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Lima Delphos Wapakoneta Ottawa www.SuperiorFCU.com Phone (419) 223-9746

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BusinessJournalOF WEST CENTRAL OHIO

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The Regions Business Publication

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Paulding-PutnamElectric Cooperative(PPEC) is investing

$5.5 million into therenovation of its head-quarters in Paulding,Ohio. The compa-ny has purchased anexisting vacant 57,000square foot manufac-turing building in which it plans to add an additional 15,000square feet.

During the past 75 years it has been our pleasure to serve thelocal communities. This building project is allowing us the oppor-

tunity to continue taking care of our members and we believe

Electric co-op invests$5.5M in headquarters

See ELECTRIC, page 6A

Golfs greatest champions, including GregNorman, Bernard Langer, Fred Couples andothers, will return to Toledos historic InvernessClub July 25-31 for the 2011 U.S. Senior OpenGolf Tournament.

Inverness Club was founded in 1903, when

many of Toledos wealthiest citizens purchaseda parcel of land and built a nine-hole golfcourse. The course was eventually expandedto 18 holes. In 1916, the club hired DonaldRoss to construct a championship-caliber golfcourse, which was finished two years later.

The course has been redesigned two times,once after the 1920 U.S.Open, the second time58 years later and in 1999 by Arthur Hills.

The private club has hosted a number of ma-jor professional and amateur golf tournaments.Four U.S Opens, one U.S. Amateur Champi-onship, one U.S. Senior Open (2003) and onePGA Championship have been played at thenationally-known club.

In 2003, Bruce Lietzke won the U.S.SeniorOpen, played at Inverness. This was also thelast appearance for Arnold Palmer.

Hosting major golf championships is partof Inverness history and the club is truly acommunity asset. It has a world-renownedreputation, and has been hosting major golfchampionships since 1920, said Champion-ship Director Judd Silverman.

The 7,255-yard, par-71 course is ranked No.37 on Golfweek Magaziness Americas BestClassic Courses and No. 41 by Golf Digest.

Inverness Club to host U.S. Senior Open


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5/16July2011TheBusinessJournal 5A

WRITERS NOTE: This marks my1,000th column.

At every seminar I give, I ask my au-dience, How many of you would like towrite a book? The majority of the audi-ence raises their hand.

And I follow on by stating, Keep yourhand up if you already have the first chap-ter written. Almost every hand goes down.One or two hands out of a thousand willremain up.

Seems as though theres a big differencebetween wanting and doing.

I never wanted to write a book. I justbegan writing this weekly column. But theminute I finished my first column in Marchof 1992, I said to myself, Hey, if I just fin-ish 100 columns, Ill have enough contentfor a book. I never actually said, Write a

book. I just said, Write 100 columns.My weekly column comes from ideasthat I collect. Its easy to write the columnwhen you have the idea. The key is gettingthe idea, and capturing it immediately.

Growing up, I was a fan of the politi-cal satirist Art Buchwald. I would alwaysbuy his newest book, which was simplya compilation of the weekly columns hehad written for syndication. Sometimes Iagreed with his politics, sometimes I didnot. But his writing was always engaging,funny, opinionated, to the point, and excep-

tionally well written.Interesting that you never realize howmuch of an impact someone else can makeon your future, because at the time I wasreading his work, I didnt realize how muchmy future played a part in the present.

Now back to YOU. You want to writea book?

If youre like most people, your bookwill fall in one of three categories:

1. How To.2. Novel.3. The story of your life, or the story of

someone in your life.Whatever the type of book or subject,

Id like to throw a few ideas and challengesat you that may change your response toHow many of you want to write a book?How many of you have the first chapterwritten? from hand up, hand down tohand up, hand up!

Whatever you want to write about, thefirst thing you have to do is determine theoverall content the big picture of whatthe book is about in a paragraph or two.The second thing you have to do is create

a title (even if its not the final title) and asubtitle. The subtitle more clearly definesthe title and the content. You need a solid,descriptive subtitle so that if your book isentitled, Who Moved My Cheese, it wontfind its way into the cooking section.

The next thing youneed to do is createa table of contents.Whether your book isfiction or non-fiction,it needs to go from be-ginning to end in somekind of sequential or-der. A table of contentshelps determine flowas well as structure. Atable of contents alsohelps to define thebook in your mind. Itcoagulates your ideas,taking them from jellyto Jell-o.

NOTE: If youget ideas to expand

upon as youre creat-ing the table of con-tents, WRITE THEMDOWN immediately.

Those are the stepsof the book writingprocess that I haveused over the past 20years. It works. I writenon-fiction, how-to books on selling, cus-tomer service, customer loyalty, businesssuccess, positive attitude, trust, business

social media, networking,leadership, and personaldevelopment.

I wrote 11 books in myfirst 20 years of writing,and I have the outline ofcontent, title, subtitle, andtable of contents for thenext ten.

After my first book,The Sales Bible, I real-ized I had written a be-ginning volume, that TheSales Bible would be astepping-stone to futurebooks. And as I write my12th book, Im living myprophecy at the same timeIm leaving my legacy.

HERES HOW YOUCAN START: Allocate 30minutes a day to writingdown random thoughts,ideas, experiences, sto-ries, and other winningwords.

GET THIS: Ive post-ed an article I wrote about

how to write. Its solid, its informative,its transferable, and its free. Go to www.gitomer.com and enter the words WRITE

NOW in the GitBit box.STAY TUNED: Next weeks column

will describe my personal writing habitsand strategies. Ill share them with you inhopes you might adopt them, or adapt them,for yourself. I want you to understand whatit takes to start and finish a book.

If youre serious about writing, keep thiscolumn (and next weeks) by your writingtable or on your desktop to use as a refer-ence when you begin to complete what willbecome your legacy.

Jeffrey Gitomer is the author of The SalesBible, Customer Satisfaction is WorthlessCustomer Loyalty is Priceless, The LittleRed Book of Selling, The Little Red Bookof Sales Answers, The Little Black Bookof Connections, The Little Gold Book ofYES! Attitude, The Little Green Book of

Getting Your Way, The Little PlatinumBook of Cha-Ching, The Little Teal Bookof Trust, The Little Book of Leadership,and Social BOOM! His website, www.gitomer.com, will lead you to more infor-mation about training and seminars, or youcan email him personally at [email protected].

2011 All Rights Reserved - Dont even thinkabout reproducing this document without written per-mission from Jeffrey H. Gitomer and Buy Gitomer .704/333-1112

Q: Who wants to write a book? A: Everyone!

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6/166A TheBusinessJournal July2011

Electric (Continued from page 1A)

According to research, those businesses seeking theadvantages of being perceived as having greater resourc-es, being a leader and being more experienced shouldutilize the strategy of larger, more colorful, more frequentadvertising.

it will be an asset to everyone, statedGeorge Carter, CEO of PPEC.

The electric company is incorporatingnumerous green design and renewableenergy concepts into its building plans.A wind turbine and solar panels will beinstalled on site. The building will also

be heated and cooled with geothermal.Carter stated that the company would notbe receiving renewable energy credits.Our motivatio is for learning and train-ingm he stated.

Even though the company will beusing the power generated at the facilityto power the building, Carter stated thatthe primary reason it is using renewable

energy is so that it can act as an educa-tional tool for the community. As part ofthe wind and solar project, the companyis establishing a training center for use bylocal schools and their renewable powercurriculum. Our own customers will beable to come in and look at renewable

energy and model that with their ownelectric use to see if that option makessense for them, he stated.

The project has not received a specificLEED certification yet. Carter stated thatthe company would apply for LEED certi-fication once the building is complete.

Carter also explained that the newfacility was designed with customer safe-

ty and access in mind. Itwill feature a drive-up pay-

ment window so customerswont have to leave their carto pay their bills. He alsoexplained how the trafficflow was designed so thatthe companys maintenancetrucks would be distancedfrom cars entering and leav-ing the building.

The new buildingwas designed to accom-

modate future employees without remod-eling. Carter advised the company willneed to hire quite a few new employeesin the future. He explained that the com-pany has grown considerably in the lastfew years and it did not hire a lot of newemployees. Additionally, some employ-

ees will be retiring.The facility is being partially funded

with an $850,000 loan from the State166 Direct Loan Program. According tothe Ohio Department of Development(ODOD), the 166 Direct Loan Programwas created to promote economic devel-opment, business expansion, and job cre-ation by providing financial assistance.ODODs 166 Direct Loan Program pro-vides low-interest loans to businesses

willing to commit to creating new jobs orpreserving existing employment opportu-nities in the State of Ohio.

The project broke ground in November2010, and is expected to be complete byJuly. The facility will serve as the com-panys main headquarters for its distribu-tion services. The site will have officesas well as a warehouse to store materialand equipment, such as trucks and poles.There will not be a power plant at thissite.

PPEC decided to relocate its head-quarters because it outgrew its currentfacility and property. The current build-ing was built in the early 50s, and Carterstated that with the age of the facility thecompany felt that it couldnt expand andreally gain what it wanted when remodel-

ing the existing space.The co-op named Peterson Construction

Company, in Wapakoneta, Ohio the gen-eral contractor for the project. PPECalso named Vettter Design Group as thearchitect.

The Paulding-Putnam ElectricCooperative was formed in 1936 duringthe Great Depression. The cooperativenow serves over 12,900 homes and busi-nesses in Paulding, Putnam, Defiance,

Van Wert and Allen Counties in Ohio, andAdams and Allen counties in Indiana.

The cooperative employs 34 people attwo office. The main office is located inPaulding, Ohio. A district office is locatedin Columbus Grove, Ohio and serves mostof the Putnam County area. Paulding-Putnam Electric Cooperative, Inc. is amember-owned, member-controlled non-profit electric distribution utility. PPEC isone of 25 electric o-ops in Ohio, and oneof 37 electric o-ops in Indiana.

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7/16

July2011 TheBusinessJournal 7A

Event Planning

A meeting for five to 100 people takes justas much time and effort as planning for thou-sands. But the little touches that might go un-noticed by a large group are readily appreciat-ed by a smaller group. Since a minor mistakecan become a major problem, it is importantto be precise in all your planning.

Often the success of a meeting will relatedirectly to where it is held. Of course, all of

us have our own style and preferences, andwe all want to satisfy the specific needs of ourindividual groups. Yet some things are basicto every meeting.

When choosing a date for the meeting,check school holidays locally and in your pro-posed meeting location. For example, springbreak is a bad time to consider a beach resort.Also, find out when religious holidays fall.After you have chosen your ideal dates, con-sider the geographic location that works bestfor your attendees.

For a two- to three-day event, look

for facilities close to the airport or of-fice, ideally no more than two hoursaway. No attendee appreciates spend-ing much of the first day traveling,possibly arriving tired or hassled, andthen anticipating the same return tripon the last day of the meeting.

For an all-day meeting, dontchoose a resort. It is very frustratingto see a wonderful golf course, beach,or spa and know that you will neverget to enjoy them.

On the other hand, if you want

your attendees to spend time togetherat play, a downtown hotel might notbe the wisest choice. Decide how thetime will be spent, then determine thetype of facility to match your needs.

Check out the names of confer-ence centers, resorts, and hotels in thearea. Each facility will have its owncharacteristics, but all will be able toprovide for your basic needs. Somecan provide recreational activities andfellowship settings on-site, or the staffmight be able to help find other facili-

ties available to your group.Is the site easily accessible by car

or plane? Is the location affected bythe weather at the time you have cho-sen?

Call each place and make a list ofthe amenities, availability of dates,

room rates, and general information. Just bylooking at the list and matching it to yourneeds, you can easily choose the right site.

Negotiate for some additions to yourevent, if possible. Ask if the facility willgive you a complimentary guest or hospital-ity room based on the total number of roomsyou book. Some facilities will negotiate theirlisted prices if you book during a particular

time or on special days of the week. You maywant to change your dates to get those favor-able rates. If a facility cannot change its roomrates, it might be able to arrange for otherthings at a reduced rate or even free suchas airport transportation, an upgraded menu,better rooms, gifts for each attendee, or evenreceptions (usually the food, not beverages).

Have an accurate list of all extra charges aspart of your negotiations, such as your meet-ing room, audiovisual, bellhops, housekeep-

ers, service charges, taxes, parking.Plan a site inspection to give you a feeling

for the facility and its staff. It is always a goodidea to look the place over yourself. If thatis difficult, ask for the names of some recentclients and check out with those references allthe things that you would see if you could bethere in person. Be sure to ask about the littlethings.

First impressions count. Duringyour pre-event visit, keep your eyesopen. Does it look the way that itdid in the brochure? Are the groundsneat? Were the directions correct?Do the front-desk personnel, waitstaff, housekeepers, etc., smile andgreet you? Are the public rest roomsclean? Are the sales and marketingpeople organized and ready to visitwith you?

These things can tell you how well thestaff is trained to serve you. Look at the sleep-ing and meeting rooms that you will be using.Make sure they show you the ones you willreally be using, not just an example of similarrooms!

Work with only one person as your con-tact, if possible. If you will be working with

15 steps to selecting a site

for your off-site meeting

See MEETING, page 8A

: :


8/16

8A TheBusinessJournal July2011

more than one person, ask that they all meetwith you at the same time. Make detailednotes of everything you have discussed, andsend a copy to every person you will be work-ing with. Try to do it as soon as you return tothe office and before they have filled out anycontracts.

When you receive the contract, make surethat all arrangements match what you haveplanned. Find out about check-in and check-out times. Are they flexible? Do they match

your travel plans? Can they make roomsavailable for early arrivals? What rate willthey quote for those coming a day early orstaying later?

Ask about any dress codes or require-ments. I remember a meeting when the menwere required to wear a jacket for breakfast!Request brochures with pictures to send to allyour attendees so they will know the ambi-ence of the facility. It can also heighten theanticipation for the event.

Establish final dates for guarantees ofrooms and meal functions.

Finally, ask about billing procedures. Canyou pay by check or credit card? Will they billyou later? How much later? What goes on themaster account? Can they give you copies ofthe daily charges for each event? Be sure toprovide the facility with a written list of thosewho are authorized to charge on the masteraccount.

Meeting (Continued from page 7A)

Choosing the right meeting space

Westgate

However large or small the meeting, loca-tion is key. Your environment, formal or in-formal, helps set the necessary mood and am-biance for the meeting to take place. Thinkabout choosing a comfortable, yet stimulat-ing environment that encourages attendees toconcentrate, but beware of making it too cozyand relaxing that theyre likely to fall asleep.

When thinking about the right location,consider the meeting objectives, the lengthof the meeting and, of course, your budget.Decide how appropriate/necessary/impor-tant it is to hold the meeting on or off-site.For example, sometimes a neutral, off-sitelocation is necessary for confidential, topsecret discussions.

Different types of locations to consider:1. Local off-site meeting space2. Out-of-town off-site meeting space1. Local off-site meeting spaceWhen it comes to selecting an off-site lo-

cation, be it a local hotel conference room,a restaurant or other meeting space, yourbudget will rule and determine the outcome.To play it safe, always inspect the space first-hand before finalizing any decisions. Makesure the space is the right size for the meet-ing. You want to avoid maxi-sizing, that ishaving a space big enough to seat 200 for a20-person meeting. You only want to con-sider venues that are larger enough to handlethe event youre planning. Much will dependon the number of participants and the com-plexity and/or variety of the program. Will itbe formal, informal or both? Do you want a

rural or an urban location? Chances are thatevery event you plan will possibly meet dif-ferent criteria, and thus have different spacerequirements.

2. Out-of-town off-site meeting space

This option is usually used for extra spe-cial meetings, such as sales meetings, as costswill inevitably be much higher. These kindsof meetings may well last for several daysso you want to make sure that all necessarydetails are well taken care of. If you want tomake it high on your colleagues popularitypoll, consider using a resort facility, as they

usually offer various enjoyable relaxation op-tions, golf, swimming, fitness center, etc. Asite visit is essential so as to avoid any unex-pected surprises.

With this in mind, lets look at the vari-ous venue options available to you:

HotelsConference centersConvention centersResortsRetreat centersCruise shipsUnique environments

HotelsThese fall into three main categories:Well-known and established chains, such

as Marriott, Hilton, Hyatt, Sheraton, Holi-day Inn, that offer a certain level of servicethat you can expect worldwide. They offera wide range of amenities especially if youneed room for large banquets, trade show orexhibit areas.

Independently owned properties, suchas those belonging to the Preferred Group,whose luxury hotels and resorts offer aunique character, one-of-a kind ambience,and provide the highest standards of quality

and extraordinary service.Boutique lodgings service business trav-

elers in search of a home away from home.They are small luxury hotels & resorts withindividual personalities - eclectic, quaint

hotels housed in historic urban buildings orromantic resorts with flowering gardens andbeachside villas. However, nice these sound,you definitely need to check what meetingspace facilities, if any, they offer.

Conference centersConference centers encompass a broad

gamit of venues which are often purpose-

built specifically for meetings and events andoffer state-of-the-art facilities, many includ-ing videoconferencing.

Convention centersWhen youre looking for a combination of

an urban location, plenty of meeting space,and substantial exhibition space, then a con-vention center is a practical solution. Theyregeared up large numbers and generally situat-ed close to airports or in a convenient down-town location.

ResortsYoull probably only consider a resort

property if relaxation and leisure activitiesrank high on your priority list.Retreat centersThese generally work best for smaller

more focused groups who are looking for aquiet, serene meeting environment.

Cruise shipsThese make an interesting and very differ-

ent venue option. There are a few companieswho specialize in cruise meetings offeringfacilities worldwide for a wide variety ofgroups.

Unique environmentsUnique environment dont always make

the best meeting spaces, but its worth doingyour homework to find out. Some options toconsider include museums, stately homes,(including castles in Europe), sporting ven-ues, and theaters.

Are you looking for an event that fits allages? Westgate Entertainment Center is theanswer. We not only have bowling, which allages are able to enjoy, but we also have party

rooms that can accomodate up to 150 people,and full service catering.From large corporate outings to small re-

unions, holiday parties, anniversaries or thatspecial birthday, we have what you need.Bring you group out to bowl and have pizza.

We have many ways to help create your ownspecial event, all at no additonal charge. Wecan provide music, music videos, your owncustom video, or your favorite sporting event

on our 12 foot video screens. We also can helpcreate an event with prize giveaways using ourcolored bowling pins. Also your guests canspin the Big Wheel to win door prizes. Ourgoal here at Westgate is for your guests have agreat time with co-workers, family or friends.

Add a more private feel to your event withour private party rooms. Both party roomsinclude tables and chairs and a private partyhost. Full service catering is available with

each party room. Our party menus includeparty trays, pizzas, wings, cocktail meatballs,2 meat buffets with 2 sides, sandwich trays anda full service bar.

Let Westgate host your next event. Weknow you will love it!


9/16


Sauders ... a unique locationAre you looking to host your next spe-

cial event at a unique location? Why notconsider Sauder Village a one-of-a-kinddestination in the heart of Ohios country-side. Whether youre planning a corporatemeeting or trade show, wedding reception,or family reunion, Sauder Village offers aunique blend of warmth and sophisticationthat will help ensure your event is a memo-rable one.

Recognized as Ohios largest living-history destination, Sauder Village has alsobecome a popular venue for banquets, con-ferences and other special events. Locatedless than an hour from the Toledo area, this235-acre complex includes the Sauder Heri-tage Inn, Historic Sauder Village, FoundersHall, Barn Restaurant, Doughbox Bakeryand Campground. The beautiful facilitiesand exceptional food coupled with experi-enced staff and professional meeting plan-ners provide the cornerstones for a success-ful event at Sauder Village.

Looking for a fun destination for a com-pany picnic? Consider a day away at His-toric Sauder Village featuring more than 40historic homes, craft shops and communitybuildings. We can also assist in planning ex-cursions, special programs or entertainmentfor your group. Picnic packages and corpo-rate sponsorship opportunities are available.

Call for details.Founders Hall is the ideal location for

larger functions. This 10,000 square-footexhibition area can be set to serve 750people banquet-style or up to 1,000 peopletheatre-style. The hall can also be used forexhibits, receptions and trade shows. Small-er meeting rooms are available at the SauderHeritage Inn. This spacious, timber-framestructure offers 98 guest rooms, meetingrooms, indoor pool and hot tub, game andexercise room. With all the amenities of alarger hotel and the ambiance of a countryinn, the Sauder Heritage Inn offers a wel-come retreat for your guests.

Recognized for their home-style foodand relaxed atmosphere, hosting a meet-ing at the Barn Restaurant is another op-tion for your special event. At the Inn, Hallor Historic Village - the professional staffcan create a delightful dining experiencefor your guests. From hors doeuvres anddrinks, family-style or buffet meals to oursignature plated dinners there are count-less tantalizing options on the Sauder Vil-lage menu.

To begin planning your event, contactour Group Sales team to schedule a touror receive more information. Please call800.590.9755 or email [email protected]. Whether you are hosting a busi-

ness meeting, banquet, fundraising gala orfairy tale wedding, we will do everything

possible to make your next event extra spe-cial!


10/16


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By Neil Winget, President BBB

It used to be a once a year thing, the yel-low pages scam, now it seems to be a yearround scheme aimed at taking dollars fromunsuspecting businesses.

The solicitations may be made online orvia telephone and by direct mail. They allhave one thing in common, they are bogus.One trick they use is to suggest to the busi-ness that this is a renewal of your yellowpages ad. Of course there are legitimateyellow pages and most businesses wouldwant to advertise in them, but the guyswe are talking about are beyond unscru-pulous.

Such directories appear to be legiti-mate Yellow Pages publications but they

are not distributed to the public, postedon the web, or promoted as promised. Inmany cases the so-called directories donot exist at all. As a result they offer nopromotional benefit to the businesses thatpay to advertise in them and only serveto line the pockets of the crooks sellingthem.

The solicitation to buy this bogus adspace in often designed to look like an in-voice and may bear the walking fingerslogo and the Yellow Pages name (remem-ber, these guys are crooks and they dontcare whose good name they smear). In-cidentally, it is an unfortunate fact thatneither the name yellow pages nor theterm and logo, walking fingers was evertrademarked or copyrighted by the origi-nators. This makes it easy for the fraudu-lent promoters to be misled into believingthey are dealing with the real thing and alocal telephone directory.

It might interest you to know that theYellow Pages industry recently launcheda $10 billion ad campaign to counter this

pervasive, nationwide fraud that playsupon the legitimacy of a honest YellowPages industry.

Did you know, that even in this age ofthe Internet, the Yellow pages are the sec-ond-most reference book after the Bible?

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11/16


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It was a moving experience!For the four members of the Ohio Lo-

gistics team that drove two semi truckloadsof goods from Findlay to tornado ravagedJoplin Missouri, it was more than just mov-ing cargo, it was an experience that pro-foundly affected them.

The team included Walt Schneider, ScottLandel, Ben Harris and Dennis Mompher.Schneider and Harris were available toshare their thoughts about the trip.

As we crested the hill coming into Jop-lin, Schneider explained, we could seethe destruction. We werent looking at acity, it was like a city dump with the road-ways cleared.

I looked to the west and as far as I couldsee, everything was gone, Harris said.

The project was spearheaded by Rev.Leonard Roessler of the Pentecostal Churchof God on Blanchard Ave. in Findlay andOhio Logistics President Chuck Bills.Working with local & regional businessesWeaver Popcorn and Diamond Foods of In-

diana as well as Pressed Paperboard Tech-nologies, Kohls Department Stores, Han-cock County Humane Society and localpeople from Findlay, Lima, & Elida theygathered two semi truck loads of materialfor the people of the city ravaged by twincategory F5 tornadoes on May 22.

One trailer was donated by Penske, theother trailer and both tractors & fuel weredonated by Ohio Logistics. The team leftFindlay at noon on June 10th and arrivedat the Joplin Worship Center parking lotabout 8:30 on the 11th. There a group of

young volunteers from all over the countryhelped unload the shipments.

I was there for about five hours, Har-ris said. The hardest thing for me was toget back in the truck and leave. I wanted tostay and help.

People have a tendency to see some-thing on TV, then turn off the set and for-get about what they saw, Schneider said.This just ripped the heart out of my chest.I realize that our lives can change in 30secondsthat everything you have, peopleyou love can be gone forever.

You could see it in their faces, Har-ris continued. They were just so grateful.It wasnt just what we brought, they weregrateful someone cared.

The love and prayers that were in thosetrucks just cant be measured, Schneiderconcluded.

Ohio Logistics

drivers recount

Joplin

experience

H T O Obj ti d O D li O V l !


12/16


BusinessJournalTHE

OF WEST CENTRAL OHIO

Coming in the August edition of ...

Education/Training/Colleges How-to-guide The Regions Chambers Special Report: Regions Construction Companies

By: Matt Brown, Commercial InsuranceAdvisor at Hays Insurance AgenciesEvery time you begin to develop a new

business relationship with a prospect youwill run into some form of an objectionorseveral. Objections are great because theyallow you to clear the muddy water andmove into solution-mode. If you dont get

any objections in your sales process thenyou are not selling, you are order taking.I have found a way to put an end to ob-

jections all together. Its quite simple really.Here are 5 steps you can take to eliminateobjections that are common in your indus-try:

1. Call up the last three prospects whodid NOT buy from you and ask them why.Be genuinely interested in why; tell themyou want to know what would have helpedthem say yes. Write down the answersthey give you.

2. Call up three people you trust, theydont have to be customers of yours, and

ask them, What are 3-5 things you dislikeand prevents you from doing business witha professional in my line of work? SinceIm in insurance, I would ask, What do youhate most about insurance agents and wouldkeep you from doing business with any par-ticular one? Write down the answers they

give you.3. Formulate your list of frustrations

and objections that all six individuals gaveyou. There are probably some overlapping.Thats good.

4. Create a 100% Guarantee Card whereyou make a bulleted list of the 3-5 objec-tions that were raised, and offer your solu-

tion to each objection on the card! Like aside-by-side comparison of Objection vs.Solution.

5. Give this 100% Guarantee Card out atnetworking events like your business cardheck, you should event have the back ofyour business card be the 100% GuaranteeCard. You could call it 5 Things You Should

Know Before You Hire Your Next _(fill inthe blank)_.

Are your prospects confident in the ser-vice you provide? Having a 100% Guar-antee should help alleviate their concerns,so long as you are able to put your moneywhere your mouth is. If one of the concernswas not returning phone calls by the end of

the day, then you better guarantee you willreturn all calls by the end of the day!Matts new book, The Insurance Xperi-

ence: The Ultimate Young Insurance Profes-sionals Guide to Success, is scheduled todebut in August 2011. Learn more at www.theinsurancexperience.com, or connect withMatt at www.mattmbrown.com.

How-To Overcome Objections and Over Deliver On Value!

First National Bank promotes

its young entrepreneurs

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For a number of years, First NationalBank has been actively involved in pro-viding financial education to youth in areaschools. Students are taught the impor-tance of saving, the differences betweenwants and needs, and about understandingthe value of money. In 2010, the Bankstarted a Young Entrepreneurs programthat specifically focused on encouragingthe entrepreneurial spirit, personal respon-

sibility, and creativity. This year, the Bankhas continued delivering that message andencouraging students to take ownership ofthe things they want by earning their ownmoney.

Now, First National is taking this onestep further by hosting a BIG LEMON-ADE STAND on June 24th from 1:00 pmto 5:00 pm on the lawn of the BlufftonPresbyterian Church at the intersection ofMain and Cherry Streets. This coincideswith the Festival of Wheels and Relay forLife during Blufftons Amerifest and Ses-

quicentennial Celebration.The Bank offers a youth savings ac-

count called Moola Moola and all mem-bers age 5-13 were invited to help withthe BIG LEMONADE STAND. The first50 children that volunteered will helpwith the stand and then all proceeds willbe split and deposited into their MoolaMoola accounts.

Brendon Matthews, Senior Vice Presi-dent of First National Bank, said The re-sponse weve seen from local youth has

been fantastic so far and we encourage thecommunity to support these Young Entre-preneurs by visiting the lemonade standon June 24th.

First National Bank is proud to supportyouth and the entrepreneurial spirit. TheBank was founded in 1919 and is a locallyowned community bank with $127MMin assets. First National Bank is a whollyowned subsidiary of Pandora Bancshares(PDRB) with offices in Pandora, Bluff-ton and Findlay. The Banks website iswww.e-fnb.com. First National Bank is

an Equal Housing Lender and MemberFDIC.


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