How to Make Better Hires and Increase Your Profits

Good morning,

Reg Gupton here.

This information will accelerate your bottom line

Are you the person who makes the hiring decisions for your firm? If so, keep reading. If not, why would you forward this vital information on to your sales manager/owner?

Answer:

Surrounding yourself with more successful loan officers will make you more successful, too. Do yourself and your business a favor: forward this message to your owner/sales manager now!

The most successful organizations in the world already know that hiring the right people creates the most powerful "secret weapon" in their arsenal of competitive strategies.

Hiring the right sales people can be as simple as following a recipe based on recent findings from a groundbreaking study conducted by Bill Bonnstetter of Target Training International, Ltd. in Scottsdale, Arizona: “Two of our most significant assumptions were confirmed by the study. (1) Top performing salespeople are similar and, (2) Attitudes or values are more important than behavior in sales performance.”

True-life Story

The other day, an owner named Forrest, mentioned to me that things were going better for him and his company. However, he dreaded the thought of hiring more loan officers since his success in the past had been dismal.

He said, "High turnover is part and parcel of my industry. It has always been that way and will be that way into the future. I have no organized/proven system for hiring. I am pretty scattered when it comes to hiring."

I mentioned that I helped some major and not so major companies create a process for hiring that proved successful. In one case, turnover was reduced from 54 percent to 12 percent saving the company hundreds of thousands of dollars in out-of-pocket expenses. Not to mention the opportunity cost of loans not closed. These loans would have added many tens of thousands of dollars to the bottom line.

I said, "Follow these steps and you will make better hires, reduce turnover, reduce expenses, reduce manager stress and increase profit.

Prospering your bottom line with eight actions

While we engage 10 additional aspects of this hiring regimen, you may be interested in appreciating these seven points for successful hiring. We can cover the rest at a later date.

I. Find candidates

II. Review Resumes and cover letters

III. Interview the subset who passed the resume screen using a standard set of Interview Questions

IV. Eliminate for job fit

V. Run Behavioral and Motivational assessments on the remaining candidates

VI. Re-interview with the assessments

It is relatively easy to mis-state the truth during an interview. For example: a candidate tells you they are motivated by money (when they are not) and they can follow procedures (when they can’t or won’t).

If you are hiring a commission-only sales person, it would be best if your new hires were motivated by money. The PIAV will let you know if they are and how intensely.

Likewise, the DISC assessment will tell you if they are really hard chargers or would prefer to sit behind a desk and work on files rather than going out and interacting with the public.

These assessments are valid and reliable. They measure what they are supposed to measure and they do it time after time.

VII. Make a written job offer

VIII. Send reject letters as necessary

What you should do next

If a picture is worth a thousand words, then a demonstration could be worth a thousand pictures. We can show you how we can quickly help you improve your company's profitability and efficiency with a risk free demonstration.

Email me or comment on this post with “I want to reduce turnover and increase profits” in the subject line. I will send you the web site and link you need to do the complimentary assessments. Each will take you less than 12 minutes.

We will compile two personalized, computerized reports packed with relevant information regarding your communication style and how to make the most of it. You will also learn what motivates you and how you chose what you are going to do every day.

These computerized reports will give you detailed information regarding your specific communication traits, more efficient ways to work, either by yourself and/or with others. We sell these individual reports for $100.00, but are free for you, without any further obligation.

After you have evaluated your personal reports, we believe you will quickly understand how this information is powerful and immediately useful. We would like to show you how having this information for all your employees can make your organization more efficient, productive and profitable.

We have done it for other businesses. I would like to do it for you. But be warned many companies make us a permanent part of the team. Call me and I will personally show you how to make the most out of these insights and increase the productivity and profitability of your entire team, company, or work group.

We have done it for others. Let us do it for you. Knowledge is power, and profit. Call for an appointment to discuss your situation.

Reg Gupton, MBA
Coach, consultant, trainer

P.S. Follow me at www.twitter.com/reggupton

P.P.S Find me on Facebook

P.P.P.S find me at www.linkedin.com/in/reggupton

Take a look at my Blog everyday for proven success tips. It is located at http://regs-successtips.blogspot.com/

www.growthseminars.com
800.418.0401 toll free
303.544.0340 office
303.544.0358 fax

Using a set of diagnostic and assessment tools, we help organizations make better decisions that increase profit, productivity and reduce turnover.

Why Businesses Fail and what to do about it.

Reg Gupton here.

Why businesses fail - and how to make sure yours succeeds

1. A closed mind

I know. You have been thinking about your business/product for years and years. You (might) have talked to friends, looked at the world and decided that you have it all figured out. Your product/service is the best. Period.

Your product solves a major problem. Your graphics are tops (at least your graphics designer tells you so).

You have fallen in love with your idea and you are going to hold on to it until you die or go bankrupt.

You should consider an Advisory Board to broaden your perspective and gain the help and advice of others. These Boards can be free, meet with you monthly.
They can be a Mastermind Group as described in the best selling classic Think and Grow Rich by Napoleon Hill.

2. Sloppy or ineffective marketing

Or no marketing. Restaurants and retailers remodel a space, invest in equipment and inventory, and create a great menu. Then the doors are opened. Maybe a few folks show up for a few days.

I call it stumble in the door marketing. You take good to great care of the customers who make it in your door.

Then what? What do you do to get them coming back? Do you capture their contact information? Build a list to market to. A friend with a restaurant in Metro Denver build his list from 650 to 3,500 in a couple of years and his gross revenue from $650,000 to $1,8000,000 over the same time with a massive growth in profit. Just because he build a list and communicated with it regularly.

3. Ignoring the competition

You have identified a slight weakness in the biggest business in your niche. They have been around for 10 or 20 or 30 years. Whenever anyone mentions the product/service, they are who gets mentioned.

You think that because you have indentified a weakness, you can exploit it and exploit it you might.

However this competitor did not get big and last for decades by being stupid. They are likely doing many things correctly.

Make sure that the niche or weakness you have identified is cared about by the people in your market area.

4. Ignoring customer needs

You must listen to your customers. You must do exit surveys, you must do entrance surveys. Why do people use you and why do they quit?

What hours of operation do they need, what sizes, what colors, what days of the week do you need to be open?

5. Inadequate/incomplete business plan

Most business begin operation without a thorough business plan or one that focuses on the product and/or the numbers without adequate thought about how the product/service will be marketed, to whom and at what price.

There is little thought about the Three Ms of Marketing: Who is the Market, what Media will be used to reach them, to deliver what Message?

6. Poor location

Small business owners often believe that if you open your doors they will come.

If the only way into your store is a left turn without a traffic light on a busy street, you are doomed. If there is no or limited parking, you are doomed. If your business is not a destination experience and you are at the edge of a market area, you are out of business.

7. Poor execution/lack of discipline

Owning, starting, and running a small business requires consistent action and implementation of strategies, plans and tactics. For example, your store has to be open promptly at the time you say you are going to be open.

You have to create and follow systems and processes which will deliver a consistent result for your customers.
8. No viable market for your product

In Boulder, CO, where I live, I see engineers and technology people create products with no thought of who will buy them. They are products looking for a problem to solve.

No one cares. No market research has been done. No one had done any market testing to see if anyone is interested. And what price they will pay.

9. Inadequate accounting system/no management of cash flow

Recently I spoke with a local commercial banker working with small businesses about the proportion of people he speaks with who have “workable” accounting systems in place.

His opinion based on his experience: three out of ten. And those who use them monthly: one out of ten. This is a major indicator of impending failure.

10. Hiring incompetent employees and not training them

Many small businesses have an inadequate or non-existent system for hiring new employees. They are not consistent in the process used to hire their employees. Hiring someone who can fog a mirror is suicidal.

Further, people come to you to you so you can deliver a specific result, whether it is a cup of coffee, a tax return, or a properly repaired pair of shoes. Turning your business (and your success) over to poorly hired and inadequately trained high school students will take you to the poor house or bankruptcy or both.

I hope you will learn from this and not make these typical mistakes.

To your continued success,

Reg Gupton
www.businesssuccessvideos.com

Meet David Ogilvy. You have much to learn from this marketing master

Reg Gupton, here.

One of the masters of marketing. Most of his time was spent with major brands most of which translates to inform your marketing or it should.

Here is information on a recent book about him.

The King of Madison Avenue: David Ogilvy and the Making of ...

www.doceymedia.com12/27/11

Famous for his colorful personality and formidable intellect, David Ogilvy left an indelible mark on the advertising world, transforming it into a dynamic industry full of passionate, creative individuals. This first-ever biography ...

Note: This is a 54 minute video interview with David Ogilvy about how he got started in advertising and what he learned. This is great!! Get a cup of your favorite beverage, plug in your ear buds and learn.

A conversation about advertising, with David Ogilvy

David Ogilvy interviewed by John Crichton in 1977. Realized by the American Association of Advertising Agencies AAAA. David is seen as the "pope of advertising". This is the complete interview version. Entrevista realizada por la AAAA al "papa de la ...

Search for the World's Greatet Salesperson - David Ogilvy, Salesman: The Early Years

Note: Here is David Ogilvy on sales. This is great too.

www.youtube.com Our founder, David Ogilvy, started as a cook and then a sales person. Learn lessons he picked up a long the way and the Art of Persuasion. We're looking for the world's greatest sales person. Are you the one? Visit the winner Todd Her...

How to prospect like a rock star

The following videos contain compelling information which will help you when you are prospecting.

Get your pen and pad out to take some great notes. You will be glad you did.

Sales Techniques: Prospect Your Prospects

Interview with Keith Rosen, AllBusiness.com's Sales Advisor See more videos and how-to business information at allbusiness.com

Note: The following video is about cold calls. He points also work very, very well for warm calls. Pay attention to the "so what" question.

Sales Techniques: How to Capture a Prospect's Attention

Interview with Keith Rosen, AllBusiness.com's Sales Advisor See more videos and how-to business information at allbusiness.com

Note: Asking questions is a great way to encourage your prospects to talk with you and open up as they begin to know, like and trust you more. We generally don't make major purchases from strangers. Commodities like gas, gum and a soda. You bet. Take out a loan, buy a house, take out a mortgage, not so much.

How to Put a Prospect to Sleep in 3 Easy Steps | Fearless Selling

fearless-selling.ca12/5/11

Getting an appointment with a new prospect has never been more challenging. It takes persistence, dedication and lots of hard work. This means you need to make.

Note: Here is what not to do when making a sales call. And this is what most people do because they think that creating credibility and qualifying is key.

Folks: Listen up. Building rapport is the key. Not the rest of this stuff (a technical sales term) just nonsense.

More on rapport building to follow.

To your continued success,

Reg Gupton

Remember: Success leaves clues for us. Here are a few.

Reg Gupton, here.

There are as many Success Principles as there are writer and thinkers on the subject. Here are several videos which you will find useful.

Video:Traits of Successful People Video with Donald Van de Mark

How do successful people stay motivated,change themselves and constantly improve? Donald Van de Mark interviewed hundreds of great leaders and offers this explanation with video of Jack Welch and Starbucks' Howard Schultz. Book Donald to speak at you...

17 Success Principles - The Common Traits of Successful People

17 Success Principles - The Common Traits of Successful People video by Ahmad Sanusi Husain consultant-speaker-motivator Kuala Lumpur, Malaysia sanusi.my@gmail.com mobile: +6019-234 8786 CEO & Consultant: ahmad-sanusi-husain.com Consulting & Training...

Note: In this second video you hear briefly from Jack Welch and Howard Schultz and how they became successful.

6 Success Traits Worth Mastering | Buon Viaggio

Trying to build a business without entrepreneurial thinking is like trying to build a house with a toothbrush. An employee mindset is not a useful.

Note: I have not vetted this persons offerings. Just thought her message was a sound one.

Successful Traits Of An Entrepreneur | The Successful Entrepreneur

entrepreneursuccessteam.com12/3/11

The traits of an entrepreneur are many, but they can be boiled down to a few key things. You have to be willing to do what it takes to be successful, you have to focus on the prize and not the challenges to get there. You also ...

Note: A short and useful article on success.