Focus on Gratitude

November 27, 2019

“Our favorite attitude should be gratitude.” – Zig Zigler

Gratitude…it’s good for business.

It’s Thanksgiving week. For most of us, now’s the time for us to reflect and express thanks for the blessings in our lives.

Why limit yourself to just a few days or weeks to focus on gratitude? Take your gratitude practice beyond the holidays. It’s a smart strategy for creating and sustaining a successful business.

Countless studies have shown that gratitude helps people become healthier, happier, and more successful. Isn’t that exactly what you and your team need for your business to thrive?

Here are just a few of the benefits of gratitude:

  • Building strong relationships– The gratitude perspective helps people to focus on the positives in themselves and others. Such a perspective reduces conflict and enhances collaboration.
  • Reducing stress and preventing burnout – Focusing on gratitude can lead to greater happiness and emotional resilience. People with more positive mental outlooks are less prone to burnout and other stress-related problems on the job.
  • Improving health –Adopting a gratitude practice can improve heart health, sleep quality, and overall wellbeing. Some studies suggest that positive health changes can be noted in as little as eight weeks of consistent gratitude practice.
  • Reducing employee turnover – Team members are motivated to work harder when they receive appreciation for their work. They’re also more likely to stay at a job longer when they feel appreciated.
  • Improving the customer experience – When your express gratitude to your customers, you have an opportunity to strengthen your relationship with them, build trust and create an experience that keeps them coming back again and again.

Getting into a regular practice of gratitude can make a big difference in your business and in your life. Doing these three things will help you to make gratitude part of your business culture:

  1. See it – Being grateful starts with recognizing the positive things that are happening every day. At work, we can get into task mode and focus on what needs to be done. Taking focused time each day to look at things with appreciative eyes will bring big improvements in your emotional and physical well-being.
  2. Speak it – It’s not enough to just notice what you’re grateful for, it’s important to express that gratitude…to your team, your family and your customers. Sharing your thanks encourages others to do the same.
  3. Systematize it. Whatever your preferred ways to show gratitude, create systems to support them. Make it easy to stay in the practice of gratitude. Try adding gratitude checkpoints to your business processes. There’s no end of ways to show you care, so play around and see what works for you and your team, then commit to it. You’ll be grateful you did!

Today and every day, we are grateful for you…our team, our colleagues and partners, and our customers. May your lives be filled with many things to be grateful for.

Go forth and do great things,

Martha Hanlon and Chris Williams

Martha and Chris

November Push

November 20, 2019

November seems to be a tricky month.

Your year isn’t over.  You’ve still got about six weeks to accelerate to your 2019 goal.

But November often feels like the year is done.  Thanksgiving; followed by shopping; followed by Chanukah, Christmas and Kwanza; followed by Boxing Day; and quickly followed by returning gifts.

All your time seems to be allocated to the max.

However, this one little thing can enable you to reach out to close a few more sales without adding more time to your crazy, filled calendar.

Eliminate all the office housework you accumulate!

It’s keeping you poor!!

A recent study found volunteering, saying “yes” to thankless stuff, is a “woman thing.”  Women volunteer for unrewarding tasks and are asked to take them on more than men.

And here’s the kicker…you likely own the business.  You’re the boss!!!  And you’re still the one volunteering and being asked to take on something.

Office housework = non-revenue-generating work

You’re taking on low risk and low reward tasks, and the odds are superior you’re about to do it again.  Like even today.

We know saying “no” can be difficult.

Yet here’s one thing that’s not hard:  not offering in the first place.

Have a look at your thinking keeping you poor.  How much office housework rests on your “To Do List?”

Identify just one thing.

Okay, identify three things.

Then take that time you’re going to get back and allocate it to reaching out to that prospect who’s “this close” to saying yes.

Same amount of time in your business.  With some junk off your plate.  Replaced by revenue-producing work.

Now that’s what I call a great exchange!

Go forth and do great things,

Martha Hanlon and Chris Williams

Martha Hanlon & Chris Williams

Finish Strong

November 13, 2019

What do distance runners and great salesmen have in common?

They both know that winning depends on a strong finish.

And they also know that you have to focus on the race you’re in before moving on to the next.

With the holidays looming, it can be tempting to slow down and kick back…coast to the end of the year based on your results in the first 10 months. Planning for 2020 might feel like taking a breather from the hectic pace you’ve been keeping.

Don’t fall into that temptation.

In the next few weeks, you have the chance to make 2019 into a banner year and build great momentum for 2020.

Here are five tips that can give your business that last burst of energy it takes to finish strong:

  • Aim for Progress, not Perfection –Now is not the time to let perfection paralysis keep you from taking action. A project that meets 80% of its goal is worth more to you than a project you never start because success isn’t 100% guaranteed.
  • Focus on Quality, not Quantity-It can take a bit of effort to break through all the noise of the holidays and the “year-end specials” that your competitors are offering. Stand out by focusing on the quality of the message you’re delivering to key prospects, rather than the sheer number of leads you are generating. The extra effort you spend in communicating that you understand what your customer’s problem is and how you can uniquely solve it, the more success you’ll find.
  • Express Gratitude – Take the opportunity to thank your customers for their business during this year. Doing this at Thanksgiving rather than in December may give the customer one more chance to do business with you before the end of the year.
  • Revisit the “No” and the “Not Yet” List – Prospects who were not ready to buy earlier in the year may be ready now. You might have just what they need to finish their year strong. Pick up the phone and check back. A quick conversation may lead to the sale that takes you over the top.
  • Add Value Rather Than Discount – So many businesses offer discounts or special prices as incentives for buying before the end of the year. Rather than reducing your prices, consider adding value. Set yourself apart by bringing back an old favorite as a bonus or creating a high value, low cost addition to your current offering.
  • Get a Head Start on your New Year’s Resolutions – To finish the year strong, change some of the habits, approaches and attitudes that have been slowing you down or holding you back. Simple, strategic adjustments can make a huge difference in the outcome of things. Look at time management, organization, commitment, consistency, flexibility, resilience and see where improvements can be implemented and make them now.


In the next few weeks, give your business that strong burst of energy that will make you a winner this year. In the words of Gary Ryan Blair, “What kind of competitor sees the finish line and slows down?  Always finish strong.”

Go forth and do great things,

Martha Hanlon and Chris Williams

Martha & Chris