INVENTORY NEWS THEINVENTORYINSTITUTE.COM INVENTORYNEWS.INFO Volume 1 No. 2 PUBLISHER & EDITOR Michelle Ketterman LAYOUT, DESIGN, & PRODUCTION Virtual Margie, Right Brain Productions CONTRIBUTING WRITERS Patrick Martin Eva Melendez Scott Simson Alicia White

ADVERTISING SALES Michelle Ketterman 927-834-8592 Michelle@TheInventoryInstitute.com

_____________________ THE INVENTORY INSTITUTE ¥ Founder: Michelle Ketterman, The

Inventory Experts & The Home Inventory Mastery Program

¥ Advisory Board Member: Patrick Martin, Steadfast Home Inventory

¥ Advisory Board Member: Your Name, Your Business Name

¥ Advisory Board Member: Your Name, Your Business Name

_____________________ PRODUCT REVIEW COMMITTEE: ¥ Carrie Austin, Accurate Home

Inventory Specialists ¥ Michelle Ketterman, The Inventory

Experts & The Home Inventory Coach ¥ Patrick Martin, Steadfast Home

Inventory ¥ For Mac Products: Mary Borchardt,

Partners Appraisal Service ¥ For Mac Products: David Miller,

Three Rivers Home Inventory _____________________

This is an original piece of work and all writers and authors retain full rights to their original work. The editors and publishers are not responsible for unsolicited materials. No part of this publication may be reproduced without the expressed written permission of The Inventory Institute. All rights reserved. All materials listed in this magazine are subject to manufacturers change and the publisher assumes no responsibility for such changes. Compiled and designed in the United States.

WELCOME TO INVENTORY NEWS The first edition of “Inventory News” was very well received. We did not realize the number of Home Inventory Professionals (HIPs) throughout the country that had seen through the hype, fake awards, and general bad behavior in some HIP-related products. The Inventory Institute’s Advisory Board and I remain 100% committed to advancing the third-party home and business inventory profession with the utmost respect and dedication to our five pillars: Truth, Trust, Training, Tradition, and Transparency. We have received many complaints of poor selling practices, fake awards, and false credentials than we imagined. Clients deserve and demand complete confidentiality and sensitivity and it is discouraging to think that there are others selling programs and products that require ethical, sensitive, and confidential credentials in such an underhanded way. On the other hand, it is extremely encouraging that HIPs and property owners are realizing the importance of validating and verifying credentials. At this point, we choose to focus on what is good and positive in the industry and not the blatant deceptions and misleading tactics of others. However, we encourage HIPs and consumers to thoroughly research before paying for or aligning with any product or company. Be smart because once a reputation is damaged, it’s next to impossible to repair it, and although it’s easier than ever to copy, paste, and forge others word, it’s also easy to see through these shenanigans. The Inventory Institute will remain the trusted source of non-biased and trusted third-party Home Inventory information, products, and news…and we will continue to be honest and upfront about everything. Our commitment remains to the industry and HIPs. Michelle Ketterman

We are proud to spearhead yet another first for North American Home Inventory Professionals, this first of its kind and unique magazine and happily share our knowledge, information, and network with current and would-be Home Inventory Professionals. We work hard to make this a valued source of professional information and encouragement. This project compiles much information not available in one place anywhere else. We welcome competition and truly believe there is enough work for everyone, but you are expected to prepare your own work and not use our material or work and put your name to it – copying and pasting should never be a standard method of practice. We are fiercely honest and transparent in our business practices and continue to demand that others hold themselves to these same high standards – our success is in large part due to our insistence of transparency and honesty. If you are tempted to copy our work and effort, we recommend you reconsider this approach as we spend a good deal of time and energy reminding Home Inventory Professionals as well as home and business owners of the importance of original work.

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table of contents

4 2011 U.S. Small Business Conference Award Winners

5 5 Pillars of the Home Inventory Profession

6 The Inventory Institute New Members

7 Scotts Thoughts

8 What a Home Inventory Can’t Do: I know, Hard to Believe

10 How To: Overcome Stress Related Communication Breakdown

11 How to Keep Up With Your Accounting Records

12 4 Secrets To Keeping Your Goals In The New year

14 It’s Not All About Home Inventory

15 Seminars, Expos, Speakers & Presentations

18 News from The Inventory Institute

19 The Inventory Institute Product Review Committee

20 2011 Another Year of Firsts!

21 2012 Products & Services

24 Home Inventory Mastery Program

25 Featured Strategic Partner- Eva Melendez.

26 Business Networking 101

28 Getting 1000 Fans Is Easier Than You Think

30 Client Bill of Rights

31 The Ethical HIP’s Client Code of Honor

32 The WHY, WHAT, and HOW to Goal Setting

35 The HIP Book Club

Featured articles

advertisers

9 Chocolate Blues and Business Networking Festivals

12 911 iDesigns

13 Home Inventory Panel

13 Patty Farmer

16 Virtual Margie

17 My Personal Datasafe

22 PaperTrail IMS

23 Great Estates Home

24 Home Inventory Mastery Program

The U.S. Small Business Conference & EXPO is an event that travels throughout the nation bringing resources, revenue, training & development, strategic partnerships, and we quote, “Life Changing Experiences.” It is our mission to create an atmosphere of collaboration and support for each participant who attends or showcases their business. Our conference happens only ONCE in the preferred cities.

We’ll bring together expert speakers and trainers to address a variety of topics. Each conference has it’s own theme; for example in 2009 it was “Marketing, Publicity & New Media” and 2010 was “Business Communications – Strategy, Structure & Style.” The 2011 U.S. Small Business Conference & EXPO will focus on “Productivity to Profits.”

As we tour throughout the United States, many of the years previous attendees travel with us to establish new contacts, gain new business and expand their professional network of alliance partners. Each person who attends not only continues their education and business development but some land nationwide contracts or has doubled, even tripled their annual revenues.

Please join us in our efforts to bring together America’s small business and other companies. Let’s improve our nation’s economics and rally together in the fight to eliminate our country’s recession!

!"#$%&"'$())*%America’s Most Influential Business Connector

'(&"#%+,")"*%Best Business Connector in the San Francisco Bay Area

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The U.S. Small Business Conference & EXPO is an event that travels throughout the nation bringing resources, revenue, training & development, strategic partnerships, and we quote, “Life Changing Experiences.” It is our mission to create an atmosphere of collaboration and support for each participant who attends or showcases their business. Our conference happens only ONCE in the preferred cities.

We’ll bring together expert speakers and trainers to address a variety of topics. Each conference has it’s own theme; for example in 2009 it was “Marketing, Publicity & New Media” and 2010 was “Business Communications – Strategy, Structure & Style.” The 2011 U.S. Small Business Conference & EXPO will focus on “Productivity to Profits.”

As we tour throughout the United States, many of the years previous attendees travel with us to establish new contacts, gain new business and expand their professional network of alliance partners. Each person who attends not only continues their education and business development but some land nationwide contracts or has doubled, even tripled their annual revenues.

Please join us in our efforts to bring together America’s small business and other companies. Let’s improve our nation’s economics and rally together in the fight to eliminate our country’s recession!

!"#$%&"'$())*%America’s Most Influential Business Connector

'(&"#%+,")"*%Best Business Connector in the San Francisco Bay Area

-#."/%&)0%12#&*%Beyond the Call U.S. Veteran in Business

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!"#$%#&'#"(&)%&*#"+,-#&.'#&/01#02,34&/0%252)2#6%&0#*#%2&-#-7#3%8&& MASSACHUSETTS

&Markham Group&Joseph Harrington 978-77-0800 Markham-Group.com

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Three Rivers Home Inventory&David Miller 412-3358-2055 ThreeRiversInventory.com !F&8.:! &/:! G&'&#! %.33$'! 1#&'$! &! 0$/,./$!-&11.+/! 6+'!-'+2$92./0!E$//1438&/.&!-'+-$'24!+5/$'1!&0&./12!2#$!./$8.2&>.3.2.$1!+6!3.6$;!"#$4!>'./0!&!:$:.9&2.+/!2+!$2#.9&3!2#.':7-&'24!#+)$!./8$/2+'4!&/:!5$'$!&92.8$!-&'2.9.-&/21! ./! 2#$!HIJJ!B?E!K+/6$'$/9$!8.&!3.8$!8.:$+!6$$:;!"#$.'!./-,2!5&1! ./12',)$/2&3! ./! 6./&3.C./0! ./:,12'4!:+9,)$/2&2.+/;!"#$4!#&8$!-3&4$:!)&L+'!'+3$1!5.2#! "#$! ?/8$/2+'4! ?/12.2,2$! +/! 1$8$'&3!-'+L$921!&92./0!&1!$:.2+'!&/:!9+-4'.0#2$';!!

&

Membership information, application, and

requirements can be found on TII’s website at:

TheInventoryInstitute.com.&&&

Membership requirements include appropriate

insurance, application processing fee, and strict

adherence to TII’s Code of Ethics and Standards of

Professional Practice.&&&

TII members NEVER claim to be licensed Home Inventory

Professionals.&&&

Our members are Home Inventory Professionals…not Home Inventory Providers. Yes, there most definitely &

is a difference!&&

Members and committees are added regularly. &

&Several non-Institute

members advertise their credentials by implying

membership in The Inventory Institute. Always

check our website for&current and up-to-date

member listing.&

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As we draw closer to the New Year it is the time of season to begin thinking about our

upcoming resolutions.

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With the statistics telling us that most resolutions have a shelf life comparable to a raw slab of beef, it is important to set ourselves up for success from the beginning. Here are three tips for successfully setting and accomplishing your goals and resolutions.

1. You need to fall in love with your goal, and make yourself willing to take on any amount of work to accomplish it. Most people set goals based on things that they should do; “I should lose weight,” “I should spend more time with my kids,” “I should stop drinking so much…should…should…should.” The great Tony Robbins calls this “shoulding all over yourself.” What people really need to do is transform those should do’s into must do’s. People have an amazing ability to get done what they must do. Think about it, if you are a salesperson and your life depends on a sale, you are going to do anything possible to sell. When you set a goal don’t give yourself another option it has to be a must.

2. You have to absolutely know in your mind that your goal is going to happen. You do this by putting it in writing and reading it every single day. When you put your goal on paper and review it every day, you are setting up a contractual agreement with your subconscious mind you are inscribing it into your thoughts. We have all heard the old proverb “As a man thinketh in his heart, so is he.” Your subconscious mind is where your true beliefs and faith reside, it is what makes you who you are and dictates your lifestyle and surroundings and drive. When you successfully get your goal in your subconscious, you will accomplish it every time.

3. You have your goal written down organize it into manageable steps or follow a model. There is a psychological process that you go through when you a working toward a goal, and it makes it harder to succeed if you do not have some degree of success along the way that keep you motivated. Following a strategy or model sets small manageable mile markers that give you those small victories. For example if your goal is to lose fifty pounds in ten months, break your goal down month by month, or week by week so you can see some success quickly. This will keep your mind in the best psychological condition when working toward your goal.Good luck on your goals everyone, and happy holidays!

Scott SimsonBestselling Author and Speakerwww.scottandcamber.com

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By Patrick Martin of Steadfast Home Inventory

I’ve had the idea for this article for a while now, but figuring out how to formulate it wasn’t so easy. After all, who wants to write about the limitations of a service they provide for people? Well, as difficult as it may have been, I knew it was something essential to write about because knowing what something can’t do actually enhances the knowledge of what it can do. Part of my job includes educating the consumer on the importance of a Home Inventory and why having one professionally conducted is as important as owning insurance. However, I feel it’s equally important to educate consumers on what a Home Inventory isn’t. There is nothing honorable in making false claims just to get a sale.

When filing a claim, a home inventory is not a guarantee that you will be reimbursed for 100% of what was lost. Unfortunately, regardless of how detailed your Home Inventory is, there is no absolute way to know exactly how much you will be reimbursed for. Every policy is different, every disaster is unique and every insurance company has their own methods when it comes to the claims process. Extenuating circumstances love to rear their ugly heads at the least opportune moments and kick you when you’re down.

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Following a disaster, your insurance company will request that you provide for them, a list of what was destroyed within your home or office. At this point, if you planned ahead, you’ll retrieve your Home Inventory from its secure, off-site location or request a printout from your Home Inventory Professional. Some agents will hold your inventory on file at their office for retrieval ease. From there, you’ll likely be requested to show on the inventory to the adjuster, what was destroyed or missing. As a value-added assurance, your Home Inventory Professional will be able to vouch for you if a certain item on the inventory comes into question and that is a very good thing.

Your adjuster will examine the inventory and do their best to reimburse you based on what was lost based on your policy. The key phrase here is “do their best.” Having a Home Inventory already completed allows for the adjuster to reimburse you with greater ease and speed, but he/she is at the mercy of the insurance as what’s covered under your policy. You may have $8,000 worth of jewelry listed in your inventory, but if it’s not covered under your policy, the inventory’s strength is diminished. If you have proper insurance, a home inventory is a guarantee that you will be reimbursed for more than

you would be if you didn’t have one. There is absolutely no question about that. What’s important to keep in mind is that there is no exact science when dealing with insurance. Your inventory will be an immense help but it can’t add items to your policy after the fact.

Patrick J. Martin is the owner of Steadfast Home Inventory servicing New England. He is also a well-respected and knowledgeable Home Inventory Professional and Industry Advocate. Patrick is a valued member of The Inventory Institute’s Advisory Board, a member of The Inventory Institute’s Product Review Committee, and Chair of The Inventory Institute’s Security Task Force. In his spare time, Patrick is also co-host of The Inventory Institute’s weekly podcast ‘The Home Inventory Panel,’ co-author of ‘The 75 Authoritative Home Inventory Professional Lists,’ and creator of The Steadfast Home Inventory Radio Show and Podcast.

Patrick serves on the 2011-2012 Advisory Board, the 2011-2012 Product Review Committee, and is the Chair for the 2011-2012 Security Task Force

When filing a claim, a home inventory is not a guarantee that you will be reimbursed 100% of what is lost.

What a home Inventory Can’t Do:I KnoW, harD to BelIeve

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Stress can be the result of a myriad of professional and personal matters – deadlines, learning new tasks, budget issues, illness, or relationship problems to name just a few. Often times, it seems stressors are everywhere in our professional and personal lives… with no end in sight. A common casualty of stress is our communication skills. Our tone of voice, body language, and even the words we use are altered when we’re feeling stressed. Unfortunately, this can lead to additional stressful issues such as poor job performance or damaged relationships. It’s not productive to stop communicating with people, so what’s the solution? I suggest the learned behavior of mindfulness. The practice of mindfulness disengages us from the chatter in our mind and refocuses our attention on the present. In a recent article, Wellness Coach Michelle Potvin wrote, “We can use Mindfulness like a Stop Sign at a four-way stop.” Potvin goes on to say, “ …if we practice Mindfulness, we turn off our ‘auto-pilot’ and ask ourselves to be fully present in the moment and pay attention to our decisions, increasing our ability to avoid mishaps.” How can we apply mindfulness to communication during stressful times? ● Before entering into a conversation take three deep breaths, focus on the topic you wish to discuss. ● Relax your body… your facial muscles. ● Gain the attention of the person to whom you wish to speak. When someone is distracted from a task or a thought process, it can be difficult to refocus immediately. Assist your listener in this transition by beginning your conversation with an introduction similar to the following examples: “I’d like to show you this technique that works for me.” “Is now a good time for us to discuss my conversation with ______?” “I have questions about this report you prepared.” ● Maintain eye contact. ● Modulate your voice to a tone of friendliness and respect. In times of stress, our speech may become hurried or precise in an exaggerated manner that’s perceived as condescension. ● Allow for listener interaction and respond accordingly. This seems simple, but during stressful times we can easily become caught up in the whirlwind of our emotions and our communication skills begin to falter in the midst of conversation. Utilization of these techniques will help you be a better communicator as they also assist you in the recognition of a listener that is distracted or doesn’t fully understand the information you’re sharing. Unless you’re communicating emergency information, most every conversation can be delayed a bit or revisited at a later time so as to ensure complete focus and clear communication.

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Stress will, from time to time, be a part of our lives. The learned practice of mindfulness will help us manage that stress thus avoiding communication pitfalls that leave us wondering, “Don’t people listen to me?” Dale Little Speaker | Business Strategist | Consultant Dale Little’s straight-forward, actionable strategies for small business success provide audiences and clients with cost-effective plans that generate bigger profits. Since 2007, Dale has worked with countless business owners and entrepreneurs throughout the United States developing plans and programs for marketing, communication, customer service, image and branding, profitability, and employee motivation. Through her website, blog, Facebook company page, and BlogTalkRadio show, Dale provides audiences and clients with “Business Strategies that Work!” Dale’s speaking style is interactive and audiences remain engaged as she shares techniques and strategies that can be utilized in any business immediately.

Business Strategist & Speaker, Dale Little Business Strategies for Small Business & Entrepreneurs - Presentations tailored to your audience. Programs customized for your business. (703) 899-6183

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Written by Misty Gilbert of .MedicalAccountSolutions.com.

None of us like paperwork and because of that, receipts get stashed in all kinds of places. Your pockets, the car, your purse, your briefcase, your day planner, and some even get tossed away. If you put processes in place, you can avoid many of the headaches at tax time by keeping track of your receipts and other required documents regularly and systematically. This requires you to be organized and to have a filing system in place that works for you. If you do this throughout the year, you will save yourself an enormous amount of time. It is pertinent to have good record-keeping. Keeping track of various transactions you made during the year will benefit you in more ways than one!Records help you document the deductions you’ve claimed on your return. You’ll need this documentation should the IRS select your return for examination. Normally, tax records should be kept for three – seven years (see an article written by the IRS here http://www.irs.gov/businesses/small/article/0,,id=98513,00.html), but some documents - such as records relating to a home purchase or sale, stock transactions, IRA, and business or rental property need to be kept longer. In most cases, the IRS does not require you to keep records in any special manner. Generally speaking, however, you should keep any and all documents that may have an impact on your federal tax return:

Bills•

Credit card and other receipts•

Invoices•

Mileage logs•

Canceled, imaged, or substitute checks or any other proof of payment•

Any other records to support deductions or credits you claim on your return•

It is never too late to stop and put processes in place, so that you have efficient and effective good record-keeping throughout the year. This saves you time and effort at tax time when organizing and completing your return and you won’t be stressed out because you have everything you need right when you need it!

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4 Secrets To Keeping Your Goals In The New Year

Written by: Eva MelendezStatistics show that over 90% of people that set goals for the new year will give up on those goals within the first two weeks of the year. Here are some research and experience based secrets to keeping your goals for the coming year.

Secret #1 Set Realistic Goals There is nothing more disheartening than setting a goal that you don’t really believe you can accomplish. Don’t get me wrong you should aim high but we all have this little voice in our head that says “See I told you that there was no way you could do that” and one way to silence it is to have small successes. The more you succeed the braver you get at setting those goals and believing that you will accomplish them.

Secret#2: Be Consistent

They say it takes 21 days to make something a habit. If you have laid out the specific actions it will take to accomplish your goals then make sure that you make a habit of doing these things…consistently. It is even better if you can do them daily and schedule a time to do them so that you know at exactly what time every day you should be doing the tasks that will make you successful.

Secret #3 Write and Read Your Goals

Most of you probably know the importance of writing down your goals but did you know that reading them daily will greatly increase your chances of succeeding in accomplishing them. Make a habit of reading them first thing in the morning and right before the end of your workday.

Secret #4 Just Do It!

Goals are great but if you don’t put action behind those goals you are certain to fail. Remember that you may not see results immediately but consistently taking action towards those goals will yield results.

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I wish I could say that it comes naturally and that I’ve always been talented managing several companies, a home, and a fam-ily…but alas that would simply just not be true. Now that you know the truth, let me share a few of my secrets for time man-agement:

1. We don’t work in a hospital, and no one’s life is on the line, so remain calm and never hesitate to take a step back. Mistakes and oversight happens when we panic and rush. Every time I start to feel that ‘Go! Go! Go!’ feeling (which can be very often), I force myself to stop, count to ten, and breathe, breathe, breathe. This may sound silly, but this is critical and it re-ally works to get a fresh perspec-tive!

2. You cannot do everything…it doesn’t matter who you are – you just can’t! Delegate and outsource everything possible. If you are like me, there is no way you are going to outsource your Home Inventory client information, but what about the non-sensitive/non-confidential tasks like web-site, promotions, blogging, etc.? If you aren’t comfortable sending portions of your HIP work out, consider hiring someone to do non-HIP work that will free up

other time. I have a yardman and someone to dust, vacuum, and clean the bathrooms once a week – with those two people, I ‘found’ an additional 4 hours every week! That’s 16-20 hours every month; basically a part time job!

3. Take a day off every week. This has been exceptionally difficult for me lately because I’m a recent empty nester, I LOVE my work, and working never seems like work. But at the request of ‘Mr. Wonderful,’ I have started tak-ing one day every week off; it was painful at first, but has become somewhat of a treat for me. As hard as it is believe, every Sunday, I put my phone on silent (with kids out of state, I won’t turn it off all the way) and make a conscious effort to not check email or turn on my PC. I use that time to relax, watch a movie or two, catch up on my reading, and in general charge my battery. It has been so success-ful, we have decided to take one day per month to completely ‘un-plug’ from all forms of electronic communication. (I will keep you posted on the outcome.)

4.Turn off the news and dump the naysayers. A few years ago, I read about the negative effects of non-stop news coverage on the sub-conscious and decided to test it for

As founder and administrator of The Inventory Institute, as well as CEO of The Inventory Experts, and HIP Coach and Trainer, I have a full schedule and tons on my plate. Many people ask me how I manage to juggle so much.

It’s Not All About Home Inventory Written by: Michelle Ketterman

myself. After years of having ca-ble news as constant background noise, I was amazed at the almost instant change when I turned off the news and tuned in to every-thing and everyone I was listen-ing to. I learned very quickly to avoid anything and anyone that is not positive and encouraging. This does not mean that I live in a bubble, watch cartoons, and play hopscotch all day, but I absolutely sensor anything and anyone that is given my focus. That especially includes everyone in my inner circle and I highly recommend that you do the same for your in-ner circle. Life is too short and we have way too much to do to al-low ourselves to be sidetracked by negative people or sources.

5. Have a hobby. It’s so impor-tant that we have something that allows us to focus on something non-work related. I like to gar-den, paint, and work on crafts. I am also passionate about writing and Toastmasters. I truly believe that having non-work related pas-sions helps keep the passion alive in my Home Inventory work.

In today’s electronic, plugged in, and on-line world, we all have many irons in the fire and far too many plates in the air. By making these five small steps part of my daily life, I remain focused with a fully charged battery. These are the things that help me stay on top of my busy schedule, but I’d love to hear yours. Please email me at Michelle@ProveItsYours.com to share your focus-generat-ing and battery-charging tips and techniques.

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CURRENTLY IN THE PRODUCT REVIEW PROCESS

Q: How can HIPs beneÞt from strategic partnerships? !A: You are working smarter not harder when you make relationship building thru strategic partnerships a priority in your business. Instead of trying to meet hundreds of people and getting them to understand what you do and how you are the best at it, you make 5-10 really good relationships with strategic partners and let them bring you clients.!

Q: What do you see as the biggest hurdle HIPs experience in today's market? How do you recommend they over come them? !A: I think there are still many people who are not aware that HIPs even exist in their town. So your challenge is to make yourself known in your community. I think one way to do this is by getting really involved in community events. Sponsor events and let people know who you are.!

Q: What is the #1 thing HIPs should look for in strong strategic partners? !A: I look for people with the same values I have. Honesty and integrity are very important to me and I look for strategic partners that have a proven record of honesty and a great sense of integrity.!

Q: How can a HIP measure if their partnership is effective? !A: You and your strategic partners should each be getting close to the same amount, (dollar wise/proÞt wise), in business from each other. Evaluate this by actually tracking where you are getting business from.!

Q: How has working with HIPs helped you? !A: I like being able to tell my clients about great services available to them in our community. I become known as a valued advisor when I can introduce them to someone who helps them in something outside my industry. Working with a local HIP has helped me be able to recommend someone I can trust. I also get leads from my local HIP so it works for both of us.!

Q: What is your passion? !A: Helping small businesses is my passion.!

Q: Where do you Þnd your best leads? !A: I get to know a lot of business people by attending local events and these often lead to referrals for business both for myself and for my strategic partners. My strategic partners love it when I send them business because I went to an event that they could not attend...its a win-win situation.!

Q: What is the best money you have spent on your business this year? !A: Local chamber of commerce membership was my best investment this year.!

FEAT

URED!

STRA

TEGI

C!PA

RTNE

R!

Eva Melendez of Capital !Protection Insurance Services!CapitalProtectionInsurance.com!Eva@CapitalProtectionInsurance.com!

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Q: How can HIPs beneÞt from strategic partnerships? !A: You are working smarter not harder when you make relationship building thru strategic partnerships a priority in your business. Instead of trying to meet hundreds of people and getting them to understand what you do and how you are the best at it, you make 5-10 really good relationships with strategic partners and let them bring you clients.!

Q: What do you see as the biggest hurdle HIPs experience in today's market? How do you recommend they over come them? !A: I think there are still many people who are not aware that HIPs even exist in their town. So your challenge is to make yourself known in your community. I think one way to do this is by getting really involved in community events. Sponsor events and let people know who you are.!

Q: What is the #1 thing HIPs should look for in strong strategic partners? !A: I look for people with the same values I have. Honesty and integrity are very important to me and I look for strategic partners that have a proven record of honesty and a great sense of integrity.!

Q: How can a HIP measure if their partnership is effective? !A: You and your strategic partners should each be getting close to the same amount, (dollar wise/proÞt wise), in business from each other. Evaluate this by actually tracking where you are getting business from.!

Q: How has working with HIPs helped you? !A: I like being able to tell my clients about great services available to them in our community. I become known as a valued advisor when I can introduce them to someone who helps them in something outside my industry. Working with a local HIP has helped me be able to recommend someone I can trust. I also get leads from my local HIP so it works for both of us.!

Q: What is your passion? !A: Helping small businesses is my passion.!

Q: Where do you Þnd your best leads? !A: I get to know a lot of business people by attending local events and these often lead to referrals for business both for myself and for my strategic partners. My strategic partners love it when I send them business because I went to an event that they could not attend...its a win-win situation.!

Q: What is the best money you have spent on your business this year? !A: Local chamber of commerce membership was my best investment this year.!

FEAT

URED!

STRA

TEGI

C!PA

RTNE

R!Eva Melendez of Capital !Protection Insurance Services!CapitalProtectionInsurance.com!Eva@CapitalProtectionInsurance.com!

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Business Networking 101

Best Business is Personal Business A Little Courtesy Goes A Long Way...

Key to Success is not WHAT you know, it’s not WHO you know, it’s WHO KNOWS YOU!

Greeting Hello! Welcome! How may I help you? NOT What do you do, are you a member? Keep it short, sweet, simple, and memorable Offer Who would you like to meet here? Let’s collaborate, leverage, and network You never know who they may be connected to... Response You had me at Hello, let’s connect! Exchange business cards, introduce your clients to others and grow each other’s networks and ROI Benefits Networking + Hospitality + Sharing = Success Follow up! A phone call sooner than later... and you may have a new client and/or friend!

Bottom line - Networking is simply the process of showing manners and common courtesy. If you can approach a total stranger with a smile, and ask politely, ‘How are you doing?’, you will be half-ways to becoming a networking expert! Then you could show some more courtesy and genuine interest, and ask ‘How may I help you?’ Listen to the other person, then share with him or her who you are and what you do. Everything else is simply details! (continue reading to learn more) Quite simply, networking is key to growing your business. Background: Unlike so-called experts in networking who write books and present workshops, yet meet few people at a large networking event, I am a true expert in networking. Bragging aside, I currently send a weekly e-newsletter to over 18,000 business owners and professionals (rev 11/30/11), of whom most I have met personally. We also host monthly business / technology networking expos and mixers where

hundreds of people congregate. Unlike many networking events hosted by organizations that draw the same 90-95% crowds, we draw 30-40% newcomers, always! Organizing networking events for us is relatively easy (we make a few phone calls and make things happen). Getting people to attend, especially strangers, is EXTREMELY difficult! Please do not feel bad if you may have felt out of place, uncomfortable, or unsuccessful at a networking event you may have attended. I learned many years ago during my engineering days an important quote from manufacturing that is very applicable to many facets of life “Do not blame the people, blame the process”. We have proven the way people are greeted at the door sets the tone, feng-shui, vibe, and ambiance, for ANY event, especially business networking mixers. The environment, to a large extent, will dictate how successful you may be at networking at a particular event. The rest is completely up to you! Pay attention how you are greeted at the next event you attend. Were you welcomed courteously and warmly, or were you treated like cattle (sign here, pay there...)? When you host a private party at your home, are you a courteous host or do you treat people like strangers? Do you think people will tend to be more approachable when they are treated with respect and the ambiance is friendly and warm? It amazes me how people forget basic manners and courtesy at ‘business’ events. A little courtesy goes a long way, and this could result in larger attendances, more clients, and eventually larger profits! Following are some networking tips. Enjoy! Best Business is Personal Business... Just be yourself, unless you have an ugly personality... People like to do business with others they like and feel comfortable with. Regardless of how great your product or service is, if others don’t like YOU, your chances of eventually making a sale are slim. Remember the Golden Rule - Treat others like you would like to be treated. Give and you shall receive. A little courtesy goes a long way...

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Smile and think positively Attitude is everything! At any type of event, especially networking mixers, wear a smile, think positive, and the Law of Attraction will work for you. A special networking tip - act as if you are hosting the event, even if you are not. When you meet someone, say ‘Welcome, how are you doing?’ Then follow up with ‘How may I help you?’ People will remember you as an approachable, helpful, and hospitable person. Let them speak, and then share with them, briefly, what you do and how you could possibly help them. Know your goal Be clear about what you want from each event and interaction. Some may suggest to set metrics (if that works for you) such as meeting a certain number of people and collecting so many business cards. I suggest just doing your best and you just may exceed your expectations, without the stress. Focus on quality, not quantity. You are much better connecting with one potential client than meeting many people who may never do business with you. Most networking events may last two to four hours. Do the math - you might not have enough time to approach everyone, much less connect with them. Set a goal to be brief with your elevator pitch, and treat the event as you would treat your own business. You are there to make initial connections to help grow your business, NOT to make the sale! Acknowledge people you already know (you could always connect with them afterwards) and focus on meeting new people! You may not get a chance to meet that special person or potential client again. Know your audience Adjust your approach in different environments. Some event are more casual than others. Some events draw a different class or echelon of people. People will tend to act, dress, and speak differently in different situations. Dress appropriately for the occasion. Keep the language appropriate too (swearing and foul language, regardless of how comfortable you may be) is simply inappropriate. Follow your intuition - you would be surprised how often you will meet the ‘right’ persons when you ‘open’ yourself to meeting new people. Remember - Perception is reality. You only have one chance to make a (good) first impression. Treat everyone with courtesy and respect, regardless of their social position. You never know who they may represent or who they may be connected with. For example, often I have met people at events who only want to speak with C-level executives and will ‘blow-off’ a receptionist, who happens to be the gatekeeper for a powerful and influential CEO. NEVER upset the gatekeepers and the connectors!! Connectors are the true networkers, those who know everyone and everyone knows them. You would be surprised how few degrees of separation some of us are from the most influential and wealthiest people in the world! Different events draw different crowds such as: network marketers, entrepreneurs, salespeople, technical, industry-specific, management, investor / VC, C-level, political, philanthropic, etc. The solo entrepreneur or college kid you meet today could be the founder of a company like Facebook or Google tomorrow. Remember: Networking is not an event, it is a process in which you never know which contact will take you to your goal. Obviously, you want to address and show a different type of respect to influential persons such as government officials and C-level executives. Their time is usually very limited and they tend to deal with big picture concepts and relationships, not details. They are very careful who they associate with and how they interact with others. They tend to have much more to lose. The typical sales pitch will most probably turn them off. Sometimes it may take years and lots of networking before they give you the time of day. Patience is a virtue, and it will pay off eventually, always! About Cesar: Cesar Plata, named as San Francisco’s Most Influencial Business Connector by the US Small Business Conference is best known for participating in business networking, benefits, charity and community events. His passion is helping others (especially entrepreneurs). Having fun. Traveling, hiking, eating, watching movies, dancing salsa, etc. Contact Cesar at www.EveryCircle.com

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I’ve recently become a fan of quitting.Despite the age-old adage that says, “quitters never win,” I’ve found tremendous value in throwing in the towel. I’ve learned that sometimes, the best thing to do is not persevere, but give up. In so doing, I found my voice and my first 1000 fans.

Photo credit: Sreejith K (Creative Commons)

Quitting my blog and starting over was the best thing I could have done for my writing career. It wasn’t easy, but it was right.Last December, I reluctantly dropped a blog to which I had been contributing for nearly five years. Late one night, I was frustrated and started all over.This blog is the result of that one, frustrated decision.

How I grew to 1000 subscribers in 6 months

I was scared and unsure of myself. It had taken me years to build a small, but steady tribe of regular readers.Part of me was excited to start something new, and part of me was not looking forward to all the work it was going to take.But something weird happened. Six months later, my blog’s daily traffic quadrupled that of my old blog (which was about 250 visitors a day). Since then, it’s continued to grow.

Getting 1000 FansIs Easier Than You Think

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How did it happen? Well, I hate to disappoint you, but…

It wasn’t an accidentFrom Day One, I was intentional about how I built my blog. Although the rapid growth has exceeded my expectations, I’m not altogether surprised.

In other words, it wasn’t magic. I did the work; I saw the results.And, if you want, you can probably grow your blog in the same way.But you will have to hustle.

It’s your turnEarning your first thousand fans (or your next thousand) isn’t easy, but it doesn’t take a ton of time, either.

It just takes work.For me, it took an hour or so a day. So I got up a little early, stayed up a little late. I focused, stayed the course, and saw the pay-off.I also stopped worrying about being heard and paid more attention to the needs of others. In doing so, I learned a valuable lesson:It’s not about waiting for your audience to care about what you have to say; it’s about earning the permission to say it.Too many of us writers and creatives think we’re entitled to a fan base. We want people to read (or listen to or watch) our work for the sheer brilliance of it.

But it doesn’t work like that.If “content is king,” he’s a fat, lazy despot in need of a PR campaign.What matters is relationship. What matters is trust. You either have it, or you don’t. And once you do, there’s no limit to what you can accomplish.

I’m nobody specialI’m humbled by how my blog has grown so quickly. But my story is nothing remarkable. There are plenty of bloggers who have gotten a lot bigger in a fraction of the time it took me.

And there are those who haven’t.The difference, I believe, is work. (And maybe a little luck.)What I’ve learned from this process is that if you do the work, you (eventually) see the results.Some of us may have to work harder than others, but the principle is the same: Those who do the (right kind of) work, win. And those who don’t, don’t (unless your last name is Hilton or Trump).So, I hope you do the work. I hope you grow faster than I did — because you worked harder.And I hope struggle a little, so you stay humble.Today, the choice is yours: Get to work, or wait.And if you wait to be picked, well… good luck with that.

Jeff Goins & Goins Writer is a favorite blog of The Inventory Institute. We recommend you subscribe to their feed for tips and help writing.

*Photo credit: Sreejith K (Creative Commons)

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Written by: Alicia White

Whew! Just thinking about all the stuff I have to do for the next year makes me exhausted and I haven’t even started yet! So it’s time to kick off those shoes, grab your favorite beverage and really reflect. But before you begin writing down that long list of goals I’d like for you to consider a new approach.

We have all at some point in our lives listed our goals for the New Year. We’ve assigned completion dates and frequency, etc. But do you know “why” you are setting these goals in the first place? Sure. It’s easy to answer “to be successful.” (I don’t say “to make money;” I’ve learned not everyone measures success by the amount of money they make.) So in order to be successful, one should really consider what this involves and WHY we do the things we do for our business.

After years of creating my long list of goals and “to dos,” I saw a pattern of spending more time on goals that did not bring the success I felt I should have achieved that year. I was busy all the time. I felt I was productive. I learned new things and met new people. But I didn’t spend enough time and money on the goals that were put in place to help me achieve a certain level of success. So, I developed a process that makes a little more sense to me. Using my past business experiences of trials and triumphs, I determined three business goal strategies:

1. goals that will bring me guaranteed success

2. goals that will introduce me to a new audience

3. goals that will keep me on top of my game

Think about it. Why are we completing these goals? If you do not know specifically why you are breaking your neck to meet your own deadlines, then you are wasting time and money. Let’s say you

list networking as a goal. You may have even gone as far as to list frequency and a budget. But why are you networking? It doesn’t necessarily bring you guaranteed success. And it probably isn’t time well spent to help you keep on top of your game. Networking fits right at home with the strategy of being introduced to a new audience. And if you have defined this as one of your strategies, then you know specifically “why” one of your goals should be networking.

With my process, you will determine the why, what and how. The “why” is an area of your business in which you want to achieve success. Think “Why am I setting these goals? To what benefit is there?” Determine this first. You could have three, or six, or one. It’s your business. Determine WHY you are doing what you are doing.

Next, the “what” are specific key activities that produce positive results for the “why.” What idea or action works to get to the “why?” Write down as many ideas and thoughts as you can. Some may think of these as goals, but they aren’t. These are activities or plans that are key and vital to your business’ success. Think: “What activities do I do that make me successful?”

Finally, the “how.” The “hows” are your specific goals that you define to support the activities of the “what” that leads you to success. Now you can create your list of goals. Be specific and keep referring to the “why” you are setting these goals. Allow me to share my goal setting with you. The first bullet is the WHY, second bullet WHAT and third bullet HOW, aka my goals.

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Ahh! 2012! A new year brings a fresh start and new beginnings. Time to try new ideas. Hit the market harder. Set new goals. Revamp your current strategy.

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The

WH

Y, W

HA

T a

nd H

OW

to

Goa

l Set

ting

1) Goals that will bring me guaranteed success:

a) Repeat business

l Send thank you notes

l Write and email newsletter

b) Web site traffic

l Redesign site

l Hire SEO consultant

c) Speaking

l One engagement every 2 months

2) Goals that will introduce me to a new audience:

a) Networking

l Attend 3 events monthly

b) Strategic partners

l One-on-one twice a month

l Twelve cold calls every six months

c) Referrals

l Send incentives to past clients twice a year

3) Goals that will keep me on top of my game

a) Software upgrades

l Adobe in September

l Pantone books in September

b) Online tutorials

l One per month on CSS, HTML or other web coding

l One per month on Photoshop, InDesign or other layout program

c) Trade associations

l Attend monthly meeting

lFees due in July

This process takes a little thinking on your part. It’s real easy to sit back with your pen and paper or laptop and pound out your goals list. Using this process gives you a full understanding as to WHY you want to accomplish these goals. For example, I have been in business long enough to know that repeat business (WHAT) is an activity in business that brings me success. Because of this fact, it makes sense that I should spend the majority of my time creating goals (HOW) to support this activity; thus helping me to achieve guaranteed success (WHY).

After I assign the goals, I determine details such as the frequency, length, audience, etc. I prioritize these goals to insure I achieve the strategies I set forth. At the end of this process, I have established my New Year goals and have a full understanding as to why I am spending time on these goals.

So how do you being the process? Again, grab your favorite beverage and your preferred note taking device-voice recorder, pen and paper. I actually use a dry erase board to create my list of strategies, activities and goals. Think specifically about what it is you wish to achieve in business. Write down your strategies (WHY). Use mine to get a jump start if needed. Then begin listing activities (WHAT) that will help you achieve your strategy. Then specify your goals (HOW). Write down absolutely everything that comes into your mind no matter how silly or out of reach it may be. Always be thinking: HOW will you achieve the WHAT to get to the WHY?

One of my goals in 2011 was to send marketing kits to prospects-a goal to support my “Get New Clients” strategy. I envisioned printing impressive foil stamped boxes that held useful tools to get my message across. Unfortunately, my pocket book didn’t support this so I changed my goal mid-year and sent budget friendly DVDs instead. Whatever you have in mind, write it down. You may find a creative work around that helps you achieve your goals.

Now that you have specified your goals and can clearly see WHY you are considering these goals, you can focus on prioritizing which is most important. You will also want to determine how much time you should allot to the strategy that brings you the most success. It was a little disappointing for me to learn that all the time I spent on networking in 2011

yielded little result. For me in 2012, I will continue to network but spend more time and energy on reconnecting with my past clients and work on referral incentives. I’ve had success with those goals before so it makes sense to repeat what works.

As you build your list, you will find things that you do every year and you should include those goals. List goals that have worked for you or others in the past. Write down goals that you really want to try. Again, every thought should be written down. Once you have outlined your goals, add information such as frequency, duration, estimated budget and estimated time for each goal. This will help you determine where to spend your time and money in the next year.

Did you have a project in 2011 that you did not complete? Well, add this to your list. It’s okay. Just because you didn’t have time or your priorities changed doesn’t mean the project isn’t a viable one. I added a goal mid-year that I did not complete due to priorities. In September, I had planned to advertise a new service, calendar printing. Well, note cards and photography print publishing got in the way so now I am adding that goal to my 2012 goals. And WHY am I doing this? Because these goals will introduce me to a new audience. See what I did there?

What goals did you set last year that you would like to do again? Perhaps you sent an email blast to your clients and this has proved to be very beneficial. Write this down under the appropriate strategy. You may find that this goal is listed multiple times under all of your strategies depending on audience and purpose. Add other known goals to your list, such as networking, open house events, training courses, software upgrades, etc. Every year, I purchase software upgrades in September. Knowing when I will complete this particular goal allows me to plan my budget accordingly.

So this year take time to really think about WHY you have listed these goals. Once you determine this you will have the building blocks and steps needed to decide which goals will bring you the most success. Have a happy, healthy and successful 2012!

Alicia White is recognized as an expert in graphic design and printing. She is president of the multimedia company 911 iMedia.com, Inc. and founder of subsidiaries 911 iDesigns and 911 iPublishing.

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http://www.theinventoryinstitute.com