Sklar Technology - July 2018

July 2018

7462 Old Hickory Drive, Mechanicsville, VA 23111 • www.sklartechnology.com • 804-730-2628

The Key to Hosting a Successful Speaking Event

An Entrepreneur’s Guide to the Perfect Event

WHAT’S ON THE MENU? You need to provide lunch to your guests. Offering free food is what is going to convince most people to walk through the door. You don’t have to go over the top, but don’t be handing out individually wrapped turkey sandwiches at the door. Let guests choose from a preset meal; for example, one with a chicken and a vegetarian option. Bonus: Don’t forget dessert.Wheeling out chocolate cake after your speaker finishes is how you keep guests around to convert them once the presentation is over. GET THE WORD OUT One Facebook post about your event isn’t enough. You need to send out announcement letters, formal invitations, and CDs with clips from past events with words like “Fragile Content” and “Time Sensitive Materials” on the envelope. You should promote your event in your newsletter in the months leading up to the event. Most importantly, you need to be prepared to call everyone yourself and personally invite them to the event. I’ve tried outsourcing these calls, and I’ve found conversion rates are a lot better when my son and I do it ourselves. Bonus: Three days before the event, reach out to all the “yeses” to secure their food order. This gives you an nonintrusive way to remind people of your event. OFFER SOLUTIONS I hate it when I attend an event that just lists off a bunch of problems I have then doesn’t teach me how to move forward. Or maybe it’s an event designed to get you hyped up about something, but it doesn’t give you the

I’m a big fan of events. I’ve hosted several of them, like when I had David Stelzl come out to Richmond to speak about how businesses can survive in the digital world, and I’ve been the speaker at other people’s events. Business events are one of the greatest conversion tools entrepreneurs have in their arsenal, and if you have yet to host your own event, you are missing out. Here are my tried-and-true tips for hosting a killer event. SAVE THE DATE Pick a date. Set the time. I recommend a weekday around lunchtime. No one wants to give up weekend plans for your business event. LOCATION, LOCATION, LOCATION You may have noticed many of my recent events have been held at the University of Richmond. This isn’t because I’m affiliated with the college or because the university was sponsoring the event in any way. I picked the University of Richmond because the location adds prestige to my events. Here’s a secret: Anyone can rent out an event room at the college. If you can foot the bill, most venues will be happy to have you. And choosing the right location for your event can help draw in more guests. I pick the university because I want to promote the idea of educating people, but if you’re a real estate guy looking for people to invest money, you’ll probably want to hold your event at a swanky country club. Sure, you could hold your event in your front office, but seeing your company listed as the venue makes an event sound like a sales pitch.

resources you need to move forward.When David Stelzl speaks at my events, he highlights problems business owners in 2018 have to deal with. Then, when he’s done — and while everyone is eating dessert — I come up and let the audience know that if they want to determine whether or not their business is suffering from those same problems, we’re offering a complimentary visit to check out their systems. FOLLOW UP Within 24–48 hours of the event, call everyone who attended. Don’t outsource this! It has to be you thanking them for attending and asking if you can answer any more questions they have. Depending on the lead, you could send them the speaker’s book or other helpful content you may have. For example, we have a security success kit loaded with helpful content to guide you in building your security program. Events only start the conversation. It’s up to you to close the deal. Is it possible for an event to convert the audience at nearly 100 percent? I would say no if I hadn’t experienced it myself. Are events an investment? Of course they are. A good event demands time and money. But if you see good conversion rates, then it’s worth the investment.

–Randy Sklar

A REFERRAL IS THE HIGHEST FORM OF FLATTERY. WHEN A CLIENT REFERS FRIENDS AND ASSOCIATES TO US, IT REPRESENTS AN APPRECIATION OF A JOB WELL-DONE. IF YOUR FRIENDS OR ASSOCIATES COULD BENEFIT FROM OUR SERVICES, I’D BE HONORED TO HAVE YOUR REFERRAL!

When Employees Take a Summer Vacation Keep Productive Momentum

Can You Negotiate Like Your Life Depends On It? Lessons From an FBI Hostage Negotiator

Everyday life is filled with negotiations. In the morning, you may want a colleague to choose your favorite coffee place, and by the afternoon, you’re desperately trying to keep an angry client from cutting ties with your company. But few of us are asked to take on the responsibility of negotiating for someone’s life. Hostage negotiators

How does your business keep up productive momentum when employees jet off for a week or two? Every summer, this is a question that businesses all over the country try to answer. It’s also a question that impacts businesses differently depending on staff size and organization. Some businesses have enough folks on hand at any given time that the absence of a single person isn’t a big deal. But during the summer, the dynamic can change when more employees decide to take time off, especially one after another. When employees take time off, things are more likely to slip through the cracks, and productivity can take a hit. However, having well-defined vacation policies in place can prevent issues from developing at all. First, be clear about the time-off policy. If you have one department of six people, a reasonable expectation is that only two people from that department may be out at a time. The policy of “first come, first served,” is one of the best ways to approach this situation. It’s fair, and it encourages people to get time-off requests in early, leaving your team more time to plan for the absence. Second, implement time-off request deadlines. When you know a lot of people are going to want to take a few weeks off during the summer, ask that they put in their requests as soon as possible. It allows everyone time to plan so any work is delegated accordingly. On top of that, remind your team to get the requests in before booking any travel arrangements. That way, no one has to play the bad guy when a time-off request gets denied and a hotel booking hangs in the balance. Third, encourage taking vacation. Work-life balance is critical when you want a productive team. Sometimes you have to reiterate that vacations are important, as numerous studies have confirmed. Too often, employees don’t plan vacations because they don’t want to compromise their job in any way, or they feel guilty about leaving. But when people don’t take time off, that’s when productivity takes the biggest hit. The longer people work without taking time for themselves, the more likely they are to experience burnout.

are without a doubt the greatest negotiators in the world. With a human life on the line, a hostage negotiator must get 100 percent of what they want for 0 percent of what their opponent wants. How do they do it? Chris Voss, author of “Never Split the Difference: Negotiating As If Your Life Depended On It,” claims that the secret is empathy. Voss didn’t master his skills in negotiation over coffee in the boardroom. Instead, Voss spend 24 years with the FBI Crisis Negotiation Unit. Between 2003 and 2007, Voss acted as the FBI’s chief international hostage and kidnapping negotiator, handling over 150 international hostage situations. During his time with the FBI, Voss realized people are not rational beings. Driven by impulse and emotion, we tend to make irrational decisions. And if people are not rational, why do traditional negotiation strategies treat negotiating like a rational problem to be solved with facts and figures? As a hostage negotiator, Voss learned to appreciate the value of emotional intelligence and intuition. In Chapter 2 of his book, Voss highlights the simple tactic of repeating the last three words the person you’re negotiating with said. This tactic, called mirroring, demands active listening, and can make people feel like they are being heard and understood. Mirroring helps build rapport and improves trust between parties. Too often, we walk into negotiations with the mindset that, in order to win, we must become a puppet master and manipulate the situation. Instead, Voss recommends entering negotiations from a place of empathy. Being empathetic does not mean you agree with another person’s ideas, but that you understand why they hold their ideas. And when you understand, you can make sure you both get what you want. Voss’ strategies were developed in high-stakes situations, but they can be easily replicated in everyday negotiation. “Never Split the Difference” is a book about selling yourself, diffusing situations, and achieving the most desirable outcome. With lessons in emotional intelligence and intuition, “Never Split the Difference” can give you an edge in any situation.

These 2 Tricks Can Help You Keep Momentum This Summer Do You Suck at Vacations? Picture this: You’re on a beautiful

of the big game and sets you on the bench to catch your breath. But as you’re on the sidelines, watching your team all move toward the goal line, you want to do everything in your power to get back in the game. As entrepreneurs, being in the game is why we do what we do.” Most entrepreneurs feel energized by closing a deal or launching a new product, but conventional wisdom will still have our loved ones insisting we need to take a break. Here are two things you can do to vacation without losing momentum or suffering the wrath of well-meaning family members. 1. Schedule Time to Work Your spouse might not like the idea of scheduling work time while you’re on vacation, but they’ll probably be okay with you checking email during dinner or while touring a museum. Find the balance between radio silence and working on a

beach. One option is to step away from most tasks but spend an hour before breakfast replying to emails or handling phone calls. 2. Learn Something Take advantage of the free time that’s been forced upon you by doing something to improve your skills or knowledge. Sign up for an audio course, read a book, or listen to a podcast — something productive you can do that doesn’t interrupt your family’s vacation. And speaking of podcasts, check out Randy’s new podcast, “Crushing It in the Digital Revolution” at tinyurl.com/yb6ygcxl. There are benefits to stepping back and returning to work with fresh eyes, but you don’t need to abandon your momentum in order to reach that point. Find the happy medium before your next vacation so you and your family can enjoy the experience together.

island.Waves crash rhythmically just a few feet away, and a fresh breeze carries the smell of sea salt and tropical fruits. Your phone is nowhere to be seen and you haven’t been to work in a week. If you’re a “normal” person, this scenario is a perfect vacation, but if you’re an entrepreneur, we’ve just described a waking nightmare. Entrepreneurs are notoriously bad at vacations.We get anxious when we can’t check in on work and are often accused of being workaholics by family members who insist we drop everything and “try to relax.” Russell Brunson, author and internet marketing expert, addresses this phenomenon best. “Entrepreneurs rely on momentum,” Brunson explained. “When we’re moving forward, we feel happy.When we’re moving backward, we get sad and stressed. It’s like when the coach pulls you out

Skinny Soup Who says soup is only for the winter? This healthy soup recipe is full of vitamins, fiber, and antioxidants. There’s a reason we call it Skinny Soup … It makes you skinny! Inspired by The Weekend Warrior Burn

Ingredients

• 2 quarts organic, sugar-free vegetable stock • 4 cups cabbage, thinly sliced • 1/2 teaspoon freshly ground black pepper • 1/4 cup chopped fresh parsley leaves, packed • 2 teaspoons freshly squeezed lemon juice

• 1/4 cup olive oil • 2 cups chopped leeks (white and light green parts only) • 1 cup diced celery • 2 tablespoons minced garlic • Pinch of sea salt • 2 cups carrots, peeled and sliced • 2 cups sweet potatoes, peeled and sliced • 2 cups chopped green beans, fresh

Directions 1. Heat olive oil in large pot over medium-low heat. Add leeks, celery, garlic, and sea salt. Cook for 7 minutes, stirring occasionally. Add carrots, sweet potatoes, and green beans. Cook for another 4 minutes, stirring occasionally. 2. Add vegetable stock. Increase to high heat and bring the soup to a near boil. Add cabbage and black pepper. Decrease to low heat, cover, and simmer for 15 minutes. 3. Remove from heat, then stir in parsley and lemon juice. Season to taste with sea salt and serve warm.

7462 Old Hickory Drive Mechanicsville, VA 23111 www.sklartechnology.com 804-730-2628

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Inside This Issue Host an Event That Doesn’t Suck What the FBI Can Teach You About Negotiating Don’t Let Employee Vacations Sink Your Business This Summer Why Are Entrepreneurs Bad at Vacations? Skinny Soup Do You Need a Workout Buddy?

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3 Reasons to Work Out With a Friend Stay Accountable With the Buddy System

Even if your partner is stronger, faster, or in better shape than you, the drive to close the gap between your capabilities can be a big motivating factor.

When you work out alone, it can be tempting to cut corners and get comfortable. After all, if you cheat on a pullup or don’t swing that kettlebell as high as you should, who will know?

Psychologists call this mental push to avoid being the weak link the “Köhler effect.” In small groups, those who begin weaker often push themselves to improve the most. Why not put this psychological phenomenon to work for you? Stay Accountable The most valuable reason to have a workout buddy is accountability. Just having a dedicated person to ask you if you’ve met your fitness goals can have a significant impact on how regularly you exercise. In fact, something as simple as a bimonthly check-in has been shown to help people increase the amount of time they spend working out. A Stanford University study on the impact of social support on physical activity found that an occasional check-in boosted test subjects’ workout times by an average of 78 percent. This is part of a growing body of research that suggests positive social support may be a key factor in motivation. Even if you can’t actually exercise alongside your workout buddy, just checking in on one another’s goals can make a huge difference.

That’s where a workout buddy comes in. Here are three ways hitting the gym with a friend can make your workouts safer and more effective — and a lot more fun! Ensure Proper Form When you don’t perform an exercise correctly, you may not even be working the right muscles, which makes all of your hard work pointless. At best, you’ll cheat yourself out of the full benefits of your workout. At worst, you risk injury. By working out with someone else, you can spot one another and keep an eye out for lapses in form. You and your partner can keep each other honest, ensuring your routine stays safe and effective. Get a Little Competitive Whether you make your workouts explicitly competitive or not, working out with someone is a great way to subconsciously push yourself to improve.