Home Ownership: When is the right time?

first_imgThe Personal Finance group will present a web conference on the largest financial transaction most individuals or families make: purchasing a home. On May 8 at 2:30 p.m. ET, N.C. Extension Agent and certified housing counselor, Jayne McBurney, M.S. and Dr. Carolyn Bird, Principal Investigator of the Military Families Learning Network’s Personal Finance Professional Development Project, will present this important topic.There are a myriad of factors to consider before the purchase of a home. This decision can be more complex for military families who have the consideration of relocation. This conference will cover:The home buying processFinancial readinessHow to determine housing affordability and service-related considerationsSelected research articles and online resources have been identified to enhance this presentation for participants.To join the session, log on as “guest” just a few minutes before 2:30 p.m. on May 8. No registration is required.Click here to learn more about the Military Families Learning Network.For more information about this upcoming web conference, visit the event page.last_img read more

Effective Military-Extension-Community Partnerships

first_imgFor this weeks Friday Field Notes we are offering some reflections by Jim Deidrick, Military/Extension Program Specialist, DoD-USDA Partnerships, Extension Center for Youth Development, University of Minnesota Extension.For the past 11 years I have had the honor and privilege of working with USDA military partnerships: first as a State 4-H Military Liaison and then nationally with the Department of Defense and Army Child, Youth and School Services.  I have been privileged to see first-hand the value added benefit that can be achieved through this national partnership focused on supporting geographically dispersed school age children and youth through the deployment and reintegration of their loved one.Through partnerships with state and local military communities, Extension staff nationwide have expanded and refined their expertise in working with military youth and families.  And in true Extension fashion, built effective community outreach teams with non-military partners for launching local and statewide support efforts.   Working together with military partners, Extension staff trained and supported local outreach teams in creating and implementing strategies for supporting military youth and families within their own communities; i.e. offering training to public school teachers, guidance counselors, administrators, and other youth organizations; developing local support programs; hosting recognition events,  etc.As I reflect on and generalize some of my observations, seven important themes come to the surface in building and supporting effective partnerships:Community awareness of the need and of the partnership – It is important that the community be able to see that this is a need in their community. Why should they care?  Why is public support necessary? And they need to know that there is a team that they can connect with in addressing this need.Intentional recruitment of key community stakeholders – As a core group begins to form it is important to not only rely upon those that voluntarily come forward but to also develop an ongoing strategy for the recruitment of other key community stakeholders.A champion to monitor and support a balance between partner relationships and outcomes – To sustain an effective team, it is important that healthy relationships are built among partners. Partners need to learn about each other, how to work together effectively, and that they can depend upon each other.  But having good working relationships is not sufficient.  The team needs to be actively doing something to address the reason they came together.  The partners need to know that their investment of resources is making a difference.  A skilled “champion” is needed that constantly pays attention to balancing team relationships and outcomes.  Swinging too much one way or the other will have an impact on team effectiveness and sustainability.  This balance is constantly changing as teams gain experience, new partners join, and as personnel change.Active commitment to common mission among all partners – It is important that all partners share in a common mission and see an active role on the team for themselves and their organizations. But, active commitment does not mean the same thing to each partner and the team needs to honor and respect what each partner is able to contribute.Leadership provided at some level by all partners – It is both highly effective and motivating for partners to provide leadership for team efforts within their area of expertise/resource.Utilize existing and new resources to fill gaps, reduce duplication, and make a tangible difference – Effective teams systematically scan for needs, gaps and duplication of available supports for military connected youth and families in their community. They strategically assess and utilize resources at their disposal in planning and delivering impactful programming.Celebration of impact (in order to celebrate, need to evaluate effectiveness) – It is important that teams recognize and celebrate the good work they are doing. In order to know if programming is making a difference, some form of evaluation must be done.  Not every effort needs a formal quantitative evaluation.  Collecting comments, feedback and stories from participants are also effective.One of the resources that we developed to assist teams in many of these areas was the Operation: Military Kids Ready, Set, Go! Implementation Guide 2nd DRAFT available on the 4-H Military Partnerships website.  Included are many tools that can be adapted for use with a variety of teams.last_img read more

What Makes a Good Life? Lessons from the longest study on happiness

first_imgQuality relationships protect our bodies and our brains: This study found that individuals who were in a securely attached relationship in their 80s maintained sharper memories longer than those who were not in a relationship. Our relationships, protect our brain and maintain our brain’s cognitive functioning. Social connections are really good for us: The more social connections one has, the happier, healthier, and longer that individual will live. These connections can be with family, friends, or community. If you would like to know how to apply these lessons to your life, regardless of age, check out this TedTalk, or you can even read about the study here. Robert Waldinger is now the director of this study, which is in its second generation.ReferencesWaldinger, R. (2015, November). Robert Waldinger: What Makes a Good Life? Lessons from the longest study on happiness [Video file]. Retrieved from https://www.ted.com/talks/robert_waldinger_what_makes_a_good_life_lessons_from_the_longest_study_on_happinessThis post was written by  Caitlyn Brown of the  MFLN Family Development Team. The Family Development team aims to support the development of professionals working with military families.  Find out more about the Military Families Learning Network Family Development team on our website, Facebook, and Twitter. The quality of relationships is greater than the quantity: The number of social connections matters much less than the quality of those connections. Having poor or conflict-ridden relationships significantly impacts physical health and mental well-being. By: Caitlyn Brownpixabay[smile by bosco_lee1310, November 17, 2016. CCO]As human beings, we are often striving to reach our potential and the best version of ourselves. This can be reflected in a variety of settings: career, family, relationships, hobbies, sports, positions etc. Unfortunately, it is all too easy and common to slack in other areas of our lives as we pursue the next big thing in our lives or focus on our future only to realize, often too late, that our experiences throughout life may not have quite added up to our idea of a good life. What kind of wisdom will we pass on to our children about what it means to live a good life?This TedTalk by Robert Waldinger describes a study that began in 1938 and followed the lives of 724 men from their adolescence to their death. The Harvard Study of Adult Development is one of the longest studies of adult life which follows two groups of men: men who attended Harvard and boys in the lower socioeconomic group/disadvantaged families in Boston. Each participant was medically examined, interviewed in their homes and had their families also interviewed. Every two years, the participants would answer another set of questions about their lives, complete a face-to-face interview, and a multitude of other data submissions. The main conclusion of this 75-year study is this: Good relationships keep us happier and healthier.This study found that the impact of relationships on our happiness and health is broken down into three main lessons:last_img read more

Lift & Extract in Premiere Pro: Moving Clips

first_imgThe useful thing about this is the exact portion you wanted from the original ‘camera sequence’ is now on your clipboard and ready for you to paste it into your main sequence.At this point you may get a little worried that while it will paste in, it will overwrite whatever is present in your master sequence.  You may feel the need to do an INSERT edit rather than an OVERWRITE edit.Instead of just doing the normal shortcut for paste (on a Mac it’s Command and V, on a PC it’s Control and V), simply add a SHIFT to the combination and you will end up with an insert edit of the clips you lifted or extracted from your camera sequence.  This will push the existing footage down the timeline to make room for the copied clips.SHIFT + CNT/CMD + V = Insert Edit of All Clips From the ClipboardUse Lift & Extract in Premiere Pro to move portions of the clips you want into a new timeline with ease. Getting the right portions of selected clips from one sequence to another is simple in Premiere Pro using the ‘Lift’ & ‘Extract’ options.  Here’s how to use this timesaving tool.Sometimes it’s useful to seperate cameras into sequences of their own to simply the editing process.  You may want to put all the media clips from one camera end-to-end in a single sequence and call it “Camera 1”.  Of course, this may result in multiple sequences each representing different cameras.The question then is how to grab footage from each of these sequences and bring them into a master sequence for the main edit.  You could select clips and cut/paste them into the master sequence, but more often than not you don’t want whole clips.  Instead, what you need is select portions of clips.You could nest each of these sequences into the main sequence, but this is a very difficult way of working and not recommended.This is where the “Lift and Extract” option comes into play in Premiere Pro.  In this post, we’ll take a look at how to use Lift and Extract, a quick way of moving portions of clips around from one sequence to another.  Before we start, it’s worth noting that some people don’t like to have a work area bar and a time ruler in the sequence/timeline window and just like to work with IN and OUT points. Did you know you can turn both of them off in Premiere Pro CS6? Just go to the panel menu and un-check these options.Options to Un-Check to De-Clutter TimelineThe end result is that your timeline looks like this (you don’t have to do it, but it certainly leads to a cleaner looking timeline):After Un-Checking OptionsNow, it’s just a case of going through your footage with the sequence selected and choosing IN (shortcut is i) and OUT (shortcut is o) points in the TIMELINE of the ‘camera’ sequences.  This can include as much or as little of the clips as you’d like, and doesn’t have to be complete clips.IN and OUT Point Selected In The TimelineIn Premiere Pro, the ‘Lift’ & ‘Extract’ buttons are found here in the Program Monitor:LIFT & EXTRACT Buttons in the Program MonitorLIFT (keyboard shortcut is ; ) will copy the clip to your clipboard and remove the selected portion from the timeline, leaving a hole in the timeline shown below:LIFTWhereas EXTRACT (keyboard shortcut is #) will copy the clip to your clipboard, remove the selected portion from the timeline AND close up the resulting hole as shown below:EXTRACT (with gap closed)last_img read more

Neutral Density Filter Shootout – Which ND Filter is Best?

first_imgPolariod ND fader FilterGenus ND fader FilterLightcraft Fader ND Mark IITiffen Variable NDSingh-Ray Vari-ND FilterHeliopan 77mm Variable ND FilterWhat is a neutral density filter?For those unfamiliar, a neutral density filter is a glass filter that you affix to the end of a camera lens.  The filter modifies light intensity, which gives a photographer or DSLR video shooter more flexibility in their shot, with the ability to use a larger aperture.  Neutral density (or ND) filters range in price and quality/effectiveness.  Dave tested the ND filters for the following factors:SharpnessBokehColor CastSee which ND filter Dave named a best bet based on quality and cost.  For anyone looking to purchase or learn more about professional grade ND filters, this video is a must watch: Looking to buy an ND filter?  Be sure to check out this video review.  6 popular ND filters go head-to-head and one is chosen as a best buy for pro photographers and DSLR shooters.LearningDSLRVideo.com’s Dave Dugdale recently completed a thororgh test on 6 commercial neutral dentisty filters for photographers and DSLR shooters.  The real world test of these filters included the following brands and models:last_img read more

Video Production Tip: Tracking Shots with a Tripod or Monopod

first_imgThis technique for getting smooth tracking shots is perfect for the videographer or filmmaker on-the-go.Creating smooth tracking shots often means that you’ll need access to a jib or slider – both pieces of equipment that are bulky and expensive.  As an alternative, these quick tips from one of our favorite DSLR and filmmaking sites FENCHEL & JANISCH shows you how to pull off a smooth tracking shot with less.The following quick tutorials give tips for getting polished shots using only a monopod or tripod.  If you’re in a bind or on the move this technique should do the trick!See Fenchel & Janisch featured in our previous post: “10 Filmmaking Sites You Should Be Reading“Tracking Shots with a TripodTracking Shots with a Monopodlast_img read more

Top 10 Movie Editing Moments of All Time

first_imgThese 10 editing moments represent some of the finest in the history of cinema.Editing is one of the most under-appreciated roles in the filmmaking process. Maybe it’s the fact that it happens in a dark room instead of a huge sound stage, or maybe it’s because it goes almost entirely unnoticed to the audience. One thing is for sure, good editing is vitally important for a film’s success. Every movie is assembled through editing, but great movies use editing to enhance the storytelling process.The essence of cinema is editing. It’s the combination of what can be extraordinary images of people during emotional moments, or images in a general sense, put together in a kind of alchemy. -Francis Ford CoppolaThere is an endless list of impressive film editing examples, but the following video created by Cinefix shows us their top 10 of all time. This list is opinion, so if you have any editing moments that you think should have made the cut (pardon the pun), share in the comments below.10. Opening Sequence – City of God9. Execution Scene – Bonnie & Clyde8. Phallic Metaphor – North By Northwest7. Baptism Scene – The Godfather6. The Odessa Steps – Battleship Potemkin5. Shower Scene – Psycho4. Eye Splitting – Un Chien Andalou3. Opening Sequence – Apocalypse Now2. Bone Match Action – 2001: A Space Odessey1. “Match” Action – Lawrence of ArabiaFor more detailed information about each editing moments check out the following video created by Cinefix.This video was first shared on the Cinefix YouTube channel. Thanks for sharing!Are there any editing moments that should have made the cut? Disagree with any of the films in the top 10? Share in the comments below.last_img read more

The Benefits of Storyboarding Your Next Film

first_imgStoryboarding is a commonly overlooked part of the indie filmmaking process. Here are some ways that your production can benefit from storyboarding.While it may be true that storyboarding is not necessarily a mandatory part of a filmmaker’s process, there is a reason why most major feature films still storyboard every last shot.Storyboards not only let you and your collaborators “see” the totality of your film while in production, but they also help you get there in the first place by helping you sell your ideas more effectively to potential investors, producers, etc. When you consider all of the benefits of storyboarding, it will be hard to justify ever producing another film without properly storyboarding again.Why You Need to be Using StoryboardsImage from KyokukThe greatest incentive for storyboarding is simply the fact that storyboard will help you make a much stronger film by allowing you to visualize your movie before it’s even made. This is essentially your chance to create a blueprint for your film that will help you identify any potential problem areas or missed opportunities while you still have a chance to fix them.Technically speaking, you can include as much or as little detail as you want when storyboarding, as long as the ideas are accurately conveyed. By the time you get to post, your editor will be thanking you, as the film will have coverage in all the right places, proper transitional moments, and a slicker aesthetic.You Don’t Need to Be an Artist or DesignerImage from Cranky Muse ProjectIt’s a huge misconception that storyboarding requires that you have the ability to draw/illustrate professionally. That’s not at all to diminish the role of the storyboard artist, as they are truly masters of their craft and will inevitably deliver the best results… But if you can’t afford a storyboard artist or need to do it yourself, that’s perfectly okay.As an independent filmmaker, no one really needs to see your storyboards outside of you and your team, and once again, as long as your idea is conveyed that’s really all that matters. If you choose to storyboard by hand, your illustrations can be as simple as geometric shapes used to illustrate props/staging and stick figures for your characters. Or to make things even easier, you can use any of the vast number of storyboarding programs available to download on your computer, tablet or phone.If you’re still unsure of your ability to pull off a storyboarding project, check out this video from Indy Mogul.Storyboards Strengthen Your VisionImage from Art of the TitleYour screenplay is the backbone of your film, but no matter how beautifully written it may be, it will never translate exactly as you might be picturing it to film. There’s a pretty common saying among directors: If your final film looks even 70% of the way you thought it would, you did your job really well. From my experience, storyboards play a huge part in getting to that 70%, as they help you to visualize your project in a way that is not otherwise possible.The last thing you want is to get to set and realize that something about your shoot isn’t congruent with the script. Storyboarding will help you nip those issues in the bud, and keep your vision alive.The Basics of StoryboardingHaving now gone over some of the perks of storyboarding, I want to very briefly break down the basics of storyboarding your film for those of you that have never done it.Generally speaking, for every illustration (or storyboard) you create, there are five types of shots to choose from: master, long, medium, close-up, and extreme close-up. Sound familiar? Once you’ve decided on which of the 5 shot types you want to go with for any given shot, you’ll want to illustrate camera movement.Image from Creative UncutTo depict a panning or tilting shot, where the camera either moves sideways or up and down, you’ll want to create two frames to indicate where the camera will start and where it will wind up. From there, you can use arrows moving in both directions in order to portray movement. To illustrate a tracking shot, (which involves moving the entire camera in order to follow your continuously moving subject), you simply draw an arrow on the frame – indicating camera placement – and point it in the direction the camera will be moving in.Image from BungieYou can also illustrate zooming, which only involves a lens and no camera movement at all. To show zooming in (moving closer to the subject) and zooming out (moving away from the subject, taking in more of the scene in its entirety), you’ll have two frames on your storyboard, and depending on which direction the zoom is going in, you’ll either have arrows moving toward the interior frame or out toward the exterior frame.These are some of the basics of creating a storyboard, and as you can probably gather it’s pretty easy to pick up. Just remember how critical storyboards are to the filmmaking process, and at the very least, understand some general rules/technique associated with creating them so that you can ensure they get done properly. Here’s one more video tutorial from Film Riot that covers the foundation of storyboarding.Here are a few more articles from PremiumBeat that touch on the ins and outs of storyboarding:Storyboarding Your Film: Tips for Your Next Project10 Tips for Creating Storyboards from DreamworksStoryboarding Like A ProDo you incorporate storyboards into your creative process? Have any examples you’d like to share? Let us know in the comments below!last_img read more

Pocket 4K and Pocket 6K Owners — BRAW Comes to Premiere Pro

first_imgHere’s some highly anticipated news for the Pocket 4K and Pocket 6K — you can now use BRAW in Premiere Pro and Avid.In the 1.5 update to Blackmagic RAW, Windows and Linux editors can now download the Blackmagic RAW Speed Test to find out just how under-optimized your computer is — and how 24 fps 8K playback is still a little ways off for consumers. Also included are under-the-hood improvements to the Blackmagic RAW Player.However, the most significant inclusion to the update is that you can now use Blackmagic RAW in Premiere Pro and Avid, with plug-ins installed with 1.5. Being able to use the format in Premiere has been one of the most requested features since the release of Blackmagic RAW.There’s no denying that Blackmagic has spent the last few years trying to get a wider audience to see Resolve not only as a professional color grading software but also as an editing platform for users of any skill level. Likewise, in addition to unleashing an army of certified trainers, Blackmagic also released a training series on their social channels to equip new users with the knowledge they need to navigate Resolve.With such a strong push toward acquiring a larger user base, many had wondered if BRAW was going to remain native to Resolve. It would’ve been a surefire way to keep users on the platform, but Blackmagic has been very open about their new format (like offering a fully documented software development kit), so it didn’t seem like a direction they would take. It’s just that we didn’t hear any official word on cross-NLE compatibility.After the initial release, it was only a week before transcoding tutorials came out, so users could take their BRAW footage from Resolve and edit in Premiere. And, a few months after the release of BRAW, Autokroma released a $29 Premiere Pro plug-in that allows users to directly import BRAW, with the internal RAW properties fully adjustable, within the effects panel.However, all that has been nipped in the bud, making BRAW studio obsolete — as with 1.5, you directly import BRAW into Premiere. The plug-in is automatically installed to Premiere’s directory, so upon running the 1.5 execution file, there’s nothing else you need to do.BRAW in PremiereIn one of our Resolve vs. Premiere showdowns, we talked about how Resolve favors GPU but also leans on CPU processing, while Premiere Pro is primarily CPU dominant with slight GPU support. The BRAW plug-in for Premiere only uses CPU. Therefore, you’re not going to see the same speed and capacity with the format in Resolve. However, as noted in Newsshooter‘s interview with Blackmagic, they do intend on incorporating Premiere’s GPU acceleration in the future.You can manipulate the BRAW info in Premiere’s effects panel, just as you would if you had added an effect to a video clip. However, unlike Premiere’s video effects — when added, they appear stacked in the effects panel — you have to select a separate tab in the effects window, which (at first) is quite missable.When you click the BRAW tab, you’ll get a variety of RAW settings to manipulate.While the plug-in doesn’t feature all the elements you can find when using a BRAW file in Resolve, the key features are here. As stated in the press release, when you move your projects from Premiere Pro, or Avid, into Resolve for grading and finishing, all of the camera RAW metadata is still there.Full Press ReleaseToday, we released Blackmagic RAW 1.5. This new version introduces a cross-platform version of Blackmagic RAW Speed Test, which is now available for Mac, Windows, and Linux. Blackmagic RAW Speed Test is a CPU and GPU benchmarking tool for testing the speed of decoding full resolution Blackmagic RAW frames on your system. Multiple CPU cores and GPUs are automatically detected and used during the test so that you get accurate and realistic results. Simply select Blackmagic RAW constant bitrate 3:1, 5:1, 8:1, or 12:1, and the desired resolution to perform the test. Results are displayed in an easy-to-read table that shows how many frames per second the computer can decode for all supported resolutions.In addition, Blackmagic RAW 1.5 also includes plug-ins that add support for editing native Blackmagic RAW files in Adobe Premiere and Avid Media Composer. These new plug-ins enable editors to work with Blackmagic RAW, directly, so they no longer have to transcode files. That means camera original Blackmagic RAW files can be used throughout the entire workflow. There is no longer a need to create proxy files and conform edits for finishing. These plug-ins bring the quality of RAW in small, modern, GPU, and CPU accelerated files that are faster and easier to work with than any other video format. Best of all, when projects are moved from Premiere Pro or Media Composer into DaVinci Resolve for color correction and finishing, all of the camera RAW metadata and image quality is still there.Blackmagic RAW SDK 1.5 is available now as a free download from www.blackmagicdesign.com/support.Looking for more from Blackmagic? Check out these articles.How to Mount the Blackmagic Pocket Cinema Camera 4K on the Ronin-MBlackmagic Announces The Pocket Cinema Camera 6K – EF MountHow to Take Photos with the Blackmagic Pocket Cinema Camera 4KBuilding A Low Budget Handheld Rig For The Blackmagic Pocket Cinema Camera 4KViltrox vs. Metabones: Speed Booster for the Blackmagic Pocket Cinema Cameralast_img read more

If You Are a Farmer

first_imgWhat does a farmer do?A farmer prepares the earth. A farmer ensures that the ground is ready to produce. When the ground is ready, the farmer tills the soil and plants the seeds that will eventually bring a harvest.When the seeds are planted, the farmer nurtures them, ensuring they get the right nutrients, the right amount of water, and the right pruning. The farmer is in charge of the care and feeding that eventually produces a crop.You are, even as a farmer, responsible for creating opportunities.You start by developing the relationships that will be important to winning deals. You are also responsible for planting the seeds of change, creating the case for the client to do something different, something that produces new results. You till the soil. You nurture green sprouts.The idea of an account manager, or client success manager if you prefer, is to do the work that leads to new opportunities being created and won. That work starts with ensuring that the client captures the value of what you have sold them, and it continues through maximizing their results. It does not, however, end with you becoming a glorified customer service representative.Because you have greater access than a salesperson, you can get closer to the people that work inside your client account. You can also develop a greater understanding of what your client needs help with and what comes next. This access and these insights allow you to start introducing new ideas–and the new initiatives that create an opportunity for you and your company.Even though you may not be responsible for managing or winning the opportunity, you are responsible for–and best positioned to– create new opportunities.If your role is to manage accounts, then manage them so well that you have an absolute right to pitch the next idea, as well as bringing in your team to support you in delivering it. Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Nowlast_img read more

The Business Acumen Gap

first_imgHow do we cross the chasm of knowledge, the enormous knowledge gap that exists in the sales arena? How do we help our sales people gain the knowledge necessary to have the business acumen their customers need them to have?If you’re in a leadership role or a management role, you need to understand the real disadvantage many companies face. Most sales organizations have the majority of their people working from home, meaning that they’re not rubbing up against each other, and they miss the day to day conversations that help the inexperienced learn from the experienced within your business.If that describes your company, you need to create the scenarios that will provide the opportunity for your people to gain business acumen. You need to let people without experience spend time with people who have the experience. They have to go out on calls, and, in the beginning, become mimics of the experienced people. Most good sales people start out mimicking what experienced sales people say.If you’re a new rep in a new industry, it is your responsibility to go on calls with more experienced people. Spend time with people who have experience you lack. Make a list of the questions they ask in their calls, and find out why they ask them. Write it down.When the customer says something, write that down. Then, when you leave the call, you need to interrogate the experienced rep. Ask them why they asked what they asked. Ask them what the client was trying to get at, what they were trying to get you to talk about. You need to enter every call with the mindset of “I’m here to be educated.” You will learn really fast if that is the approach you take.You also need to ask questions of your clients. Say to them “Help me understand your business.” People who care deeply about their business and what they’re doing love that question. They’re happy to teach you. They will explain everything to you because they want a partner who cares enough to learn their business. You can get smart much faster. You can bend the learning curve much more steeply in your direction and make it super fast if you go into it with that intention.Photo credit: Kathrin & Stefan Solitude via photopin (license)last_img read more

I Know All These Things. I Just Don’t Do Them.

first_img Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now The very first publisher that contacted me about writing a book asked me for a manuscript, and I delivered a completed manuscript. The title was 17 Elements: The Periodic Table of Sales Success. The book was really a competency model, including the mindset and skill sets one needs to succeed in sales now. Naturally, the metaphor was a periodic table, which I believed worked well because we are still identifying new elements, and we will no doubt add to the competencies needed to succeed in sales.The publisher read the book, and he hated it. He asked me, “Why would you start a book with self-discipline? What does that have to do with sales? Everyone hates discipline.” I knew that he had never worked in sales, so when I asked him if he had, my question was rhetorical, but he answered me in the negative. I did my best to explain, but it was clear we weren’t going to write a book together.Today, a salesperson described my work using the title of this blog post. He said, “When I read you, I think ‘I know all this stuff. I just don’t do it.” And here we find the root cause of many—if not most—challenges when it comes to producing results in any endeavor, but especially one like sales, one that requires consistent activity.Right now, while the world suffers a new version of neomania, one driven primarily by technology, things that are ancient don’t garner much attention. Much of what success is made of hasn’t changed for thousands of years, things like discipline, trust, caring, listening, resourcefulness, initiative, and accountability. While a lot of people try to hack their way to success, they’d be better off looking backward in time for the recipe than looking into the future for the quick hack. What you need to know to be successful has been known for generations. There are no secrets, and it has all been written down.Everything you need to know is known. You likely know everything you need to know now, and what you don’t know you can find in seconds. If you are not getting the results you want, it is because you aren’t doing what you know you need to do.Everything you need to know is known. You likely know everything you need to know now, and what you don’t know you can find in seconds. If you are not getting the results you want, it’s because you aren’t doing what you know you need to do.last_img read more

Deb Calvert on How Truly Meaningful Sales Connections Happen Through Leadership  – Episode #105

first_imgTweets you can use to share this episode#Buyers don’t believe the message until they first believe the messenger – from Deb Calvert on this episode of #InTheArena @PeopleFirstPS #salesClick To Tweet#Sales connections happen through two-way dialogue, not an old-fashioned sales presentation. Learn how to make it happen on #InTheArena @PeopleFirstPSClick To TweetSubscribe toIn the ArenaApple PodcastsGoogle PodcastsAndroidby EmailRSSOr subscribe with your favorite app by using the address below Podcast: Play in new window | Download (Duration: 32:21 — 26.0MB)Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSSEvery seller wants to have meaningful sales connections with their buyers, but it’s clear from the way sales is traditionally done that very few sellers really know how to pull it off. Deb Calvert has written a new book, “Stop Selling and Start Leading” that reveals many points of powerfully insightful data, taken from a study focused on the 30 primary characteristics of leadership. Her application of those characteristics to the sales process is not only ingenious, it also reveals what sellers are doing wrong, what buyers really want from those who are on the other side of the sales relationship, and how powerful selling can happen once sellers stop selling in begin leading. You don’t want to miss this conversation.Deb Calvert on How Truly Meaningful #Sales Connections Happen Through #Leadership – Episode 106 of #InTheArena @PeopleFirstPSClick To TweetBuyers don’t believe the message until they first believe the messengerSales connections are about more than simply setting appointments and running through a sales presentation. It’s about building trust, a phrase we are hearing more and more these days. But do you really know what it means to build trust? More importantly, do you know how to build it? Deb Calvert says that buyers don’t believe anything you have to say to them about your product or service until they first believe in you. They have to see, demonstrated in your behavior, that you are person who can be trusted. What kinds of behavior is Deb talking about? Listen to this episode of In The Arena to find out – and learn how to change the way you sell in order to build greater trust with your buyers.33% of buyers say the salespeople they deal with don’t come across as credibleMuch of the research that Deb and her team did in preparation for her book focused on the experiences buyers had with those who sold to them. In many cases, these were relationships that were already established between buyer and seller – yet 33% of buyers said that the sales people they deal with regularly don’t come across as credible or trustworthy. What does that say about the way sales professionals are going about their work? More importantly, what does it say about the ways we can improve what we do to cause trust to be built from the outset? Deb’s insights into this issue of credibility and trust are incredibly helpful for salespeople who are willing to do the work it takes to apply what she has learned. The good news is this, none of it is hard. It just has to be done.33% of #buyers say the #salespeople they deal with don’t come across as credible. Learn how to reverse this trend in your #sales career on #InTheArena @PeopleFirstPSClick To TweetSales connections happen through two-way dialogue, not an old-fashioned sales presentationOne of the things that buyers dread the most is the sales presentation. That’s because it often goes into data points and information that isn’t relevant to their situation. It’s kind of like sitting through a timeshare presentation in order to get the free gift, only the buyer doesn’t always walk away with the free gift. Deb’s research revealed that sales connections that matter happen through two-way dialogue, not a sales presentation. Buyers want to know that they are understood and that those selling to them truly have their best interests in mind. If you will apply the simple things Deb shares in her book, “Stop Selling and Start Leading,” your sales will dramatically improve.Meaningful connections between buyers and sellers still matterWith all the advancements in A.I. and machine learning, there is a lot of hype about whether or not salespeople will really be needed in the future. Both Deb and Anthony believe that the human component of sales will always be in high demand because meaningful sales connections are what build the kind of trust that buyers need to feel. It still matters that there is a person on the other end of a transaction. It still matters that someone with empathy and understanding can approach a buyer’s needs with insight and right applications. As you listen to this conversation you’ll come to realize the truth: meaningful connections in sales still matter and always will.Meaningful #connections between #buyers and #sellers still matter. Learn what Deb Calvert discovered about the buyer-seller relationship on this episode of #InTheArena @PeopleFirstPSClick To TweetOutline of this great episode Who is Deb Calvert? The kind of research Deb did in her decision to write her book The gap between what buyers want to see in their sellers and what exists What does it mean for sellers to model the way? Buyers need sellers to demonstrate that they have THEIR best interest in mind Why salespeople are hesitant about inspiring a shared vision What does it mean to challenge the process? The thing that matters most to buyers is relevant answers in a timely way Meaningful connections between buyers and sellers still matterResources & Links mentioned in this episodewww.StopSellingStartLeading.comwww.PeopleFirstPS.com – Deb’s websiteDeb on Social – LinkedIn – Twitter – YouTube – FacebookThe Outbound ConferenceBOOK: Stop Selling, Start LeadingBOOK: The Only Sales Guide You’ll Ever NeedJim KouzesBarry PosnerThe Leadership ChallengeThe theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on SoundcloudConnect with AnthonyWebsite: www.TheSalesBlog.comYoutube: www.Youtube.com/IannarinoFacebook: https://www.facebook.com/iannarinoTwitter: https://twitter.com/iannarinoGoogle Plus: https://plus.google.com/+SAnthonyIannarinoLinkedIn: https://www.linkedin.com/in/iannarino Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Nowlast_img read more

Now, Punjab farmers to protest

first_imgAs Mandsaur in Madhya Pradesh remained on the boil two days after five farmers were killed in police firing, Punjab farmers have announced a protest for June 12 to highlight their plight.Seven farmers’ unions met at Moga on Thursday and took the decision.The demands of the unions included immediate farm loan waiver and implementation of the Swaminathan Commission’s report, which recommended that the minimum support prices for crops be fixed at 50% more than the weighted average cost of production. The meeting also condemned the “unprovoked” police firing on the agitating farmers in Madhya Pradesh and demanded action against the accused. “The Congress party came to power in Punjab by promising farmers loan waiver. The party should keep its word. Farmer suicides are rising in the State, so the government should act fast. We want all loans, whether private or government, taken by farmers and labourers waived immediately,” Surjit Singh, president of the Bharatiya Kisan Union (Krantikari), told The Hindu.“We will stage a demonstration in all district headquarters on June 12 and submit a memorandum to the Deputy Commissioners,” Mr. Singh said. Chief Minister Captain Amarinder Singh on Wednesday said while his government was committed to farm loan waiver, the Centre should come up with a holistic policy to address the problem.last_img read more

Naroda Gamm massacre: Deadline set for Maya Kodnani’s defence

first_imgThe special trial court, conducting the trial in the Naroda Gamm massacre case during the 2002 riots, has asked former Gujarat minister and key accused Maya Kodnani to get BJP President Amit Shah to testify in her favour as defence witness by next Tuesday.While asking the accused to ensure that the witness testifies by September 12, the court said there will be no further adjournment of the case.In her application on Friday, Ms. Kodnani said since Mr. Shah is not “reachable” due to his busy schedule and constant mobility, “It is difficult to decide as to which address the summons be served to him.”Ms. Kodnani, who was convicted in the 2002 Naroda Patiya massacre case, in which 97 persons belonging to the minority community were killed, is a key accused in the Naroda Gaam massacre case, involving the brutal murder of 11 persons, also during the 2002 riots.Also read: 28 years for Maya Kodnani, Bajrangi to spend entire life in prisonShe had sought time till September 12, 2017 while Special judge P.B. Desai had granted time till September 8 for her to bring Mr. Shah to testify as defence witness.During the hearing, Ms. Kodnani urged the court to allow her to bring Mr Shah and 13 others as her witnesses to testify that she was not present at the site when the massacre was carried out.Among the 14 persons she listed as witnesses, 12 including her husband have already testified in her favour. Mr Shah is the last listed defence witness in her trial; all others have been cross-examined by the court.Verdict deferredIn a separate case, the Gujarat High Court has again deferred its verdict on Zakia Jafri’s challenge to an SIT court granting a clean chit to Prime Minister Narendra Modi and others in a criminal conspiracy related to the 2002 riots.last_img read more

Sand mafia beats Sarpanch to death in Rajasthan

first_imgThe ban imposed on ‘bajri’ (riverbed sand) mining in Rajasthan took an ugly turn with the sand mafia allegedly beating a 50-year-old sarpanch to death in Sawai Madhopur district on Thursday. Raghuveer Singh Meena, sarpanch of Hathdoli village, was killed when he went to the Bouli area to check loading of sand illegally dug out of the Banas river.His body was cremated in his native village on Friday. Police registered a case of murder against 21 persons, including nine accused. People involved in illegal sand mining, armed with sticks and stones, attacked Mr. Meena, who was accompanied by a team of Mining Department and a few policemen. The accused hurled stones on the officials when they entered the land in Hindpura village and forced them to retreat. ‘Bled to death’In the melee, Mr. Meena was injured by a stone and fell on the ground. The assailants fled and a profusely bleeding Sarpanch was rushed to a hospital in Sawai Madhopur. He was later referred to Jaipur, but he succumbed to his injuries.last_img read more

J&K women welcome stamp duty exemption for buying property

first_imgWomen in Jammu and Kashmir have welcomed the decision by the State government to approve zero percent stamp duty on the purchase of property by them.“It’s a welcome step. The move will help women scale up the social ladder in J&K,” said Nazia Ashraf, a businesswoman.The Cabinet on Friday approved to levy a stamp duty of 5% for buyers in urban areas and 3% in rural areas. “However, it is zero percent if the property in both urban as well as rural areas is registered in the name of a female member of the family,” reads the Cabinet decision, approved by Chief Minister Mehbooba Mufti on Friday evening.Earlier, the stamp duty was at seven percent.Ms. Mufti claimed women in J&K, as of now, owned bare minimum immovable assets even after contributing the maximum to the society. “This incentive will encourage families to register their properties in the name of their sisters, daughters, wives and mothers,” said Ms. Mufti.Former finance minister and MLA Rajpora Hasseb Drabu described the government move as a creative way of empowerment by market incentives. “It will help gender balancing of social power relations,” said Mr. Drabu.According to the 2011 census, there are 859 females per 1000 males in J&K and female literacy rate stands at 58.01 percent.last_img read more

Four labourer buried alive while repairing tunnel in Rajasthan

first_imgFour labourers, repairing a tunnel in Rajasthan’s Sirohi district, died after being buried alive under debris, the police said on Saturday.The victims were trapped under the debris on Friday which fell due to vibrations generated by a poclain machine at the site on Beawar-Pindwara national highway, they said.The family members of the deceased, identified as Devi Singh, 32, Uttam Kumar, 23, Mahendra Kumar Meena, 27, and Mahendra Hiragar, 30, have refused to accept the bodies till they are provided compensation by the private firm which was carrying out the repair work, Sirohi collector Babu Lal Meena said.The bodies have been kept at a mortuary. The State government has announced ex-gratia for the kin of the deceased. A case has been registered against the company and the driver of the poclain machine, the police said.last_img read more

Amit Shah, Nitish Kumar to discuss seat sharing

first_imgSeat sharing talks with the Janata Dal (U) will figure high on the agenda during BJP chief Amit Shah’s visit to Patna on Thursday. Bihar Chief Minister Nitish Kumar is scheduled to join Mr Shah for both breakfast and dinner during the visit. Top sources in the BJP have confirmed that while Mr Shah will be largely busy with organisational meetings, two one-on-one meetings have been scheduled with Mr. Kumar.“Adhyakshaji (BJP president Amit Shah) will be having breakfast with the Chief Minister (Nitish Kumar) at the State guest house where he will be staying. After addressing organisational meetings like the social media volunteers meet, a meeting of vistaraks, core committee and Shakti Kendra meetings, he will have dinner with Nitish Kumar at the latter’s residence,” said a source. State BJP president Nityanand Rai confirmed the two meetings. “Seat sharing talks are on the anvil, and a formula that will be good for all stakeholders will be formulated,” added the source. No other details were shared as party men and allies like the Lok Janshakti Party (LJP) and Rashtriya Lok Samata Party (RLSP) are holding their peace.Electoral equation“We won 22 seats in 2014 on our own; some of them were seats where JD(U) used to win as part of the NDA. Therefore, the seat adjustment is not just about absolute numbers but particular seats and this will have implications for some sitting BJP MPs too,” added the source. Meanwhile, a political observer in Bihar told The Hindu, “I don’t see any electoral dividend for the BJP to take JD(U) along with it in Lok Sabha poll…for the BJP, a triangular contest will always benefit as both RJD and JD(U) would cut each other’s backward caste vote while the BJP’s vote bank will be intact in the name of PM Narendra Modi”.“Though, it will be a different ball game if JD(U) compromises with 9-10 seats with the BJP promising it a lion share in the State Assembly poll in 2020,” said political analyst Ajay Kumar.last_img read more