest. This is the perfect opportunity to plant the seeds for your next interview. Why does this approach work? It is logic that can’t be denied. Within your logical appeal, insert an inspirational story that meets with your target audience’s values and ideals. When I mixed rational persuasion with my inspirational spin (I can sound like a Southern preacher) it was a powerful mix.

Keep your focus on what’s best for the company; if you’re excellent at what you do, there will be plenty of opportunities later to express your wants and desires based on the value you brought to the company. Right now, let’s get you hired. During the interview process, have a laser sharp focus on what’s best for the company. Package and express your transferable skills in a way that meets with what the company's needs (greater revenue, sales, clients, customers; improved brand, better PR; you get the point) what their looking for (the job description) and what you bring to the table (quantifiable skills, success). I kept my focus on my previous employer’s brand, image and EEO laws. I ensured our reputation remained positive and influential within the communities where we conducted business and that we adhered to federal EEO rules, regulations and guidelines. I sought the support of others and brought high profile people to the organization which afforded me a larger budget and expanded my influence. Two additional influential tactics that can be used during the interview process is ingratiation and coalition- building with a twist.

Find out as much as you can about the company and the interviewer and ingratiate yourself to the interviewer. Ingratiation is getting a target person to do what you want by putting him or her in a good mood or be getting him or her to like you. No matter how smart you think you are, I know we all think we’re geniuses but people still hire who they like and trust and that will never change. Coalition-building during the interview process is letting the interviewer know the type of network or coalition you have in-place and can bring to them. Everyone is drawn to power, to influence, so if you have a network of great relationships, drop a couple of names within your inspirational story. Don’t overdo it and sound rude, arrogant or cocky; sound self assured and proud of the professional network you’ve been able to create. Sound confident in the coalition and team builder that you are. It’s a delicate but doable balance.

The power I began to have to influence others came from several sources: my position automatically gave me a certain amount of credibility and influence and following a few techniques which I’ve described here such as rational persuasion, inspirational appeal, ingratiation and coalition-building. Whether job interviewing or delivering a business presentation or seeking a raise, include a few influential techniques in your career toolbox.

Dickie Sykes is the President of DGS Consulting LLC. To learn more about the company log onto www.dgsconsultingllc.com or contact them at sales@dgsconsultingllc.com or 404 567-5790.

References: McFarland, L., Ryan, A., & Kriska, S. (2002). Field Study Investigation of Applicant Use of Influence Tactics in a Selection Interview. Journal of Psychology, 136(4), 383. Retrieved from Business Source Complete database.

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KALÖN WOMEN: Influence: Do You Have Any?

KALÖN WOMEN: Change or Disappear

Guest Columnist: Dickie Sykes

All businesses must keep up with technology and know the impact of global competition, fluctuating business cycles, and shifting demographics to make necessary organizational changes. Businesses like people must understand the new language of communication and learn how to translate their value to customers, stakeholders and partners. To not change and acquire new skills is to have their head in the sand and they will surely disappear. In this new economy, people like businesses, must change, learn new skills, adapt or they will disappear.

People who are rigid and inflexible and opposed to change, people who believe they can’t or won’t learn anything new are the ones having a more difficult time during this recession, as they are not willing to reinvent, reeducate or relocate. Individuals who understand that change is an inevitable part of life and that they must continually reinvent and re-market themselves and remain open and flexible, are the ones who are a lot more successful during economic hardship. They work part-time jobs, volunteer, experiment with new ideas, write articles, and continually market themselves to expand their personal brand and make new connections.

The number one coaching tip I give people is to stop looking back at what they had or didn’t have and live in the power of now. The power they seek and recognition they desire are in the present moment. The power to carve out the life of their desire requires small, consistent changes that overtime, will improve their career opportunities, expand their capabilities and build a strong resume of new skills and talent. People must act like free- entrepreneurs, building a portfolio of skills and accomplishments they can use to negotiate the next job -- whether with a new employer or the same one (White, J. 1999).

In this new interviewing paradigm, knowledge is king and knowledge creates transformative power. Possessing the right information and presenting it in the right way, gives interviewees the power to get any job! To go on any job interview without understanding what you should say and how you should look when you say it, is setting yourself up for a disappointing outcome. In business you must match the medium to the message. You must do the same when interviewing. There are certain things you must say to enhance your image as a strong, effective candidate and because people communicate as much nonverbally as they do verbally, there are several things you can do nonverbally that will enhance your image.

To communicate your leadership potential nonverbally:

• Stand and sit using an erect posture. Avoid slouching as it makes you look tired, sloppy and unprofessional.
• When confronted, stand up straight. Do not cower.
• Nod your head to show that you are listening to someone talk.
• Maintain eye contact and smile at those with whom you are talking.
• Use hand gestures in a relaxed, non mechanical way.
• Do not frown or look confused or angry when listening to someone talk.
• Always be neat, well groomed and wear appropriately fitting clothes, not too tight or big.
• Don’t wear strong cologne or perfume or too much makeup.

Judgment is made within the first 30 seconds of the interview; it may not be fair, but that’s how long it takes the interviewer to size you up. When you walk in the door have a smile on your face, stand tall and look directly in the interviewer’s eyes, hold their gaze and tell them how absolutely enthusiastic you are about the position. Having up-to-date information about the company and interviewer and presenting it with the right technique, gives you the upper hand in the interview process. Managers size up how a candidate will perform in the new role by evaluating how much effort he or she put into preparing for the interview. If you're in charge, you want someone who has taken the time to think about how to help the business. Women have lots of great ideas and power but lack confidence; men are overly confident and don’t adequately prepare. Preparation, research and knowing your target, the interviewer, will give you the right mix of confidence and preparation needed to secure the deal.

White, J. (1999). The wall street journal millennium (A Special Report): Industry & Economics --- The company we'll keep: corporations aren't going to disappear; but they're going to look a lot different. Wall Street Journal (Eastern Edition), p. R, 36:1. Retrieved July 15, 2010, from ABI/INFORM Global. (Document ID: 47568263).

Dickie Sykes is a former construction executive and CEO of DGS Consulting LLC. She reinvented her career and relocated her business from New York City to Atlanta, Georgia. For more information on DGS Consulting, contact Dickie@dgsconsultingllc.com

Learn how to bring value to your next job interview. DGS Consulting has made it simple. To purchase the company’s how-to products on job interviewing, log on to www.dgsconsultingllc.com or www.Amazon.com. ‘Yes You Can Still Find a Job -The Gold Standard of Job Interviewing’ is a 60-minute CD that accompanies a 42-page PDF textbook.

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KALÖN WOMEN: Change or Disappear

KALÖN WOMEN: Saving at 40 Plus

Featured Columnist: Ronit Rogoszinski


Where to start?

We women entering our 40's and 50’s professionally speaking, should be reaching our peak earning years. However, at this stage of life we also start facing the reality of becoming the “sandwich” generation; an honorable distinction that comes from having aging parents and growing children. As we move through these years we should see our net worth steadily rise. Yet, for most of us the opposite has been true as the jobs market has shrunk, the recession proved to be deep and the general gloom and doom seems to have seeped into every crevasse of the global market.

So, what are we to do?

Well, if you’re like me, doing something versus sitting around paralyzed by fear is the only way to go. The following simple ideas will help you move into a positive, productive and proactive mind set.

First, take an inventory of your assets and liabilities. We’ve all been hearing on how we should spend less and save more but do you really know what you’re spending money on? Do you know for sure what income is actually earned? Do you have a realistic valuation of your assets? If you just answered “not sure” to any of these statements, you need to move. Start by tracking your spending over a period of 30 days (most of my clients never make it past the first week which is still better than not doing this at all). Track all income, whether it’s the direct deposit of your paycheck or the interest earned on savings. Everything gets tracked for one month!!

Then, subtract your expenses and spending from the income you totaled and see what number come up. One of two things will happen right here:

1. Negative result means you’re spending more than you earn. You’ll need to go over every item on your expense and spending list to see what is necessary and what is not. Eliminating just a handful of the frivolous expenses can make a huge different in the outcome.


2. Positive result means you are spending less than you make which is great. Still, reviewing your expenses as well can prove to be a good exercise in eliminating any frivolous spending. This house cleaning can free up cash for other more worthwhile endeavors.

Next, organize your portfolio. Asset allocation - the strategy of dividing your portfolio among the major asset classes of equities, fixed-income securities, and cash equivalents - is vital no matter what life stage you are in. Your asset allocation should be based on your goals, your tolerance for risk, and your time horizons. It probably will require modification or rebalancing over time. Generally speaking, the larger the equity portions of your portfolio, the greater the potential for growth and the greater amount of risk. On the other hand, the more fixed-income securities you include, the greater the potential for income and preservation of principle. There are risks associated with fixed-income investments, although they generally incur less risk than equities. I plan to address this issue very closely in future newsletters as well as tips on how to talk to your financial advisor if you have one working with you. During these times of turmoil having an open line of communication with the entire team of professionals who work for YOU, is so important. Finding those who will listen to your concerns and address them to your satisfaction, is key to organizing your portfolio.

Finally, for now protect what you've accomplished. As your wealth continues to increase, it's important to preserve what you've accumulated and safeguard your future. That's why estate planning and risk management are two of the cornerstones of a sound financial plan. A qualified financial professional can help you implement an estate plan that is best for your situation or review an existing plan to ensure it is still consistent with your goals. Also, be sure you have enough protection in place to help cover any liabilities -- such as your mortgage -- and protect your family's financial future.

Financially speaking, mid-life shouldn't be a time of crisis, but rather a time to take advantage of some of your most productive years. As members of Kalon Women we are all looking for opportunities to grow, reinvent ourselves and test out unchartered waters. Managing your finances need not be the one subject you keep pushing away but rather embrace it as another facet of who you are. Recession or not, gaining control over your finances will help ease your mind and free you up to pursue what Kalon Community is all about – find the beauty in side of you.


Ronit Rogoszinski is a Registered Representative with and securities are offered through LPL Financial, member FINRA/SIPC. Ronit may only discuss and /or transact securities business with residents of the following states: NY, NJ, CT, FL, CA. The opinions voiced in this material are for general information only and are not intended to provide specific advice or recommendations for any individuals. To determine which investment(s) may be appropriate for you, consult your financial advisor prior to investing.

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KALÖN WOMEN: The Six Feminine Energies

Guest Columnist: Joy Chudacoff


Are you a woman who wants to have it all? Do you have a desire to experience your life and business on your own terms? I've certainly felt that way in the past; however I've come to realize that I have to choose what's most important to me right now in my life. I know that over time, my "energy" for different interests will change and grow into new areas. It's essential for Smart Women to recognize and embrace new passions that may develop over time.

Having to choose what’s most important to women at different stages of their lives can be a challenge. After all, we’ve been taught that we are multi-taskers. We want to do it all and we can do it all--- but at what cost? In the past, this “I can do it all” attitude has cost me my health, money, presence and awareness with my family. I eventually!) learned from this and today I’ve taken on the idea that I can have it all, just not all at once.

Over the last 5-1/2 years working with hundreds of women, I’ve discovered that there are Six Feminine Energies™ women share. These “energies” fuel women at different stages of their lives. In my Women’s Success Circles, we spend focused time to explore each feminine energy and discover which ones feel like a good fit for each of the women where they are at this time in their lives.

Why is this important? What we focus on becomes our reality. We manifest what we think about. Finding where your attention and energy is focused will often reveal where your passion and purpose reside. One thing I’ve learned is that if you are living a life that is full of passion and purpose, you will have an unlimited energy supply for life. Without this, you can get “stuck” in the middle of the road of your life. You can also fall prey to exhaustion and feel overwhelmed trying to do it all.

When I discovered which of the Six Feminine Energies™ were fueling me, I felt alive with new ideas. I had a compass to guide me each day in making the right decisions to move my life in the direction toward my passion, my purpose and my values.

I’m going to share these Six Feminine Energies™ with you. In my Success Circles, I invite women to choose two to three out of the six. Why? Because it’s a real challenge to embrace all six at once effectively. You will spread yourself too thin and not be able to enjoy and savor the moments in each one.

1. Making Things Happen – Achieving goals, business success, being ambitious, going for it, recognition, driven by earning income, doing important work.

2. Nurturing Relationships – Loving, sharing yourself, bonding, parenting, being intimate, being a “nutritious” friend, caring sibling, caring daughter.

3. Personal Mastery – Self-esteem, confidence, personal clarity, courage, loving yourself, embracing who you are, self-acceptance.

4. Fun and Expression – Being playful, creative, childlike, and spontaneous.

5. Spiritual Awareness – Inner peace, the process of “being”, trusting in the universe, quiet and reflective, inner wisdom.

6. Leaving Your Legacy – Contribution, mentoring, leaving the world a better place, environmental caring, community service, volunteering, helping others.

Which ones “call” out to you? I invite you to pick two to three that hold the highest “energy” value for you. Mine are very clear right now; Making Things Happen, Nurturing Relationships and Spiritual Awareness. Remember, these energies will shift and change over time. When I first discovered the Six Feminine Energies™, my top three were completely different. I’ve changed and grown and so my energies have shifted as well.

Now that you’ve determined your own two to three feminine energies, ask yourself a question: Is my life reflecting these values? Am I practicing and living these values which are so vitally important to me each day? If not, it’s time to take an inventory of your life. Clear some space in your life for your two to three feminine energies. It will make a big difference in the quality of your life and the quality of the people you care about.

Anything is possible. Everything is waiting for you.


Joy Chudacoff, ICF, PCC, is the founder of Smart Women Smart Solutions(tm), a Professional Certified Coach to 1000’s of women, Motivational Speaker, and Entrepreneur. She publishes a weekly buzz generating ezine, Reflections On Life and Business for Women Entrepreneurs. If you’re ready take your coaching business to the next level, get your FREE Tips, FREE Report, FREE MP3 and be the first to hear about my exciting new program for coaches and consultants at www.SmartWomenSmartSolutionsCoaching.com

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SALES AND MARKETING: The Art of Listening . . . for Success

Sales and Marketing with Bill Doerr

15 Second 'Speed Read'

Business people value a timely response from vendors. But they value an effective response even more. Effective listening - combining both active and empathic listening causes you to be seen as a person of interest and value.

This article explains WHY listening can be a challenge and HOW you can develop the ability to listen effectively, build relationships, invite trust and build revenues.

Listening is a Key Skill and Behavior

Public speaking. Everyone has taken a course in it or knows someone who did.

But, Public listening. Whoa! Where did THAT come from? Not so common, is it!

That's a problem. And, an opportunity . . . for you to develop an extremely important skill and artform: Listening.

Listening . . . taking in information and using it to engage, effectively with another person . . . is a skill-set that is not taught in schools. And yet, success in business depends heavily on your ability to process what people are saying and use it effectively.

Steve Porcaro - The Surgical Sales Coach

I had the pleasure of reconnecting with Steve recently. He's been 'on the circuit' a lot lately. He speaks before numerous networking groups, sharing his wealth of knowledge on various ways to improve revenues in these challenging times. Lately, 'listening' has been a very hot topic with his clients. For a good reason. It's a very valuable skill to possess!

"It's all about sales" (or, is it?)

Steve is a business coach who works exclusively with people who are selling medical equipment and services to physicians and other health care professionals.

"Someone becomes my client because he (or, she) is not getting sales as easily or extensively as he'd like. He's not sure why. And often externalizes the source of the problem citing: "It's the economy" or "My company isn't competititve" or something similar."

In many cases, blame-scaping on an external factor . . . the economy, the company, the product, the marketplace, etc. only serves to take the focus (and, pressure!) off of the one constant in every case . . . the person who's responsible for generating new revenues.

Sellling is Like Surgery

Before becoming a 'surgical sales coach' Steve actually was in surgery. A lot. In the US Navy, he was a surgical technician. After leaving the Navy, he sold medical equipment and services to civilian surgeons. So he knows the reality of both selling and surgery, first-hand.

"In surgery, you prep (prepare) the patient BEFORE surgery". Seems obvious. In an operating room! But in the business world . . . in sales . . . your preparation requires your ability and commitment to listen . . . to process what is being said by someone . . . before selling can begin.

"If you don't listen . . . you can't prepare to sell as effectively as you might like . . . and you learn that when, symptomatically, you lose sales you should have won, they take longer to close than you might like or you end up with a lesser sale when a greater one was well within your grasp."

Why People Aren't Listening

I asked Steve, "OK, why . . . aren't more people in business listening effectively - especially when the consequences of not listening are so serious?" "Good question", he said. "If I had to, I'd have to say either:

1. they don't know how to listen - it is, afterall, a learned skill, not a natural one
2. they're not used to 'slowing down' and 'digesting' the information they receive from a prospect" (the 'Ready, Aim . . . FIRE! syndrome)
3. they haven't considered the consequences that not listening effectively will produce
4. they're in a 'comfort zone' with their current level of success

Once you're receptive to change (Porcaro-speak for 'frustrated beyond all belief') then . . . you are ready to learn how to listen effectively. But, how?

Make 'Bare-handed' Calls!

"You must clear your mind. That way, your focus is on the other person, not you" (I swear, I thought I saw David Carradine there for a moment!) "When you first meet with a prospect for example, I recommend leaving all your brochures, pamphlets, etc. in the car and just seek to answer one simple question . . . "How might I help you, today?" or "What are you hoping I can do for you?" Either one will work!"

This type of question helps you focus on 'getting the top off of the soda bottle'. Unless and until you do that, the bottle's contents . . . the person's hopes, fears, dreams, goals, frustrations, etc. . . . will remain 'locked up' -- unavailable and unable to help anyone.

"It's not easy to do this" says Porcaro. "But it's not impossible, either." Steve believes listening is a learned skill more than a natural ability. "Until you do though, you're focusing more on giving your information to someone, than allowing their information to flow to you".

What's The 'Next Step'?

"Information gained from a focused conversation with someone must lead to a decision". I could imagine the granite rock on which that expression is kept in Steve's brain! Actually, Steve refers to that as the 'Next Step'. "Sometimes, there isn't one. But often there is. And the best one reflects whatever you learned by LISTENING to the other person!"

Everyday we connect with other people. How many of these points-of-contact are producing value . . . for both parties?

Listening effectively . . . actively and empathetically . . . will do much to ensure that you glean something useful from every conversation you have.

Final Thoughts

I asked Steve, "If there's ONE thing you'd like someone to take away from this article, what would it be?". He thought about it and said, "I like what Steven Covey said, "Seek first to understand, then to be understood". There's a sequence there - an orderliness. When I worked with surgeons, their success was always based on proper preparation . . . of the patient as well as themselves and the entire surgical team. Great results are often more reflective of great preparation than anything else. It's no different in business or networking. People. Communication. Every day each of us is exchanging information to create value for ourselves and others. So just remember . . . it all begins with learning how . . . and caring to . . . LISTEN!"

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Steve Porcaro, ACC is the 'Surgical Sales Coach' and founder of 1•4•All Coaching in Windsor, CT. To learn more about Steve and his services you can contact Steve Porcaro, ACC online at: www.14allcoaching.com or by phone at: (860) 243-9757.

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Bill Doerr is CCO of SellMore Marketing. He helps professionals and other service providers to market their problem-solving expertise simply, effectively and affordably.

You can reach him at www.sellmoremarketing.com, or by phone at 860-798-6964.

For more please see Bill's TNNW Bio.

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Published by THE NATIONAL NETWORKER Newsletter. All rights reserved. Subscribe Free - Click HERE.
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FINANCIAL FREEDOM: Finding Financial Success in an Economic Crisis

Financial Freedom with Lynn D. Spencer

My wife and I have experienced incredible success for the past 2 years in Networking. In fact, in just two short years we have earned over $2 million dollars from Networking. The even more amazing part of our story is that, even in the past six months when the economy has tanked on so many levels, our business is steadily increasing. In fact, we are forecasting our best year ever in 2009.

How is that possible you may ask? The answer is very simple. When the economy experiences a major down-turn, millions of people are either laid off or experiencing wage reductions; an unprecedented number of people begin to realize that their future is not as secure as they thought and begin to seek renewed hope through starting their own Network Marketing business. Have you seen how many new companies are choosing now to launch their business, services, and platform? The number of opportunities out there is increasing everyday; and people are flocking to them in droves.

But that doesn’t begin to explain my wife and my success. We have experienced (and continue to experience) huge success due to some very basic principles that most people simply overlook. The principles are so basic in fact, that you’ve probably heard them a thousand times, but do you live them? Do you live these principles in your daily Networking or business lives?

If you’re struggling financially right now, pay close attention to what I’m going to share with you. Here are my success principles I live by.

S – Show up! This seemingly simple number one key principle is absolutely vital to your success, yet so many people don’t even show up to the training events, teleconferences, Webinars, Seminars, meetings, etc put on by their Mentors and Trainers. It’s pretty tough to be successful when you don’t even show up.

U – Understand the features and benefits of their respective product, business, or services for others. Unless you truly understand the features and benefits of whatever you’re selling (which typically means using it yourself), you’ll never be able to convey those features and benefits to your prospects. You have to “use” your own product, service, and business to be credible.

C – Consistent persistence. So many people stick their toe into their business venture, and then quit after their first “no”. Would you quit a new job when the first little thing went wrong? Of course not. So why would you even think of quitting or giving up so fast and so easy on your own success. Every successful entrepreneur I have ever met or known became successful through consistent persistence. Don’t ever quit!

C – Coaching. It is so important to find a successful person to be your coach and then be coachable. Doing it on your own is 100 times harder than following in the success footprints of someone who has already blazed the trail. Find a coach, a mentor, a trainer who has demonstrated that they are highly successful and ask them to coach you.

E – Everyone is your prospect. It’s amazing to me how many people pre-judge others and think they “know” whether someone would be interested or not and be successful or not. If there’s one thing I know, it’s that those who you think will do big things in your business typically don’t, and those who you think probably won’t make it often turn out to be your biggest superstars. Pre-judging anyone is a huge mistake.

S – Serve your existing clients, team members, and associates. Highly successful people approach their business with the heart of a servant. When you put others needs before your own, you will succeed more than you may have imagined possible. “No man can help another without helping himself.” Ralph Waldo Emerson

S – Set the example. The speed of the pack will always equal the speed of the leader. If you’re in the business of Networking with others or trying to build your own Networking business it is absolutely essential that you set the example. People will follow your example, and your results will equal your dedication.

Along with these key success principles, there are three more key words that you need to keep your eye on every day; passion, focus, and commitment. Ignorance on fire (passion) is far better than knowledge on ice. Get passionate about your product, business, or service and share your passion with others. Be committed. Tell yourself daily that quitting is simply not an option. And keep yourself focused. Don’t let yourself get distracted by the world around you. The more you focus on your goals, your daily activity, and achieving the results you are seeking, the more success you will have.

Here’s to your SUCCESS in 2009.

Lynn D. Spencer

www.lynndspencer.com

Futures by Design, LLC

405-237-3800

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