Arnel's Blog

Want more clients, you need to know "How are you wired?"

Do you want more clients? Well, I believe you need to know "How you are wired". 

Knowing "How you are wired" is broken down to four parts:

1. Part one is knowing what is your personality type and how it affects your decision making process. 

2. Part two is knowing your strengths and how to use your strengths effectively all the time in business 

3. Part three is knowing your business owner profile and how your profile affects how you approach running your business. 

4. Part four is knowing how you manage your physical, emotional, spiritual, and mental energy which leads to performance in your business. 

From my experience, when a person knows how he or she is wired, they can empower themselves to know what needs to done to obtain more clients.  The person is better aware and more effective in their business because a lot of the guesswork has been removed.

Let me share a story about how one my clients took his business to another level because he discovered how he was wired.  This gentleman was struggling because his business had plateaued and he could not figure out the cause and how to be motivated.   

I had him take a couple of assessment tests and I found out that he scored high on being "system focused".  I asked him, "Do you have a strategic plan on growing your business in 2010 and over?" He replied, "No". 

He explained to me that when he started the business 5 years ago, his CPA sat him down with 3 other advisors to help him come up with a business plan along with  financial projections. He achieved those financial projections 2 years ago!  

This client is highly committed especially  if he has a plan.  He is an avid runner and of course, he runs better when he is training for a race.  When he trains for a race, he follows the plan exactly and gets phenomenal results.

I asked him,"Would you be excited if we came up with a Life Plan in alignment with your Strategic Plan for your business with new SMART Goals?" He told me, "If I could get a new plan, I know I can accomplish it!"

With the information he shared with me on how he was wired in regards to competitive running and the results of the assessment tests, I was able to show my client that once he has a strategic plan for his business with SMART Goals, he will not plateau.  His primary motivation-- accomplishing the plan. 

Over the last couple of months, my client has been excited about his business. He is bringing in more business then he did over the last year. I truly believe that knowing how he is wired was the key component to his success.  

Once my client knew how he was wired, he had a choice to go for the next level. He became empowered to go for it. Moments such as this is the most exciting part of my business.

On my next five posts, I will be sharing the breakdown of the four parts of "How are you wired?" and give you links to take the assessment tests for your benefit. The series is: "4 Parts of Knowing How You are Wired = More Clients".

My first video book review

This is my first video book review.It is Gary Vannerchuk's Crush It!

My 1st Book review from Arnel Tanyag on Vimeo.

If you are interested in purchasing the book now, click the link below right now (amazon affiliate).

I was part of Polar Plunge 2010!

One of the most exciting parts of my business is when you are able to share in their personal life of a client. One of my clients, Tracy Boswell who owns Sea Shore Realty asked me to be part of Polar Plunge 2010. 

I did not plunge with them. My role was to give the team moral support and bring food for the after party. I brought my flip camera with me with the sole purpose of creating a video.

I brought my two kids, Kyle and Zoe. My daughter, Zoe stayed at the office of Sea Shore Realty with the other young kids. While my son, Kyle and I headed off to the Polar Plunge. 

It was fun and very cold. I was inspired by all the people willing to plunge for a worthy cause. I am seriously interested in participating in 2011. I was moved!

I have included a video of the event. This video is a brief glance of Polar Plunge 2010 with Sea Shore Realty.

Polar Plunge 2010 from Arnel Tanyag on Vimeo.

I was part of Polar Plunge 2010! I look forward to next year Polar Plunge 2011. 

International Networking Week 2010

    On Thursday, February 4, 2010, I attended the International Networking Event 2010 at Robertson's Hall: Regent University. It was hosted by the two Executive Directors, Lisa Renz and Allan Fetter of BNI - SEVA.  There were also three guest speakers at the event.   They were all professors from Regent University's School of Global Leadership and Entrepreneurship. I was expecting to hear boring, irrelevant lectures on theories and concepts regarding small businesses. I was wrong.

Each of these three professors gave a talk to an audience of BNI members. (BNI members are sales people, independent contractors, sole proprietors, and business owners.) These three professors not only had their doctorate degrees in their areas of expertise but they understood and knew the workings of a small business. They talked from their vast experience of life and knowledge.  Their recommendations were simple yet profound.  

Each of them own their own small business and have lived the life of a business owner. The three professors were: Dr. Bruce Winston, PH.D, A. Gregory Stone PH.D, and Gary W. Oyster DSL. 

From the lectures I learned:

1) Innovate yourself and your business

2) Look at your business  making $5,000,000 in revenue not $500,000: What would your business look like?  In other words, THINK BIG

3) Business is always about relationships and trust-- even if you are doing business globally. 

This event is held annually and I highly recommend that you attend next year. Carraba's Restaurant catered the event and the food was outstanding.  There were several vendors that graciously contributed door prizes (some valuing over $50) at the end of the night.  But the highlight of the night was the guest speakers and the knowledge and wisdom that they had to share.   

You lost my business!

   My client and her entire office was participating in the Polar Plunge this past Saturday.  She had requested that I help with the after party and of course, to bring some filipino food.  Since I don't cook filipino food and neither does my wife, I decided to ORDER. 

I go to the filipino restaurant and asked the gentleman behind the counter for my order.  He asked,  "What is the name?" I responded, "I am Arnel Tanyag". He looked at me dazed and confused. Again he asked, "What is your name?" Again I replied, "I am Arnel Tanyag".

He left the counter and walked in the kitchen. He proceeded to walk around the store as if looking for my order.  Of course, he did not find my order so he asked, "What did you order?" 

I told him I ordered 50 lumpia and a regular pan of pancit. He left the counter once again and went to the kitchen. He came back out and told me that he did not have my order.  He asked if I could wait 30 minutes so that he could prepare the pancit and lumpia.   

 I needed the food by 1:45 PM and it was already 1:15 PM so obviously I could not wait.  He was apologetic but as I was walking away, I realized the root issue.  At 11 AM, I called this restaurant to order the food. Unfortunately, the lady who answered the phone did not speak English very well and was in a hurry.  She asked me at least twice to repeat my order. I didn't pay any attention to it. Hey! I am a Filipino American and rarely do I not receive my order because of the language barrier. Unfortunately, it happened that day. 

I ended up ordering some fried chicken for the "after party".  I was embarrassed walking into my client's office knowing full well that they were all expecting me to have lumpia and pancit.   With all that said, I will not be returning to that restaurant for any of my catering orders.  It is a shame that by just fixing one issue, the restaurant can receive a substantial amount of business.  The issue being that the person who answers the phone should be well versed in not only Tagalog but English as well.  Lesson learned: Know the gifts and talents of an individual and place them in that role.  If you know that your employee has poor phone etiquette, please do not place him or her behind the desk to answer all your calls!  

Does a business owner need prayer for their business?

Does a business owner need prayer for their business?

I have observed that many business owners seek counsel from their spouse, employees, business cohorts, and different avenues before they seek the Lord. I have also noticed that many of the same business owners struggle with running their business. 

Personally, I find myself guilty of doing the very same thing.  When I do approach the Lord in prayer, I find myself praying privately as opposed to openly and corporately. 

Last year I was very fortunate to come across a successful business and life coach who highly recommended the book, "God@Work: Discovering the Anointing for Business" by Rich Marshall. 

The book was very inspiring and moved me to begin seeking the Lord for my business. Rich Marshall is a pioneer among church leaders and he writes about the importance of prayer in business. 

He teaches how a business owner can pray openly with their staff for the success of not only their business but also their employees. The testimony of Jeremiah Lanphier, who started the Business Man's Revival, was truly impressive. 

In 1857, Lanphier organized "Marketplace Lighthouse of Prayer" in New York. It started off as a weekly prayer meeting from noon to 1pm, and within one month, business owners decided to meet daily.  

Suddenly, prayer meetings were being held across the nation.  A revival had begun in the marketplace. The following was the handbill that was passed out by Lanphier:   

 

HOW OFTEN SHALL I PRAY?

As often as the language of prayer is in my heart; as often as I see my need of help; as often as I feel the power of temptation; as often as I am made sensible of any spiritual declension or feel the aggression of a worldly spirit.

In prayer we leave the business of time for that of eternity, and intercourse with men for intercourse with God.

A day Prayer Meeting is held every Wednesday, from 12 to 1 o'clock, in the Consistory building in the rear of the North Dutch Church, corner of Fulton and William Streets (entrance from Fulton and Ann Streets).

This meeting is intended to give merchants, mechanics, clerks, strangers, and business men generally an opportunity to stop and call upon God amid the perplexities incident to their respective avocations. It will continue for one hour; but it is also designed for those who may find it inconvenient to remain more than five or ten minutes, as well as for those who can spare the whole hour.

Accordingly at twelve noon, 23rd September, 1857 the door was opened and the faithful Lanphier took his seat to await the response to his invitation …. Five minutes went by. No one appeared. 

The missionary paced the room in a conflict of fear and faith. Ten minutes elapsed. Still no one came. Fifteen minutes passed. Lanphier was yet alone. 

Twenty minutes; twenty-five; thirty; and then at 12.30 p.m., a step was heard on the stairs, and the first person appeared, then another, and another, and another, until six people were present and the prayer meeting began. 

On the following Wednesday, October 7th, there were forty intercessors.Thus in the first week of October 1857, it was decided to hold a meeting daily instead of weekly ….

Within six months, ten thousand business menwere gathering daily for prayer in New York, and within two years, a million converts were added to the American churches ….

Undoubtedly the greatest revival in New York's colourful history was sweeping the city, and it was of such an order to make the whole nation curious. There was no fanaticism, no hysteria, simply an incredible movement of the people to pray.

(From J. Edwin Orr, The Light of the Nations pp. 103-105)

I have seen prayer work in my life and in my business. If I pray and ask in Jesus' name AND if it is a part of God's will, my prayers are answered. I have witnessed prayer work in other business owners' lives and their businesses over the last year. 

After reading the book, "God@Work, Discovering the Anointing for Business", I have decided to start a prayer meeting at my office every Friday from 12 to 1 PM.  We have been meeting for about 3 weeks now. 

The purpose of the meeting is to come together and pray for what we need in our business and our lives. Our agenda is simple: Fellowship time, worship song, opening prayer, prayer needs, and closing prayer. We are waiting to see how God answers our prayers.

To answer the question, "Does a business owner need prayer for their business?" I definitely say, "ABSOLUTELY!" 

Private prayer is important, but there is something different when other business people come together and pray and intercede for you. It is very powerful!

If you are a business owner or a business person and you have Fridays from 12 to 1 PM open, come to my office and pray with us. Let's come together and pray for one of another. 

If you are interested in attending our prayer meeting, please comment on this post and leave your contact information. I will contact you and personally invite you to our prayer meeting.

If you are interested in purchasing the book, click the link below (amazon affiliate).

3 things that you need to know before choosing the right real estate firm.

Recently, I was asked to speak to the new and up and coming real estate agents of Alpha College Real Estate of Hampton Roads Real Estate Association (HRRA). Although I am not a residential realtor, I am a business advisor and I have worked with many realtors in the last 10 years helping them grow their business.  The purpose of the talk was to educate and advise the students on what they needed to know before choosing the real estate firm to work with after graduating real estate school.

     I shared with the students the 3 main elements that they needed to know before choosing the right real estate firm and some questions to ask themselves and/or the firm.

1. What are your desired results?  Knowing the results you desire to accomplish during your first year in business and what skills and training you will need will help you to determine which real estate firm to choose.      

       a. Do you want a bigger commission split but no help in developing business?

       b. Do you want someone holding your hand?

       c. Do you want support or be left alone? 

2. What is their corporate culture in the office and outside the office? Corporate culture is the environment you work in. The right corporate culture will help you to succeed in your business.

     a. Can I sit through one of your sales meetings before making a decision? 

     b. Can I talk to a brand new agent who has been with you less than 6 month to a year? 

     c.  How do you foster team work in the office and outside?

3. Does the firm teach you to be a business developer?  You have to look for a firm that helps you close self- generated deals --not company given deals or leads.   

    a.  What programs do you have to help new agents grow their business?

    b.  What is your success rate for new agents?

    c.  What is the average number of transactions  completed in a new agents' first year?

If you apply any of the three suggestions mentioned on this post you will be far better off in making the right choice.  

Referrals - Referrals - Referrals! What is your strategy and process?

On Friday, January 29, 2010, I conducted a training specifically for my BNI chapter, Circle of Success. The training was 1 hour long. It's focus was on "How to give and receive referrals in BNI" 

I explained "Referrals - Referrals - Referrals" is based on what strategy you implement and the process you follow. The strategy was implementing the 1 to 1 meetings with fellow members of our chapter. The process involves asking and giving referrals the same time you meet.

The strategy of implementing one to one meetings with members of our chapter is simple: you call a member of the chapter and ask them to have a 1 to 1 meeting. 

A 1 to 1 meeting is face to face and takes place anywhere with any length of time. There are two types of 1 to 1 meetings. 

The first one is called the relationship 1 to 1. The focus is on developing and cultivating the personal/professional relationship. The second type of 1 to 1 meeting is referral 1 to 1. The focus is to give each other referrals.

The relationship 1 to 1 meeting is very easy to conduct. In this meeting, you discuss each other's goals, interests, networks, accomplishments, and skills. This type of 1 to 1 meeting can take up to 1 hour to a couple of hours. It is ongoing and very rewarding.

The referral 1 to 1 meeting is totally different. At the end of the meeting, each person should have received referrals from one another. The focus is on getting referrals for each other. 

In order to achieve the results of giving each other referrals, you must follow the RISEE Process. This process was developed by Dr. Ivan Misner, Founder and Chairman of BNI. Let me share the process.

The RISEE Process:

R = Relationship

I = Identify

S = Strategize 

E = Execute

E = Evaluate

The RISEE Process is a very effective process in giving and receiving referrals. I know many successful BNI members who use this process and have increased their referrals from their chapter and made money. 

They take the same process and apply it to their clients, family, strategic alliances, and friends. As a result, business comes not only from BNI but from many different sources

Remember, if you desire referrals, referrals, referrals, implement the 1 to 1 meeting and follow the RISEE process. You will always be successful in receiving and asking for referrals.

The 90 Day Challenge Report

This is "The 90 Day Challenge Report" for the week of 1/25/2010 to 1/31/2010:

1) I had 1 serving conversation (serving conversation is my term for sales appointment) with a potential client.

2) As a result of the 1 serving conversation, I picked up one new client.

3) I had one 1st meeting with a business person.

4) I conducted a presentation for the BD 102 for HRACRE on "Improved People Skills = More Profits". I was in front of 20+ people. I met one new business person that I can follow up with.   

Looking forward to the week of 2/1/2010 -  2/7/2010 coming up:

1) 2 serving conversations scheduled.

2) Follow up with at least 4 people for "low hanging fruit"

3) Two events where I can meet at least 2-4+ business people  and follow up

4) I have a  "The 90 Day Challenge" workshop coming. I have at least 10 people confirmed to attend. I have blocked at least 2  hours of calling time this week to get people there.

5) I have at least three 1st meetings with business people for coffee or lunch.

Overall, business is moving.

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