As a movie maven and a business coach I enjoyed it thoroughly.

As far as cinematic reviews I will leave you to the voices you enjoy most, but here are a few application points from a business coach perspective.

-Believe in the dream and the process.

-When you don’t have the resources, think differently, it will always open doors.

-When the plan is not getting short term results, focus back on the plan.

-When the plan starts working, it is important that you don’t care who gets the credit.

-Know the “Why” behind the plan

-If your business or life plan is to follow the herd, you are destined to get the pre-determined result that the herd has destined for you.

-When you start to succeed (and succeed you will) count what is important to you and when someone tries to by your vision and plan, focus on what is most important  in your life before you sell your character, your morals and your values for temporal gain.

For more in-depth analysis, or to have Brian speak to your staff, you can contact him at Success1813@gmail.com

Singlepreneurship is defined by those hearty individuals who, with a dream in their heart, go it alone in the business landscape.

Singlepreneurs often hold a day job as they build their ideal world and their ideal business.  Most of these individuals have dedicated themselves to becoming experts in a field while building a fortune for someone else.  Their service level is second to none.

The benefit of dealing with singlepreneurs is that there is not a hierarchy that you need to go through to get the best deal.  You are speaking to the owner.  Singlepreneurs are often working from virtual offices or even their homes.  Because of the lack of overhead they will often give you a much better deal than a brick and mortar organization.

Singlepreneurs will present a focused vision for what they can do for your organization and will show a flexibility that often times other more cumbersome organizations cannot.

The limits of singlepreneurs is found in their availability.  They are experts, but as one-man-bands, or the start-up nature of their business, reaching them can be stress inducing, especially if they are currently on the full-time payroll of another organization.

Overall the value they currently bring and the growth to the U.S. economy will be the fuel in the engine of our countries future.

Never underestimate the man with a dream or the woman with a vision, for in their hearts is a determination that has left those content with the status quo far behind.

In responding to my companion, I was able to break down what I do into four definable steps that have led to a track record of success.

The four steps are

1) Rapport

2) Fact Finding

3) Solution Presentation

4) The Close

Having learned patience the hard way, I offer what wisdom I have gained.  Don’t rush the process.  Work the process.

Step One: Rapport Building

For the cold calling sales person this can be the most frustrating activity.  This is the drop in, scheduled or unscheduled, where you spend 2-5 minutes with the business owner or decision maker.  The goal of this meeting is to put a face with a name with a voice.  In this meeting the goal of the prospector is to share a value process statement to grab the attention of the prospect and gain a second meeting to have a further discussion.  The only close on this appointment is setting the next appointment for when you will have enough time to find out what their true needs are.

The value of the rapport builder is this, it gives the prospect a sense of who they are dealing with.  People try to do business as much as possible with those that they know, like and trust.  This meeting is to set your credibility in the eyes of the prospect and find out if there is a future need, and if they are truly the person that you need to be speaking to.

As soon as you get back to your office, be sure to send a hand written thank you note to the person you met with.  Do this no matter what, even if they are not the decision maker or if they have no need, you have made a positive contact and a source of future referrals.

Step Two: The Fact Finding Appointment

The key for this appointment for the sales rep is to ask open-ended questions, listen intently and take copious notes.

As a salesman myself, it is tough to resist the temptation to start sharing ideas and solutions right away.  If you have ideas, write them in the margins of your note pad by the notes you have taken on what the prospect has said on a certain subject.

Depending on the depth of the sale or the size of the prospect, you may need more than one fact-finding meeting.  Often times a second meeting can be used to crystallize the objectives of the prospect.  This second meeting lets the prospect know you were really listening as well as assures you that the solution you are looking to present is set to meet their needs and move them from prospect to client.

The third step is the Solution.

This is where all of your product knowledge and customer service savvy comes into play.  Your prospect is already mostly sold on you as a rep at this point.  They like you, they have trusted you enough to share their needs as it relates to your products and services.  As you make your presentation to them remember to use as much of the information they gave you as well as their direct verbage in your presentation.  This lets the prospect know that this is a solution just for them and will help them take ownership of the implementation process.

As you present your solution remember to clarify often.  This builds a feeling of confidence in the prospect that they have a full understanding of the solution.  When you present the solution it should be as detailed as possible, and in your presentation of it you need to display your understanding of the details.  The more detailed and the more buy in from the prospect you garner during the solution, the easier the close.

Do not be too put off if after your presentation the prospect asks for some time to review the proposed solution.  The more in-depth the solution, the more likely this will be.  Before wrapping up your meeting ask them specifically which parts they need to review and if there was anything else that they need to see in your solution that they need to see.  Often times you have covered these points and may just need to restate them so there is clarity.  If it is highly technical and the prospect states they need to run it by person X, person Y and person Z, Offer to set a meeting where the technical reviewers can be present as well.  (Technical can refer to IT, Engineering, Accounting or Legal).

Then set your closing meeting.  It is not at all inappropriate for you to have contracts at your solution presentation and pursue entering a provider /client relationship at that time.

Never leave a prospect without first setting your next meeting, in this case it could be a solution follow up or your close.  If you are able to close at the solution meeting, then it is the follow up to the install.

The Close

There are several thousand blogs about closing.  If you are not closing at the appointment where you present the solution, I would advise to go back over the key points, the product, the value and their pain with their current circumstances, then confidently ask for the order.

If you need more help on closing, I would advise read some of the techniques listed in other blogs, write scripts that apply to your product or service and practice them over and over.  Ask the top producers in your office how they close, ask them if you can accompany them on a close, take notes, and practice, practice, practice.

The place to practice your closes is in front of a mirror or colleagues, never in front of a prospect.

As a sales rep, you are responsible for being completely prepared when you show up for any appointment with a prospect.

Brian J. Rogers

In plotting our course for success, we never go it alone. Success does not happen in a vacuum, and there is no such thing as a self made man. Listed below are the starting 5 of your own personal success basketball team; They are the 5 whos of success.

1) Who do you need to make your plan for success happen?
This is a vertical relationship. It is a mentoring relationship where you are the humble student and someone else is the master. Even though you may be branching off into a new and undiscovered field, there are people who have gone before that can mentor you in a variety of ways. The principles of business, though significantly altered in the last twenty years, at the core are still the same. Leadership, customer service, marketing and the list goes on.

This person will also be a good sounding board for ideas. I am fortunate in that my father fills such a role for me. I used to call him my “swiss cheese maker”. I would present ideas to him and he would poke them full of holes. It made me smarter and more analytical in my planning, as well as a better presenter. I will admit, I hated these sessions as I felt my ideas were being attacked; however, he was making sure my idea boat would float and not fall apart at the first sign of trouble.

Some people are tempted to say a financial angel. Capital is important to all businesses. There are a variety of sources for obtaining funds. Unless your banker or VC is also going to be an objective mentor, I would not put them in my starting five.

2) Who do you want working by your side?
This is a collaborative relationship. This person is your peer. They bring gifting and tools to the table that are necessary enhancements to your sphere of competence. They are the details to your dream, or maybe they are the sales rep for your ingenuity.

This can sometimes be done through strategic alliances on a project basis. I have a few friends in particular that I can call on for event planning and detail work on projects. They fill in the gaps. They look out for me and I for them.

3) Who do you want in your cheering section?
This is a community relationship. These people are essential for making the dream happen. They champion your cause. Your immediate family is the first people you need in this category. If you are married, have kids, or just have a significant other; they need to be on board. They are the ones who hear about the dream, the vision, and the goal
from the time it is just a seed freshly planted in the fertile soil of your mind.

Next are your mentors and peers. There are also your network contacts, real and virtual. If you want to find out who is in your cheering section, start a fan page for your dream on FaceBook and see who signs up. Your cheering section is bigger than you thought, and it includes people you never would have thought would be part of it.

4) Who are you going to raise up with you?
This also is a vertical relationship. This is a person (or people) that you are going to mentor in your business. They will become disciples of your process and product. They will buy into your vision for success and make it their own.

This is crucial in developing strength in the core of your dream, as well as a legacy for it. Your protégé will eventually fill key roles as your dream grows. They will take over management functions and allow you to plot and plan for the future.

There is one caveat with this. Someday they may move on and be a competitor; and that is a good thing. It means that you have created a market that you cannot fulfill on your own. This is also where integrity comes in. Your protégé will pick up all habits good and bad. How you run your business will be reflected in their lives. Your integrity will be mirrored back to you in their business practices. So train them well.

5) Who are you going to champion outside your business?
This is a community relationship. You will be a cheerleader for someone else. The key hear is that you have no vested stake in their business other than the personal relationship you have with the owner. You will promote their business within your network; you will be a friend and encourager to them. You may even end up being a coach or mentor to them.

The main idea here is key. That you give without looking for return. You will be sowing into the life of another’s dream. If you cannot pursue success and be selfless in your generosity, your success will be hollow.

Whether it was flying ships, bicycles, cars, careers; the nature of the dreams of our soul is freedom. Yet as we have aged, that dream of freedom has gone from sailing on the surface of our life vision to slowly sinking away from our ready sight. We can often remember it fondly, but too often our remembrance is a requiem for our ideal self. We raise our glass in a toast to better days and better dreams, hence we return to the drudgery of a dreamless world. Our life goggles are smudged by the smog of doubt cast upon our dreams by those consumed by fear at the thought of trying, at the fear of failing, or worse yet at the fear of success; and somewhat enabled by our unwillingness to dare.

The visions and dreams for your future are a special gift. Your stewardship of those dreams is an awesome responsibility. No one else will nurture your dreams. That is a self borne requirement. There will be those that come along side and champion your dreams, that are fans of what you are attempting, but you are the sole keeper of your dream.

The trumpet is sounding; the clarion call is going forth. It is time to stir those dreams. In these times of economic uncertainty, regaining a grip on the vision you once had will give you a sense of peace and purpose while others are falling apart.

The other morning I was dropping my 14 year old son off at that zoo where he volunteers. He stated: “I am getting to do something that I have dreamed of doing since I was 2.” He is a blessed person to be able to grasp and begin to live his dream.

You can too. Awaken your dreams.

Here is some practical application.
-Find a quiet place where you will not be disturbed.
-On a piece of paper write down all of the things that you can remember ever dreaming to do or become. Some of these may be dreams gone by due to age and time. At 42 I can no longer become a middle linebacker in the NFL, no matter how hard I train. However, there are dreams that are still attainable. Some dreams are of wealth and power, yet now they seem less important than dreams of family and peace. Still write them all down.
-Next, find five of the dreams that you can pursue and begin to make a plan to pursue them.
-Make a time line, set a goal.
-Share your dreams with those around you, share your goals and your plans. The people in our lives that we care about most will be most directly affected by our success in the working towards and obtaining of our dreams.

Caution: Beware of wet blankets!!!!
These are people who can smother dreams with “pragmatism”. Sometimes you cannot ignore them, you have to endure them. Keep your eye on the prize and gently and lovingly encourage them in their dreams.

We do not live in a vacuum and we do not dream in a vacuum. Everything that affects us affects those around us. As we become the dream we strive for we change. As we change so does the nature of our relationships. There are friends who may fall by the wayside, but new ones come along. As you become a more positive person because you are pursuing your dream, your family will become more positive.

As you begin pursuing your dream, seek out others that have pursued their dreams, they can be great champions and cheerleaders for you. When you see someone who is beginning their pursuit of a life dream, become a champion of their dream.

Today, find that seed that is a dream that has lain dormant for some time. Plant it in the fertile soil of a willing mind and a passionate heart. Water it and nurture it by setting forth a plan to achieve it. Expand it by sharing your dream with others and what was once a dormant seed will soon become a crop of success.

Set your course for your dreams and boldly proclaim as Jack Sparrow does at the end of the movie: “Now bring me that horizon!”

I will save the once believed for another post.

As we consider our dream, there is one question what price are we willing to pay to see it come to fruition?  Maybe a more importantly, what price are we unwilling to pay?

If we truly mean for our dreams to become reality, we need to plot the course.  Not just talk about what a dream is, but take steps to make it a reality.  In doing so, there will be some sacrifice.  How do I know this?  If there were no sacrifice required to achieve your dreams, you would have already achieved them and be living in a state of perpetual self actualization.

In considering the cost of our dreams, in considering the sacrifice required, one must take a deep look at all that surrounds them, and imagine what they can live without.  Included in my purview of my life is my family.  I am not willing to sacrifice them.  Dreams take time, effort and energy.  How do I balance this?  I need to keep my family involved in my dream.  I need them to be emotional cheerleaders and champions for the cause.  The do not have to fully buy into the dream, but they do need to be a part of it.

As a seminar speaker, they do tire of it sometimes, hearing of what I am working on all the time, but they are part of the dream.  I have brought my two teenagers on board to work at my seminars and to do my PowerPoint presentations.  My wife and younger son have stood by my side.

Family is non-negotiable for me.  Other relationships have gone by the wayside.  All part of the price of success.

Success is not free or easy.  It does require constant work.  It requires constant investment in yourself as well.  If you are not willing to put in the cerebral time of learning from those that have gone before, then the seed will go dormant.  As you talk of your dream, if you do not work towards it, you will become known as a dreamer instead of a success.

The price you pay may be high, but how much is your future worth?  The average person is living to be nearly 80 years old.  How much life do you want in your years?  Success is not defining  what you have in your later years, it is marked my the legacy that you leave.

Mother Theresa having taken a vow of poverty died nearly penniless (despite winning the Nobel Peace Prize), yet her legacy cannot be touched.  From the darkest hole in Calcutta she changed the world.  She raised awareness of poverty, she motivated people to be more charitable and do good works.  It cost her a lifetime.  At the finish line she could look back and tell you it was all worth it.

One secret in calculating the price of success, it’s not about you.  The dream and passion may be yours; however the legacy and definition of success lies in the lives that you have affected and changed.

I encourage you to reap the fruits of your labors, houses, cars and trinkets are all well and good as long as they are not the definitions of who you are.  In the end, houses deteriorate, cars break down, and trinkets get passed on or thrown away.

Today think about your dream of success, think of what you are willing to pay and document it.  Now, begin to pay the price everyday and become the success that you dream of; the success you desire to be!

Most people in business understand the hard side of business: the product, the service, the cash flow, the profit. More and more I see people missing the soft side of business; the people that they have to deal with in order to make the hard side of business work.

As I am launching a new venture, I went bank shopping. First stop was the bank that bought my mortgage when I re-financed my house. (I won’t mention any names so I don’t get sued). This is not my personal bank. A couple months after I started paying them for my house, I had a $28 check from a local municipality that I wanted to cash when I went in to pay my mortgage. I had just given them $1500 for my house payment. When I asked them to cash this check, they told me since I did not have an account with them, there would be a $3.00 charge. I was slightly taken aback at this. A manager came over and reiterated their policy, then asked me if I wanted to open an account with them. I advised that they would never get my business due to that attitude.

For the past year they have been begging me for my business every time I go in to make a mortgage payment. I thought I would see what they had to offer in business banking when I started my new venture. The branch manager (who is new and an outsider to the company) sent me over to their business services person. When I sat down I advised them of my reluctance to try them out. I advised them of the $28 check situation. Instead of offering a mea culpa (as all the tellers have since), the business services rep went into a dissertation on how the bank company was trying to protect itself and its profits.

WRONG ANSWER!!!!

I advised the person that I was offended when it originally happened, and was now doubly offended at their answer. I then walked out of the bank.

What they did not get is that I was looking for a bank that was concerned about MY money and MY business, and that as a financial services company, they were there to meet MY needs and not vice-versa.

Services exist for the people that they serve, not the other way around.

Bank #2 was where I do my personal banking. I enjoy all of the tellers there and love the ladies in the fishbowls. Only person I do not care for is the branch manager, early on I had an issue with the bank and he was less than helpful.

When I went in to do a business inquiry, my favorite customer service manager was working the counter as they were short handed, so she passed me off to another person. That was all well and good. When I told him I was inquiring about business services, the first thing he did was escort me to the branch manager’s office. At that point I advised that I would look elsewhere for business banking. The young man asked me if I was serious as I was heading for the door. I told him that I was completely serious.

The bank I ended up using was one that I had previously had some investments with because they had the best rate. When I walked in, they remembered my name, remembered that the checking account I had opened tied to the investment account was jointly in mine and my daughter’s name. They asked how she was doing, why she had not been in recently and where she was planning on going to college in the fall.

Mind you, I have not been in this branch for over 6 months. They have the soft side of the business down pat. They earned my business without even trying. The fact that business services and merchant services is all under one roof is a huge bonus, but was far from the selling point.

In banking the way that they teach tellers to spot a counterfeit is to become so familiar with the real thing that a counterfeit stands out to sight and touch immediately.

If you are going to succeed in the soft side of business, you cannot just attend a seminar or read a book. You have to genuinely care about people and make it a way of life, not just a way of business.