K+BB Collective | The Designers' Corner

Barry Farber

Barry Farber

Barry Farber consults with a variety of industries, helping them break through the sales clutter and land more deals. He specializes in growing and expanding his customers' businesses through creative and simple sales and marketing strategies that get results. Rated as the "hottest speaker of the year" by Successful Meetings magazine, Farber is the best-selling author of 11 books that have been translated into more than 25 foreign languages with over one million copies sold. He has written extensively for such magazines as Entrepreneur and Sales and Marketing Management and trained more than 300,000 business professionals from a clientele that includes AT&T, American Express, ESPN/ABC Sports, Merck and Verizon. Farber is also the winner of three Telly Awards and was nominated for an Emmy as the executive producer of the Jackie Mason Television Show. He has been featured in several publications, including Adweek, Investors Business Daily, U.S. News & World Report, Variety and The New York Times. For more information on Farber, visit www.barryfarber.com.

Aug 31 2012

Posted by
Comments off

Friday inspiration: Constant learning, constant action

“We learn from our actions, we act from our learning. One without the other suffers; both together provide clarity on the path to truth.”

Whatever you do on a daily basis to work with customers and grow your business, there are two things that need to be constant: qualified activity and constant learning.

Sometimes we go 100 miles an hour running around and meeting new prospects, and even though this activity is productive, sometimes it gets stale.

What are you learning every day to build value in yourself and your service? The knowledge you gain from reading, the study of your craft and industry and surrounding yourself with mentors gives you confidence and enthusiasm to keep on moving in a positive way.

The mind is nowhere when working at its highest level. No attachments. It responds automatically based on previous learning that has been let go.

We learn in stages …

• Unconsciously incompetent…not knowing what we don’t know

• Consciously incompetent… knowing that we don’t know

• Consciously competent…knowing and doing

• Unconsciously competent…Action without thinking. The mind, body and spirit are one and the action is clean and pure. Mushin. No mind.

Through constant learning and applying your knowledge, your action becomes more natural.

-Barry Farber

May 25 2012

Posted by
Comments off

Keeping the F.O.C.U.S.

Sometimes it helps to think of ways to get back on track when we lose sight of our priorities and goals. Here’s are five ways to do just that:

F stands for faith.

Having a passion and deep belief in what you do and the value you provide keeps you going in tough times. It never hurts to re-educate yourself on your business, your customers business or any information that would open up your mind to new ways of working and becoming more valuable to the ones you serve. This process of ongoing learning keeps your enthusiasm up and reinforces your belief that what you have to offer is of value.

O stands for organization.

Clean house. What I mean by that is clearing your desk, wiping your goal board on your wall clean (if you have one). And starting over with a clean slate. When I do this and start a new “to do” list or a short-term and long-term goal list it refocuses my mind on what’s important and allows me to work more efficiently. When we get off track, many times it’s because we become overwhelmed and frustrated because there are so many activities we are immersed in, and many of them are not the ones we need to be spending time on. I know there are so many programs on time management and organization, but you need to create the ones that work for you. We need to keep it simple. A board on the wall with our long term goals and a to do list with the activities listed that will help us reach those goals can make a huge difference in how you work and how you feel.

C stands for concentrated effort.

No great accomplishment happens overnight. Once you list all the activities that are involved in achieving your goal(s), it’s time to do the detail work and concentrate on small successes. By the mile it’s a trial, by the yard it’s hard, but by the inch it’s a cinch. What are you doing everyday to move your business forward one step at a time. No matter how many setbacks, rejections or obstacles you encounter, you have to look for the lessons learned and concentrate on your next move with greater intelligent action.

U stands for understanding.

Great listeners are hard to find but they sure do learn a lot. In any work environment, when you understand your customers and the people around you, it helps you stay focused on what’s important. My daughter just started working where she visits supermarkets and helps with displays. The best thing she could start doing would be to ask each store manager if there’s anything that she or the company is not doing that she could be doing to help with displays, make their job easier or just improve service. The fact that she is asking for ways to serve them better and customize a solution to their individual needs shows she cares and builds a stronger relationship. I told her that no ones ever listened themselves out of a sale.

S stands for service.

Our rewards in life are in direct proportion to our service. Anytime you feel your business is suffering, look for ways to increase your service. What can you do that would have your customers proactively recommend you to others? It doesn’t even have to do with selling your services or products. Many times I’ve helped clients with goals that had to do with helping one of their friends connect to someone that could help their business or even finding work for one of their kids who just graduated college.

The main point here is to look at what others are trying to achieve around you and help them by serving them first and selling after. I can’t tell you how many times I’ve written this quote but it’s because it makes so much sense: “You can get anything you want in this Life if you just help enough other people get what they want.”

Barry Farber

Aug 02 2011

Posted by

If it’s to be, it’s up to me

One Harvard Business School study determined that there were four factors critical to success: information, intelligence, skill and attitude. When these factors were ranked as to importance, this particular study found that information, intelligence and skill combined amounted to 7% of the effectiveness and attitude amounted to 93%!  Could it be that 93% of our success in work, and in life, results from our attitude?

I remember hearing a story of two people going to work each day in New York City and every morning they would stop at the same newsstand where one of them would buy the daily paper. After paying for the paper, one of the men would say thanks with an enthusiastic smile and walk away. The odd thing was the owner of the newsstand wouldn’t even acknowledge the man or smile back. He just took his money and ignored him. Well, the two of them passed the same newsstand every day for four years and every time the owner would respond in the same cold way.

One morning after the man purchased his paper with a big smile and said thank you as he normally does, his friend turned to him and asked him why he still smiles and says hello every time when the guy is so rude and doesn’t even respond in a semi-positive way. His response was: “I’m not going to let that person determine the way I act for the day.” How many times have we let other people determine the way we act for the day, week or year!

I know things can get bad and some days we wonder how we even survived through them but I have to tell you another story that seems to put the attitude factor in its place. On one of the Nightline-type programs, there was a story about a boy named Charlie who was 8 years old and had a rare form of thyroid cancer. Doctors told Charlie’s mom that he had less than six months to live.

When they interviewed Charlie’s mom, she told the reporter that when she would give Charlie his allowance money he wouldn’t buy anything for himself. Instead, he went to the toy store and bought toys for all the other kids on his floor in the hospital.  When the reporter asked Charlie why he did that, his answer was: “Because it makes me feel good.”

Because it made him FEEL GOOD…Charlie was 8 years old with 80 years of wisdom and he didn’t live up to his doctors diagnosis. His cancer went into remission and he lived four more years to the age of 12. We have a choice every day how we will live and how we will react to others. It’s impossible to have a great day with a bad attitude. It’s also impossible to have a bad day with a great attitude.

—Barry Farber consults with a variety of industries to help them grow and expand their business. He is the best-selling author of 11 books on sales, management and customer service. His latest release, the “Diamond in the Rough” CD program, is based on his best-selling book, radio and television show. Visit him at: www.BarryFarber.com or email him at: barry@barryfarber.com.

May 19 2011

Posted by
Comments off


What does perseverance mean?

The dictionary states that perseverance is “the act of persevering, continued, patient effort.” I think it means getting worn down…getting beat up…being told no over and over again..not getting that promotion you wanted…not getting the position you expected…getting shut down by people who think you’re not talented enough, getting rejected, falling over and over…

But—and this is a BIG BUT—it’s getting up with an attitude of never ever quitting…not caring what other people think or say or do if you know deep inside you’re doing the right thing…using losing to come back with more intelligent action the next time you get to bat.

“No” can make you go if you use it wisely. What doesn’t kill you makes you stronger. Attitude determines your altitude. Fall down eight times, get up the ninth. The harder you work, the luckier you get. There are more clichés like this…too many of them to count.

In fact, I wrote a book about the top 12 clichés. Why? Because for some reason a cliché becomes a cliché from being said over and over because of all the truth in them.

Perseverance is and does a lot more than “continued, patient effort”. It builds character, will power, determination, tenacity and a quiet confidence that gives one a rooted foundation because we have earned the right.

I know there is a lot of weight that money has in determining success, but I’ve never had the excitement or burst of enthusiasm from a check that I’ve received vs. an achievement with 20, 50 or 100 plus “no’s” included in the effort. In fact, the greatest achievements of all time have come from the bitterness of massive failure. Look up the light bulb, Post-It notes, Kentucky Fried Chicken, Walt Disney or any huge success and you will usually see a pattern of past failures.

It’s the fall that fascinates me because of the advantages gained when one gets back up:

“In each age, men of genius undertake the ascent. From below, the world follows them with their eyes. These men go up the mountain, enter the clouds, disappear, reappear. People watch them, mark them. They walk by the sides of precipices. They daringly pursue their road. See them aloft, see them in the distance; they are but black specks. On they go. The road is uneven, its difficulties constant. At each step a wall, at each step a trap. As they rise the cold increases. They must make their ladder, cut the ice and walk on it, hewing the steps in haste. A storm is raging. Nevertheless, they go forward in their madness. The air becomes difficult to breathe. The abyss yawns below them. Some fall. Others stop and retrace their steps; there is a sad weariness.


Barry Farber