Thomas Mangum

Observations from the Remote Office

I love state changes.  One major state change that always changes up the scenery is getting out to my "remote offices" also known as, coffeehouses.  

I call these my remote offices because not only do they provide a change in scenery and energy, they have phone & wifi service plus food and drink.  That's all I need to get the job done!

Today after the Virtual Coffee call , which was a walk & talk call today, I stopped to grab a shot of wheat-grass and went to have a seat outside at Starbucks.

There I observed something interesting in my study of relationships.  My neighborhood is largely non-white, with about 45% Latino, 35% African, 15% Asian and then me.

In this community there is a large Somali population which I often witness gathered around coffeehouses.  

Today was no different.  There at the coffeehouse were tables filled with Somali men taking a break to connect and converse, always greeting each other with a firm handshake and big smile.  

I recognized that they didn't all know each other, yet they acknowledged each each other and greeted probably how they would like to be greeted and the result is connection...a relationship.

This reminded me that sometimes all it takes is acknowledgment and recognition and you become memorable.  It might make someone's day and ultimately we as humans, simply want to feel good.  If someone can help us feel better today, what a gift.

Create a communication revolution by doing something contrarian today.

Deliver a smile, specifically acknowledge that server, thank your co-worker even if they already know you appreciate them.  

Bring back connection at it's most elementary level---acknowledgment.

You don't know the harvest you'll reap from the seeds you plant today.     

It's Not About The Numbers, It's About The Relationship

Face it, you'd rather be doing what you love rather than filling your pipeline with leads, right?

I mean c'mon, you didn't go into business to go to "networking" meetings, have business cards pushed into your hands and fill your "sales funnel".  "Because ya know Thomas, you'll be wildy successful if you just fill your pipeline.  It's all about the numbers man, it's all about the numbers".

No, Mr. Sleazy, it's NOT about numbers.  It's about people and people have feelings, problems, pain, dreams and desires.  I know, Mr. Sleazy, I wish they were just a robot and a number.  It would be so much easier to part them from their money.  But humans take time.  Relationships are living.   

What is so horrible about cultivating relationships anyway? Is it the belief that they take time? It does take time but what is your definition of time?

 

If you really care about the person in front of you, you'll invest the time....because you care.  If it's all about YOUR time schedule, then let's be honest here....you don't care and it never was about them.  Not a good or bad thing, just bringing transparency to the table.

So yes, relationships do take time.  What about love?  We know it's possible to fall in love in a blink of an eye and that took time.  Even a nanosecond in time is time and guess what? That's a relationship.  

I know you got into business to do what you love (and if you don't love it, we really should chat).  I completely understand you about the sales, networking and all that stuff that perhaps you'd rather ignore.  I was there.  I know.  

 

I also know that I've rewired to LOVE sales.  I mean really profess that I love it.  Because I finally "get" that it's about doing what I always wanted to do in the FIRST PLACE and that is have healthy, supportive, loving, authentic relationships with people that I like, cultivating likability, trust and credibility.  

I'll be radically transparent here, I wouldn't say I'm particularly great at the "closing the deal" part of sales or negotiation, but I'm really good at making a connection and being present for the conversation.  I'd prefer to "always be opening" vs. "always be closing".  The "closing the deal" peice is a muscle I'm exercising regularly.  I guess you can call it being on the path to mastery. 

And guess what, sales happen because I'm committed to the relationship. 

Yes, you too can learn to truly enjoy sales even if you claim to hate it today.  It is not only possible, it's probable, if you a) exercise the muscle and b) take time to build the relationship.  

I'd love to get your input.  Disagree? Agree? Add something?  

Celebrating A Milestone

Rarely do I go back and read what I write, whether that's online posts or notes from a workshop.

I used to think that "I should do better with that", then a learning expert told me "Even the process of writing causes growth, learning and problem solving, because it moves it out of the head."  In my simple mind, I interpreted that as "making space for something else".

Regardless, it works for me.  Then today something told me to go through my past posts and guess what?  I discovered my first ever blog post was on 4/22/2008.  hmmm...the universe surely does NOT make mistakes.  Ok, so I'm a couple days late...or am I?  hahaha 

My lesson today is to keep moving with deliberate purpose and passion and stop periodically to see how far I've come.

[deep breath] Ahhhh, that feels good.  Thanks for giving me the space and celebrating with me.   

Getting Your Fans To Say "YES, I'm With You!"

It all started with an email from a friend.

"I will like to chat with you to [know] how to stay more connected and get people to grow my network on the up way. How can I bring my gift to others that don't know and struggle and still don't know. Let me know lets talk. Can use some insight to make this world a Better place. Thanks Bro Talk soon."

As a business relationships and communications coach, I hear questions like this all the time. While I'm not the guy to call if you want to be a hard core sales master or a copywriter, I'm pretty good at connecting and reading people to gain a following. Therefore, my approach to attracting more fans is to be more self-expressed.

Talk about what you're passionate FOR; what you know so well, you don't need notes.  It will surprise you how fast you'll build a fresh following of people that trust you, realize you're credible and will naturally do business with you IF you passionately stand for what you believe in.

You've worked to get your business to this place. You've achieved a certain level of success. You want to take your business to the "next level". I've heard it said, the same things that got you to "here" aren't necessarily going to take you "there". If they did, they would have already.

It's so easy to keep looking for something outside of ourselves as that next great technique to evolve our business, when you have one inside of you. The deeper you go, the higher you grow.

What does THAT mean, you ask?  Essentially you're simply sharing what you believe in and what you KNOW to be true.

In my friend Rasta's case as a musical experience creator for professional trainers & speakers (well that's my description), I suggested, talk about the power of music to transform, solve problems, transcend...whatever your take on music is.  Allow people to "raise their hand" and say "yes, I'm with you Rasta".  Not only does this give you a forum to express yourself, you're getting valuable feedback.  If more messages, followers and fans come your way, then you know something is right.

Remember this:  When you've built trust, credibility, likability AND you're relevant, you will be asked to solve their problem (AKA...a sale is made). 

By-the-way, you can build the first three, however, relevance happens at different times.  You may not be relevant to me right now (AKA: I may not need what you offer), however if I like you and you've built trust and credibility ahead of time, when I DO need you (relevant), I will think of YOU! See how that works?

How do you build trust and credibility?  One way is to consider what you'd like to be known for (your PERSONAL brand....which is simply who you are as a person...not your label or brand identity).  Speak on that via blog posts, video blog posts, telecalls, facebook status, Twitter microblogging, articles, where ever your target market may congregate.

The bottom line here is, with the tools today, it will blow your metrics away by going just a bit "deeper".

The question comes back around to you--where it really matters anyway--What are you doing to be more self-expressed so you're attracting vs. looking for fans?

Share your successes and your questions. I want to know.

Statements of the The Think Big Revolution

Passing it forward and an invitation.  Thank you in a big way to Michael Port of The Think Big Revolution & The Think Big Manifesto.

dedicated to that individual (or two :) ) that has shared their tender, budding dreams with me. It's time to come out and Stand in the sun.  

I, Thomas Mangum, am thinking bigger about who I am and what I can do with others.  I am of you and with you.  YOU are the revolution, not just part of it.  I am only one of a growing host of leaders.  Don't look to me.  Look to YOU. 

Is this risky?  Is this a bit too self-expressed? Am I inviting attack by being vulnerable?  Am I without fear, questioning, trepidation?   hmmmm, NO!  Why?  Because someone MUST stand as a leader.  Someone MUST stand, lead AND be "with", not above, beyond or better.  I choose to stand.  At the end, I will NOT have regrets.

from the The Think Big Manifesto---

"The Think Big Revolution starts today and tomorrow. It started yesterday.  This is the proclamation, it's call to action its inspiration, and its catalyst."

Statement of Core

• I will identify what I stand for through a concerted process of self questioning and exploration to discover my core, the what that is so me.
• I will make public what I stand for.
• I will hold myself visibly accountable each day to its letter and spirit.

Statement of Independence

• I will be comfortable with who I am right now and know that I am good enough.
• I will use my innate talent and gifts to do big things in the world.
• I will not give up in the face of others' fear or disbelief.

Statement of Collaboration

• I will be a person others want to work with.
• I will work with others without hidden or selfish intent to accomplish our mutual goals in the service of what each of us stands for.

Statement of Discomfort

• I will not seek control
• I will make visible my purpose, make promises in its service and take risks to fulfill my commitments.

Statement of Promises

• I will be an authentic person, one whom others can rely on.
• I will make hard promises that push me to the best of my capacity (I am doing one of those today).
• I will not "try" to fulfill.  I will!

Statement of Submission

• I am here to learn.
• I will deliberately seek out wise and true teachers and submit to the authority of constraints they create in the service of our goals. (my inner rebel says screw this!, yet I know there are no mistakes in the universe...so I'm observing more...flowing more..)

Statement of Integrity

• I will be congruent in private and in public, in purpose and in action.
• I will act in the spirit, light and service of what I stand for.

Statement of Work

• I am a warrior (Aho!)
• I will train to be strong psychologically, intellectually and physically, so that I may have the fortitude to do the big things I am capable of. 

Statement of Fun

• I will embrace chaos AND joy.
• I will let go of the false notion of control and laugh at the inevitable absurdity of existence, mine above all. (oh please remind me regularly!)

Statement of Now

• I will be now.  I am now. 
• I will not wait for the other in the false security of excuses and procrastination.
• I will do now. 

I stand for business owners.  I stand for relationships.  I stand for revolutionizing the way we connect, communicate, cultivate and collaborate.

I stand for you when I stand for me. 

Pitch Me & I'll Dump You. Woo me & I'm Yours Forever

Just because I met you at an event, follow you on Twitter or said "hey, I'd be interested in hearing more about you", does NOT mean I want to be pitched, sold and otherwise automatically subscribed to your junk.  

Ok, did I get your attention?

Yes, yes, yes, I know you believe you have something I just HAVE to see, that will transform my life.  I hear ya, I really do.  As one comedian likes to say "Slow your roll playah" (AKA, breathe and take it step by step).

This is not a "Yes" or "No" game on YOUR time line.  If I don't buy on your time line, then it's all about you, so don't kid yourself that you're focused on solving my pain.

Me not buying when YOU want me to buy,

a) does NOT mean I don't like you

b) does NOT mean I don't like what you're offering

I'm just not ready for you.....yet.

I'm very literal about "I'd be interested in hearing more about you".  Not sure what that means?  Then ask. That's called starting a conversation.  

As my friend Michael Port is known for saying, "people buy proportionate to the amount of trust and credibility you've built."  The nice thing about this is that the market will tell you when you're off and when you get it right.

As an example, instead of making it a guessing game for you, I'm willing to be upfront and open about what it takes for me to buy, whether that's a product, service, idea or cause.

1.  I LOVE to buy things from people I like (get to know me) &

2.  I LOVE to buy stuff from people that have something that solves my problem. (get to know me!)

I place a lot of weight on buying from people I like.  The fact is we all have choices and I'd rather do business with people I like.  Likability is a subset of trust and credibility.  

Did you notice this is about RELATIONSHIPS?

RELATIONSHIPS with humans follows a protocol.  RELATIONSHIPS are about building an annuity (something that keeps on giving).  In this case a RELATIONSHIP is NOT a simple one time transaction.  Some of us have a longer time line than others. 

Wouldn't you rather get paid over and over from cultivating a relationship vs. one time deals?

How about we use the dating analogy.  Yes, it's true if you ask enough people at the club to go out with you, odds are you'll get lucky eventually.  At what cost though?  Getting known as a "playah?" No thanks, leisure suit Larry!

But if you're genuinely nice, pay attention, ask permission, build trust, credibility, you'll be magnifying your efforts that will lead to a sale being made, not just with me but with everyone I brag to about how great you are.

So if that's the case, what's your hurry?  Why are you so interested in "closing the deal" when you haven't even "opened" me yet?

Is this resonating?  Can you see how you can use this in your favor?  

Still not sure how this works or why it's better than the same old sales schtick?  Call on me and I'll lend you a hand.  

Five Reasons To Take Online Relationships Offline

Sometimes, it makes the most sense just to leave it alone....

100% credit to the team at Inflexion Advisors for this piece of gold on why it's important to take it offline.

http://tinyurl.com/ch2nx3

3 Not So Secret Secrets to Success

1. Be PRESENT for the conversation -- can be "conversation" with myself or with someone else. If I'm not present and really listening to the whole person that is in front of me, then how will I truly be of best service? The other side of not being present is operating on MY agenda, dilluting myself that I'm there to serve them. Focus on what's coming out of their mouth AND what their body and spirit is saying. [SIDEBAR: The body and what someone does versus what they say, are amazing truth detectors. ---Thanks U.S. Army training] 2. Take ACTION -- In the absence of knowing what to do, where to go, what to say, make a change. Even after being present & listening, don't stand there like a deer in headlights. Take a step and the next will be revealed. There are no mistakes, only opportunities disguised. 3. Cultivate & Nurture Relationships -- Relationships are NOT optional! Everything I have, everything I will have and the answers to any question are the results of relationships. "Tending the fields", "care and feeding" and "cultivation" are priority one. 

What are YOUR top 3?

Inspired by a question on LinkedIn.com