Ask the Expert: Question Archive

October 2007

QUESTION: "How can I better balance my space for more effectiveness and sense of well-being?"

ANSWER: The following suggestions can apply to a single room as well as a whole house or office building:

Have a clear path for the chi (energy) and oxygen to flow, which is determined as much by placement of furniture, pictures and plants as well as where the doors and windows are. Is there adequate ventilation, i.e., is there enough “breathing room”?
De-clutter. Clutter represents stagnant or stuck energy and as long as it takes up space on a desktop or bookshelf or in a closet, there will be imbalance in the room. Once you remove the clutter—by throwing it away, giving it away, moving it to a different place or selling it—you will have space for something new to come into your life.
Consider the color theme, if any, in the room. Colors make an impact on us both visually and energetically, so they can be used to create different moods. For example, a vibrant red or yellow wall would be too bright for a den or study, but either might be fine as an accent area in an office or kitchen.
Shapes affect us, too. Look for sharp corners on furniture that you can minimize or soften, especially if the offending object is in your line of view or restricting a path. Round-leaved plants are excellent for any entrance.
Put a healthy plant in every room and make sure it has adequate light and water.
Notice where there are “dead” spaces: Does the energy in an area feel particularly dense or heavy? Does an area feel chaotic or negative even though it looks neat and tidy? If opening the windows and/or giving the place a thorough cleaning doesn’t seem to help, consider hiring a professional to do a space clearing.

Answer provided by Kathryn Bing-You, The Jade Tree.
For more information about Feng Shui and Space Clearing, visit www.TheJadeTree.net.

September 2007

QUESTION: "How can I strengthen my leadership skills so I can be a better leader in my business or for my community?"

ANSWER: This is very personal for me because for many years, I wondered the same thing. While I was wondering, I wasn't involved in my community. I was working hard, but all the rest of my time was "personal" time. Then, about 5 years ago, I went through the Berkeley Chamber of Commerce Leadership Program (most Chambers of Commerce have one).

During the program, many doors were opened. I met people who asked me to serve on their boards. Through this board service I have begun to understand what it means to be involved in my community. "Leadership", I think, is something that follows from being civically engaged and volunteering. You don't start as a leader, but if you work hard for things you have a passion for, you will develop into a leader in those areas.

Today, civic involvement is just one of the ways I spend my time, just as I also spend time working or with my family. The two things that made this happen, for me, were 1.) Doors opened by the Berkeley Chamber's Leadership Program and 2.) The simple act of focusing my energies on things outside myself that I really believe in and am passionate about.

— Jonathan

Answer provided by Jonathan DeYoe, DeYoe Wealth Management.
For more information about leadership and financial management, visit www.DeYoeWealthManagement.com

July 2007

QUESTION: "How can I increase my sales by getting past the clients objections?"

ANSWER: You don’t!

There are 2 things to remember when you are interacting with a prospective client (aka a "sales conversation").

1) Identify all the compelling reasons they have to do business with you, especially reasons they wouldn’t have considered without your gentle inquiries. 2) Let your prospects handle their own objections.

The truth is that most objections arise when a salesperson suggests a solution before knowing enough about the prospect to make the best recommendation. That’s called “malpractice” in the medical industry but it’s ll too common with salespeople. Please refrain from making recommendations until you know everything you need to know about your prospect. Then you can make a brilliant recommendation and hear far fewer objections.

If you really have understood all there is to know and your recommendation is truly in the prospect’s best interest, but they STILL have objections, then they will need to be the one to eliminate the objection. (not you)

Example:
Prospect: Bill, everything you are telling me makes sense. I agree that we do have this problem and I believe you can help us too… I just don’t know how we will pay for it!
Bill: Hmmm, sounds serious Mr. Prospect. What would you suggest?
Prospect: Well, can you reduce your fee?
Bill: I actually already quoted you my best price. I could scale back on some things but then we won’t be able to meet the deadlines you laid out.
Prospect: Then we will either have to take out a loan or negotiate a payment plan.

Notice how the prospect dealt with the fee. And to be very honest, if there was no way this prospect could come up with the money, then there was nothing else Bill could ethically do.

Good Selling,
Chip Doyle

Answer provided by Chip Doyle of the Sandler Sales Institute
For more information about developing your sales skills visit www.train2Improvesales.com.
Copyright 2007 Sandler Systems Inc. All right reserved.

June 2007

QUESTION: "How can I make the most out of my networking time and efforts?"
Thanks!
~Chellie K.

ANSWER: If you want to make the most of your time and efforts when networking, it is IMPERATIVE you only attend the events that your target customers are attending.

As an obvious example, if you have a "women only" product or service, you wouldn’t want to spend much time at the "boy's club." Unless of course you were single, then that would be the perfect spot to do some social networking to meet that goal!

How do you determine the perfect right networking opportunities...
First, ask the question, who is your target market? Secondly, what clubs, meetings or associations are available to your target market.

Happy Connecting~
Kathleen

Answer provided by Kathleen Ronald, Speaktacular!
For more information about your networking dos and don'ts, visit www.Speaktacular.com.

QUESTION: I know that eating right and exercising is the best way to take care of myself but I can never seem to stick to actually following through on the exercising part – got any tips on how to get myself moving on a consistent basis to actually do myself some good?
Thanks!
~Justin T.

ANSWER: I am sure you can imagine that most people operate like this. How many times have you done a diet only to find yourself back to your original weight in a few months? I call this your weight “thermostat”.

You have been conditioned by your parents, schools, friends and society on how to take care of yourself. When you start a program, you haven’t built the “mind muscle” to maintain the program. The more structures you have in place, such as having a support group who calls you to make sure you are doing what you said you want to do, a written plan, and a routine that supports your goal, the more successful you will be at maintaining those behaviors.

At The Wellness Source we have created a 12-week workbook to keep people engaged in their actions. Once you have developed new habits, with conviction, you will automatically make those choices. It becomes "just what you do."

Answer provided by Bertram Furman, The Wellness Source
For more information about your health and wellness needs, visit www.TheWellnessSource.org

May 2007

QUESTION: I have many articles already written and I have many ideas for other articles and regular columns. I want to create a media presence for myself without paying for advertising or advertorials, and I'd like to start in my local market, local papers and magazines. What steps do I take to make this happen?
Thanks!
~Jonathan DeYoe

ANSWER: If you would like to submit articles you have written to newspaper and magazine editors, here are 10 steps to success:

Create a contact list - look up the editor and managing editor of the publication and list their name, address, phone number, fax number and email address in your contact list; you can find this information in the printed publication or you can look it up on the web site or you can call the publication's main number and ask for it.
Read articles written by your contact; keep a few on file so you can refer to their work when you make direct contact with them.
Call the editor; introduce yourself and tell them you like their work; refer to a specific piece they have written that caught your attention; ask them what they are writing about now; ask them to think about you as an expect to assist them when they are writing about a topic in your field; pitch your article to them and ask permission to email it to them for review and possible publication.
Follow-up. Do what you say you will do; email your contact information and a writing sample to the editor you contacted; do not send it to more than one editor at the same publication; editors may refer you to another editor that specializes in your field such as the financial editor, lifestyle editor or the real estate editor.
Don't give up if you do not see your article in the next edition; stick to the plan and do it again; send another article that is interesting and relevant; follow-up but do not become a pest.
Be patient; sometimes articles are published weeks or months after an editor has received it; editors fill in holes when necessary; editors print articles that are timely; editors have stacks of articles that they are trying to get in the news and when yours ties into other ideas you may hear from them then.
Network; go to events that the media cover and introduce yourself to them; people enjoy writing about people they know; editors are good people to build relationships with ... but do not be pushy.
Keep an updated list of contacts; editors often change so keep your list current.
Write about things that are current and relevant to the editor's audience; pay attention to headline news and tie into what they are writing about now; call the editor and pitch an idea that may tie into a piece they are covering that is big news.
Know that PR is a process; building relationships takes time and consistency; return phone calls; answer emails; always be honest; and continue to be patient!

Answer provided by Lee Richter, Richter Communication & Design Group
For more information about your PR and Marketing needs, visit www.RichterDesignGroup.com.

QUESTION: Traffic in our area is crazy! What can I do to help keep myself more calm and relaxed while driving instead of letting the mayhem get the best of me?
Thanks!
~Ives M.

ANSWER: Breathing is a great technique to use while driving in a car. Taking 5-10 slow deep breaths from the diaphragm shifts you from the "fight or flight" nervous system reaction to the "rest and relax" nervous system, helping you stay calm and relaxed.

The "rest and relax" response helps your heart rate slow down, it drops your blood pressure and helps release positive endorphins to your brain to decrease physical and emotional pain. It also improves blood flow to your muscles, so you won't get that kink in your neck!

Relax your grip on the steering wheel, breathe and visualize going with a flow in the traffic. Let yourself relax into the bigger picture and trust the flow of your day. Once you get home or to your destination, find a few moments to have quiet time with nature and let the tensions melt away while taking slow deep breaths.

Remember -- You can't change what is going on around you, you can only change your reaction to it.

Answer provided by Christine Bartlett, Better Life Center
For more information about your health and wellness needs, visit www.betterlifectr.com.

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