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I was conducting a mentoring workshop for a new client last week and the question came up, “What about having those tough conversations?” The president of the association was raising a concern that many of us have. How do you approach a sensitive and potentially challenging conversation with someone you are mentoring? Of course, it doesn’t matter if you’re in a mentoring role or not, the answer is the same. The core currency in any relationship, whether it’s a mentoring relationship, a relationship with a colleague or a personal relationship, is trust. If you’ve established a relationship based on trust, giving (and receiving) difficult feedback is going to be easier. So if you build relationships based on trust, you will be in a better position to...

Matt, a loan originator from Farm Credit of the Virginias, recently shared the following with me: 2008  126.11% Finished higher than goal set by FCV 2009  215.78% Finished higher than goal set by FCV 2010  190.38% Finished higher than goal set by FCV 2011    95.64% Finished higher than goal set by FCV Since completing the Mastering Sales Magnetism Program and going through quarterly sales training for the past four years, Matt has exceeded his annual sales goal by 157% on average. It’s an even more impressive feat given the fact that each year his manager has increased Matt’s sales goals. So what makes Matt a loan superstar? According to Matt, “Since joining your Sales Magnetism class my production numbers have been off the charts!...

Want results year after year? Meet Matt, a loan originator from Farm Credit of the Virginias (FCV). He recently shared his sales results with me: 2008 – Finished 126.11% higher than goal set by FCV. 2009 – Finished 215.78% higher than goal set by FCV. 2010 – Finished 190.38% higher than goal set by FCV. 2011 – Finished 95.64% higher than goal set by FCV. Since completing the Mastering Sales Magnetism Program and going through quarterly sales training for the past four years, Matt has exceeded his annual sales goal by 157% on average. It’s an even more impressive feat given the fact that each year his manager has increased Matt’s sales goals. So what makes Matt a loan superstar? According to Matt, “Since joining...

If you want to accomplish more without working longer hours, you have to increase your productivity. It’s that simple. Here are four easy steps you can implement immediately: 1. Set clear goals and objectives in writing. That’s right; you need to get your goals in writing. Commit to determining exactly what needs to get done and by when. Make sure your goals are ones that will have a meaningful impact on your results. Don’t waste your time and energy on low-priority goals. 2. Develop a detailed action plan. Once your goals are written, you will need to break them down into specific action steps or tasks. Be thorough in your planning and then transfer your action steps into your daily planning tool; whether that be a PDA, planner, computer or other time...

Whether you’re part of the management team or just starting your career with Farm Credit, your life will change when you do. Granted, you have a track record of success or you wouldn’t be where you are today. But are you all that you can be? In The Dip, Seth Godin makes the argument that most organizations and most people settle for some level of mediocrity. In other words, they settle for being “good enough.” Let’s face it, to be at the top requires more time and effort. It requires more focus and dedication. It requires discipline and constant innovation. That’s why most are willing to follow the leaders instead of being one. But it is without a doubt a choice that you make. Even if it’s a “default” choice of...

I read in the paper today about a local company that was closing it’s doors after 95 years. An institution of sorts that wasn’t able to keep up with the changing times. The reality is that no matter whether your organization is 5 years old or 95 years old, relying on what got you to where you are is not going to get you to where you want to be.  To make lasting change in your organization, avoid these common pitfalls: 1. Status Quo Mentality – A cautious management team or “stuck” employees will undermine your results. Make sure that all executives (and employees) face reality and agree on the ground rules for moving forward. Address disengaged team members early (and directly) so that negativity, apathy or out-right sabotage can be...