I just returned from a meeting of small business owners who are members of The Business Council of Westchester.  We were discussing best practices and the subject became networking.  I would like to share some points that appeared to be a consensus among the group. Sometimes we talk about where to network but not about how and why to network and what outcome we desire.  A networking strategy can help us widen our sphere of influence and even increase our own credibility.  It can be a lot more than to just search for a source of prospect referrals.  So here are three other reasons to network. Strategic Alliances – This type of networking involves looking for people who would have the same customers but have a different business.  In some networking groups like BNI these are called power ... 01/15/2014

Many of business owners are wondering how they can jumpstart their business using social media. The many choices make it hard to decide where to begin. To make matters worse there are many different social media experts telling them what they should do and what they should say without understanding the business. In my opinion this approach is counterintuitive. Social media is simply a new form of advertising and communication that requires a plan and strategy to be effective. To help connect business reality with the new media I recently teamed up with a social media strategist. Here is some of what we discuss. It is important to have a clear message? How do you differentiate yourself from others? What is your unique value proposition? These questions will take some thoughtful analysis.... 01/12/2014

Do you want to take your small business to the next level? Most businesses say yes but do not know what that means. First of all you need to know where your business is now. You have to have a starting point. Then you can see where you want to go. Businesses like people go through growth stages and many drop off along the way.  Some businesses may survive due to external dynamics and timing but they will become stagnant and the owner will feel like a hamster on a wheel. There is a lack of entrepreneurial leadership. Let’s take an example. There are numerous great cooks and chefs that feel that because they understand how to create a great meal that, therefore, they would be a natural to open a restaurant. They open the business and make sales. However, the owner is usually consumed with... 01/05/2014

    During the Academy Awards each year the winner thanks everyone who helped them get the award. Today is a new year.  Over the past weeks many have written about our goals and business plans for 2014.  Now it is time to take action.  But we also want to take a moment to look our accomplishments in 2013.  Knowing what worked and what didn’t work is the key to moving forward.  As the saying goes, those who forget history are doomed to repeat it. I had a number of wins this year.  One win is my new web site www.pdstrategies.net.  I have been able to increase my online audience which has resulted in almost instant name recognition for me in my area, at chambers, at networking events, and in the community.  That would not have happened had it not been for my growth through the community of... 01/01/2014

This year resolve to make real New Year's resolutions.  Many people writing on Active Rain have already presented their plans for 2014 and many have been well thought out.  However, many will make some resolutions as they toast the New Year on New Year’s Eve. Unfortunately, many of these resolutions fade very quickly because the will or resolve in the resolution is not there. After the fizz from the New Year’s Eve will the commitment remain? In many cases, the answer is no. My favorite example is at my Gym. Next week I will need to get there early to account for the increased number of people who have just signed up. But like every year, by the end of February there will be plenty of room. Why do people fail to keep New Year’s resolutions?  Perhaps they really did not want to do what th... 12/29/2013

    Wishing the Entire Active Rain Community a Merry Christmas!    Here are some of the sights of Christmas here in Armonk, NY.     Our family tree, we get a fresh one every year.  Wishing everyone peace and happiness Hickory and Tweed Ski Shop, Armonk, NY Enjoy the season       A House Christmas Display in White Plains, NY   12/25/2013

Business success obstacles will sometimes be as simple as bad habits and behaviors. In my career in the corporate world as well as in my own business I have seen great time and effort on skills and knowledge training. Skills and knowledge are important.  Have you noticed, however, that the one with the greatest skills ends up failing and ultimately quitting.  Unwillingness to change habits and behaviors is a big cause. I think it was Einstein who said that the definition of insanity is doing the same thing and expecting a different result. If you have ever taken an assessment with a coach or taken one for your job you probably saw a section on the worksheet that is titled “I will stop doing...” If you are doing things that are harmful to your business why do you keep doing them? In most... 12/22/2013

Do you know what it takes to be a great leader? When I do an introductory session on leadership I ask the group of participants to list the characteristics that they believe make a great leader. They are next asked to give some examples of great leaders and leaders that they admire.  You probably would not be surprised to learn that there is a considerable difference in the lists. Some are even opposites of each other. One person may say that a great leader is steady and predictable while another person may say that a leader is unpredictable and thinks outside of the box. One may say tough minded while another may say soft spoken. As a further example to this point I received a number of challenges from readers to my recent blog SEVEN WAYS TO TELL A BULLY FROM A LEADER. When people gave... 12/16/2013

    I have been working on my goals and plan for 2014.  I usually start by looking at what I achieved, what didn’t work, and what I will stop doing. Well, I had a number of accomplishments in 2014.  First, I had a new website built with blogging and event management.  That has performed very well according to my statistics on Google Analytics.  And Active Rain continues to give me good Google Juice. In 2014 I expanded my consulting practice into developmental coaching, received full certification, and was able to add a group of clients that I did not have before. I have ramped up my group speaking.  In particular, I have spoken before Human Resource Executives and continued guest speaking engagements at other groups such as real estate, insurance, contractors, and others. I assumed lead... 12/11/2013

Using assessment tests can help you identify whether a person is the best fit and would have greater probability of performing well in your organization.   I know that some brokers have told me it doesn't matter--that is all up to the agent.  But proper screening and selection is critical to the success of your company. This success is due to the people being passionate and focused.  Insurance companies have adminstering screen tests for years. You gather all of the critical information in your interview.  The proper use of assessment tests can validate information that you have gathered from interviewing and reference checking. Many businesses make rushed hiring decisions. Unfortunately many poor choices are made based solely on gut feeling. Many candidates can make a very positive pre... 12/07/2013

  Debbie Gartner (aka The Flooring Girl) organized the meet up for the Westchester Group at the City Limits Diner in White Plains.  This is the first time we met in the morning and judging from the size of our group it was the right move.  It was great to have some new people there. We had a great discussion of best practices including our networking groups, Google Analytics, our successful blogs, Craig’s List, referrals, Angie’s List, among other topics. In attendance were, real estate agents (Tom Santore, real estate agent, Debra Walsh, real estate agent, Joanna Cohlan, decorator, Hillary Sheperd, a fire flood and mold remediator, Debbie Gartner, the flooring girl, and finally  Grant Schneider (me) certified business leadership coach. We had a great breakfast and asked our server to s... 12/03/2013

A new book suggests that a very successful CEO, Jeff Bezos of Amazon, used bullying tactics. While that may be in dispute how many bosses take management by objectives to this level? If I had a room of people and I asked the question, "what constitutes an effective leader" I might get as many answers as people in the room. There are many traits that make a successful leader. I believe that effective leaders and managers do get results working with other people. If you are motivating your real estate agents they see the need to do the things that will make them successful.  But there is a difference between a boss and leader. Someone can appoint himself boss because he signs the paycheck or a manager is the boss because he was given that title from above. But just because someone is give... 12/01/2013

  Yesterday was black Friday and this Monday is Cyber Monday but today is a very important day for those of who love our small local businesses.   Our local hamlet of Armonk NY has had a total downtown makeover since last year. First, the local DeCicco family opened their family food market.  I love this store.  You can find anything here that you won’t find in the bigger supermarkets.   You can even stay and eat lunch upstairs.       Now just in time for the holiday season another entire row of stores have started to open.  This includes our local dry cleaner and the great Tazza Coffee Shop which is a great please to meet and have coffee.  A number of other shops will be opened in a few months.       The town already has the holiday look at night.       So today, don’t forget to visit ... 11/29/2013

Do you know why you chose to be in real estate or the business or career you are in? Does it really matter? Many of us recognize the Nike tag line “Just do it!” While I certainly believe that is great advice it is not true universally. I was recently working with a coaching client on his business development. He was struggling with his growth and was having trouble getting his team on board. He was having a hard time accomplishing the objectives that we had worked on together in his plan. These were the goals that he had established in previous sessions. After failing to complete some of the tasks we had outlined from our previous meetings over several weeks, I asked him these questions, “Why did you set these goals and if was important why have you not begun to execute on what you set ... 11/23/2013

Today, I'm at Tazza, one of my favorite coffee shops. This one is in Armonk. They recently changed something, and I was having difficulty getting online.   There was no longer the regular wifi connection, but there was a Tazza connection.  So I asked the barrista, if there was a way to get online.  She said, "Sure, the line is right over there!"  I couldn't stop laughing.  I said, "No, online...like in wifi."  She laughed and gave me the password.  Now, it's stored in my computer, so all set for now and for future trips. 11/23/2013

When people are considering major sales purchases starting a sales process with a closing question is not the best approach.  That would work in a department store where someone is shopping for shirts and ties but not in the most important purchase a person makes--real estate.  For example, if you see a couple coming into your office looking at a picture of one of your showcase houses, a question such as, “What would it take get you into that home?", would not work for a number of reasons.  But let's talk about just one of those reasons. An experienced salesperson will tell you that you shouldn’t ask a closing question until you are sure that the answer will be “Yes!” Let’s begin with a typical sales call. You start by building some rapport and trust with your prospect. This might inclu... 11/16/2013

Sometimes getting started is the hardest thing. You need to take that first step before you can run. A recent conversation that I have had with a person starting a business revealed how true that is. Has this ever happened to anyone you know?  A new real estate agent joined the local chamber of commerce. About a month later I asked how it was going. She said that she was still not ready to come to events because she needed to have all of her information. Did she need that or was something else holding her back? It turns out that she is holding back until she gets it perfect. One of my coaches has coined this habit as “Getting ready to go to work”. For example, “I still don’t have my brochures, business cards, website, or my 2 sharpened number 2 pencils”—you get the idea! They say that 8... 11/09/2013

Successful people have successful habits and unsuccessful people have unsuccessful habits.  The same is true with leadership.  What are the habits of an effective leader and why are they important?   Proper business leadership is crucial to the success of any business of any size. No company can be more successful than the effectiveness of its leaders. If the head of a company lacks positive leadership qualities, he or she will be unsuccessful at motivating and leading the staff. This will not allow the entire business to impress and lure new business to their company. That said what are those traits and habits of successful leaders. Well, that depends. Many of the traits that have been attributed to leaders are different. What works well with one leader may not work will with another. ... 11/02/2013

  It is a beautiful Fall here in Westchester County NY.  Debbie Gartner has written a nice blog about Westchester and New York State.  It is certainly much different than the same time last year.  Last year we were recovering from Hurricane Sandy.  Many of us had no power and Halloween was essentially cancelled.  What a difference a year makes.  Many more of us have generators; the electrical grid has had major upgrades in preparation but apparently no need this year. The beautiful Fall colored leaves are playing out.  People are out picking apples, going on tractor rides, and selecting pumpkins.  Here are some sights from last Sunday.   This is the Route 128 from Armonk to Mt. Kisco.  Last year it was a distaster with lines down all over.  But yesterday this great fall picture.   Happy... 10/29/2013

I spoke recently with a real estate broker who wanted to be recognized by the number of agents he had.  He did not seem to care much about whether they were the right fit and how they would impact his brand.  Many organizations make this major mistake in hiring and training because they don’t understand critical factors of performance. Many businesses spend time and effort on identifying the correct skill sets when hiring. Then, after a candidate is finally hired the business will invest in training the new employee in the skills, processes, and procedures for doing the job. In addition, the new employee will look to increase his or her skills and understanding of the business. The employee attends training on the latest systems or learns the latest sales techniques. The employee gets t... 10/26/2013