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hank you for subscribing to Today’s Professionals magazine. This magazine was created to encourage and motivate professionals in all stages of their career. At Today’s Professionals Consulting & Development, we understand you are the key to unlock the doors of opportunity though they way you relate to people. It’s your soft skills that make the difference. Our goal is to help you find the hidden keys inside of you by developing your confidence, your networking and communication skills, as well as updating your knowledge of business etiquette. In this issue you will find articles on the importance of executive presence as well as a real-life story on how soft skills and executive presence has helped a young professional accelerate his success in a highly competitive real estate market. You will also read about how to create a luxury client experience from an expert in the hospitality industry, as well as how to close more deals through relationship selling from a successful sales trainer. You will also read about how to improve communication from a leading expert in the field as well as how one couple mentors young professionals early in their career. I hope you find inspiration and new ideas from these articles. And don’t forget, you hold the key to your future. With gratitude,
Julie Jones Wakefield “Technical skills will get you to the door, but soft skills will open the door to your success. “
04 Chapter One Cracking the Code: Accelerate Your Career with Soft Skills
08 Chapter Two Selling Smart: 3 Top Secret Sales Techniques that Deliver the Results You Want
Content
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Magazine Design by SmartFem Media Group
Chapter Three Building Dreams: The Power of Soft Skills in a Rising Star’s Real Estate Success
18 Chapter Four Value Driven Success: Customer Experience Secrets from the Hospitality Industry
24 Chapter Five Don’t Tell Me What To Do: Unlocking Effective Communication the Process Communication Model
30 Chapter Six How the University of Houston’s Entrepreneurship Program Jump Starts Careers
34 Chapter Seven The Power of First Impressions: Why They Matter and How to Master Them
Ccking the Code: Accelerate Your Career with Soft Skills
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e spend most of our lives learning hard skills also known as technical skills. These are skills we learn in school such as math, science, language, history, etc. They are quantifiable and can be tested. As we get older, these skills become more specialized to prepare us for our careers. For instance, if you want to become an attorney, you learn about the structure of our government, historical cases, how to research precedent cases, and courtroom procedures. It takes years to learn how to be an attorney. Additionally, once you have your law degree, you must continually grow in your knowledge of the law, improve your arguing techniques, and expand your thought process to think like a lawyer. That’s a lifelong process. Every industry has a similar process, and it’s up to the individual to implement strategies to become the best in their chosen field. While we are in school, our success is measured by our grades. The higher the grade, the more successful we achieve. So why is it that most people who strive to get high grades and test scores are not always the most successful in their careers?
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The answer lies in research by Harvard University, The Stanford Research Institute, and The Carnegie Foundation. Their research shows that 15% of a person’s success comes from technical skills while 85% of a person’s success comes from their people skills. You may be wondering, “What are people skills, or soft skills? These are skills that let others know you are confident, capable, authentic, and trustworthy. These
skills are what attract others to you. Executive presence (EP) is one aspect of soft skills. EP includes communication (verbal and nonverbal), leadership, problemsolving, and time management.
Soft skills also encompass emotional intelligence which is an awareness of both your own emotions as well as the emotions of others. Executive Presence begins with your appearance. We must not underestimate the power of a polished and professional look. This is how we form first impressions. Your grooming, style, and overall presentation are significant to your personal brand. Additionally, your personal brand must be congruent with your company’s brand. If a person is expecting to see a polished professional, and your image doesn’t match the client’s expectations, you are more likely to lose the client. Having a polished appearance can also boost your confidence, which is another part of executive presence. It’s not about a rigid dress code, but how you adapt and remain flexible for various work environments while maintaining the integrity of both your personal brand and your company’s brand. Your look signifies your commitment to be your best. It’s how you command positive attention and respect, which is reflected in people’s responses to you.
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Executive presence also includes communication. This is where charisma and leadership become visible. Communication includes both verbal and non-verbal skills. Body language, listening skills, and written skills are included in non-verbal communication. It is through communication that we show empathy and concern for others. Maya Angelou once said, “People won’t remember what you said. They won’t remember what you did. But they will remember how you made them feel.” Everything about the way you communicate sends an emotional message to others and they get a “feeling” about you.
To become a better listener, practice not talking as much during conversations. Let the other person speak 70% of the time. Focus on what the person is saying and not on your response. When you do speak, ask open-ended questions to gain further insight into the conversation. Summarize or repeat the last portion of the person’s sentence back to the person. This will signal to the communicator to elaborate. You will be surprised at how much insight you will gain from him or her. Additionally, that person will feel closer to you and know you are more interested in him or her than you are to get something out of the conversation. Body language is a critical part of executive presence and plays an important role in how others perceive authenticity and influence. Since the face is the most visible and expressive part of the body, facial expressions demand the most consideration when addressing body language. Leaders who can effectively convey their emotions and intentions through their facial expressions
can build stronger connections with their teams and stakeholders. Genuine and appropriate facial expressions, such as smiling, nodding, or maintaining eye contact, can convey warmth, approachability, and empathy, which are essential qualities for building trust and rapport. Conversely, leaders who mask their emotions or display inappropriate facial expressions can appear insincere or disconnected, undermining their credibility. People who have strong soft skills and executive presence naturally have charisma which attracts people to them. These skills can be developed and should be part of your personal development plan. Read books on executive presence, listen to podcasts and watch YouTube videos, go to classes, or hire a coach. The quicker you master your soft skills, the quicker you will get your dream job, get the promotion you want, and achieve your dreams. Remember: Technical skills get you to the door, but soft skills open the door.
Mastering listening skills is another way to elevate your executive presence. Professionals who are great listeners improve empathy, show respect, reduce misunderstandings, foster inclusivity, and strengthen problem-solving. Active listening focuses on listening for understanding and engaging the speaker.
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Julie Jones Wakefield Julie Jones Wakefield, a soughtafter public speaker, is a Dallasbased business protocol and etiquette expert and entrepreneur. She is certified by the Protocol School of Washington, a nationally accredited institution that is helping even the U.S. government to see improved job performance among federal employees. Through her company, Today’s Professionals Consulting & Development, Julie coaches business professionals, and helps them to identify pitfalls—such as Today’s Professional Magazine
making the wrong first impression with a potential client, making mistakes while entertaining clients outside of business hours, or lack of cultural awareness. Whether talking to young professionals or seasoned employees in corporations and nonprofits, Julie’s key message is this: a person’s career success depends on their ability to earn the trust and cooperation of others. Julie shares that research has proven these soft skills are critical. “The marketplace is so competitive today that people can’t afford
missteps,” says Julie. “I get immense satisfaction from helping people to identify issues that could—or are— holding them back from the success they want.” Julie’s relationship-based training is informative, fun, and interactive. Julie is often asked about business entertainment, communication, Process Communication Model (PCM), and business etiquette, and often shares real-life stories when speaking to organizations.
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$elling $mart: 3 Top Secret Sales Techniques that Deliver the Results You Want
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n the ever changing consumer landscape, it is imperative for sales professionals to develop a solid foundational process that lends itself to being flexible with elastic techniques to keep up with the ebb and flow of current buying trends. Research indicates that 67% of lost sales are a result of salespeople not properly qualifying potential customers before taking them through the entire sales process. Additionally, only 60% of salespeople actually meet their quotas. This is in part due to lack of regular sales training as 84% of traditional sales training retention is lost after 90 days. Why is that? Traditional selling techniques have proven to be no longer effective and abrasive to many savvy buyers. Modern buyers and sales relationships are more complex
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and diverse. Gone are the days where one or two sizes can fit all. Now sales relationships require a different, more humanistic approach that allows people to feel comfortable. And when potential customers feel comfortable, they will open up and disclose what they are really looking to solve. The irony is that the perceived problem is not usually the actual problem. This is where an educated salesperson is able to uncover the appropriate solution to help with the actual problem. To achieve the sales results you want, you must develop authentic connection with your prospective buyers and maintain it, sometimes over long lead nurturing cycles. Depending on your offering, your ideal client may actually not be the ultimate decision maker, but possibly a sales influencer. It is
very important to understand what problem you are solving and how it impacts each stakeholder in the sales decision. In this article, I will reveal three top-secret sales techniques that have been proven to produce amazing results for modern sales professionals who dare to step out of their comfort zones and are ready to try something a little different.
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Compelling Connection: It is no longer enough to simply form a connection with a prospective buyer. There are so many choices with multiple features that a buyer needs to be compelled to connect with you rather than someone else. By targeting your most ideal clients, you will be able to form a much 9.
stronger connection, faster, by simply helping them solve their most pressing problem. Think about it, would you rather work with a generalist who has some knowledge on how to help you or would you rather work with a specialist who has helped many others overcome the exact problem you are plagued with?
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Pinpoint Pain: Buyers are seeking solutions. And, they don’t have the time nor desire to wade through volumes of information on surrounding issues. They want their particular problem fixed, and as efficiently as possible. By pinpointing their exact, most acute, place of pain, you will be able to get to the “yes” with much more precision. Buyers will do anything, well almost anything, to make their pain go away as quickly as possible. To find the pain, ask open ended questions about their problems, listen to the visible challenges, and validate the invisible challenges. Invisible challenges are how the prospect feels about the perceived visible challenge, or problem that is presented. By taking the time
to validate their feelings around the invisible challenges, you are psychologically forming a stronger connection with your buyer. You are no longer one of many, but actually have a name outside of “the salesperson”. The buyer begins to see that you are a real, live human and helpmate rather than someone just looking to peddle their wares at all costs.
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Eloquent Education: Demonstrate your value as a trusted and educated advisor. By sharing your knowledge base as it relates to their entire problem, you will be able to help your potential buyer advance towards a decision. Additionally, this sharing allows the sales conversion to expand and you will be able to learn more about the underlying drivers of their ultimate decision. Oftentimes, buyers make decisions based on the underlying drivers rather than the obvious ones.
It is about finding who desperately needs your product or services. It is about taking the time to fully understand their problems. It is about educating them on what you know in an unbiased and conversational manner. There are many visible and invisible drivers that compel buyers to make decisions. The more knowledge you have, the more you can direct sales conversations. Without impeccable sales discovery and delivery you will fall short and not be able to develop authentic relationships with your prospective clients. The secret to sustainable sales success is all about relationships.
In the world of buying and selling, it is no longer enough to show up and ask prospects if they would like to buy what you are offering. 10.
Today’s Professional Magazine
Delaine Blazek
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elaine started her career as a clinical counselor and pivoted into sales when she had three small children and no longer desired the demands of working nights and weekends. She has worked in every commercial position from entry-level business development all the way to the C-Suite and everything in between. Most of her career has been in healthcare technology and maintaining a small coaching and consulting practice. Delaine is an expert in consultative selling, SaaS, Healthcare, and B2B/B2C products/ services. She has been a multimillion-dollar individual sales contributor and still holds the
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largest single-sale record at multiple companies. Additionally, she has guided and trained numerous sales teams representing hundreds of clients and millions of dollars sold. She has a successful track record of developing long-term client relationships and designing superior customer experiences. In 2021, she was awarded as one of the Top 100 Visionaries in Healthcare. Over the past decade, she has refined and documented the secrets to her success that have allowed her to double her personal income 5x. Now, she is focused on cultivating her vision of empowering female entrepreneurs worldwide to claim their voices and make more money without sacrificing their personal lives. She
has detailed these sales secrets in her 5-Steps Abundance Accelerator Process that she teaches in her group coaching practice and at luxury immersion events. Delaine is also an international speaker who can be seen at the Women’s Influencers Network (WIN) the Women’s Leadership Congress, the Holistic Lifestyle Conference & Expo, and multiple global podcasts. She is also the creator and founder of the luxury magazine, Sophisticated Sales as well as the author of Power Your Pay: The All-In Female Entrepreneur’s Guide to Make Millions and Still Be Yourself. Power Your Pay is an Amazon best-seller in over 10 categories.
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g n i d l i u B : s m a e r D
The Power of Soft Skills in a Rising Star’s Real Estate Success.
Cameron Ruschhaupt is a rising star in the Dallas real estate market. At age 34, Cameron has been an entrepreneur for nearly a decade. I sat down with Cameron to discuss his success as an entrepreneur and how soft skills have helped accelerate his success.
Tell us about you. I moved to Dallas from a small south Texas town in 2014 and didn’t know anyone but Katharine (now his wife of 7 years). I found a job working as a personal trainer for an in-home personal training company. I chose personal training because I have always loved health and fitness and studied exercise sports in college. I also have a passion for working with people and helping them achieve their goals.
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Two years later, I branched out on my own. It was scary because I didn’t have a company’s resources to fill my schedule and pay my bills.
How did you get into real estate? In 2018, Katharine and I began flipping houses, and I found out how much I love real estate. It was exciting to find a home that needed updating, negotiating a price, remodeling, and selling it. I loved every minute.
When the pandemic hit in 2020 I couldn’t train my clients and was at home with our newborn daughter. That’s when I decided to get my real estate license. He said, “Getting my real estate license was a perfect fit for me because I could combine my love of real estate with my passion to help people.”
What has contributed to your success? I believe people need to have a “failure is not an option” mindset. When you have a commitment to serve your clients, understand how to communicate with different personalities, and build relationships with them and your partners everyone wins. That’s the goal: Everyone Wins. “ The Agency has been a great source of mentorship too. I am 13.
To me, executive presence means showing confidence and being the person people look to guide them.
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surrounded by top agents in the DFW area, and they are a great resource for me. It’s a family environment, and they’ve helped me grow both personally and professionally. I surround myself with people who have similar visions and values. I want people to talk straight with me and provide guidance.
You have a strong executive presence. What does executive presence mean to you? To me, executive presence means showing confidence and being the person people look to guide them. People need to trust me, and I must prove I am capable and know what I am doing.
Does working with older people intimidate you? Not anymore. When I was in the fitness business, most of my clients were in their 50’s and 60’s. They were more successful than me, and yet they looked to me to help them reach their fitness goals. That helped build my confidence. It’s not about the age, but how I present myself and how I communicate with them.
What is your secret to success in this competitive real estate market? Being prepared is extremely important. I prepare for each client and anticipate questions ahead of our appointment. This means I take time to get to know them. I spend a lot of time with my clients Today’s Professional Magazine
and carefully prepare for each showing appointment. I am big on communication. I’m an over-communicator. I anticipate questions and am proactive in addressing any issues I think might arise. I ask my clients how they would like me to communicate with them. If they say text, then I text them. If they say email, I will email them, if they want calls, then I will call them. Phone communication is my preferred way to communicate.
Have you been through any communication training? Not yet, I am going through the Process Communication Model this fall and am excited to learn about that. However, I am good at reading people. If they are busy, I will summarize or shorten my communication. If they want to spend time chatting, I will take a few minutes to listen and talk. I find ways to communicate with them and to build a relationship. Sometimes, I have clients ask me to do things that are not within my comfort level of morals. The trick in these situations is to communicate with them without sacrificing my values. I must advise them correctly. Occasionally, I’ve had to shut down efforts to do immoral transactions. I have found people respect me when I advise them correctly. People just don’t know what’s legal and ethical, and when I tell them the right way to do something, they stay with me. I see myself as a real estate advisor, not just an agent.
Image is an important part of executive presence, what do you do to craft your appearance? Fitness helps because people look at others who take care of themselves as someone who has a routine, is consistent, and won’t fold on them. Self-care, nutrition, and exercise are a priority to me because if I don’t take care of myself then I can’t take care of others.
How do you manage your day? I keep a to-do list and check off things as I do them. I check in with each client at least twice a week, if not more. I constantly check listings for my buyers and stay flexible for anyone who wants to see a new listing the day it becomes available. Once I am finished with tasks for my current clients, I can prospect. I love to meet people on the golf course.
How do you deal with stress and stay motivated? I talk through issues with my wife who keeps me grounded and see the big picture. Prayer also helps. My faith has grown so much over the past few years, and I know “This too shall pass.” My wife and daughter keep me motivated, and I always want to do my best with anything I do. I am competitive in nature and push myself to do better every day.
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CLIENT TESTIMONIAL “Cameron was wonderful to work with when selling my first home! He was patient and answered all of my questions and explained the process to me every step of the way. He helped me list and close within a manner of 5 weeks! He is very knowledgeable about the market and the DFW metroplex and I felt I was in good hands the whole time. Highly recommend working with Cameron!”
Cameron Ruschhaupt As seen in:
ALEXA C. | DALLAS
CAMERON.RUSCHHAUPT@THEAGENCYRE.COM | 361.564.4782 CAMERONSELLSDFW.COM AN INDEPENDENTLY OWNED AND OPERATED FRANCHISEE
Value Driven Success: Customer Experience Secrets from the Hospitality Industry
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o you know what your customers care about most? Is it product or service quality, pricing, or variety of product offering? Perhaps not surprisingly after nationwide Covid-19 restrictions, trends show the total customer experience is driving consumer decisions more than price and even product quality. No matter the product, service or industry, your customers are looking for a five-star experience. In fact, surveys conducted by Forbes and PricewaterhouseCoopers estimate that from 50% to over 80% of consumers are willing to pay more
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for a better experience. How can you attract and retain these consumers who are willing to pay more? Improve every customer’s journey with hospitality! Merriam-Webster defines “hospitality” as the “generous and friendly treatment of visitors and guests”. Although most often associated with the hotel and restaurant business, hospitality enhances relationships in any business. How you extend hospitality will differ depending on your industry and your position in business but every effort should be focused on building
relationships at each point in the customer journey. You could add amenities for your customers to enjoy while waiting for service, like a beverage and snack station or complimentary WiFi. Hosting educational seminars for clients adds value to the services you provide and fosters continuing brand awareness. Business lunches, social events and thoughtful gifts can be excellent ways to strengthen customer relationships. It is important to have an intentional and consistent plan that attracts and retains consumers who are willing to pay more for an elevated experience. 19.
This four-point customer experience strategy can help you avoid competing on price and move toward naming your price!
1. Establish a baseline of integrity and professional competence. • Without demonstrated honesty and skill in your trade or business, efforts to attract and retain customers will be futile. The most creative and widely broadcast advertising campaign will be wasted if your customers feel short-changed with price or product and service quality. Honesty is truly the best policy, 20.
which includes being upfront with customers if you don’t have the capacity to professionally provide the services they need on a timely basis. Don’t promise what you can’t produce!
2. Understand that the final decision-maker in your business is the end consumer of your product or services.
• Investments in occupational and soft skill training for your employees could have more impact on revenue growth than advertising and promotional spends. Employers who invest in professional development for their employees often enjoy much higher staff retention rates, which in turn can contribute to higher levels of customer satisfaction.
• Although your office door nameplate may read “CEO”, customers really make the decisions that determine your business’ level of success. Your job is to attract and retain them by creating and maintaining systems that produce a consistently excellent experience. • If you are in a customer-facing role, go “above and beyond” their expectations within your Today’s Professional Magazine
company’s established guidelines. The Disney organization believes their front-line employees are the bottom line, emphasizing the direct connection between the customer experience and profitability. • What if your responsibility is to support the executive group or the customer-facing team? They are your “customers”, so provide them the same gracious service the business extends to its patrons! You not only support the company’s goal of delivering exceptional customer experiences, you also open the door to your own career advancement.
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• Have strategies and policies in place to quickly correct any missteps in delivering an excellent customer experience. • Nurture a company culture where every policy and all employees are focused on delighting your customers, whether directly or indirectly.
3. Trace each step in your customers’ journey with the goal of removing obstacles. • Would replacing automated voice mail with a live phone attendant enhance customer service?
• Is your website current, or does the splash page display a promotion that ended last month? • Are your email campaigns generating more “unsubscribes” than revenues? • Are company vehicles in good repair and clean when they arrive at a customer’s place of business or home? • Does your storefront need a deep cleaning or facelift? • Are you responding to customers’ questions or concerns promptly?
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• Every aspect of your customers’ journey should exhibit the excellent level of service you provide!
4. Look for ways to elevate your customer’s experience, concentrating on personal touches. • Technology has automated countless transactions, which has had a profound impact on business relationships. Friendly store cashiers who often knew customers by name have been replaced by self-service checkout kiosks. Sales representatives who made regular visits to customer businesses have given way to online ordering systems. On the other hand, advanced equipment and software applications have often enhanced customer experiences. Consider how technology may affect your 22.
customers’ loyalty and look for ways to increase personal connections. • Every customer-facing employee should be empowered within established company limits to exceed your customers’ expectations. When concerns are addressed at a front-line level without being escalated to a supervisor, customers are more likely to perceive a good outcome. • Your customer-facing employees should display appropriate appearance, demeanor and communication skills to provide excellent service. Employee training should avoid canned “scripts”, instead focusing on spontaneous customer outreach and responses.
superior to the same thoughts expressed through email. Someone once said, “Hospitality exists when you believe the other person is on your side”. Few businesses offer truly unique products or services, but any business can create an exemplary customer experience through hospitality. It’s important to model that warm, friendly generosity in every customer encounter. You should mentor others in your company so everyone is focused on the customer journey. Finally, you must monitor the customer experience, celebrating what has produced results and pivoting when efforts have fallen short. When your business is relational rather than transactional you are positioned for revenue and career growth!
• A handwritten thank-you note or apology for a less-than-stellar customer experience is far Today’s Professional Magazine
r e b r a B e i b eb
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Debbie Barber has been the Chief Financial Officer for Dallasbased Restaurant Expert Management, Inc. for more than twenty years. Her previous experience was in public accounting, where she provided financial, audit, tax and management consulting services to retail, hospitality, professional services, manufacturing, government, educational and nonprofit clients. She is skilled at collaboration with multiple levels of management and effectively communicating key financial information. She enjoys the challenge of assessing business obstacles and opportunities, then working with owners and leadership teams to devise appropriate responses and set goals. She is an avid observer of the customer experience and is passionate about its connection to business success. Debbie graduated cum laude from Stephen F. Austin State University with majors in Accounting and General Business. She is a Certified ScrumMaster and embraces Agile’s methodologies for delivering value to consumers. Today’s Professional Magazine
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Don’t tell me what to do...
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he communication algorithm that we use at Hook Point is called the Process Communication Model (PCM). Approximately 1.4 million PCM profiles have been completed worldwide, and this has provided an insane amount of data, or as Cypress Hill would say, “insane in the membrane.”
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Here is one of these pieces of data. At their core, 85 percent of people do not want to be told what to do. And that means that only 15 percent of people at their core want to be told what to do. What does all this mean? Well, simply put, you can stop reading here, stop telling Today’s Professional Magazine
people what to do, and you’ll become a much more effective communicator. Or, continue reading for more information . . . not direction. Direction or being directed alienates and stresses out most Today’s Professional Magazine
of us—or at least 85 percent of us. Will you please take a moment to think of a time when a boss, teacher, or coworker continually told you what to do. You probably didn’t connect with them, did not like them, and for some of us (not me, of course) did the exact
opposite of what they told you to do. There are two questions I’d like you to answer. 1: What can you replace direction with? 2: What does this mean for communicating at scale?
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Let’s start with number 1: Ask questions or use emotions. Instead of “Buy this book and sign up for a free class,” change this to “Will you buy this book and sign up for a free class?” It sounds simple, but it’s huge. Think about it: Do you want to be asked or told to do something? Also for number 1: Direction is “Buy this book and sign up for a free class.” Emotional connection is “We’d love it if you bought this book, and we’re looking forward to connecting with you in your free class.” (Side note: the question and emotional connection connects with 55 percent of the population. But more on that data point in another article.) I hope you stay tuned for more editions of Viral. See what I just did?
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So, will you ask yourself: Am I more motivated with questions and emotions or just being told what to do? If you’re not lying or you’re in the 15 percent of the population, you’re more motivated by questions and emotions. And for number 2: We’re bombarded with content trying to get us to do or buy something, and we’re also fatigued and stressed by being told what to do all the time online. When you insert questions and emotions, you’re engaging, not fatiguing, the reader. The other thing that’s happening is, when you ask a question, you’re engaging that person’s mind and you want their mind to say yes, and then you want their fingers to click. Example: Do you want X? Reader: Yes. Then click. Can you think of how many times you’ve just scrolled by when
you saw buy this, download this, get this, and so on? Questions provide more motivation for us to say yes. When emotions are used to connect, you’re making a personal connection and a relationship. There’s so much content flying by that when you make that emotional and relational connection, people are hooked and intrigued. Forming a relationship will get you engagement. Would you rather see “Buy this and sign up for that” or “We’re looking forward to your purchase and can’t wait for you to be a part of our group”? In summary, 85 percent of us do not want to be told what to do . . . so stop it!
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Jeff King E
ffective communication is hard. It’s even harder when you don’t know the right words to reach your audience.
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I am a Master Process Communications Model (PCM) Trainer and Author of “Beyond Drama”, President and Head of Communication at Hook Point. Will you please see below to learn what Hook Point can do for you?
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With over 60 billion messages on digital platforms every single day, the average person is exposed to 4,000 to 10,000 ads every 24 hours.
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Generate 50+ billion views and hundreds of millions of followers online
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How
the University of Houston’s
Entrepreneurship program jump starts careers
about them having a “Ritz Carlton Customer Service oriented mindset and attitude”. Whether they like it or not, everything in the world has to do with sales. If they aren’t selling themselves to an employer on why they are the best fit for the job, someone else is. It is a very competitive job market these days and the climate is changing more and more every day.
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y wife and I mentor students specifically from the #1 Entrepreneurship program in the Country, The Cyvia and Melvyn Wolff Center for Entrepreneurship at the Bauer College of Business. The University of Houston has a really diverse group of sharp young minds that apply and get accepted into this two-year program. Their goal is either Intrapreneurship or Entrepreneurship. The students that are most likely going the intrapreneurship route are key candidates for us to guide and mentor because there are many things that go unsaid when hunting for, applying, and securing a formal job offer from a big corporation in today’s world.
within a big corporation and take on the intrapreneurship role. This enables these self-motivated young guns the opportunity to explore and pursue products and services they may be interested in selling for the long haul. We discuss everything from writing formal thank you letters to companies they interview with to really organizing their resume to where their accomplishments thus far shine far brighter than a fresh college graduate with no prior internship or work experience. It’s
We harp on the “Customer Experience” and what it looks like to “set solid expectations” showing how to deliver on their commitments in everything they do. It is amazing the difference it makes When two parties set expectations at the beginning of a relationship and follow up on commitments regularly. We teach them the difference between having “Authentic Trust vs. Blind Trust,” so they don’t set themselves up for failure when building with customers and employers. All of these traits and habits we teach transfer to success in the corporate environment which later will help them if they decide to start their own business.
The advantage these students have over others is, they normally already have some real-world experience as they are working and going to college at the same time. If these students do not have a current business they own or idea of a certain business they would like to start, it’s best for them to get some experience Today’s Professional Magazine
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We role play, record sessions, and watch films so they can see where they mess up and learn from it before they start interviewing. We teach them how to read personality types so they are able to adapt in the workplace and excel at whatever product or service they are going to be selling. We teach the importance of doing their research and asking the right questions that show a potential employer they have the skills to help take the organization to the next level. We help these students to set goals so big they are afraid of them. When they do this, it really teaches them to see how much they really are capable of by pushing themselves and making conscious commitments that turn into huge accomplishments. Lastly, we teach them that employers today cannot give them these three things. “Attitude, Energy, and Effort”. Employers cannot make them show up with a great attitude every day. They can’t make them show up with high energy. They can’t make them give 110% effort. If these students can show potential employers, they have this, it makes all the difference in the world to these big corporations. Nine times out of ten, our students are having success securing the dream jobs they apply to just based on how well they execute these principles mentioned above. Houston Texas has more CEOs that graduated from the University of Houston than any other major college in the US. We really enjoy the opportunity to make a difference and pour into these young students because we had great mentors as well. Until the next time, GO COOGS!!!!
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Adam Rust, LUTCF Adam is a master business coach, process consultant, keynote speaker, serial entrepreneur, and Top ranked Professional Insurance broker. Over the last decade he is known for his impressive track record with hiring, training, and developing top sales teams across the country in the Insurance Industry. Most recently, Adam has contributed to purchasing and growing a small independent Insurance Brokerage “Helix Insurance Group” into a multimilliondollar company over the last 5 years. Adam has a unique background having graduated from the #1 Entrepreneurship program in the Country,
The Cyvia and Melvyn Wolff Center for Entrepreneurship, as well as the #1 Sales Program in the Country, The Steven Stagner Sales Excellence Institute at the University of Houston’s Bauer College of Business. Before graduating with multiple business degrees from the University of Houston, Adam developed and sold several small business’s. He lives with his wife Emily in Tiki Island, Tx. Outside of their business’, Adam enjoys Snowboarding, hunting, fishing, and spending time at their Farm in Northwest Oklahoma.
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The Power of First Impressions: Why They Matter and How to Master Them
If you make a positive first impression, people are more likely to view your subsequent actions and qualities in a positive light.
H
ave you ever met someone important to you but knew immediately that you didn’t make the right impression? Once you blow a first impression, you more than likely blew the opportunity to build a relationship with that person. First Impressions hold more significance today more than ever. Whether you’re attending a job interview, meeting a potential client, or networking at a conference, the power of a first impression can shape the course of your personal and professional life. It’s not just about dressing well or having a firm handshake; it’s about the lasting impact you create in the minds of others, or in other words, your image.
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The Significance of First Impressions Instant Judgments Research suggests that it takes just 5-7 seconds for someone to form an initial impression of you. This instant judgment is often based on your appearance and your non-verbal cues such as body language and facial expressions. Professionals of all ages, but especially young professionals, under the age of 35 are navigating a competitive job market and striving to make their mark in their careers. Given this context, making a positive first impression is not just a nicety but a necessity.
Lasting Impact First impressions are not easily forgotten or changed. Psychologists refer to the “halo effect,” which is a cognitive bias where our initial impression of someone influences our overall perception of them. If you make a positive first impression, people are more likely to view your subsequent actions and qualities in a positive light. Conversely, a negative first impression can be challenging, often requiring significant effort and time.
Building Relationships Whether you’re making a career move, attempting to land a 35.
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First impressions are not easily forgot�en or changed. It is the foundation of professional success big client, or expanding your professional network, building strong relationships is the key to your success. A favorable first impression can set the foundation for trust, collaboration, and mutual respect. For professionals looking to climb the career ladder, forging these connections is vital.
in a corporate setting, opt for classic business attire. If you’re attending a more casual event, smart-casual or business-casual clothing may be more suitable. To be up to date with current fashion trends, mix trendy accessories, shirts and blouses, and shoes with timeless, classic pieces in your wardrobe.
Three Tips for Making a Good First Impression
2. Pay Attention to Grooming: A wellgroomed appearance demonstrates professionalism and attention to detail. Maintain a neat hairstyle, trim facial hair if necessary, and ensure your clothing is clean and well-pressed. Pay attention to the details. Make sure your shoes are shined and your clothes are pressed.
1. Dress for Success: Your choice of attire plays a pivotal role in shaping the first impression you make. Young professionals often have diverse job responsibilities, ranging from corporate meetings to creative collaborations. Here are some clothing tips to consider: Dress Appropriately: Adapt your attire to the specific occasion and industry norms. For a job interview Today’s Professional Magazine
Accessorize Thoughtfully: Accessories can add a personal touch to your outfit. However, avoid overloading on jewelry or accessories, as this
can be distracting. Choose items that complement your overall look rather than overpowering it. 3. Master Non-Verbal Communication: Your body language, facial expressions, and posture communicate volumes before you even say a word. Here are some tips to master non-verbal communication: Maintain Eye Contact: Making consistent, but not overly intense, eye contact conveys confidence and engagement. Avoid looking down or around the room, as this can signal disinterest or nervousness. Smile Sincerely: A warm and genuine smile is one of the most powerful non-verbal tools. It instantly puts others at ease and creates a positive atmosphere.
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During your initial interactions, it’s crucial to be an active and attentive listener
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Good posture exudes confidence and poise. Stand or sit up straight, and avoid slouching or fidgeting.
Stand Tall: Good posture exudes confidence and poise. Stand or sit up straight, and avoid slouching or fidgeting. Use Open Body Language: Keep your arms relaxed by your side or use open gestures to appear approachable and receptive. Crossing your arms can come across as defensive. Be Attentive and Engage in Active Listening: During your initial interactions, it’s crucial to be an active and attentive listener. Professionals often have a lot to say, but showing interest in others can set you apart. Here’s how to do it effectively: Ask Open-Ended Questions: Instead of simple yes-no questions, ask open-ended ones that encourage conversation and provide an Today’s Professional Magazine
opportunity for the other person to share more about themselves. Show Empathy: Demonstrate genuine interest in what the other person is saying. Nod your head, offer verbal affirmations, and use empathetic phrases like, “I understand how you feel” or “That must have been challenging.” Put away your devices: In today’s digital age, it’s easy to be distracted by notifications and devices. When engaging in a conversation, put away your phone and give your full attention to the person you’re with. Remember Names: People appreciate it when you remember their names. Repeat their name in conversation to reinforce it and make a conscious effort to recall it for future interactions. When exchanging business cards, hold
the card in your hand so you can quickly glance at it if you forget the other person’s name. First impressions are the foundation of professional success, especially for those professionals who are navigating a competitive landscape. The power of a positive first impression can open doors, create opportunities, and lay the foundation for meaningful relationships. By dressing for success, mastering non-verbal communication, and actively listening, professionals can enhance their ability to make lasting and favorable first impressions. In doing so, they can position themselves for success in their careers and personal lives. Remember, you never get a second chance to make a first impression, so make it count.
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