October 2020
ARE YOU A SUPERVISOR OR A MENTOR?
A supervisor says, “You’re five minutes late for work. Where have you been?”
Let’s replay that same scenario, but this time, we’ll look at the reaction that a mentor would have instead. A mentor says, “Is everything okay? It’s not like you to come in after 8. How can I help?”
I used to call myself a sales trainer. However, I now consider myself more of a coach and encourager instead.
The photos I have added to this month’s newsletter include the legendary basketball coach John Wooden, who once reminded me, “David, act enthusiastic and you’ll be enthusiastic.” You also might recognize the photo of Dallas Cowboys assistant coach Kellen Moore, who defines how to be humble and brilliant at the same time. Moore used to tell me, “I have always carried a notebook with me since high school and written down every play or great idea I come across. If you write it down, you never forget it!”
John Wooden and Dave
“Fail often, fail fast, but never fail at the same thing over and over.”
I wrote it down.
The bottom line with both of these mentors is that their philosophy is essentially the same: Be strong enough in what you do to allow your players to fail — fail often, fail fast, but never fail at the same thing over and over.
Mentors allow you to struggle and then ask the questions, “What did you do best?” “What can we do better?” Before finally saying, “Now let’s go do it.”
If you are not constantly evolving as a leader or as the coach in your company, you may not lose your company, but there’s a very real chance that you will lose great employees. Roughly 75% of the people you want to keep in your organization don’t want more time off or more vacation, they just want to be told “thank you” and “I appreciate you.”
That’s the difference between being a supervisor and a mentor. Be the mentor that your team deserves and encourage them to achieve greatness today.
-Dave Tester
Dave and Kellen Moore
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STAND OUT
CHOBANI’S SECRETS FOR MAKING WAVES IN A SEA OF MESSAGING
“We’re in this together!”
So, how do you stand out in a time when everyone is facing the same issue? Try following this yogurt brand’s lead.
“Getting America back to work.”
“Stronger together.”
TAKING A STAND Having a great product to offer consumers is one thing, but it can’t do all the talking. Trying to have your product alone do the talking means you’re whispering while other companies are shouting. Chobani has led the Greek yogurt revolution, and it’s continued to outpace its competitors and make big impressions on its customers. But it hasn’t done so with great yogurt alone. Rather, its messaging has led to raving fans. For starters, Chobani reinvented how we think about yogurt. This product has often been seen as the food to kick-start a healthy lifestyle, but Chobani put its competition on blast in a 2016 advertising campaign that highlighted common
Advertisements on our TV screens, on social media platforms, and in our mailboxes have been littered with these phrases — and many others — during the COVID-19 pandemic. You’ve likely heard the phrases somewhere, but there’s a good chance you can’t place the company or brand that is marketing this messaging. The wrong thing to do during and after the pandemic is remain silent, but it can be just as detrimental to have your message get lost in a barrage of others.
TESTER-
MONIAL
Are you ready to better yourself and your business? Have Dave secret-shop your front desk today! Call 208-707-9807 or visit GoDaveTester.com for more details.
“Dave Tester is a genius at what he does. His method will take pressure off your team, provide results (our appointments increased by over 35%), and your marketing ROI will shoot through the roof.” Shaun Buck, CEO, The Newsletter Pro Praise for Dave’s new book, “Fearless Communication: How to Energize Your Team for Success on the Phone”
“During the call blitz, our sales team said they were grateful for your in-person training. They set appointments and got some good information. Thanks for taking the time with these guys.” Hayes Garrity Regional Sales Manager Allied Business Solutions
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ingredients in other yogurts that were also used in pesticides and other harmful products. Try reaching for one of those products as you begin your new diet without hearing Chobani’s warning in the background. It did the trick. But the yogurt company didn’t stop there. It outright claims to be purposefully reshaping the yogurt and food industry in an effort to create healthier communities and people. Their mission statement even ends with “Real change. Not just ‘checking the box.’” From the beginning, the company’s mission has been to supply the world with better food, products, and communities, one yogurt sale and philanthropic action at a time. DOING THE WORK You cannot talk the talk before you can ensure that your company can walk the walk. Sending out messages that promise to do one thing and then failing to deliver on that very thing creates distrust with your customers. You have to ensure that you can do what you’re promising you will do before you send the message out. Then actively do it. Chobani demonstrates this by setting an ambitious mission statement to create a healthier product, food system, and world and following that up with a high- quality product and company-led initiatives. It didn’t just highlight the disgusting ingredients in its competitors’ yogurt; it advertised and delivered a product that was free of those additives. Customers could trust that they were receiving the healthy food they expected. Chobani has also created a food-funding program designed to invest in companies that are creating natural, healthy food products for consumers. The company has also invested in its employees. CEO Hamdi Ulukaya
has ensured that 10% of the company’s shares are disbursed back to its employees. Ulukaya also founded The Tent Partnership for Refugees organization, which is committed to helping refugees find jobs and get integrated into their host communities. (Nearly 30% of Chobani employees are refugees.) ‘ WE DON’T SELL YOGURT’ You don’t have to be a yogurt aficionado to appreciate the business finesse and quality character that Chobani exhibits, and you can replicate their methods in your own industry. Find a cause that matters to you. Maybe it’s guaranteeing that no one has to go without heat in their home in the winter, or maybe it’s ensuring tech literacy by offering continued education and training in your community. Whatever it looks like, find a stance that you can take and make it part of your brand.
Soon, you’ll discover that your customers are focused on your messages, and you’ll have just as loyal of a following as Chobani.
GG Gretchen’s Kitchen (My mom’s secret recipes)
Take a
Garden Tomato Pie
Ingredients
BREAK
• • • •
6–7 large ripe tomatoes
• • • •
2–3 tbsp sweet basil
2 cups Bisquick
1 1/4 tsp dill
1 1/2 cups of water 1 cup grated Swiss or Monterey Jack cheese 1 bunch green onions, chopped
Salt and pepper, to taste
1 1/2 cups grated cheddar cheese 1 cup mayonnaise
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Directions 1. Preheat oven to 350 F. 2. Prepare tomatoes by peeling, removing seeds, and slicing. Set aside to drain. 3. In a medium bowl, mix Bisquick and water to make the crust. Press into a 9-inch pie pan. 4. Sprinkle the Swiss or Jack cheese on the bottom of the crust, then layer tomatoes with some of the green onions, basil, dill, salt, and pepper. 5. Continue this pattern until you have three layers of the tomatoes, green onions, and herbs. 6. In a small bowl, mix the cheddar and mayo together, then place on top of tomatoes. 7. Bake for 45 minutes.
Corner Post MINISTRY
If you would like to listen to Dave’s spiritual podcast, visit CornerPostMinistry.com.
“He counts the stars and calls them all by name.”
– Psalm 147:4
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Are You a Supervisor or a Mentor?
2 Steps to Turn Your Customers Into Brand Fanatics
Tester-monial
Tomato Pie Recipe
Blogging Through the Pandemic
BLOG YOUR WAY THROUGH THE PANDEMIC The Power of Writing
similar experiences as you. Also, writing down your story will inspire other people, and they may even start their own blog. In this way, you not only help yourself and others, but you also spark change in their lives. MEET NEW PEOPLE. In addition to encouraging others, you might find a community of like- minded people through sharing your blog. You never know — from new readers and followers, you might learn of support groups to provide additional insights to your experiences. You can also find empathy and provide support to others. An online community can help you feel less isolated due to the pandemic or provide support through other challenging aspects of your life. EXPRESS YOUR ANXIETIES. Writing helps people cope with stressful experiences, and the pandemic has ushered a huge amount of uncertainty into their lives. Many people have felt afraid and anxious in the last eight months, and they continue to wonder what the future may hold. Your blog gives you a chance to express those fears and ease your stress. Harvard Medical School studies have shown that writing your thoughts down helps you organize ideas and even regulate emotions. With less on your mind, your body can relax.
Everyone has faced trying times over the past few months. While many activities help get us through these challenges, blogging can be one of the most impactful. Writing enables you to express your feelings and experiences, and blogging allows you to share them with others. Here are a few reasons why starting a blog can be an important part of coping with the pandemic. CONNECT WITH YOUR READERS. At times, it can feel like you are alone in the world, especially now. However, your blog can reach people who feel the same as you or who have had
Write out your experiences, no matter what situation you find yourself in. You will help other people and especially yourself.
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