How to (Credibly) Sell Something

That being the case, I’ve found that people who aren’t trained sales or marketing professionals prefer to do everything BUT address pain points.  None clearer than the billboard I saw in Clarksville, TN this week.

Now if you look at it, you’ll probably have several questions:

  • Who is Mr. Murples?
  • If he’s the baboon with the big glasses, what does he know about buying a car?
  • If he does know about buying cars, how do we know that their prices are the lowest?
  • Why is Mr. Murples so huge when the car that has the low price on it is dwarfed?

Does this billboard do anything to convince anyone they should buy at this dealership?

Now I have nothing against this dealership or Nissans for that matter. I even like baboons (but I’m not a fan of bow ties, on humans or baboons). I do have something against spending hard-earned cash on crappy advertising.

And because I do, I’d like to offer up some suggestions for the next time you’re trying to sell something (or yourself) to someone.

  1. Identify Your Potential Audience. Who are they? What do they like? How do they think? In the case of a car buyer, think about what demographic might be interested in a Nissan. Everyone loves buying at the lowest price. Do Nissan buyers like baboons with bow ties and glasses?
  2. Identify their “Pain.” In the case of car buyers, low price is certainly important but what about a buyer-friendly experience where there is no haggling over the price? We want to attract the right people to the lot. Not sure what you’d attract with a bow tie-wearing baboon.
  3. Figure Out the Best Way to Reach Them. Billboards might be great when marketing to people on the road. That may be where your buyers are. Possibly having a baboon on the billboard gets attention in a sea of other car dealer, law firms, and insurance agencies who seem to dominate the billboard methodology. But does this really work? Which leads to…
  4. Measure Your Results. I’m not sure how one would track who comes in based on seeing Mr. Murples. If the dealership actually polls potential buyers, they’d be wise to count just how many were drawn in by the ad. If Mr. Murples is driving up sales, keep him around. If not, move on and maybe try NOT using animals.

These lessons work in sales and in interviewing for jobs. Take some time this week to reexamine your sales and marketing strategy. Mr. Munro thinks it’s a great idea. You’ll have to ask Mr. Murples his opinion.

The Secret to Getting Great Critiques on Your Presentation

Lavatory sinks

This is where your presentation gets REAL critiques. Prepare for this audience and the rest is a breeze!

When I’m in town, I like to attend my local Society for Human Resource Management (SHRM) chapter meetings.  These are a great place to network and you can certainly learn from the topics that are presented.

At the end of each session, there is a little card on the table that you fill out with feedback for the speaker and the event.  Most people scribble a few notes and check the boxes and then head out the door.  I’m sure the cards are useful, but what really matters is what people say about your presentation in the bathroom shortly after.

I’m always amazed at the critiques speakers get when audience members are in the safety of the bathroom.  I hear criticism of the topic, the slides, the speakers themselves, etc.  People feel a bit more candid I guess when in this unique, sacred place.

Now you can fear this phenomenon if you’re a speaker or you can simply use it as a tool to better prepare for your next presentation.  Here are some of my suggestions:

Your Topic:  If you’re going to present, be sure to present on a topic that’s timely and relevant.  Of course you need to know your audience for this one.  Find out their experience level.  Inquire about some of the “pain” they experience.  Then deliver solutions with a “how to” theme.  Make sure they leave with tangible takeaways.  Avoid subjects that are dated (Generations in the Workplace), stereotypical and divisive (Generations in the Workplace), fads (Generations in the Workplace), or that have been beat-to-death in numerous other presentations (Generations in the Workplace) – You see a theme here don’t you?

Your Command of the Subject:  Make sure you present on a topic where you are either a recognized authority or at least a strong, proven subject matter expert.  If you can’t intelligently answer hard questions at the end of the presentation (and this is common criticism in post-presentation bathroom critiques) then find another topic to present on.

Your Visuals:  Be different and ditch PowerPoint® or minimize the amount of slides you need.  Use relevant videos and debrief them clearly.  If possible, use a flip chart and talk while writing down your points.  Even consider tools like Prezi for a different visual approach.  AND, have a backup plan if you can’t get Internet, sound for videos, or a correct connection from your laptop to the data projector.  Just so you know, I’ve never had a person complain that I didn’t have a PowerPoint® presentation.

Your Style:  Have someone evaluate your style before you present.  Pay attention to the amount of times you use fillers such as “um” and “ok.”  Don’t start off every statement with “So” (“So today we’re going to talk about how to deal with generations in the workplace.” “So you know all those Millennials want a trophy for just showing up.”  “So you know you should always tell Gen Z how their job relates to a clean environment and workplace harmony”).  Unless of course you’re pitching a product on Shark Tank.  Then you look weird if you don’t start off every statement with “so”.

Your Appearance:  In my experience, women don’t have issues here but men do.  Guys, spend some money and get a suit that actually fits you.  Shine up your shoes.  Brush the dandruff off your shoulders if you wear a dark jacket.  Take a long look in the mirror before leaving the house.  If you look there and see Andy Rooney staring back, take a beard trimmer and shear those eyebrows.  Start with the highest setting and work your way down.  Don’t ask me how I know this.  Look up your nose and trim out all of those nose hairs.  Then look at your ears.  Same thing here.  You want people to talk about your amazing presentation, not your lack of style and personal grooming.

I know this is a lot to think about but it’s the little details that make your presentation a success.  Plan out the presentation and prepare for those inevitable bathroom critiques.  They happen whether you like it or not but preparation before will certainly give them something positive to talk about, while they’re hopefully washing their hands.

The Not-So-Secret Formula for Success

Business Success Concept - MotivationIt seems like everyone wants to know the secret to success.  Is it skill?  Work ethic?  Tenacity?  Mindfulness?

Actually, it’s none of the above.  If you’re asking me, it’s TRUST.  Are you WHO you say you are and will you DO what you say you will, and will you do it WHEN you say you will?  The formula looks like this:

Reliability + Consistency = Trust

Reliability means I can depend on you:

  • You show up when you say you will.
  • You perform the way you tell me you will.
  • You perform to a high level and exceed my high expectations.

Consistency means you are predictably dependable:

  • You’ll be on time.
  • You’ll Always be on time.
  • You’ll perform to the same standards of excellence each time.

When you do these consistently, I won’t worry anymore.  In other words, I TRUST you.

It seems simple but it’s not.  When you get let down enough times, you lose trust and begin to get skeptical.

I get lots of calls and email from people who want to meet with me to network, “pick my brain,” or just talk.  I don’t mind these but will absolutely drive me crazy are no-shows, particularly since I live in way out in the country and this means I travel at least an hour to the areas of Middle Tennessee where most people live.  What kills me?  No-shows.  It’s happened enough times that I’m skeptical.  When somebody does show, I’m almost surprised.  Of course learning the hard way, I have my assistant now call the day before to verify the appointment.  I just don’t trust folks as much anymore.

I’m a huge fan of National Car Rental.  As a frequent traveler, it makes me happy to just hit the lot, pick any car and go.  I won’t rent from anyone else, least of which the parent company of National, Enterprise.

But sometimes it’s unavoidable.

Enterprise has older, dirty cars and a rental system that requires you to wait in line, sign in, wait to be escorted to your car, walked around it to look for damage, and then allowed to leave.  It reminds me of being at the doctor’s office.  They are notoriously unreliable to be on time (for pickup) or for having your rental ready (much like the classic Seinfeld episode “we have your  reservation Mr. Seinfeld, unfortunately, we ran out of cars.”)  Well unfortunately they are also the contracted rental company from USAA, my insurance company.

A few months ago I was hit by another drive while in business in Tunica, MS.  I dropped my car at the body shop in Erin, TN and was supposed to have the Enterprise people meet me there with my rental car.  I had a bad feeling about it based on past experience but went ahead and trusted they’d be there.  Sure enough, they were a no-show.  I called the office and they told me it would be at least 2 hours.  Unacceptable. After some assertive leveraging from me, they were there in 45 minutes.  But since this already fed my negative perception, I vowed never to use them again.  Tweets to customer service yielded nothing but a canned reply (which I used previously resulting in no resolution) suggesting that this was standard practice.

The moral of the story?  Trust is key.  I trust National, not Enterprise.  I trust you once you make your appointment with me, but NEVER if you miss it.

So if you want to be successful in your business or your job, be trustworthy.  Remember:

Reliability + Consistency = Trust

 

The Old Lady in the Freezer

panic buttonBack between 2005 and 2009 I taught quite a few military-to-civilian transition classes up at Fort Meade in Maryland.  Since the traffic was horrendous, I’d leave my house really early and arrive on base at 6:30 AM.  Class didn’t start until 8 so I had some time to kill.  Most mornings I would drive to the Class 6 Shoppette (a gas station that sold groceries and alcohol) to get my Red Bull and a 5-Hour Energy shot.

One morning I was in the Shoppette and heard a woman’s muffled screams coming from the back of the store.  I went back there and saw an old lady in the beer cooler.  She was pounding on the door trying to get out.  I grabbed the handle and opened the door.  She hugged me and said I saved her life.

Then she asked me, “How did you manage to get in here?”

I told her I just pulled the handle.  She told me that she was desperately pulling the handle from the inside.  I guess she didn’t realize she had to push it.  The harder she pulled, the more stuck she became.  Then she panicked and when she did, she thought she was trapped.

I never forgot about that old lady in the freezer.  Some of us are a lot like her.  When trouble comes, we panic and when we do, we do some dumb things.

Today I got an unsolicited email from a gentleman wanting work as a proposal manager:

Good afternoon,
I am available immediately, and have a lot to contribute to your organization.
I have extensive experience in government proposal development.
Recently came off a four month effort, rested a bit, and I’m available immediately.
Also, recently responded to 8(a)Stars, Sources Sought, and IDIQ submissions.
I’m looking for full time or contract work – rates TBD.
My resume is attached for your consideration and phone review.
The pleasure of a reply is appreciated.  Call or write.
Thank you.

He attached his resume to this email.

Now of course he has no idea about what I do so how would he know he has anything to contribute to my organization?  When I read it, I thought of the old lady in the freezer.  Desperation makes you do dumb things, like shotgun a resume to as many email addresses as you can find.

And yet we’ve all been in the same predicament, haven’t we?  Stressed, facing a deadline, needing resources and having lots at stake.  How can we prevent ourselves from looking desperate and also solve our problem?  Here are some suggestions.

  1. Take a deep breath.  Yeah I know this is somewhat of a cliché, but taking a deep breath causes oxygen to flow to our brain.  Your solutions will start in your brain so don’t starve it!  Take a deep breath (or several) and focus on the solution.
  2. Take charge of your self talk.  Start speaking rational language rather than emotional language to yourself.  When you do that, move on to steps 3 and 4.
  3. What is worst case scenario?  It may seem like a stress-increaser but if you at least own what could happen, you know where your solutions need to focus.
  4. What is the most likely scenario?  This is where your thinking brain has to override the emotional one.  Emotions will push you towards worst case scenario but the rational side of you should look at the most likely scenario.  Often this is far better than you can imagine, but you won’t know that if you’re pulling the handle in the freezer rather than pushing it.
  5. Find yourself a support team.  Facing an ominous scenario alone is like finding yourself in a bar fight against four other people.  You need backup!  At least find someone you can call to bounce ideas off.  They might be able to give you a suggestion or point you to a resource.
  6. Take one positive first step towards solution.  Don’t worry about the huge problem.  Focus on just one small step.  It will give you confidence and move you closer to the bigger problem. “One step, one punch, one round at a time.” (Rocky Balboa to Adonis Creed).
  7. Finally, remember Satchel Page’s famous words “If you find yourself in a hole, stop digging.”  Or pulling on the handle.  Or shotgunning your resume to everyone with a pulse and an email address.

None of us are going to be exempt from a crisis but how we handling it well gives us confidence for the next one and gains us a huge amount of respect from the people around us.  Take a deep breath and think about that this week…

 

 

“I Never Thought It Would Happen to Me…”

depositphotos_3849942_m-2015Even though the economy seems to have healed after the Great Recession of 2008, it’s still a common occurrence when people reach out to me for advice after getting laid off.

There are two reasons why a person loses their job:

  1. The company goes out of business.
  2. The person stops adding value (or takes value away by performing poorly)

To prevent yourself from being unprepared for that possible bad day, I’d like to suggest the following steps to better plan for that day.

  1. Perform! You have full control over this one.  Each day, come to work with the mindset of doing your job the best that you can and when you’re done, look for something else to do.  Play until the whistle!
  1. Keep Your Eye on the Industry. Companies rarely fold without warning.  Spend some time each day reading the news and watching business reports.  If you see what your company produces is fading from popularity, start making plans to change industries or companies.
  1. Keep Your Skills Sharp. You may not like the new technology or don’t feel like learning it, but sooner or later that technology will become the standard.  If you aren’t willing to develop yourself and adapt, you may find yourself on the wrong end of a pink slip.
  1. Keep Your Resume Updated. Keep it current with the latest trends in resumes.  I often hear that a person is writing their first resume in 10 years, and that resume shows it!  Trends change in the HR world.  Be sure you’re changing your resume and approach too.
  1. Build and Nurture Your Network. It’s always better to work your contacts when you don’t need them so you’ll feel less obligated and guilty when you DO need them.  Start growing that network today!

If you follow these steps, you’ll never be blindsided with that pink slip.  Hopefully you’ll have seen it coming from a distance and proactively transitioned to a new role.  Take ownership of your career development and you won’t be the victim when a company seeks to reduce its headcount.

A Message to Millennials

warningDear Millennial:

For some time, you’ve been much maligned by people of my generation.  They’ve called you lazy, entitled, arrogant, unwilling to wait, wanting gratification now, and expecting everything handed to you.  Books have been written on how to motivate you and some consultants base their entire practice on helping older generations understand you and connect better with you.  In some ways, you’re seen as more of a disease than a part of the human race.  You’re something to be tolerated, dealt with, and especially, put in your proper place.

I think that’s a bunch of crap.

As the father of four millennials, I think I understand you.  I don’t see you as part of a stereotypical grouping, I see you as what you are:  young people.  What old-timers like me forget is that we were young like you and said and did exactly what you’re doing now.

Still, it leaves you in a tough place, having to prove yourself and operate in environments that put you face to face with seasoned workers.  In order to help you survive and thrive, I’d like to offer you a few pieces of advice.

  1. Set your career goals now and begin your journey in a focused way.  Having a career goal (i.e. become CEO of my startup) and articulating it lets everyone around you know that you’re being deliberate in what you do.  The knock on your generation is that you don’t know what you want to do and that you got a meaningless degree, now work at Applebees, and are content to live with your parents.  I know that’s not what you want.  Figure out what you want and let us know you have a plan.
  2. Understand why people think you are disrespectful.  I’m pretty sure you want to be taken seriously, to have your ideas listened to, and get that elusive “seat at the table.”  That’s normal.  All of us wanted the same thing.  Unfortunately, those privileges are awarded slowly and it’s because wisdom comes through experience.  Your challenge is that those who can give you the respect and award you the credibility are only now themselves being taken seriously.  Because it took us so long, we think it should take YOU that long too.  It’s neither right or wrong, it simply is.  HOWEVER, you can shorten the wait and GET the respect from those older than you by asking for help.  Rather than treat us as adversaries, leverage our experience and let us shorten your learning curve.  We would be happy to mentor you.  Communicate your career goals and ask us for help.  Those older folks who turn you down SHOULD be feared and don’t deserve your respect.  Do what you need to do to succeed around them, within the boundaries of the organization, and move on.  Oh yes, and HOW you ask questions of us is pretty important too.  Here’s an example: (You) “Why do we have to do it this way?” (seen as challenging and disrespectful.  Try (You) “I’m not sure I understand.  Can you tell me why we have to do it this way?”  Watch the tone of voice.  Even this, in a demanding tone, can come off as disrespectful.  Yeah I know it sounds like we’re a bunch of babies.  Just humor us ok?
  3. Realize that you’ll be in our position sooner than you think.  The script on that graphic above is the truth.  Where you are now, we once were.  We were young, excited, and fearless.  We wanted it all, sooner rather than later, and were willing to kick and scratch to get it.  And we finally did.  But that works the other way too.  Where we are now, someday you will be.  One day you’ll look in the mirror and see the wrinkles and gray hair.  The songs you listen to now on your cool Spotify playlist will be spun on the “oldies” station.  You and your colleagues will start noticing how the newer workers seem to want it all now, are unmotivated, and entitled.  You’ll complain how they need to “pay their dues” just like you did.  More than one of you will brand themselves as ______ generation “experts” and write a book and give talks about it.  And then hopefully you’ll get over yourselves and make it your mission to grow and develop that new generation.

The circle of life affects more than Simba and Mufasa.  It’s part of all of us.  You can fight it or leverage it.  Just know that the circle always completes, with or without you.

Lessons in Humility…From Dan Rather

Me...and Dan Rather signing books behind me!

Me…and Dan Rather signing books behind me!

This week I attended the HR Florida conference in Orlando.  I applied for and was granted a breakout session where I spoke about performance management.  These conferences are a great chance to network and fertile ground for getting clients.

Since this is one of the largest SHRM chapters in the country, I felt very honored to get a session.  They even asked if I wanted some of my books to be sold in the SHRM bookstore AND if I’d like to do a book signing after my 10:15 AM talk.  Of course I agreed.

I started feeling pretty important.

I could tell my colleagues I was going to speak to one of the largest SHRM chapters.  And have a book signing.

Things went well!  I had my book on display.  They even put up a big schedule and I was right up top, just underneath the keynote speaker who was non-other than Dan Rather, the legendary journalist.

Dan Rather did the keynote.  I was busy setting up my room as my session started immediately after his. By 10:00, my room was packed.  People were even turned away.  I was feeling more and more important.  When my session ended, I raced up to the book signing table and sure enough there was already a line of people waiting for a signed copy…of Dan Rather’s book.  I worked my way around the crowd and sat just a few feet from Dan Rather.

Nobody asked for my signature.  Nobody bought my book.  My perceived celebrity was upstaged by the real deal.  I stayed for about 10 minutes, had Vince, the book store manager shoot my photo, and slinked away from the table.

Now I’m not bitter or angry about it.  I was at the conference to meet people, build a network, and grow my business.  All three of those happened.  It was a very worthwhile trip and I know those who took my breakout left with valuable information that will help them.  Some will reach out to me for help.  It’s a win-win-win.

But then there’s my deflated ego.

And here’s the lesson:  No matter how big you think you are or how big people tell you that you are, there will always be someone bigger and better than you.  You can allow that to paralyze you or you can use it to motivate you.  I choose the latter.  I’ll write twice as often, market twice as hard, and talk to twice as many people now.  I’ll answer twice as many Calls for Speakers for conferences and work to reach out to twice as many groups.  I could complain and blame Dan Rather for stealing my thunder, but the bottom line is that Dan Rather has no clue who I am and so blaming him wouldn’t really fix anything.

What will you do with your setbacks and disappointments?  Your choice is to blame and back down or buckle down and power full speed ahead.  I hope you’ll join me and choose the latter.

I’m sure Dan Rather would encourage you to do the same!

How to Spot a Professional

self-motivatedIf we have a problem or dilemma, we often search for solution.  Our hope of course is to find a professional, someone who solves our sort of problem for a living, and is an expert in it.  Ideally, we all are professionals in something.  If so, it’s our responsibility to grow in our profession to become even more, well, professional!

But how do you find a professional?  We ask for referrals, look online,  and look for examples of expertise.  That’s our responsibility.  But professionals have a responsibility too – looking the part of the professional.

On our recent summer vacation aboard a Carnival cruise ship, my then 17-year-old daughter became a bit enamored with one of the entertainers, a young acoustic guitar player.  He did solo shows around the ship singing covers of popular songs.  On the second Day-At-Sea, I spotted a young man walking out to a lounge chair with a guitar.  He opened up the case and started picking a song.  I poked my daughter who was asleep on the lounge chair and told her that her “friend” was poolside.  She looked up and then shook her head.

“That’s not him dad.”

“How do you know?” I replied.

“He’s reading sheet music.”

In her mind, a professional doesn’t need sheet music, at least in front of others.  This was just some hack with a guitar.

She has a point though.  If you act and dress like a professional, there’s a good chance people might believe you actually are.

Me with the Duck Dynasty look.  My "unprofessional" days.  At least my daughter still wanted her picture taken with me!

Me with the Duck Dynasty look. My “unprofessional” days. At least my daughter still wanted her picture taken with me!

It made me think a lot about how I carry myself.  As a professional consultant, it’s important I at least look like a professional.  When we moved to Middle Tennessee, I attempted to blend in a bit better so I grew out my greying beard and wore camo and boots.  When I began to look more like an evil Santa Claus than a consultant, my wife and daughter pointed it out.  I shaved, bought some nice shoes, and had my baggy dress shirts tailored.  Hopefully I look more like the professional I profess to be.

What about you?  Regardless of age or position, all of us need to have an image to go along with what we profess to be expert in.  Identify what that is and adjust accordingly and you should be well on your way to being seen as that consummate professional!

Are You a “One-Hit” Wonder?

NORWEY - 2013: shows Detail from The Scream by Edvard Munch (189What do the following all have in common?

  1. Edvard Munch
  2. Frankie Goes to Hollywood
  3. James “Buster” Douglas

Got it?

They were all “one-hit” wonders.

  • Edvard Munch was the artist that painted the now iconic The Scream, an expressionist depiction of shock based on the ghostly faces of Peruvian mummies that were on display in his hometown.  Sadly, this was Munch’s only success.  Most people don’t even attribute it to him, but instead Photoshop captions on it such as “What?  Congress agrees on something?” and post it to their Facebook wall.
  • Relax, maybe an anthem of the hedonistic 1980’s was first performed in the seldom-remembered Brian DePalma film Body Double.  It quickly became an 80’s standard, played in clubs and parties everywhere.  In a decade that produced more than its share of “one-hit” wonders, this one might be the signature piece.  Frankie Goes to Hollywood never produced another hit after it.
  • James “Buster” Douglas was known in boxing circles as a “tomato can,” a crude term that describes boxers who are merely opponents used by up-and-coming fighters as a way to pad up a winning record.  On February 11, 1990, Buster Douglas did the unthinkable and knocked out a seemingly invincible Mike Tyson in Japan.  The success was short-lived however.  A severely overweight and undertrained Douglas was dispatched in three rounds by Evander Holyfield just eight months later.

All of us desire fame and fortune in one form or another.  The big question is what happens when we get it?  The three examples above show a rags-to-riches-to-rags sequence that all of us would rather avoid.  The question isn’t how we become successful (although that’s important and probably the reason you read my blogs), but what happens when you finally achieve it?

I don’t profess to be totally successful, but I have managed to accomplish many of the professional goals I set out to achieve.  Here is what I’m learning that is helping me keep up the momentum.  Maybe it will help you too.

Document your journey to success.  Most of us are tempted to throw out failures.  I recommend documenting them and holding onto them.  You’ll never know what works and what doesn’t if you can’t refer to a record of what you’ve already tried.  My first book From Cave to Cubicle sold few copies.  I realized after I published it that it had no clear purpose, targeted no specific audience, and was simply too long and too academic.  I still have one copy of that book though and have the cover matted and framed to serve as a reminder of how NOT to write a book.

Remember who helped get you there.  Barak Obama offended a legion of entrepreneurs several years ago with his statement “You didn’t build that.”  Personally, I think his point was taken out of context.  Nobody achieves success alone.  At a minimum, you probably at least have some family and friend support.  At most, maybe someone who invests in your financially or intellectually.  It’s important to recognize those people and what they did to help you succeed.

Remember to reach out and help others.  Your journey has two destinations.  Become successful and the reach back down and help others become successful too.  Everything I’ve learned that allowed me to accomplish goals was taught to me by others who were willing to share.  You need to do that too.  Zig Ziglar, the legendary motivational speaker had a key phrase he used throughout his lifetime:  “You can get everything in life that you want when you help others get everything that they want.”

None of us want to be a “has-been” or a “never-was” or a “one-hit-wonder”.  Take some time this week to evaluate where you’ve been, where you are, and where you want to be.

 

How to Build and Leverage Your Expertise

Expertise Puzzle Showing Excellent SkillsMost people who know me know I value expertise.  It’s always fun to meet someone who is an expert at something; particularly something I need help with.

I recently watched an American Restoration marathon on the History Channel.  The premise of the show is a guy named Rick Dale who owns a company that restores old items ranging from a boxing ring bell all the way to vehicles.  Watching him and his team transform rusted hulks into fully restored collectables is amazing.  More amazing is the amount of history Rick knows about each item.

I think this type of expertise is certainly necessary for all of us too.  After watching several hours of this show, I think I’ve discovered the formula:

Master What You Already Know.  Rick already has a vast amount of knowledge.  It seems as though each project adds to this.  All of us have knowledge in a particular subject too.  Maybe even some expertise.  Start first with what you already know and do all you can to gain more knowledge and expertise with just that.

Master The History of What You Know.  Not only does Rick have technical skills that help him restore, he also knows the history of each item he works on.  This background knowledge helps make the restoration historically correct.  Do you know the WHY behind the WHAT of your expertise?  Knowing the history and progression of our knowledge and experience gives us a context to frame our own work we do for ourselves and others.  It gives us a sense of credibility that others may look for before engaging our services.

Know Who to Reach Out to for More Expertise.  In many of the episodes, Rick and his team engage the expertise of other experts when they don’t have enough to get a project restored.  If you watch the show Pawn Stars (the show American Restoration spun off from) you’ll see the guys in the pawnshop call on experts to help them determine the value of an item.  Knowing whom you can call on for expertise is crucial for your own credibility.  A true genius might know it all, but the rest of us need to supplement our expertise with that of others.  By building up a strong network of smart people, we become smarter.

This week, think about how you can apply these three steps.  We get paid for what we know as much as for what we do.  Why not make a plan to bolster your own expertise?  It’s the easiest way to get a pay raise that I know of.