resource [ree-sawrs] -noun 1. a source of supply, support, or aid, especially one that can be readily drawn upon when needed;  2. capability in dealing with a situation or in meeting challenges

What kind of resource are you? Not a map or a dictionary, not that kind of resource. I’m asking, “What kind of personal resource are you to the people that know you – and the people that don’t know you?”

It may be better asked as, “Do you merely sell to your customers and simply exist with the people you do not know? Or do you go beyond simply existing and ’serve’ your customers and strangers alike?”

In business, and especially in sales, being a resource is much more valuable to your customers and clients than being a typical sales rep or owner. (Not you of course!) With everything else being equal, your customers will rather do business with someone that goes above and beyond, than someone that merely takes their order or provides them with a basic level of service.

But what does it mean to be a resource? This one question could be the foundation for writing an entire book rather than a short newsletter article. So we will look at it in a general sense, or the Cliff Notes of being a resource, if you will.

Let’s start at the end and work our way back. How do you know if you are a resource? There are several clues that you experience that let you know you are, or on your way to becoming a resource. For starters, your customers may call you with questions that may not directly relate to the product or service you provide for them. Your customers also ask for your opinion on matters unrelated to your typical dealings with them.

People of resource are generally asked by many to help out with this organization or that club. People of resource know how to get things done, and if they hit a snag, they know and can call on someone that can help them push through to get it done.

Resources go above and beyond what people expect of them. They make their promise and over-deliver. They are Jacks, and Janes, of all trades and masters of quite a few! They have many “-ables” that describe them: dependable, reliable, accountable, likeable, honorable, respectable – and a slew of others that elevate them to the forefront of the minds of every customer they have.

Let’s go deeper, eh!? Being a resource is not just something you are; it’s who you are. It’s a mindset. It’s a way of life. It’s seeing ways to help in the most obscure places and instances. It’s seeing an opportunity to help someone and following through – whether you know them or not. Or whether it benefits you or not.

Being a resource is a responsibility, and it can be a lot of work. But the rewards are great and plentiful. In business and sales, the rewards are also profitable! (There’s another “able” for you!) The cool thing is – you can do it and be it! The really cool thing (for you) is – not many others will. The door is there. Kick it open and be the resource you want to be and the resource your customers hunger for. Now go get ‘em!

I have to warn you…this week I am writing about something that I certainly am not an expert on. Not even close. It’s something that I’m trying to do better. Sometimes I come close, but most times I fail. I know it’s important to do, but when work piles up it’s something that seems almost impossible to achieve.

I hear the same from many people so I know I’m not alone with this and know that many will relate, and some of the comments that relate to this come from many of the “seasoned veteran” leaders from around the community. This week I hope to help some people that may also be in my boat as I will also look for help from others that can relate and do a much better job than me. So this will be a short article, but hopefully will provide some great value to me and many others in the future.

It’s Monday afternoon and I am sitting down to write this week’s article. I’m mulling over a few topics that I’ve been thinking about. I’m looking at what kind of articles I’ve written over the past month or so to keep the topics at least somewhat even between marketing, sales, networking and attitude. But this week’s article really doesn’t fall into any of those categories. On the blog, this article will be filed under “Uncategorized.”

To my right are the job folders of projects that are going on and a flock of coffee mugs and soda cups that I need to take downstairs. To my left is a never ending to-do list of websites and other projects to start working on, notes of follow-up calls to make this week and four 3-inch high stacks of business cards that I’ve acquired over the past few months that haven’t been scanned in to my Outlook Contacts yet. And there on the corner of my desk is a row of books that I reference and some that I need to read yet.

But just to the left of my screen is perhaps the biggest and most important reminder of something that needs some attention. It is a picture of me with my beautiful wife and our two girls. (Actually, it’s more like one daughter and one diva!) What is it that I need to do? Achieve balance.

In the next week we will have two anniversaries – wedding and first date. We’ve been together for five years now and cannot believe how fast it’s gone! They say that time flies when you’re having fun. It has been fun, but it’s also been busy. All my girls have been great and very understanding of the late nights and early mornings. They know that there is a lot of work that always needs to be done so they don’t really complain.

But therein lies the riddle – for me and I’m assuming for many others: Achieving balance between working hard to both provide for your family and over-the-top service for your customers while carving out more consistent time to spend with your family. It seems like it should be such a simple riddle to solve, but your insight and experience is very welcomed and appreciated. Please e-mail your pearls of wisdom to workinghard@helpingusellu.com and let me know if it is ok to share them with everyone in a future newsletter.

network [net-wurk] -noun 1. an association of individuals having a common interest, formed to provide mutual assistance, helpful information, or the like; -verb 1. to cultivate people who can be helpful to one professionally, especially in finding new business, employment or moving to a higher position; 2. to distribute widely

It is said that on average everyone knows roughly 250 people. Some of us know more, while others…not so much. But that’s alright, we all average it out. Now, what if my 250 people knew you, what you do and the type of referrals you are looking for? That would be pretty powerful, eh!? And I’m sure you could get at least one sale from those 250 people I know!

But wait a minute. If I know 250 people, then wouldn’t the other 249 people that you know also each know 250 people? Yes! So now the 250 people that you know – that can spread the word about you and your business – has the potential and the power to reach 62,500 people in your “extended network!” And for every new person you put into your personal network, it adds on average another 250 potential prospects.

So let me ask you, where is networking on your priority scale? Whether you own a business, are trying to start a business or are in sales for a business, there are more and more demands on your time than ever before. You probably are wearing more and more hats now than you ever had. This is now the rule and you are not alone.

So let me ask you again. Where is networking on your priority scale? With all of the hats you are wearing and all of the places you go and things that you do, you may figure you meet enough people already and that you don’t have to worry about doing any networking. This may very well be true. And guess what…you may be right! If this is the case for you, and if you absolutely cannot carve out any more time to go out and do some networking, then you at least need to do this…

Adopt a continuous networking mindset. That’s it? Yep! It’s easier said than done though. And many people don’t even know what this is. Many people think that building their network is merely done through meeting more and more people. Wrong. Your network is built when you learn what those new people do and what kinds of referrals they could use. Only then can you share with them likewise about yourself. These new people you “bump into” and meet won’t care about you until they know you care about them.

How do you show them that you care? Ask questions and don’t push. Ask questions about how they got their start, what they enjoy most about what they do, creative ways they’ve promoted their business, and how they would want to be remembered after it is all said and done. But the number one question you can ask that shows that you care is “How will I know if someone I meet is a good referral for you?”

You know what you’ve done with that one question? You’ve become memorable. If I had a nickel for every time someone has asked me that one question, I MIGHT have a quarter. It’s not because I haven’t met a lot of great people along the way; I have and appreciate everyone I know. But if you want to make a great, lasting and memorable impression on those people you bump into every day, take a few minutes to get to know them and then ask them that one great question. One memorable contact = 250 potential referrals. That’s a great return on investment! Now, go get ‘em!!

attraction [uh-trak-shuhn] -noun 1. the power or act of alluring, drawing to, inviting, or engaging; 2. an invisible power in a body by which it draws anything to itself

The past few years there has been a lot of buzz about “attraction.” The principles have been around for ages, but lately they have gained momentum and popularity. There is the Law of Attraction, the Law of Reciprocity and the Golden Rule. Each of these concepts is foundationally appealing and can at their core be good ideals to live by. Personally, I have my own twist on these laws and rules that puts each in a different perspective.

Law of Attraction – This law basically says that what you think about, focus on and meditate on will come to you. Much has been written on this subject and there has even been a movie (The Secret) made about it. Looking a little deeper, some say that it is who you are at your core that attracts things and people to you. Therefore, if you don’t like the things you are attracting, this definition suggests that you need to change who you are.

My take on this law is that you not only need to focus on the things you want and be a good person, but you also need to take action. Keeping the things you want at the forefront of your mind keeps you alert to the opportunities to attract these things. Writing the things down further cements your focus on the desired attraction. But it isn’t enough to just write it down, make a wish, blow out a candle and cross your fingers for a goal without action is merely a thought.

Once you have your goal in mind, and is written down, it is now time to take action. Thoughts don’t attract. Actions attract. It’s very similar to how they say you make your own luck. When “lucky” things happen to people, it is usually a result of the actions they took and the hard work they put into obtaining that “lucky” result.

Law of Reciprocity – This law sounds great on the surface where if you do something for someone that they, or someone else, will do something good for you. Many times people that look to take advantage of this Law set out with the end result in mind where the person they are helping is expected to return the favor. They may even go so far as to outline what the other person can do for them. This is where my view takes a total 180 to the contrary.

My view is when you do something good for someone, it has to be with the right spirit. It can’t be with a tit-for-tat mindset. For this law to provide results, you must first give without measure. And continue to give without expectations. Don’t look over your shoulder for your good deeds to be returned. They will. Be joyful and earnest in your generosity and it will come back to you 10-fold.

Golden Rule – We’ve all heard it as “Do unto others as you would have them do unto you.” Another take on the rule is to treat others like you would want to be treated. Of the three, I think the Golden Rule at its core is the closest to my personal definition. But here is my twist.

I say, do unto others or treat others as they would want to be treated. This takes a little more work than the standard definition requires. What may be good, acceptable and desirable for you may not be for someone else. Instead, take a little time to get to know what makes the other person tick or what they appreciate and use that as your basis to “Do unto them.” Maybe with that spin, it could be called the Platinum Rule?

Now let’s put it all together into the Reciprocal Golden Rule of Attraction. The common thread that holds them all together is taking action with the right spirit. Give without measure and without expectations. Look for opportunities to be a blessing to others. Be conscious of those around you and what is important to them. It’s been my experience that doing these things will put you well on your way to having what you want and what you need. And you’ll help and make a lot of people very happy along the way!