LET GO OF THE HORN AND GET BACK IN THE SADDLE Lessons From My Granddad
I’m not sure about you, but during this last month, I’ve often found myself hanging on to the horn, unsure of how to ride in the sandstorm of COVID-19. I’m not an expert, but I can tell you it has been a very scary ride. Just last month, I told you that my new motto was going to be “faith over fear.” Well, easier said than done, right? As we head into May, I’m encouraging you to let go of the horn and learn how to use the stirrups. That doesn’t mean you should cast fear and common sense away. On the contrary, it means continuing to protect yourself. However, now is the time to learn how to proactively approach and deal with the “new normal.” I’m sure you’ll agree that the hard part is how the new normal changes every day. To survive this ride, you’re going to have to stand tall in the saddle, be alert, and use your balance to stay on. That means we have to start selling again and finding a way out. My plan is to P.R.O.S.P.E.C.T. Just like my granddad taught me 47 years ago on the back of the horse, it’s okay to hang on to the horn at first. It’s still an unpredictable and potentially dangerous ride. When it’s time to ride for real, however, you’re going to have to use the stirrups and let go of the horn to be a real cowboy. I’m telling you to let go of the horn, use your legs, and start prospecting and selling today . Here’s my reminder on prospecting: P ay attention to what your clients need now. R eal people like you need to have care and compassion for your clients. O utshine your competition by making phone calls every day. S elling fixes all ailments. Start selling again. P ut value as your top priority for everyone you call. E veryone needs our help. C ontact all of your clients from the last five years or longer. T ime is critical, so do it now . Lastly, I want to remind you that I was bucked off that horse more than a few times. My granddad always made me get back on. If you haven’t been already, I can promise you that you’re going to get bucked off a few times in this new normal. It’s to be expected in this kind of unprecedented circumstance. You’re not alone. Get back in the saddle and get going.
T he cover photo for this month’s newsletter is circa 1973. My granddad, David O. Tester, is the man with the cowboy hat, and I’m the little boy on the back of the black horse. I selected this photo as my “slow poetry of history” to deal with COVID-19 and these unique times we’re living in. As I was learning how to ride that horse, you can see I am hanging on to the horn of the saddle — very tightly, I might add. My granddad used to say, “Hang on to that horn. It’s not to honk.” Later on, as I became a more experienced rider and cowboy, I discovered that the horn was really for emergencies only. The real secret of staying on a horse was balance in the saddle and how my legs and feet worked together in the stirrups. As I became a better rider and grew more accustomed to that black mare, I very seldom grabbed the horn.
Thank you, Granddad, for convincing me and others to let go of the horn and cowboy up.
ARE YOU USING THIS ‘SECRET’ RECRUITMENT TOOL?
In the United States, new mothers aren’t entitled to any paid family leave. This makes the U.S. the only major economy in the world without a federal family leave program. Despite this, a 2016 study by Pew Research Center showed that 82% of Americans say mothers should receive paid parental leave and 69% say fathers should receive paid leave as well. According to Time magazine, paid family leave is gaining bipartisan support, and large human resources consulting firms, like Mercer, argue that offering this benefit will actually help companies attract and retain desirable employees. Paid family leave encourages parents, usually mothers, to return to work after a brief absence instead of completely exiting the workforce. With the average cost of hiring and training a new employee being $4,000, offering paid family leave may be as cost-effective for your business as bringing on a new hire. Indeed, many companies are already rolling out generous family leave policies. At Microsoft, new mothers enjoy a whopping five months of paid leave, and new fathers, adoptive parents, and foster parents get three months of paid leave. Furthermore, Microsoft only works with suppliers and vendors who offer a minimum of 12 weeks of parental leave. Microsoft is not the only technology giant using their leave policies as an employee recruitment tool. At Netflix, workers get an entire year of paid time off with full benefits. Plus, other companies in myriad industries now offer plentiful family leave as part of their employee recruitment strategies. Professional services conglomerate Deloitte doesn’t stop there. According HOW PAID FAMILY LEAVE ATTRACTS TOP TALENT
to its website, “It’s not just having programs in place that is important. There needs to be a workplace culture to support it, too.”
Of course, not everyone agrees about the best way to provide paid family leave, but one thing is certain: As competition in the labor market grows, paid family leave will continue to be an increasingly valuable recruitment tool.
MONIAL “Your trainings are on point. I wanted to show you and tell you how much I appreciate you. I look forward to seeing you on my screen and hearing from you. I appreciate all you do for me.” –Chad O’Dell Senior Marketing Specialist VIP Insurance, Cedar Park, Texas
Are you ready to better about yourself and your business? Have Dave secret-shop your front desk today! Call 208-707-9807 or visit GoDaveTester.com for more details.
If you would like to listen to Dave’s spiritual podcast, visit www.CornerPostMinistry.com –Jeff Cox Owner, Right Now Heating and Air Conditioning, Boise, Idaho conversion rate. Dave’s process is more efficient, and he has a 90% hiring retention rate. This is better for our clients and for our company. Dave made it a win-win-win!” “During the COVID-19 pandemic, Dave Tester stepped up by helping us recruit new employees. His qualifying and interviewing of our customer service representatives helped double our
CALMING THE UPSET CUSTOMER
When the phone rings, these are our two biggest fears:
It’s important to note that the customer is not mad at you . The customer is upset about the situation. Please focus on the problem, not the person. Do not take the call personally, no matter how loud they are. You may think, “Easy for you to say, Dave.” At no time should you ever take abuse on the phone. If it gets too hot, simply ask the customer, “Are you mad at me?” or “I get the feeling you’re mad at me. Is that the case?” Use this as a trigger to lower the temperature of the client or, in some cases, to remind them to tone it down.
What if they’re mad at me?
2. What if they ask a question that I don’t know the answer to?
The Volcano Theory is about turning an upset customer into a raving fan. It deals with the biggest fears people, including myself, have when answering the phone at a business.
You remember the drill, right? A dog was dropped off and the client was mad because Dr. Tester wasn’t on hand. I thought I was in trouble with my dad and assumed the customer was upset at me for not making their wishes happen, but that wasn’t the case at all. My dad was upset at the client for dressing me down, and the client was just worried about his dog. The reason I call this the Volcano Theory is that some folks erupt like a volcano when they’re mad. However, it’s essential to remember that a volcanic eruption eventually starts to cool off.
The bottom line is that you should not be fearful of upset customers.
For a free copy of the Volcano script, email Dave at TesterBroadcast@gmail.com or go to GoDaveTester.com/freestuff and ask for “Chapter 5: The Volcano Theory.”
GG Gretchen’s Kitchen (My mom’s secret recipes)
*Not Final Cover
Apple Scotch Cookies
• • • • • •
1 tsp cinnamon 1/2 tsp cloves 1/2 tsp nutmeg
1 1/4 cups brown sugar, firmly packed 1/2 cup soft butter or margarine
1 1/2 cups apples, chopped 1 cup seedless raisins 1 cup walnuts, chopped (optional)
• • •
1/4 cup milk
2 cups all-purpose flour, sifted 1 tsp baking powder
1 (6 oz.) package butterscotch pieces
1/2 tsp salt
Directions 1. Cream together brown sugar and butter. Add eggs and milk; beat well. 2. Mix and sift flour, baking powder, salt and spices; stir into creamed mixture. 3. Stir in apples, raisins, walnuts, and butterscotch pieces. Drop by tablespoons on well-greased baking sheets. 4. Bake at 400 degrees for 10-12 minutes. 5. Remove from baking sheets immediately; cool on racks. Makes about 4 dozen cookies.
Corner Post MINISTRY
If you would like to listen to Dave’s spiritual podcast, visit CornerPostMinistry.com
“Do not be anxious about anything, but in every situation, by prayer and petition, with thanksgiving, present your requests to God. And the peace of God, which transcends all understanding, will guard your hearts and your minds in Christ Jesus. ” Philippians 4:6-7
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Let Go of the Horn!
Use Paid Family Leave to Attract Top Talent
Calming the Upset Customer
Laughter Yoga’s Rise as a Global Health Movement
We’ve all heard that laughter is the best medicine, and it turns out that human physiology supports this claim. When we laugh, our body releases a flood of feel- good chemicals and neurotransmitters. Our blood flow increases, and our production of cortisol, a hormone associated with stress, decreases. Oh, and laughing also burns calories! The feel-good, endorphin-inducing benefits of laughter are exactly what prompted Dr. Madan Kataria to develop laughter yoga in 1995. Laughter yoga incorporates breathing, stretching, clapping, and of course, laughing. Kataria developed the initial idea after coming across research into the benefits of laughter on overall health and well- being. He began to put the research into practice by telling jokes to his patients, and after seeing the positive effects, he took his material to a local park. Parkgoers, who were initially skeptical, joined in on the practice, and the first laughter yoga club was born.
The laughter meetup had everyone in high spirits — until the group ran out of jokes. Unsure of what to do next, Kataria found another medical book suggesting the group didn’t need jokes to laugh. Fake laughter is just as beneficial as the real thing because the body can’t tell the difference between the two. Collaborating with this wife, Madhuri, Kataria combined common yoga warmups and breathing techniques with facilitated laughter to create the form of laughter yoga that is practiced worldwide today. If you’re interested in trying laughter yoga for yourself, then you’re in luck. Laughter yoga clubs exist across the United States and the world. Videos on YouTube can teach the basics, but laughter yoga tends to be most beneficial in a group setting. Just think about the last time you found yourself in a fit of giggles with a group of friends or during a comedy show. Didn’t it feel great? Rather than wait for a silly situation to trigger laughter, use laughter yoga to promote laughter and alleviate stress on any day at any time.
LAUGH WITH ME!
A Lighthearted Approach to Decreasing Stress
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