22
June

7 Tips For Success As An Entrepreneur In The Hospitality Industry

career-479578_1280The following are 7 tips to help entrepreneurs be successful in the hospitality industry. These points come from my years of experience as an independent contractor and from the 100+ individuals that have joined me.

1. Have a clearly defined game plan
Without directions or a map, you will never find your desired destination. The same is true with your career. Without a plan for success…you plan to fail.

2. Take Action
Do one thing every day that will get you closer to your goal.

3. Be Prepared Financially
Start investing in yourself today! Set aside funds for when you decide to go on your own. This money will help you through the ‘start-up’ phase. In addition, money management is often an obstacle to our success. Now is the time to prepare and learn the skills needed to be fiscally responsible.

4. Overcome Frustration
One of the largest obstacles to achieving your dream is allowing frustration to sway your focus. You have to be able to fight through the challenges that you will face along the way and maintain a positive attitude.

5. Overcome Rejection
We all dislike being told ‘no’. I have written several posts on this subject. The key is to understand that, to be successful, you will face lots of rejection. You need to become effective at facing and overcoming rejection.

6. Don’t Become Complacent
When you reach a goal…set new ones. Do not become comfortable at any single point along your journey. You need to push your boundaries to reach your dream.

7. Have a Goal to Give Back
Focus on giving first and not worrying about whether or not you will receive in return. Being successful and building a great living enables you to live a happier life and give back.

“When you’re in business for yourself, you write your own history, you write your own success story, you write your own legacy and most important, you write your own paycheck,” Jeffrey Gitomer, best-selling author. The journey to success as an entrepreneur is not an easy or short trip, but it will be worth it and it will change your life for the better.

Is it time for you to consider being an entrepreneur in the hospitality industry?

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5
June

The Importance of Sales Calls in the Hospitality Industry

imageHow important are sales calls to our being successful in the hospitality industry? I have always followed the simple philosophy that successful businesses have as part of their culture: you grow your business or you watch as your competition does. It can be written even more simply, grow or die. The following is a message that I often share with my team regarding making sales calls to grow your business.

Here are some statistics on how many ‘touches’ it takes to close a new account:

2% close on the 1st call or touch
3% close on the 2nd call or touch
4% close on the 3rd call or touch (ironically, this is where most follow-up processes stop)
10% close on the 4th call
80% close ON OR AFTER the 5th call

We can look at these stats another way as shared by Bart Berkey; hotel executive, speaker and author. He calls it the ‘truth about soliciting business’:

48% of all salespeople make one call and quit
25% of all salespeople call twice and quit
17% of all salespeople call three times and quit
80% of all sales are made after the fifth call
10% of all salespeople keep calling
80% of all sales are made by 10% of all the people

Now that we know why we have to be persistent, we also have to understand and overcome objections…the dreaded ‘no’.
What “no” means:

I’m too busy
I don’t trust you
This isn’t on my ‘to do’ list
My boss won’t let me
I’m not the person to make this decision
I don’t have the resources to do this now
Your product or service does not meet my need

What “no” doesn’t mean:

I hate the proposal
I hate you

We must have a product or service that matches the potential customer’s need and they must agree that it meets their need, or their answer will always be no. However, keep in mind that they are saying ‘no’ to what we are offering, not us personally.

If you want to have a long and successful career, you need to become effective at sales calls. You have to master the skill of reaching out professionally and demonstrating value to the person and their organization. Please do not take a ‘no’ as the final answer, never stop following up with valuable information and take the actions needed to be in the 10% that make 80% of all the sales.

Are you ready to start today?

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18
May

Changing Organizations in the Hospitality Industry

arrowsRecently, an industry professional joined my team coming from another meeting and event planning company. As we discussed this opportunity and as he weighed his options, I was struck by two takeaways from this process:

1. It is important to align with the right organization that is the perfect fit for you. As your needs and goals change, it may be necessary to change your affiliation to ensure success both personally and professionally.

2. Make sure you properly manage your most valuable resource, time, to ensure you achieve your career objectives.

Let me focus on the second point, time. His decision to join us reminded me of the need we all have for a work/life balance that still enables us to achieve our dreams. As my Business Coach, Angie Segal, shared with me; “Time is the one resource we cannot get more of.  If we lose money, we can always make more, but if we waste time we cannot get it back.”

I have a few thoughts on how to make sure you are focused on using your time effectively to achieve your professional goals:

  • Align yourself with the right organization that meets your specific needs.
  • Determine your big dreams for the future and the goals you need to pursue along the way.
  • Have energy, passion and put forth the effort needed to achieve your goals.
  • Be confident that nothing will stand in your way and commit to staying positive and picking yourself up when you fall short of your goals.
  • Make the right (and often hard decisions) that will best enable you to reach your desired destination.

Often times, we get caught up in being ‘busy’ and forget our dreams and the goals we have for our life. Make sure you are part of an organization that supports your goals and enables the time to do the activities that will help you achieve your dreams.

Are you where you want to be with your life both personally and professionally?

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13
April

My Entrepreneurship Story in the Hospitality Industry

autonomy“Tell me a fact, and I’ll learn. Tell me a truth, and I’ll believe. But tell me a story, and it will live in my heart forever”. Ed Sabol

This quote is from Ed Sabol, the Founder of NFL Films. Before 24-hour sports channels existed, he told the ‘story’ of the NFL each week and many of us fell in love with professional football.

We all have a story to tell. Mine is why I chose to leave an executive level position and a 20-year track record with a major hotel company to embrace the entrepreneurial lifestyle. My story is how I pursued my dream of being an independent business owner within the meeting and event planning industry.

My goal is to be in control of my life, career and have unlimited earning potential. Instead of sitting in traffic, I want to be outdoors exercising. Instead of heading to a stand-up meeting, I want to be spending time with my family. Instead of meeting with revenue management, I want to be meeting with my life coach to make sure I am on track to achieving my dreams. My goal is to be able to live and work where I want to be…not where the company is located or where they mandate I need to be.

Have you ever wanted this to be your story? Let me share my full story with you…in hopes that it may live in your heart and inspire you to reach for the life you truly want!

If you haven’t had a chance to read “Taking Charge of Your Hospitality Career,” sign up for this free report today.

 

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22
March

Freedom in the Hospitality Industry

WeWantFreedomAs I watched my 16 year old daughter drive off on her own with the new found freedom that having your driver’s license gives you, I was both terrified and excited. It is terrifying to let go and trust that she will be safe. It was exciting to see her explore on her own and it reminded me of when I took the leap to being an independent professional in the hospitality industry.

I wanted to take control of my life, career and to have unlimited earning potential. I thought I was leaving the security of being a corporate employee, but what I found on the other side was even more security as I was now in control of my own destiny. I was fortunate to have good coaches, mentors and a strong support group.

The following are a few books that have helped me on my journey and I want to share them with you:

  • Making Money Is Killing Your Business- Chuck Blakeman
  • Millionaire in Flip Flops- Sue Cooper
  • Steve Jobs: The Man Who Thought Different- Walter Isaacson

After 8 years in this entrepreneurial model, I have helped over 100 individuals make the transition successfully from employee…to entrepreneur in control of their life. It is not a leap after little thought, but a strategic move with a road map to success. You need a coach, mentor and someone who has traveled the path before you to lead you through the process…I can be that person for you.

Let me know if you want to learn more about my story!

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5
March

Share Your Industry Insights with Future Meeting and Event Planners

BaarmanFerrisCollegeofBusinesscropped

After a long break, I went back to school…the Hospitality Management School at Ferris State University (FSU). I am a proud graduate of FSU and they invited me back to share with the students (primarily upperclassmen) my 25+ year journey through our dynamic industry.

I was introduced by a senior and it took me a few minutes to recover from the realization that not one of the students in the audience were even born when I graduated. It was gratifying to talk about my career in the hospitality industry which included various hotel positions, trade show management and meeting planning. My goal was to share the many opportunities that exist in hopes that it would spark an interest for a potential career path. We also discussed industry trends and what future opportunities exist for them to explore.

They were engaged and an interactive group that I feel confident is ready to join us in the meeting and event planning industry. I hope all of you will consider sharing your story with the next generation of meeting and event planners…it was a rewarding experience.

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18
February

Entrepreneurship in the Hospitality Industry

solo sunsetAs independent hospitality management professionals, we live by the quote I am sharing below. We choose to embrace this philosophy and pursue our dream of being an independent business owner within the meeting and event planning industry.

“Entrepreneurship is living a few years of your life like most people won’t, so you can spend the rest of your life like most people can’t”. Anonymous

Does this lifestyle interest you? If you want to control your life, your career and have unlimited earning potential, I can help ensure your success in this model. I have a proven track record over the past 13 years helping nearly 100 individuals make the transition successfully from employee…to entrepreneur in control of their life. It is not a leap after little thought, but a strategic move with a roadmap to success. You need a coach and mentor to lead you through the process…I can be that person for you.

Let me know when you are ready to talk…it never hurts to at least talk!

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15
January

6 Questions to Help Achieve Your New Year’s Resolutions

Champagne glassesAs I took time away from meeting and event planning to visit family in Florida, I was reminded that every year I make New Year’s Resolutions and every year I quickly break them. In an effort to reverse this bad habit, I am on a personal quest to help myself and others achieve their resolutions this year.

Is one of your resolutions to find a better balance between work and family? Is it time to break away from your current role and consider becoming an independent meeting professional? If so, I can help you!

Before making this decision, the following are six (6) questions that you need to ask yourself:

1. Do I have the experience and skills needed to become a trusted advisor and consultant to my customers?

2. Do I have a large enough personal and professional network (organizations and contacts at those
organizations that you could be of service to in your new role)?

3. Do I have the support group that will be with me and encourage me throughout the journey?

4. Do I have the business acumen (you will be starting your own business and need to think like an
entrepreneur/small business owner) to ensure success?

5. Am I motivated and dedicated to do all that it will take to achieve success?

6. How long is my runway (how much time, funding and support will you have to get your business going)?

The end of one year and the beginning of another is a great time to reflect and review what you have accomplished in the past year. It is also the time to resolve what you are going to do to make the future brighter. The new year has the potential to be something very special and I hope this information sparks your desire to find a better balance in your life and to have more control of your future

If you or someone you know is considering a change in 2015, please reach out to me for a confidential conversation about the six questions above.

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1
December

Hospitality Industry Professionals: A New Resource

MeetingListslogoThis item is specific to my hospitality industry partners. Do you want to book more group business? Do you have the resource available to generate the leads that will help you reach your goal?

There is a new company in our industry that has helped my team and may be able to help you: www.meetinglists.com. We used them because it provided us with access to current, detailed and accurate data that was targeted to our specific needs. It was easy to use, enabled us to establish our own search criteria and remained within our varied budgets.

This is a great way to connect the industry partners that need group meeting business with those that need to find a home for their programs. This data can also be used for:

  • Marketing campaigns
  • Sales blitzes
  • To fill dates open due to cancellations
  • To assist in making your sales trips more productive

I like to share industry resources that can potentially help us when I come across them. Please let me know what you think of this new website.

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12
November

The Value of Attending Hospitality Industry Events

conferenceI’ve recently attended a few of the larger industry events that took place in Nashville, Las Vegas and Atlanta. Being in the same location with so many of my hospitality industry peers reminded me of why I am so proud to be a part of this industry:

  • Great people – We have some of the best and brightest talent of any industry. This is a great opportunity to ask questions, share experiences and learn from one another.
  • Great results – Bringing people together is how great things get accomplished. Nothing can replace a handshake, a smile and face-to-face conversations.
  • Great career opportunities – These events power global business and represent all sectors of our industry. The opportunity each of us has and the jobs our industry creates for so many are truly amazing.

In addition to being reminded of the above, the education offered during these events is the best way to stay current with our industry. As the economy and our industry continue to improve, our expertise in each of the areas that we specialize in, are needed more than ever.

I hope you will all take the time to get out and get involved in our great industry with great people and great opportunities. What is the next event you plan to attend?

 

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