Rick Demko

What Came First? Window Tinters or Therapists?

Don't let anyone fool you, there is no such thing as an easy window to tint. This is coming from someone who began installing sun strips in 1998 before moving to automotive window film application shortly after.  However, I didn't always have that mindset.

I remember a tinter in Phoenix that I was buying some vinyl film from (before metalic was the way to go) who made me completely re-think my mental approach to hanging film.  I hadn't had a distributor connection yet so I was still bothering window tint shops to buy my film (Auto Zone film fades horribly fyi).  He was tinting a vehicle I'd done several times that had a flat piece of glass on the hatchback and I made a comment,

"Love seeing those, it makes the car pretty easy." He replied with, "No car is easy."

Before that moment my covered window to scrap ratio wasn't tremendous.  After a well-seasoned professional made that comment to me, I took it upon myself to never take another piece of glass for granted.  Taking special care with each cut of my blade and swipe of my squeegee, my profit shot through the roof!  It's okay to be quick, just be precise and remember that every window is a challenge; quite often a frustrating challenge.

So what makes window tinting so difficult?  Insert life lessons you'd likely hear from your father.

• If it were easy, everyone would be doing it.
• Measure twice, cut once.
• Stay calm and collected, even when things don't go according to plan.
• It's never perfect, learn to deal with and adjust when things don't go your way.
• Knowing when to apply pressure, where and how much is always going to be a battle.
• Do it right the first time and you won't have to do it a second time.
• Always be learning.

Ultimately, window film application can be a roller coaster of emotion.  Certainly there are periods, when just like in life, you've achieved a certain level of aptitude and skill that you run on autopilot.  There are days where my razor blade is always sharp, the heat gun works perfectly, my hand is steady, I'm agile and able to maneuver in tight places, I'm happy and things just seem to go my way.  However, You learn the most about yourself when you struggle.

If window film application were a cocktail it would be 1 part art form, 1 part manual labor, stirred with life lessons, garnished with respect, and served to the delight of your customers when they see their vehicle again.

What Your Linkedin Profile Really Says About You

Most business professionals treat Linkedin as a virtual resume instead of a connecting tool.  There are even features that allow you to print your profile in order to literally use it as a resume.  What are you actually saying on your profile may not be the self you're trying to convey.

Linkedin has been around long enough and is the standard for business networking/development in this decade.  Having an incomplete profile just shows you don't care.  It's free, why else wouldn't you have spent some time working on your presence on Linkedin?

Even if you don't spend much time on the site, spend the time required to accurately convey who you are and who you'd like to welcome interaction from.

In order of appearance on your Linkedin Profile:

Your About Me Snapshot

They say 90% of communication is non verbal, being that Linkedin is online we'll go with 100% instead.  Your picture says a lot about who you are (1,000 words worth?).  Did you care enough to have a professional headshot taken?  Is it appropriate for your line of business?  Would you hire yourself or wonder would you rather grab a beer with the person in that photo?

The entire first section (or About Me) is where the majority of the information people will use to form an opinion on how you and your business has been doing.  What are they doing now?  Is there a recent status update or article?  How many connections do they have?  Can I find their website?  Does their website still say “Company Website”?

Summary

Your summary can highlight some of your skills and accomplishments, but why list them like you would on a resume?  I would say the majority of profiles I have seen (are you guilty too) are dry, boring, and so full of industry buzz words that a laymen may not have a clue what you just said.  This isn't the place to show case your ability to use acronyms or to explain your proficiency in completing TPS reports.

This portion is so high on your profile that it makes it important.  Show a little intelligence and some personality and tell your business partners a little about what you're working on.

Employment History

Obviously, where you've worked and for how long is going to tell a story about you.  If you've moved around or been doing some consulting, find a way to highlight that.  Try not to itemize all of your job responsibility for each employer but be sure to include what you specialized in and a little about the firm.

Try to highlight all the positives you can, people will see a common theme in all of your work if it's consistent, even if there are a number of different types of employers.

Please don't list your civic contributions on your Linkedin profile as your employment.  The true philanthropic don't care about the recognition.  If you are the president of an organization than maybe (depending on the time that is required to devote to your organization).  No one cares if you were the secretary for the bowling league for your BNI group.

Recommendations

To show that you actually are a professional, you should really have a few recommendations.  They may not come automatically so don’t be afraid to ask for them.  They are important though.  Some even go so far as to purge some to keep them current.

Just have a few at least!

Groups

To show that you are a professional who has an interest in your own development, you need to belong to a few trade organizations that are relevant for your career.  This is also where you can show your involvement in civic activities by showing that you're active in your Rotary, Chamber of Commerce, or even if it's just your old high schools networking group.

In closing, just be aware of what your profiles actually says about you.  This was pretty high level post that was meant to help stir a little thought.  Be aware of the information and the impression you are constantly making.  For training and true Linkedin education, seek out Lewis Howes.

Seven Factors Affecting Your Auto Insurance Premiums

There are a number of key factors most insurance companies use to calculate how much you’ll end up paying for your auto insurance. What’s important to remember is that you can control many of these factors.

Your location, age, driving habits, and credit history all play a major role, as do the types of vehicles you drive and your record of accidents. In many cases, the choices you make about the coverage you want determine the cost of your premium.

Below is a more detailed look at seven key factors that affect your auto insurance premiums, as well as some suggestions for keeping the costs down:

1. Your Coverage And Deductibles

 Auto insurance providers allow you to choose your deductible and decide whether to add additional coverage that isn’t necessarily required by the laws in your state. The specifics of your coverage and deductibles play a major role in your monthly payment.

Typically, choosing a higher deductible means a lower monthly payment; choosing a lower deductible means a higher monthly payment. Additional coverage gives you added financial protection, depending on the claim, but will also add to your monthly costs.

2. What You Drive

 By collecting a large amount of data from customer claims and analyzing industry safety reports, auto insurance providers often develop vehicle safety ratings and offer discounts to customers who drive safer vehicles.

Some insurers increase premiums for cars more susceptible to damage, occupant injury, or theft, and lower rates for those that fare better than the norm.

2010 Toyota 4Runners, for example, rate highly in terms of driver protection and passenger protection, which means discounts on insurance. And while two-door Honda Civics are one of the country’s most popular vehicles, their lower-than-average safety ratings and desirability to car thieves make them more expensive to insure.

Before you head down to the dealership, do some research. Does the vehicle that has caught your eye have strong safety ratings? Is the same particular model often stolen? Knowing the answers to a few simple questions can go a long way in keeping your rates low.

3. How Often, And How Far, You Drive

 People who use their car for business and long-distance commuting normally pay more than those who drive less. The more miles you drive in a year, the higher the chances of an accident – regardless of how safe a driver you are.

Consider joining a car or van pool, riding your bike, or taking public transportation to work. If you reduce your total annual driving mileage enough, you may lower your premiums.

4. Where You Drive

 Generally, due to higher rates of vandalism, theft, and accidents, urban drivers pay more for auto insurance than do those in small towns or rural areas.

5. Your Driving Record

 Drivers who cause accidents generally must pay more than those who are accident-free for several years.

If you’ve been accident-free for a long period of time, don’t get complacent! Remain vigilant and maintain your good driving habits.

And even though you can’t rewrite your driving history, having an accident on your record can be an important reminder always to drive with caution and care. As time goes on, the effect of past accidents on your premiums will decrease.

6. Your Age, Sex, And Marital Status

 Accident rates are higher for all drivers under age 25, especially young males and single males. Insurance prices in most states reflect these differences.

If you’re a student, you might also be in line for a discount. Most auto insurers provide discounts to student-drivers who maintain strong grades. In some states, younger drivers are also able to take driver safety courses that will lower premiums.

7. Your Credit Score

 There’s no doubt about it: Your credit score has an impact on your auto insurance rates. Studies have shown that credit history is a powerful predictor of future auto insurance losses, and so your score is one of many factors that insurers use to calculate risk. Another way to keep your rates down is to get your credit score up.

How can you do that? While consumers aren’t privy to the exact details of how FICO scores are calculated, there are a number of reliable strategies to improve your credit score. Consider paying down revolving debt, cultivating a long credit history, and disputing erroneous charges – just a few ways to improve your score.

Insurance, Meet Technology - We Use 'Smart Phones' Around Here

Becky Yerak wrote a wonderful article for the Chicago Tribune yesterday. Becky brings up several good points and I wanted to do my best to highlight some of these advances in technology as they apply to the world of insurance.

As I have been with State Farm I find myself playing with everything I can get my hands on. Being the technology guy in my office, one of the things that I keep gravitating back to is the State Farm Pocket Agent. I am an advocate of having the ability to access useful information when it is needed. Unless you sat in the office with our team and went through our Steer Clear program, there is a chance that you may not know exactly what you need if you are involved in or witness an accident… Unfortunately if you don’t get the right information, we may never find the other party involved in the incident again.

Becky’s article from December 4th highlights other insurance professionals voicing some of the same concerns that I have. Using your smart phone, and the State Farm Pocket Agent, you have tools literally at your fingertips should an accident occur. You will know the proper steps and a platform to document an incident, phone numbers for a body shop, towing company, or if you need to call for roadside service; no matter where you are (the app uses your location to determine whom to call).

“Why can't I use the phone to take pictures of my damaged car and generate an automated claim?"

You can. The State Farm Pocket Agent uses an easy to use graphic interface to help you document where damage on a vehicle occurred, the ability to snap photos of the scene and allows you to send the information to State Farm Insurance hence alerting your Agent and staff.

"Our industry is evolving rapidly due to trends associated with advanced technology in vehicles and homes; the power and ubiquity of mobile devices, tablet computing and social media; and customer expectations for a remarkable experience," said Mike Lamb, a State Farm strategic resources director. In 2009, the Bloomington, Ill.-based company began what it calls a collaborative foresight and innovation program.

Two innovations emerging from State Farm's collaborative foresight and innovation unit are On the Move and Driver Feedback.

These systems allow Android smartphone users to preload messages that can be sent as automated responses to text messages while State Farm policyholders are driving. The Driver Feedback app, which relies on sensors in the iPhone, has technology that measures acceleration, braking and cornering. Policyholders who sign up are given a score for each, as well as an overall score for each trip.

Said State Farm's Lamb, "We've seen husbands and wives compare scores."

As a State Farm Insurance team member I would love the opportunity to show you how this technology works before you have to use it in a real life situation. If you aren’t a State Farm insured, please contact myself or our team at 636.978.4800. You can also find us on Facebook and Twitter or on our website.

For Becky Yerak’s entire article featured in the Chicago Tribune, please follow this link.

Drive safely everyone! 

Searching for your Business (and Home, Auto, Life..)

As promised I have a request for all of you, a call to action if you will. I understand the power of both Social Media and networking however I have refrained from utilizing it for myself. My clients and the other professionals I coach have all seen the dividends from posting relevant and easy to share information pertaining to whatever their industry may be. I hope this message is received warmly and that all of you will help me spread this message, specifically in the St. Louis area.

Many of you may already know that I personally believe in taking risk, but I also believe in transferring and managing it. I believe in helping people manage the risk in their lives and protecting their assets from any peril that may come their way. Often what I cover is truly what’s most important to my customers.

I do this with an extensive platform of products that range from auto, banking, home, business and life insurance as a team member with State Farm Insurance in O’Fallon Missouri. I enjoy what I do because I know how valuable the lives and assets are to the people I insure; and I know that when push comes to shove, myself and State Farm will be there!

Enter where I would like to see how magical Social Networks can spread information.. One in every four automobiles on the road is currently insured by State Farm.  Even with such a large market share, we continue to maintain an impeccable reputation for standing by our clients.  Just this last year, J.D. Power and Associates placed State Farm at the top of the list for US Auto Claims Satisfaction.  I believe that should you ever have to file a claim, it is important to know you'll be indemnified.  I myself have seen my agent Jim Schilkoski go to bat for his insured’s.   Take a look for yourself on the Missouri Department of Insurance website and take note of the compalint indices.

Auto insurance is just the beginning, I am hoping that I can show you why so many people have chosen State Farm Insurance to manage all of the perils that cause us pain. Know that myself, as well as our entire team will be there when the unexpected happens.

I am constantly impressed with the professionalism and effectiveness of everyone in my network, so thank you for allowing me to be a part of yours.  I feel like we all have an extraordinary ability to help each other and extend our reach.  That is really what I would like you to help me with.  Please share this message and if you are not already insured by State Farm I hope you would allow me to quote your polices.  I feel that my quotes will be competitive with your current insurer and in many cases I may be able save you money.  Obviously I will guarantee the service myself and I hope you would consider our team to earn your business.

Will Science Make Selling Impossible in the Future?

This is another reminder of why you really need to think about how you're selling.  If you happen to be a devoted reader of my blog, far and few between I am sure, you would recall a post where I featured Simon Sienk from the TEDxPugetSound series.  People buy for their reasons, often on a gut feeling.  The emotion and the behavior of why we buy things comes from the limbic system.  The same lessons are applied and presented nicely here by  Geoffrey James.

Enter Mr. James:

Neuroscience is the study of the nervous system. It's a big deal in the academic world—and it could end up being a big deal in the business world, too. Here's why.

In recent years, neuroscientists have begun to examine how the brain behaves and changes when buying and selling is taking place.

For example, there's been research into brain activity suggesting that decision-making does not take place in the neocortex (where the brain processes language, abstraction, planning, and perception). Instead, it appears that people make decisions in the limbic system, the more-basic level of the brain that controls the hormones responsible for feeding, reproductive behavior, and parental behavior.  

Apparently, the limbic system is the source of the pleasure that people feel when they solve problems. And that's what happens when people buy things.

In other words, neuroscience is now proving what many sales professionals have long suspected: that decision-making, even among top executives, takes place mostly at a "gut" level.

Other neuroscientists are using brain scans to measure variations in electrical activity while people are buying and selling things.

It is now possible to scan the brains of people viewing sales presentations to see whether or not they’re being convinced. Don’t be surprised if some of this research proves that your much-loved “closing techniques” are actually annoying your customers.
 
Does that sound like science fiction? Well, it turns out that there are already companies using neuroscience to assess the emotional state of potential buyers.
 
For example, the start-up Affectiva is marketing a "wearable, wireless biosensor that measures emotional arousal via skin conductance [which] grows higher during states such as excitement, attention, or anxiety and lower during states such as boredom or relaxation."  
 
And Affectiva isn't some fly-by-night blue-sky company, either. I happen to have interviewed the CEO, David Berman, back when he was president of sales and service at Webex. He's a sales guy, through and through, and you can bet that he "gets" how this technology will change the world of sales and marketing.
 
But companies like Affectiva (which is based upon MIT research) are just the start of a huge wave of sales-oriented neuroscience.
 
For example, Meghana A. Bhatt, a fellow at Baylor College of Medicine's department of neuroscience, recently used brains scans to determine how people's minds work when they're trying to get somebody else to believe something that’s not true.

The study monitored the brains of 76 volunteers who took part in a "bargaining game" between a "buyer" and a "seller." Scans of the participants' brains during the game revealed that a "very significant difference in brain responses" between those who bluffed and those who didn't.

Now think about that for a second.

There now exists a device that can tell whether you are telling the truth when you're trying to sell something. Project that technology 30 years into the future.

It's not hard to imagine sales negotiations taking place in "BS-free" zones, where it's impossible to bluff without the other person knowing that you're bluffing.

What's hard to imagine is what "selling" would look like in that kind of business environment. Or, indeed, whether selling would be achievable at all. What do you think about that possibility?

10 More Reasons why you should come to the St. Louis Downtown Rotary Club

There really are too many to count, to piggy back the post last week, here are ten more reasons why I am leaving you with an open invitation to be my guest at the Downtown Rotary.

1. Entertainment - Every Rotary Club and district has parties and activities that provide diversion in one's business life.  Rotary has conferences, conventions, assemblies, and institutes that  provide entertainment in addition to Rotary information, education and service.
2. The Development of Social Skills - Every week and at various events Rotary develops one's personality, social and people skills.
3. Family Programs - Rotary provides one of the world's largest youth exchange programs, high school and college clubs for future Rotarians, and a host of activities designed to assist family members in growth and the development of ethical values.
4. Vocational Skills - Every Rotarian is expected to take a part in the growth and development of his or her own profession or vocation, to serve on committees and to teach youth about one's job or vocation.
5. The Development of Ethics - Rotarians practice the 4-Way Test, which governs one's ethical standards. Rotarians are expected to be ethical in business and personal relationships.
6. Cultural Awareness - Around the world, practically every religion, country, culture, race, creed, political persuasion, language, color and ethnic identity is found in Rotary.  It is a cross section of the world's most prominent citizens from every background.  Rotarians become aware of other cultures and learn to love and work with people everywhere.
7. Prestige - Rotary is the oldest and most prestigious service club in the world.  Its ranks are executives, managers, and professionals: people who make decisions and influence policy.
8. Nice People - Rotarians above all are nice people, the nicest people on the face of the earth. They are important people who adhere to the policy that - while it is nice to be important, it is more important to be nice.
9. The Absence of an "Official Creed" - Rotary has no secret handshake, no secret policy, no official creed, no secret meeting or rituals. It is an open society of men and women who simply believe in helping others.
10. The Opportunity to Serve - Rotary is a service club. Its business is mankind; its product is service.

Rotarians provide community service - to both the local and international communities. This is the best reason perhaps for becoming a Rotarian: The chance to do something for somebody else, and to sense the self-fulfillment, which comes in the process.

Feel free to visit rotarystl.org or for a direct link to our weekly newsletter visit the Pepperbox.

McDonald's Monopoly Game Pieces

If you know much about me, you would be aware that I'm not a big fast food lover.. but I do love Monopoly!  With that last piece I will admit that if I'm running behind, the McD's next to my office, with it's friendly and extremly fast service, I'm going to stop for breakfast occasionally.

So if you're like me and you've been getting a kick out of this campaign since the early 90's, you're going to want to know one very important question, Which McDonald's Monopoly Sweepstakes Codes Are Rare in 2011?

Here is the list of rare McDonald's Monopoly game pieces for 2011, along with the prizes you could win:

• Mediterranean Avenue (#321) and Baltic Avenue (#322) (10,000 Prizes): $50 cash. Mediterranean Avenue is the rare Monopoly game piece. The odds of finding the rare game piece are 1 in 61,811.
• Oriental Avenue (#323), Vermont Avenue (#324), Connecticut Avenue (#325) (3,000 Prizes): $100 cash. Vermont Avenue is the rare piece. The odds of finding rare Vermont Ave are 1 in 206,036.
• St. Charles Place (#326), States Avenue (#327), Virginia Avenue (#328) (250 Prizes): $200 SpaWish gift card. Virginia Avenue is rare. The odds of finding rare Virginia Ave are 1 in 2,472,425.
• St. James Place (#329), Tennessee Avenue (#330), New York Avenue (#331) (300 Prizes): A Beaches Resorts Luxury Included Family Vacation worth $7,500. Tennessee Avenue is rare. The odds of finding the rare game piece for this property are 1 in 2,060,354.
• Kentucky Avenue (#332), Indiana Avenue (#333), Illinois Avenue (#334) (8 Prizes): $50,000 cash. Kentucky Avenue is rare. The odds of finding rare Kentucky Ave are 1 in 77,263,275.
• Reading Railroad (#343), Pennsylvania Railroad (#344), B&O Railroad (#345), Short Line (#346) (8 Prizes): An EA Sports fan trip worth $7,000. Short Line is rare. The odds of finding the rare Short Line piece are 1 in 77,263,275.
• Atlantic Avenue (#335), Ventnor Avenue (#336), Marvin Gardens (#337) (6 Prizes): $100,000 cash. Ventnor Avenue is rare. Finding rare Ventnor Ave has odds of 1 in 103,017,700.
• Pacific Avenue (#338), N. Carolina Avenue (#339), Pennsylvania Avenue (#340) (2 Prizes): An SL MY 12 Nissan LEAF w/charger and home installation worth $40,000. Pennsylvania Avenue is the rare Monopoly piece. Odds of finding Pennsylvania Ave and winning the car are 1 in 309,053,100.
• Park Place (#341), Boardwalk (#342) (1 Prize): $1,000,000 payable as an annuity. Boardwalk is the rare game piece. Winning the million-dollar prize by finding the rare Boardwalk place are 1 in 618,106,200.

 

10 Reasons why you should come to the St. Louis Downtown Rotary Club

Rotary members join for many reasons. Being with an organization with other managers or professionals is one of the reasons. Others join for friendship, a chance to help their community or to learn more about leadership or management skills. There are many needs in the community - and in the world - that are not seen or met by governments or other organizations. Rotary uses the skills and resources of its members to identify community service needs, to design projects to meet those needs and to provide professional commitment to complete the projects.

I promised you 10 good reasons so here they are:

1. Friendship - In an increasingly complex world, Rotary provides one of the most basic human needs, the need for friends and fellowship.  It is one of the two reasons why Rotary began in 1905.
2. Business Development - This is the second original reason for Rotary's beginning. Everyone needs to network. Rotary consists of a cross section of the business community; its members come from all walks of life.  Rotarians help one another, and collectively help others.
3. Personal Growth and Development - Membership in Rotary continues one's growth and education in human relations and personal development.
4. Leadership Development - Rotary is an organization of leaders and successful people. Serving in Rotary positions is like an education in leadership: learning how to motivate, influence and lead leaders.
5. Citizenship in the Community - Membership in a Rotary Club makes one a better community citizen. The average Rotary Club consists of some of the most active citizens of the community.
6. Continuing Education - Each week at Rotary there is a program designed to keep one informed as to what is going on in the community, nation, and world. Different speakers, different topics.
7. Fun - Rotary is fun, a lot of fun. Each meeting is fun. The club projects are fun. Social activities are fun. And, the service is fun.
8. Public Speaking Skills - Rotary develops one’s confidence and skill in public communication.
9. Citizenship in the World - Every Rotarian wears a pin that says: "Rotary International." Every Rotarian is welcome- even encouraged to attend- at over 32,000 clubs in the 168 nations and geographical regions. Rotarians have friends in both one's own community and in the world community.
10. Assistance When Traveling - Many Rotarians take advantage of clubs worldwide. A Rotarian who has needed a doctor, lawyer, hotel, dentist, advice, etc., while traveling has connected through Rotary. 

 If you'd like to come, feel free to contact me and you're welcome to be my guest for a meeting.  Our weekly newsletter can be found here as well.

What An Orange Has To Do With Sales And Marketing

Up until recently I had never really peeled and eaten my own fruit.  I was the kid on the soccer field that was all about sucking the juice out of an orange peel but not actually eating it.  My recent nutritional experiment has lead me to happily enjoy diving into an array of fruit, specifically oranges!

While peeling my snack today, I had a thought.  Sometimes the most primitive method can actually be the most effective.  I recalled seeing friends in the past plop on the couch and tear through an orange with their bare hands, a unique experience for me.  Not being one to recreate the wheel, naturally when I began my nutritional quest, I mimicked what I had already seen.  Today, I tried to get a little fancy with my orange, and since I was working from home, I decided to use a knife.  Not only was it not as effective, it took me twice as long since I apparently didn't cut deep enough.

So what’s the Sales and Marketing lesson?  The KISS principle really.  Think about the activities you engage in that aren't affective for your industry.  It could be attending BNI events or Chamber meetings hoping to make new connections.  If you're a recruiter, it could be spending half the day on LinkedIn trying to find new candidates.  Whatever your industry, reflect on where you're spending your time, and think ROI.  Spend the most time on the areas that are the most productive and actually yield results.

Sometimes you may get a little sticky in the process, but you'll be through it before you know it, enjoying the fruits of your labor.  ;-)