Best Company Celebration Ever? You Could Win “Your Marketing Sucks”!

Today, at Quicken Loans we are celebrating our 1 millionth closed loan.  To honor the occasion, we put together a video story profiling the kid who was hired in 1985 to keep a count of all of those loans.  At the end of the video, you’ll see the HUGE surprise we gave our Clients that had the 1 millionth loan.

As you watch this video, I have one question for you: Does it amaze you?

Please tell me what you think.  Leave a comment on this post, drop me an email: regis@dotconnectorblog.com, or send me a DM on Twitter.

No holds barred.  Tell me why you love it or hate it.  Your input will shape future content we create at Quicken Loans!

Random Giveaway – Win a Copy of Your Marketing Sucks by Mark Stevens!

To sweeten the pot:

  • I will randomly select one person from the comments, Twitter DMs, and emails to receive a brand new copy of Your Marketing Sucks by Mark Stevens.
  • Deadline to respond is Thursday, November 11, 2010 at 11:59pm. Winner will be announced here on Friday, November 12.

Hopefully this will be the funniest thing you see today!

Hopefully…

Onto the story of our 1 millionth closed loan:

*|YOUTUBE:53V27CDx8Nw|*

Link to video (for text email recipients)

Jeff Perry Quicken Loans Interview: Leadership Lessons

jeff perry Jeff Perry Quicken Loans Interview: Leadership LessonsI recently had the opportunity to catch up with Jeff Perry Quicken Loans Vice President, and the leader of the Cleveland location of the company.  Jeff joined Quicken Loans in 1995 in the mailroom, and grew his career until 2006, when he was named vice president and leader of the Cleveland location – a position he has held to date.  Here’s what he had to say on leadership, growing a team quickly, and his keys to personal development and growth.

How has your career evolved at Quicken Loans?

Jeff Perry Quicken Loans: When I started at Quicken Loans, it was about assisting the mortgage needs of my clients and focusing on my own personal accomplishments and goals. Over time, it has been about understanding how to work with different people, hire, train, coach and mentor team members and show them what has worked; and not worked, for me over the years. I have maintained a focus on my personal goals, however the needs of my teammates have been the driving force behind my day to day actions.

What has been the key to success for you?

Jeff Perry Quicken Loans: Focusing on my vision and then having a strategy to accomplish that vision by setting priorities. You have to understand where your business is going and then you can enlist followers of that vision. People want to know where their career is going and showing them the steps they can and will need to take to achieve their personal goals.

Leaders are judged by the performance of their teams. The Cleveland location is consistently a top performer. How do you make that happen?

Jeff Perry Quicken Loans: I think it’s about staying in touch with what drives people to succeed, asking for feedback, and always looking for ways to make an impact and offer support.

What advice would you give new leaders with expanding teams?

Jeff Perry Quicken Loans: Stay true to yourself. Don’t try to be someone you aren’t, stay in touch with your passion, and work on your strengths. Also, develop and mentor a strong core and foundation. As your team expands its harder to get personal with everyone on that team, but you must develop a core group of team members that you communicate often with and that clearly understand your vision. This spreads throughout.

Dan Gilbert Video: Lessons on Entrepreneurship, Business and Life

There are some great lessons and perspective on entrepreneurship and life in this video from Dan Gilbert, Chairman of Quicken Loans, Owner of the Cleveland Cavaliers, and Founding Partner at Rockbridge Growth Equity.

My favorite quote: “give what the greedy man won’t, and you’ll get what the greedy man wants.” You have to give to receive. Dan discusses that idea and many more.

Check it out:

Reading this in email?  Click here to watch the video.

Jay Farner Interview: Leadership and Personal Productivity Lessons

I sat down with Jay Farner, president of Quicken Loans, former CEO of reverse mortgage lender, One Reverse Mortgage and advisor to the Rockbridge Growth Equity family of companies.  Prior to his current role, Jay was the head of Web Mortgage Banking at Quicken Loans, where he helped grow the company into the nation’s largest online retail lender.  Jay did this with a team of over 2,200 mortgage bankers located in 5 different offices around the country.

In this interview, you’ll learn how Jay Farner prioritizes his time, who has had the biggest influence on him, what he teaches new companies, and much more!

How do you determine what to focus on every day?

Jay Farner: It starts by recognizing what’s urgent and what’s important.  I manage my time religiously with my Outlook calendar, and combine both work and personal onto one calendar to make it that much easier.  To make sure I focus on the important, but not necessarily urgent things, I block off 2 to 3 hours of time, 2 days per week.  I guard this time and do not schedule other things over it.  This allows me to move forward on those initiatives that are outside of the normal day-to-day, while still giving me enough time to focus on all of the issues that do come up daily.

What makes a leader?  What do you look for in new leaders?

Jay Farner: There are several traits that comprise a good leader.  First off, they have to be a positive thinker.  Someone who has a negative view of the world will have a very hard time leading others.  Beyond that, they must have a high energy level, be enthusiastic, and believe in themselves.  I really think that you need all of those things to be able to create a positive vision that inspires others to follow you.

Of course, once you can create a vision – paint a clear picture of where to go – you need to be able to take action and execute.  And, once you are in execution mode, you need to be open to constant feedback and focus on continuous learning.

Are there two or three people you “role model” or work with who have consistently challenged you and your thinking?

Jay Farner: For me, the person who taught me how to treat people, deal with tough situations, stay calm, and stay positive is my Dad.

Another person who has had a substantial  role in my development has been Dan G [Dan Gilbert, Chairman of Quicken Loans, Owner of the Cleveland Caveliers and founding Partner at RockBridge Growth Equity].  Dan has taught me how to:

  • Think deeply about issues (never staying “at the surface” of a discussion)
  • Always ask the right questions to the right people
  • Challenge myself to always be better by asking two simple questions: What’s next? and What should we do?

What are the top client service lessons you have learned over the course of your career?

Jay Farner: I think it all starts with a quote Steven Luigi [Piazza, VP at Quicken Loans] always says: “people don’t care how much you know, until they know how much you care.”

Using that as the basis for Client Service is key.  Beyond that, I believe it’s about:

  1. Asking really good questions
  2. Demonstrating you can find the right solutions
  3. Adjusting your approach to your Clients’ best way of learning
  4. Being open minded to possibilities
  5. Being insanely responsive to your Clients’ needs

What is the biggest lesson you’ve learned that you try to teach all young companies you work with?

Jay Farner: To focus on taking your dream and turning it into a reality.  It basically all boils down to focus: finding those Top 3 things you need to do in the business, and then applying the following formula to them:

  1. Develop the strategies that will help you hit your top 3 goals/priorities
  2. Develop the tactics that will support those strategies
  3. Develop ways to measure your progress, and measure/adjust like crazy

Working with people is so critical, and so magnified, when you are a small organization. So, beyond the 3 step process above, it really comes down to finding the best people for the organization, and ensuring that everyone works extremely well together.

You’ve led very large groups of people.  How do you inspire people you lead to work on the right things every day, and how do you measure success?

Jay Farner: Constant communication is key, especially in writing.  This is true for sales people, but it’s also important for everyone else.  The idea of writing down what you want to communicate can be very powerful.  Writing forces you to think about what you are saying and the impact it can have.

Once you have communicated the direction you want the team to go, it’s about the old Ronald Reagan “trust but verify” approach.  You have to trust that your leaders are going to communicate and execute the direction.  But, there is nothing stopping you from what is often called “management by walking around” – essentially walking around the office(s) and asking others what they know about the new direction.  “Have you attended any training on X?”  “What do you think about Y?” – you get the idea.

It’s also critically important as a leader to choose which new initiatives you want to roll out.  You don’t want to roll out things too frequently and cause confusion or lack of implementation.  It’s a fine line and takes a huge amount of trust in your leaders to help you execute.

How to Deliver Exceptional Client Service

What is a Client?

A “Client” is…

  • partner
  • someone with whom I have an intimate relationship
  • in it with me for the long haul
  • someone with whom I co-invent the future
  • a person in whose outcomes I have a big personal stake
  • someone with whom I have an emotional bond
  • someone with whom I can’t work with if trust is not paramount
  • a fellow professional, like me, who wrestles with intractable problems
  • the source of my reputation (for better or for worse)
  • my #1 word of mouth marketer
  • someone who grows with me
  • someone who loses when I lose
  • someone who wins when I win

Start now.  Use the word Client [yes, that's intentionally with a capital "C"].  Period and forevermore.  Words matter.

The Client pays the bills.

The Client says you’re reliable, trustworthy.  (Or…not.)

(The above is taken from The Professional Service Firm50 by Tom Peters.)

Does that make you uncomfortable? Good!  Get used to being uncomfortable.  The process of identifying and finding the best ways to work with Clients can be an uncomfortable, but critical, process.

At Quicken Loans we have an ISM (or saying): “Every Client, Every Time, No Exceptions, No Excuses.”

  • Clients are the reason we exist.
  • Clients pay the bills.
  • Clients push us to be better (and vice-versa).
  • We are only as good as the Clients that push us the hardest.
  • And Clients are the way we grow.

Make a Client List!

To Do:

  • Make a list (paper, Google doc, whatever!) of every person you are accountable to, every person who can direct the work that you do, and every person who reviews your work.
  • It’s better to have more people on this list than fewer.

Examples may include your immediate “boss”, business unit leaders, executives at your company, the Clients of your company, etc.

Once complete, take a few minutes to review your list.  Remember, as Tom Peters says…YOU ARE YOUR CLIENTS!

3 Reasons You Should Make a Client List 

  1. To know who your Clients are. If you know who your Clients are, you can get down to the business of getting to know them better.  More on that below…
  2. To think about who you really serve. Often we don’t clearly outline who it is we serve.  By not doing this, we tend to get overwhelmed by all of the requests coming at us.  However, once we know who our Clients are, we can then prioritize tasks and projects using the following priority order: #1: My Crew (those people who help you get things done), #2 My Clients (we know who they are by now), and #3 My Company (those people who are neither Crew, nor Clients, who ask you to do things)
  3. To commit to a select group of people (and ignore the rest). Ok, that might sound harsh.  But if you have to decide between helping a Client solve a problem, or completing a survey for an internal team, you know what to do!  It’s important to know you are already committed to your Client, and should prioritize her needs first.

Get to Know Your Clients Really Well

You are your Clients.  Remember: you are as good (or as bad) as your Client list.  So, for the next 7 days, put other things on the back-burner, and visit your Clients!  You want to cut through the surface-level conversations you have had in the past and go DEEP with them to understand their real needs.  Here’s how:

Create a Client Information System (CIS)

Your CIS could be as simple as a piece of paper about each Client in a file.  Or you could use shared contacts in Outlook, or tools like Salesforce or Highrise.  Whatever you decide, the key is to start collecting information about each Client!

21 Things to Record in Your Client Information System

Here are some ideas to get you started with your new CIS:

  1. What do you know about your Client professionally? Personally?
  2. What your Client’s family life like?
  3. Does your Client have kids?  If so, what are their names and ages?
  4. What are some important milestones in your Client’s life?
  5. When does your Client get in to work?  When do they leave?
  6. Where has your Client worked previously?
  7. What are your Client’s priorities at work?
  8. Why do they have those priorities?
  9. Who does your Client report to?
  10. How can you help make your Client look better to that person?
  11. How does your Client like to communicate?  Email, voice mail, IM, etc.?
  12. Who can your Client put you in touch with that you couldn’t otherwise talk to?
  13. What other companies does your Client work with?
  14. How do they feel about those companies?
  15. What does your Client like to do for fun?
  16. How can you make your Client do their job easier?
  17. How can you make it more difficult for your Client (be sure to avoid that!)?
  18. What does your Client do really well?
  19. What does your Client need from you to perform?
  20. What are your Client’s limitations?
  21. How does your Client like to be kept informed?

Visit With Every Client this Week

To initiate a deep, ongoing, conversation with your Clients, you have to visit them.  If you can’t visit them all physically this week, that’s fine.  But, try to visit as many as you can.  If that’s physically impossible, have a serious phone conversation with each one.

3 Client Conversation Templates to Use

Here are 3 Client conversation templates you can pick from for your visit with each Client this week.  All 3 are taken from Tom Peters‘ book, Professional Service Firm50.

Client Conversation Template #1 - The “Humble Servant” Approach

  • How are we doing?
  • Are the current projects we’re doing with you “OK” or “WOW”?
  • Or, are we doing a half-ass job?
  • Are we listening to your concerns?
  • Do you love us, like us, or heaven forbid, dislike us?

Client Conversation Template #2 - The “No-Holds Barred” Approach

  • I’m here to serve you.  Period.
  • I am here to do life-altering work.  Period
  • So…how am I doing?

Client Conversation Template #3 - The “Trusted Adviser” Approach

  • How are we doing?
  • Rate us…mercilessly!
  • Are we pushing you?
  • Are we dazzling you?
  • Are we disappointing you?

13 Client Service Tips

When I first started at Quicken Loans, I found something in my inbox from Art Steiber, Director, Marketing Communications.  It was a copied article called “How To Be a Near Perfect Account Exec.”  Art put a note on it saying that the article was a bit dated, and focused on advertising agency account folks, but the 13 principles in it are timeless.  I agree.

Here are the 13 ideas that and my perspective on how to update them for today’s business environment.

1. Take nothing for granted

Never assume that your Clients read your email, listened to your voice mail, or remembered your presentation.  Treat every interaction with them as an opportunity to teach, coach, and lead them.  Another tip: if someone commits to do something for you (and your Clients) by a certain date, add that to your calendar so you can ensure it happens.

2. Return Client calls within the hour

Your Clients typically feel possessive of you and your time.  This is a good thing, something you can use to your advantage.  Why?  Clients are not trying to make your life more difficult, they are directing you toward new virtues.  Leverage your voice mail system’s features, tools like Google Voice, and the Dot Connector Voicemail Tips article to use the phone to your advantage!

3. Put it in writing

Every Client meeting should be documented in writing within 24 hours.  Let me say that again: EVERY Client meeting.  Now, I know what you are thinking: “NO WAY!  I have ZERO time for that.”  Make the time.  It shows the Client how much you care about the meeting, and it’s a great reference later on.  You really only have to recap decisions made and next steps, not the actual conversation.  It can be as easy as sending an email with a bullet list in it.  Just do it!

4. Make no promises you can’t keep

Don’t agree to things before you know your ability to deliver.  Be humble, and tell your Clients when you don’t know the answer or aren’t sure about how long something will take.  That way, you won’t set you and your project team up for failure.  In your Clients’ eyes, be sure you only commit yourself to things you can do. And remember, every interaction with your Client is a personal branding opportunity.

5. Keep the promises you do make

If you commit to do something, do it.  If you commit to a deadline, hit it (and hit it earlier than expected whenever possible!).  Your Clients are keeping a scoreboard of your performance (even if only subconsciously), so be sure you are always racking up more points by keeping your promises, no matter how big or small.

6. Check mechanicals

I once delivered an inaccurate P&L statement to one of my Clients.  He called me to his office, sat me down, looked me straight in the eye, and said: “don’t EVER bring me an inaccurate report again.”  A small, simple moment?  For sure.  But, it stuck with me for good.  No matter how tight your deadline, make sure what you deliver (sales report, presentation, website, etc.) is accurate.

7. Double-check invoices

There are few things that command more attention from Clients than invoices or bills.  Be sure before they ever go to a Client that they: 1) Are accurate, 2) Outline the work performed in the Client’s language, and 3) thank the Client for their business.  Ensuring you can explain every charge is critical too.

8. Proofread your email

You are judged by the communications you deliver.  Beyond simple spell-checking, re-read your emails before sending them.  If you have a very important email, try to put it aside after a first draft to ensure you speak to the Client correctly within it.  Also, be sure to check out the Dot Connector Top 3 Business Email Tips.

9. Trust your true opinions

Develop your gut instincts and trust them.  Clients will ask for your opinions.  Don’t sound weak by being diplomatic.  Give your honest opinions with implied conviction.  Don’t steamroll or bulldog your Clients, but be firm whenever you give your opinions.  Don’t let a fear of being wrong hold you back.  Risk normalcy.

10. Be prepared

Become offensive (vs. defensive) in your Client interactions.  Stay ahead of your Clients by anticipating their needs and acting before they do.  Think and plan ahead.   Before a Client meeting, write a 20 list of things you might discuss or questions you might ask (See Tip #14 here).  Even if you aren’t expected to present at a Client meeting, bring a 3-slide presentation anyway.  Offer to share ideas, competitor strategies, and other things that will help your Clients.

11. Be prepared (again)

If you’ve created your Client Information System, then you have something to review before you meet or talk with a Client.  Be sure to review recent emails, notes, projects, reports, etc. so you are well-prepared for your conversation.  If your Client asks you a question and you don’t know the answer, say “let me check and get back to you shortly.”  Then, “WOW” your Client with your response time.

12. Take the initiative

If you only react to your Clients, you are nothing but a glorified assistant.  See point #10 above and practice being proactive.  Make a determined effort to anticipate your Clients’ needs.  It will help you lead them to success.

13. Don’t be afraid to ask for help

It’s critical that with your Clients and your project teams that you ask for help.  Asking for help is a great way to build relationships, practice humility, and encourage others (including your Clients) to reach out to you for help too.

Foreclosures and Declining Home Values – A Solution That Works

2539334956 87cef7e457 m Foreclosures and Declining Home Values   A Solution That Works

As many of you know, I work for Quicken Loans, one of the top 10 home mortgage lenders in the United States, the #1 online lender of home mortgages in the US, and Fortune Magazine’s #2 best place to work in the US (Google is #1).

Many of you have asked for my opinion about the mortgage crisis, what got us here, and what can be done.  Today, I’ll share a drastically simplified version of the comprehensive solution, called “A Solution That Works” that was put forward last week by Dan Gilbert, Chairman of Quicken Loans.

You really don’t need to be a rocket scientist to understand the housing crisis, or the solution to it, no matter what anyone tells you.  It will take the right leadership to get us out of the challenging situation we are in.  And, just like in almost every leadership challenge, you can’t let how hard you think the solution is prevent you from doing it.

On to the plan…

The Situation Right NOW

  • Homeowners today are “striking out” by having a declining home value (strike 1), an unpredictable and growing monthly mortgage payment (strike 2), a growing mortgage balance that they owe the bank (strike 3). Often when this strike out happens, a Homeowner cannot make their payments, or chooses not to, resulting in foreclosure.
  • Unfortunately, the $700 billion financial rescue plan passed by Congress last week does little if anything to address these Homeowner issues (stopping foreclosures, declining home values, and dramatic increases in mortgage payments).  These issues are the fundamental reason why the “credit markets” you hear about on the nightly news are in crisis.
  • The goal of “A Solution That Works” is to help each American Homeowner stay in their home, prevent their home’s value from declining, change their bad mortgage to a good mortgage, and prevent foreclosure.

A Solution That Works, a Simplified Version of the Plan

  1. The Homeowner would work through a Lender to have their bad mortgage changed to a new, 30-year fixed rate mortgage.
  2. This new mortgage would have an interest rate of 6.375% fixed for the life of the loan, but would also have a low interest rate (starting at 4.875%) for the first 5 years, to give the homeowner some relief and allow them to “dig out” of their mortgage situation.
  3. If the Homeowner owes more than the original loan amount (due to not paying enough interest or any principal, like if they are in an “Option ARM”), the Lender will essentially cover the difference.

A Solution That Works, an Example

The Smith family purchased a home in 2006 and got an adjustable rate mortgage (ARM).  In October, their interest rate adjusted from 6.5% to 9%.  As you can see below, their payment jumped as well:

October 2006
Interest Rate:
6.5%

Monthly Payment:
$1,264.00

Today: Bad Mortgage
Interest Rate:
9%

Monthly Payment:
$1,595.00

A Solution That Works
Interest Rate:
4.875%

Monthly Payment:
$1064.00

With A Solution That Works, the Smith’s family’s mortgage payment is reduced to $1,064 initially, and gradually increases over 5 years to approx. $1,250 and WILL NOT change for the remaining 25 years of the loan.

My Thoughts

Personally, I believe that a combination of greed (from Homeowners, Banks, and Financial Institutions), irrational expectations about home values, and a lack of Federal oversight lead to the housing crisis we are in right now.

To get out of this, we have to treat the cause of the disease, not merely it’s symptoms.  I believe “A Solution That Works” would do that.  Here’s why:

  1. This plan puts the Homeowner first, helping them to get out of the bad mortgage they are in.  The result is reduced foreclosures and more stable property values.
  2. This plan can quickly create a win-win for Homeowners (who get a new, better loan) and Lenders (who get support from the government).
  3. This plan is an efficient and practical use of Federal dollars, especially since a lack of government oversight was a major contributor to the situation we are in now.  In this plan, the Federal government would pay the difference between the 4.875% rate and the 6.375% rate for those first five years.  Also, this plan would allow lenders to write off 2x the interest the Homeowner did not pay that was previously added to their loan amount.
  4. The cost of this plan would be $50 billion, roughly 1/14 the cost of the $700 billion financial rescue plan passed by Congress last week.  And, it also eliminates the need for a new bureaucracy outlined in the bailout bill to buy bad mortgages.
  5. Finally, this plan also gives the investor in these loans higher odds of recovering their investment (versus dealing with foreclosure) by immediately stabilizing the housing market.

Now, before you think: “isn’t Quicken Loans one of the reasons we are in this situation?” Please consider that although Quicken Loans did offer some versions of these loans, we never made these products our “bread and butter” and we never did any significant subprime mortgage business.  Our overall business has always been in standard, “conforming” loans.  Also, please feel free to read Quicken Loans Reviews to learn about our excellent customer service.

I encourage everyone to read the plan for yourself and comment here to let Dot Connector readers know what you think!

More information

What you can do

UPDATE: A great overview of the current financial situation, in extremely clear terms:

[youtube=http://www.youtube.com/watch?v=h4Ns4ltUvfw]

How to Work from Home Successfully

With new work from home opportunities emerging every day, it’s possible to survive and thrive as a remote worker.

In this article, learn how a veteran of a work from home situation does it. Whether you work from home once a week or permanently, these answers to common questions and essential work from home tips and tricks will help you be more successful.

Work from Home – An Overview

Making your new work from home arrangement actually work is tough. I’ve seen people try and fail to work from home. I’ve seen others succeed and grow. In this article, I’ll share how I do it. I hope that what I share here you can apply to your work from home situation, whatever it may be.

Did You Know? While some people scoff at working from home as all perks and no responsibility, it’s really just like anything else: it has it’s pros and cons, and doing work from home successfully is very hard work.

Over the years, I’ve worked very hard to make my work from home arrangement a happy, productive, and rewarding stage of my career. Successfully working from home in a fast-paced, high performance, results-oriented company like Quicken Loans is not easy. Yet over this time period, I’ve created new initiatives, lead a team of 12 and project teams of 75, worked with all sorts of Clients, managed external partnerships and lead several different high-profile projects all from central command: my home office.

Work from Home – FAQ

Here are answers to the five common work from home questions:

1. Is it realistic for me to think I could work remotely?

It depends. Are you really self-motivated or do you (consciously or unconsciously) rely on others to help direct your day, priorities, and projects? Can you handle being alone and only interacting via phone, email, and instant messaging (IM) for long periods of time? Are you open to changing your work habits to match the styles of the people you work with, even if it may be a minor inconvenience to you? Are you open to accepting criticism and changing your approach quickly? If you answer yes to these questions, then you can work from home! If not, you’d have to seriously consider whether or not you can make it. To work from home successfully you need to master lots of different communication techniques, be open to continuously improve yourself, practice extreme flexibility with those you work with, and hone your instincts about what is happening at the office that you cannot physically see.

2. My big concerns are about communication; is it possible to stay in the loop while remote?

Yes. However, it takes a multifaceted approach to stay in the loop. Since you are not physically in the office, you have to find other ways to have “physical presence,” the non-verbal factor that makes up 90% of communication. Without it, you have only the words you say and the tone you deliver it in (the other 10% of communication). Be sure to check out the Work from Home – 20 Tips and Tricks section below for ideas to overcome physical presence and be a great communicator.

3. What are the challenges of having good communication with your Clients and meeting their needs?

The single biggest challenge about working remotely is you miss out on the intangible conversations: passing someone in the hall, over hearing a project team talking, getting pulled into a conference room as you walk by, etc. It’s possible to recreate some (but not all) of these scenarios while remote, but it takes extreme flexibility in how and when you can be reached to make it happen. See the Work from Home – 20 Tips and Tricks below for more info.

4. Do you spend so much time on overcoming the communication hurdles that it negatively impacts your productivity?

No. If you are committed to it, the amount of productivity you can have when you work from home is extreme (even without working too many extra hours, which is very easy to do). In fact, I believe the skills you learn while working from home actually improve your productivity. You learn how to effectively manage your work, your team, your Client relationships, etc. without physical presence. These skills are useful and reusable whether you are working from home or not.

5. Would you recommend working remotely to someone else?

I definitely recommend work from home opportunities to other people, but only if you can honestly answer yes to the 4 questions in #1 above. Working from home can be a very rewarding experience for those who can make it work.

Work from Home Guide  - 20 Tips and Tricks I’ve Learned

1. Start your day off right. Get up, have breakfast, take a shower, put on something other than pajamas, etc. – you get the idea. Remember, how you treat yourself on the outside reflects what you are thinking on the inside. Be good to yourself and it will show in your communications. Remember, when you work from home you only have your voice and tone, so everything you say and do will be scrutinized.

2. Create a dedicated work space with a door you can shut. You need a place where you do work that you can leave at the end of the day. To work from home successfully, you need to maintain a strong mental focus on what you do. You don’t want to have your work everywhere around your house, and you definitely want a door you can shut when needed.  It’s also a good idea to conduct a home audit to assess those often overlooked projects that need to be done in your home or workspace.

3. Buy a headset with a good mute function. You want the headset so you can still have both hands-free while on the phone. A good mute function (i.e. it works, and others cannot tell when you switch mute on) will be an asset for you. It’s critical that your co-workers do not hear other noises in the background. That can disrupt important meetings and build resentment that you are at home.

4. Use a cordless phone. It’s hard to sit in the same spot in your house all day. Also, people who work from home generally work more (i.e. during times when others are commuting, etc.), so you need to be able to get up, stretch, do some things around the house, etc. A cordless phone, including a headset with a good mute function, is key.

5. Use two monitors with your computer. There are studies and articles that show adding a second monitor will boost your productivity 20-30%. It’s totally true. A second monitor is critical to anyone who wants to work from home.

6. Leverage a web cam. One of the things you can do to regain physical presence in your communications is use a web cam. A web cam plus an instant messaging tool allow others to see you and for you to see them. This is critical in building rapport and communication with others. I highly recommend at least your team (if you manage one) and the person you report to have web cams.

7. Partner with your Team Leader (i.e. who you report to, some people use the term “boss”). The person you report to is a critical component in your work from home success. You should meet with this person once per week via phone to review what you have accomplished in the previous week, and what you plan to accomplish next week. It’s also critical that you make yourself available to this person whenever necessary. If they are going to trust you to work from home, you have to be transparent and accessible to them.

8. Develop key relationships with your team. You need eyes and ears in the office because you don’t have them. If you have effective work relationships with team members, work with them to support you while you are remote. Calling team members just to check in (i.e. without a specific need) is a helpful way to do this.

9. Master your phone system and conferencing tools. Phone conversations, conference calls, and voice mails are three critical tools in your work from home toolbox. All three of these tools allow you to inject tone into your communications, something that is lacking in email and IM. Each of these scenarios is an opportunity to create memorable communication experiences with the people you work with. Most phone systems have additional, rarely used features (like scheduling voice mails) that you can leverage to your advantage. Be sure to check the Dot Connector 10 Tips to Improve Your Voicemails for other ideas to help you.

10. Master your instant messaging (IM) program. IM is a useful tool for communicating with folks quickly and orchestrating events in the office. Need someone to jump into a conference room to join a meeting? Use IM to coordinate that. Knowing the full capabilities of your IM program can help you leverage it effectively. Be careful, however, not to use acronyms and abbreviated words too frequently. Not everyone will know what you are saying, and when you work from home, you need to be a clear communicator, not a confusing one.

11. Master your email program. Email will be a lifeblood of your work at home expereince. However, it’s important to remember that if you “match the medium to the message” (i.e. email is not appropriate for every message) in your communications, there will be times to use email and times not to use it. Check out the Dot Connector Email Management Series to get control of your email.

12. Leverage a screen sharing program. There are several tools that let you share your screen with people in the office, and vice-versa. This is a crucial technique for participating in meetings, as you can follow the presentation slides on your screen or present your slides just like you were in the room. These tools also help you train others on how to use other tools, websites, etc. and vice-versa.

13. Go back to the office regularly. It’s up to you to define how frequently you need to revisit the office. Some folks go back twice a year, some every quarter, and some even go back monthly. It all depends on your unique situation. However, it’s critical that you do have face-to-face time with people you work with.

14. Be memorable when you are in the office. Be animated in discussions and meetings, walk around the room in key meetings, and volunteer to give presentations to large groups. The key is to create experiences and situations where the people you work with will remember you when you are not there. Also, by doing this you create visuals in people’s minds that can augment your lack of presence in your communications when you work from home.

15. Go out to lunch. You need to leave the house. Going out to lunch is a great way to take a break, interact with other people, and refresh your mind for the afternoon. It is great to save money on lunch by eating at home, but forcing yourself to go out will help freshen your perspective.

16. Drive conversations. You have to tell your story, or someone will tell it for you. It’s critical that when you work from home, you make your point in discussions and meetings. People will forget that you are on the phone. They will talk over you and sometimes not hear what you say (especially if you are on speakerphone in a conference room full of people). Therefore, it’s critical that you are assertive in your speaking and focus on getting at least one major point/idea in each discussion.

17. Match the timezone of your co-workers and Clients. To make the transition to work from home easier, it’s important to match time timezone of your co-workers and Clients. For example, if they are primarily in the Eastern time zone, work and take breaks similar to business hours for Eastern time.

18. Stay organized. Staying organized is another key to successfully working from home. If you get too disorganized your productivity can drop exponentially, since you don’t have co-worker interactions to help change your attitude and boost your focus. Keeping accurate to-do lists and a strong mental focus can help you stay focused and organized.

19. Send hand-written cards to people. Not only is this a great thing to do in general, but for people who work from home it’s a critical tool. This is another way to make up for your lack of presence in the office and make yourself memorable to your co-workers and Clients. When you work from home, it can be easy to slip into “doing mode” and forget the intangible communication tools you would use if you were in the office: asking how people are doing before you “talk business,” saying thank you when someone does something for you, and reaching out to people just to see how they are.

20. Match your sense of urgency to your co-workers and Clients. It’s very easy to be “over urgent” when working from home. Issues sometimes seem bigger than they are. Sometimes it seems you are getting inundated with co-worker communications. Your workload can seem insurmountable. When you get these feelings, it’s time to get organized, re-prioritize your work, take a break, and have a discussion with someone in the office to get a sense of the “vibe” there.

Bonus Tip #21. Create a virtual “stop by to chat” scenario. If you lead a team remotely, one of the hardest things to recreate is being able to have your team stop by to chat. To solve this, call into a conference line at the same time every day (say, at 3pm for an hour). Then, let your team know they can reach you at that time. This will help create a “stop by” and chat opportunity while you work from home.

Bonus Tip #22.  Dig deep to compare and understand potential internet service providers. Costs and promotions for internet service and wireless internet can very widely.  I’ve also found that actual infrastructure for delivering the high speed signal can vary widely too.  So, be sure you make the investment in researching both wireless internet service and traditional internet service providers.

Work from Home – Additional Reading

Todd Albery Interview: Leadership Through Perseverance

This interview is with Todd Albery, Creator of Webolutions at Quizzle. Todd is the guy who gets the huge, impossible projects — the ones that make you simply go “no way.” And, through his amazing perseverance, he finds a way to get them done.

In this interview, you’ll hear Todd’s thoughts on perseverance, and how you can use this essential leadership skill to launch memorable projects.

Regis: Can you give an example of a time when you had to exert a lot of perseverance?

Todd: For the past two years I’ve led a project at Quicken Loans called Quizzle. It has been an extremely exciting project – built to be a game-changer in our industry and on the web! However, like any good project, it had its share of challenges.

In the course of development…

  • We lost important pieces of our development team;
  • We changed the technology platform on which Quizzle was built;
  • We wrote way-too-extensive “specification documents”;
  • We tinkered with marketing stuff too much (Yep, I’m the marketing guy);
  • We encountered some ‘late-game’ business obstacles.

With this project, we were continuously breaking new ground. We were taking a road less traveled. Sometimes there was no road. Sometimes it was dirt. Rarely were the signs clearly marked. And more than a few times, the destination changed. The project took longer than we hoped. But in the end we persevered. We ended up in a great place. And we got there because we all laced up our boots and took the journey TOGETHER, AS A TEAM!

Regis: As a leader, how do you stay motivated when a project is taking a long time (i.e. when you personally have to really persevere)?

Todd: In a long-term project it’s important to break the project up into smaller pieces so you can focus on the “Little WINS.” It’s tough sometimes when there’s no immediate end in sight, but that’s why you’ve got to take the time to IDENTIFY milestones and CELEBRATE with the team each step of the way.

Personally and professionally, my motivation and energy come from relationships. I stay motivated by building a strong tight-knit TEAM aligned with a BELIEF in a VISION and armed with a POSITIVE (can-do) ATTITUDE. Truly aligned team member will motivate each other daily.

Regis: As a leader, how do you keep others around you motivated when a project is taking a long time (i.e. when your team really has to persevere)?

Todd: There are a few things that I believe are essential to keeping a team together and motivated during a long project:

1. Build relationships: You’ve got to get to know your project team like a family.

  • Get out of the office together and do things that are 100% NOT work-related. Get to know your teammates in a fun pressure-free environment. Build real relationships and memories that have nothing to do with your work project.
  • Once you develop those critical personal relationships, you’ll begin to understand what makes your team members tick. You’ll learn a person’s inner passion. Then you’ll know when and where to let someone take the ball and run and they’ll create things you never dreamed possible.
  • Relationships develop TRUST. Team trust is something that is critical throughout a long project. Then when tough and controversial decisions are made, you will benefit greatly from a team that trusts you and each other.

2. Create a true team: You need to create a team environment to persevere.

  • Create a team that works TOGETHER towards a common goal. Create a team that is focused on doing what’s best for the business. Create a team that believes in doing the right thing and making decisions becomes much easier.
  • Keep an eye out for team members who are “me focused.” If you’ve got a cancer in the “locker room,” you’ve got to deal with it. It’s best to confront a problem head-on and sooner is better than later.
  • Speaking “The TRUTH in love”: be honest and kind; most people appreciate honesty when it’s delivered in a constructive manner (“in love” – for the betterment of the team). Don’t fall into the trap of believing that confrontation is bad, because it’s not. Confrontation is not only critical to moving a project forward, but it will often lead to breakthrough moments for a team.

Note from Regis: I agree that confrontation is critical to resolving issues. To be blunt, I often tell my team that if you’re not pissing people off, you’re not doing work that matters.

3. Involve your team in the vision: You must COMMUNICATE the vision with your team on a regular basis. And it’s even more important (if you can do it) to INVOLVE your team in the creation of that vision.

  • Don’t be afraid to discuss business dilemmas, decisions, hurdles and challenges with your team.
  • First of all, it’s always good to get out of your own shoes and get other people’s thoughts and ideas; and secondly, you’ll begin creating team ownership in the project. A project should never be just one person’s project – it should be a team project.
  • Secondly, by involving the team, you automatically break down the natural blame barriers that too often plague a project and instead, you develop a truly SHARED VISION.

4. Laugh a lot: You’ve got to bring a sense of humor with you to work everyday.

  • The day you lose the laughter is the day you’ll lose the ability to motivate a team long-term.
  • Take your work seriously, but never take yourself too seriously.
  • The trick is to keep the team focused on the task at hand, but have fun while you do it! You’ll be surprised how far daily laughter will go in keeping spirits high and the team motivated. There’s a time to strap on the helmet and get stuff done, but it can’t be all day everyday. Life’s too short to be serious all the time.

Honest disclaimer: We had a couple of added motivational benefits on the Quizzle project.

  • We had the luxury of working closely with Dan Gilbert, a genius-minded business entrepreneur, who shared his vision with us throughout the project and allowed us to go BLUE SKY and DREAM BIG on this project.
  • We had a group of folks on the team who believed strongly that Quizzle had the potential to be a real game-changer someday on the Internet!

Unfortunately, we don’t get these benefits on every project, but a great leader can instill belief in a vision, tap into inner passions and allow a team to dream big.

Regis: How does someone learn to persevere?

Todd: For me perseverance was ingrained since I was a kid. My parents instilled the value of never quitting, and giving things my very best shot. I was taught to look on the positive side; find the good in situations rather than dwell on the bad. I was taught to view problems as challenges. I was taught to recognize challenges as opportunities. And opportunities will often times lead to success.

When challenges are the hardest, don’t be afraid. Instead, get excited, because you have the opportunity to find creative, game-changing solutions. There’s a quote from a marketing book called “Juicing the Orange” that went something like this: “Creativity is the most economical form of competitive advantage.” Creativity can be cheap; it can also pull you out of a commodity box and can differentiate you from the rest.

Personally, I love sports. I love playing games. So when a day at work provides a good challenge, it’s like a game, a competition, and my juices start flowing. And at the end of this challenge (just like a game) you either win or lose, right? That’s exciting. So go ahead, play games at work. Embrace your challenges. Play to WIN. And with this approach, more often than not, you will… persevere.

Regis: Do you have any great quotes, books, etc. about perseverance you’d recommend?

Todd: Read any book about a company that made it big and you’ll find that there were many roadblocks along the way, challenges to overcome, and days when the future looked bleak.

A couple of my favorites are The Google Story Todd Albery Interview: Leadership Through Perseverance and Pour Your Heart Into It: How Starbucks Built a Company One Cup at a Time Todd Albery Interview: Leadership Through Perseverance. It wasn’t always easy, but in the end it was worth it. The Experience Economy: Work Is Theater & Every Business a Stage Todd Albery Interview: Leadership Through Perseveranceis another one of my favorites. In this book you’ll also learn about the importance of creating a great experience for your clients. You’ll learn to be bold and try new things. You can’t be afraid to fail. Through failing and overcoming challenges you gain experience and wisdom.

I love A&E biographies. Listen to or read the biography of any great man or woman and you will find stories of hardship and perseverance that not only shaped their character but made them stronger.

I think a hero is an ordinary individual who finds strength to persevere and endure in spite of overwhelming obstacles.
-Christopher Reeve

How to Achieve Mental Focus

How important is mental focus? It’s simply the number-one key to becoming legendary at what you do.

We have a saying at Quicken Loans: “what you focus on, you find.” Oprah and followers of the book The Secret – say that “like attracts like.”

However you choose to say it, the power of focus is what separates those who are good from those who are great.

However, your daily life can easily compromise your ability to focus. Let’s take a look at a recent day in my professional life as an example:

  • 623 emails across 4 email accounts
  • 23 social media requests, messages, etc.
  • 13 incoming phone calls, and 9 voicemail messages
  • 2 conference calls and 3 one-on-one meetings
  • 1 presentation to some of my Clients
  • 1 contract negotiation

How do I maintain focus when I have all of these things challenging it? Of course, I stay organized with to do lists, manage my voicemail, and keep my email management system in top shape. But, as I tell people all the time, you’ll always have 1,000 things on your plate, but are you doing the right things?

Here’s my insanely simple secret to using a Top 3 list to achieve mental focus every day – and increase your ability to focus exponentially:

1. For 5 minutes right now, think about what you really need to focus on. This should be time where you focus only on important things that will move your project, career, etc. forward. Mentally ban thoughts about an email you have to respond to, a person you have to call, etc. Use this time to deliberately force yourself to mentally focus on what you need to do.

2. Write down the Top 3 things you need to focus on. I like to write this list down in my moleskine notebook, but you might prefer a sticky note, or a note card, like Patrick. Your goal is to use this Top 3 list to guide what you do tomorrow.

3. Tomorrow morning, do one thing from your Top 3 list before you open your email. I am TOTALLY SERIOUS about this. Email is a gigantic distractor and priority-changer. Do not let it prevent you from maintaining focus. By doing at least one thing on your list before opening your email, you set yourself up for a successful day.

4. At the end of the day, check your Top 3 list, cross off what you’ve accomplished, and write your list for tomorrow. It’s CRITICAL that you write your list for tomorrow at the end of the day today. At the end of the day, you still have the day fresh in your mind. Also, by doing this, you’re not spending time tomorrow morning figuring out what to do.

That’s it – the secret to mental focus is the Top 3 list! If you really use this technique (including #3 and #4 above), you’ll be amazed at the mental focus and clarity you have.

To quote another saying (from Dan Gilbert, Chairman and Founder of Quicken Loans), “nothing clarifies like clarity!” Good luck!