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December Caregiving Webinar: Medicaid & Military Families (Part 1)

first_imgJoin the Military Caregiving Concentration team as they host their FREE monthly professional development webinar on the topic of ‘Medicaid and Military Families: An Introduction’ – part one of a three part series.Date: December 10, 2014Time: 11:00 a.m. EasternEvent Location: Part I Medicaid and Military Families: An Introduction *No registration is requiredChristopher Plein Ph.D., an Eberly Professor of Outstanding Public Service at West Virginia University, will provide an introduction into a three-part series on the overall purposes of the Medicaid program; its relevance to military families, especially those with family members who have special needs. Medicaid is a federal-state program that often provides health care coverage for low-income families and those with disabilities. The purpose of the ‘Medicaid and Military Families’ three-part series is to assist military service providers and others with a general knowledge of Medicaid and to provide guidance on where to turn for resources and further information.Webinar training objectives include:Describe ‘What is Medicaid?’Understand eligibility requirementsIdentify medicaid essentialsImplement program in current workRecognize the future of MedicaidCEU Credit Available!The Military Families Learning Network will be providing 1.0 National Association of Social Workers (NASW) continuing education credit to credentialed participants. Certificates of Completion will also be available for training hours as well. For more information on CEU credits go to NASW Continuing Education Instructions.Interested in Joining the Webinar?*No registration is required; simply go to Part 1 Medicaid and Military Families: An Introduction the day of the event to join. The webinar is hosted by the Department of Defense so you must install security certificates if you are not located on a military installation. Instructions for certificate installation can be found by clicking on DCO Adobe Certificate Installation. You can connect to the Adobe webinar using iPhone, iPad, and Droid apps. Search for DCO Connect in the respective stores.For those who cannot connect to the Adobe site, an alternative viewing of this presentation will be running on Ustream.This post was written by Mikala Whitaker, MFLN- Military Caregiving Social Media assistant, and published on the Military Families Learning Network blog on November 17, 2014.last_img read more

Women and Money: Part 2

first_imgReferences:Allington, A. (2016). Women more likely than men to face poverty during retirement.Clydesdale, R. (2016). How parents can help their daughters avoid the financial gender gap.David Lerner Associates. (2014). Women and Wealth Management: Is There a Gender Gap?Long, H. (2017). Fresh evidence women are better investors than men.Mosbergen, D. (2016). The Gender Gap That No One’s Talking About.Nowak, J. (2017). Closing the Gender Gap: Financial Life Planning for Women.Parker, K. (2015). Women more than men adjust their careers for family life.Theodos, B., et al. (2014). Do Financial Knowledge, Behavior, and Well-Being Differ by Gender?United States Census Bureau. (2011). Divorce Rates Highest in the South, Lowest in the Northeast, Census Bureau Reports. By Carol ChurchDo you think you understand the differences between men and women when it comes to personal finance? Are you confident that the women in your own family are saving and investing adequately for the future? In Part 1 of this series, we went over some surprising facts about women and financial knowledge, debt, and investments. In Part 2, we’ll learn some facts about women and earnings, work, and retirement that may really make you think.Part 2: Facts about Women and Earnings, Work, and RetirementWomen earn less money, on average.Though the reasons for the wage gap are complex and involve more than simply paying women less for the same work as men, there is no doubt that it exists. On average, in the United States, women earn 83 cents to men’s every dollar. This basic fact disadvantages women on average as far as earnings.(By the way, this is an area where the military comes out ahead. Unlike in the private sector, military earnings are transparent and fair—everyone doing the same job earns the same salary, regardless of gender, race, etc.)Women are more likely to take a break from the workforce.The world is full of people who need care, from young children to ill spouses to aging parents. The people who take time off to care for these people are much more likely to be female. On the whole, Pew Research Center recently found, 42% of women with children are likely to reduce their work hours to care for a family member at some point, and 40% are likely to take a significant amount of time off work to do so. Women are also much more likely to quit a job entirely to care for children.Women in the military have somewhat better than average options here, with 12 weeks of paid maternity leave. While this may not sound like a lot, it is far better than what is available to many women in the private sector, who may only get 12 weeks’ unpaid leave, a protection that does not even apply to everyone.Women are harder hit financially by divorce.Divorce is tough on both genders, but it hits women harder. Divorced women have lower average incomes than divorced men and are more likely to live in poverty and to need public assistance. Their post-divorce incomes also fall much more dramatically than men’s.Women are just as likely to be saving for retirement as men…but they have far less in their accounts.Both genders face problematic shortfalls, but the situation is far worse for women, even young ones. This is due to the wage gap and “time off from work” problems discussed above.This is another area where women in the military may have significant “leg up” on the civilian women, due to pay parity and the excellent TSP options available.Women live longer than men and are more likely to die single.The lifespan of the average American woman is 81 years, while the average American man lives to be 76. (Lifespans are likely to continue to lengthen—but with this increase will come more medical costs.) This simple fact means that women need to plan for more years of life and save more money. This is why I told my daughter that the impact of compound interest may matter even more to her.Women rely more on Social Security—but they have less to draw on.Due to their less extensive work histories, women are less likely to be able to draw a pension and have less significant retirement funds, so they rely more on Social Security in older age. According to a recent poll, 50 percent of retired women say SS is their main source of income, while only 38% of retired men say the same. However, the problem of having shorter work histories comes into play here yet again.And the clincher: Women are far more likely to live in poverty in their elder years.All of these facts about women’s lower earnings, lower retirement savings, the impact of divorce, reduced time in the workforce, and reduced stock market participation snowball into one very problematic fact: women are much more likely to experience poverty in retirement than men. They are 80% more likely to live in poverty at age 65, and three times more likely at ages 75 to 79. These facts are hard to acknowledge, but they are important to look at.What Should We Do with All This Information?If you’ve read this far, and these facts concern you, you may be wondering what the solutions are. While the answers are complex, experts do have some suggestions, from basic to not-so basic. They include:More and better financial education for both genders, early in lifeIncreasing women’s financial and investment confidencePaying closer attention to women’s retirement situation (for instance, military wives should be sure to fund their own retirement)Working to close the wage gapFinding ways to ensure that caregiving responsibilities do not torpedo women’s careerslast_img read more

Talking to Aging Parents About Money: Part 1

first_imgBy Carol ChurchParents teach us and give us so much, from the moment we’re born and throughout their lives. Even long after we’ve reached adulthood, most of us still turn to them from time to time (or more often!) for help, advice, and wisdom.As they grow older, however, adult children may begin to have some concerns about a difficult topic: their parents’ finances and care at the end of life. This conversation can be hard to start. Parents may feel defensive– worried that they are being infantilized or told what to do. Adult children may not want to intrude or hurt feelings, while also being concerned that perhaps, not all is not in order. Sibling issues can get tricky, too.For these reasons and more, many of us may be tempted to avoid this conversation. But it’s essential to start now. Here are six reasons why experts say this conversation can’t wait:Helps prevent the risk of financial abuse or poor financial decisionsUnfortunately, financial elder abuse happens every day, and in families where it would never be expected. It may go undetected for years. Having the money situation above board and known to all is a huge protection.It’s also the case that some older adults have trouble with their finances eventually due to illness or cognitive impairment. Talking more in depth about the situation can make this easier to prevent and put a stop to.Makes it less likely that families will have to go to courtWhen an older adult becomes incapacitated suddenly, it is sometimes necessary for adult children to take legal action simply to get access to funds to pay bills or to make healthcare decisions. Having a plan in place ahead of time means this difficult and time-consuming process won’t be necessary.Reduces the chance of paying too much in probate fees, estate taxes, and other feesWhen financial plans haven’t been made, families run the risk of paying costs they otherwise wouldn’t have had, such as probate fees due to the lack of a will or, if assets are large, the estate tax.Lets children know how to pay for health care and funeral and estate settlement costsAt a time of great family stress, there’s nothing worse than not knowing how to pay for costs of care or for legal assistance needed to settle affairs. When children know where to locate financial information and a plan has been made, this will be avoided.Allows children to know what end of life care is desired and not desiredNo one should have to guess as to what measures a seriously ill person wants taken or not taken. This issue can cause huge rifts between siblings. Typically, when measures such as wills and estate plans are completed, end of life decisions are also finalized and discussed.Ron Porter/, CC0Decreases stress and opens valuable and meaningful conversations among familiesThough everyone may feel awkward at first, talking about matters like inheritances, family money, the family home, and choices and desires regarding health care and living options at the end of life can actually be rewarding. It can bring families closer while making it less likely that conflict will occur later on, at tense or sorrowful times. It may even lessen the likelihood of family fractures or lifelong pain and regret. For instance, if a family business exists, it is crucial to make a plan for its disposition in advance.For more on how to start this conversation and what to include in plans and documents, visit part 2 of Talking to Aging Parents About Money.References:Fowler, K. (2016). Caring for Elderly Parents’ Estate and Finances. Retrieved from, M., & Schmall, V. (2017). Talking with aging parents about finances. Retrieved from Endowment for Financial Education. (2017). Prepare for Financial Changes as Family Members Ag. Retrieved from Edge. (n.d.) 5 tips for talking with your aging parents about their finances and health. Retrieved from read more

Planning for Your Child with Special Needs: Holidays with Extended Family

first_imgThis image (ID: 890115440) was purchased by MFLNMC from under member ID 8085767. Return to article. Long DescriptionIt will be the Holidays soon. Many of you might have plans to spend the time with extended family or members you don’t see often. Do you worry about your child’s disabilities and “explaining” why you might have to care for your child with special needs differently? Below we have some suggestions on how you might make the communication journey easier for all concerned.(1). It is important at this time to consider if you want to tell your child about his or her disability, particularly if the extended family visit is a new situation for them. It is best to not wait when discussing disability with your child. Additionally, empower them to explain about their disability themselves – an extended family setting would be a good opportunity for your child to practice self-advocacy.(2). Consider describing your child’s habits, routines or needs without labeling the diagnosis (using the word “autism” for instance). For instance, “________ just needs to not be in such a noisy place right now, I am going to put these headphones on and that will help.”(3). As much as possible, include your child in the discussion with your family members. For instance, ask child to explain why they need to put headphones now.(4). Think about explaining that your child is “different” – for e.g. “_________ really loves presents but you will notice that he/she will not open them right away – he/she likes to put them aside and will open them later.”(5). Do you need to disclose at all? It may be that the disabling conditions are not visible or evident enough to warrant a discussion. However, if you do need to disclose, disclose to the right person, someone you can be certain would understand and can step in and help if you need to disclose to additional family members.(6). Remind family members that your expectations of your child’s behavior are the same as other children. The disability will not serve as an excuse for bad behavior. Consequences will be meted out in the same manner as other children.(7). Overall when you talk to your family, present your child’s challenges as similar to how tall they are or the color of their eyes. The overarching message to your family should be that the disability is just a part of your child and does not define themMake a Checklist!The checklist below can serve as a reminder for parents/guardians of individuals with special health care needs on: (1) how to start a conversation with extended family, when necessary and (2) what else may need to be done to improve the Holiday experience. Simply click the picture to download the PDF.  Checklist created in InDesign by MFLN Military Caregiving. Return to article. Long Description Additional References:6 Gifts I Would like to Get as a Parent of a Child on the Autism SpectrumTelling Classmates About Your Child’s Disability May Foster AcceptanceWhat to SayFAMILY EXPERIENCES: Ways to Lead Change Through Telling Your Storylast_img read more

Cinema 4D Video Tutorial: Inflated Text

first_imgUse the pressure parameter to create an awesome inflated text effect in Cinema 4D.Object dynamics are incredibly easy to manipulate in Cinema 4D. However, one of the dynamic settings that sometimes gets overlooked is the pressure parameter.In short, the pressure parameter expands your object to make it appear inflated or deflated. The following video tutorial shows us how to create this simulated look using Cinema 4D native tools. The tutorial covers:Activating the Collision ParameterWorking in the Soft Body TabUsing the Pressure ParameterUsing the Graph Editor to Smoot Keyframes This video was first shared by HelloLuxx on their YouTube channel. Thanks for sharing guys!If you like this look and want to learn more check out a few of the following links:How to Make a Balloon Typeface in Cinema 4D – Tarek AkkadCinema 4D Inflate and Explode – FXChannelHouseQuick Tip: Inflate an Object – Rate My FuneralWant to take your Cinema 4D skills to the next level? Check out the Cinema 4D section of the PremiumBeat blog. We have dozens of exclusive video tutorials exclusively designed to take your Cinema 4D skills to the next level.Have tips for working with soft body dynamics in Cinema 4D? Share in the comments below.last_img read more

The Incredible Litepanels Astra 6X LED Fixture and You

first_imgPortabilityA great perk of the Astra series is its form factor and portability. If you’re a traveling filmmaker, the Astra 6x is an exceptional option, offering portability and ease of use on set. Now, I’m a big fan of the ARRI Skypanel series; however, traveling with those fixtures is a challenge. The Astra 6X overcomes this. However, you do sacrifice output from the fixture in comparison to an ARRI Skypanel. With many softbox options for the Astra, keeping it compact and getting a pleasant light quality is not a challenge.QualityWith a 95 CRI, the Astra 6X is perfect for any production. The light is fully dimmable from 0 – 100% with no color shift. If you’ve ever dimmed tungsten fixtures, you know how color shift can be an issue with dimming; however, this is not the case with the Astra 6X.Also, in comparison to other LED fixtures of similar build, the Litepanels feature some of the strongest construction. This will ensure that the light will last you a long time and find itself on many of your sets.Image via lightpanels.Functionality/ OutputWith optional bi-color functionality, the Astra 6X gives you options regarding the variety of light fixtures you can use on set. You’re not locked into daylight or tungsten only. This light also packs a punch. It’s comparable to the output of a 2000W softlight or a 1,000W hardlight equivalent. Earlier Litepanel fixtures would not allow you to diffuse your LED fixtures with heavier diffusions like some 216, 250, or even silk. The 6X solves that problem.LED lighting has evolved immensely in just the few years it’s been on the market. The Astra 6X is a huge step into the future of LED lighting. It’s portability, output, and quality make it a strong contender to be on your next set. Looking for more information on LEDs? Check out these articles.Are the Days of Tungsten Lighting Over?The Future of LED Lighting with the ARRI Skypanel In August, Litepanels released the Astra 6X. We took an in-depth look at this LED fixture, and it may be the perfect tool to have on set.Cover image via Litepanels. Litepanels LED lights have been a staple in the industry since the infancy of the LED light revolution. Their latest release, the Astra 6X, is an impressive LED fixture bound to find its way onto many film sets .EvolutionLED lighting has come a long way in the last six years. When Litepanels first debuted, they didn’t feature a great deal of output. However, what they did have was the potential for this lighting technology to really take off and transition the industry into a more efficient future. The Astra 6X is the next step into the future for Litepanels. It features six times more output than the original Litepanel fixture.last_img read more

Things to Check When Adobe Premiere Pro Is Lagging

first_imgIn this walkthrough, we’ll look at how to optimize your editing workflow — and which settings to check if Premiere Pro is running slow.Laggy playback is probably the most frequent complaint from Premiere Pro users. I recently completed a deep-dive into Adobe’s Premiere Pro troubleshooting pages and their community forums, and I’ve complied a list of solutions that you can try if Premiere Pro is lagging.It’s important to remain realistic about your computer’s hardware and specs. (Especially when it comes to editing 4K video or videos with lots of effects.) Also, if you’re in the middle of a project, I strongly recommend against updating any Adobe CC apps until you’ve finished. Updating Adobe CC apps in the middle of a project is asking for trouble. (If you do update them, at least don’t uninstall the previous CC versions.)We’re going to cover settings and general workflow tips that should improve your Premiere Pro experience.Quickest Solutions for the Most ImprovementIf you’re in a hurry to find out why Premiere Pro is running slow, these four solutions typically offer the most dramatic speed improvement.Turn on GPU AccelerationUnder Project Settings, make sure the Renderer is set to GPU Acceleration. If the GPU Acceleration option is grayed out, you may need to update your graphics card drivers. If you update them, and the option is still grayed out, Premiere Pro may not support your graphics card.Make certain the Renderer is set to GPU Acceleration.Lower Playback ResolutionThis one seems pretty obvious, but it’ll make a drastic difference if you lower the playback resolution. Adjust the setting to 1/2 or 1/4 in the bottom-right corner of the Preview Window.It’s important to lower playback resolution.You can also make sure High Quality Playback is disabled. Click on the Wrench icon right next to the Resolution setting, and then make sure High Quality Playback is unchecked.Purge Media Cache FilesSometimes old cache files can be the culprit. Navigate to Media Cache in Preferences. Then select Delete Unused.Make sure you delete unused media cache files.Save Cache Files to a Secondary SSDFinally, it’s also recommended to save your media cache files and scratch disk files to a secondary drive — preferably an internal SSD — for the best playback performance. In fact, Puget Systems claims this is the number one thing you can do to increase performance with Premiere Pro. If you have to use an external SSD, make sure it’s rated for USB 3.0 and you have it plugged into a USB 3.0 port. (USB 3.0 is usually indicated with the color blue on the port or connector.)To change the cache file location, navigate to Media Cache in Preferences.In Preferences, scroll down to Media Cache to change the cache file location.To change the scratch disk file location, navigate to Scratch Disks under Project Settings. (Note that you will need to set the Scratch Disks settings for every new project you work on. Premiere Pro doesn’t save that Project Setting location like it does for Media Cache files.)Under Project Settings, navigate to Scratch Disks in order to change the scratch disk’s file location.Settings to CheckHere’s a list of other settings you may want to change in Premiere Pro for faster playback. Experiment with these, as results will vary depending on your workstation.Optimize Rendering for PerformanceUnder Preferences, navigate to Memory and set Optimize Rendering for Performance.Navigate to Memory, then set Optimize Rendering for Performance.Disable Auto SaveFrequent auto saves can sometimes slow down your machine. (For me, auto save usually crashes my Adobe apps more than it actually saves them. But try this recommendation at your own risk!) Navigate to Auto Save under Preferences to turn it off.Turn off auto save to speed up your machine.Disable Mercury TransmitMercury Transmit is typically used to send your preview window to external screens. If you aren’t using one, turn this feature off. Navigate to Playback under Preferences to disable it.Under Playback, disable Mercury Transmit to further quicken the process.Disable Refresh Growing FilesAutomatically Refresh Growing Files is a setting typically used for live broadcast productions. Some Premiere Pro users have reported getting better performance with it turned off. To disable it, navigate to Media under Preferences.Another trick for a better performance, disable Automatically Refresh Growing Files.Check for UpdatesIf your current version of Premiere Pro suddenly becomes laggy, check for updates for your operating system and graphics card. Doing this has frequently helped solve issues for me, as more often than not, there’s an update available. (However, if you’re in the middle of a project and everything is working normal, don’t update anything!)Checking for updates for both your operating system and graphics card can help with a lagging computer.Workflow TipsHere’s a list of practices you can use when editing to optimize your workflow. (And hopefully increase preview speed!)Don’t Edit Files on a Memory CardEven though memory cards are flash memory, they’re not ideal for direct editing. In other words, offload files from your memory card to a separate drive, then edit with those files in Premiere Pro.Use Proxy FilesUsing proxy files when you edit is another technique that’s sure to get you better playback in Premiere Pro. Using proxy files is basically substituting a lower-resolution version of your footage in while you edit. It’ll then switch back to your high-resolution footage when it’s time to render. In this quick tip article, Robbie Janney covers how to create proxies in Premiere Pro.Avoid Editing Files with Compressed CodecsWhile compressed codecs are great for recording or uploading, they aren’t ideal for editing. Compressed codecs, such as H.264, take more time to decompress while editing, so they frequently have laggy playback. Codecs like ProRes, Cineform, and DNxHD are more ideal for editing. Again, an easy way to get around this is to just use proxy files.Render Dynamic Linked CompsIf you have any portion of your video timeline linked to After Effects or another Adobe CC app, you can quickly render and replace those for faster playback. Simply right-click on the Dynamic Linked sections of your edit, then select Render and Replace.For faster playback, use the Render and Replace option.Turn Off Video EffectsMultiple video effects can put a heavy strain on previews, as well. You can try turning off individual effects before you preview, or use the Global FX Mute button to turn off all effects.The Global FX Mute button will turn off effects.If you don’t see the Global FX Mute button in your Preview Window, you can add it by selecting the Plus icon, then drag and drop it into the Preview Window tool bar.Here’s how to add the Global FX Mute button.Close Lumetri ScopesIf you have the Lumetri Scopes panel open, close it up before trying to play back your footage in the timeline.Close the Lumetri Scopes Panel before you play back your footage.Render In to OutIf all else fails, you may just have to set an in-point and an out-point and select Render In and Out under Sequence settings. It’ll take some time to render previews of the footage in your timeline. After which, it should playback in real time, until other changes are made to the edit.Dropped Frame IndicatorPremiere Pro also has a built-in Dropped Frame Indicator that can signal to you if you’re skipping frames during playback. (You’ll likely already be aware of this if you see visible lag during playback.) Click the wrench icon at the bottom right of the Preview Window, then select Show Dropped Frame Indicator. You’ll see a small green dot that’ll turn yellow or red, if there are dropped frames during playback.If you seem to be skipping frames during playback, select the Show Dropped Frame Indicator.Looking for more Premiere Pro tips? Check these out.The Best Video Editing Programs: Final Cut Pro vs Premiere Pro13 FREE Textured Motion Graphics for Premiere ProThe Secret to Working with Motion Blur in Adobe Premiere ProUsing Lighting Effects in Premiere ProPremiere Pro Quick Tip: How to Create Proxieslast_img read more

On Playing Favorites

first_imgIf you are a parent of two or more children and treat all of them the same, you are abusing some of them. Your children are different, unique individuals, and they need something different from you at different times of their growth. This is true no matter how many children you have; they’re all different, and they all need different things from you at different times.Managing salespeople is no different.It’s Not FairA sales manager I know was recently accused of playing favorites. He wasn’t accused of giving the best opportunities to the salespeople he liked or to the salespeople that were performing the best. He wasn’t accused of withholding promising leads from poor performers. I would likely have been fine with either of those decisions under the right circumstances. What some considered unfair was his requirement that some salespeople do more prospecting and that they track their activity.To civilians, this may appear to be unfair. Why would some salespeople be required to do things that others aren’t? But this isn’t at all unfair.Many people struggle with self-discipline, and salespeople are no different. It might seem unfair to require some salespeople to do more of some activity than others. It might seem unfair to require that some salespeople report different activity. But this is what a good sales manager does: she manages the individual salesperson, giving them what they need to succeed.If a lack of activity was what is holding a salesperson back, then requiring more activity may be necessary for that salesperson. If the salesperson needs accountability to succeed, then it’s right to require it. What would be unfair would be to treat the rest of the sales force as if they had a lack of activity and weren’t already accountable for their results.It Can’t Be OtherwiseIt really can’t be otherwise. To pretend that all of your salespeople need the same thing from you as their manager or leader is to deny that they are different people, that they have different needs, that they have different challenges, and that they are in different stages of their personal and professional development.To treat all of your salespeople the same is to abuse some of them.QuestionsHow does a sales manager really play favorites?Is it right or necessary to treat all salespeople the same?Do all salespeople on a team have the same needs at the exact same time?How do you develop the individuals on your team? How do you account for their differences?last_img read more

How to Use Your Limited Bandwidth to Get Results

first_imgYou’ll never have the time or the energy to do everything you need to do (If by chance this isn’t true for you, you aren’t working hard enough). The truth is that you have limited bandwidth. As tireless as you may be, there is only so much you can get done in a day.There is limited time, and you have limited energy. Because this is true, it’s important that you have a plan to employ your limited bandwidth getting the right outcomes.Ranking OutcomesIt’s too easy to fall into that reactive mode where you sit waiting for the world to act on you. And it doesn’t take long for the world to show up and drop something in your lap. Someone needs a meeting. Client has a problem. An RFP shows up and gives you something to read and think about. It’s all work; but it isn’t the right work, is it?To effectively use your time and energy, you have to be proactive. You have to take control of the decision as to what work you give yourself over to. You do this by ranking the outcomes you need to achieve each week. Then you start each day by ranking the most important outcomes you need to achieve that day.List them out. What’s the most important outcome you need to achieve? What’s the second most important? Keep going. List them out. I’ll wait right here.Start Early on What’s Most ImportantGreat! You’re back with your list in hand.The most effective way to ensure that you achieve the outcomes you need each day is to front load your day with what’s most important. You start by working on your most important outcome first. Then you can move on to your second most important outcome. And down the list you go.One of the reasons starting with the most important outcome is so difficult for many of us is that it often requires our doing the most difficult work. But that’s why it’s best to do it early in the morning; that’s when you have the bandwidth. Once you’re wiped out for the day, the most important—and difficult—tasks aren’t too appealing.Do you need to call that client with the systemic and persistent problem your team is having trouble getting their arms around? Or is your pipeline weak? Do you really need to prospect? These tasks will get you the outcomes you need, but the tough clients conversations may go wrong, and who wants to prospect if there’s easier work available?The reasons we avoid this work is because of fear. We avoid things that seem to us to be unpleasant (or that even have the potential of being unpleasant). Doing the work that produces the important outcomes we need may not be as pleasant as other work. That’s why it’s critical that you do this work when you have the maximum bandwidth.By ranking your most important outcomes and completing the most important first, you ensure that you produce the results that you need to. Later, if the world starts making demands of you and wipes out your bandwidth, you still leave work with a sense of accomplishment, having knocked off the two or three most important outcomes early in the day.QuestionsWhen do you have the most bandwidth available for your most important work?How do you ensure your energy is spent on your most important work?What work is more difficult to achieve later in the day? How can you move it up? Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Nowlast_img read more

Go Ahead and Change Your Mind

first_img Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now It’s okay to change your mind. You can be committed to some position for years or decades and later to decide that you believe or support something else.New InformationOver time, you should be getting smarter. Being entirely consistent in everything you believe can mean that you aren’t growing. There has never been a time where so much new knowledge is being created, and with it, the occasional new wisdom.Not changing your mind about anything means that you are not taking in new information, new knowledge, or new wisdom.Ignoring new evidence means stagnation. Consistency in the face of new information and new evidence is stagnation.New BeliefsWhat beliefs have you changed in the last few years? It’s unlikely that you’ve changed your religion or your political affiliation. It’s equally likely that you share both of these beliefs with your parents, not to suggest that you shouldn’t.This economy is a different economy than your parent’s and grandparent’s. The challenges are different and more difficult. The opportunities are greater, and some of the obstacles have all but disappeared. The ideas that may have served you well three decades ago will now do more harm than good. Have your beliefs about the economy changed?Work is different now. Work was different 30, 40, and 70 years ago. Careers were different. Does the word “work” or “career” mean something different to you now? Have your ideas changed?How to Change Your MindYou shouldn’t be embarrassed to have changed your mind. It is a sign that you are learning, discovering, and growing. It’s more dangerous to stay locked to a belief that no longer serves you, especially when there is a good reason to adopt a new idea.When pressed about having abandoned a long-held position, you simply say, “I have changed my mind about that. I no longer believe what I used to believe.” No apologies. No shame. Instead, growth.If your beliefs haven’t changed, it’s worth taking them time to examine them and see if they still serve you, and to measure them against new evidence and new information. If you haven’t changed your mind about anything, it may indicate a need to explore ideas that make you uncomfortable.last_img read more

A No Decision Is a No

first_imgSometimes we use words to make things appear differently than they are. We describe things so that something negative appears less so, so it is more palatable. But calling something other than what is truly is, does not make it into something different.There is no such thing as a “no decision.” There is a “yes,” or there is a “no.”There is No No DecisionWhen a client suggests that they are not making a decision, that they are postponing the decision, or they are going to continue doing what they are doing now, that is a “no.” The client has in fact made a decision, and the decision is to not buy from you now.Categorizing a “no” as a “no decision” may make you feel better. It may make you feel as if your prospective client didn’t say “no,” and they may, in fact, have left the door open to explore changing again sometime in the future.Categorizing the “no” as a “no decision” may improve the metrics you capture in your customer relationship management software. It might improve your win ratio dramatically. But, it won’t change the number of wins.If you categorized a prospective client as an opportunity, and that opportunity ended in a “no decision,” that is a loss. You have gone through the process, and you did not convert the prospect to a client. You did not win.The Competitor Who Beat YouJust because you did not lose to a competitor doesn’t mean you didn’t lose. You just lost to one of your toughest, unnamed competitors.You invested the time. You invested the energy. You may have invested your company’s resources in pursuing that opportunity. It is no different than any other opportunity that you pursued, and it doesn’t need a label that makes it something different than a loss. It should be categorized as “Lost-Status Quo.“Change isn’t easy. Compelling people and companies to change is not only difficult, it’s complicated by the fact that so many decisions are made by consensus. If you total up all of your lost opportunities at the end of the year, many of them will have been lost to a competitor who is not named in your customer relationship management software. That competitor is Lost-Status Quo.In “no decision” is the same as a “no.” And in “no” is a loss. Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Nowlast_img read more

7 Ways To Be Better at Prospecting

first_imgThese days, sales conversations are becoming even more buyer-focused, which means sales reps have to get creative when it comes to prospecting. Everyone is scrambling to develop their own hacks, techniques, and processes for prospecting in order to move prospects through the sales funnel and turn them into customers. Most sales experts will tell you that starting conversations with prospects is the most crucial part of boosting your success in sales. But the dynamics of how to do so can seem mystifying, even if you’ve been in the game for a while.I’ve been in sales for a long time now but when I first got into it, I had to learn my way around prospecting just like everybody else. Part of the problem is that different situations call for different approaches – so it helps to have a handful of tips and tricks on your side instead of going in cold. Here are 7 ways to be better at prospecting that will help you turn prospects into paying customers.1. Consistency Counts: Prospect Daily!In order to be successful at sales, salespeople acquire new clients. To do so, they have to know how to open relationships. Prospecting is the art of starting new relationships. The new business opportunities that later turn into sales are initially identified through prospecting, which is why prospecting is the lifeblood of sales.The first way to improve your prospecting results is to acknowledge how imperative it is to getting sales results and treat it accordingly. Improving your prospecting results begins with setting aside the time and the energy to prospect each and every day. That doesn’t mean once a week or every other day. I mean, each and every day. You would never suggest that your only chance to close was on Thursday afternoons, right? It is ridiculous to suggest that there is only a particular time of the week during which you can be effective at prospecting. It’s also ridiculous to suggest that your prospects are only open to taking your calls every Monday and Friday. I firmly believe that all generalizations tend to be lies, so avoid them at all cost.Pipelines and funnels are designed to hold a constant stream and salespeople that practice regular dedication to prospecting grow faster than others. The best way to approach prospecting is to write a weekly plan that includes time to prospect each and every day. I think it’s best to set aside time first thing in the morning, while you’re fresh, to make sure it gets done before other parts of your work and life start making demands of you.2. Turn Off the DistractionsTurn off the Internet. Turn off your email. Turn off your Smart Phone. Focus.Tell your friends you have a newfound discipline and that you need their support; promise to catch up with them later.Hang a sign on your door saying “Do Not Disturb! Prospecting!” If you don’t have a door, use string and hang the sign over your desk. The more seriously you take yourself and your work, the more seriously others will take you. If you have a lazy attitude toward prospecting, it will fall to the wayside. You’ll let other things take priority while your competitors start surpassing you. It happens all the time.3. Use Every Method AvailableProspecting is the activity of opening new relationships but don’t forget that it is also part of a larger picture. You should be focused on the outcome of opening new business relationships – which is to identify potential new business opportunities. There is no one method of doing this. In fact, there are dozens, and they can all be equally effective if you’re doing them right.To prospect successfully, you need to focus your time and energy on the methods that work best for you. But that doesn’t mean you should neglect everything else. If you are great at cold calling, you should absolutely focus on cold calling. But that doesn’t mean that you should never use email marketing, inbound marketing, networking, trade shows and conferences, direct mail, social networking, or referrals. You should include all of these tools in your arsenal.Make a list of all of the methods you can think of that are used to prospect. Plan how much time you will set aside for each method and set goals for how many prospects you want to gain from your effort. For example, you might commit to attending one networking event per month with the result that you acquire two new prospects from each networking event. Measure these results and focus on the area that generates the greatest return on your investment of time. But also keep in mind that your prospects may have their own opinion on how they prefer to be approached. The goal is always to cater to the needs of your prospect, so you want to constantly analyze and adjust your prospecting methods and the amount of time you are devoting to each one.4. Write ScriptsPoor prospecting results are usually caused by two things. The first is spending too little time on prospecting. The second is ineffective prospecting. Ineffective prospecting mostly boils down to language choices. What you are saying when you prospect can mean the difference between gaining or losing a lead.That’s why scripts are of the utmost importance.“But wait!” you say. “I am a professional salesperson and I can’t sound like I am using a script!” I hear you loud and clear. No one wants to talk to a robot. But you can’t sound like someone that your prospect isn’t interested in meeting either.If you are a person who is averse to using scripts for prospecting, it helps to recognize that you are already using a script. The words that you use when prospecting (and on sales calls, by the way) reflect a certain way that you have chosen to speak to people. They are words that are comfortable foro you because you have rehearsed them. Because you have rehearsed them, you probably have them memorized. The words you use are comfortable because you know them by heart, not because you are reading them. But this doesn’t necessarily mean they are the best language choices.You can improve your effectiveness by choosing carefully the words that you use and making observations about what is and what isn’t working. This takes awareness, focus, and discipline. It also allows you to experiment with language choices to see what is most effective. Just think of it as sharpening your pitch.Write scripts for each of the prospecting methods you use. Write responses to the common objections you hear. Rehearse them. If you are part of a great sales team, do this together and rehearse them together. Commit the best language to memory and use it instead of the unwritten and ineffective scripts you are already using.5. Focus on the OutcomeThe ideal outcome of prospecting is to open the relationship. This almost always involves obtaining a commitment for an appointment.Effectiveness in prospecting is improved by simply focusing on the outcome. This means that you don’t allow your prospecting to turn into a needs analysis, a presentation, or a discussion about the merits of your product or service. It means you maintain a laser-like focus on scheduling the appointment.Some salespeople struggle with focusing on the outcome of an appointment and often slip into the sales mode is because they feel that they have to prove that they can create value for the prospect during their prospecting activity. But this is getting away from the point of prospecting. Always remember that the goal of prospecting is to open a relationship. It is just the introduction of the possibility that you might be able to create value and do something together. Selling, at this point, is premature.There is no list to make, no plan to write here. Just know that a successful outcome in prospecting is almost always an appointment. It doesn’t matter how much you liked them or how much they liked you if you don’t schedule an appointment.6. Get Good at Cold CallingThere is too much to write here about how to get good at cold calling. But it is important that you have this method in your repertoire, and that you build your competency in picking up the phone and scheduling an appointment.Cold calling is still one of the fastest ways to open relationships and schedule appointments, and the very best salespeople are the very best at cold calling. Of course, they are also great at other forms of prospecting, but they never let cold calling fall to the wayside. If you do it regularly, you’ll find that it offers the greatest return on investment. And the more you do it, the better you will get at it.Start cold calling.7. Nurture Relationships Over TimeEven when you use all of the above ideas, you are still going to hear “no.” You are going to hear it a lot, there is no sense in kidding yourself. But all relationships, including business relationships, are built over time. Your consistent and unrelenting pursuit of your dream clients is part of a longer-term plan for success, not a race to get the most immediate “yes.”Consistency here means that these prospects hear from you more than sporadically. It means they hear from you frequently and with the predictability of the sun rising each morning.Your calls, your thank you cards, your letters, your white papers, your surveys, your studies, your newspaper and web clipping – all of your constant attempts to find a way to create some value will add up over time.Some of the best relationships and the biggest deals will take the longest time to win, and your consistent nurturing of these relationships will open opportunities for you over time. This approach proves that you are not going to disappear like so many of your peers; that you are truly interested in and committed to working with them; that you are a professional who executes well, and that you are determined. These are the winning attributes that people look for in salespeople and partners.Write a nurturing plan. What will you do to create value for your dream clients even before they decide to set an appointment with you? How often will you call? How often will they receive something from you? What will they receive? What will it say about you? How will it create trust? Knowing your plan ahead of time will help give you the confidence you need to achieve results.ConclusionProspecting is not a science. But you can save time and maximize your numbers by investing in the right processes, activities, and skills. Incorporate these tips into your prospecting game and you’ll be more likely to open valuable relationships and turn prospects into leads over time. Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Nowlast_img read more

Cong, BJP seek discussion on poll violence

first_imgAs many incidents of violence were reported during the panchayat polls, legislators of the opposition Congress and the BJP demanded a discussion on the issue in the State Assembly on Thursday.As the opposition MLAs shouted slogans as soon as the House assembled on the second day of the budget session and demanded that the issue be discussed cancelling question hour, Speaker Niranjan Pujari adjourned the House proceedings.‘Unprecedented’ When the House reassembled, Leader of the Opposition Narasingha Mishra demanded that the Speaker allow a debate as violence in such large scale had never occurred in the State during rural polls in the past.The veteran Congress leader alleged that political activists of the opposition parties were attacked and killed. BJD Chief Whip Ananta Das said they were in favour of a debate on the issue.last_img read more

Maoist leader killed in Chhattisgarh

first_imgNAGPUR: The Chhattisgarh police claimed to have gunned down a Maoist during an encounter in Bijapur district in south Chhattisgarh on Sunday.“A police team led by police inspector Lakshman Kewat of Bhairamgarh (police station) set out at around 4 a.m. today based on some local inputs that a group of 10 to 15 Maoists is camping near the hills and forest around Surakheda village. At around 8.30 a.m., an exchange of fire took place near Surakheda village when the Maoists were crossing the area,” Mr.P. Sundar Raj the Deputy Inspector General of Police (DIG) of Dantewada range said in a statement.After the firing stopped, the body of one uniformed Maoist was recovered along with guns, a tiffin bomb, wires and detonators. The deceased was identified as Maoist leader Ratan Majji alias Hemla Ratan.last_img read more

Death toll in Bihar floods rises to 341

first_imgWith 37 more deaths, the toll in Bihar flood rose to 341 on Tuesday even as 1.46 crore people are affected by the deluge in 18 districts of the state.The flood toll stood at 304 till Monday in Bihar with 1.38 crore people battling the deluge in 18 districts. Around 7.61 lakh people have been shifted to safer areas. With water receding in some places many people have returned home.Prime Minister Narendra Modi would make an aerial survey of flood affected districts of Bihar on August 26, said Deputy Chief Minister Sushil Kumar Modi. “PM coming on 26th Aug for aerial survey of flood affected dists of Bihar (sic),” Sushil Modi said in a tweet.Special Secretary in state Disaster Management Department Anirudh Kumar said that 2.29 lakh people are putting up in 1,085 relief camps.Kumar said Araria district alone accounted for 75 deaths, followed by Sitamarhi (36), West Champaran (36), Katihar (26), Kisanganj (23), Madhubani (23), East Champaran (19), Darbhanga (19), Madhepura (19), Supual (15), Gopalganj (14), Purnea (9) Muzaffarpur (7), Khagaria (6), Saran (6) and Saharsa (4), Sheohar (4).Chief Minister Nitish Kumar reached Purnea by road from Patna after a helicopter in which he had to travel developed some snag and inspected some relief camps, an official accompanying him said from Purnea. The CM would stay in Purnea on Tuesday and would go to Araria, Katihar and Kisanganj on Wednesday, the official said.A total of 1,608 community kitchens are under operation in flood affected areas in which 4.52 lakh victims took meal on Tuesday, the state Disaster Management department report said. With flood creating havoc in as many as 18 districts of Bihar, the legislators have started contributing to the Chief Minister’s relief fund.Sushil Modi said he had made a request to the PM for a visit to Bihar during a meeting of chief ministers and deputy chief ministers of BJP-ruled states in Delhi on Monday. He said during the meeting all BJP-ruled states were asked to contribute to flood relief work in Bihar.He told reporters that all BJP Legislators would meet on Wednesday to decide to contribute their one month salary in flood relief. Former minister and JD(U) MLA Ranju Geeta donated her one month salary in the CM relief fund.A road construction department statement said a total of 203 state highways and other roads under it were damaged in flood waters in different places out of which 95 per cent have been repaired and made motorable. The Met office in its forecast said that Patna, Gaya, Bhagalpur and Purnea are likely to witness generally cloudy sky with the possibility of rain or thundershower on Wednesday.last_img read more

First phase of AURIC to be operational by year end: Devendra Fadnavis

first_imgAurangabad: The first smart industrial city under the Delhi-Mumbai Industrial Corridor (DMIC) will become operational at Aurangabad by this year-end, and it would be a model for all such parks coming up in the country, Chief Minister Devendra Fadnavis said here.He was speaking at the ground breaking ceremony of the Bidkin section of the Aurangabad Industrial City (AURIC) project, one of the eight nodes of the ambitious DMIC project.“DMIC’s first industrial city will be operational by December 2018 and we are creating world class infrastructure here before inviting industries,” he said.AURIC is a greenfield smart industrial city being developed across nearly 7,900 acres as part of Shendra Bidkin Industrial Area. It is collectively a part of the Delhi Mumbai Industrial Corridor (DMIC).“As part of the DMIC, various smart industrial cities are being established in different states. However, the Shendra Bidkin Industrial Area is ahead of others in this corridor,” the Chief Minister said.While the State government has invested ₹3,000 crore in acquisition of land, the Centre government is contributing ₹8,000 crore for infrastructure development for the industry to plug in and play.About 35 small industries have been allotted land at Shendra and the biggest investor, with ₹4,000 crore, is Hyosung Corporation of South Korea which has taken up 100 acres to set up a textile chemicals manufacturing unit at Shendra.“In the first phase Hyosung will invest ₹1,200 crore to ₹1,500 crore. Besides, several ancillary units too will come along with it. We are happy with the progress. We are talking to more big industries to set up operations here,” Sunil Porwal, additional chief secretary, Industries, told The Hindu.He said over ₹60,000 crore investment will be made by the industry in both sections of AURIC which is expected to give direct employment to 30,000 to 40,000 people, which is the government’s main agenda. State government officials said AURIC implemented by Aurangabad Industrial Township Ltd which is a 49:51 joint venture between the DMIC Development Corporation and MIDC, is far ahead than other nodes in the country.last_img read more

AAIB to probe runway mishap at Shirdi airport

first_imgThe Aircraft Accident Investigation Bureau (AAIB) will be initiating a probe into the incident involving an Alliance Air aircraft, which ended up in the Runway Safety Area after overshooting the runway by 117 metres during landing at Shirdi airport on Monday.Forty-two passengers on board the flight from Mumbai to Shirdi were declared safe after the incident. Officials said a preliminary probe revealed that the aircraft, an ATR turbo-prop, had encountered strong tail winds during landing and had a long float before touching down. “After touchdown there was less runway available and the aircraft overshot before coming to a halt in the gravel,” an official said. Shirdi airport officials said that engineers of Air India arrived from Mumbai and retrieved the aircraft on Tuesday morning following which the airport was reopened to air traffic. The two pilots have been grounded pending investigation. An Alliance Air flight each from Mumbai and Hyderabad operated as usual on Tuesday. Built at an investment of around ₹350 crore, the airport at Shirdi has a 2,500-metre runway.last_img read more

NSCN-IM counters ‘genocide’ charge

first_imgThe Isak-Muivah faction of the National Socialist Council of Nagaland (NSCN-IM) has termed as baseless the “accusation” by the Kuki tribal group that it was responsible for ethnic cleansing in Manipur more than two decades ago.The Kuki-Naga conflict in the 1990s was “started by the Kukis”, the outfit said and reminded the Kukis that observing a black day on September 13 to mark the massacre of 115 people in Senapati district of Manipur in 1993 would never ensure harmonious coexistence but increase the animosity between the Nagas and the Kukis. “As a matter of fact, the Kukis started the Naga-Kuki conflict in 1992 which compelled the Nagas to form the Naga Lim Guard (NLG) for self-defence; otherwise, the marauding Kukis might have displaced more Naga villages and taken the lives of more innnocent Nagas,” the NSCN-IM said in a statement, asserting that the Kukis’ bid to capture the strategic Moreh (on Manipur-Myanmar border) was the root cause of the conflict.The NSCN-IM considers Moreh, a major border trade town, to be a part of the Khurmi region of Nagaland. “The Kukis invited the trouble and the Nagas were victimised instead,” the NSCN-IM said, denying any hand in the Naga-Kuki conflict during 1992-1997.“It was the NLG formed by the Naga villages which resisted the Kuki onslaught and aggression,” the NSCN-IM said. Both Nagas and Kukis suffered in terms of casualty with neither community claiming victory or defeat, it added.The Kukis claim the pogrom unleashed by the NSCN-IM killed more than 1,000 of their tribes people and displaced more than 1,00,000 people internally between 1992 and 1996.“The NSCN-IN is good in lying,” said S. Doungel, spokesperson of an apex Kuki group in Manipur.last_img read more

Patna HC issues notices to all ex-CMs of Bihar for allotment of govt. bungalows for life

first_imgTaking suo motu cognizance of the allotment of government bungalows for life, the Patna High Court on January 8 issued notices to all former Chief Ministers of Bihar.A division bench of Chief Justice A.P. Shah and Justice Anjana Mishra issued notices to the ex-CMs for being allotted government bungalows for life and asked why not these allotments be quashed.The next date of hearing is scheduled to February 11.Earlier, while rejecting the plea of Leader of Opposition in state assembly Tejaswi Yadav for retaining his official bungalow, 5 Deshratna Marg on January 7, the division bench of the Patna HC had said that they have taken “suo motu cognizance” of the government bungalows being allotted to former Chief Minister of the state for life too.Former Chief Ministers of the state Satish Kumar Singh, Dr. Jagannath Mishra, Jitan Ram Manjhi, Rabri Devi, Lalu Prasad Yadav (both live at one bungalow 10 Circular road) and Chief Minister Nitish Kumar too have been allotted huge government bungalows for life in Patna.Even after becoming the Chief Minister again Nitish Kumar retained the government bungalow 7, Circular road which was earlier allotted to him as ex-Chief Minister of the state. Crores of rupees were allegedly spent on renovating the bungalow for him.Later Mr. Kumar shifted to 1, Anne Marg, government bungalow, designated for Chief Minister of the state. As a Chief Minister, Mr. Kumar has also been allotted a palatial bungalow in Delhi too.last_img read more

Nishad Party switches to NDA camp

first_imgIn a fillip to the caste arithmetic of the BJP in Uttar Pradesh, the Nishad Party joined the NDA on Thursday, less than a week after it walked out of the Samajwadi Party-Bahujan Samaj Party alliance on March 29. Gorakhpur MP Praveen Nishad, who won the seat in a bypoll on an SP ticket in 2018 with BSP support, was also inducted into the BJP. He is the son of Sanjay Nishad, the founder and president of the Nishad Party.‘Natural alliance’Announcing the tie-up with the BJP in Delhi, Mr. Sanjay Nishad said it was a “natural alliance of Ram Raj and Nishadraj”. A caste icon and mythological ancestor of the Nishads, an OBC riverine community, Nishadraj is believed by Hindus to be the boatman who helped Lord Ram, his wife Sita and brother Lakshman cross the Ganga during exile.The Nishad Party chief said he hoped respect would be given to all people as part of the ‘Sabka Saath, Sabka Vikas’ agenda of the BJP and Prime Minister Narendra Modi, a dramatic shift in his political tone. Barely 10 days ago, he had resolved to mobilise the “85%” voters (OBC, Dalits and Muslims) against the BJP and had supported the SP and BSP to avoid division of votes.Altered equationsThe exit of the Nishad Party alters the caste balance in Purvanchal and parts of central U.P., where the BJP already enjoys support of the Kurmi-based Apna Dal and the Suheldev Bharatiya Samaj Party of Om Prakash Rajbhar. While Kurmis are a dominant agrarian OBC caste, Rajbhars and Nishads are categorised among the most backward castes.Stung by the exit of the Nishad Party, the SP on Saturday responded by replacing Mr. Praveen Nishad with another Nishad candidate from Gorakhpur — former Minister Ram Bhual Nishad. There is no announcement yet if the Gorakhpur MP will contest polls on a BJP ticket or defend his seat. BJP parliamentary board secretary J.P. Nadda, who inducted the Nishad Party into the NDA, said its support would have a big impact in east and central U.P.Reacting to the tie-up, SP president Akhilesh Yadav said it was a “ghate ka sauda” (loss-making deal) for the BJP. The people of Gorakhpur did not vote to ensure the victory of the MP alone but of the alliance that was behind him, he posted on social media, predicting that the Nishad Party boat was due to sink in the election.last_img read more