Tis the season! It thought you might enjoy our timely story from December 2004. Click here.

While our families will be celebrating Christmas we hope you can celebrate in your own way, based on your persuasion. Merry Christmas for those of you that do.

We would like to share a little Alan Weiss insight from his e-zine Balancing Act®.

Tis the season techniques for balance

- Use some humor with gifts. Tis the season to be JOLLY, right?
- If you're in doubt about whether to send someone a card, send it.
- Most people enjoy a brief personalized sentiment, but none of us is really interested in reading nine pages about your family's accomplishments over the past year.
- How about a gift to humanity for the holidays? Perhaps a contribution to a philanthropy, or volunteered time in a worthy cause?
- Resolutions are usually senseless, but here are three that might make a difference: get regular medical checkups; establish or maintain a physical fitness regimen; vote in every election.
- God invented gift certificates to avoid arguments about color and size.
- Exertion is exponentially multiplied in snow and cold. Hire someone to shovel and plow, and/or buy environmentally-friendly de-icers. Don't hurt yourself (or worse) moving precipitation. (For those of you in warmer climates, don't swing the golf club too violently.)
- It's proper to send "thank you" notes for gifts, but it's not proper to sit around expecting them.
- Make a resolution to give up one thing that's driving you crazy, whether it's a civic obligation, social gathering, work demand, or family matter.
- Would it really be so awful to leave a couple of cookies and a glass of milk by the fireplace or window? I mean, the old boy may be all that we have.

 

 Road Improvements  

 
“The Odd Couple Insights”
By Mark Matteson

Kevin and I attended The Odd Couple Seminar in Lost Wages, NV last weekend. I broke even at the change machine. Alan Weiss and Patricia Fripp are as different as Felix Unger and Oscar Madison were in the 1960’s. Yet the aggregate value was worth 100 time what we invested (adding the airfare, hotel, meals, George Carlin, Penn & Teller shows). They both operate six & seven figure practices from their homes with NO employees. 58 people attended. They come from all walks of life at all levels of experience in consulting, speaking & writing and from all over the world. The value of networking and idea exchange was worth the money invested all by itself. The ideas below represent a fraction of what I heard, not necessarily what was said. Here is a taste of the learning.

Patricia is the consummate professional speaker. She is English and came to this country as a hairdresser. She is one of the finest speakers and coaches you will ever meet. She is poised, confident, prepared, smart, focused, and impeccably dressed. Her posture and use of hand gestures is like watching a world class dancer. You can almost understand her meaning from just that. We share the same publisher in Charlie "Tremendous" Jones. Her books are rich in content.

• She is a student of entertainment. So much so she bought a house in Las Vegas. She referenced seeing Cher, Elton John, Tom Jones 30-years ago and now. Their genius as entertainers lies in how they make each show fresh, new and rich singing songs from the 1960’s.
• You are in charge of your marketing. The internet makes it easy for us to compete.
• Make it easy for your prospects to find you.
• Make decisions for 5-years from now. Go back and revisit decisions you made in the past. Re-invent yourself. 2/3 of her current income comes from things she did not offer five years ago!
• Maximize your value to a client by offering to do other things while you are there: Introduce other speakers, MC an event, sell raffle tickets, do book Signings, moderate a panel, survey the audience before and after.
• Tell your client’s stories for credibility. 3rd person examples are powerful and give you credibility.
• She asks three powerful strategic questions:

1. WHO are you?
2. WHAT do you do?
3. WHAT do people say about you? (they are looking for the result THEY want)

• Become an industry expert & network like crazy 24/7/365. Ask for referrals after a successful engagement.
• Sell by doing. Demonstrate your competency at every opportunity.

Patricia is in the room preparing at 0630.

Alan on the other hand prepares in the elevator or during the cab ride. Alan goes to Q&A faster than anyone I have ever heard. He is the author of 21 books (mostly on Organizational Development, Consulting & Speaking) I read "Million Dollar Consulting" back in 1993. I first began listening to Alan’s tapes in 1995. 10 years later I am shocked at how much information he has stolen from me since then (Not really. It's amazing how much I have assimilated from him without realizing it!) His well is deep. He is fast on his feet with a quick wit, self-effacing first person stories that make a specific business point.

His form is similar to a great improv master. He acknowledges the "Genius of Yes AND" vs. the "Tyranny of OR." He acknowledges and heightens what he hears with the audience in a relaxed manner. His use of pauses is world class. The principle of "Yes, and..." is key - accepting that whatever is said, whatever happens is a gift - it's supposed to happen and then building on it. "Yes, and..." allows you to keep going no matter what happens because you never stop accepting what has just happened and taking it to the next level. Using "OR" changes the focus away from the other person and on to yourself. Much in the same way some people take focus by saying something like, "That's nothing, you should hear what happened to me".

• He asks great questions to his prospects. To Senior Leadership (and the Economic Buyer) he begins with:

1. What Three things are you most proud of this last year?
2. What keeps you up at night?
3. If you had a magic wand and could change one thing, what would it be? Why?
4. How would know the result you seek if you tripped over it?
5. Why did they buy from me?
6. Why did they have me back?

• The client's check is as good as a signature (better in some ways).
• Focus on results not tasks (improve close ratios, lower turnover).
• People want to hear your experiences, not your knowledge.
• Raise your fees when one the following things changes:

1. You release a new book
2. You get interviewed on TV or Radio
3. You build a New Web Site
4. An e-book is published and released
5. You begin writing for a magazine

• Your fee should be the last thing discussed only after value is established with the economic buyer.
• When someone asks what you do, you need to be able to tell them in one sentence in an elevator.
• Become an object of interest to your clients.
• You are here to dispense common business sense.
• The focus is always on the audience and the buyer.
• There are three ways we can do this....
• Embrace "Gravity Marketing" That means: write articles, speak, write books, ask for referrals, they are the 'Coinage in my Realm' (you want the client to say "How Can We Use Mark? Not Should we?"
• Focus on the 4th Sale 1st. What can I impart to earn business down the road? How can I create an annuity? He frequently says: "Let's agree...."
• Learn to abandon old thinking and embrace new approaches, processes and ideas. Get out of your comfort zone.

Kevin and I will definitely go back next year and drag some friends with us.

For more information, go their web sites. www.fripp.com and www.summitconsulting.com You will be glad you did!

 

 So that's where that came from!

New this month is a different form of education. Did you ever wonder where those sayings like "Over the Hill" came from? No - well then how about "Out of the woods". Clear of danger or difficulty. Originally from Frances Burney who wrote in her diary and letters, 1792: "Mr. Windham says we are not yet out of the wood, though we can see the path through it."

 One for the road

This months best read is one by Patricia Fripp. "Make It So You Don't Have To Fake It" is Patricia's no-nonsense book about getting ahead and achieving personal success.

You'll find it here: click here

 

  Watch "The Road" Buddy!

Matteson Avenue is changing and growing. We have a new site search tool on the Site Map page to help you better find resources.

If you haven't "heard" the Girl Scout Cookie Story click here

The E-zines are now subtitled.

This month we added even more humor.

Books make great gifts - Check out the updated Reading List

Looking for something for Dad? - Freedom From Fear Forever has a great message

 

 The Boulevard

This months site is a great resource for many reasons and Dan Holohan is just plain good people. Here's a great article from his site. Check out his site if you haven't already at www.heatinghelp.com Better not go there right now. You'll need at least 1/2 an hour to satisfy your curiosity.

 

 The Wire's Conduit

This months Wire tip is actually a bunch of tips. A few tips for your web site. These will help you get higher rankings. Go to your web site (if you don't have a web site go here). Right click anywhere there isn't an image with your mouse and select "view source". Look for three items: <TITLE> , <meta name="keywords"....> and <meta name="description"..>.

<TITLE> will display a "title" or short message on the "browsers" upper left edge or status line.
<meta name="keywords"....> Keywords are the important words. Most search engines will use these words to validate your site.

Read the rest of the story here...

I rate this a 10 on the value scale (1-10 - 10 being best)
I rate this a 2 on the complexity scale ( 1-10 - 10 being hardest)
(If you get someone else to do it for you)

Questions? email Kevin at kevin@mattesonavenue.com Have a web site? Need a web site? Need an update? Need an E-zine? Ask about our package plans.

 

 End Construction  

Thank You again for your valuable time. We appreciate you!

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