Tami Smith


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Written by Tami Smith   


Life is a Treasure Hunt ... I want to share with you all the 'treasures' I've found along the way throughout my life.





Unusual Prospects

13 February 2018

Trade Shows are gold mines for prospective customers. As such, I invite you to consider cultivating for new business connections with...other vendors! Think about it, you are both there for the same thing -- to generate new leads. Why not work together? Here’s how: Firstly, you must change your thinking to see other vendors as collaborators and not as competition. Spend quality time mingling around and meeting other vendors to learn what solutions they solve and the results that they can provide. When you can't help a customer that comes to your booth, swap leads with another vendor. This is a principle of Zig Ziglar, “You can have everything in life you want, if you will just help enough other people get what they want.” By agreeing to work together on interchanging leads, this unusual partnership can be profitable for both of you. Over time, by helping other vendors in their quest to get customers, they'll be sure to help you in your quest too. Of course, you must ensure that you aline yourself with a collaborating partner who will reciprocate prospects. It takes trust and time to develop these uncommon relationships. However, in the long run, it’s a worthy investment to pursue. Remember that you'll only burn bridges with negative selling tactics that emphasise being cutthroat, stealing, lying, or cheating. Rise above the rest by prospecting in unusual places!


1 February 2018

Values Clarification

This exercise is my all time favourite!  When making important decisions, I remember my values I've selected from this exercise, so I make the right decisions for me.  Now you can learn what values are important to you, so you too will make the right choices!

Your personal value system consists of the inner rules you use to run your life. Your values create boundaries for systematically making choices and decisions.  Some values are more important to you than others.  Clarifying and prioritising your values is essential for decision-making and conflict resolution.  When you complete this, you will be able to clearly state your boundaries and easily set priorities.

Focus on what’s important to you---not on what you should do or be, or what you would like to be.

Put marks by twelve values that you feel most strongly about. . .high light your top five values!

Achievement (a sense of accomplishment, surmounting obstacles, solving problems)

Advancement (opportunity to improve and advance, upward mobility, promotions)

Adventure (challenging experiences, trailblazing, excitement, risking into the unknown, enterprising)

Aesthetics (sensitivity to beauty, artistic expression, pleasant environments, sensuality, harmony)

Compensation (economic security, equitable payment or wages)

Creativity (being imaginative, innovative, curious, playful, expressive, indulging in fantasy)

Discipline (self control, selectivity-training self to excel through determination and commitment)

Fame (being famous or well known)

Family Happiness (relatives relating together, fellowship, sense of belonging, sense of community)

Foresight (ability to anticipate the future, pro-active know-how to take action before something happens)

Freedom (mastery of Self, ability to choose whatever I want for myself, spontaneity, being a free spirit)

Friendship (intimacy, close relationships, interdependence, partnership, involvement)

Health (full sense of vitality-body, mind &spirit, freedom from physical disease, balanced living)

Independence (liberating Self from the control of others, self-reliance, empowerment)

Inner Harmony (being at peace with Self, self-acceptance, not being in conflict within Self, joy, serenity)

Integrity (honesty, being my Real Self, standing up for my beliefs, ethical commitment, frankness, honour)

Love (caring, compassion, empathy, sensitivity, affection, tenderness, kindness)

Loyalty (steadfast, faithful, maintaining firm allegiance to whatever one is bound to by duty or promise)

Order (conformity, organisation, structure, focus, stability, obedience, economising, saving)

Personal Development (commitment to learning and growing, pushing limits to utilise potential)

Pleasure (satisfaction, enjoyment, fun, happiness, humour, playfulness, meaningful experiences)

Power (control, authority, influence over other people, forceful)

Prosperity (material wealth, affluence, plentiful, feeling rich, having what I need when I need)

Quality (craftsmanship, excellence, valuable, First class, having real worth)

Recognition (appreciation, respect, acknowledgment, status, respect for quality of my work/contribution)

Responsibility (accountable for results, reliable, trustworthy, liable)

Security (protected, safe, free from danger—able to feel safe from fear, worry and uncertainty)

Self Respect (respect for all life, valuing Self, dignity, pride, sense of personal identity and purpose)

Service (contributing to the betterment of self, others and society, providing useful labor)

Spirituality (strong belief in God or Higher Power, sacredness, reverence, being spirited)

Variety (diversity of activities and people, experiencing multiple options and choices)

Wisdom (common sense, great understanding of life, wise, knowledge beyond intellect)

Now write the top five onto 3 x 5 cards with the common statements below the Value

Then group the other seven picked values onto the back of your top five cards by seeing the relationship between the values

Congratulations. . .You know your values. . .all your decisions will be in alliance!



January 2018

"It's not what happens to you, it's how you handle it" by Epictetus

Everyday we will be faced with challenges - trivial as the little annoyances that can drive us mad. And we are often faced with serious issues, such as relationship difficulties or health problems or anything inbetween. Challenges are part of our everyday life.

How we see our challenges plays an important part in our pursuit of happiness. How do we handle stress?  How we overcome these uncomfortable situation depends on how we view them. Every challenge can be looked at differently.  Decide to look at the challenge from a different perspective.  Try to find the good in it, the learning, the growth from having to experience this unpleasant situation.

This week be aware of your challenges - from the most trivial to the most important. Look for the positive in each situation. At the end of each day, reflect back on the events of the day - I'm sure you'll notice that by trying to see the good in all situations, you will find more happiness each and everyday.


December 2017

10 Cognitive Traps

1 All or Nothing thinking You see things in black and white categories.  If a situation is anything less than perfect, you see it as a total failure.

2 Overgeneralisation You see a single event as a never-ending pattern of defeat by using the words always or never when you think about it.

3 Mental Filter You pick out a single negative detail and dwell on it exclusively.  One word of criticism erases all the praise you’ve received.

4 Discounting the Positive You reject positive experiences by insisting they “don’t count.”  If you do a good job, you tell yourself that anyone could have done as well.

5 Jumping to Conclusions You interpret things negatively when there are no facts to support your conclusion.  Two common variations are mind-reading - You arbitrarily conclude that someone is reacting negatively to you.  You use 'fortune-telling' - you assume and predict that things will turn out badly.

6 Magnification You exaggerate the importance of your problems and shortcomings, or you minimize your desirable qualities.  This is also called the binocular trick.

7 Emotional Reasoning – You assume that your negative emotions reflect the way things really are: I feel guilty therefore I must be a rotten person.

8 Should Statements – You tell yourself that things should be the way you hoped or expected them to be.  Many people try to motivate themselves with shoulds or shouldn’ts, as if they had to be punished before they could be expected to do anything.

9 Labelling – This is an extreme form of all-or-nothing thinking.  Instead of saying “I made a mistake,” you attach a negative label to yourself: “I’m a loser.”

10 Personalisation and Blame – You hold yourself personally responsible for events that aren’t entirely under your control.

So take time to pay attention to your self-talk and if it feels a bit negative then do not take that as an opportunity to be hard on yourself but rather make a commitment to turning it around into something more positive.  Decide today to speak to yourself with love, respect and joy.

from Harriet B. Braiker research



November 2017

T.r.i.u.m.p.h.s. in Communication

For the next several weeks - you will learn the 8 steps (one each week) to be triumphant in all communication with your professional colleagues and clients and also with your family and friends.  It's a sure fire way to have a Win Win situation with customers and even when you’re communicating with teenagers too ... really :)  Each week, I want you to simply work on the one step and see how you will enjoy more harmonious communication.

T – Treat others with respect. Respect is defined as:  acknowledging another's worth, holding in your attention, and behaving in a way that shows you're doing so even if the behavior goes unseen and no matter who sees.  Showing respect is simple, have a genuine interested in what is being said.  Respect will build rapport naturally. Rapport occurs when two or more people feel that they are in sync or on the same wavelength because they feel similar or relate well to each other.  It’s a thrill to me, I love ‘in sync’ moments, priceless!  Sincere interest in others is divine.  It’s magic, if the other person is seated, you’ll naturally find yourself wanting to set too.  If the other person is standing, you feel to stand too.  You’ll even notice your body wants to lean forward ever so slightly when you’re genuinely interested.  It’s fun to observe that in public places, you can tell who’s into each other and who is not.  Eye contact, it’s a must it’s comfortable and relaxed.  You can kill all this by being interested in the distractions around you including your mobile phone.  Please, put it on silence, I mean really, how rude is it, when you are more interested in your phone than the person in front of you.  I guarantee you, that the message you are giving the person in front of you is ... “Excuse me, this call or text is more important than you, sorry!”  Doing so, is an instant way to lose rapport.  So come on ... put your mobile phone on silent.

For one week, just try doing this, and see how you will triumph!  Next week, you'll find out what the 'r' in Triumphs stands for ... until then, please be respectful to build rapport!

RReflect back what your client is telling you before you actually respond. The best way to understand a prospective client is to make sure you are listening carefully. The best way to do that is to reflect or paraphrase what you heard the person say before you comment on it.  An example is, “What I’m hearing is that you are not certain that this product will serve your needs.”

For one week, try ‘reflecting’, and see how you will triumph!  Next week, you'll find out what the 'i' in Triumphs stands for ... until then, please be respectful to build rapport!

I – “I statements” are powerful. As you paraphrase and reflect back what the client is saying, you can use “I statements,” which are very effective.

For example, “I am getting the feeling that you are uncomfortable with this product and would like some other options.”  To start with “You” would be much more instinctively threatening for the potential buyer.  Imagine hearing, “You don’t like this product?”  Realize that understanding what the person is saying doesn’t mean necessarily agreeing with them. You are simply showing that you are hearing their concerns.  For example: “My understanding from what you are saying is, your concerned because of your last experience with a similar product.  Let me get more information for you so you can have a better understanding of the differences with this product.”  Always acknowledge the person and their concerns before assuming anything.

For one week, try using ‘I statements’, and see how you will triumph!  Next week, you'll find out what the 'u' in Triumphs stands for ... until then, please be respectful to build rapport!

U – Understand the needs and goals of your client. If you are genuine and sell quality products that will truly satisfy your client’s needs and desires, that person will trust you. That includes not selling him the most expensive product if you believe it is not right for her. Nothing earns trust more than being honest.

For one week, try ‘understanding’ your client needs and goals and pair him up with your ‘perfect match’ product and/or service. Next week, you’ll find out what the ‘m’ stands for ... until then, please be respectful to build rapport!

M – Monitor the tone and mannerisms of the prospective client. Body language is so important only a small percentage of what is “heard” are words. Most of what we interpret is tone of voice, facial expressions, inflections, hesitations, etc. Watch for all of these indications of your client’s mood and attitude. You might even wait for a moment to interpret what you sense after a client is done speaking.  “I often, will say, “What I hear you are saying is ...”  And I paraphrase what I heard, giving the person a change to agree or better to clarify so I do understand.

For this week, really pay attention to the non-verbal communication of the people you are communicating with, be present and ask questions to see if you are understanding.   Remember, it’s not what we say, it’s how we say it.

P – Probe gently and with respect. Your job is to try to understand what your prospective client needs and how you can accommodate those needs. The only way to show people that you have exactly the product to satisfy those needs is to ask gentle questions about their goals and hopes, as they relate to your product. An example is, “If you could describe the ideal software to solve your business problems, what would you like it to do for you?” Take you time to ask the right questions to find out all you can; then and only then will you know whether or not you can be a benefit to your prospective customers.  Alright now, for one week, focus on being interested in finding out all you can.

H – Help your client feel safe in the conversation. For major purchases, such as insurance policies and annuities, clients need to feel safe discussing their specific money issues. Gently probing about personal and family situations that affect their pocketbook requires them being able to trust you. This entails ensuring confidentiality and showing genuine concern for their needs. If you expect them to share their biggest fears and insecurities, you must focus in on what they’re saying, be sensitive, and assure them that you will help them to meet their goals.

S – Summarise. You’d be amazed at how you can demonstrate your listening skills by frequently summarising what you just heard. This will also help you to focus and remember what the speaker is telling you. If you hit the key points in your summary, the speaker will feel validated and closer to you. If you missed key points that he is trying to convey, he can inform you. Practice this with friends and family. It’s easy to get the hang of it, and it really works!


October 2017

What Does Love have to Do With It?

I realised that while I am able to easily love the people around me, I judge myself harshly and feel bad for when I'm less than perfect.

I choose to except what is and stop having so many expectations. I choose to continue to love freely others and love myself!  Good comes from positive emotions.

Lets focus on being kinder to others and ourselves. Learn to forgive yourself and others for imperfections. Lets love 'what is' ... just the way it is!  Love outwardly and love inwardly. Love is the answer, ask yourself, “How would Love Respond?”


September 2017

Ham Sandwiches

I was sixteen and all fired up!  It was my first summer job.  I was a convenient store junior assistant.  Kresge was the name of the store located in the North Star Mall in San Antonio, Texas.  Kresge later changed names to Kmart.  The location of the convenient store was unusual.  North Star Mall was real fancy with stores like Frost Bros., Dillards, and many specialty shops.  But, Kresge did real well selling to the mall shoppers---toothpaste, shampoo, tape, notebooks, toys, pantyhose, spot removers, eyeliners, powders, and much, much more.  It was a Saturday morning and the mall was already busy.  I was glad to see the crowds of people, for on this day I would be selling Ham Sandwiches in a little booth directly in front of the store.  I was given a small refrigerator bend and a cash register.  The sandwiches were rapped in plastic bags, six to a pack. The six pack price was $1.98.

It was ten o’clock in the morning, I was position behind the booth, I was ready to sell my first packet of ham sandwiches, and realised no one was even looking my way! I felt kind of stupid just standing there. . .some time past. . .I’d sold no sandwiches.  I was beginning to hate this first job!  What could I do besides smile? I thought I would do what I had always done when I was bored. . .Entertain the audience!  So, I thought fast. . .I’d remembered some jingle from a commercial television commercial.  “That’s got to work better than just standing here.”  So, with my first crazy promo, I began to sell ham sandwiches. “Okay, folks, step right up, and get your ‘hammmmmm’ sandwiches, You can bake ‘em, shake ‘em, freeze ‘em, fry ‘em, serve ‘em. . .sliced, serve ‘em. . .diced, any way you like!  That’s right folks, hmmmmmm sandwiches. . .six for only $1.98!”  The people stopped to gather around to hear the crazy little sales girl selling her ham sandwiches.  I remember one man said, “You know Honey, I don’t even like ham. . .but, go ahead and sell me some!” The managers of Kresge loved it!  I sold a little over six hundred sandwiches in four hours.  The deli clerks couldn’t make enough to keep up!  Needless to say, I sold ham sandwiches every weekend that summer. . .


August 2017

7 Ways to Keep Your Customers Coming Back

1. Make it easy to buy ... make it Fun!

Make it easier to buy from you than from your competitor.  Offer many payment choices: cash, cheque, major credit cards, or direct deposit. If you offer online sales, try ordering something from competitors’ websites - how may clicks did it take?  What did you find irritating about the process? Can you come up with something easier and quicker

2. Why should your Customers Comeback

Be it a gift, a freebie, a discount, special financing, or a chance to win a competition, customers come back for incentives. Many businesses make successful use of loyalty cards, bonus points, sales previews for existing customers only, or other incentives. What can you offer?  Don’t let them walk out the door with no real reason to come back?  There’s a lot of competition out there, that are waving fan fair to attract your customers, what are you going to do?

3. Stand behind your products and services

Stand behind your product and reap the rewards for doing so. If your customers can’t rely on you, they won't come back.  Turn around a negative situation, and you have a customer for life!

4. Really Listen

What your customers tell you is everything you need to know, listen, learn and do something now about it.  When you have an angry customers, they’re your best tool to improve your services. Thank goodness they’re telling you what you need to know, now do something about it!

5. There’s always room for Improvement

Outstanding service keeps customers loyal.  Train well your staff to sort out minor issues on the spot.  Keep customers fully informed of any delays.  Do more than you promised.  How can you excite and incite your customers? Delivering Knock Your Socks Off Service is an awesome book.

6. Customer Contact

Customers may leave if they feel neglected. How often do you contact your customers? When’s the last time you called a good customer to thank them?  Do you care?  You should - your customers are your revenue - Love Them!

7. Top Customers are Family

Know your top customers and treat them well.  Your top 20% of your customers probably contribute 80% of your sales. What special attention and privileges do you offer to these customers?


July 2017

Someone Once Said …

Don't go for looks; they can deceive.  Don't go for wealth; even that fades away.

Go for someone who makes you smile, because it takes only a smile to make a dark day seem bright. Find the one that makes your heart smile.

Dream what you want to dream; go where you want to go;
be what you want to be, because you have only one life
and one chance to do all the things you want to do.

May you have
enough happiness to make you sweet,
enough trials to make you strong,
enough sorrow to keep you humble,
enough hope to make you happy.

The happiest of people don't necessarily have the best of
everything; they just make the most of everything that
comes along their way.


June 2017

4 Steps for Public Speaking “Off the Cuff”

First - Determine the purpose for which you are speaking.  What are you being called upon to accomplish - to inform, to motivate, or to persuade?

Second - Find about the audience - Demographics:  age, educational background, organisation, associations, special interests, cultural background, and special industry vocabulary

Third - How much time will you have, what are the topics of the other speakers, what time will you present - before lunch, after lunch, size of audience and size of room and location details, etc.

Finally - Go early to mingle among the attendees to engage and build rapport, it is so much more easy to present to a 'warm' audience than to 'faces' you have never encountered.

Let Your Light Shine!




May 2017

7 Cs of Success

Clarity - 80 percent of success comes from being clear about who you are, what you believe in and what you want.

Competence - You can’t climb to the next rung on the ladder until you are excellent at what you do now.  Practice makes perfect . . . not true.  Perfect practice makes perfect.

Constraints – 80 percent of all obstacles to success come from within.      Find out what is constraining in you or your company and deal with it.

Concentration – The ability to focus on one thing and see it through until it’s done.  Great athletes are notorious for their concentration and focus.

Creativity – Be open to ideas, opinions, and possibilities . Surround yourself with creative and interesting people.  Creativity needs to be exercised just like your muscles.  If you don’t use it - you’ll lose it.

Courage – is the willingness to do the things you know are right. Courage, contrary to popular belief, is not the absence of fear but in fact it is the heart      to act in spite of fear.

Continuous Learning – Set aside time every day, every week and every month to improve yourself. Never stop learning, it is the excitement of life.


April 2017

Trade Shows Are A Gold Mine Of Buyers

This is a 'hidden' gem in selling. Trade shows can actually be one of the most effective selling channels you can use, and this can be done in 2 ways.

Firstly, as an exhibitor where the attendees and prospective buyers visit you, or secondly as an attendee where you look for new contacts, agents and wholesalers amongst the exhibitors.

The reason why trade shows are so effective is simple . . . nowhere else can you see so many owners and heads of companies under the one roof, easily accessible to you and all the other participants, and you meet people face to face, where otherwise you'd struggle for months to make contact within the normal course of business.

I met the owners of several multi-million dollar businesses at the ‘Infomercial Conference’. I'd otherwise have had a hard time in contacting and meeting them.

It is very important to follow up after a trade show and to keep following up. If you don't follow up, you will waste your time attending trade shows, as research shows that it’s after the show when the bulk of the business is done.


March 2017

The Busy Addiction

Are you in the F-State - Frenzied, Fearful, Forgetful, and Frantic?

How can being busy shorten my life?  You are always on a hamster wheel?

Risk for heart attack, shock, or cancers and even frequent common colds is a sign - your life is too busy.  Being busy is just bad for your health altogether.

Is there proof our modern busy lifestyle is dangerous?

Anxiety disorders are on the rise and accidents are increasing.  Sadly a lot of people are not enjoying life, they're doing a lot but they're not enjoying what they're doing, like they use to.

What are the three biggest dangers of an overloaded schedule?

1. You're not going to get done what you really want to get done.

2. You're not going to get to do the things you really enjoy.

3. You're going to get sick

What are the top reasons to slow down?

To Enjoy your Life.      You'll ‘Do It' Better - You'll be more Successful

What are the three best ways to break your addiction to being busy?

1. TURN IT OFF - Mobile phone and your Laptop - Disconnect.  I'm not saying get rid of them - but turn them off when you're having lunch with a friend.

2. Set Your Boundaries - we broken down all the boundaries, we've made ourselves available 24/7...Don't Be - Set Time Aside for YOU and the Ones You Love.

3. Get More Exercise - You'll Feel better and be in a better frame of mind to plan your schedule better.

More Information - www.drhallowell.com


February 2017

Great Advise for the Joy of Life


To BE the person you want to be you have to DO the things that person would do and then you can HAVE what it is that you desire.

BEING the person you want to be before you are that person though is the challenge! Because if you don't FEEL like that person then you aren't going to DO what you need to do and hence you won't HAVE what it is you want.

The best way to BEING the person you want to be is to use your imagination. Vividly imagine yourself as that person already. See it, feel it, believe it!

This week create a new habit and take the time DAILY to imagine BEING the person you dream of becoming and before you know it you will BE that person.

Focus on Positives

The whole world is aware of the container ship "Rena" stranded on a reef only 20 kilometers from our beautiful Mt Maunganui and Papamoa shoreline. As a local resident it is absolutely heartbreaking to see the oil on our beautiful beaches.

This environmental catastrophe made me realise the importance of focusing on the positives of any situation. What we think about we attract. Mother Theresa would never march in an anti-war demonstration, but she would always march for peace.

For us in the Bay of Plenty it is important that we keep our focus on the positive. We need to campaign for a clean, green, New Zealand. We need to keep our thoughts on pristine white sandy beaches and a healthy ocean with healthy sea life. We need to treasure the beauty we have in our environment and take positive action to restore it.

This week, if you are facing a negative situation - try and focus on the positive. Keep your mind firmly on what it is you want and not on what you don't want. Take action towards the positive and remember that the Law of Attraction always gives you what you focus on - negative or positive.



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