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	<title>Mark Tewart founded Tewart Enterprises Inc., in 1993. Tewart Enterprises Inc is a training, consulting/coaching and products company. Mark is also the President of Tewart Management Group Inc and Ninth and Main, LLC.  Mark has been a featured article writer and/or contributor for AutoSuccess Magazine, RealtySuccess Magazine, LendingSuccess Magazine, Entrepreneur Magazine, Dealer Magazine, Ward’s Dealer Magazine, Used Car Dealer Magazine, Sales and Management Magazine and many more as well. Mark is an in demand Keynote Speaker giving speeches to companies and organizations around the world.</title>
	<link>http://www.buildyourownbusiness.biz/author/index/1303/Mark-Tewart.php</link>
	<description>Mark Tewart founded Tewart Enterprises Inc., in 1993. Tewart Enterprises Inc is a training, consulting/coaching and products company. Mark is also the President of Tewart Management Group Inc and Ninth and Main, LLC.  Mark has been a featured article writer and/or contributor for AutoSuccess Magazine, RealtySuccess Magazine, LendingSuccess Magazine, Entrepreneur Magazine, Dealer Magazine, Ward’s Dealer Magazine, Used Car Dealer Magazine, Sales and Management Magazine and many more as well. Mark is an in demand Keynote Speaker giving speeches to companies and organizations around the world. - Latest business
news &amp; management advice on how best to build your own business -
Free, independent business articles on Strategy, eBusiness, Change
Management &amp; much, much more.</description>
	<language>en</language>
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	<pubDate>Tue, 07 Sep 2010 12:28:08 +0000</pubDate>
	<managingEditor>admin@buildyourownbusiness.biz</managingEditor>
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	<item>
      <title><strong>The Most Important Decision of Your Life</strong></title>
      <description><![CDATA[On November 19, 2005, a day after having surgery, I was diagnosed with squamous cell carcinoma cancer. I would compare receiving the news to going to the dentist and being numbed. However, this numbed my whole body. For 20 minutes I rushed through all kinds of thoughts and emotions - shock, anger, &amp;quot;why me?&amp;quot; questions, sadness.

After the 20 minutes, I made a big decision. I decided to live. I decided that all of the emotions and thoughts I was experiencing were not supporting me. I decided right then and there to switch my mind and all actions to that of support and complete cure. At that moment, I was cured.

On January 31, 2006 I received my 33rd and final daily radiation treatment. I am now cancer free. I did not need the doctor to declare that for me; I had already made that decision from the day of diagnosis. I had even told my doctor that at my first appointment.

My whole life I have believed in the power of the mind. The ability to create your outer life from thoughts and emotions from within are undeniable. Nothing is as powerful as your personal philosophy in life. The good news is that your personal philosophy is simply decided by you and your own free will.

In my lifetime, I have been both poor and rich. I have had both sad and happy times. I have lived through tragedies and triumphs. One thing that has never wavered has been my mental approach to whatever has come towards me. Nothing can create wealth and abundance in any segment of a person's life more than their attitudes and thoughts.

I have seen materially rich people with great poverty of mind and I have seen people in great struggles with an attitude of abundance. Wealth and possessions can flee in an instant, but nothing or nobody can take away your mind and your choice of thought.

Whenever friends or relatives would begin to discuss my disease, they would focus on how it was so unfair, especially since I am a lifetime non-smoker. Ninety-nine percent of the particular can ..]]></description>
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      <title><strong>Let Your Fantasy Be Your Reality</strong></title>
      <description><![CDATA[ “In the mind of the beginner there are many possibilities, and in the mind of the expert there are few.” -Suzuki Roshi

What would you do in your sales career if you did not have limitations? Everyone has self-imposed limitations. These limitations can stem from several strong forces – environment, childhood experiences, workplace profiling, etc. Never allow anyone to pigeonhole you into who you supposedly are or who you are not.

People in your work environment continually judge you as to what your strengths and weaknesses are, and what you can or cannot do. You must realize that all of these evaluations are subjective. Opinions of you are simply that, opinions. What someone thinks of you does not necessarily have to have anything to do with who you are. The opinion that matters most is your own.

You create your own reality. Who you believe you are is who you will become. You are who you decide to be at any given moment. You really don’t need anything that you might be telling yourself you need. I call this the “When – Then” syndrome. Example – When I get this, then I will do this.” Imagine your limitations are written on a dry erase board. Simply erase them and then take action.

You must continually feed your subconscious mind with the images and messages of who you want to be. Your subconscious does not reject any images or messages. Therefore, what you impress, you express. The dominant messages and images win out, good or bad. Write down what you desire. Write it again and again until you can see it in your mind’s eye. Picture your desires in present tense, as if they have already occurred. Don’t let anyone detract from your mission.
]]></description>
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      <title><strong>How To Build a Winning Team</strong></title>
      <description><![CDATA[Each year at the start of football practice, Vince Lombardi, the coach of the Green Bay Packers started his season the same way. His opening statement to his players was, &amp;quot;This is a football.&amp;quot; Every year, John Wooden, the legendary basketball coach of the UCLA Bruins started his first practice of the season by demonstrating to his players how to properly put on their socks to prevent blisters. Pretty basic stuff, huh?

Notice the similarities between Wooden and Lombardi in the educational formats. Whether it's athletics or business, you must start with the fundamentals first. Just as if you built a mansion on a weak foundation, a business built on a weak foundation will crumble. Bill Walton the former star basketball player for UCLA was interviewed about John Wooden and he recounted his first practice with Wooden and how the coach talked about putting on socks properly. Bill Walton remarked that he expected incredible wisdom to come from his legendary coach in the first practice and was disappointed that the practice started with how to put on his socks. When Bill Walton questioned Wooden about the first meeting, Wooden's reply was simple. If he were to teach Mr. Walton everything he knew about basketball but he could not do any of those things because he was sitting on the bench unable to play because of blisters, then all those teachings would not matter.

How many times have you experienced or witnessed yourself, sales people, managers and owners looking for miracle cures without taking care of the fundamental basics? Massive advertising campaigns, computers, software, business development centers, new facilities or cure-all sales approaches won't matter if you don't have the right foundation in place. What are the components of a solid foundation? First, you must have the right team members. Everything starts with people. I encourage every manager or owner to raise your expectations and requirements for the team members you recruit. Concentrate mos ..]]></description>
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      <title><strong>Lead Generation = Dollar Creation</strong></title>
      <description><![CDATA[All businesses are built on two areas of competency - people skills and marketing skills. Many sales people who are more than adequate in their sales and people skills are struggling today. The reason is most sales people lack enough opportunities with customers. Lead generation = dollar creation

As a sales person you are in business for yourself. Having a mentality of being the CEO of your company is crucial to developing your business. The dealership signs your check, and you fill in the numbers.

You have a better opportunity than ever to be successful. The key to your long-term success as a sales person is the creation of a dynamite marketing strategy that dealers overlook and most sales people are too lazy to do.

Your first step is to create a marketing web. Take a sheet of paper and list every way that you receive customers. The first two ways you probably listed were from walk-ins and phone prospects. These are produced by the dealership and are therefore the ones over which you have no control. Begin to control your destiny and think of ways to produce customers from other resources.

What other sources of leads did you list? Here are some suggestions: referrals, service drive, service tickets, be-backs, affiliations, repeats, targeted phone calling, database marketing, targeted list mailings, orphan owners, lost customer marketing, coupon swaps, joint-venture advertising, community board flyer, door-to-door flyers, Web site and many more.

For each source at least one strategy of creating leads should be chosen. If you execute one strategy a day on 10 ways to create leads, your leads will grow exponentially over time. Your business will hit a period of critical mass and explode.

At that point, a sales person has the best job in the dealership. Your pay, hours, stress and job security will be better than the managers'. Your risk will be zero, your investment minimal and most everything is supplied for you.

Why don't more sales people take t ..]]></description>
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      <title><strong>The Most Important Customer</strong></title>
      <description><![CDATA[Customer service is false propaganda.

Before you think I am nuts, let me explain. The product manufacturer gives customer service surveys and the business gives customer surveys. Everyone seems to talk about Customer Satisfaction Indexes. Measuring your success and failure is obviously important. However, is customer service really about numbers? In customer service, the most important customers are the one's who hate you the most and the one's who do business with you the most.

People like to have nice things said about them. Every business owner and their employees would like to feel like they give good customer service. We all love the customer testimonial letters that praise us. How much time do you spend with the customers who don't like you? How much time do you spend trying to cultivate ongoing relationships and purchases from your best customers?

The customers who don't like you have a story to tell that can't be told in numbers. If you want to really find out what your marketplace feels about you, ask the people who work at the gas station, local hotels and anyone who does not know where you work. One hour in a local eatery or tavern may give you more solid information about your business than all the surveys ever concocted in history.

When you find people in your marketplace that don't like you or have a negative perception of your business, you must dig deeper to find out why. Remember that perception is reality to your marketplace. Discussions with your people in your marketplace can lead to simple changes that can lead to massive improvements - &amp;quot;Small holes cause big flat tires.&amp;quot;

On the other hand, the old phrase that the customer is always right is bunch of baloney. The customer is not always right. Some things that make people upset with you may not only be acceptable for you but part of a purposeful plan. You cannot and should not try to be all things to all people. Define who your marketplace target is and begin to work towa ..]]></description>
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      <title><strong>Five Lessons I Learned at Starbucks</strong></title>
      <description><![CDATA[I just finished speaking at a conference in San Francisco and I find myself writing this article sitting by a window next to the street in a busy Starbucks close to Union Square. It's funny what you can learn when you take the time to really observe and listen. I would like to share the five lessons I learned at Starbucks.

Lesson #1 - Make sure you ask for the business. I have just watched a beggar collect at least $5 worth of donations in the last half hour with a sign that says - &amp;quot;I am saving up for a hooker, weed, wine and a steak dinner.&amp;quot; Not one of the people bothered to read his sign and know what they were even donating for. Not the family man with his wife and children, not the group of older people probably in their 80s, not the business man in the suit, nobody. The beggar obviously learned the power of asking, no matter what.

Lesson #2 - It's not the money. People pile into Starbucks one after another spending three and four bucks on of a cup coffee. Obviously you can get a cup of coffee at a diner down the street for a lot less money. But yet, people willingly spend a $100 per month or more at Starbucks. Why?

People are buying the experience and the perception of the brand. I am sitting here writing this article in a busy Starbucks and people watching when I could be in the quiet and seclusion of my nice hotel room. The person in the seat next to me is listening to music on an iPod when they could obviously do it for free in the Square with a less expensive cup of coffee. The gentleman in the big living room type chair is reading a novel. People want the experience. Understand your customer and the value they want and the money will become less important. The big three U.S. auto manufacturers give huge rebates, and imports are still kicking their butts. It's not about the money.

Lesson #3 - Change the process to win. I am watching out the window as people scurry on the streets. The whole world is moving faster today; the Internet, ne ..]]></description>
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