DREAMS CAN COME TRUE! GO THE DISTANCE!

One of the best parts of my job is when I get a chance to visit an elementary school and tell stories to the kids. It never fails that I will ask the students about their dreams in life.

Which brings me back to my own childhood days when I attended a Catholic elementary school in Massachusetts. During my year of third grade studies, Sister Marie Catherine (my teacher) posed this question to her students: "What Do You Want To Be When You Grow Up" and then instructed us all to write down our answer on paper and she would read them out loud. Many of us stated the same things: astronaut, doctor, fireman, lawyer, policeman, etc. Then came mine. My teacher was stunned by my answer and called me up to the front of the room and whispered to me... “Mr. Loria, you can’t be what you wrote on this paper. How did you come up with such an answer?” I wrote that I wanted to be like “MR. ED", a talking horse from the hit TV Show back in the 60's. My teacher didn't read my "dream" out loud but did actually call my Mom and I got in all kinds of trouble at home for embarrassing my family.

When I reached 8th grade, my teacher wanted to know once again what we wanted to be as we got ready to graduate into high school. Same answers came from my friends in class. My answer was: “Dolphin Trainer”. I was inspired by another hit TV show called "FLIPPER" and my dream then was to one day work at the San Diego Zoo! Four years later, my high school teacher surveyed his students to see what our career plans were as we got ready to enter adulthood. My answer was: “To work in the National Hockey League”.

That path took a lot of hardships and some stress a long the way at home to make that dream come to fruition. Why: As my Mom told me “how many kids from New Bedford, Massachusetts get to work in the NHL?” After all, back in 1974, I turned down a photography job and another as a silk screen printer of shower curtains at a pretty good wage… all because I had this dream of mine to work in hockey!

Gang, don’t stop dreaming and keep on believing. Last night as I was helping clean up the kitchen for my wife (who baked an endless supply of Christmas Cookies for our family), my trustworthy IPOD was glued to my ear. One song that came up on the playlist – Michael Bolton’s “GO THE DISTANCE” - inspired me to write this piece as a bit of Holiday Hope for our members that have the same dreams as I to someday work in the sports industry.

I’ll be there someday, I can go the distance
I will find my way, if I can be strong
I know every mile, will be worth my while
When I go the distance, I’ll be right where I belong
Down an unknown road, to embrace my fate
Though that road may wander, it will lead me to you
And a thousand years, would be worth the wait
It might take a lifetime, but somehow I’ll see it through
And I won’t look back, I can go the distance
And I’ll stay on track, no, I won’t accept defeat
It’s an uphill slope, but I won’t lose hope
Till I go the distance, and my journey is complete

To keep inspiring me everyday, my daughters set up my cell phone voice mail ringtone a few years ago to the actual MR. ED television show theme song as a reminder that I did not miss my CALL IN LIFE even though that adorable horse inspired my first set of dreams!


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

Motivational Sayings to Inspire Your Work Week!

HAPPY THANKSGIVING HOLIDAY WISHES TO YOU & YOUR FAMILY! SAFE TRAVELS! JIM

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You've got to get up every morning with determination if you're going to go to bed with satisfaction. QUOTED: George Lorimer

There are three types of people in this world: those who make things happen, those who watch things happen and those who wonder what happened. We all have a choice. You can decide which type of person you want to be. I have always chosen to be in the first group. QUOTED: Mary Kay Ash

You have to have confidence in your ability, and then be tough enough to follow through. QUOTED: Rosalynn Smith Carter

Fate knows where you are going, but it is up to you to drive there. QUOTED:
Michelle Keesling

Do or do not. There is no try. QUOTED: Yoda

Go for it now. The future is promised to no one. QUOTED: Wayne Dyer

A dream is your creative vision for your life in the future. You must break out of your current comfort zone and become comfortable with the unfamiliar and the unknown. QUOTED: K Denis Waitley



Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

MOTIVATIONAL QUOTES TO BOOST YOUR DAY!

Some terrific quotes I came across today to help boost your day!

Keep making footsteps!

Jim Loria

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“If you don’t go after what you want, you’ll never have it. If you don’t ask, the answer is always no. If you don’t step forward, you’re always in the same place” - Unknown

“It’s never too late to become what you might have been” - George Elliot

“Belief triggers the power to do” - David Schwartz

“Being defeated is often a temporary condition. Giving up is what makes it permanent” – Marilyn vos Savant, Columnist

“The act of taking the first step is what separates the winners from the losers" – Brian Tracy, Motivational Speaker

“Your body hears everything your mind says” – Naomi Judd, Singer/Songwriter

“There are no secrets to success. It is the result of preparation, hard work, and learning from failure" – Colin Powell, U.S. Secretary of State

“To give any less than your best is to sacrifice a gift” - Steve Prefontaine, Runner

“Great souls have wills; feeble ones have only wishes” - Chinese Proverb

“Hard work is a two-way street. You get back exactly what you put in” – Unknown

“Many people believe things happen to a reason, well I say go out and make those things happen” – Unknown

“Try and fail, but don't fail to try” – Unknown

“You give what you give, what you don't give is lost forever, this day will never come again” – Unknown

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Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

WHEN TIMES ARE TOUGH (FOR JOBS). NEVER GIVE UP!

By now, I think you all know from my past postings that I have been inspired by music and so for a number of reasons: most notably to stay relaxed and also to relieve daily stress. Some songs can make me smile. Some tunes ignite my creativity. Some make me daydream back to moments I may have lived a lyric or two in my lifetime.

As I was glancing through some magazines at home with an IPOD attached to my ear, a particular song came up on the playlist that made me replay over and over. Why: It was a tune that I enjoyed a lot back in the year 2000 and hadn’t heard this one in quite some time. It’s a refreshingly catchy piece. Upbeat and a bit inspiring! The song title: “HOPE” and it is performed by Grammy award-winning artist Shaggy that deals mainly about his upbringing and family life. Here’s a sampling of his song lyrics:

(his mother) Gave us pride to survive, really showed us the way
Now I really understood what she (Mom) was tryin’ to say

She said, “Son there’ll be times when the tides are high
And the boat may be rocky, you can cry
Just never give up
You can never give up

In this life you could lead if you only believe
And in order to achieve what you need
You can never give up

And this hope
That keeps me holding on
On and on
And this hope
That makes me carry on

It got me thinking. One, I’ve had so many of my Mentoring (LinkedIn group site) members write me in the last month seeking “hope” and answers to finding a career and even more so, just a job. I do feel your anxiety! Many of you may have already browsed around and researched my background and wondered: “just who is this guy that is trying to mentor us and has been offering up all these postings?” What you don’t know and will not find is that I came from a family of eight. A divorced family at a very young age. After my parents separated, my Mom moved us all into a low income housing project as we grew up in Massachusetts. We all had to do odd jobs like babysit, shovel snow, rake leaves and deliver papers to earn extra money and help our Mom raise the family. I didn’t get a driver’s license until my early 20’s because cash flow was scarce in my house. Didn’t go to college. Resources were not there.

I am not shedding any tears. I fought through adversity. Kept believing. I used to tell my Mom back in high school that someday I was going to work in the big leagues of sports. That was my sole dream. I was a fan of all sports. Like many of you, I wrote all of the teams for jobs even though I had no background. I was just in high school. Yet, I broke into the hockey business a few years after graduating from school in 1977. My journey began in Billings, Montana. One person (Bob Strumm) hired me based on a 10-page letter that I had written. He phoned me at my home. Said my “enthusiasm was contagious”. Flew me to Billings for an interview and in that arrival weekend, he said “you’re hired!” I’ve never looked back. I still had no car. The hockey club paid me $7,000 as a salary. I was on Cloud “9”! I rode a bike to work every day through sleet or snow. Worked 80 hours a week. Three years after my arrival in Billings, I phoned my Mom with the news that I had made the BIG LEAGUES! I was hired by the NHL’s Washington Capitals!

To our young members and those that are seeking that one chance to show your skills… DON’T GIVE UP! You have to believe. Network. Develop your skills, most importantly YOU! Find a cheerleader in your life. A support system. We’ve all walked your path. Why, just last week, I hired a young lady that after three years of volunteer internship for our team – and doing so while working two-three paid jobs a week to make ends meet - she’s now on the same CLOUD “9” I experienced years ago. It can happen to you! “Just Never Give Up” as I’m hearing Shaggy sing in my earpiece!


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

GETTING THE MOST FROM YOUR SPONSOR'S IMAGES!

In my recent blog on the ‘headache of starting up a new sports team season’, I want to highlight another area that is connected and involves your key revenue source – corporate partners.

Before I comment further, I must go back to my educational upbringing and let you know that my training - and good fortune - came from a Vocational High School in Massachusetts where my trade specialty was in Industrial Design (which centered on everything to do with creating art and graphics).

That knowledge has been such a payback for me throughout my career. This may sound strange to some of you but in all my years of taking on start-up franchises and fixing others, I have never permitted the corporate sponsors to purchase "specific locations" for signage and or publications. Yes, we have always given higher consideration to those that are investing top dollar. Where you get hurt is in laying out your sponsor’s messages.

I’ll use my sport of hockey as an example: we recently sold 57 rink board signs. Most are 8' in length by 33" tall. If you are selling your property as "specific locations", it will do your sponsor no good to have a wordy white background sign placed next to another busy white background display and another because each got locked into a sales location. My graphics company will arrive with me at the morning of our signage install day and lay out all of our signs on the ice floor. I will look at each and choose the location's by contrast. The RED McDONALD’S sign goes next to the WHITE sponsor sign with a simple logo display. The last thing you want is a wall with no contrast because you committed everyone to a spot.

From the moment I ever began my selling process, I usually told each partner that I will ENHANCE their visibility tenfold if they TRUST my ability to pick & choose where to place their investment. Here’s the trick to sell my point: ask one of your local TV stations to get you a 60 second tape of your game highlights on a CD. Watch carefully and see if you can recognize your business partners? Can you see their message? If you cannot, know that your partners can’t either. You want your partner’s to see themselves. That’s why most invest in sports sponsorships – to see themselves! You want your client’s customers to see them as well so that they’ll tell the sponsor.

You also want to KILL THE CLUTTER off every sign. There are reasons why McDONALD’S or SUBWAY brand their logos. Small businesses will WIN the war in branding if they follow suit! Don’t let the client sell you otherwise. In this world, we all GOOGLE so a sponsor doesn’t need to promote their phone, website and locations on a sign board. LESS CLUTTER SELLS MORE! LESS CLUTTER GETS THE SPONSOR’S MESSAGE SEEN MORE ON TV! You gutter ball it and your revenues will suffer the consequence!

As for publications, I have taken the same approach with my partners other than COVERS. Each season, I will instruct my printing rep to provide me with every ad pre-printed out in a Low Rez Color proof as well as all editorial. My rep will meet up with me the week before we go to print and I’ll look at each editorial page and match up the advertiser to BEST ENHANCE that page. EDITORIAL DESIGN HELPS BRING OUT YOUR ADVERTISER AND THE SPONSOR'S AD DESIGN HELPS BRING OUT YOUR EDITORIAL CONTENT! Again, we do give higher priority locations to the top sponsors!

Getting your client to signature of approval is like you & I choosing a restaurant location for our next meal. Once you are inside and the dinner plate is placed before you, now it’s the “presentation display” that SELLS YOUR BRAIN within a split second to devour that plate or not. Same with a sponsor when he sees his/her image at your facility. Doing the little things and giving that business property a chance to LOOK LIKE A MILLION ON THE DINNER PLATE will go a long way in increasing your team revenues!


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

HEADACHES OF LAUNCHING A NEW SPORTS TEAM SEASON!

For those readers that are affiliated with a sports team program, you’ll understand and appreciate this piece.

I remember when moving into my current position in Sioux Falls, SD to start up an expansion hockey franchise, the first thing I told my business partners was that no matter how many year’s we work together, opening up a season is one of the most difficult things we’ll ever do. It is stressful as it gets, especially in areas of sponsorship fulfillment when you are responsible for producing the signage, publication ads and promotional items for starters. This process usually takes place within 30-45 days or so before the arrival of your home opener.

In a world that is driven by high tech gadgets and computer software, you’d think every business would be so aware of these alphabet letters: EPS, PDF and JPEG. They are computer file formats so needed to complete your sponsored projects yet in dealing with the client and your graphics company prior to a season’s start-up is enough to make your head of hair turn a different shade of grey each year! Example: A signage production company all prefer to deal with e-mail files submitted in an EPS format. When assembling your game program, yearbook or pocket schedules, the local printer will want that same customer of yours to submit its art work in PDF files. Oh, and when creating your sponsor’s website banner ads and pop-up messages, a designer will want mostly a JPEG working file!

As you lead into a season’s start-up, every employee feels the intensity and you start to budget your day’s accomplishments by the minutes versus hours. Then you get that client who procrastinates and is finally ready to get their art work to you for his signage. You open up your e-mail box and see this LOW REZ piece of art staring you in the eyes that the client obviously copied off from their website. They didn’t have anything else on hand to send. Yet, you are working with client on a 10-foot wall sign for your ballpark or a hockey rink board. Your graphics company barks at you and say “It’s too weak. I can’t deal with it!” We’ve all been there. You’re probably chuckling reading this. I just lived through this for the past two months, enough that I am still fighting sleep deprivation!

Yes, I love those clients that direct me to their ad agencies to work out the creative elements. That’s when life’s a beach but trying to fulfill the package elements signed on by your smaller (local) businesses is, and will always be, extremely challenging year-to-year. Most just do not understand the complexities of today’s technology nor have they ever invested in getting their brand identification assembled in all computer formats.

As you develop relationships with your business partners, do encourage the client to seriously invest in their logo and licensed marks and get them all reformatted in all current day working computer formats! It can really take a load of stress off the client and not to mention you as the sales rep. Any graphic design shop or agency can set up an EXTRANET SITE for the company (should be at no additional cost). This is a web access site that will store a client’s logos in all formats, from color-to-black & white.


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

DON'T FEAR FAILURE! LEARN FROM YOUR MISTAKES!

Last night I was enjoying Star Trek – The Next Generation, one of my favorite TV shows. I think I’ve seen every episode with Jean Luc Picard and crew over the years. For some reason, as I was resting on the couch, a particular scene caught my attention. Two of the show’s characters - “Lieutenant Commander Data” and “Chief Engineer Geordi LaForge” - ventured into the ship’s holodeck to reenact the fictional character Sherlock Holmes from the late nineteenth and early twentieth centuries.

Data, who plays an android, frustrated LaForge because his positronic brain allowed him to compute things ahead so that he kept figuring out the story’s outcome within seconds which infuriated LaForge. The latter quickly exited the holodeck with Data soon to follow him wearing a facial expression of ‘what happened?’ The two characters then got into a discussion – witnessed by the ship’s Dr. Pulaski – in which LaForge complained that the fun is in the attempt to solve the mystery, not skip to the end.

Dr. Pulaski overhears the discussion and tries to counsel Data by saying: “To feel the thrill of victory, there has to be the possibility of failure”. She then added: “Data, there is some value in losing. We learn more from failure and our mistakes”.

That scene got me off the couch quickly and running around to find a post-it note and a pen. The words just stuck with me. Of course being in the sports business, I first thought about my coach. Thinking he’ll love this verbiage and more than likely use it for his players. Then, I was thinking about my staff and how I’m always trying to find that one motivational nugget. Wow, this could be the one! Thankfully, my wife had this one episode on DVR so I could replay the lines over and over!

What the Star Trek’s ship doctor said was so true when it comes to becoming a success in business and in life? Each of us has experienced that moment in time we wish we could wind the clock back and relive. I, for one, remember a time in my career when our hockey team’s game program arrived from the printer the day before the home opener and the page numbers were all omitted. It was a mistake we didn’t catch in the final blueline. It also messed up all of our PA announcements for this particular season when giving away prizes, etc. My GM gave me grief. Every year thereafter, I’ve never forgotten to proof the page numbers when we got to the final blueline.

Another time, we had our T-Shirt slingshot team on ice and there was a misfire going in the direction of the Zamboni Machine (that resurfaces the ice). The shirt went skidding down the ice towards the machine and got sucked in, thus forcing the Zamboni to break down LIVE on the ice in front of a full house. Not only did we delay the start of the next period but this error in judgment cost the club thousands! My boss screamed at me on behalf of the game staffer for 24 hours it seemed like. Never again have I ever permitted our promotional shooters to fire in the direction of the Zamboni when they have performed on ice since.

Two of my favorite quotes that deal with adversity come from Henry Ward Beecher: “One's best success comes after their greatest disappointments” and Zig Ziglar: “Others can stop you temporarily - you are the only one who can do it permanently”.



Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

SPORT MANAGEMENT STUDENT INTERVIEW WITH JIM LORIA

POSTED BY: Monica McAlister, Sport Management Student at George Mason University

Q) What are your specific duties as President of the Sioux Falls Stampede?

A) Even though I am President of the franchise, I do not get involved in the hockey operations nor offer any input. We keep that separate, which I have no problem. My sole focus is to administer the business side, where my chief responsibility is to lead the way in securing and finding new revenue opportunities. That would derive from all facets of ticket sales, corporate sponsorships, promotions, community programs, special events and social media developments. I am also responsible for the “image” of our franchise, all marketing, sales product development and our community relations projects and involvement in public affairs.

Q) Is there anything that inspires you every day to go to work? What is it?

A) I truly love my job. It is my hobby. I have been at this for 30-plus years and have never stopped loving what I do. What is most rewarding about my job is that we get to work with amateur players (considered the best in the country) at the ages of 16-20 and teach them how to smile, get involved with the community and interact socially. There are the relationships with our fans and business partners too. We create memories and winning business plans. I am also fascinated by people and learning how everyone connected the dots in their life and what footsteps they took to arrive in the position’s they currently occupy.

Q) What was your degree focus when you were in college?

A) I never went to college. I did attend a Vocational High School in Massachusetts where my trade I studied was Industrial Arts. That probably was a blessing in disguise for me because this 4-year trade school taught me a lot of creativeness, design work, printing, photography, graphics… all skills that my job takes on today and in years past. I’ve always been very hands on with each of our publication and print jobs more so because of my understanding and love for those jobs!

Q) What is your opinion on the ‘new’ Sports Management degrees programs?

A) I think the school's today have really elevated their Sport Management programs and are much more in tune with the needs of the sports business, especially with many school's now instituting actual SALES COURSES! It's the one skill most all employers in the sports business gripe about - the fact that the graduates just are not ready made to jump right in and be counted on to be an immediate contributer! Years ago, I remember when I tried to move away from my job in hockey with the Washington Capitals and despite a decorated resume (all PR at the time), I was even once told by a sports related agency that my resume said "I Couldn't Sell A French Fry!" That's when I started to understand my key to a successful future in this business was to find a way to become a "revenue generator".

Q) Can you tell me what are some skills that you feel are often over looked that are needed to be successful in the Sports Industry?

A) Writing, Speaking, Communications and Follow Through are at the top of the list. I see it with so many young kids coming out of college. They severely lack these skills, degreed or not. On the flip side, you can have the most decorated resume in the world but if you can't "smile"... "look someone in the eyes"... "effectively communicate", than the degree is wasted. I don't think I am off base by saying that with most employers today, your resume can get you the interview, but it’s that first glimpse of you & the employer when you first meet that probably cinches half of the door opening up for you or staying closed.

That's why internships are so important. You are on display everyday. Your work is measured. Your ability to figure things out. Do you come up with solutions for problems you may incur or complain? Do you get along with others internally & mesh in with all departments? I'd rather teach someone knowing that the individual & I connected the dots to one another, than take a resume star that’s on another agenda.

Q) What made you go into the Sport business?

A) I grew up in the heart of Red Sox, Celtics and Bruins Nation in New Bedford, Massachusetts. I loved hockey and developed a correspondence with a hockey player in Canada that ultimately led to an invited trip to see this person play in Junior Hockey (a level that the NHL drafted its players). This helped peak my interest in the sport and I ultimately got a job opportunity to work in Junior Hockey in of all places - Billings, Montana in 1977. That was my big break and led me to a 30-plus year career in hockey management. In Billings, I began as the ‘jack-of-all-trades’ guy. I was one of three employees on the team. I was the receptionist, the media relations guy, the game night entertainment director, community relations, and the ticket salesperson. Whatever needed to get done, I rolled up my sleeves and did it. I probably worked around 80 hours a week back then. I rode a bike to work and did not drive a car. Snow, rain nor sleet kept me from getting to the office. What helped me most in my young days in this business was getting my feet wet in all departmental areas like promotions, events, sales and even learning people skills, communications, attention to details and follow though. My management career has covered all levels in the sport - junior hockey, minor pro and the big leagues (Washington Capitals, Minnesota North Stars and Carolina Hurricanes).

Q) What was a single moment in your career that you feel was a turning point?

A) Working in Regina, Saskatchewan back in 1979, my third year in the business. I was 24 years old then and met a ton of hockey people from all levels of the sport. Regina was (and is today) considered one of the mainstream franchises in Junior Hockey Canada. Everyone came to this city to scout our players. The one year I worked there, we had a Championship team and three first round NHL Draft picks on the playing roster. During that year, I actually had five NHL team’s offer me a job, so the exposure helped me as well!! I chose the Washington Capitals from the offers that came in!

Q) What path did your career take to get where you are now?

A) Learning how to SELL is what propelled my career. Teams are always looking to find revenue generators and I’ve had many choices of places to work because of what I had accomplished. I guess what made me attractive to a sports team owner was the fact that I could sell, but also handle marketing, PR, community, advertising and business… so I became a cost savings employee for a franchise if that makes sense!

Q) Can you give details about if you had a specific career goal when you first started?

A) Yes, I told my family that I wanted to work in the National Hockey League back when I was in high school. Everyone chuckled. When I got the chance to get the job in Montana (1977), I remember telling my family that I’d be in the Big Leagues within three years! That was bold because when I see the world today and know how very RARE it has ever been for a Junior Hockey employee to go directly to the NHL, I feel extra proud knowing that I did get to the NHL in my third year of working in Junior Hockey and had five teams come recruit me for a job!

Q) Have you accomplished it?

A) I feel that I have accomplished a life’s dream but I also believe you never stop learning each and every day regardless of the job you have… so there are still roads to travel and footsteps to keep taking!

Q) What is the greatest reward associated with your current position?

A) Definitely watching our players grow into men and seeing them achieve both as pro hockey players but even better as individuals that got educated and found fantastic careers in business! We’ve had some of our alumni that are now lawyers, doctors, policeman, architects, landscapers and such! That is so awesome to think we played a role in their development as a teenager! Also, through our work in the community, we are very proud of the fact that our club has contributed well over $500,000 in cash donations to our community in ten seasons and have been recognized for this type of special achievement!

Q) How did you find balance between your professional life and your personal life?

A) It’s the hardest thing to do. I have never met a successful person that has shut off the job after 5 PM between Monday-Friday. For me, I do owe my wife at least a Million catch up points already for all the things she’s done for me to raise our family while my job has occupied my time. My wife gets all the credit for raising our family. She is my rock as are my three daughters! I am a big homebody when my Stampede clock shuts off so it’s rare if I travel out of town so at least in body I am home more than not. But this job does occupy your time 24 hours a day.


Q) Will you share some experiences you’ve had, in either your personal life or your professional life, which you feel were good learning experiences?

A) For any student, expose yourself to all aspects of the field that interests you most. Internships are the best way. Don’t limit yourself to just one – do sample a few. Don’t attempt to pay off student loans with the first job you latch on to. Get a job with a company that has a GREAT REPUTATION and one that will give you an opportunity to develop and get your feet wet. Become a SOLUTIONS person vs. a COMPLAINER with only problems.

CONNECTING WITH YOUR EMPLOYER! Just like finding a date, it’s the ability to connect. It’s in your look. Your eyes and how you smile. Resumes, sometimes, are not the most important. It’s that MOMENT of contact. I, for one, want charismatic people who can SMILE. A hard-working professionally mature person with Integrity, Character, a CAN DO individual who’s not afraid of hours. We’ll teach the rest.



Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

Helpful Sales Reminders for Today!

… Recruit and date first before presenting the Marriage Proposal. The old saying, never kiss on the first date.

… Avoid only calling on a client, despite what your relationship may be, if it’s continually just to “Sell an Idea” or “Ask for a Favor”. The client will get tired of your voice. Like a real life marriage, you need to keep your partners off balance. Keep the relationship interesting and fun for both parties!

… If you are in position to do so, one of the best (trade) deals you can make is with your local Cookie Design Company. They can developed your sports team uniform (or business logo) cookies. For the price of a small ad or some tickets, you can secure 15-20 deliveries over a year. Perfect opportunity to surprise a client when something special happens, welcome a new sponsor to your (team's) family or just say thank you for the business!! You can also work this through a Fruit Basket company too. You can never say THANK YOU enough to your clients or customers!

… Never discount how important it is to develop relationships with the soft drink street reps, the beer guys, your grocery store partner, c-store personnel, etc. I stay in touch with them quite a few times each season, trying to learn their business, get updates on in-store vendors, acquire contact names, see who has co-op funds and such. A lot of times, the names you're acquiring will never be seen in a local phone book. Some might be regional! On the flip side, year's ago, one of the best trades I ever made was giving a local caterer a pair of season tickets in exchange for his Pharmaceutical Sales Rep list!! Sold a Suite and 48 season tickets off of that prize list!

… Merchandising is an important element too. Don’t take for granted how powerful a sports team product such as a Hockey Puck, a Football, Basketball or a Baseball (and Bat) can be! You want your team (company logo) product to be seen in those key corporate offices. That $5 cost is worth “thousands” in perception & value to have your team/business viewed on Mr. CEO’s desk! I remember once years ago that in order for me to close out a deal, I had to get a Joe Montana Autographed Football for a National Hardware chain.

… Your success is all about the reputation you develop and your ability to deliver on performance! Treat everyone you meet like it’s your last friend on earth whether he/she is the CEO or the Intern! Focus always on the little things! Example: Something as simple as sending your female clients that have children a Happy Mother's Day when that comes up or a Happy Valentine's Day wish too! Same for all clients, take time to wish them the best during each of the major holidays (Thanksgiving/Christmas/New Years/4th of July/Labor Day). Everyone likes to be thought of!

... HANDWRITE THANK YOU NOTES when you close out a deal with a brand new client or one that maybe was a bit of a struggle!

… From a sports team perspective, try to capture e-mail addresses from your meetings and social gatherings. As for myself, I develop grouping lists on my e-mail address book. Lists such as “Group Leaders”… “Season Ticket Clients”… “Partial Plan Buyers”… “Corporate Sponsors”… “Future Sponsor Prospects”, etc. I communicate with these people all year; sometimes even survey them periodically to receive input. I tend to do as much business nowadays from e-mail postings as I do picking up the phone. KNOW THAT MY SUCCESS ON THE LATTER IS ONLY DUE BECAUSE OF THE RELATIONSHIPS THAT I’VE DEVELOPED WITH THE RESPONDEES!

… You build EQUITY POINTS everyday with every person you meet and or speak with. Never let the walls around you get stained or erode by being sloppy on follow through or not responding to a problem. AGAIN, YOU’LL ALWAYS HEAR ME SAY “IT'S ALL THE LITTLE THINGS YOU DO TODAY THAT MAKES THE BIG THINGS HAPPEN TOMORROW!”


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

SOLID ADVICE TO LIVE BY!

We all have three blocks of time in our lives: YESTERDAY, TODAY and TOMORROW!

Yesterday is a canceled check. We can never get it back! Don't let Yesterday take up too much of Today!

Today is YOURS! Invest it wisely. However you use it, whatever you do with it, Today is a Down Payment on your Tomorrow!



Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

INSPIRATIONAL MESSAGE FROM THE AUG. 16TH PGA CHAMPIONSHIP!

Here's what we all should take away from Y.E. Yang's incredible play during the Sunday, August 16th PGA Championship.

Not only did he go toe-to-toe and defeat the world's greatest golfer in Tiger Woods and become the very first Asian player to win one of golf's coveted major titles, but he taught us all to REMAIN CALM UNDER PRESSURE, AIM HIGH and DO SO WITH A SMILE!



Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

PERSONAL INSIGHTS TO SUCCESSFUL SALES!

* In order to achieve a high level of success, salespeople have to manage a multitude of different relationships. Some will be static, some will grow and some will break down. It is up to the salesperson to set relationship priorities and to decide which relationship to advance and which relationship to put on hold.

* Some salespeople get addicted to a relationship to the point that they ignore the potential for closing the sale; other salespeople get so addicted to the thrill of closing that they stop caring about the customer.

* It’s important to recognize that you have to alter your attitude according to the individual’s personal characteristics. Scan the prospect’s office for clues that reveal his/her personal interests (i.e. children, college, sports enthusiast, hunting/fisherman, avid collector, etc.) Say if your prospect has U/Florida Gators' memorabilia all over the office. From your notes taken, it’s nice to begin the next conversation with an opening comment like “Did you see the newest Sports Illustrated? Their College Pre-Season Poll lists your Gators #1 in the Nation!" This type of conversation relaxes your prospect to the point that they don’t view your purpose for phoning as a typical sales call!

* Speed up or slow down your rate of speech according to the prospect’s speaking habits but that “listening” is far more important than if you rambled on and just dominated the conversation. Remember that prospects will open up quickly to salespeople who understand and relate to them personally.

* I’ve read studies that say about 93% of your feelings and attitude are communicated simply through your body language and only 7% with words! The most common mistake you can make is to appear nervous be it by fidgeting, scratching your face, swaying side-to-side or even sitting in a slouched down manner. Your posture alone can communicate “insecurity”. Customers love to buy from confident salespeople, not insecure order takers!

* Just like dating, try not to turn your prospect into a “buddy” on the first meeting. Maintain a professional attitude and let the relationship develop naturally. As I’ve said many times, YOU SELL YOU FIRST! The product and the benefits comes afterwards! Sometimes a skilled prospect can detect a player from a pretender through the first glance and definitely by the first handshake!


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

HOW CERTAIN WORDS CAN WIN OVER A PROSPECT!

Sports Illustrated ran a piece during its recent August 3rd issue called "You've Got (Too Much) Mail".

It details a high school basketball prospect, Roberto Nelson, from Santa Barbara, CA. During SI's research into the story, they chatted with a few big name former high school stars seeking to find out what method of the recruiting process inspired them?

Before his Hall of Fame career, Bill Walton was considered one of the most coveted high school prospect in the country. In this story, Walton says he got his first recruiiting letter at age 15. It was hand written by a UCLA assistant coach and the last sentence stated "Make sure to focus on academics so that when the time comes you will qualify to live the privilege of being a UCLA Bruin."

The phrase, "live the privilege", is what stuck with Walton most and encapsulated his feelings about playing for Coach John Wooden said the SI writer.

Roberto Nelson was ranked in the Top 100 in the high school basketball recruiting class of 2009, Out of 2,161 pieces of recruiting mail sent to his home from 56 different NCAA Schools, the story says only Ohio State sent something that was perceived as truly "personal correspondence" to the prospect.

Nelson eventually chooses his college and accepts the scholarship offer from Oregon State. This particular school not once sent Nelson a piece of their recruiting mail. Like a good sales person, the school (Oregon State) met the prospect (Nelson) in person during the summer before his senior year. Then, followed up with four (4) phone calls to check in on the prospect and made one final visit to meet the prospect at his high school as classes began last September.

Moral of the story... don't just let direct mail be your total sales effort and or pump out e-mails without having first developed the relationship. Successful sales is like a dating relationship. You first prospect. Do your research on the client. Introduce yourself, be it with a phone call, a meeting at the office or a quick introduction at your (sports team) event or a chamber style mixer after work as examples. The key is to SELL YOU FIRST, NOT THE PRODUCT!

If there is a connection, ask for the second date. Here, you propose. Then, the follow-up process (do we schedule one more meeting; do we chat by phone or by e-mail to progress the discussions to a close?) Then, the marriage process takes over. Trust has been built. How do you follow through now? Do you ruin the trust or solidify it further? Do you keep things interesting or after the vows have beene exchanged, does your relationship go to rust?

Also, make note in the opening paragraphs that one particular prospect was sold on receiving a "hand written note" and a certain few words that ultimately connected him to his future school of choice!


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

MAKE YOUR COMMUNITY PROGRAMS A WINNING PROPOSAL!

Going back to the mid 1980's when I was first a ‘baby’ in the sports marketing world, we developed a unique niche by packaging the team’s community programs to our sponsors, a practice that most businesses had never before seen nor been asked. Back then, most sponsorship proposals were about as vanilla as you could get, including the usual mix: a program ad, game tickets, a shootout promotion and a giveaway item.

We took life’s everyday jobs and integrated them into our partnership packages. We created special monthly fundraising events that brought our players out underneath from their helmets and uniforms and into the community with charity projects like "pumping gas", "delivering pizza", "waiting restaurant tables" and "bagging groceries" just to name a few.

I can remember once proposing to my local Supercuts franchise in Washington that we wanted our hockey players to “Shampoo Hair” as a benefit for the United Way. All we asked for was that the business would donate the entire $3 shampoo fee for every customer our players serviced. This piece of our package even brought a Supercuts corporate representative to town to meet because she had never heard of such a fun thing - athletes shampooing hair for charity? The event brought in tons of Moms & Dads with their kids to meet our players at a rather unique up-close experience! The event created such a buzz that our local ABC station led off its 6 PM newscast with the top female anchor getting her hair shampooed by one of my players!

Because we were aggressive with our community initiatives, this form of “Illusion 101 Marketing” sold the sponsors, many that might not have given our club consideration. While my mind was focused on the community slant, the realization was that “we were creating new retail programs” and separating those that bought into our club from their competition! Over time, the success of these events, lured more sponsorship dollars to the club because the involved partners could perceive unique value.

Every month, then and even today, the organization's I've been with have always created and managed charity fundraising projects alongside one of our corporate partners. Here is another example of how you can recruit new business partners through your team’s work in the community: Five years ago, we created an event called MALL GOLF and partnered this fundraising event with our local Home Builders Association and Shopping Mall. It was a first-of-its kind indoor community event designed around the popular game of miniature golf. This special promotion features "9" authentic course holes, each designed and custom built by my area's finest and most prominent home builders, and cost $5 per person to play. Just over $100,000 has been raised for local charities since the project’s inception and our club has gained significant sponsorship dollars and media attention as a result of this goodwill.

There are other reasons why we need to involve our team’s in the community: One, it teaches your players how to get involved, interact and communicate. Secondly, it enhances and shapes your team's "brand image” and most importantly, it allows your fans numerous opportunities to meet the players (whom I view as “marketing agents”). Your players, for example, can influence a customer quicker than any other form of advertising you may purchase!

I have seen that our work in hosting numerous charity events has engaged media coverage not seen before while helping our club step outside the sports pages and into the life and community sections of the local newspapers. NOT EVERYONE IS A SPORTS FAN so our community events have played a key role in our marketing efforts to get us on TV NEWS in the first 10 minutes so that we are seen by a wider audience that might not be aware of our product versus the 25-after-the-hour segment where the die-hard sports nuts might be the only viewers tuned in?


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

HOW TO PACKAGE A WIN-WIN SPONSORSHIP DEAL!

One of the best sponsorship ideas I've ever created involved Kraft Foods in Kansas City, MO years ago. Their goal was to sell product. Mine was to sell tickets. My young daughter, bless her heart, one day, spilled a box of Macaroni & Cheese out of our kitchen cupboard and out of that we created a "Noisemaker Night" promotion!

The innert elements to the sponsorship worked this way: We brought in the Food Bank as the outlet to receive all donations after finding out from my research that this group worked very closely with Kraft in their community initiatives. We secured the retail partners for shelf space and media partners for supplying free promotional advertising. Each element was included into the package. The event SOLD a "Semi Trailer" load of Macaroni & Cheese boxes over a two week period, so Kraft & the retailer were thrilled to say the least!

The fans were told upon arrival at the arena to mark their Section/Seat/Row numbers on each of their Macaroni & Cheese boxes. The fans kept the boxes with them (or at least a few in hand). They SHOOK the boxes to create a whopping Noisemaker effect when we scored goals. To take away any potential "fan tossing incident", we made the fans deposit their boxes at the designated Food Bank Barrel locations once the second period in the hockey game came to an end.

The Food Bank operation's crew had donation barrels placed at each arena entrance and throughout the concourse. Volunteers were staffed everywhere with plenty of writing pens on hand to assist the fans. What sold this event to the public was the prizes!

During the game, we randomly chose one Macaroni & Cheese box from each portal entrance & concourse (10 total) and announced our prize winners (from the markings of Sec/Row/Seat numbers on the packages). The prizes were:

>>> 10 Pair of Season Tickets x 2 per winner given away at this game. So, the club sold "20 packages" through the sponsorship package! Key: DO THE EVENT EARLY IN THE SEASON, AT LEAST BY THE FIRST WEEK OF NOVEMBER! With a schedule that plays in/over the Thanksgiving Holiday, this is a great wrap around for the Food Bank as they are always in big need to stock their pantries during the holidays! Plus, more mind awareness for the consumer to want to reach out and contribute! Media loved the event - it was unique and every fan in the audience could participate, which we all know, those events are the crown jewels for any sports game entertainment!

END RESULT: Because of the retail opportunity and community goodwill, Kraft Foods invested in our club quite nicely - and it was signed off in just one meeting!! The area manager at that time was recognized for sales promotional efforts from this event! The next year, my rep had Maxwell Coffee Brand dollars given to him if we could develop a similar retail idea ... that's another success story for another day!"


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

HOW TO BACKDOOR YOURSELF INTO THE SPORTS INDUSTRY!

One of the many questions I’ve constantly received over the years is “what advice would you give me to get a job in the sports business?”
If you are one of those currently looking for a job, don’t discount the impact that you can have by working with a charitable organization. I would venture to say that if you research the top ranked non-profit groups in your city, each more than likely has a working relationship with a pro (or minor league) sports team as a fundraising anchor!

Here’s the secret: Many of those sports team organizations are also paying close attention to the management and staffs of those non-profit groups. As pro sports team scouts scour the country uncovering prospects for their employers, the same happens from the business operations side of things. We all constantly keep our eyes open for that next “sales star” or “front office executive”. Who is that next revenue generator? I can tell you that from my experience, I’ve always looked to my top local charitable groups first when hiring before exploring out of town contacts.

In each new city I’ve moved into, I will spend considerable time researching the charities and their board of directors to see who are the fundraising players in my market. I’ll look to see who’s connected to what corporations and top businesses. In order for my team’s fundraising efforts to work, I’ll also need to have strong working relationships with the charity group’s management and staff. These relationships will become as close to me as the one’s I’ve developed over time with my corporate team partners. Again, by you joining a reputable charity organization, what better way to network and showcase your skills to all of the sports clubs in your market area! Depending on your position, you can double and triple your opportunities to meet key business leaders in your community. Like an athlete that puts his/her skills on display before the pro scouts, you are doing the same to the sports team decision makers, who, each year are keeping an eye on desirable candidates to fill front office positions when vacancies arise!

From an executive team position, my philosophy is “why go through an ad search to find your next front office star” when there’s a solid talent pool waiting to be recruited from a top flight charitable organization right in your own local market! Every day these unknown business stars work the phones better than most, set up meetings with CEO’S and top city executives frequently, have the unique ability to motivate thousands of supporters, they create and execute special events, possess phenomenal people skills and contain outstanding leadership skills! Why wouldn’t I scout out these prospects and bring them onto my management team!!

On the flip side, I have experienced the same process - as stated above - in which a charitable group reached in and recruited away one of my young staffers! Here in Sioux Falls, SD; this person first came to me as an intern from a local college. She was a sophomore and a Fitness Management major at the time. My intern volunteered 5-hours a day for the club in the beginning, doing basic office duties like answering the phones, handling all mailings and answered charity donation requests until we gained confidence in her work skills. Her talents were obvious and we hired this person full time upon graduating from college. Soon her responsibilities grew and she was taking on all forms of sales, working our community programs, handling special events and organizing the game operations. As my staffer grew into the job, I could see that her biggest strengths were “ability to organize events”, “people skills”, “follow through” and a love for “special projects”. What I didn’t know was that our city’s two leading charitable organizations were both recruiting my staffer. Four years after she first joined our hockey club, she accepted the position as Special Events Director for a major corporate healthcare organization in Sioux Falls and handled fundraising projects for the hospital’s foundation. It was a job she was perfect for. Played to her strengths and she doubled her salary as a result. Today, she has become a huge success in her job. I couldn’t be more proud of my baby.

Gang, it works. If you seem frustrated because you cannot open doors into the sports business, do explore options to connect with one of your local charitable organizations. Besides, this path will also make you feel great by helping such a worthwhile cause and bringing smiles to thousands of people that need the support of your potential employer!


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

BREAKING DOWN A BUSINESS TEAM!

WHAT AN EFFECTIVE TEAM NEEDS ...
* A common goal
* Interaction and involvement of all members
* Power within the group to make decisions
* Maintenance of individual’s self-esteem
* Attention to the process and content
* Mutual trust
* Respect for differences
* Constructive conflict resolution
* Leadership

GOOD LEADERS MUST …
* Make team feel good about coming to work
* Create a positive environment
* Set guidelines
* Establish a trust factor (do you do what you said you would do? Can you be believed? Can people rely on you?)

SUPERVISORS SHOULD ALWAYS PAY ATTENTION TO ...
* Level of openness
* Tone of voice
* Positive language
* Feedback
* Overall communication


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

MOTIVATIONAL QUOTES TO GET YOU GOING EACH DAY!

"Individual commitment to a group effort - that is what makes a team work, a company work, a society work, a civilization work." - Vince Lombardi

“To give real service you must add something which cannot be bought or measured with money, and that is sincerity and integrity.” - Douglas Adams

“Be the change you want to see in the world.” - Mahatma Gandhi

"What the mind believes, the body can achieve." - Lou Holtz

"I never worry about action, but only about inaction." - Winston Churchill

"I start with the premise that the function of leadership is to produce more leaders, not more followers." - Ralph Nader

"Never doubt that a small group of thoughtful, committed people can change the world. Indeed. It is the only thing that ever has." - Margaret Mead

"It is amazing how much people can get done if they do not worry about who gets the credit." - Sandra Swinney

"Talent wins games, but teamwork and intelligence wins championships." - Michael Jordan

"Successful and unsuccessful people do not vary greatly in their abilities. They vary in their desires to reach their potential." - John Maxwell

"The best executive is the one who has sense enough to pick good men to do what he wants done, and self-restraint enough to keep from meddling with them while they do it." - Theodore Roosevelt

"If your actions inspire others to dream more, learn more, do more and become more, you are a leader." - John Quincy Adams

“Life is 10 percent what happens to us and 90 percent of how we respond to it.” - Dr. Victor Frankl, Holocaust Survivor



May your day be brighter and allow you to keep reaching for the STARS!

Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

GETTING YOU TO "YES!"

• WRITING AND PRESENTATION SKILLS.
• PROOF CHECK.
• FIRST APPEARANCE.

Whether you’re a professional salesperson or a newcomer in the field, the above stated qualities are just some of the important essentials to GETTING YOU TO "YES!"

What makes a meal so delectable at a restaurant? It's the “presentation” of the meal placed on the dish! In sales, it's the presentation, the knowledge of your product and your look that can help cement the deal. But even if you look like a million at your presentation and there's a glaring type-o or two in the proposal, there's a possibility your package's net worth could be reduced if you don't pay attention to the fine print!

I learned this early on in my career when I was presenting a sponsorship package and this particular meeting was with a female executive. On the document's front page, right there in black and white, her name said "MR." and not "MS." in BOLD TYPE in a few locations? She brought it up to me in a tone, that year's later, it still rings in my ear when I draft up a new proposal. It's one of the little things I will triple check... my heading and signature areas (plus everything in between!)

I see a lot of people today that go to their FIND, EDIT and REPLACE buttons on the computer; keeping the next proposal the same but only changing out an individual's name, a date or the company. Then, when they meet up with CLIENT "X" in a very anticipated meeting only to have them read their "Competitors Name" in print versus their own because the person's computer replace-it button didn't catch it. I've seen client's get testy if you identified their business on the proposal heading as a "Company" versus "Corporation" or left out "INC." when they clearly display the word "Incorporated" on the business card? So, your package gets turned down. Did your proofing oversights play a small part in any way?

When I worked in Washington, DC back in the early 80’s, my boss was embarrassed somewhat with my writing skills, enough to make an arrangement with a DC area PR firm to have someone tutor me for a month (during my lunch hours) so that I could polish up my skills. He was fearful that I was working with a media group in a city that was known to have brought down famous figures let alone what they could do to a sports team yearning to get front page coverage.

I remember those days: my building president where I worked, would spot check every release that went out the door. Every Monday afternoon, a post-it note would be attached to many of my release drafts with comments like "Jim, what does this mean?"... "Jim, poor choice of grammar?"... "Jim, See Me!" ... etc. You know what: it was the BEST THING that ever happened to me going through this process over a five-year period. It did sharpen me up and no doubt that experience has played a significant role in the sales success I've enjoyed throughout the years and today. Your appearance is needed in every sales process but so is your writing skills and keeping everything mistake free! The ability to put it down on paper. Just like a high scoring forward in hockey or basketball but weak on defense. At some point, your liability will burn you!

One of the things I'll do with every new client is to get their take on my proposal? Not for the pricing (which they'll do in their own mind - LOL!!!), but how they viewed the way that I laid out my documents? Do I need to change anything? Did I use too many words? Over the years, I have personally heard from some clients that they've turned down proposals because of length or time to digest all of the fine print; for poor grammar and even appearance sloppiness, etc.

As I've stated before in previous blogs, your first meeting is the memory-maker, the one that leaves the imprint! It's the moment when a client starts to think in their mind "do we invest in this person, the business, or not?" It's all about your "complete body of work" that impacts a sales decision!


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

WHAT SPELLS CAREER SUCCESS?

I recently came across a copy of the Sporting News and thoroughly enjoyed a piece on Miami Dolphins’ quarterback Chad Pennington and his background got me thinking a lot about "what spells career success?”

For those of you that do not follow sports, Pennington led the New York Jets to the playoffs three times during his NFL career in the ‘Big Apple’ only to be unceremoniously cut once his team decided to acquire future Hall of Famer Brett Favre prior to last year. Pennington quickly seized a new opportunity with Miami. Walked into his first huddle with the club and went on to engineer one of the greatest comeback seasons in pro sports history - piloting the Dolphins to an 11-5 record and a postseason berth following a year in which Miami posted their worst ever win-loss campaign (1-15 in 2007).

When the Sporting News’ author asked Pennington “What is Success?” The NFL veteran responded: “That is a question I’m asked as a professional athlete time and time again. Sometimes, we think success is merely a destination, but it’s actually a journey”.

Pennington, who has fought adversity in college and in the pros mostly through injuries, further stated: “I didn’t say accept failure. I said embrace it. In our society today, we’ve labeled failure as taboo. We’ve been conditioned to avoid failure at all costs, and not embrace our mistakes and use them as learning tools. How do we truly know what success is without experiencing failure?”

Which leads me to another form of success, a story of mine dating back to 1977 when I first began my hockey management career in Billings, Montana. After two years with the junior hockey team, I received my first big league job offer to join the Minnesota North Stars at the young age of 23. Flattered, I agreed to their terms and joined the organization’s PR department. After a couple weeks on the job, I made a decision of a lifetime… one that would stun my bosses. I was going to walk away from my life’s dream. Yes, my bosses were not pleased. My rational: The job and my belonging at the time seemed to intimidate me? I just did not feel mature enough to handle the tasks in front of me. I purposely took a pay cut and returned back to junior Hockey to work for my old boss (from the Billings franchise) that was now running the Regina (Sask., Canada) Pats.

Upon my return, the Pats paid me $10,000 in Canadian funds. I rode a bicycle to work every day. Had no car license (yes, stubborn ole’ me!) But, I felt like I was on Top of the World once again! I viewed that one extra year as if I received my college degree in sports team operations and also in life! Did I ever regret walking away from the big leagues? Never! Would I have stumbled if I had stayed in that original position? Probably so!

That bit of adversity paid off for me. As my first season in Regina wound down, I was then given five (5) National Hockey League job offers to move back up to the big leagues. I accepted the Washington Capitals’ employment offer.

My one step back in time set me up for a sports team career that would never have flourished if the SOMEONE in me had put my ego before my heart back then. I, too, like Chad Pennington, found out that success truly does come in the form of a journey and not as a destination!


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

TOP SALES TIPS!

Everyday sales tips from my own personal career experiences...

* Be Passionate about your job. You’ve got to have Fun! But no job is ever going to be perfect. We all have issues in addition to battling office gossip and daily bickering. YOU DRIVE YOUR CAR AND IT’S THE DRIVE IN YOU THAT FILLS YOUR SUCCESS TANK EACH AND EVERY DAY!

* Every business has a memory. Sellers do not control the product but they do control the experience!

* Keys on being a success in Sales? Just like a marriage, don’t let your client go to rust! Keep the relationship fresh. Toss in a surprise now and then. Be seen with the client. Watch out for his/her best interest. They must believe in you!

* Sales is like dating. Don’t try to walk up the alter after the first meeting. Ask questions. Learn the client’s business. Who are their competitors? Who are their clients? Piece the puzzle together.

* CO-OP!! It’s been around for years but most businesses are not aware how they can save on their investment by involving their best customers or suppliers. CO-OP'ing business partners is your ticket to success if you can talk this talk!

* Don’t leave money on the table. Spend time in front of your prospects and customers each week.

* The relationship building and communications you do during the season pays off at renewal time.

* No one can reject you unless you rejected yourself!

* Every day, you must Recruit, Progress and Close! It is your recipe to financial success!

* We all get spiked now & then in the game of Sales Volleyball. Key is to return the serve (keeping the conversation going!)


May the above serve as your inspirational reminders for today and tomorrow!!


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

SELLING FOR THE RIGHT REASONS!

Right out of the blocks I am going to hit you with a Steven Strasburg fastball (he, who can pitch a baseball at speeds of over 100 mph), which is: don’t sell for commission or even program your mind as to why this is the only reason you head out the door each day looking to make a sales transaction? Rather, sell for enjoyment, the challenge and personal satisfaction that the job provides. You do that, there's no doubt that you'll reap the financial benefits your employer has graciously set up for you! Read on ...

I was once involved in a sales meeting at a restaurant. Your typical type of meeting except once the initial greetings were exchanged, I began to inquire as to how this person’s establishment changed their soda (pop) filters? Unusual question? I knew it caught my client off guard and this was not a scripted question. It was asked because I am a typical curious person. One that LOVES to LEARN about everyone’s business and what makes the company a success? As well, I like to find out what path did my counterpart take to finally sit in the executive’s chair or become a decision-making manager?

Anyhow, my restaurant client told me that he usually gets the sales reps coming in only to ask “if he would buy a program ad?” or to “interest him in a pair of tickets?” After I offered my question on soda filters, my client instantly perked up and told me all about his procedures for changing filters. I was fascinated by the exchange. Then, positioning myself as the “consumer”, I proceeded to tell my client that what leads me to any restaurant most always is the quality and taste of the Coca-Cola or Pepsi fountain product and in some cases, the style & taste of the French Fries!

I even relayed a story to my restaurant client on what my Coca-Cola rep once shared with me: that is if you wanted to enjoy the purest form of Coca-Cola, go to a McDonald’s Restaurant because they have such sophisticated quality control equipment and computerized systems to make sure that the soft drink filters are changed periodically. I told my client how important it is for a restaurant to make sure that they have the best tasting beverages because it will be engraved in the consumer's mind everytime he chooses a restaurant for his next meal: great soda/pop or lousy soda/pop? It serves as a great “lead-in” for most people! After my consumer feedback, the restaurant contact said that “I was the first person to come before him and actually try to help his business versus the others that didn’t care about his business other than to hope he’d say ‘yes’ for a sale”.

My restaurant client then offered up these words of advice to me “I get so tired of these sales reps coming to my place all the time just expecting that I’m this automatic buy; someone who’s obligated to open up his wallet and if I don’t, I’m the one responsible for this sales rep not making his monthly mortgage payment”.

The end result of the story: we sold season tickets, activated a partnership and built a relationship that still goes on ten years later to this date!

I always credit my former boss and the business motto he instilled into me: "Take a job for the fun it can be! You produce, you will get rewarded!”


Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

PERSONAL TIPS TO UNCOVER NEW SALES PROSPECTS!

Personal experiences of mine from a sports team executive that can be tailored to any rep in the sales business ...

* Invest in your local city newspaper. Browse through articles and advertisements. Great way to pull up new businesses and learn of the top contacts for that company! Every paper will also have a business section or at the very least, dedicate one day each week to discuss the hot business topics in your local market area. You’ll learn who the movers and shakers are, those that received job promotions and the new executives coming to the city. Some communities will actually publish a local Business Journal, which doubles your opportunity to find new leads!

* Check your local newspaper “Want Ads Sections” and zero in on the company’s that are hiring. What you’re looking for are the Human Resource Directors, Office/General Managers, etc., that get posted. This is a great way to uncover LEADS for your sales staff and introduce your personnel directly to the "decision makers" versus making random cold calls!

* Look closely in your Business Section of the newspaper for postings of "New Business Licenses" and "Corporate Filings". These are the Businesses getting ready to develop property and open up shop in your city! BE THE FIRST TO KNOCK ON THEIR DOOR!

* At home or heading to a meeting, take time to surf the radio dials and TV stations. Listen and pay attention to the local ads that are running. If you’re a sports team sales rep, pay closer attention to the AM dials. Same on Cable TV with ESPN. Watch to see which local company’s in your city are buying a specific sports channel!

* Be aware of the highway billboard displays. These are great prospects to contact for signage sales!

* Facebook and Linkedin's global networks can help you recruit key decision makers related to your specific product. A great opportunity to get to know your prospect’s background, their likes, philosophy and personal contacts. Every call and appointment you make, ask your contact if they are involved with these Social Media sites and if they would like to network?

* Catalog what businesses are sponsoring your local high school events, minor pros and big leagues. Regardless of when your team plays (winter or summer), pay attention to those sponsors that are investing in your specific playing time of year. There are corporate partners that buy only certain times a year. Depending on your demographic appeal, don't lose sight of the businesses that support the arts and theatre!

* Recruit your prospects at your own events. Where I gain my most success is to simply stand out in the front lobby at my arena before every game and reach out and welcome my customers. Those that seem engaging, I’ll ask: "This your first game?" Pending the response, I can go into different conversations. I’ll try to find the customer’s seat location if there appears to be time; if not, I will pass out my business card and collect a name/title/business/phone number, HOW? I carry a pack of Post-It (Sticky) Notes with me at every game. I will have the customer quickly write down those key contact pieces for me. (The "Banana" theory of sales takes over now... which is, you must follow up on these leads within three days before the lead goes rotten!)

* Stand in at the Portal Areas of the concourse during your actual events. At our hockey games, the fans are held up at the stairways during every stoppage of play by a "stop sign display" from an arena usher. During these moments, I get myself in position to enjoy a "captive audience of fans" and can ask one or two targeted questions to my guests and come away with a terrific batch of sales leads. Each year, my goal is to uncover at least "300" new prospects over the course of a season (10 per game x 30).

* The easiest tip of them all: Simply ask for REFERRALS after every meeting or conversation you enjoy with a prospect!

NOTE: Stock your vehicle with some packs of “Post-It Notes” and “Clicky Pens” to jot down your new prospects when moving around your city each day! Do make sure that you cross reference your team’s client list afterwards to make sure these new contacts are OK to pursue!



Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com

DON'T SACRIFICE HUMAN TOUCH & COMMUNICATING!

This is a plea to my young Twitter and Linkedin followers: “Never slack off on communicating” but more importantly, don’t ever discount how much the “Human Touch” effect can have on your business (and personal) relationships

I’m not faulting the younger generation. There are so many Social Media options made available to them today. The line of communications for today’s youths, teens and college students nowadays is done mostly through Text, Facebook and My Space. Just the other day, for example, I was standing in a convenience store line waiting at the checkout counter. A Mom was ahead of me with her two young children trying to wrap up her purchases. Her young boy, I’m guessing age seven or so, was texting off of his cell phone. The sister, maybe five at best, had a headset on, listening to her IPOD music and being totally oblivious to Mom.

This piece is a reminder to not become that convenience store moment in your life and shut out your family, your friends and your business clients. To succeed in life. To feel wanted. To feel good about one’s self, it starts and ends with a little bit of “Human Touch” as the Boss (Bruce Springsteen) once sang! I said this once before in a previous Blog of mine in that my first big league boss years ago always knew how to fill my gas tank everyday at the office. He just had to say “JIMMY BOY” but it was also a certain way that he said those words. It was the look I got when he entered the office each day. If we had computers and e-mail back then in 1980, I’d hate to see how our relationship would have evolved without those special moments of what I call “Human Touch?” Would I even be the person I am today without it?

That small bit of “Human Touch” was a key part in my drive to succeed. It’s what got me pumped everyday even though I was working in the “Big Leagues” and that accomplishment alone should have been the motivating factor. Trust me, it was my boss reaching out to me. That little way he addressed my name. That look he gave me. That’s what fueled my engine!

So please don’t hide behind your computers or cell phones. Reach out to your business customers. Demand of yourself to get face time! It’s okay to follow up periodically with a client through those modern electronic devices but it’s the human element involved in relationship building that will always forward the process! Similar to the world of a politician, there’s a reason why they must always get out each year and campaign for votes and shake hands with their constituents! Do you feel comfortable voting for someone that you’ve never met or heard speak?

Jim Loria
E-Mail: loria@sfstampede.com

Successful Sales People Deliver a Reputation First!

Everything starts from your first appearance. Dress appropriately (shine your shoes and clean your fingernails). You'll find that being a success no matter the profession, starts with your very own mental makeup.

Sales work and athletics are tied together: they both can play on your nerves and they're exhilarating! The key is to be consistent over a long period of time versus great for that one moment. Same in the sales world. What good is it when you've sold a million dollar sponsorship but forgot to deliver key assets in the package during the term of the contract only to have the relationship dissolved one year later over your lack of follow through?

Here's an example that illustrates the point of how your "Reputation" can be defined in just a matter of seconds and how dependable you will be seen as a person that can deliver in the future:

During one of my first sales closings, I had put together a major partnership with a healthcare organization. It was significant for the club. As the deal was getting signed, my client stated: "Jim, you know, now that we're major corporate partners, if and when we need favors for tickets, we trust that this will be no issue. You know, when we call on the (other local sport team in town) for tickets, they seem to deliver within 30 minutes". I quickly blurted out in a second, "that I'd deliver the tickets within 15 minutes!"

Well, come opening day in our team's debut home game, my contact calls me up early afternoon. Asks for several tickets for management. I hung up the phone. Had a staffer print the best available. Ran to my car. Like an idiot, sped through the city streets. Pulled my car in front of the hospital street-side lobby. Ran inside to the corporate office area. When I came jogging down the corridor, my contact was actually standing right outside the door with a stop watch timing me to see if I'm a man of my word (that "15 minutes" speech!) I got their in 13 minutes & some odd seconds. My contact was stunned and yelled out: "Damn, you did it!" I was huffing so bad. Gave her the tickets. Laughed when I realized this was just a test to measure my dependability.

From that moment, I was good as gold with this group. They knew I cared. That I delivered.


E-Mail: loria@sfstampede.com

Helpful Q&A for the College Student & Young Career Pro!

Q: Where did you attend college and what did you major in?

A: I did not go to college but I graduated from a Vocational Technical High School in New Bedford, Massachusetts. My course studies were focused on ”Industrial Design” which taught me a lot about art work, design, layout, copy writing, drafting, printing, and much more. I use a lot of my high school trade skills even today! We design so many publications, brochures and sales kits that I feel that I’ve got the knowledge to understand and a creative ability to see things from the artist side of things.

Q: How did you start in the sports industry?

A: I was the jack-of-all-trades for a Junior Hockey team in Billings, Montana. I was one of three employees on the team. I was the receptionist, the media relations guy, the game night entertainment director, community relations, and the ticket salesman. Whatever needed to get done, I rolled up my sleeves and did it. I probably worked around 80 hours a week back then. I rode a bike to work and did not drive a car. Snow, rain nor sleet kept me from getting to the office. What helped me most in my young days in this business was getting my feet wet in all departmental areas like promotions, events, sales and even learning people skills, communications, attention to details and follow though.

Q: What is the best advice you would give in pursuit of a career goal?

* Expose yourself to all aspects. Internships are the best way. Don’t limit yourself to just one – do sample a few.

* When pursuing that FIRST JOB, don’t go in attempting to pay off student loans right away (salary needs). Get a job with a company that has a Great Reputation and one that will give you an opportunity to develop and get your feet wet.

* Don’t go in wanting perks such as commissions, mileage, meal expenses, etc. You'll lose the Opportunity. Become a SOLUTIONS person vs. a COMPLAINER with only problems.

* You have to grow up quick – You’re no longer a College Student! You are the Employee! Adjustment from College Graduate to the Business Professional world is the hardest thing to feel accepted – it may be harder than the anxiety you felt from going to school full time back in 1st grade/to middle school/to finally arriving in high school for sure.

Q) What is the key for a successful job interview?

A) CONNECTION! Just like finding a date. It’s the ability to connect. It’s in your look. Your eyes and how you smile. Resumes, sometimes, are not the most important selling tool. YOU ARE! It’s that Moment of contact. How you answer questions – be truthful. Come Prepared – YOU HAVE TO WANNA–WANT THE JOB! I, for one, want charismatic people who can SMILE, a hard-working, professional, mature person with Integrity, I look for Character, a CAN DO individual that’s not afraid of hours. We’ll teach the rest.

Q) While in college, what should I focus on to help me jump start a career in business?

A) Spend time honing your writing and speaking skills without question. Learn how to get in front of larger groups, especially your peers, and speak. Sample some marketing and communications courses. For the sports-minded career individual, definitely look at the many Sports Management programs offered around the country.

Don't shy away from taking a computer graphics course or two if you have a creative talent and love for computers. Every sports franchise, business, ad agency, printer, etc., has a definite need for a computer graphics' expert! As well, I encourage you to get a part-time job in sales and begin to learn the very basics. Sales is something we all do – Dating is a Sales Job! Coaches that recruit players is a Sales Job! Parenting your Kids is a Sales Job YOU ULTIMATELY HAVE TO “SELL YOURSELF” TO GET THAT FIRST CAREER JOB!


E-Mail: loria@sfstampede.com

Personal Insights to Become a Success in Your Job!

To understand your role and how you might fit into the business world, it all starts with these words of wisdom I choose to live by every day:

> Find the Power To Believe!

> Attitude – It’s Yours!

> Find a Cheerleader! People that Encourage You.
(DO NOT ALLOW SOMEONE TO SUCK THE ENERGY OUT OF YOU!)

> Never take a job for money. Rather, take a job for the “fun” it can be; You "produce", You will get"rewarded!" Please believe that till the day you retire!

> Surround yourself with credible people. It’s all about your REPUTATION that you develop each day of your adult life!

> LISTEN at all times! Work your tail off. Roll up your sleeves and bring an A-plus ATTITUDE and SMILE to the job everyday! Work Effort and Can-Do Attitude is what will get you a job and a career! Businesses do not want attitudes and negative employees. You are on display just by the value of your SMILE!

> Learn to bring Ideas but more importantly, come back with a solution when facing a problem! That's what separates a real good employee from an everyday fellow co-worker. Become unique and someone who stands out to the boss!

> Love what you do! Work hard! Take no shortcuts! Pay attention to the little things!

> Seize opportunities! Look for experiences that are new and different. Develop relationships with people who are different from the one's you ordinarily have relationships with, especially those that come from different backgrounds and age groups. Broaden your outlook and develop a deeper well from which to draw from.

MY FAVORITE SAYINGS:

* Brick Walls are put in place for a reason. They let us prove how badly we want it!

* Never lose your "childlike wonders!" Help others and care for people!

* When you get Feedback, Cherish it! When you get Criticisms, it's because someone cares about you!


E-Mail: loria@sfstampede.com

The 10 Commandments of Sales!

* Know thy Self (team/business).
* Know thy Guest (customer's business).
* Know thy Market.
* Know thy Neighbor (competition).
* Know thy Budget (hidden costs that add to bottom line).
* Thou shall be Creative and Imaginative.
* Thou shall have Fun.
* Thou shall not Procrastinate.
* Thou shall Communicate.
* Thou shall not Bear Witness against thy Neighbor (avoid negative
remarks against competition).


E-MAIL: loria@sfstampede.com

The First Handshake!

Your first meeting with a potential client/customer is the memory-maker! The one that leaves the imprint. In those first seconds of impact upon meeting and reaching out to shake your client/customer's hand, 50% of the sales process will have taken place! In the mindset of your client/customer, he/she is already thinking "do I invest in this person, the team, or not?"

Wipe off those sweaty hands and look your contact in the eye. How do you handshake this person? Dress appropriately. Smile. Be sincere. Be prepared. If you want him or her to turn the key to their "Vault", you’ve got to make that client/customer think you have all the answers!

I once had a sales rep of mine in another city. He did not have the greatest ability to put things down on paper but that weakness was definitely overcome by his ability to schmooze! At that time in my career, I had never paid attention to that "first glimpse" you get from the client/customer and what impact/role it plays in forging the relationship? It caught my attention quickly after attending some sales meetings with this person. Seriously, he could handshake a person better than anyone I've ever seen and the look his client gave him upon impact was equally priceless!

As a parent, they say your child's brain development for their entire life will come together in the first five years after birth. Well, your relationship to the client/customer comes together with the impact of that first handshake!!!! Do not discount that moment!

I jokingly used to tell my sales rep before that if the business world was like the sports industry and they held a draft for sales prospects, he'd go in the first round without question! Yes, he had some weaknesses - we all do - but when the draft experts broke down skills, they'd say "this person is such a master of the handshake, a great conversationalist, relates to everyone well, dresses for the occasion, a true sales professional". I said that to my staffer because, at that time, I was envious at the way he could "handshake" people! Seriously, he woke me up to a skill I never thought mattered?

E-Mail: loria@sfstampede.com

Competing for Sponsorship Prospects

Before making that first sales call, consider this strategy or thought process:

Pretend that every client you converse with is a "Student Athlete" and your team/organization is the "University". If businesses were "Student Athletes", and could only accept one "Scholarship" (therefore only sponsor one local team in each city), how would that make us all feel?

So then, invest more time into your relationships. Date first before trying to walk to the alter during the first conversation. Don't lose track of your client even if you do not get the account activated. Work on your reputation.

Even though you are employed with a sports team or organization, you are like an independent contractor and running your own business. With that stated, put yourself in the life of that "Student Athlete" (i.e. your business customer) and realize just how many phone calls & e-mails they get every single day from the numerous local radio, television, newsprint, publications and outdoor billboard sales reps plus the charitable organizations, people seeking donations for various personal reasons, multiples of pro sports team executives, college marketing and local high school athletic personnel, etc. pitching your "Student Athlete"... all wanting the same thing - $$.

So now, with all the incredible pitches in a day from so many schools, your "Student Athlete" can only sign with one "University!" Should you be the fortunate one to secure that scholarship to your Sport Team University, you (as the Dean of the "U") have to maintain a relationship year-round with your "Student Athlete" and discuss goals, expectations and agree on the Tuition fees! But then, think of your "Student Athlete"... what is he/she feeling about your "University?" Did your sales pitch live up to his/her expectations? Did they prosper under your tutelage? Did you mature this athlete (meaning increase the sales revenues). Did your "Student Athlete" have FUN away from studies? Will they feel good about enrolling for the next semester at your "University?"

You want your "Student Athlete" to graduate from your "University" and stay on as a prominent & contributing "Alumni Member!" As usual with Alumni, you want this "Student Athlete" to begin the process of recruiting other students to your "University" (providing business referrals) versus transferring out and enrolling at another "University" (competing sports team) due to poor performance on your part, lack of follow through and basically just not delivering on the promises of your sales pitch.

E-Mail: loria@sfstampede.com

Find a Cheerleader and Avoid the Sales Rut!

Always know that the best of the sales pros get rejected, more times than you'd imagine! That's where finding a cheerleader helps! When the days that your sales efforts seems like a struggle, it's nice to pick up the phone and call on a real life people person cheerleader! Someone that can make you laugh, say a certain something that gets you smiling again and pumps you back up!

I’ve been lucky throughout my career to have found a few special people that would help restart my sales engine when I couldn’t get the keys to turn. You can't just designate a person to be that cheerleader. You'll know it when you find that person!

For our inbound sales reps, telemarketing members or those making introductory calls to a prospect and are getting rejected quite a few times in a row… sometimes it’s worth getting up to collect some air. If your office setting is a walk away to a C-store or something comparable, take a break. Go stretch your legs and pick up an energy bar or even a candy mint. Reboot yourself just like you would your personal computer when problems arise! (Ed Note: Do get clearance from the boss first before walking away!)

When you feel the dark clouds hovering around you, never continue to call on your prospects when coming off multiple rejections! Your voice will show it to the receiver of your call! You never want a customer or client to say things like: "Are you OK?" or "Boy, you seem down today… is something the matter?" Your voice must always sound positive! A person of confidence. You are delivering that customer (in the moment) a piece of real estate that they can’t acquire anywhere else!

If you leave a voice mail, always press #1 on your phone. Many times, you can erase a poorly voiced call and redo the message. I’ll admit that #1 button has spared me from sounding like an unprofessional idiot at least a hundred times during my career! It’s better to re-record your message five times (been there, done that!) than to lose a sales prospect because they viewed your voice mail as unintelligent or one that failed to keep the client’s attention!

E-Mail: loria@sfstampede.com

In the Game of Sales, Learn to Fail First!

Before approaching the major sponsors or corporations in the business world, you have to be prepared, plain and simple. It’s no different than a coach on a sports team. They develop a plan and scheme prior to each game. They watch film and look for tendencies. In the business world, there are some sales people that go on hit & run missions. Hoping for the person behind the desk to say “YES” until you get told by a client “that you’re sitting behind the 8-ball” (yes, this bold statement was said to me years ago!)

During my career as a manager, I have assigned my more inexperienced team members to phones sales first (the air attack in the armed forces of selling) to learn how to converse, introduce our product, its benefits and even to start hearing the many different forms of objections that will be heard.

Then, supplement the ground force attack with visits to some small shops around town, which is essentially like stepping up to the plate during the pre-season of a sports team schedule or like a hairdresser taking their first cuts on a family member to gain their real life experience. If the rep fails to connect on sales during this training period, the club does not suffer any financial harm. This is how I learned the business of sales myself. I went to the very small businesses. Not only did I develop a routine but I quickly found that you had to adjust too many different personalities. No presentation would be the same.

I asked questions: Why do you buy and why not? I found that I had to become more comfortable in my approach as I walked into the client’s office. Watched my body language & eye contact. I had to learn how to even begin a conversation and when to stop and listen. To use my voice so that it was not always the same monotone level. Along the way, I saw how some of the experienced CEO’s used sales tricks to their advantage… some actually had little wooden blocks placed under their desk so that they could look down on me. Some had their secretary answer my call and place me on hold, long enough in a way, to tell me that this person was in charge of the conversation because I was waiting for him.

Sales are like a game and it’s how well you play it that will determine your success and longevity. In the game of sales, it is OK to fail first, but just not for a long period of time, mind you. Take the sport of baseball: most players can get to the ‘Hall of Fame’ by making an out “seven times out of every ten at bats” during their career and still bat .300. Keep that in mind!

E-Mail: loria@sfstampede.com

In Sales: Are You a 'Fisherman' or 'Hunter'?

I love the band KILLERS and as I was working out today, my IPOD came up to the group’s recent hit “Human”. The lyrics got me thinking about sales. Yes, I am addicted to my trade, I admit. But there were a lot of words to the popular song that got me thinking of the types of sales people that are out there. Which is: Are you a Fisherman or are you a Hunter?

Read on to some of the band’s lyrics to “Human”…

Did my best to notice.
When the call came down the line
Up to the platform of surrender
I was brought but I was kind
And sometimes I get nervous
When I see an open door
Close your eyes
Clear your heart...
Cut the cord

Are we human?
Or are we dancer?
My sign is vital
My hands are cold
And I'm on my knees
Looking for the answer
Are we human?
Or are we dancer?

Back to my point. There are sales people out there that truly do think low. Will ask for below market value and go fishing for sales, hoping to get any type of bite. Not understanding that they could have captured a King Crab type of sale versus settling for a Fish with a little bit more polish and belief. Unfortunately, there are sales people that surrender before the process even begins. They get nervous picking up the phone. When they get that meeting and see the door opening up, their hands get cold. The fear of rejection takes over. The process of surrender wins.

What separates a “Fisherman” from a “Hunter” is the belief factor. I, for one, believe and never waver from the fact that if a prospect allows me that opportunity to meet or a chance to gather at a coffee shop, a transaction of some form will develop. I remember once watching the Animal Planet series on “Sharks”. Predators no doubt. A hunter in the purest form. What separates a shark from most fish is that his sonar button lights up when there’s blood in the water, even if its miles away. They follow through with a very high success rate!

Years back, I met up with an advertising executive during one of my sales presentations. He was kind enough to educate me on what makes a successful sales person. I was in my rookie stages at that time. He said, “Jim, every business has an imaginary vault behind their desk. You have to believe it, but more importantly, know how to ask for the key to get it open!”

In closing, singer Josh Groban, another favorite artist of mine, sang these words in one of his greatest hits “Believe”…

Believe in what you feel inside
And give your dreams the wings to fly.
You have everything you need, if you just Believe.


E-Mail: loria@sfstampede.com

Becoming 'Someone' in the Sports Industry!

When I first made my way into the big leagues of hockey back in 1980 for the Washington Capitals, my boss was Roger Crozier. He was one of the game’s all-time great netminders for Detroit and Buffalo and the Caps’ Assistant General Manager at the time. I was 25-years old and the luckiest guy on earth to be Roger’s personal assistant.

I was fortunate to be able to witness his creative mind in action every single day for a couple of years. My boss was the type of person that was so mechanically gifted. He was much more than your usual sports team jock. I loved my boss very much. He was my mentor. He knew that when he called me “Jimmy Boy” every morning, that he filled up my work tank for that entire day! But he also wasn’t bashful to provide moments of “tough love” when I needed it.

For every day he was in his office, came with a 9 AM meeting. Just he & I. The purpose: How were we going to better the Washington Capitals today? My job: Present him with such an idea regardless if it was good or bad. At the time, I didn’t understand how valuable that exercise was and what role it would play in my future. Roger taught me how to think. He conditioned my mind to be a creative thinker.

Roger knew me better than anyone. He had made dozens of visits to my junior hockey team in Regina, Saskatchewan just the year before my arrival in the Nation’s Capital (where he was scouting one of our players at the time). He was the type of guy that would call me at 2 AM in the morning to hear my comments on a certain player or when we lost five in a row to then see how I reacted? He never stopped thinking whether it was in sports or for business.

Towards the end of my first year in Washington with Roger, a meeting took place. One that probably changed my life and over time, inspired me to see the whole picture and become who I am today! This meeting was more about the making of a new me. It was the lecture of all time. Once I walked into his office, the door quickly shut behind me, something that never happened before in the hundreds of meetings that took place between the two of us. I sensed something was wrong. No small talk or personal stories did he tell. Roger just threw it at me in an instant with a tone in the voice I had never witnessed before. He blurted out: “Jim, what do you want to be in your life: SOMEONE or SOMEBODY? And know that my door will not open until you give me the right answer!”

I sat there. Nervous as all get up. His facial expression never changed. Actually, he started to look at some paperwork on his desk while I sat there with this ‘deer in the headlights’ look on my face and stunned by the moment at hand. Minutes passed. Roger blurted out again “the door’s not opening until I hear the right answer!!!” I looked at him, knowing the moment of truth arrived. I said, “Roger, I don’t know what you consider to be the right answer, but I am going to tell you what my gut says is the right answer”. Roger said… “go ahead”. I looked him in directly in the eye and said “I want to be SOMEONE!” He, without hesitation, went into this tirade and said “Jim, you’ll never be ‘Someone!’

He then paused. Thought of something. Picked up the phone. Called the operations department. Asked them to bring up the Mascot character’s head. Told me to put it on and tell him what I see? Looking like an idiot, I had this big character’s costume head on over my face. He told me to use my hands and show him what I was seeing? Out of my muffled voice, I stated “I can only see straight ahead” (Note: if you’ve never put on a Mascot’s head before, you do only see what is straight ahead. You can’t see left, right or below unless you turn your head completely to see).

After I made my statement of only seeing straight ahead, my boss went into another rant and quickly stated: “That’s right Jim, that’s why you will not be SOMEONE in your life. You can’t see anything to the left or right or even below. All you worry about is what’s in front of you. My boss knew that I was a comfort zone type of person. The type that did not venture outside. I was involved in the public relations department, mostly compiling statistics and writing press notes and publications, and I was happy to only worry about my job let alone my department or whatever else my colleagues were doing in their respective departments.

My boss’ lecture inspired me to see the whole picture. To be that “Someone” in my industry, I needed to learn how marketing could make PR… how PR could make a marketing idea sizzle… how community relations can be your best promotion, etc.… My boss then asked me to attend all of our department head meetings for a period of time. To just listen and take notes. It was the start of my actually getting a college degree, one that I am so grateful there was a person in my life that realized the potential I had and cared enough to coach it out of me!

E-Mail: loria@sfstampede.com