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Many businesses are missing a big opportunity by not finding the right time to make incremental sales.

Or you could call it situational selling. In the right situation, you offer an additional service or product to the customer.

It is what we do in the hotel and restaurant business. We encouraged it and sometimes would create a friendly competition.

Some people call it upselling, but it is more like upserving because you are finding a small way to serve the customer even better.

At Disney World, guests will listen when a cast member makes a suggestion. If you use the situation to sell additional services or products that will help a customer, you are not serving them well.

If I visit your store to buy a shirt and also come out with three ties, you served me well because now I have the exact ties to look good in my shirt. It saves me the trouble of looking for the proper tie later.

Incremental sales through situational selling will add a boost to your bottom line. All those little additional sales add up. If only 10% of the people say yes to your offer it adds up to big sales over time.

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Many people set resolutions to start a new year. Most of those people don’t follow through.

Usually, by February, people have already given up on losing weight, reading more books, or whatever resolution they set.

They key is to do things on purpose. Or, said another way, routines.

Routines are systems to help you get done what you need to get done. Can you imagine FedEx or IBM or Disney doing what they do without systems?

Your life is no different. You need the routines to keep your life under control and moving in the right direction.

Routine may feel boring. But you don’t want it to be exciting. You don’t want fires breaking out all around you and each day to be unpredictable.

My Time Management Magic course can help you develop proper routines and get more done every day. You can find out more here.

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Often, people ask me about how to motivate employees. My answer…you shouldn’t motivate employees.

Of course, you should provide appreciation, recognition, and encouragement, but your job is not to motivate employees. Your job is to hire the right employees and they will motivate themselves.

Hire people who want to be great. What many think is motivation is really manipulation. Do you think a pizza party or casual Friday matters to great employees?

If you want to motivate great employees, make sure you give them a safe place to work. Also provide plenty of appreciation, recognition, and encouragement. This is what helps great employees thrive.

Personally, I have a fear of failure. It drives me. I want to be successful. I want my wife, son, and grand-kids to see me as successful. If you understand what drives people, you can help them achieve it. This will be more successful than trying to motivate people.

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Focusing on numbers and neglecting the customer has become too common.

When times get tough, companies cut costs, often at the expense of customer service. Is that the right move? Does customer service really hurt the bottom line?

Absolutely not. Without the customer, you will not have a bottom line to worry about. Take care of the customer.

It takes discipline to offer excellent customer service while still meeting financial goals.

A constant focus on meeting financial numbers, you will wear down employees. Employees won’t like it when they feel the focus move away from the customer.

Great organizations don’t suffer as much during recessions. Great organizations take care of their customers no matter what is happening. Ordinary companies cut back and offer less to the customer when times are tough.

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Anytime you get a promotion, especially when you are young, you may face an experience gap. Whether the experience gap is real or perceived, you have to address it.

When I was in the hospitality industry, I spent time as a cook, a banquet waiter, restaurant waiter, and I cleaned rooms. I worked most jobs in the guest side of operations.

Experience and exposure are the keys to overcoming the experience gap. Working your way through the operations with give you the experience you need and the exposure to what people in other roles in your organization are facing.

Plus, people will notice. If you spend all of your time in the office, people will continue to think you don’t have experience and are out of touch. But if they see you putting in the time, they will know you have the experience.

The only way to get experience is to get out there. Reading about it and talking to people does not have the same impact as experience.

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Anytime you get a promotion, especially when you are young, you may face an experience gap. Whether the experience gap is real or perceived, you have to address it.

When I was in the hospitality industry, I spent time as a cook, a banquet waiter, restaurant waiter, and I cleaned rooms. I worked most jobs in the guest side of operations.

Experience and exposure are the keys to overcoming the experience gap. Working your way through the operations with give you the experience you need and the exposure to what people in other roles in your organization are facing.

Plus, people will notice. If you spend all of your time in the office, people will continue to think you don’t have experience and are out of touch. But if they see you putting in the time, they will know you have the experience.

The only way to get experience is to get out there. Reading about it and talking to people does not have the same impact as experience.

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A common question I hear is, “Lee, will you be my mentor?”

Unfortunately, the answer is no. I get the request so often I couldn’t possibly be a mentor to everyone. But I am always flattered when asked. And I know how valuable mentors are.

Early in my career, I had two mentors who changed the path of my professional life.

Usually, if I ask someone who their mentor is, they either mention their parents, manager at work or simply nobody.

It is true, most people don’t get much help in their professional career, but I find people are confused about many areas in their life. Career choices aren’t our only worry.

Navigating life can be difficult. How do I find a life partner? Are my problems normal? Where do I start when I want to do what I love?

If you have asked any of these questions, you are not alone. Most people feel this way. And unless you are lucky enough to have someone next to you who will listen without judging and help you along the way, you will probably have to find an answer by yourself.

Recently, I discovered a new website that can help you out along the way. MentSpot.com is a platform to connect people like you with a mentor in areas such as Life & Personal Development, Business & Entrepreneurship, Career, Heath, and more.

If you don’t have a friend, co-worker, supervisor or generous uncle who is willing to be candid and open with you about problems you are working through you may consider giving Menspot a try.

Just like any relationship, you only get back what you put into it. So if you aren’t willing to do the work, this won’t work either. But, put in the time with your mentor and Menspot allows you to track the progress towards your goal.

I asked one of the founders of Mentspot for more information about the platform and here is what he told me;

  1. Mentor someone in the area you feel competent in. Nothing gives more satisfaction than teaching others. It’s not only about having a goal but also realizing how much knowledge you already have. By teaching, you also learn yourself by repeating, filling the gaps and giving a structure to what you already know.
  2. Connect with other mentors: Even if you are a great entrepreneur, maybe you can improve your quality of life at home. Very often, a simple conversation can let you get some distance and look at everyday challenges differently.
  3. As a mentee, connect with other mentees: Who knows, maybe you can expand your circle of friends or simply network. While connecting with others that have the same worries, you will feel much more comforted and confident.

We are always looking for ways to get better. Asking for help is one way to get better.

If you don’t currently have a mentor, Mentspot.com may be what you are looking for.

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Building trust with your supervisor is an art. All of us, well, most of us, want to build enough trust so we get more autonomy and responsibility in our job.

If you want to build trust with your boss, you begin with results.

Bring a project forward, get approval from your supervisor, and then get good results.

When you have a track record of producing results, you will move from getting approval to being able to do the project on your own and keep your boss informed.

Sometimes you have to test it. Pick a small project and do it. Then inform your boss of the results.

Don’t wait for your boss to tell you what to do. And don’t maintain exactly what is expected of you. You want to perform better than simply meeting expectation.

If you ever need clarity on where the line is, ask. Have the conversation with your supervisor so you know what issues you should bring forward and what you should handle on your own.

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At Disney World, we are always on the lookout for good people to become cast members. When we realized some of our best new cast members were referred by current cast members, we made a program out of it.

We had cards cast members could carry. If they ran into someone who gave great service, they could hand them a card with details about applying for a job at Disney.

This worked well because people who have a job, and are performing well at their job, are not actively looking for a job. And many people didn’t think they could get a job at Disney. These referral cards took care of both of problems. Plus, cast members who brought in a certain number of referrals got to attend an awards dinner and receive recognition.

People who work at Disney help bring in the right kind of people. Your good employees want to bring in great people to keep the work environment enjoyable.

Every business ought to be ahead of the game. Get out in the community looking for the right people to fill your next opening.

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Often, people ask me about how to motivate employees. My answer…you shouldn’t motivate employees.

Your job is not to motivate employees. Your job is to hire the right employees and they will motivate themselves.

Hire people who want to be great. What many think is motivation is really manipulation. Do you think a pizza party or casual Friday matters to great employees?

If you want to motivate great employees, make sure you give them a safe place to work. Also provide plenty of appreciation, recognition, and encouragement. This is what helps great employees thrive.

Personally, I have a fear of failure. It drives me. I want to be successful. I want my wife, son, and grand-kids to see me as successful. If you understand what drives people, you can help them achieve it. This will be more successful than trying to motivate people.

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