RELATIONSHIPS MATTER

RELATIONSHIP MANAGEMENT

EARNING CONFIDENCE

Successful people make high value friendships and contacts in all of their areas of personal life and business.

"The success of the other guy is essential to my own".  In other words, each person is dependent upon the other for their success and well being.

Reputation is the branding result of the quality and skill of your relationships.

Reputation = Relationship

The quality of your relationships is more critical today because online and email creates transient relationships.

Relationships and Reputation drives CONFIDENCE. 

Failure in building relationships breeds mistrust.

Without CONFIDENCE, there can be no transaction. 

A business decision and transaction is often one where a choice is made between a number of competing options. Forming a business relationship is part of the process of establishing a preference. This preference is ultimately based on confidence. 

COURTESY BEGETS CONFIDENCE. Being courteous inspires others to be courteous.

Companies fail because they fail to manage RELATIONSHIPS, and connot create CONFIDENCE in the other person's mind.

[  "I DON'T KNOW YOU."  MCGRAW HILL. ]

Companies and people succeed because they are viewed as centers for knowledge and EXCELLENCE. They work at being EXCELLENT AT RELATIONSHIPS. Nothing/Noone is taken for granted.

PURCHASING procedures have changed today.  It is, therefore, important to understand that the quality and skill of your relationships can create a significant competitive advantage.

Contracts are given to people and companies who are trusted.

BEST PRACTICES

More business is lost because of neglect than is sold.

"Why did you lose it?"

All businesses need to be innovative.   They need to look at their markets and say what do we need to do to be better so we can compete more effectively.  What are the innovations that would help you and your company compete more effectively.

Bridging the "confidence gap" through a Best Practices program that focuses on EXCELLENCE is an innovation that help you to compete more effectively.

EXCELLENCE in relationships must be a Strategic Committment from the very Top Executive.  Being an "EXCELLENCE" DRIVEN CEO.

Best Practices

=============

1. Company-wide training for external as well as internal relationships. 

2. Carefully defined Practices to improve relationships must be measured and monitored and constantly improved.

3. The goal of Best Practices is to 

a) Understand that you must earn the right for a relationship, and that there are natural barriers that can interfere.

a) Constantly and continuously pursue Excellence in Customer Relationships.

b) Systematize the process of winning and retaining customers.

c) Vigorously train and reward Excellence.

d) Create an organization that properly presents ideas as a VALUE PROPOSITION, supported by facts and evidence of benefits, so as to create customer CONFIDENCE.

e) Recognize "Relationship Selling" and need for training.

f) The goal is that RELATIONSHIP SKILL becomes part of CULTURE of a company

- Rapport

- Business Purpose

- Courtesy

ROLE OF CRM

CRM software uses technology to track valuable information for the purpose of gaining insight and anticipating needs...and avoiding or diminishing problems.  "You should have known" really means "You should have CARED enough to know".

DEFINED TRAINING PROGRAM FOR BEST PRACTICES

Quality College "Excellence"

- Manuals

- Rewards and Awards

- Employee Performance Review

- Entry level

- Advanced

- 14 Week Daily Schedule 

Presentation Skills

TeleSeller Training

Relationships should last over a long period of time.

Customer Relationship Management.  Not a tech program...rather a Core competency

MAKE FRIENDS

Not facebook friends

1. Identify who you need to have a relationship with in order to succeed.

- Target Account Program

2. What is the NOW.

3. Determine the needs that must be met. 

4. Create a plan for the customer to meet their opportunity

5. Build relationship skills around relevance and ability to create value.

6. Use Merge mail

    Use Merge email

6. Contact Manager is not a CRM 

MAKE FAMILY

Relationships are symbiotic.

Betrayal by people you trust.

Have to earn the right for a relationship.

Love people

Make mentor friends too.

====

Here's the No. 1 thing that makes relationships successful, say psychologists who studied 40,000 couples

https://www.cnbc.com/2022/11/11/the-no-relationship-hack-according-to-psychologists-who-have-been-married-for-35-years.html?__source=androidappshare

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This form will also help you to inquire about curriculum for SFBDG LIFELONG LEARNING CENTER. You will receive answers about your inquiry or instructions on next steps to participate.

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Authored by

ARTHUR ROSENFIELD,

Recognized as a "Center of Influence".

Watch for his new service and broadcast coming to WisdomIsPriceless.com™

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© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

💥If you don't propose, you can't close.💥

In my first job, on my first day, my first boss told me. "All business is relationships"

That proved to be axiomatic.

ANOTHER VERY BASIC PRINCIPLE, OFTEN OVERLOOKED... IT IS AN AXIOMATIC, FUNDAMENTAL PRINCIPLE OF BUSINESS AND ALL OF LIFE:

💥If you don't propose, you can't close.💥

Proposing is essential to creating a business relationship...or any other relationship.

What does the customer need? Often takes discovery, work, and patience. It may be hidden.

What does the customer get? When?

What do you get? When?  What is your "ASK".

To propose, you must ask "What does the customer Need?"

How do you know? How did you find out?  When?

What is the Return? How do you know?  When?

What is the CONFIDENCE the customer can have that he will get what you told him  he could expect.

There are basics to proposals, but the focus of this Lifelong Learning Center is PROPOSING with "AUTHORITY".  How is it different? 

A PROPOSAL WRITTEN AS AN AUTHORITY *CREATES VALUE*.

How is it done?

You will find answers, guidance, tip, and how-to-do-it in the SFBDG LIFELONG LEARNING CENTER

https://sfbdg.cityentree.com/sfbdg-studio/sfbdg-lifelong-learning-center/authority-intelligence/proposal-writing-as-an-authority

PROPOSAL WRITING AS AN AUTHORITY

The NOW FACTOR

CUSTOMER NEED ANALYSIS and ASKING QUESTIONS

KNOW THE CUSTOMERS CUSTOMER

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Authored by

ARTHUR ROSENFIELD,

Recognized as a "Center of Influence".

Watch for his new service and broadcast coming to WisdomIsPriceless.com TM

• Newsletter

• Broadcast

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• Mentee

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© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

The ten greatest

NEEDS of any company

● Demand from a critical mass in an addressable marketplace

● Ability to reliably supply a unique product and service

● Customers

● Sustainable business model 

● Some level of price control

● Talent pool and Executive pool

● Dependable and financially strong  suppliers and strategic partners

● Access to capital and alternative relationsjips

● Access to TOP people

● Ability to track trends and identify emerging opportunitied

● Core Competencies that are trained and managed.

● Supportive Government

Business planning

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This form will also help you to inquire about curriculum for SFBDG LIFELONG LEARNING CENTER. You will receive answers about your inquiry or instructions on next steps to participate.

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Authored by

ARTHUR ROSENFIELD,

Recognized as a "Center of Influence".

Watch for his new service and broadcast coming to WisdomIsPriceless.com TM

• Newsletter

• Broadcast

• Zoom

• Mentor

• Mentee

• Speakers Bureau
  
  

© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

REFERENCE

 https://hbr.org/2004/07/marketing-myopia

Marketing Myopia was an article published In the Harvard Business Reviw in 1964 by Theodore Levitt. It became known for its insightful definition of the difference between Marketing and Selling.  Selling is a needs satisfying process, while Marketing is pushing something that you want to push whether people want it or not...and not changing what you are pushing as new things are being adopted. This myopia led to replacement of previous dominant industries and companies.

Pushing something that people do not want or need based on an GUESSING AND CONJECTURE, and without regard for unintended consequences.

A Refresher on Marketing Myopia

by Amy Gallo

August 22, 2016

Paul Garbett for HBR

Every year, a large majority of product launches fail. There’s debate about exactly what percentage—some say it is 75%, others claim it’s closer to 95%. Regardless of which number is right, there is no doubt that a lot of time and energy go into marketing products that will no longer exist in a year. Why is this? Some of the failure is likely attributable to the fact that many company leaders, including executives, have what’s called marketing myopia—a nearsighted focus on selling products and services, rather than seeing the “big picture” of what consumers really want.

I talked with John Deighton, a professor at Harvard Business School and an authority on consumer behavior and marketing, to better understand this classic concept, its origins, and its relevance to organizations today.

Where did the concept originate?

The term was coined by the late Harvard Business School marketing professor, Theodore Levitt, in a 1960 article by the same name (republished in 2004). The “heart of the article,” according to Deighton, is Levitt’s argument that companies are too focused on producing goods or services and don’t spend enough time understanding what customers want or need. Therefore, he “encouraged executives to switch from a production orientation to a consumer orientation.” As Levitt used to tell his students, “People don’t want a quarter-inch drill. They want a quarter-inch hole!”

“The genius of the original article is that it is so easy to be myopic when it comes to marketing,” says Deighton. “Any marketer is obligated to be concerned with programs, tactics, campaigns, etc. Unfortunately, the clock never stops long enough to answer the question, ‘Why are you doing what you are doing?’ So it’s far too easy to lose sight of the big picture.” The other thing that made the article so significant at the time of its publication is that it reminded CEOs that marketing is part of their job: “[Levitt] tells the leader of the organization: you are in business because you have a customer. Therefore you have to think about marketing,” Deighton explains.

What is marketing myopia?

The myopia that Levitt describes is a lack of insight into what a business is doing for its customers. Organizations invest so much time, energy, and money in what they currently do that they’re often blind to the future. They get lulled into thinking they’re in a “growth industry,” which, according to Levitt, don’t exist. Instead, there are really only companies continuously capitalizing on growth opportunities.

There are several examples in the article that illustrate the main concept, that your product is not your business. Perhaps the most famous is the railroad lines, which Levitt argues fell into steep decline because they thought they were in the train business rather than the transportation business. If those leaders had seen themselves as helping customers get from one place to another, they might’ve expanded the business into other forms of transportation like cars, trucks, or airplanes. Unfortunately, they let other companies seize those opportunities and steal away their passengers instead.

Luckily, there is a cure for marketing myopia. Levitt suggests that leaders ask themselves: What business are we really in? Deighton says that the best way for leaders to answer that question is by asking themselves another: What are we really doing for the customer? Successful companies focus on customer needs, not their own products and services, which can—and will—be replaced by competitive alternatives, either ones they make themselves or those produced by existing or potential competitors.

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Authored by

ARTHUR ROSENFIELD,

Recognized as a "Center of Influence".

Watch for his new service and broadcast coming to WisdomIsPriceless.com TM

• Newsletter

• Broadcast

• Zoom

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• Mentee

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© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

 I made some notes to get us started. These are not specific because I don't know some things about you,  your operations, your financial performance, ORG Chart, etc. This just represents my thought process..."seeing me in motion" so to speak.  Who, what, how, where, when, and why are for us to discuss.

You will have questions. I may have answers and connections.  

I always like to start with Revenue and Customer Retention and Increase....for obvious reasons.

I always like to start with this:

● Where have we been?

● Where are we now?

● Where do we want to be?

● How are we going to get there?

● What are the obstacles?

● What resources are needed?

● What are the benefits of Investment

● Who is going to do it?

If you create a 7 column table, with those as headings for columns 2-7, and Priorities 

Or operations as column 1, you will be on your way to mapping your NEW HORIZON Plan.

Have a plan and work your plan. Don't deviate.  Only change direction with very careful consideration.

Set priorities. Stay focused.

Do one thing well. Do it better than anyone else. Do it for less.

Set up key ratios to measure improvement.

Make sure to be collecting market data from reliable sources.

Have a Board of Advisors. Meet at least quarterly. More at first. 

Identify and use resources that can support you opportunity.

Reach out to banks and institutions to establish relationships.

Make Excel your friend.

Use a CRM to manage relationships.

Have control of your company data, intellectual property, and customer records.

Get all people in company.

Break your tasks into standard, trainable, assignments and functions and delegate. Monitor. Correct. Get reports and follow up.

Count every penny. No exceptions.

Stay current with payments.

Who is accountant?

Who is Attorney?

Don't depend on Social Networking, but use it.

Don't put all your eggs in  one tech person's skills.

Protect your data and full back-up daily.

1. Must have specific plan to generate more revenue.

    - Message must be compelling and persuasive. Packaged.

    - Short theme

    - Marketing and PR plan

    - Addressable market

    - "If I only had......"

    - Database and analytics.

    - **PROPOSAL SELLING**

2. Must have specific plan to structure pricing to maximize profit.

3. Must have budget and tight control of operating expense and capital expense.

4. Must know strength and weaknesses.

5. Basics in place to track daily, weekly, monthly performance vs projection and budget.

6. Org Chart. Job Descriptions. Personnel Performance Appraisals.

7. Tax Compliance

8. Evaluate value of your portfolio.

9. Regulation Compliance

Set up Best Practices manual.

Employee manual.

Build a Support Network. ...

Be Very Specific With Your Goals. ...

Delegate Whenever Possible. ...

Keep Your Overhead Low. ...

Find Your Best Niche—and Stick With It. ...

Protect your existing business while making changes. Don't throw away dirty water until you have clean water.

Avoid Distractions at All Cost

https://smallbiztrends.com/2014/06/success-tips-for-small-business.html

https://quickbooks.intuit.com/r/business-planning/15-critical-success-tips-for-small-businesses/

https://www.thebalance.com/the-value-of-a-business-mentor-1200818

INQUIRIES WELCOME

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This form will also help you to inquire about curriculum for SFBDG LIFELONG LEARNING CENTER. You will receive answers about your inquiry or instructions on next steps to participate.

https://forms.gle/3kAgR6PoVtodYE627

FORM TO JOIN WISDOM IS PRICELESS ™

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Authored by

ARTHUR ROSENFIELD,

Recognized as a "Center of Influence".

Watch for his new service and broadcast coming to WisdomIsPriceless.com TM

• Newsletter

• Broadcast

• Zoom

• Mentor

• Mentee

• Speakers Bureau
  
  

© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

CENTER OF INFLUENCE

(Mentors)

What is it?

Who is it?

Why is it important?

How do you get to them?

What do you offer?

How does a company create a core competency to establish relationships, and benefit from Centers of Influence?

How do you do this across different cultures?

-------------------------

Centers of influence are those people (or organizations) that can boost your market access and credibility through referrals, testimonials, and simple, undervalued word-of-mouth.

---------------------

These are people who are generally very well established, are good networkers and who can introduce you to the kind of markets (or members) you need and are looking for. Ideally, you should be in the network of several Centers of Influence.

-----------------------

So why is this important? The Roper Organization has conducted many studies on influential people for decades. They have found that the influential segment of the population is “remarkable for its consistency and typically deeply involved in their communities, both socially and politically.” Their research suggests that winning the confidence of one Center of Influence can create six loyal customers. Of those six new ‘customers’, I’m willing to bet there are another 2 Centers of Influence. There is an exponential opportunity.

-------

Who are your centers of influence?

March 26, 2013 by BRYAN CLAGETT, GEEZEO

Share Share Share

by. Bryan Clagett, Chief Marketing Officer, Geezeo

The people at Geezeo have heard me preach on the virtues of identifying Centers of Influence since 2009. What’s a Center of Influence you ask?  Centers of influence are those people (or organizations) that can boost your market access and credibility through referrals, testimonials, and simple, undervalued  word-of-mouth. These are people who are generally very well established, are good networkers and who can introduce you to the kind of markets (or members) you need and are looking for. Ideally, you should be in the network of several Centers of Influence.

So why is this important? The Roper Organization has conducted many studies on influential people for decades. They have found that the influential segment of the population is “remarkable for its consistency and typically deeply involved in their communities, both socially and politically.” Their research suggests that winning the confidence of one Center of Influence can create six loyal customers. Of those six new ‘customers’, I’m will to bet there are another 2 Centers of Influence. There is an exponential opportunity.

I know what you are thinking. No, attending GAC, shaking a Congressman’s hand or rubbing elbows with Ron Shevlin, does not mean you know your Centers of Influence. Even if you personally have a network of ‘influencers”, does your CEO, your branch managers. or you business developers?

So what are some simple steps you can take to cultivate Centers of Influence? Maybe the following will help get you started:

Identify and Target Your Centers of Influence

Who can help you grow the credit union? Let me be even clearer;  who will introduce you to desirable potential SEGs, clients or members? Develop a database of ideal contacts and a brief profile for each and share it with your )team.

Define Value

Seeing how banking (or “credit unioning”) is such a commodity, this one may be a challenge for you. What genuine, unique value can you offer Centers of Influence? What do you or your credit union bring to the table? What skills, contacts, information or resources do you have? Imagine  you are a start-up doing a pitch on Shark Tank. What would you say?

Points of Contact

Where do your Centers of Influence hang? Do they belong to any specific professional organizations, business associations or networking groups? Do you have a presence there? In my market here in southeastern Virginia, I see a lot more bankers than credit union people at business and community functions.

Gather Your Information and Present

You’ll need to approach Centers of Influence. That means you better have an arsenal of “material” that you can use as bling. No keychain, koozie or golf ball will win you business. You need conversation and some compelling evidence that you are special and unique. Yes, a  little dog and pony is needed and can go a long way. I bet the bulk of you (and your staff)  don’t have an elevator speech. And if you do, and it starts with “We want to be a financial partner and advocate..”, then you are saying the same thing 7500 other credit unions are saying. Go back to “Define Value” above.

Speak Up!

A warm introduction to a Center of Influence is always better than a cold introduction.  Let those in your current network, including your employees and Board, know who you are looking for. Get the message out and tell them you are looking for influential people in the market. You may have a teller that is better connected than your CEO. Ask people for introductions.

What’s In It For Them?

Once you get into a conversation with a Center of Influence, what are you going to say? Never use “Hi, I’m with a credit union so please send people my way.” You’ll need a very  compelling reason backed by your value proposition (see Define Value above!) for them to want  to associate with you and want to introduce you to other people or organizations. Be specific and address what you are offering and what do you want them to do. You’ll need to demonstrate how you too can help the Center of Influence.

Invite Participation

Centers of Influence like to engage other people. So be sure to offer to hook them up with others in your network. Invite them to events, ideally lead by or sponsored by your credit union, where they too can make valuable new contacts. Connecting the dots is important and put you in a great position,

Keep In Touch

Establishing initial contact and making your pitch is only half the battle. You must retain and maintain your relevance by staying under the nose of your Centers of Influence. Social media liked Linkedin is a good start, but you also want one-on-one communication. Curate some content of information that is of value and share it. And make sure you invite influencers to your events and let them do the same.

Reward your Centers of Influence

When a Center of Influence gives you a lead of makes an introduction for you, show your  appreciation immediately. Recognize and acknowledge the effort they made on your behalf.

Bryan Clagett

Bryan Clagett is a principle driver of Geezeo’s global marketing, brand and outreach efforts. Clagett joins founders Shawn Ward and Peter Glyman in establishing Geezeo as the premier personal ...Web: WWW.GEEZEO.COMDETAILS

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This form will also help you to inquire about curriculum for SFBDG LIFELONG LEARNING CENTER. You will receive answers about your inquiry or instructions on next steps to participate.

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FORM TO JOIN WISDOM IS PRICELESS™

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Authored by

ARTHUR ROSENFIELD,

Recognized as a "Center of Influence".

Watch for his new service and broadcast coming to WisdomIsPriceless.com™

• Newsletter

• Broadcast

• Zoom

• Mentor

• Mentee

• Speakers Bureau
  
  

© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

I made some notes to get us started. These are not specific because I don't know some things about your operations, financial performance, ORG Chart, etc. This just represents my thought process..."seeing me in motion" so to speak.  Who, what, how, where, when, and why are for us to discuss. You will have questions. I may have answers and connections.  I alway like to start with Revenue and Customer Retention and Increase....for obvious reasons.

I always like to start with this:

Where have we been?

Where are we now?

Where do we want to be?

How are we going to get there?

What are the obstacles?

What resources are needed?

Who is going to do it?

If you create a 7 column table, with those as headings for columns 2-7, and Priorities 

Or operations as column 1, you will be on your way to mapping your NEW HORIZON Plan.

Have a plan and work your plan. Don't deviate.  Only change direction with very careful consideration.

Set priorities. Stay focused.

Do one thing well. Do it better than anyone else. Do it for less.

Set up key ratios to measure improvement.

Make sure to be collecting market data from reliable sources.

Have a Board of Advisors. Meet at least quarterly. More at first. 

Identify and use resources that can support you opportunity.

Reach out to banks and institutions to establish relationships.

Make Excel your friend.

Use a CRM to manage relationships.

Have control of your company data, intellectual property, and customer records.

Get all people in company.

Break your tasks into standard, trainable, assignments and functions and delegate. Monitor. Correct. Get reports and follow up.

Count every penny. No exceptions.

Stay current with payments.

Who is accountant?

Who is Attorney?

Don't depend on Social Networking, but use it.

Don't put all your eggs in  one tech person's skills.

Protect your data and full back-up daily.

1. Must have specific plan to generate more revenue.

- Message must be compelling and persuasive. Packaged.

- Short theme

- Marketing and PR plan

- Addressable market

- "If I only had......"

- Database and analytics.

    - **PROPOSAL SELLING**

2. Must have specific plan to structure pricing to maximize profit.

3. Must have budget and tight control of operating expense and capital expense.

4. Must know strength and weaknesses.

5. Basics in place to track daily, weekly, monthly performance vs projection and budget.

6. Org Chart. Job Descriptions. Personnel Performance Appraisals.

7. Tax Compliance

8. Evaluate value of your portfolio.

9. Regulation Compliance

Set up Best Practices manual.

Employee manual.

Build a Support Network. ...

Be Very Specific With Your Goals. ...

Delegate Whenever Possible. ...

Keep Your Overhead Low. ...

Find Your Best Niche—and Stick With It. ...

Protect your existing business while making changes. Don't throw away dirty water until you have clean water.

Avoid Distractions at All Cost

https://smallbiztrends.com/2014/06/success-tips-for-small-business.html

https://quickbooks.intuit.com/r/business-planning/15-critical-success-tips-for-small-businesses/

https://www.thebalance.com/the-value-of-a-business-mentor-1200818

INQUIRIES WELCOME

The purpose of this form is you to help us understand what NEEDS you have or OPPORTUNITIES you want us to help you to pursue.  Once submitted, we will contact you to discuss options. 

This form will also help you to inquire about curriculum for SFBDG LIFELONG LEARNING CENTER. You will receive answers about your inquiry or instructions on next steps to participate.

https://forms.gle/3kAgR6PoVtodYE627

FORM TO JOIN WISDOM IS PRICELESS™

https://forms.gle/BDQKoLbYGtCSfF8FA

Authored by

ARTHUR ROSENFIELD,

Recognized as a "Center of Influence".

Watch for his new service and broadcast coming to WisdomIsPriceless.com™

• Newsletter

• Broadcast

• Zoom

• Mentor

• Mentee

• Speakers Bureau
  
  

© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

INQUIRIES WELCOME

The purpose of this form is you to help us understand what NEEDS you have or OPPORTUNITIES you want us to help you to pursue.  Once submitted, we will contact you to discuss options. 

This form will also help you to inquire about curriculum for SFBDG LIFELONG LEARNING CENTER. You will receive answers about your inquiry or instructions on next steps to participate.

https://forms.gle/3kAgR6PoVtodYE627

FORM TO JOIN WISDOM IS PRICELESS™

https://forms.gle/BDQKoLbYGtCSfF8FA

Authored by

ARTHUR ROSENFIELD,

Recognized as a "Center of Influence".

Watch for his new service and broadcast coming to WisdomIsPriceless.com TM

• Newsletter

• Broadcast

• Zoom

• Mentor

• Mentee

• Speakers Bureau
  
  

© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

BEING COMPETITIVE IS ESSENTIAL TODAY

I have been around business as an adult through 9 RECESSIONS.  All companies and professionals can benefit from "ARTHUR'S LUCKY 7 TIPS"

__________

RECESSIONS

__________

• The Covid-19 Recession: February to April 2020. ...

• The Great Recession: December 2007 to June 2009. ...

• The Dot-Com Recession: March to November 2001. ...

• The Gulf War Recession: July 1990 to March 1991. ...

• The Stagflation Recession, Part II: July 1981 to November 1982.

• The Iran and Volcker Recession (The Stagflation Recession), Part 1: January 1980–July 1980

• Part 2 of Double-Dip Recession: July 1981–November 1982

• The Oil Shock Recession: November 1973 to March 1975

• The Guns and Butter Recession: December 1969–November 1970

____________________

"ARTHUR'S LUCKY 7 TIPS"

____________________

1. Identify and Manage your Core Competencies and Corporate Culture.

2. Reach beyond your current contacts for customers and vendors.

3. Apply techniques of Strategic PR.

4. Apply "Market Share" thinking and Strategies.

5. Be Innovative and Imaginative.

6. Surround yourself with the best people.

7. Consolidate to Accelerate Growth and Profit.

My credentials, accomplishments, and ability to ADD VALUE through Knowledge, Experience, and Contacts are in my attached CV.  Please introduce yourself. Inquiries are welcome.  

The time is right!

ARTHUR ROSENFIELD

Strategic, Financial, and Business Development Group [SFBDG]

Arthur@CityEntree.com

+1 646-920-4652

New York City

SFBDG.cityentree.com

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© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

This is a "POWER SELLING!" Proposal Template.  It comes from one of my training manuals, and is based on years of application in many thousands of cases.  

How to Structure a Consultative Proposal

It is designed to Unlock the  SECRETS that help "SELL THE IDEA, NOT THE EVIDENCE".

Note: ""Page #" below can mean SECTION of a document, letter, or email. The main thing is to follow the order.

In another email. I will rough in some thoughts for your. Well Fargo proposal.

● COVER OF PROPOSAL

● PAGE 1: Restate the Customer's Objective or Opportunity.

● PAGE 2: Detail FACTS and ASSUMPTIONS that the Customer will accept.

Include the NOW FACTOR

● PAGE 3: Present your IDEA.

Try to create a theme. It will usually jump out at you as a result of the information you have collected.

● PAGE 4: Show the benefits of your idea to the Customer.

As a result of ....

You get....

Link the benefits to the customers objective or opportuniy.

● PAGE 5: Show that the benefits of your IDEA might be good for the Customer's Cutomer too.

● PAGE 6: Show at least THREE different forms of EVIDENCE.

♤ Facts

♤ Testimonials

♤ Analogy

♤ Articles

♤ Field Market Work

♤ Judgement of an Expert

♤ First hand experience

♤ Market research

♤ Financial analysis and proforma projection

● PAGE 7: Show how you and your company can help the customer, and that you are ESSENTIAL to the success of the IDEA.

● PAGE 8: SUMMARIZE the customer's objective or opportunity, your idea, and the benefits the customer can expect is they agree to your proposal.

● PAGE 9: Detail the action steps to be taken to implement the plan. The more detail you can anticipate and include, the more confidence the customer will have that you can deliver what you promised.

● PAGE 10: Ask for written agreement or signed contract

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Guide to Business Planning

https://drive.google.com/file/d/1kJOLIzczPJ9NOoIC5w6vnPhV0UkWHUQj/view?usp=sharing

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Success in business depends on knowing what changes are coming and how to meet them. YOU AND YOUR IDEAS ARE VITAL TO THIS.

I always like to start with this:

● Where are we now?

● Where do we want to be?

● How are we going to get there?

● What are the obstacles?

● What resources are needed?

● Who is going to do it?

● What is the expected ROI?

If you create an 9 column table, with those as headings for columns 2-9, and Priorities 

or Operations as column 1, you will be on your way to mapping your NEW HORIZON Plan.

I am a great believer in Business Plans. I do them for  my own business.

I would also advise any company that no business plan can be effective without a Sales Plan...and networking is absolutely necessary for proper servicing of existing customers as well as expanding your customer base.

Similarly, Strategic PR and Marketing is critical to any Sales Plan.

This brings us back to the 8 critical questions.

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© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

PROPERTY VALUES AND THE TALENT CLASS.

By ARTHUR ROSENFIELD

New York City is THE CENTER OF CREATIVITY AND CULTURE. 

 That makes it THE CENTER OF ENTREPRENEURISM AND FREEDOM.

Creating value takes VISION.

Vision takes knowledge.  NYC has been built to expose and transfer knowledge.

For many years, offices and hotels across the city were the bedrock for fusion of knowledge, experience, imagination, and entrepreneurism.  The city was ground zero for creation of a lightening storm of ideas. THE NEXT BIG THING comes from that lightening storm. Twenty four hours a day, seven days a week, that lightening storm is setting fire to old ideas and replacing those old ones with new ones.

The demand to be part of that lightening is what creates the unduplicateable value of NYC. It can not be replicated. Some may leave, but the parade of new, inspired talent will fill the vacancies.

Government today is NYC’s biggest problem. It does not understand the concept of incentives. Instead, it designs disincentives and punishments.

This must change. The people reading this must insist on supporting investment not making errors of judgment.

ROSENFIELD'S Hierarchy of Needs for City Recovery

#1 RETURN OF CONFIDENCE IN PHYSICAL SAFETY

     • Safe streets. SAFE Subways: and Neighborhoods

#2 RETURN OF QUALITY OF LIFE

#3 INTENSE FOCUS ON CHILDREN

     • LADDERS OF SUCCESS FOR CHILDREN

     • EDUCATION

#4  INCENTIVES. ENCOURAGEMENT. COLLABORATION AND ENCOURAGEMENT

     • Intolerance for drugs and crime

#5 WORK TO BUILD AND BE PART OF NYC AS A SENSE OF PRIDE

     • Homes, Community, and Culture to suport strong families.

#6 VOTE and ELECT a Government that Supports pursuit of happiness and business.

     • Path to a Relationship Pot

#7 Attract The Talent Class

#8 Atteact Tourism and Business Meetings

#9 Access to Capital

#9 Lead and Govern by Example

We need to focus on WHY people want to come back to NYC, not constantly feed the open arms of Florida, Tennessee, Texas, and South Carolina. 

DEMAND drives the VALUE of PROPERTIES and PEOPLE.

New York City is a BEACON OF OPPORTUNITY throughout the world.  The BEST, most talented people want to come here to be in the greatest concentration of talent on the planet. 

It is the center of VALUE CREATION for PEOPLE.  

This DEMAND to be here is what creates a resilience in PROPERTY VALUE.

The talent class wants to be in NYC.  The financial class wants to be in NYC.

In February 2013 I hosted and ran a two day Community Symposium for stakeholders to learn about PLACE-MAKING. I followed it with a series of "BREAKFAST OF CHAMPIONS" and Luncheons over the following months. The impact of this was huge.

It's the people who say "I want to be at the top of that list". "I want to be with the people who are at the top".

It is leaders like those in CollabNet, organized by Harry Dublinsky, who will make a stronger voice to unite those with a stake in VALUE.  The stakeholders of the city are key. 

Thats what creates the best restaurants and theatre. This is also the basic driver of tourisms to NYC. 

That is what I helped to do in Long Island City / Astoria through the Chamber of Commerce I founded there. Through PLACE-MAKING that I brought to LIC with help from David Wilk, we created "a story" that resulted in the LIC’s RENAISSANCE…and a major new skyline along the East River.

In 2013, when I ran those series of Symposiums on Place-making and social value creation in Long Island City, there were just the Citicorp and Citylights buildings there.  The lesson learned was that you could bring stakeholders together and create a story that attracts investment and the talent class. We are at a point in time when CollabNet business leaders and professionals can facilitate this same positive inertia to accelerate the rise of NYC from the incredible issues it faces. 

That is why understanding the importance of “PLACE-MAKING” and the “Creative Class” to driving real estate demand is essential today, since the most important decision in people’s lives today is where they choose to live. Communities that recognize this new market paradigm, and develop innovative real estate and “PLACE-MAKING” strategies targeting the “Creative Class,” will capture more than their fair share of future market demand, economic growth and new jobs.

As business leaders, consider these thoughts on property VALUE and the future of NYC with the attention being paid, and budgets being established to support the flood of illegal immigration…or can a government and city stakeholders manage both.

POSTED BY 

ARTHUR ROSENFIELD

646-920-4652

Arthur@CityEntree.com

SFBDG.cityentree.com

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My experience through all recessions over the last 50  years is that companies that identify and manage their "Core Competencies"  always survive, gain market share, acquire intelligently during consolidation, and have high development and profit through innovation. 

I am working with a company that is achieving all this and will quadruple its business rather than wring their hands.

• Innovate and Revitalize. 

• Compete more Effectively. 

• If you don't have the right people or plan, get them now.

There is trouble  ahead for those who do not.

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© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

Here is an Interview of Arthur Rosenfield on PROPERTY VALUES today and WHY People want to Live and Work In NYC. About the  NYC RENAISSANCE. The interviewer is CollabNet Member Mona Shah who specializes in EB-5.

https://mshahlaw.com/new-york-city-renaissance-with-arthur-rosenfield-episode-121/

It was recorded 2020 while I was President of the National Realty Club, and release on 9/11/2020 in the midst of the pandemic shutdown. 

The points made are relevant and worth considering  today as we all try to grasp the impact of post pandemic and legislative changes in New York City.

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© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

A Feeling of Trust in One's Abilities, Qualities, and Judgment.

https://www.entrepreneur.com/article/281874

10 Things You Can Do to Boost Self-Confidence

Take charge of your feelings, and start overcoming obstacles.

Opinions expressed by Entrepreneur contributors are their own.

“Low self-esteem is like driving through life with your hand brake on.” -- Maxwell Maltz

Nobody is born with limitless self-confidence. If someone seems to have incredible self-confidence, it’s because he or she has worked on building it for years. Self-confidence is something that you learn to build up because the challenging world of business, and life in general, can deflate it.

An online negative review, a request for a refund from a customer or a flat rejection from investors can all cause our self-confidence to dwindle. Well-meaning but sometimes unkind comments from those closest to us can also hit us hard.

On top of this, we have to deal with our inner critic of self-doubt that constantly tells us that we are not good enough. When bombarded by so many elements that threaten our self-confidence, we need to take charge of building it up for ourselves.

As we teach at Skill Incubator, building a successful business requires a thick skin and unshakable confidence in your ability to overcome obstacles. Here are 10 things you can do to build up your self-confidence.

1. Visualize yourself as you want to be.

“What the mind can conceive and believe it can achieve.” -- Napoleon Hill

Visualization is the technique of seeing an image of yourself that you are proud of, in your own mind. When we struggle with low self-confidence, we have a poor perception of ourselves that is often inaccurate. Practice visualizing a fantastic version of yourself, achieving your goals.

2. Affirm yourself.

"Affirmations are a powerful tool to deliberately install desired beliefs about yourself." -- Nikki Carnevale 

We tend to behave in accordance with our own self-image. The trick to making lasting change is to change how you view yourself.

Affirmations are positive and uplifting statements that we say to ourselves. These are normally more effective if said out loud so that you can hear yourself say it. We tend to believe whatever we tell ourselves constantly. For example, if you hate your own physical appearance, practice saying something that you appreciate or like about yourself when you next look in the mirror.

To get your brain to accept your positive statements more quickly, phrase your affirmations as questions like, “Why am I so good in making deals?” instead of “I am so good at making deals.” Our brains are biologically wired to seek answers to questions, without analyzing whether the question is valid or not.

3. Do one thing that scares you every day.

“If you are insecure, guess what? The rest of the world is too. Do not overestimate the competition and underestimate yourself. You are better than you think.” -- T. Harv Eker

The best way to overcome fear is to face it head-on. By doing something that scares you every day and gaining confidence from every experience, you will see your self-confidence soar. So, get out of your comfort zone and face your fears!

4. Question your inner critic.

“You have been criticizing yourself for years, and it hasn’t worked. Try approving of yourself and see what happens.” -- Louise L. Hay

Some of the harshest comments that we get come from ourselves, via the "voice of the inner critic." If you struggle with low self-confidence, there is a possibility that your inner critic has become overactive and inaccurate.

Strategies like cognitive behavioral therapy help you to question your inner critic, and look for evidence to support or deny the things that your inner critic is saying to you. For example, if you think that you are a failure, ask yourself, “What evidence is there to support the thought that I am a failure?” and “What evidence is there that doesn’t support the thought that I am a failure?”

Find opportunities to congratulate, compliment and reward yourself, even for the smallest successes. As Mark Twain said, “[A] man cannot be comfortable without his own approval.”

Related: 9 Movie Clips (With Songs!) to Keep You Inspired

5. Take the 100 days of rejection challenge.

“No one can make you feel inferior without your consent.” -- Eleanor Roosevelt

Jia Jiang has become famous for recording his experience of “busting fear” by purposefully making crazy requests of people in order to be rejected over 100 days. His purpose was to desensitize himself to rejection, after he became more upset than he expected over rejection from a potential investor. Busting fear isn’t easy to do, but if you want to have fun while building up your self-confidence, this is a powerful way to do it.

6. Set yourself up to win.

“To establish true self-confidence, we must concentrate on our successes and forget about the failures and the negatives in our lives.” -- Denis Waitley

Too many people are discouraged about their abilities because they set themselves goals that are too difficult to achieve. Start by setting yourself small goals that you can win easily.

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Once you have built a stream of successes that make you feel good about yourself, you can then move on to harder goals. Make sure that you also keep a list of all your achievements, both large and small, to remind yourself of the times that you have done well.

Instead of focusing only on “to-do" lists, I like to spend time reflecting on “did-it" lists. Reflecting on the major milestones, projects and goals you’ve achieved is a great way to reinforce confidence in your skills.

7. Help someone else.

Helping someone else often enables us to forget about ourselves and to feel grateful for what we have. It also feels good when you are able to make a difference for someone else.

Instead of focusing on your own weaknesses, volunteer to mentor, practically assist or teach another, and you'll see your self-confidence grow automatically in the process.

8. Care for yourself.

“Self-care is never a selfish act -- it is simply good stewardship of the only gift I have, the gift I was put on earth to offer to others.” -- Parker Palmer

Self-confidence depends on a combination of good physical health, emotional health and social health. It is hard to feel good about yourself if you hate your physique or constantly have low energy.⁷

Make time to cultivate great exercise, eating and sleep habits. In addition, dress the way you want to feel. You have heard the saying that “clothes make the man.” Build your self-confidence by making the effort to look after your own needs.

9. Create personal boundaries.

“Never be bullied into silence. Never allow yourself to be made a victim. Accept no one’s definition of your life, but define yourself.”-- Harvey Fierstein

Learn to say no. Teach others to respect your personal boundaries. If necessary, take classes on how to be more assertive and learn to ask for what you want. The more control and say that you have over your own life, the greater will be your self-confidence.

Related: 5 Ways to Train Your Brain and Boost Your Self-Esteem

10. Shift to an equality mentality.

“Wanting to be someone else is a waste of the person you are.” -- Marilyn Monroe

People with low self-confidence see others as better or more deserving than themselves. Instead of carrying this perception, see yourself as being equal to everyone. They are no better or more deserving than you. Make a mental shift to an equality mentality and you will automatically see an improvement in your self-confidence.



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FROM NAPOLEON HILL FOUNDATION.

POSTED BY 

ARTHUR ROSENFIELD

A mere wish or hope for wealth is not sufficient for achievement. 

You need to have a burning desire, an intense driving force, that pushes your to take action toward your goals.

Below are six steps you can start doing today to help transform your desires into reality:

1. Fix in your mind the exact outcome you desire. 

It is important to be specific and clear about what you want, rather than just saying you want more money, more success, less stress, or less financial burden.

The more specific you are the easier it will be to stay focused and achieve your goals.

2. Determine exactly what you intend to give in return for achieving your desired goal. 

You must be prepared to give something in exchange - this could be time, effort, services, or other forms of value.

3. Establish a definite date when you intend to possess your desired outcome. 

Setting a timeline gives your goal urgency and helps keep you focused and on track.

4. Create a definite plan for carrying out your desire and begin at once. 

Proactivity and immediate action are crucial. The plan will serve as a roadmap to guide your efforts.

5. Write out a clear, concise statement of what you want, and what you intend to acquire, name the time limit for its acquisition, state what you intend to give in return, and describe clearly the plan through which you intend to accumulate it.

This written statement will serve as a contract and commitment to yourself.

6. Read your written statement aloud, twice daily, once just before retiring at night, and once after arising in the morning. 

This practice of reading, believing, and visualizing yourself already in possession of the desired outcome helps in internalizing your goals and maintaining a strong, unwavering focus.

And by emphasizing the importance of a burning desire combined with a definite plan and persistent action, Hill suggests that the intensity of one's desire can overcome obstacles and eventually manifest into the tangible achievement of goals.

© Copyright. Napoleon Hill Foundation. All Rights Reserved 1995-2024 

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I am sharing "My Horizon Prayer".

ARTHUR ROSENFIELD

_________

An Epiphany 8/8/2020 5:46 am

Sunrise 5:59 AM

Saturday, August 8, 2020 (EDT)

Sunrise in New York, NY 11105

My Horizon Prayer

As the sun comes up each morning, it reminds me of the promise God puts into each day to CREATE.

The morning horizon brings light and opens our eyes and mind to opportunity and GRACE. The sun comes up gradually and dependably. With PATIENCE  God awakens me...and ideas flow to share.

My idea for today is:

.........[IDEA]..... 

At the end of the day, the sun slowly sets and  gives us time to reflect on the work God has helped me to do. What good has been created that adds value and direction for the next day because I did not squander God's day, his light, and his GRACE...and the miracle of my life.

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© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

To honor Mothers today, I am sharing an amazing reprise from Cindy Adam from a broadcast on WABC Radio Mothers Day 2023.  

The Cindy Adams Show

May 14, 2023

Hit PLAY button.  It says 48 min. Her reprise of her mother is at the beginning. About 10 mins.

https://podcasts.apple.com/us/podcast/cindy-adams/id1593723566

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© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

TIPS FROM ARTHUR ROSENFIELD ON LEADERSHIP BY EXCELLENCE:

DISCOVERING THE NOW FACTOR!

▪︎ Know the Customer's Customer...better than the Customer  does.  

▪︎ Discover the NOW.  Get the Facts from the field, not hearsay, and verify.

▪︎ Sell the idea not the evidence. 

▪︎ Write proposals for big ideas. 

▪︎ Use three forms of evidence.

▪︎ State your unique value that is ESSENTIAL to the success of the idea.

▪︎ Deliver what you promise.

=======

Always ask Questions.

If you ask questions, you will get a lot of useful information.  When you know it all, and you stop asking question, you stop getting information; and, you slide down the DUMMY CURVE.

Discover the NOW

In every business there is something happening NOW that makes it vital to take action NOW.  Making a decision about the NOW factor is usually time sensitive.  Taking an action NOW will produce a positive result.  Delaying usually produces a negative result.  

Look ahead. What is changing. Understand change. Welcome change.  Be inspired by change. Be relevant. Be competitive.

Ask questions. Ask why three times. 

• First you get information.

• Second you get knowledge 

• Third you get understanding and insight.

Achieve Recognition as an Authority

By "Authority" I mean the  collection of every bit of facts knowledge, digesting it, and ultimately being able to interpret and communicate that information, knowledge, and insights in such a way that it creates value for those who can benefit.  Authorities are able to show that their position has created value for others who have acted on their recommendations and ability to identify trends.

It requires research and insight.

You need to know where to look for direct information and facts. 

You need to know where to look for indirect information and facts. What things indirectly impact a possible outcome or trend.

You need to meet with people who are leaders and other authorities in the area to ask questions.

Why is it important?

People would rather do business with someone who knows what they are talking about and has vested themselves in a topic.

Authority is always respected when it is real and obvious.

Authority can open doors.

How do you become a Recognized Authority?

Compile lists.

Do original research.

Publish articles in professional journals.

Be a Speaker at meetings?

How do you maximize your position as an Authority?

Mentor.

Selling as an Authority

========

Discovering the NOW

In order to sell in volume, a vendor needs to determine the NOW factor.

Identifying the NOW leads to solution selling, which is often consultative. 

Early identification of opportunities and threats can not come from statistical analysis.  By the time an event or statistic has been calculated, it is already too late.  

The NOW is discovered by listening and asking questions. 

1. What is it now? 

2. What was it then? 

3. How is it changing? 

4. Why is it changing?  

5. For example: ???

Asking these questions regularly will bring trends to the surface. Collectively, they will bring to the surface any hidden opportunities and threats.

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Authored by

ARTHUR ROSENFIELD,

Recognized as a "Center of Influence".

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© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

A word of advice.  Don't be driven by news reports and studies. Break things down into manageable items.

Don't give up. Never give in. There are those who will want you to do both. Fight them off.

Some things can seem overwhelming.  Break everything down into small parts. Everything is more understandable and manageable in small parts.  Especially true for negotiations. Break things down.  Not all subgroups or classifications have equal importance.

In statistics you learn that glomming data together often gives a distorted, inaccurate picture.   Aggregating hides truths. Breaking data down into smaller subsets reveals more accurate truths that permit more appropriate response.

It's the same for dragons...recessions...and for negotiation...and the engine in your car. 

Isolate and conquer.

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The purpose of this form is you to help us understand what NEEDS you have or OPPORTUNITIES you want us to help you to pursue.  Once submitted, we will contact you to discuss options. 

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Authored by

ARTHUR ROSENFIELD,

Recognized as a "Center of Influence".

Watch for his new service and broadcast coming to WisdomIsPriceless.com™

• Newsletter

• Broadcast

• Zoom

• Mentor

• Mentee

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© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

It is important to keep our lives interesting, with perspective, while we all face hard challenges and uncertainty. 

To me, watching talent like this inspires me to reach for EXCELLENCE.

We all need to remember that talent is at the core of INNOVATION...and talent takes hard work and commitment. Competing Effectively takes that same hard work, commitment, and innovation.

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The purpose of this form is you to help us understand what NEEDS you have or OPPORTUNITIES you want us to help you to pursue.  Once submitted, we will contact you to discuss options. 

This form will also help you to inquire about curriculum for SFBDG LIFELONG LEARNING CENTER. You will receive answers about your inquiry or instructions on next steps to participate.

https://forms.gle/3kAgR6PoVtodYE627

FORM TO JOIN WISDOM IS PRICELESS™

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Authored by

ARTHUR ROSENFIELD,

Recognized as a "Center of Influence".

Watch for his new service and broadcast coming to WisdomIsPriceless.com™

• Newsletter

• Broadcast

• Zoom

• Mentor

• Mentee

• Speakers Bureau

• Books
  
  

© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024 

INQUIRIES WELCOME

FORM TO JOIN WISDOM IS PRICELESS™

https://forms.gle/BDQKoLbYGtCSfF8FA

Authored by

ARTHUR ROSENFIELD,

Recognized as a "Center of Influence".

Watch for his new service and broadcast coming to WisdomIsPriceless.com™

• Newsletter

• Broadcast

• Zoom

• Mentor

• Mentee

• Speakers Bureau

• Books
  
  

© Copyright. Arthur Rosenfield. All Rights Reserved 1995-2024