Feature Article: A Game Plan to Build Relationships

Business Owner in the Spotlight
Leah Oman
The Smarter Image

Refueling Recommendations
Make-it-Fly® Advisory Boards
Advisory Board Openings

Make-it-Fly® MarketPlace

Next Make-it-Fly® Café

ISSN# 1552-3705

December 15, 2009
Volume 6, Issue 23

"In-Flight Refueling" is published twice a month.

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A Note From Dave & Victoria

Last week, we took three days away to rest, relax and regroup—mostly plan for 2010.  There are way too many distractions to do that at home. We returned rested, refreshed and really excited about the coming year. We have some surprises in store!

Carriage ride with friends and grandkidsNext weekend, we plan to play grandparents to two of Victoria’s granddaughters—we’ll enjoy ‘Breakfast with Mr. and Mrs. Claus’ at the Brown Palace. Since this is scheduled for 2 p.m., we’re not sure what will be on the breakfast menu, but no doubt it will be scrumptious. Then we'll take a carriage ride to see the downtown lights. Should be a fun day. Hope it’s not too cold!

Our very best regards,

Dave and Victoria

Business Owner in the Spotlight

Leah Oman
The Smarter Image

The old saying that people don’t go into business to have fun never met Leah Oman. She opened The Smarter Image in September of 2000, doing what millions of American women (and not a few men) dream about doing. “I’m a personal style and wardrobe expert who assists women and men in looking their most attractive, authentic, and appropriate in work and social situations,” she says. Her services include personal shopping and closet editing, as well as style and color analysis.

Leah Oman of The Smarter Image

Q: What do you find most fulfilling about running your business?
LO: I love it when a client says “that’s the first time I’ve ever had fun shopping,” or her jaw drops and her eyes get wide with excitement when she sees herself in the mirror in a new outfit that makes her look smashing, or he says he feels more confident at work because of the way he’s dressing now.

Q: What motivated you to start this business?
LO: I was the youngest of three daughters. Maybe wearing all those hand-me-downs turned me into the clotheshorse I am today. Seriously, I’ve always been fascinated by color, line and design, and how to put the elements together. I also love working one on one with clients to support them in creating just the right look so that they’ll be perceived the way they want to be. I started taking courses in image consulting in 1990, and I’ve been a training junkie ever since, having worked with many of the big names in the business.

Q: What book has been most helpful to you in your business?
LO: The Brain Audit:  Unlocking the Mystery of the Customer’s Brain by Sean D’Souza.

Q: Who has influenced you most in your life?
LO: My late husband, who believed I could do anything I put my mind to.

Q: What has proved to be your most successful marketing strategy?
LO: Having a great website, speaking to groups and writing articles for publication have all been invaluable.

Q: What have been the greatest challenges you have had to overcome, or are currently facing, in your business?
LO: I never even considered being a businessperson before I got started in this. It was the creative artistry and one-on-one contact with clients that drew me into the profession, so it’s been a steep learning curve!

Q: How did you benefit from participating in a Make-it-Fly® board?
LO: By finding like-minded entrepreneurs who are dealing with the same issues I am, some of whom are good strategic alliances for me. These people have shared information, ideas, contacts and other resources, and when I’ve had challenges, they’ve been extremely supportive and helpful.

Q: What would you say to other business owners who are contemplating getting involved in a Make-it-Fly® board?
LO: Aside from not feeling alone in the entrepreneurial world, you’ll benefit immensely from brainstorming issues to find solutions, expanding your network and being supported by a team of people who really care about you. They’ll help you kick-start your business and keep you focused on your priorities.The Smarter Image, LLC

Leah Oman can be reached by phone at:
303-471-7373, or visit her web site

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Dave Block, Co-Founder of Make-it-FlyDave’s Networking Nugget:

Be one of the few! Rick Seymour made a statement recently that I really resonated with. He said, “Very few people in the world have anyone in their lives who really cares to learn about and listen to them.” I challenge you to become one of those few to the people you meet this holiday season!

Feature Article

Victoria Munro & Dave BlockGet a Game Plan to Build Relationships
By Victoria Munro

Building strong, trustworthy relationships in your marketplace could determine if you’ll thrive or dive in today’s economy. Assuming that you sell an excellent product or service people want to buy, developing the right relationships is key, but they don’t happen by accident. You need a game plan.

Below Dave shares how he becomes a ‘trusted advisor’ to those he wants to work with. He sees his relationship plan like a football game. And just as a coach crafts a game plan—a strategy for his team to move down the field and win the game—Dave’s plan is to focus on others, keeping in touch with them often. However, you must be sincere—come from the heart. You can’t fake it. People quickly discern insincerity.

Before the kickoff, build your game plan to help you win on the ‘relationship field.’

Clearly define who your ideal clients are:

  • Core values they hold
  • Type and size of business/industry/profession
  • Kind of personalities you like to work with

List what you need to know about these people in order to build strong relationships. For instance:

  • What they’re passionate about
  • Interests or hobbies they enjoy
  • What sort of books, if any, they like to read
  • Background, family etc.
  • How they prefer to communicate, for example via email, phone, text, etc.

Always remember, your purpose is not to sell, but to focus on the other person and add value to him/her. The result will be a person who wants to buy from you.

The kickoff represents your first meeting with the potential client.

Each first down stands for an opportunity to deepen the relationship via a ‘touch’ of some kind. These touches might include a note, email, call, small thoughtful gift, recommendation, helpful article or website, referral, invitation to a social event, or meeting for coffee, breakfast or lunch.

After the kickoff, your game plan is to let this person know that you genuinely care about him/her, as you move down the field and make a touchdown—gain a loyal, lifelong client, who is also a sales rep, referring others to you. This person now views you as a ‘trusted advisor’ rather than a salesperson.

Dave's Relationship Field

Click here for printed version.

Read other articles on Marketing for Next to Nothing on our blog

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Victoria’s Time / Balance Tip

Take Good Care of Your Number One Asset
During this busy and often stressful season, remember that you are your company’s most valuable asset. So block out time on your calendar for yourself—to exercise, rest, enjoy family time, fun projects and just to hang out with friends. A healthy, rested, energetic you will accomplish more in less time. Resolve this holiday season to take excellent care of you.

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Make-it-Fly Marketplace

Sharpen Your Speaking Skills and Grow Your Business at a Presentation Dojo

You worked hard on your presentation and afterward several people came up to compliment you on it. You think, “That’s nice, but I didn’t get any business.” If you want to grow your business through public speaking, enroll in the Presentation Dojo.

Jay Murray of Solutions for Tuition says, “Before working with Turning Point Presentations, 3% of my audience members typically requested appointments to learn more. Now, it’s over 50% and my business is thriving.

Angela Libby Jankousky

Angela Libby Jankousky

Rev NetworkingRev Networking

Up to 20 professionals, each representing one profession, meet one on one at customized speed networking events, allowing you the opportunity to have a five-minute conversation with each participant to generate leads, referrals and business. Rev Networking is not a group, as you will meet new professionals every time and people that attend are serious about growing their business by networking and power partnering with other professionals.

Reservation only $68
Marilyn Manning 303-763-1865


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READING THIS AD? THEN WHY NOT PUT YOURS HERE TOO? The In-Flight Refueling Ezine reaches more than 3,000 entrepreneurs, small-biz owners, consultants and marketers. Reserve your advertising spot today in the next In-Flight Refueling Ezine,

Paid Advertising Disclaimer: Make-it-Fly® LLC does not represent or endorse the accuracy or reliability of any of the paid advertisements above or the quality of any products, services, information, or other materials displayed, purchased, or obtained by you as a result of an offer in connection with any ad. It's common sense to do your own due diligence before purchasing any product.

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Refueling Recommendations

The Make-it-Fly® Advisory Board 101

Each Make-it-Fly® Advisory Board 101 program consists of 12 non-competing business owners who meet once a month for five consecutive months. In the spirit of giving, they offer each other solutions, ideas, resources and encouragement. Dave and Victoria facilitate each group and share powerful tools to assist business owners in reaching their goals and living more balanced lives.

If you have experienced a Make-it-Fly® Advisory Board, please share the following openings with other business owners who need support. Call Dave for more information at 720-962-8888.

Programs are held from 9:00 a.m. to 12:30 p.m.

Next Advisory Board 101 in Denver:

  • Fridays - January 8, February 5, March 5, April 2, May 7, June 4
  • Thursdays - January 28, February 25, March 25, April 22, May 20, June 17
  • Mondays - March 1, April 5, May 3, June 7, July 6*, August 2

Click here to sign up for an Advisory Board.
Or call Dave at 720-962-8888.

Alumni Boards are groups of 12-14 small business owners who have participated in at least one Make-it-Fly>® Advisory Board 101 and wish to continue the support and accountability with a group of like-minded, giving business associates. Members meet once a month for a three-hour meeting. If you completed the initial Make-it-Fly® Advisory Board 101 and are interested in more information on Alumni Boards, call Dave at 720-962-8888.

Make-it-Fly Café - High Altitude Networking, where exceptional people help each otherNext Café:

Date: Friday, February 26, 2010

Time: 4:30 to 7:30 p.m.

Cost: $10 online, $15 at the door

Location: The Riverfront
2852 W. Bowles Ave., Littleton (One block west of Santa Fe)

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Contact Make-it-Fly® - Dave and Victoria:

Email: info@make-it-fly.com
Voice: 720-962-8888
Web: www.Make-it-Fly.com

Reprint Permission:
Please email or call Victoria if you'd like to reprint any information contained in this newsletter. Thanks! © Copyright 2009. All rights reserved.

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355 South Teller Street, Suite 200, Lakewood, CO 80226, USA