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EVENTS
Jo Smith Associates Attract Perfect ClientsPortland OR September 9, 2008 josmithassociates.com1.888.200.5449 Registration Closed- - - - - - - - - City Club of Portland Friday ForumsThe Governor Hotel Resume Fall Schedule September 5, 2008 www.pdxcityclub.org- - - - - - - - - IMC-Oregon Predicting Value: How the 8 Personality Types Affect Your Engagement's SuccessJerry Vieira, QMP Grp Mult. Athletic Club September 16, 2008 www.imc-oregon.org |
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Attract and Retain Perfect Clients
Tuesday,
September 9th
Portland OR
8:30 a.m. - 5:00 p.m.
Space is limited.
Our Price: $895
Register online
Registration Closed
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 Favorite Books
The Dream Manager by Matthew Kelly was recommended to me by an attorney friend and it's a great read. Admittedly, I'm biased, because Kelly espouses my (proven) theories about management by coaching. In this fast and simple book Kelly describes a fictional company that excels by hiring a "dream manager" to help employees achieve their personal goals in order to improve retention. I recommend it.
Currently, I'm reading The Way We'll Be, The Zogby Report on The Transformation of The American Dream, by John Zogby. Zogby is a nationally-renowned pollster who has a highly positive view of the changes being introduced by the first global generation.
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 Management by Coaching
How to Increase Effectiveness, Satisfaction and Profitability*
"There is only one way...to get anyone to do anything. And that is by making the other person want to do it," Dale Carnegie wrote more than seventy years ago in his still popular How to Win Friends & Influence People. When you can powerfully align your employees' desires and capabilities with your firm's needs and opportunities, magic happens and productivity, satisfaction and profits rise dramatically.
"Coaching," says Daniel Goleman, bestselling author of Primal Leadership, "connects what a person wants with the organization's goals" and is second only to "Visionary" in his six identified leadership styles. One of your greatest opportunities to achieve extraordinary management performance is to understand what each of your employees wants in that inner place that drives them to excel regardless of time clocks, performance appraisals or year-end bonuses. Coaching is a fundamental method for accomplishing that goal, so what is coaching and how can you manage by coaching?
Fundamentally, coaching is helping people identify and achieve their goals. A manager using coaching techniques helps employees achieve professional and sometimes personal goals that are consistent with the needs of the organization. The manager as coach uses a variety of attributes and techniques, questioning and listening among the most powerful, to help employees strive for their personal best.
Here are seven tips to help you use coaching in your management role:
- Care. You must genuinely care about your employees and their personal success to be a great coach.
- Welcome. Have an open-door policy whenever possible, welcoming employees' questions, ideas, concerns and candid conversations to supplement regularly scheduled one-on-one meetings.
- Observe. Pay attention to what each of your employees does well and acknowledge them for those skills and behaviors. Don't wait until it's time for their performance review.
- Question. Ask about their work as it relates to them. What do they like most about their work? What do they want to learn? Where do they want to achieve?
- Listen. Remain quiet and resist the urge to offer solutions or advice too quickly. Give them time to discover their own solutions and, when appropriate, allow them to make their own mistakes.
- Support. Provide training, encouragement and assignments that appropriately challenge their abilities. Hold them accountable to their commitments and help them learn from their mistakes.
- Celebrate. Everyone benefits from good coaching, including the coach - perhaps especially the coach.
If you would like to learn more about how you and others in your firm can add coaching skills to your management toolbox, go to josmithassociates.com or contact us directly at 503.234.5044.
*Excerpted in part from Management by Coaching by Jo Smith, published in Legal Management News, Fall, 2007. You can find the complete article at josmithassociates.com.
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Double Your Listening,
Double Your Sales
One of the best ways to increase your sales is in the seemingly simple practice of attentive listening.
If you've had any sales training or read any sales books, you know that good questions are imperative to sales success. And you might know that the types and quality of effective questions change as sales become larger. But did your trainer or author drive home the importance of active listening after you've asked a thought-provoking question? Too often we ask a question, wait a moment and begin to talk. Or worse, we let our prospective client begin to answer, and then we jump in with a hasty solution. Don't be afraid of silence when a prospect pauses after you've asked a challenging question. The best information often follows a thoughtful pause. Wait until your prospect begins to speak, even if the pause feels awkward. Then, listen, listen, listen! It can't be stressed too much. You'll understand the nature of your prospect's concerns better and be able to recommend a wiser solution. As an added bonus, human nature is such that the more you listen, the more brilliant you will become in the eyes of your prospect.
For coaching help with your sales communications skills contact us at josmithassociates.com .
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Attract Perfect Clients Register now for this one-day, fast-track seminar designed exclusively for busy professionals like yourself.
Create a personal marketing plan that works for YOU, because it's based on your own strengths, goals, passions and personality.
The total cost is $895 and includes a PREP Personal Strengths Profile that identifies your personal strengths, communication style and problem-solving preference.
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Coaching for Success
Coaching is the perfect way to commit to the success of your new fall initiatives. We can help you exponentially increase the success of your initiatives by providing guidance and accountability. If you don't have new fall initiatives, we can help you strategize and implement plans to achieve your goals for continued success. You can learn more at josmithassociates.com or contact me directly.
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Attract Perfect Clients -- don't forget to sign up!
Sincerely,
Jo Smith
Jo Smith Associates
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