I could write this long, detailed answer to this question, but after over 30 years of managing people… Getting Promoted really boils down to one major skill:

In a nutshell…

YOUR company’s upper management determines who will be their future District Managers by asking themselves one question:

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“Which of our Managers have continuously developed multiple employees who have been promoted to management, and have gone on to be as successful in their new positions as the managers who trained them?”

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In other words… Do you (as a manager) “Clone Yourself” successfully?

So, just HOW do we do that?   Start by recognizing the best employees you have, and look for ways to develop them into your store’s future leaders.  But, don’t take too long to do it!  According to the Gallop Organization, “38% of your BEST employees are looking to leave you right now!“   You had better acknowledge and recognize them, and get involved in developing their success with your company.

OK, will every employee be a candidate for management? Absolutely not.

But, if you give people the chance to shine, your future leaders will grab the ball and run with it.  Then, once they show you they want the added responsibility, you’ll start investing time in teaching them what you know.   Start with small responsibilities, and increase them as they continuously deliver the desired outcome you were looking for.  “Teach, Demonstrate, Coach”.

“Leaders Create Leaders”.  Ambitious employees will be asking for ways that they can grow in the company. They will not be happy with the “status quo”.  They want more.   They’ll get it from you, or some other manager in your store, or they’ll start searching for a new place to work.

Net result, you had better catch their enthusiasm while they’re with you… or you’ll lose them.

Many times, because we allow ourselves to be distracted by the “day to day” responsibilities of running our store, we will not realize the potential of our existing people, and we could lose them.   How do you make sure that doesn’t happen to you?  You need to have leaders who you can delegate responsibilities to that will deliver… every time… so you can focus on developing your people.

Practice recognizing your potential leaders as quickly as possible by talking to them… one on one.  As the manager you must develop a relationship with everyone in your store who exhibits management potential.

How do you do that?  By enlisting your assistant managers to help “bird dog” potential management talent for you.  Explain to them that they will benefit from doing this as well.  It will show you that THEY know what talent looks like too.   Everyone takes a “step further down the road to success” when a member of your team gets promoted.  Everyone!

One warning, and something that will destroy your results:  Do not spend all your time working IN your business.   I assure you, you will fail if you do that.  You must be working ON the business continuously. If you haven’t read Michael Gerber’s book, “E-Myth Revisited” then buy it immediately! He explains, in detail, the difference between the two. Please do not allow yourself to be distracted by simple tasks that can be delegated to others.  Developing your people… IS your number one responsibility.  And doing so WILL get you promoted!

You must constantly focus on the future, simultaneously, as you work in your business every day.  Focus on what gets you promoted, and increases your effectiveness as a manager. There’s only so much you can do everyday. Leveraging yourself is your best option for success.   Use your limited time wisely.

Finding the company’s future managers, and developing them puts you on the fast track to upper management!

Good luck. Now start looking at who you can groom and develop today!

David Long

I’m often asked by people, who are interested in starting, growing, (or trying to save) a business, what I feel is the number one factor in creating a successful company. Well, the first thing is having a product that you know is better than your competitors… hands down!  Otherwise, you’ll always be wondering whether, or not, your products or services are the best option for the customer.  Selling something you don’t really believe in, to your core, is a prescription for an ulcer.

But for now, let’s talk about the awesome “Power of Leverage”…

Leverage... Use wisely!

Imagine, if you will, a man attempting to build a house… all by himself.  If you’ve ever built a house (and I have), you’ll know doing it alone is almost impossible… and painstakingly slow.   Think about it, really.  There’s nobody there to help you lift the walls into place so you can nail them together.  Nobody to lift the shingle bundles up to you on the roof.  Trust me, doing it alone is nearly impossible… and it would take you a year, depending on the size of the house.

Now, in your mind’s eye, see a picture of an “Amish Barn-raising”…  You’ve seen them on TV, or in a movie like Harrison Ford’s movie, “Witness”.  Hundreds of men and boys “all over the place”…  sawing, lifting, and pounding the pins into place to hold it all together.  They get the whole barn done in a day or two.  It’s amazing to see how fast they get the job done… Together.

That’s the Key…  they did it “together”.

As a manager, you can build your business with either of the two ways I’ve shown you.  You can do it yourself, take forever, and more than likely you will eventually fail.  Or, you can enlist the help of your top employees.  This is known as using “leverage”.

Here’s another extremely important point most managers miss…

“Leverage is the number one true key to YOU getting promoted & making more… infinitely more income”.

Having won numerous “Salesman of the Month” awards, 14 “Manager of the Month” awards, and one “Manager of the Year” award, I believe I am uniquely qualified to tell you how it’s done. I leveraged the talents of my best people, and made it my goal to increase their effectiveness, so I could help them make more money AND get promoted.

How did I do that? By investing my time, and resources, into teaching them how to be better at their jobs.  (How to sell better, how to be faster at getting the job done, and going above and beyond customer expectations, etc.)  As a result, they made more money, and were much happier in their time with me because I, personally, helped them get promoted.  Because they were truly better, they were promoted faster than their competition in other retail stores within our 42 store district.

After getting several of my management trainees promoted into management, I was soon sought out by newly hired employees to train them.   Let me tell you, it really impresses upper management when in an interview the applicant asks specifically to be placed in YOUR store, under YOU as a manager, or they won’t even come with the company!

If you’ve read my earlier blog posts, you know that my employees are constantly being trained on how to improve, so I won’t visit that again now.  But that being said, you NEED to incorporate that element into your store IF you truly want to be the best.

I’ve quoted Zig Ziglar’s mantra in an earlier post, but it bears repeating here….  “To get what you want in life, you must first help others get what they want”. That, first and foremost, starts with your employees.  If you master this, and incorporate it into your philosophy as a manager, you WILL be successful, make more money, and become the manager they “write stories about”.  So, my friends… “Here’s to Leverage”.

All my best in your quest for real success,

David Long

Let’s apply that to our relationships with our employees.  I don’t care if you have one, or one thousand, this still applies.

Let’s talk a little about… “Loyalty”.

We want it from our employees, but sometimes we go about trying to get it the wrong way. You can’t force people to be loyal to you, or respect you.  This is earned.  Earned how, Dave?  Through giving them “what you expect back”.

You want loyalty?…  then give it first.

You want respect?… give it first.

You want them to care about you?… then show you care about them… FIRST.

I’ve seen managers bad-mouth their employees, and then turn around and say. “I don’t understand why they don’t like me”.   OK, let me clarify something before you ask it.  It’s nice if your employees “like” you, but it essentially critical that they “respect” you.  Believe it or not, these two do not go hand in hand always.  It’s great when they do, but it’s rare… until you apply what I’m about to tell you.

For you to be successful as a manager… you must “put yourself out there”.

What the heck does that mean, Dave?

It’s simple, really.  Get involved in your employees’ lives. In other words… show you care about them beyond their contribution to the company.

As an example of what I’m talking about, let me share one thing we do with/for our employees…

I buy books that I know will benefit our employees, and I require them to read one chapter a week, and come to a “book review” meeting.  In this meeting each employee will share what they’ve gotten from that particular chapter, and share with the group the “life lessons” they gleaned from it.

Oh, yea… I PAY them while they’re in the room too (typically one hour long).

WHAT?  You pay them to be in a room, instead of doing their jobs?!!  Yep, that’s right.

“Why?”, you ask?  Well, I view it as part of their training for life… and their careers.  I know that my employees need to improve IF our company is to improve.  You cannot have one without the other.

We’ve been doing this for a few years, and our employees look forward to this time each week. I can share some awesome emails from my current, and past employees telling me how much these times have impacted their lives.  Things like this are what make life worth living… when you impact people’s lives in such a profound way.

Abraham Lincoln once said, “Give me six hours to chop down a tree, and I will spend the first four sharpening the axe”. I view the time I spend with my employees as an investment in “sharpening” their lives, and the subsequent happiness they will experience from living life at a higher level.  And happier, “fulfilled” employees are required for us to become a world-class company.

And,  just so you know, I get an phenomenal “return on investment” from this weekly meeting with all our employees.  Let me be clear… I didn’t set out to do this for me.  I did it for them.   But, without question, it has greatly benefited me as well.  We’ve grown together as a team, and quite honestly… a family.

So, now you know one of my most critical “secrets” for developing winners, and taking your business to new heights.  I highly recommend that you introduce this practice to your company, or business.  Then you’ll experience what I’m talking about first-hand.  Your life, and those of your employees, will never be the same.

Please share your thoughts about this, and any suggestions you may have for how we can improve the process.  I’m always willing to “learn something new”….  But, hey, that’s another topic entirely!  :0)

Until next time…

David Long

By the way… the “Monkey Butt” Powder is very, shall I say, “comforting” on 6 1/2 week motorcycle trips across the country!  Without it?…  picture a “baboon’s butt”….  Not a pretty sight!  Ha!

OK, Guys,  if you can stop thinking about your “buttocks” for a moment, we’ll proceed with today’s topic…

Let’s talk a little about the “excuses” I hear, almost repeatedly, from well-meaning businesspeople telling me “WHY” they can’t do something.

“BUT, Dave, you don’t understand my business…”.   “BUT, Dave, I don’t have time to read that book…”.   “BUT, Dave, I can’t afford to spend a few dollars on marketing to get new clients…”.  “BUT, Dave, this…” and “BUT, Dave that….”

It never ends. I literally cannot go one week without hearing something like this from someone.  In fact, I heard it today from two of my business friends while we were playing golf.   When I, and my buddy, Jon, talked with them about spending a few hours with us (and a few other successful business owners of multi-million dollar companies), they “didn’t have the time”…  Hey, their loss.

We’ve all heard the term “When the student is ready… the master will appear”.   Not saying I’m a “master”, but I “know what I know”, and I’m absolutely positive they would benefit from investing just a few hours of their time with us.  Of that, I am positive.

You know… they’re right though.  They don’t have the time… because they don’t MAKE the time for things that really matter.  Things they could learn IF they would only listen.  No, they’re too busy watching “brain-dead” TV shows that do nothing to help them succeed…  Too busy to learn a new marketing tactic, or strategy, that could explode their sales and profits… and maybe save their company, or employees’ jobs.

I pity these folks.  Well, sort of anyway…

Someone once said, “People tend to get what they deserve”.  You might say, “Man, Dave, that’s harsh!”  Not really.  What’s “harsh” is when these same people, or other managers or business owners just like them, have to layoff their employees, sell off their houses and cars, take their kids out of college, or close their business doors forever!  Now that’s “harsh”, folks.

Sometimes I feel like the “town crier”, hollering at the top of my voice, “Wake up, people!  You will definitely fail if you don’t take action to make your dreams a reality” or  “You will not succeed using the same, tired, old ideas that your grandfather did to grow the business”, or “You will not be in business in three months if you don’t do this NOW!”

Let me ask you a question, Guys…  “Which is easier:  Stopping a trickle, or stopping a river?” No question…  So, why won’t people listen when their problems are minor (trickle), instead of coming to me when they’ve reached the critical stage (a rushing river), and they are locking the doors on their company for the final time?

Listen, Guys!  In the Bible it says, “Iron sharpeneth Iron”.  What does that mean, Dave?  It’s simple: “Two heads are better than one”.  That means YOURS… and someone else’s “next to it”… working on your challenges, and helping you to implement the numerous opportunities to grow your company’s sales.

The Bible also states something else… “There is wisdom in counsel”.

Here’s a great way to apply that principle to your life and career:  By meeting with other successful businesspeople in your area, you will benefit from one of the most effective strategies by which to improve yourself, your company, your sales processes, your production methods, or anything else that needs to be addressed as a business owner, or business manager.

Why do managers and business owners feel they have to do it all themselves? Why do they think, “No one knows my business like I do.  How can they possibly help me?”.

Big mistake…

Very, very foolish mistake….

I’m going to let you guys in on a little “secret” of mine that I feel has a major impact on our company’s success… Every single time we hire a new employee, I ask them to “keep an eye out for how we can improve our company, systems, and the methods we use to take care of our clients”.  Let me clarify that.  I ask them to learn what we currently do first, and THEN tell us what they think we could do to improve.  People simply must understand WHY we do things a certain way BEFORE introducing their ideas.  Otherwise, as a business owner, or manager, you’ll waste your time needlessly by saying, “Yea, we already do that”.

Now, what do we do with the information we may gain from this procedure?…   We challenge ourselves to look at their thoughts and ideas through “fresh eyes”.  It makes us “defend” the way we do things.  If we can’t justify why we do things a certain way to a new employee, we have to think about why we do it that way…

Once again…  “Iron sharpeneth Iron”.

Oh, by the way, I created an award for this too.  It’s called the “Innovators Award”.  Yea, I know, “You are so creative, Dave!”  Ha!  Yea, yea…  whatever!

I also write my employees a check for $1,000 for innovative ideas that save the company at least $10,000 on an annual basis, PLUS they get a nice raise too! :0)

So, start asking your new employees for their ideas… and start a small “Mastermind” group of successful managers, or business owners, who want to improve.  That’s the first step… “They must WANT to improve”.  Then your “iron will be sharpened” as well…  ;0)

Next time…   How to make your employees “fiercely” loyal to YOU!  Yea, you can do this!

Until then…

David Long

I have always wanted to help others achieve more in their lives.

Perhaps it’s because I started from humble beginnings myself (almost a “cliche” in every “Rags to Riches” story).  Maybe it was because I was the oldest of six children, and felt I had to look after my siblings.

I know, firsthand, the pain poverty causes.  I know what it’s like to not have enough to eat… (unless you count bread and butter as a “food group”)  Ha!  Some of you know what I’m talking about.

We didn’t have many new clothes to wear either, though Mom made sure they were always clean.  I distinctly remember some of my jeans had iron-on patches “on top of patches”.  I guess it’s safe to say there was never enough money to do the things many other kids could.

Yet… we survived somehow… and we’re all close today because of it.

I often wonder if it’s because I was exposed to “self improvement” books by my father, now a retired Baptist Minister, so many years ago.  Obviously, I started with the Bible, the number one “self improvement” book of all time, followed up with the late Dale Carnegie’s book, “How to Win Friends and Influence People“.  Man, what great books they are.  They definitely impacted my young, 14 year-old mind when I read them many years ago… and still do today.

Perhaps it’s partly because, at age 31, along with my wife and three children, I had to move back home with my parents into a 1,340 square foot house.  And this, after the stress and humiliation of having seven jobs in the previous three and a half years.  I don’t know.  I’m sure that has something to do with it.  Maybe that’s why “employee recognition” has become my life’s work?  I understand what it’s like going to a job you hate.  Our employees have to know we care about them, or they’ll search for someone else who does.

So… I truly LOVE what I do, and would not change a thing.

In fact, I recently had one of my best friends, Jon, ask me would I sell my business for $10 Million Dollars, if someone asked me.  He’ll tell you… I said, “No!” without a second’s hesitation.  He then asked me, “How about $20 Million then?”  I stopped and thought about it for a second, and said, “I MIGHT have to think about that one…”. Ha!

But seriously, guys, I’d have to say “No” again.  What am I going to do with $20 Million? I don’t need, or want anything.  And, no, I don’t want to “adopt” any of you either! Ha!  Actually, I’d be more concerned about what I would do with MYSELF and all that free time!  I’d probably drive my lovely wife, Janet, crazy!

News Flash:  Guys, I love spending time coaching, encouraging, and teaching my employees.  Money can’t buy that… no matter how much you gave me.

Could that be the reason I really embrace what Zig Ziglar said, when he wrote, “To get what YOU want in life, you must first help others get what THEY want“? It could be, because that’s what I really enjoy.

Matter of fact, I had someone (Lisa) tell me earlier today, that I have greatly impacted the lives of her young family.  When I asked “How?”, she said by following my advice, her and her husband have paid off their three credit cards, have only $2000 left on the car, and will soon be starting to pay off their house.  Man, I love that!  My day, as they say, was “made”.

Regardless of what (and WHY) I’m led to share, let me promise you this… I will endeavor to always provide you with quality, useful information, and well thought-out and proven advice, to help you become the person you really could be in all areas of your life… if you REALLY choose to be.

Sometimes I will talk about helping you be more successful as a businessperson.  Another day it could be excelling as a leader in your company, or community.  Sometimes it will be about the quality of your relationships. Still another day, it could be something to help protect your hard earned money, or even your health.

I never know what I will say in a particular day, but I will always promise you this….  You will never waste your time reading what I share with you.

For those of you that don’t know me, I’ve been writing and teaching for many years, helping those I care about achieve success in their lives.  Now I will do it “on-line” here with my Blog, and in a place where you’ll be able to go for those times you remember “Dave said something about this”, and want to go read it again.  And, hopefully, you’ll find my notes to you beneficial, and want to share them with your family and friends.

These are the kinds of messages I want to give you continuously…. something that will increase the quality of your life, and those who depend on you.

So, for those of you who are just now finding me, let me share a little about myself.  In other words, let’s answer the question, “Why should I listen to this guy?“  I know I would ask that, and do quite often when people are trying to tell me something.

So, let’s talk a little about…. “Credibility“.

As far as business is concerned… there’s quite a bit that I can share with you.  With the help of my fine team, I have taken a company I created from no sales, in my parent’s garage, to over $7 Million in sales this year (2011), some 22 years later.  Our clients include companies like: Walmart, Home Depot, Cracker Barrel, Fed-Ex Ground, Red Lobster, Olive Garden, Outback Steakhouse, Walgreens, countless restaurants, real estate companies, and other industries too numerous to tell, in all 50 States, Puerto Rico, and throughout Canada.

My company, Specialty Engraving, in Castle Hayne, NC (a suburb of Wilmington) is in the top 1% of employee recognition plaque companies in the world, and growing at a faster clip than any other that we know of.  Our company website is:  www.MyEmployees.com .

Presently, in the worst economy we have experienced since the Great Depression, our company is still maintaining “Gazelle” status.  By the way, a Gazelle is defined as any company that maintains an average of 20% consistent sales growth, over the previous year, for five consecutive years.  We’ve done it for longer than that, so God has definitely blessed our efforts.

We consistently provide “value” to our wonderful clients, and are constantly trying to show them how to use our program to increase sales and profits, and make them into “heroes” in the eyes of their employees.  Nothing gives us more satisfaction than hearing how much people love our recognition program, and how it’s helping them in the search for success in their lives.

I also want you to know that I take the time, each week, to read several business building/marketing books in addition to countless blogs, magazines, and newsletters….  all with the intent of providing you with the “best of the best” available to us today.  Many of you have been to my office, and know that I have a library valued at over $200,000.  I’ve invested heavily, and still do, in my education, and I’m sharing what I’ve learned with you. Like I said, if you take the time to read my messages, or view my videos I create to help you, you WILL become more successful at your business or profession., and you WILL be more successful in other areas of your life.

OK, WOW!… Running a little long here, so…  we’ll continue next time with more about getting what YOU want in life….

Until then….

David Long