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CMI Blog

the latest from cmi speaker managment

We're Hiring - Data Entry Clerk Opportunity

By cmiadmin | Mar 31, 2017 | Comments Off

Our Company

cmi speaker management is a global leader in the meetings industry.  We represent an international roster of carefully selected authors who positively impact millions of people through their keynote speeches, books and thought leadership.

Our founder, Karen Harris, is known worldwide for her high level of integrity in all her business dealings. She has worked tirelessly to advance ethical business practices in our industry by sitting on the Board of Governors of the International Association of Speakers Bureaus for the past 7 years and is the current Past President.

Celebrating 15 years in business, cmi is expanding its roster of clients and looking for an exceptional team player. This opportunity is perfect for someone who wants to make a difference, in a high integrity environment with a fun, vibrant family-oriented team.

cmi is located in the desirable deep south (Midnapore), away from the expense of downtown Calgary yet close to shopping and restaurants.  

If you would like to work for an entrepreneur who deeply cares about changing the world - be part of a team that feels like your second family – and rub shoulders with 'near celebrities' – we want to see your resume.

Job Description

We are looking for a Data Entry Assistant whose role will be:

  • Data Entry and Admin support for Sales and Events teams
  • Manage and maintain large database
  • Answer phones
  • Willing to take on any and all tasks

Required Experience:

  • Data Entry experience (3-5 years) in a sales and/or high traffic environment
  • Database experience (3-5 years) especially with a CRM like Salesforce
  • Customer Service experience in an office environment
  • Some experience in Calendar Management will be an asset

Required Skillset

  • Proven ability to work with accuracy and efficiency in a high energy environment
  • Experience in handling and completing multiple tasks with multiple interruptions
  • Demonstrated time-management skills, experienced in setting priorities and meeting tight timelines
  • Experience with working under minimal supervision
  • Knowledge of and/or experience in the speaking, event planning or meetings industry will be an asset
  • Able to prioritize tasks from multiple executives

Essential Technology:

  • Experience with a CRM software such as Salesforce, ACT or Goldmine
  • Advanced capability with the Microsoft Office suite of programs, with a high accuracy rating
  • You are experienced with social media, particularly Twitter, Facebook, LinkedIn and YouTube
  • You are experienced with Dropbox and the Cloud
  • You are proficient with internet research
  • You are proficient in a Mac environment
  • You are an advanced user of Google Mail & Calendars
  • Typing speed of at least 50 wpm

Desired Competencies:

  • Nurturing and compassionate with a little bit of silly
  • Speaks truthfully and does the right thing
  • Attentive to detail to the point of being anal especially while under pressure
  • Focused on key priorities and delivers on their promises
  • Solves problems easily and independently
  • Researches solutions independently
  • Strong communication skills both written and verbal
  • Cooperative and collaborative team player
  • Enthusiastic and passionate with a can-do attitude
  • Works hard, and if necessary, long hours during peak times to get the job done
  • Flexible and adaptable coping well with complexity and change
  • Calm under pressure maintaining a high level of performance
  • Assertive by taking a loving and firm stand when necessary

Please send your resume to events@cmispeakers.com

A Promise to Self: The One - Jason Hewlett

By cmiadmin | Mar 29, 2017 | Comments Off

Tonight a beautiful woman approached me and said, “I’ll never forget the time I heard you speak, it was life-changing.”

I thanked her and asked when she’d heard me speak.

“It was at Canyon Crest Elementary School when I was in 6th Grade”.

I scratched the gray in my beard, grabbed my cane, and hobbled away.

To feel old is one thing. To realize you are is another.

Yet few compliments make me more grateful than this one. Proves the message was lasting and impacting.

Glad I went to that school and spoke to those kids, probably for free! What promises have you kept that once in a while you’re reminded really have made all the difference?

More from Jason!

How Does A Person Become Legendary? - Ty Bennett

By cmiadmin | Mar 29, 2017 | Comments Off

I have thought a lot about the word legendary. How would you describe it?

When I think about legendary people – they come from all walks of life; they lead families, countries, businesses, movements & religions.

They leave their mark. They are legendary.

So I developed a set of 5 questions that I am asking myself & I want to invite you to ask yourself if you want to live legendary lives.

  1. Are you focused on being important or focused on doing important work?
  2. Are you focused on how much you make or are you focused on how much impact you make?
  3. Are you worried about fitting in or focused on standing out?
  4. Are you seeking popularity or are you seeking mastery?
  5. Do you concern yourself with being served or with serving others?

More from Ty Bennett!

Leaders Help People Be Accountable - Sam Silverstein

By cmiadmin | Mar 28, 2017 | Comments Off

Watch the latest from Sam Silverstein!


Learn more about Sam.

Wildlife, freedom and the secret joys of idleness - Mike Walsh

By cmiadmin | Mar 28, 2017 | Comments Off

Bradly Trevor Greive is an extraordinary person. He has written 25 books, which have sold over 30 million copies in 115 different countries, several of which have appeared in the New York Times bestseller list, including his classic title, ‘The Blue Day Book’. But that is only a small part of a resume that reads more like the bio of the world’s most interesting man. A certified Cosmonaut, a former Paratrooper Platoon Commander in the Australian Army, a Polynesian Rock-Lifting Champion, and a survivor of 17 surgeries to date - comedian John Cleese once described his life as ‘one long suicide attempt’. Meeting up in LA, we spoke on the importance of conservation in his work, why Bertrand Russell’s essay in praise of idleness is so important in the 21st century, and the challenges of surviving Hollywood.wild

GDA Podcast with Yossi Ghinsberg

By cmiadmin | Mar 23, 2017 | Comments Off

Listen to the podcast here!

Algorithms, human-centered design and the future of work - Mike Walsh

By cmiadmin | Mar 21, 2017 | Comments Off

I caught up with Ross Dawson, a fellow futurist and an Australian native, on a recent trip back home to Bondi Beach. Ross is the author of four books including the Amazon.com bestseller ‘Developing Knowledge-Based Client Relationships’, and the acclaimed book Living Networks, which foresaw the social networking revolution. Over the famously strong, and excellent Sydney coffee we riffed on some areas of common interest, in particular the impact of AI on the future of decision-making and work.

More from Mike!

Building Collaborative Teams - Tim Sanders

By cmiadmin | Mar 21, 2017 | Comments Off


More from Tim!

What Super Connectors Do Differently Than Other Networkers - Tim Sanders

By cmiadmin | Mar 17, 2017 | Comments Off

Throughout your career, networking has been recommended as a staple of success. So you attend conferences, meetings and parties in order to mingle. As you travel for business, you seek out ways to network, from planes to restaurants. You overcome any introversion and find a way to talk up people you’ve just met. But my question is this: Do your networking efforts move the needle? Have you built a network of relationships that gives you superpowers in the business world?

This is something I’ve been studying since I wrote Love is the Killer App at the turn of the century. Over the course of my travels, I’ve encountered Super Connectors like Keith Ferrazzi, Rajesh Setty, Ken Rutkowski, Jill Rowley, Jack Kosakowski and the Dean Of Networking theory, Ivan Misner. We’ve compared notes and through it all, I’ve discovered what they do differently than most people.

Super Connectors seek to help, not solve their own problems. Their paradigm is that networking is the act of helping others find success by introducing them to people they should meet. Average networkers look for well connected people that can help them. That’s not networking, that’s prospecting. When your point of view is that you meet people to serve, you open more doors, make more friends and build a robust network of people who LOVE you.

Whether you are rubbing shoulders with movers and shakers daily or only get a few networking opportunities a year, the following steps will dramatically lift your networking prowess:

1. Ask the Right Questions Too often, we open up networking conversations by asking, “So what do you do?” While this is a seemingly logical question, it’s actually just a method of screening someone to see if he or she is relevant to you. We then either take our turn, talking about what we do, or ask more questions about your new contact’s company. I don’t mind asking this type of question early on in the conversation, but soon, you need to transition to exploring how you can help your new associate. Super Connectors ask: “What are you working on these days you are excited about?” or “What’s your wow project?” At this point, you will hear about dreams, opportunities and passion projects from your conversational partner…not a rote job description or corporate overview.

2. Listen for Opportunities  If you keep digging (listening) you’ll usually hear about obstacles, challenges and needs that keep the Wow Project from moving forward. Super Connectors are well known for listening more than they speak, which opens up the door to help. Screen the situation to see if you have an opportunity to help your conversational partner by making an introduction. The more you ask the right questions and seek opportunities to connect, the more likely you are to realize, “hey, I know someone that can help!”

3. Document the Opportunity  When you step away from the conversation, if you exchanged business cards (you always should), take a minute to write down on the back of your new connection’s business card their passion project headline and who you need to introduce him or her to. Bend the top right corner of the card back to flag it, so you don’t forget! When you enter the business card into your contacts program, treat the misc 1 field as the “should meet” field and populate it with the person or people your new contact should meet.

4. Execute on the Opportunity  Within just a few days, you should connect your new contact to one of your existing network-nodes. If possible, reach out to your existing contact (the potential helper) and let him or her know that you want to make an introduction. Summarize the project or challenge your contact is working on and why you think this is a win/win connection. If you can make this scale, introduce them face to face, over video chat or at least by phone. If you have to introduce them via email, make sure and include their LinkedIn profiles, along with a summary as to why you think they should connect. If you feel like this is a really good match, follow up in a few days with your potential helper to make sure he or she is planning to invest some time on this opportunity. For more, read: How To Effectively Network People Over Email.

4. Expect Nothing in Return This is by far the most important thing to understand about Super Connectors: They aren’t networking to gain. They are networking to make the world a more effective place. They assume that the good deed will be paid forward by carpe diem or better yet, influencing others to share their network as well. When you expect something in return, you are not a networker — you are a broker of relationships.

The below video is an excerpt from my keynote: Love Is the Killer App: How To Win Business and Influence Friends. To bring me to your event, visit TimSanders.com


More from Tim!

Are You Known For Customer Service? - Ty Bennett

By cmiadmin | Mar 16, 2017 | Comments Off

My favorite fast food restaurant is Chick-fil-a.  I love it!  I love the chicken, but it’s the service that always leaves me impressed.

According to QSR Magazine’s annual drive-thru report, Chick-fil-a is statistically the most polite restaurant chain out there.  According to the report, Chick-fil-A employees said “thank you” in 95.2% of all drive-thru encounters and it really pays off.  In 2015, the chain generated more revenue per restaurant than any other chain in the US.  It’s these small pleasantries that really set Chick-fil-a apart in the industry and drives higher sales.  The company invests more in its employees and they definitely see the benefit on the bottom line.

Investing more time and effort into customer service will always pay off.  It certainly keeps me, and thousands of other Chick-fil-a customers, coming back for more.  I’ve never left Chick-fil-a without feeling like a valued customer who received superior service and that goes a long way.

How is your customer service? Would people describe you as polite? A little “please” and “thank you” will go a long way.

More from Ty!

GDA Podcast Interview with Tim Sanders

By cmiadmin | Mar 15, 2017 | Comments Off

Listen to the podcast interview here!

Busting the Myth of Survival - Yossi Ghinsberg

By cmiadmin | Mar 14, 2017 | Comments Off

Watch a clip from one of Yossi's recent talks from his NEW keynote "Bringing Amazon Survival Skills to Business".


Learn more about Yossi!

Brady Forrest on talking short, manufacturing smart and the art of the hardware startup - Mike Walsh

By cmiadmin | Mar 13, 2017 | Comments Off

For as long as I’ve known him, Brady Forrest has been at the very epicenter of whatever the West Coast alpha geeks think is going to be the next big thing. I met him around 2008 when he was running the brilliant ETech conference for O’Reilly Media - which incidentally, was one of the first public tech talks that I ever gave. Since then he cofounded Ignite, a talk series which has been held thousands of times around the world - as well as Highway1, a hardware accelerator which has helped launch over 58 hardware startups.

More from Mike!

Where was your ecosystem made? - Mike Walsh

By cmiadmin | Mar 09, 2017 | Comments Off

In this curious time of trade wars, border disputes and national insecurity where something is made has become more important than how it is used. Pity the poor iPhone. Merely 'Designed in California', its actual provenance will soon be subject to greater scrutiny. But what if the most valuable part of a company is not where it makes its products, but rather the ecosystem it is a part of?

Ecosystems were originally a concept from biology, until researcher James F. Moore also applied the idea to business, describing the co-evolution of suppliers, producers and competitors within an economic community. In Moore’s view, the development of the community tends to follow a leader, who in addition to promoting a shared vision, helps participants align their investments.

The iPhone is a case in point.

A pretty device that is utterly useless without its community of content, applications and accessories - all of which have become not only a source of profits for Apple, but also an effective means for locking customers into their platform. The domestic labour component of each unit is not as interesting as the overall economic impact of the total iPhone ecosystem - a value network that will prove almost impossible to contain within national boundaries.

Google’s Android ecosystem is a different, but similarly effective, ecosystem. Unlike Apple’s proprietary operating system, Google has created an open software platform that allows global mobile device brands to innovate with their own hardware, while providing distribution for Google's digital products. Once again, a diverse range of participants drive the overall value of a converged product and services community.

A few years back, I met Sanjay Purohit, head of Infosys products, platforms and solutions at an event I was speaking at in Portugal.

Ecosystems, it turned out, were a favorite topic of conversation for him. In his view, to function effectively, a good ecosystem had to be both open and allow bi-directional engagement. He gave the example of the work Infosys was doing with P&G.

After experiencing difficulties with the myriad of distributors in markets like India, P&G worked with Infosys to create Tradeedge, a platform for linking suppliers and distributors, that now allows other brands to plug-in as well. As counterintuitive as that may be - sometimes working with competitors is exactly the kind of disruptive approach that is required to kick-start an ecosystem.

On June 12, 2014, Elon Musk announced that he was taking down the wall of Tesla patents in the lobby of their Palo Alto headquarters. He had decided to offer most of his company’s patents to his rivals - in the hope they would build on his innovations, and help the electric vehicle industry gain scale.

Tesla may sell cars today - but in the future, perhaps its most valuable asset will be the value it generates from its autonomous transportation and home energy ecosystems.

More from Mike!

Yossi Ghinsberg honoured at Shalva Children's Centre

By cmiadmin | Mar 09, 2017 | Comments Off

"Last night was so full of emotion as I received the 'spirit of hope' award at the Shalva 27th annual gala dinner. I'm indeed honoured, humbled and committed to this enlightened organization, eliminating so much suffering, bringing so much joy to people with exceptional challenges in life; special need children and their families.

I promise to work hard to deserve your trust in me." - Yossi Ghinsberg 

Learn more about Yossi!

We The People - Sam Silverstein

By cmiadmin | Mar 09, 2017 | Comments Off

“I’m the president. And I’m always responsible,” President Barack Obama said in 2012 after the attack on a U.S. Consulate in Benghazi, Libya, where four Americans were killed.

In 2010 that same leader said, “In case you were wondering, in any of your reporting, who’s responsible? I take responsibility” after the Deepwater Horizon oil spill in the Gulf.

On March 4, 1987, President Reagan addressed the American people from the Oval Office about the Iran-Contra Scandal and took responsibility for his Administration’s participation. He famously said: “Now, what should happen when you make a mistake is this: You take your knocks, you learn your lessons, and then you move on. That’s the healthiest way to deal with a problem… You know, by the time you reach my age, you’ve made plenty of mistakes. And if you’ve lived your life properly — so, you learn. You put things in perspective. You pull your energies together. You change. You go forward.”

President George W. Bush apologized to Iraqi Prime Minister Nouri al-Maliki after a U.S. soldier used a Koran for target practice. He took responsibility for the action even though it did not directly flow from his orders.

On April 21, 1961, President John F. Kennedy took responsibility for the failure of the Bay of Pigs invasion. He said, “There’s an old saying that victory has a hundred fathers and defeat is an orphan … Further statements, detailed discussions, are not to conceal responsibility because I’m the responsible officer of the Government …”

After the speech, President Kennedy’s approval ratings actually soared. Maybe there is something to be gained from, as a leader, taking responsibility and offering an apology when it is due.

And of course President Harry Truman made famous the phrase, “The buck stops here.”

So, with regards to Chief Petty Officer William “Ryan” Ownes’ death during the raid in Yemen; when current U.S. President Donal Trump said in an interview that “they” were responsible for the outcome of the mission, in reference to the military, he is not being an Accountable Leader and accepting responsibility. Rather, he is passing blame on to others and seems to be more concerned with his appearances.

This is not a political commentary. This is only about being an Accountable Leader. It’s easy to accept the accolades of successes and wins but what really rallies the followers is an Accountable Leader who is always willing to “own it”, good or bad, win or lose, success or failure. And, most of the time they pass on the praises for the wins and usually stand a bit taller when things go wrong.

The Accountable Leader has a commitment to the people they lead to the faults and failures as well as the opportunities and successes. They know that leadership is never about you the leader. It is always about the people you lead. Accountability is the highest form of leadership!

When a leader owns it the people they lead know that the leader has their back. Those people will go to great lengths to succeed because they know that even if they come up short the Accountable Leader will be there; not pointing the finger but stopping the buck. That’s Accountable Leadership and those organizations with Accountable Leaders are always the ones that stand out.

More from Sam!

Relationships are the Currency of the People Business - Ty Bennett

By cmiadmin | Mar 08, 2017 | Comments Off
Watch two excerpts from Ty Bennett's excellent keynote, Partnership is the New Leadership!



Managers Are Mentors - Jason Hewlett

By cmiadmin | Mar 08, 2017 | Comments Off

Are you a Manager, Executive, or Leader in your workplace?

If so, Congratulations!

Question: How did you get there?  

Did you do it alone?  Or did you have some help? 

In all likelihood you had a Mentor, or a few Mentors, that recognized something great in you that you didn’t see in yourself.  

They pointed out your incredible gifts, the strengths you naturally exhibited, the flair for leadership that brings someone from the bottom rung to the top, and eventually to another ladder altogether.  

And now YOU are The Mentor.  

What is your responsibility in this position?  Why were you chosen to this?  

In high school a teacher heard me singing in the hall.  She burst through the choir room door and demanded to know why I wasn’t in the choir.  

“I play basketball, I’m going to be in the NBA”, I said.  

She looked me up and down and said, “You are a SINGER!  Come into my classroom!”  

She made me audition for a choir spot I didn’t care to land.  But in that moment of ambivalence she unleashed potential I never knew I had.  Or at least I hadn’t shared and been told was extraordinary.  

I mean heck, I was just singing a silly rendition of Alvin & The Chipmunks!  She laughed as she said, “That’s not normal.  You have a gift.  What else can you do with your voice?”  

And thus began one of the great mentoring stories of my life shared on stages around the world as a way for any Mentor to reach out to a pupil whom we hear “singing in the halls” (i.e. using talents without realizing they have them) and brought me under her tutelage.  

My gratitude overflows for Mrs. Rosalind Hall.  She recognized my gift, told me I had a gift, taught me to improve and share the gift, gave me a chance to turn it into a strength, and is the reason I have a career.  

Mrs. Rosalind Hall, Life Mentor, Leader of the Choir

So let’s review: 

When was the last time you, as a Leader in your workplace, as a Manager, Executive, Leader and Mentor, did the following with someone on your Team: 

1. Recognize Gifts 

2. Publicly Acknowledge the Gift

3. Teach & Mentor to Improve the Gift 

4. Develop the Gift into a Strength

5. Gave Opportunities to Share the Strength

6. Allow Pupil to Become The Mentor in Your Place 

When we, as Leaders, do those 6 Powerful Steps, the people on our Team become our Family.  

Conversely, when we understand the principles to developing Gifts and Strengths in the Family at Work, it teaches us how to do so with the Family at Home….which gives us the chance to become The Promise Keepers and change both worlds!

How are you Mentoring and keeping The Promise to The Family at Work & Home?

More from Jason!

The Lost Art of Handwritten Notes - Ty Bennett

By cmiadmin | Mar 08, 2017 | Comments Off

A few weeks ago I was boarding a Delta flight from San Antonio, Texas to Salt Lake City, UT. I am a loyal Delta flyer and am often upgraded to first class as I was on this flight.

When I got to my seat I found a handwritten note on my seat with two chocolates. It read:

'Mr. Bennett,

Thank you for your continued business and loyalty as a Diamond Medallion with us! We truly appreciate you here in SAT!!'

Each of the first class seats had a handwritten note and some chocolate. The guy next to me was amazed at the fact that they were personalized (his talked about how he has flown over 2 million miles with Delta).

It reminded me of the power of a handwritten note. It stands out. It is meaningful. It shows that you took time. That you really care.

As technology makes communication easier and faster – I think we sometimes need to slow down and stand out, because the more high tech we become the more high touch we must become.

I have had a practice of writing and mailing (yes, with a stamp) a handwritten note every week. I am amazed at the responses I get, people are over the moon when they get a card from me in the mail. It’s impactful.

So if you want to stand out or just make someone’s day – don’t forget the lost art of handwritten notes.

Blackjack, Bias and what it takes to become a Data-Driven Leader - Mike Walsh

By cmiadmin | Mar 08, 2017 | Comments Off

A member of the infamous MIT Blackjack Team, Jeff Ma was the inspiration for the best-selling book ‘Bringing Down the House’ and the hit movie, ’21’. A successful entrepreneur and expert on analytics, he is also a pioneer in the ‘Moneyball’ movement working with professional sports teams like the San Francisco 49ers and the Portland Trail Blazers to help them make better decisions with data. After selling his latest business, tenXer to Twitter, Jeff now works there as Senior Director of Business Insights. We met up for a coffee in San Francisco to chat about what playing Blackjack can teach you about overcoming cognitive bias, the quantification of work and what it takes to be truly data-driven.

More from Mike!

Why Humans Will Always Play Better Chess, Even When We Lose - Mike Walsh

By cmiadmin | Mar 06, 2017 | Comments Off

We live in a time of exponentially improving machines. First chess, then Space Invaders, go and most recently poker - our games now seem mere taunts in a struggle for supremacy between humanity and AI. Even in losing, however, we may learn something about what makes us special.

I watched a fascinating documentary about chess prodigy Magnus Carlsen on a recent flight from Hong Kong to Stockholm. The apex of the story was the epic showdown for the World Chess Championship between Magnus and his Indian rival Viswanathan Anand, that took place in the latter’s hometown of Chennai.

We tend to think of chess as a game 'solved' by AI, and yet watching the documentary made me reconsider this, and our broader relationship as humans to many of the activities that will soon be automated and driven by algorithms.

Like the original Rocky film that set a young Stallone against a pitiless, robotic Russian opponent, Anand in both temperament and style, was the polar opposite of Magnus. Anand and his team were heavily reliant on sophisticated chess analysis computers to generate options, while Magnus favored a more intuitive, spontaneous style.

The greatest fear expressed by Magnus before the match was that he would never get the chance to shift Anand from his prepared game plan and to think for himself. Sure enough, on the first day of play, Magnus struggled to overcome the sheer weight of an opponent who was essentially playing like a machine.

Then after a day of relaxation and hanging with his family, the real genius of Magnus’ playing style emerged: fast, unpredictable and highly intuitive. He effortlessly blew past Anand’s positions and became the youngest world champion ever.

People have described Magnus as the Mozart of chess - and are amazed at the creativity and speed of his playing, as if his strategy manifests from some alternate dimension. It is easy to be superstitious about what we simply don't yet fully understand, or have forgotten in a time when we simply expect machines to be better than us.

Chess was once thought to be game that was AI-complete. In other words, we believed that once we invented a computer capable of beating a top chess player, we would have also invented a computer capable of general artificial intelligence. Unfortunately, as former Chess champion Garry Kasparov discovered exactly twenty years ago, with enough computer power and some brute force algorithms - you can beat a top human player, without actually creating a truly intelligent machine.

When I interviewed Sean Gourley, the data expert famous for modeling the mathematics of war, he told me the story of how Kasparov would go on to establish freestyle chess, a tournament that demonstrated that as smart as these new machines were - they could be beaten by a good human/computer collaboration. Kasparov's 'centaur' team strategy was essentially the tactic adopted by Anand and his team - human agency and computation, hand in hand. And yet, against Magnus, the centaurs couldn't prevail.

Even in this age of automation, AI and algorithms - it is worth remembering the lesson of Magnus Carlsen and his highly intuitive game play. When it comes to breakthrough ideas, there is still no power greater than the human brain itself: the ultimate, almost magical, deep learning and insight generating tool.

Research Pays Off - Ty Bennett

By cmiadmin | Mar 01, 2017 | Comments Off

A few weeks ago I was speaking in Omaha, Nebraska for Centris Federal Credit Union.

When I got to my hotel room there was a gift basket waiting for me from the team at Centris. It was a very nice gesture but the reason I am writing about it was because they took an extra step that most people don’t take. They had done their research and the gift basket was full of things that I personally like. (Personal note: Dr. Pepper and Licorice are the keys to my heart)

I was reminded of how much a little research pays off. Before you meet with a potential client, team member or partner – take a few minutes to research what they like, dislike, etc… It will give you insights into that person, allow you to personalize your approach and customize the conversation.

I recently had a meeting with a potential client that by checking Facebook I found out he was a basketball fanatic and that he had season tickets for a particular team. I love basketball as well and with a couple of questions I could steer the conversation towards our common interest and make a connection.

I think we are often too busy, we are racing from appointment to appointment. But if you will take a little time to do some research before your next meeting – I promise you it will pay off.

More from Ty!