Today, I spoke to Ivanka Trump, who is an American businesswoman, socialite, heiress, and fashion model. The daughter of Ivana and Donald Trump, she is Executive Vice President of Development & Acquisitions at the The Trump Organization. She is also The New York Times and Wall Street Journal bestselling author of The Trump Card. This is the unedited version of my talk with Ivanka. In the interview, she talks about how to succeed in business, how to identify your passion, what her experiences have been like on social networks, how to stand out at work, how to establish a reputation, advice she’s learned from her father (Donald Trump), and much more.

What does it mean to play your trump card? Have we all really been dealt a winning hand?

Some people have been put in situations, myself included, where we have a world of opportunities that are available to us. But it’s up to each of us to capitalize off of it. I know many children of privileged parents who do not. They assume that their parents’ relationships are there, their parents’ business contacts are there, and that’s really not the reality. So you know the door may be open for some of us but you know we have to take the initiative ultimately to walk through it. I think as you look at people across the spectrum of experience, and just you know position in terms of the situation that they have been born into I think that you know in life everyone is confronted with a host of opportunities. It’s just whether or not they recognize those opportunities and whether or not they pursue them. I don’t think it’s a healthy attitude to be defeatist. I think successful people are people who recognize that the world is open to them and really push to their passions, so I do believe that we all have a trump card, it’s just identifying what it is and when the opportunity is right.

How do you identify or how does somebody identify their passions which carries from question one?

Through trial and error. The best examples often of jobs and internships that really play an important role in our lives are those that show us our career paths that we’re not interested in. I worked with an investment bank for three summers and after three summers, I pretty quickly recognized that that wasn’t you know an area that I was too interested in pursuing as a career but I did learn a tremendous amount in the process. It’s just not being afraid to push to that which you’re interested in. I think being in my 20’s and even to my colleagues in their 30’s know this is a unique time in our lives where we’re less likely to be restrained by the requirements and commitments that having a family and having to support that family. Every day I see successful people who are perhaps less educated in a formal sense than somebody in the same industry who are perhaps less just innately intelligent than somebody else who are far more successful because if you’re passionate, ultimately you have the drive to prevail.  I can’t think of any examples of very successful people who aren’t among the most driven people I know and I think that’s what it’s ultimately all about.

What have your experiences been like using social media tools like Twitter and Facebook? What have you been tweeting about, what reactions have people had, and how has it helped you grow your business?

I’ve been spending a lot of time thinking about social media and just new ways to reach out to people. It’s obviously very very effective in that we can reach out to a large amount of people for not a lot of money. In terms of Twitter, I tweet multiple times a day, and sometimes it’s more personal. I don’t think people like to read things that only have the appearance of being totally promotional, but other times it is more promotional. Not in the sense of being too overt but in the sense of you know sending a message about something that I care about that relates to a project that some organization is working on. So whether it’s showing the soon to be completed Trump Hotel in Toronto and asking for people’s feedback or talking about the opening of another Trump property. All of these things are interesting to people. And they are a part of what we do and I get tremendous feedback, which is very helpful so it really is a neat and amazing form of direct marketing. You really get a sense and an ability to interact with who your potential customer is, and also get to know those people who may not be your customers yet, but are aspirational and are hoping to be. So I did a lot of promotion around the book using Twitter, I do a lot for the Trump Hotel Collection and for other residential projects online and I’m spending a lot more time focusing on e-commerce for my jewelry business.

How does someone get noticed at work? What can job seekers do now to stand out?

I always notice the people who work the hardest in terms of their time commitment. These are the people who are in the office first and the people who are most likely to leave the office. I come in most Sundays and there are a few people that will be here and you remember that as an employer. Additionally, I always notice people who do the jobs that aren’t particularly glamorous or interesting and require tremendous work and time commitment, I’m thankful that they actively volunteered to take on those tasks. And that’s something that I think really speaks to team spirit and obviously not everything that one does within a course of a work day is always totally stimulating but often it just needs to get done, so you know I notice the people who volunteer for those types of positions.

It is ultimately about speaking up and making sure that your bosses recognize the value that you contribute to an organization, and I think all too often you assume that your superior knows what you’re doing and very often they don’t. It’s very important to connect the dots for your employer and make sure they recognize the real value you’re providing them.

You talk about creating an identity and a reputation for yourself in your book? Can you explain how someone might do this?

First of all, reputation is something that can only be achieved over a course of time. I view it as something that’s very organic. I’m in the process of developing a reputation; I’m too young to have one and I’m quite frankly too inexperienced, so I think as time passes you develop a reputation. As you’re young, you really have to lay the groundwork for who you want to be and how you want to be perceived and that’s largely within your control. Being known for your integrity, being known as somebody who will honor their commitments and honor their word, being known as someone who is motivated, passionate and driven, who is thoughtful all of these things you know I hope that I’m developing that reputation for myself within the industry. Reputation is one of these things that it takes decades to build and takes one stupid act to destroy in the eyes of another. More people should be cognizant of how they are perceived by both their colleagues and their partners.

What are your top three business lessons that you’ve learned from your father over the years?

1. Be passionate about what it is that you’re doing. Because if you’re not, you just won’t have the same level of success as someone who is regardless of your abilities or your instinct.  You really need that passion.
2. Focus on the details, whether it’s building a brand or whether it’s building a tower, one needs to focus on the details that go into a larger whole and I think all too often people either get lost in the details or they don’t spend enough time considering them. But when you’re dealing with luxury products, that’s the real differentiator, the quality of product often rolls down to the small considerations. And a great developer is somebody who recognizes and pays attention to those things over and above somebody else.
3. Surround yourself with motivated, driven and intelligent people. I like nothing more than to hire somebody who I perceive as more intelligent than I am. That is a great asset and those are the people we look for so I’m the first to recognize that building a strong company can’t be done alone and it has to be done with the participation of energetic people and I believe we have a lot of those here at the Trump organization.

How were you able to manage an executive role so soon in your career? What obstacles did you face and how did you confront them?

I worked for Forest City Ratner, who was another developer and I worked for him in his Brooklyn office for a year and a half prior to joining my family company. So that was actually just a tremendous learning experience for me but I think one of the things that I recognized is that within the context of another organization, I wouldn’t have the level of responsibility I do here and that in and of itself is a great responsibility. I have to bridge the gap of experience and obviously being you know 28 I may not have the experience on all fronts but it’s up to me to make informed decisions and I have to bridge that gap by talking to people who are intelligent, talking to people who can lend advice on certain subjects if I feel uncomfortable with something and just generally not being you know afraid to ask questions and trying to make decisions that are as informed as possible. It gives me just a great stepping stone to the future because few people are my age and have this level of responsibility and I’m hopeful that over the next few decades that will continue to accumulate and I will be in my 40’s or 50’s with a knowledge base that is pretty unique, just in terms of the amount I’ve been exposed to.

What have you learned from your role as a judge on The Apprentice? What common mistakes do you see contestants making on the show?

One of the things that continues to amaze me is how people don’t learn from their mistakes. You’ll see time and time again the same people being criticized for the same personality shortcomings or the same professional shortcomings and being unable to grasp the criticisms. They spend a tremendous amount of time defending their actions and not a lot of time reflecting on why those critiques were levied upon them, so that’s something that I just find amazing. Sometimes the conversation with the person is the same and they don’t recognize that they’re constantly getting criticized for the same behavioral patterns.

You mention negotiating skills are important in your book. How can someone learn to be a better negotiator? What are the benefits?

The reality is part of negotiation is instinct. If you don’t have good instincts and if you don’t have a good ability to read people and understand and cut through to what people’s motivations are, you can get better at negotiation through practice but you’ll never be a great negotiator. I believe that people are born with the ability to be a great negotiator or not and then the rest just comes through experience. But there are obviously things you can do and sometimes if we are moving ourselves from those negotiations, you have to adjust yourself to the person you’re dealing with and sometimes too often I see somebody feeling that they have to be responsible for every negotiation even if the person they are negotiating with is not responding favorably to their personality. So sometimes it’s stepping back and recognizing that you are not the right person to negotiate with the person across from you. I think it ultimately boils down to sizing up the other person, getting to the heart of what the other person is looking to accomplish out of that negotiation.

Does your father’s actions, whether positive or negative, impact the way you’re perceived in the public?

We’re all identified as a family and naturally we have to develop our own identities and I don’t think as time goes by we’re co-mingled as regularly but with that said, the actions of me reflect upon my father, the actions of him reflect upon the Trump brand and that’s something that we’re very cognizant of and that’s why we choose to behave ourselves in a certain way and act in a certain way. I want to represent the Trump brand in a way that is positive and in a way that upholds what our values are as a company.

——-
Ivanka Trump is an American businesswoman, socialite, heiress, and fashion model. The daughter of Ivana and Donald Trump, she is Executive Vice President of Development & Acquisitions at the The Trump Organization. Before joining the family business she worked for Forest City Enterprises, and joined forces with Dynamic Diamond Corp., a diamond trading company sightholder, to design and introduce a line of jewelry at the brand’s first flagship retail store called ‘Ivanka Trump‘ on Madison Avenue. She is also The New York Times and Wall Street Journal bestselling author of The Trump Card. She has been featured on the covers of Forbes, Golf Magazine, Avenue Magazine, Elle Mexico and in the October 2007 issue of Harper’s Bazaar. She has also placed Number 99 in the Top 99 Women of 2007 and then at 84 in the 2008 edition on AskMen.com. Ivanka co-stars in the hit reality TV show, The Apprentice.

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It’s coming on the end of Q1 2010. Have you made the most of the first quarter of the year? What was your intention? Need to be reminded of starting with your end in mind? If you need a bit of a pep talk, I’ll see you at http://bit.ly/9hIBVx.

Your intentions

Lance Armstrong plans his race strategy before he puts his feet on the pedals. Michael Phelps knows how fast he needs to swim in order to touch the wall first. And, all that planning starts BEFORE the race gun goes off.

Being outcome-minded

When you are outcome-minded, it doesn’t matter where you start. It doesn’t matter who is doing what – like throwing an elbow or an obstacle in your path. What matters is getting to the finish line in time to enjoy the success you’ve earned.

Where you wind up isn’t dependent on where you start. Horseracing’s greatest moments are when the horse lagging in the back digs down and has a kick that propels him to the finish line faster than any competitor. True, it’s the horse and the jockey working together as a team, so maybe wherever you are in this year so far isn’t all about you. It may be all about the team you rely on, yourself included.

This has been an extraordinarily shocking year for me so far.

I thought most of the changes I was setting into motion would take a long time to manifest results. I was wrong.

I thought it would take more time to assemble a stronger, better team. Surprise! The right people joyfully found me. The wrong people left quietly.  The changes in the team completely changed the game. Now, I am more joyful, which is a nice complement to the other attributes of my personal brand: communication being the most central element. Now it’s joyful communication.

I also underestimated the power of dissatisfaction. I forgot how wearing it is to suffer the imbalance of some people working and other people shirking.

Few at higher

The CEO of the Container Store, one of the most fabulous places on earth, says he hires fewer people at higher salaries than lots of people at average salaries. Why? Because he found that one hardworking person does the work of three average people. So even when he pays double the “going wages,” he nets triple the productivity. He also finally allowed himself to work only with people he really likes, and encourages all his managers to hire with that chemistry in mind.

So now that we are closing in on the last couple of weeks of Q1 2010, don’t worry about where you are now. Get busy with where you want to go. Don’t be concerned if you’re lagging toward the back of the pack.

There’s plenty of space for the race to continue, and for you – with your eyes firmly fixed on the finish line – to win no matter where you started.

Personal brands, give yourself a fresh start for Q2.

Author:

Nance Rosen is the author of Speak Up! & Succeed. She speaks to business audiences around the world and is a resource for press, including print, broadcast and online journalists and bloggers covering social media and careers. Read more at NanceRosenBlog. Twitter name: nancerosen.

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Today, I spoke to Nikki Stone, who became America’s first-ever Olympic champion in the sport of aerial skiing at the Olympic Winter Games in Nagano, Japan. She just released her latest book called When Turtles Fly. In this interview, Nikki talks about her background, how to gain confidence, her inspirations, how to take calculated risks, and more.

Can you tell us more about your professional background?

At the Olympic Winter Games in Nagano, Japan, I became America’s first-ever Olympic Champion in the sport of inverted aerial skiing. What made this performance so challenging, was the fact that less than two years earlier, a chronic injury prevented me from standing, much less walking or skiing down a slope at almost 40 miles per hour. This taught me my first big lesson on overcoming adversities.

There were so many skills I learned through my aerial and academic career, and I knew I wanted to help others find whatever their “gold medal” may be. I still remain involved with the Olympic movement having the honor of mentoring all of the current Olympians through several Games Prep Olympic programs, but the majority of my time is spent traveling around North America speaking to corporate businessmen and women—from Fortune 500 CEOs to individuals just starting out—sharing valuable secrets to success.

What are three things a reader could do today to bring out their inner Olympian?

1. Take the stress and pressure straight-on by building your confidence. Start journaling to recognize what you do well and what you can improve. Each day, write down one thing you did well that day and one thing you could improve on. It’s often easy to see the achievements and improvements others make, but we have to take the time to recognize that regardless of what we are going through, we can change, too. Build your confidence by getting to know and appreciate yourself.
2. Focus on the process, not results. We need to learn to live in the moment and concentrate on what we have control over. And that’s the process, not the end results. For example, we can’t control someone else’s impression of our work; we can only control what we produce.
3. Be ready to bounce back when you fall down. Whenever I felt “defeated”, I’d remember a quote from General George S. Patton: “Success is how high you bounce when you hit rock bottom.” Bounce a Superball (or some other bouncy object) to remind yourself to have a hard outer shell when challenges present themselves.

What inspired you to write your newest book, When Turtles Fly?

Growing up, my mother taught me that I could achieve anything I wanted as long as I followed the Turtle Effect philosophy. She told me that in order to reach my dreams I had to remember to have a soft inside, a hard shell, and be sure to stick my neck out. I always held that belief system close and adapted it to every situation I encountered. The philosophy has been such an effective motivator for me that I wanted to help people develop this same confidence and share the tools that are common to those at the top of their given field. The philosophy holds true for any career or endeavor and I wanted to demonstrate these parallels through the stories of contributors who are at the top of their fields—including Olympic and X-Games gold medalist Shaun White, icon fashion designer Tommy Hilfiger, bestselling author and leadership expert Dr. Stephen Covey, skiing champion Lindsey Vonn, Prince Albert of Monaco, celebrity chef Todd English, NFL quarterback legend Steve Young, Fortune 500 CEOs, Nobel prize-winners, and many more.

We all receive the emails that start, “I am not typically someone who forwards these stories/quotes/anecdotes along, but this one was so powerful/moving that I had to make an exception.” I wanted to write a book full of the type of stories that move you to action and you can’t help but forward them along.

We all have the choice to be the victim or the victor. When Turtles Fly will help people on that path to surpass their career plateaus, find the exciting new jobs they’ve been looking for or raise they have been hoping for, stick to their diets, take more risks, build their confidence, develop powerful relationships, take on new leadership roles and work to find their full potential. The stories in When Turtles Fly will help put everything in perspective for readers and help them see that there is always more to be gained.

Your new book When Turtles Fly highlights how taking calculated risks can help you achieve success. Give us a glimpse inside.

I am terrified of heights, something few people would imagine of an aerial skier who launches herself high in the air at every competition. I would literally go in the woods and lose my lunch every time I had to do triple back flips. So why would I put myself through such agony? For an Olympic gold medal. I would never fling myself into space just for the fun of it; I needed an incentive. I knew that I’d have to risk doing one of the most difficult maneuvers in order to impress the Olympic judges and win gold. When I weighed the positives and negatives, I realized that the nausea, shaky legs and risk of injury were worth it.

Looking back, I believe I still would have made the same decision if my outcome had been a fourth place or even last place finish. I would have been more disappointed in myself for not trying.

How do you encourage others to take life-enhancing risks?

Fear of failing actually holds people back more than most other fears. Ask yourself, “If I knew I couldn’t fail, what would I try?” After you answer this question, ask yourself why it would be so awful to fail at the task or activity. We learn much more from our failures than we learn from our accomplishments.

Besides, if you don’t try, you have already failed. Why not give yourself the chance to succeed? Pick something that scares you a bit, and decide you are going to take the risk to follow through with it today. The world’s most successful individuals didn’t allow these setbacks to impede their efforts. You can’t sit around and wait for your success. Nothing worthwhile comes without effort. You have to take action in order to make things happen

Where should readers look for you next?

Both of my parents are cancer survivors. I know that they are here today because of the advances in modern medicine. I want to help more families keep their loved ones around, and this is why I’ve decided to donate 25% of my proceeds of When Turtles Fly to the American Cancer Society. Over the next 2 years I will be attending various ACS events to help raise more funds and awareness for the cause.

I will also be continuing to deliver motivational speeches for corporate groups and educational organizations. It is an incredibly rewarding job when people share that they have made (or will make) positive changes in their lives because of something I’ve said. I will also continue to train Olympic athletes and business professionals in speaking/media skills and continue to write articles and columns for a number of magazines, newspapers, and websites—and soon start on my next book.

And lastly, but most importantly, I will spend every spare moment with my toddler Zali.

——-
Nikki Stone became America’s first-ever Olympic champion in the sport of aerial skiing at the Olympic Winter Games in Nagano, Japan. What made this performance so unbelievable was the fact that, less than two years earlier, a chronic spinal injury prevented her from standing, much less walking or skiing off a twelve-foot-tall snow jump that launches aerialists fifty feet into the air. She overcame the injury and went on to earn 35 World Cup medals, 11 World Cup titles, 4 national titles, 3 World Cup titles, a World Championship title, and membership in the Ski Hall of Fame. Nikki is also a magna cum laude graduate of Union College and a summa cum laude masters graduate of the University of Utah. Her aerial retirement is less than restful as she trains Olympic athletes and business professionals in speaking/media skills, coaches personal and professional development courses, hosts group skiing adventures, sits on five different charitable committees, and writes articles and columns for many magazines, newspapers, and websites. Nikki’s career focus is now on traveling around the world working as a sought-after motivational speaker, sharing her secrets to success by inspiring her business audiences to “Stick their necks out.” He book is called When Turtles Fly.

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If your personal brand is the tip of a glacier above water, then a strong network is the large bottom part of the glacier underneath the water. What I mean is that one of the main purposes of building a well-known personal brand is to be able to connect with people around you who have common goals and ambitions. Your network is your only insurance policy, and by forging a vast and relevant network, you’ll be able to become more successful in your career. The third step in the personal branding process, as outlined in my book Me 2.0, explains that once you have built a brand (based on your passion), you can start communicating through various communities, both online and offline, to grow your platform and expand your relationships. I’m starting incorporate more networking slides into my presentations (I speak to companies, associations, and universities) because you need to start thinking about your support system constantly (which is the bottom of the success triangle).

I’ve narrowed down the art of relationship building and networking into four rules that I would like to share with you today. I promise you that if you follow these rules, or at least some of them, you will be much more successful in establishing relationships with people that can support your career moving forward.

1. Mutualism

I don’t know about you, but my favorite science class in college was biology. I wasn’t a big fan of chemistry and I wouldn’t even dare to register for physics. In trying to relate relationships between personal brands, the word “mutualism” came to mind as an important theme.

Definition (from Wikipedia): a biological interaction between two organisms, where each individual derives a fitness benefit.

Mutualism is like a win-win situation, where you help someone else, and are supported in the same regard.  When it comes to networking, mutualism is about reciprocity. If you help me, I’ll help you and visa versa. Think about the relationship between a sea anemone and a clownfish. The sea anemone provides the clown fish with protection from predators through it’s tentacles, and the fish defends the sea anemone against butterfly fish, which eat anemone’s. Think about your relationships in the same way. Ask yourself “what am I doing for my network”? And then ask yourself “have I ever asked for anything in return”? Please don’t think this is a transaction. It’s more of a test to see if you’re establishing mutualistic relationships where everyone wins. Also, everyone has to win or someone will walk away with a bad taste in their mouth.

2. Targeting

You’ve probably heard people explain how you should be friends with everyone. I don’t think this is humanly possible and feel that it is poor advice. I would rephrase it to state that you shouldn’t make enemies (at least on purpose) because of how fast negative word-of-mouth can spread in this viral environment we live in. Instead of focusing on the masses, become more targeted with your relationships. Not everyone is going to like you, and if you think they do, then you haven’t made your mark on society or stood for something controversial yet.

Definition: connecting with the right people that you’re geniunely interested in.

The idea for targeting dates back to my post on “people searching instead of job searching.” In that post I explained how you want to be very focused in your job search, and instead of using job boards, go directly to people who can help you get your foot in the door. With targeting for relationships, it works in the same way. You need to pinpoint the people that you’re genuinely interested in, and attach yourself to them. Trust me, it will be easy if you truly care about the individual and you’re not trying to use them for some alternative motive.

3. Giving

People like Bob Burg, Gretchen Rubin, Seth Godin, Scott Bradley, Lewis Howes, and others have mastered the subtle art of giving before receiving. I remember the day when I was on the phone with a high profile journalist and author and I told her “how can I help you,” before even asking for anything. She was mesmerized and couldn’t believe that I wasn’t begging for an interview or for her to make a connection for me. People are so used to being used and abused that when you turn the tides on the relationship, they are more willing to help you even above what you could imagine.

Definition: showing support for someone else, without asking for anything in return.

The more you give, the more you can create a sense of positive karma around your brand. People will want to support you, lend you opportunities and open up doors. By giving, before receiving, you become a better person and a brand that people want to surround themselves with.

4. Reconnecting

A lot of people have difficulty with growing and maintaining their relationships, especially online.  If you aren’t constantly reconnecting with people, you will fall out of mind and space. By keeping in touch, whether it’s a phone call, text message, Skype chat, instant messaging, social networking or other, you can further develop a relationship and make it bloom (create a new opportunity).

Definition: maintaining a connection with others and never losing touch.

Have you ever lost touch with someone? If you take a week to answer someone’s voicemail, delay your interview follow-up for a few days, or touch base with a long lost friend after a decade, what do you think their response will be. I bet they will either disregard your communication attempt or be caught off-guard and respond hesitantly. The point is that you need to target the right group of people to surround yourself with, and cater to them constantly, without long intervals of no communication.

Your  turn

Are you following any of these four rules of relationships? What are you having the most difficulty with?

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No single job hunting skill outranks knowing how to interview successfully. When pilots fly, they step through a rigorous preparation checklist before each take off. Apply the same procedure in landing a job. The choice between a job interview being a picture-perfect three-point touch-down and a gruesome crash-and-burn is totally up to you.

Use Your Head to Get Your Foot in the Door does interviewing head to toe, but this seven-point checklist will go a long way toward scoring your precious at-bat into a base hit.

• Do your homework. An interview is an exam. Thoroughly research the firm on the Internet. Use all of your personal contacts to learn about your potential boss and this person’s likes and dislikes.
• Think timing. Often timing is something beyond your control, but, if you have the chance, influencing two factors can prove powerful advantages. If a company will see a roster of candidates for a particular job, it’s often better to be considered in the middle or toward the tail end of the process. Sure that’s a risk, but companies also usually have a better idea of what they want once they’ve seen several candidates. If you’re on the docket later, they’re also more likely to have a fresher impression at decision time. Another consideration: If you’re definitely a morning or evening person, you may not want to broadcast that fact. That said, you still may want to schedule your meeting for the time of day you really shine.
• Check out a company’s reception area and an interviewer’s office. If company softball trophies dominate the lobby . . . or if the exec’s bookshelves are lined with dog-eared copies of the complete works of Peter Drucker, that should tell you something.
• When you go to an interview lunch, forget the grub. You’re there to land a meal ticket, not to wolf down a free lunch. Eat a power bar before you go.
• Don’t pressure the prospect company for an immediate decision. Showing a sense of urgency never hurts, but an increasing number of job offers hinge on at least two sets of interviews and often more. Think of yourself as a guest in someone’s home. You want your host to eagerly invite you back to continue your conversations.
• Anticipate a dialogue. Always come to the interview armed with intelligent questions about the job and the company. Ask the interviewer about their most important experiences at this firm. Not only is this politically smart, you can also learn key cues about the person’s values and motivations. Somewhere in the conversation, there’s bound to be small talk. It’s up to you to make that small talk big by being up to speed on the latest business news, industry trends, and – increasingly – personal technology you need to do your job.
• After the interview, do two things immediately: (1) key in or record your debriefing of what you learned in the interview, and how you believe it went well . . . and badly. (2) Then handwrite (and personally deliver to the receptionist) a thank you note for the person who interviewed you and why you are even surer now you are the best person for this job.

What if you sense the pressure and scrutiny grow in an interview? Take it as a compliment. Always remember, the closer you get, the harder they’ll look.

Author:

Harvey Mackay is the author of the New York Times #1 bestsellers Swim With The Sharks Without Being Eaten Alive and Beware the Naked Man Who Offers You His Shirt. Both books are among the top 15 inspirational business books of all time, according to the New York Times. In total, Harvey’s books have sold 10 million copies worldwide, been translated into 37 languages and sold in 80 countries. Harvey is a nationally syndicated columnist for United Feature Syndicate, whose weekly articles appear in 52 newspapers around the country. Toastmasters International named him one of the top five speakers in the world. His latest book is called Use Your Head to Get Your Foot in The Door.

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Today, I spoke to Heather Cabot, who is the Founder & Publisher of The Well Mom, and the Web Life Editor for Yahoo!. In this interview, Heather explains how she came up with her brand, how she transitioned from a job at ABC News to being a mom, the communication skills that she gained at ABC to establish her new career, and more.

How did you come up with the idea for The Well Mom? Do you consider it your personal brand?

I came up with the name and the concept for The Well Mom after an inspiring lunch with a longtime friend and successful entrepreneur (Grace Niwa of Niwa PR and New Asian Cuisine) about 3 years ago. I was telling her that it had been a year since leaving my network job and despite some freelancing, I was still trying to figure out what I wanted to do next professionally. I had been interested in wellness and motherhood and was even thinking about getting certified as a fitness trainer to build a business around moms when Grace asked me why I wouldn’t want to write about it instead? She encouraged me to investigate the mom space and consider doing a newsletter and maybe a book. On the way home, I started thinking about the monthly “well baby” visits to the pediatrician and the fact that despite all the changes I had been through, once I was discharged by my own doctor 6 weeks after giving birth, that was pretty much it until my next check up. (This is the norm for most new mothers and one of the reasons it is so important for family members to be familiar with the signs of PPD.)

Thankfully, I did not suffer from postpartum depression. But I definitely struggled with my identity shift to motherhood and the transformation of my life (body, schedule, career, friendships, etc) and I had been craving some “well mom” support and follow up – especially during that first year of motherhood. That’s how it happened. I do consider it my personal brand and personal mission. I also represent Yahoo as a digital trends and lifestyle expert and there is great synergy in that I often get to research and discuss topics which focus on ways to use technology to streamline, simplify and enhance our lives.

Was it hard to go from your ABC News anchor job to being a mom? What do you miss?

I had a very unusual transition because my husband took a new job in Los Angeles right after the twins were born. We moved from NYC when they were 11 weeks old. So I had new parenthood, a new city and a new identity to contend with all at the same time. It was very hard. I think I really missed covering the news most during the presidential campaign. It was the first time in more than 15 years that I was watching a major election season unfold from the sidelines. On the other hand, it was wonderful to know that I would be home to vote (and bring my kids to the polls!) and that I could actually watch all the coverage I wanted and read everything as a citizen. Along the way, I was lucky to meet some fellow ex-TV newswomen turned full-time moms who totally related to what I was going through. That was helpful. My husband was and continues to be a constant support.

After having twins, how did you change your career to adopt to your new situation?

I looked for opportunities that would enable me to use my reporting and writing skills without having to be on call 24/7. Once I let go of the idea that I had to return to a network correspondent slot or local news anchor job, etc., the world opened up for me. I started building my site, learning about web navigation, SEO, intellectual property and privacy law and suddenly, I was invited to represent Yahoo. Shortly after, I was approached to write a weekly blog for The Huffington Post. The new career just kind of came together and it continues to evolve. And by the way, I have met the most inspiring and amazing people since launching The Well Mom. The people I have met have been the BEST part!!!

What does it mean to be a “well mom”?

“A “well mom” is someone who knows that to be the best caregiver you can be, you’ve got to care for yourself.”

Whether it’s scheduling in exercise every day or packing yourself a sandwich because you know you won’t have time to eat or making time to see a friend for a walk or coffee, or saying to your partner, “Can you please watch the kids for a half hour while I run out to do X for myself,” a “well mom” makes herself a priority. I will admit, I am just as guilty as the next mom of not doing this enough. I really launched The Well Mom as a pep talk for myself just as much as everyone else. It is HARD to remember yourself when you are juggling everyone else’s needs. Some weeks I do better than others. As I write this, I am recovering from a bout of strep throat.

What communications skills did you master as an anchor that have helped you in your new career?

I think the best advice I ever got about on-air presentation was from a voice coach I worked with while I was at ABC. Her name is Priscilla Shanks. She reminded me that at the end of the day, even if you have the “best” voice, the “right” look, the “most impressive” resume, none of it matters unless you’ve got confidence in yourself. You’ve got to own it and project that to the audience. Looking back, it sounds like advice for the American Idol contestants. But it really is true. Self belief is the key to success — especially in front of the camera. I think raising my children has helped me gain immense confidence in myself and also has helped me let go a little more and have fun. She was right on.

As a communicator, I think it is essential that one is steeped in the subject matter one is talking about. Know your stuff. I don’t memorize talking points or a script when I’m being interviewed. But I do a tremendous amount of research and preparation and get very involved with the editorial process. I approach my work as a spokesperson the same way I did when I was reporting. And if I don’t know the answer to a question, I don’t fake it. I’m honest and say, that was a great question, I’ll have to get back to you — but what else would you like to know?

——
Heather Cabot is the Founder & Publisher of thewellmom.com, a weekly e-zine that empowers and inspires moms to better care for themselves in mind, body and spirit. She also serves as Web Life Editor for Yahoo!. Cabot has spent more than 15 years as TV reporter and anchor. Prior to founding The Well Mom, Inc., she co-anchored World News Now and World News This Morning, the overnight and early morning network news broadcasts for ABC News. During her tenure at ABC News, Cabot also reported for Good Morning America, World News Tonight, ABC News Radio, abcnews.com and served as a national correspondent for 200+ local ABC affiliate stations around the country and international partners including the BBC and NHK. While at ABC, she covered major national news events including, the hunt and capture of the DC. She’s also a contributor to The Huffington Post.

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I shot a video recently where my first boss said I was “a bit of a mess” out of college. Some people have asked if I was offended by that statement and the answer is absolutely not. For starters, it’s the truth, but – more importantly – if I hadn’t been such a disaster when I entered the workforce, I probably wouldn’t have discovered the path I’m on now.

If you’re curious, here are just a few of my rookie mistakes:

• I wore blazers over tube tops in the office… and thought I was being chic.
• I showed up late.
• When I did arrive, sometimes I had wet hair and/or no make-up.
• I turned in work plans in French Script font.
• I hung out with an office smoker and accompanied her on “breaks” that lasted 15-20 minutes at a time.

Sad, I know, but here’s the catch. I was lucky enough to have a great mentor who saw potential in me and took the time to help me become a better, more polished professional. One of the biggest lessons I learned from him at the time was the art of “Gene Kelly Dance Steps.”

You may not know who Gene Kelly is but, suffice it to say that in the Golden Age of Hollywood, Kelly was considered the best dancer in the business. However, he wasn’t actually the best dancer. Others in the industry were more naturally gifted, but Kelly stood out because he was a tireless student of “the incremental edge.”

The incremental edge is a series of seemingly “little” things that build up over time to make someone outstanding at what they do. For Gene Kelly, it was the perfect crease of his pants, a signature tip of the hat, a “look” to the camera, etc. that added up to make his dancing appear effortless.

As a young professional, my career really turned a corner once I picked up the art of Gene Kelly Dance Steps. I obviously wasn’t tipping any hats in the office, but I did begin to:

• Send handwritten thank you notes
• Keep a pristine work space
• Dress like someone with a future at my company
• Turn in assignments early
• Adopt a new, professional-looking font choice
• Extend small courtesies to coworkers, e.g. offer a favorite caramel latte, refill the copy paper, knock before barging in, stand when being introduced, etc.

None of these actions – if taken alone – would have done much to improve my negative personal brand at the time but, collectively, they were very powerful in overcoming the initial perception that I wasn’t taking my career very seriously. And that’s the point of the incremental edge. It’s not about grand, sweeping gestures. It’s little things that, when taken together, equal big success.

Author:

Emily Bennington is the author of Effective Immediately: How to Fit In, Stand Out, and Move Up at Your First Real Job. She hosts a popular blog for career newbies at www.professionalstudio365.com and can be found on Twitter @EmilyBennington or via email at ebennington[at]msn[dot]com.

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Like the title and subtitle of your book, each chapter title can help you sell more books while building and promoting your personal brand.

Each chapter title provides you with a valuable opportunity to convince prospects that your book offers excellent value, while reinforcing your subject area expert position as a valuable resource to help prospects solve problems or achieve desired goals.

Experienced authors pay as much attention to choosing the right chapter titles as they do to choosing book titles and subtitles.

Chapter titles can play a make-of-break role in a prospect’s decision to either start a relationship with you by purchasing your book or putting your book down, or clicking away, to see what else is available.

Learning from the successes of others

One of the best ways to learn how to write a successful book and build a strong personal brand is to learn from the successes of others. In this case, I recommend taking a look at the current edition of Kenneth Roman and Joel Raphaelson’s Writing that Works: How to Communicate Effectively in Business.

This is the 3rd edition of a classic that has sold over 110,000 copies during the past 20 years. After all these years, Writing that Works is still within the top 20 book in its field and has never been out of print since it first appeared.

What makes Writing that Works so successful?

Like many books, it has wonderful content, concisely communicated in a friendly and engaging manner. But, often, that’s not enough! Many good books don’t sell a small fraction of the number of copies of Writing that Works that are sold each year.

One of the most obvious differences that sets Writing That Works apart is the caliber of the chapter titles.

Each chapter title is an benefit-oriented advertisement that provides another reason to buy the book!

Examining Writing that Works’ chapter titles

Let’s take a look at some of Writing that Works’ chapter titles:

• Memos and Letters that Get Things Done
• Plans and Reports that Make Things Happen
• Fund-raising and Sales Letters that Produce Results
• Recommendations and Proposals that Sell Ideas
• Writing a Resume–and Getting an Interview
• Writing for an Audience: Presentations and Speeches
• Making it Easy to Read

Notice, in each case, that a description of each chapter’s topic is paired with the benefit that readers will gain from the chapter.

One of the first things that prospective book buyers do in person, or when viewing a book online, is to click the Look Inside or Search Inside links which permits them to view the book’s table of contents and back cover.

Hint: When exploring books displayed at Amazon.com or Barnes & Noble.com, get in the habit of clicking the Look Inside or Search Inside links attached to the image of many book covers. You’ll be able to view the front and back covers at higher magnification, as well as read the table of contents and sample content.

Conclusion

Don’t take chapter titles for granted! Don’t just tell what’s in each chapter, use the chapter title to tell why the chapter is important and how the chapter will benefit the readers. Think of each chapter title as an additional advertisement, or sales pitch, for your book. If you do this, your book’s table of contents will become a strong sales tool by itself, attracting search engines and readers interested in using your book to solve a problem or achieve a goal.

Author:

Best-selling author and book coach Roger C. Parker, helps business professionals plan, write, promote, & profit from a brand-building book at his daily writing tips blog. His next book is #BOOK TITLE Tweet: 140 Bite-Sized Ideas for Compelling Article, Book, & Event Titles .

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Today, I spoke to Larry Myler, who is an author, business strategist, and consultant for clients ranging from start-ups to Fortune 500 companies. For much of his career he has energized companies with new, concrete methods for reducing expenses and increasing revenues.  His latest book is called Indispensable By Monday. In this interview, Larry talks about his start-up experience, how his personal brand has opened doors, his view on social media, and more.

You’ve been involved with six start-ups — do you find any similarities between one start-up and another? Is every new venture unique?

I have had an interesting career in that each start-up I have participated in has been in a different industry.

• In some ways each new company has been unique: Industries have their own distinctive products and services, customers, economies, competitors and success measures.
• In other ways every startup is the same: No matter the industry, earnings must outweigh expenses, you have to find the right people for the right positions, customers must feel like they’re getting more than they expect, and—as a business owner— you had better love what you do.

You consult some pretty significant corporations — what is the biggest thing that they’re missing in their strategy and vision?

Without fail, leaders at the top of large organizations don’t know everything they should/could know about what’s happening lower in the org chart. As a result, customers are not served as well as they otherwise would be, employees easily fall into the role of victim, costs are higher than they need to be, and revenues are lower than they could be.

How has your personal brand enabled you to connect with successful companies?

As a consultant, all I have to show prospective clients are my past successes in helping companies become more profitable. Nothing else matters. While my brand is augmented by my book, past results form the foundation of who I am perceived by the market to be. Ultimately, I’d secretly like to brand myself as “The Profit Guy,” but it’s a little too gimmicky, so I’ll stay away from that one.

How do you see the role of social media and networking in developing a personal brand? What about in promoting corporations?

The web has opened up a whole new world which is available to even the least socially-minded segments of society. It has evened the playing field between those who have money and those who don’t; and it offers a never-before-available possibility of exposure and personal promotion to anyone who engages it. What we find, however, is that most people don’t fully comprehend the power and reach of this digital realm, much less how to access and take advantage of it. The holy grail of personal branding is to get third party, respected sources to say about you what you would want said about you. The internet not only makes this possible—it makes it easy!

What about in promoting corporations?

Remember when it was acceptable in business to not have a website? That didn’t last long. Now your organization has zero credibility without one—and it had better be a great one. The same can now be said about companies who don’t play an active role in the collective conversation that customers are having about them. Corporations must be proactive in putting the right content into the proper channels, as well as responding to changing customer preferences that can be discovered more quickly than ever before through those channels. To sit back and just watch what happens without playing an active role is the kiss of death, and will become more so in the days to come.

What does the future have in store for personal branding, do you think?

Who we are, and what others think they know about us (our skills, accomplishments, weaknesses, claims to fame, potential, personality, etc.), will be made available to more people in greater detail because of the connectedness of our world…maybe. It’s all up to us. Those who will be the most successful at creating positive personal brands will gain that success in two ways: First, they will master the art and science of moving information through the internet; and second, they will create valuable intellectual property that they give away for free. If you can establish channels and then insert valuable and free content into those channels, then you can monetize your brand in wonderful and lasting ways throughout your career.

——
Larry Myler is an author, business strategist, and consultant for clients ranging from start-ups to Fortune 500 companies. For much of his career he has energized companies with new, concrete methods for reducing expenses and increasing revenues. Larry has been involved in six start-ups, and is acutely aware of the nuances of business that lead to success. Larry’s new book, Indispensable By Monday, extends his expertise and vision to employees at all levels, teaching them how to add financial value to their employers—thus protecting their jobs in hard times, ensuring promotions in good times, and helping them rise above the competition in any job-seeking crowd. Larry has a BS in psychology from Brigham Young University, and an MBA with an emphasis in international business from the University of Utah.

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The rise of personal branding has thrown a giant wrench in the norms of how to manage the workforce. Many companies have been caught flat footed and are jumping to the wrong conclusions when it comes to managing the modern employee. Do not let this happen to you or your company.

Here are some questions to ask yourself about managing personal brands in the workforce.

1. Do you encourage your employees to build their personal brand?
2. Do you create a culture of restriction or freedom?
3. Are you helping your employees to succeed?
4. Do you understand the business value of social networking?
5. When was the last time you initiated a business relationship online?
6. Are you a know it all, or are you constantly learning?
7. Do you understand how personal branding allows you to gate jump?
8. When was the last time you wrote a guest blog post related to your field?
9. Do you read blogs related to your field?
10. Do you know if you have an employee with a powerful personal brand?
11. Have you Googled every one of your employees to see what you find?
12. Are you leveraging your employees with powerful personal brands?
13. Do you understand the concept of free exposure?
14. Do you believe social media and business belong together?
15. Are you a visionary or an order taker?
16. Does your organization understand how blogging WILL create exposure?
17. Do you understand that conversations are happening online everyday already?
18. Are you more interested in maintaining the status quo?
19. Are you aware that your market is changing?
20. Do you believe that if you create your own personal brand you will rise further, faster at your company?

Questions are one of the most powerful ways to get ideas flowing and to help you understand the connections in trends. These questions should have made you think differently about conventional management practices that will begin to work less effectively in the future.

The workplace of the future

Create a culture that is positively intoxicating and draws unique talent to it. Then do everything possible to provide flexibility and freedom to your employees. Encourage your employees to build their personal brands. Make coming to work fun and enjoyable. Bring the human side to your company and I guarantee that you will see better performance if you do.

Author:

Chad Levitt is the author of the New Sales Economy blog, which focuses on how Sales 2.0 & Social Media can help you connect, create more opportunities and increase your business. Chad is also the featured Sales 2.0 blogger at SalesGravy.com, the number one web portal for sales pros, the professional athletes of the business world. Make sure to connect with him on Twitter @chadalevitt.

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