Friday, June 29, 2012

Introducing BusonJuku USA Karate-do

Welcome "Konichiwa"

Hi my name is Forence Bigsby and I studied traditional Shitoryu karate at Busonjuku Karate-do in the Tokyo prefecture of Japan under Kazumasa Itaki-sensei, who as a grandmaster has over 50 years of experience. He is one of less than two dozen 7th degree black belts in the Japan Karate-do Federation (JKF). He is currently under consideration for his 8th degree black belt which would make him one of less than half a dozen in Japan.

I am a third degree black belt and am recognized as one of the few foreigners allowed to obtain a JKF rank. I had to personally request admittance into the exam from the vice-president of the national federation as foreigners are not usually allowed to take the exam. I did so well during my 1st degree black belt test that my whole family was allowed to test as well. My three children are all 2nd degree black belts.

I was the coach, with my children as the participants, as the all American team represented at the 2007 national Japan Karate-do Federation Team Kata Tournament. I've earned 8 gold, 4 silver, and 2 bronze medals in various tournaments in Japan. I became the 2009 and 2010 Musashimurayama tournament champion relinquishing the title due only to my move to America. During the 2011 TKFI International tournament I earned a gold and silver medal losing only to a fellow teammate who was a former all Japan national champion.


Forence Bigsby, Owner

Busonjuku U.S.A.
2330 Sunset Blvd.
Suite 140
Rocklin, CA 95765


Wednesday, June 27, 2012

Upward Trend Welcomes Frontline Archery of Dixon As Latest Trend Setter Package Client

Upward Trend began in January, 2008 and in that first year, we built a website for a client who had just begun selling archery equipment. It became his main business and has grown dramatically from when we first began with them. Now, Frontline Archery has just become our latest Trend Setter Package client and we will be redoing their existing website, adding a blog, social media including facebook, twitter, linkedin. We will be doing video and adding a YouTube channel, a monthly newsletter, SEO optimization, consulting and more all in one monthly amount. We are pleased to expand the power of Frontline Archery's Internet presence with the proven Trend Setter Package.

Look for more from Frontline Archery soon. See their current site at

Tuesday, June 26, 2012

Upward Trend Welcomes Gary Rohmann and Ultimate Life Services As Latest Trend Setter Package Client

It is a pleasure to introduce Gary Rohmann and his company Ultimate Life Services as Upward Trend's latest Trend Setter Package client. Gary serves a client base worldwide, and is based in Spring Hill, Tennessee. Ultimate Life Services is a part of The John Maxwell Team as an Independent Certified Coach, Teacher and Speaker.

Ultimate Life Services – Founded by Gary Rohmann, this company is the natural outgrowth of his thirty plus years of experience in the Educational Finance Services arena, following an impressive career with groups like American Express, Banc One, USA Funds, and CIT Group, Inc. With leadership experience proven through years of executive positions in national companies from Atlanta to San Diego, Gary Rohmann brings the best of these gifts to bear for all Ultimate Life Service clients!

About Gary Rohmann:
Gary Rohmann, team building specialist and innovative leader, is the very definition of a man you most want on your team when you’re “in the trenches”. Both his educational and professional experience bear witness to the fact that Rohmann’s commitment to excellence is trumped only by his sense of dedication and loyalty. While still a young man, he found a way to get his much desired college education, as well as MBA, when the lack of family resources threatened otherwise.

Rohmann then spent the next thirty years building an impressive resume in the area of Educational Finance Services with groups like American Express, Banc One, USA Funds, and CIT Group, Inc. His versatility helped him, not only develop, but also to implement creative solutions to the growing student loan market. Rohmann’s receipt of an American Express New Business sales award proved both his spirit and his savvy in coming up with solutions that work.

Little wonder that after years of holding executive titles with national companies from Atlanta to San Diego, that Gary Rohmann would return to the state where he was born to finally launch his own enterprise…Ultimate Life Services. His dream of taking his innate leadership skills, with a newly acquired John Maxwell certification, and using both to benefit a client base that is ‘defining’ or ‘redefining’ their life goals, is coming true. Whether he’s helping students generate a realistic plan for college and beyond, or leading adults through a life transition, Gary Rohmann is committed to following through.

That’s Gary Rohmann.

Upward Trend will be creating a brand new blog, and do active blogging, manage and post to existing social media including facebook, twitter and linked-in, SEO optimization, video and YouTube channel, as well as a monthly newsletter. At this time, Gary's existing website will remain as is. His current website is

Aligning Strategy and Sales

Frank Cespedes, senior lecturer at Harvard Business School, on how to connect what your people sell with your business goals.

Saturday, June 23, 2012

CTS Daily Inspirations Passes 1,000

Wooo-hooo! A bit of a celebration. The CTS Daily Inspirations with today's Inspiration hit the 1,000 mark! Wow. How fun.

What started as a way to help some very down-in-the-mouth salespeople at a car dealership we were working in late 2009 have some inspiring thoughts to consider has become something so much larger and has also become a labor of love.

Friday, June 22, 2012

"Referrals" Are a Waste – Introductions are Gold | Paul McCord on Referral Selling

Referrals get your calls answered and open otherwise closed doors, right? Not really. Find out what you really need to make referrals work.
Rick's client was somewhat uncomfortable with his request. The sale had gone well enough--everything considered. But this last question about referrals was a little uncomfortable. His client was completely caught off guard. He wasn't the least prepared to give a referral and wasn't comfortable giving one. But Rick asked and stood his ground until his client coughed up the name and phone number of one of his vendors that might be able to use Rick's services.

Rick was excited; as the referral he received was to a company he had wanted to get into for quite a while. Better yet, it was a referral to Nadia, the company's COO, the exact person he had been wanting to reach. He quickly thanked his client and headed to his office to call his new prospect.

As soon as he was in his office, he picked up the phone, called Nadia, and got her assistant who, despite Rick's insistence that one of the Nadia's clients had asked him to call her, refused to put him through. Instead, the assistant insisted that Rick leave his name and number, and she would pass the information along to Nadia who would call if she were interested.

Rick tried several more times to reach Nadia. He called and left messages. He took the liberty of emailing her. He sent two letters. Finally, after months of trying, he gave up.

Unfortunately, this scenario is played out thousands of times a day. Salespeople get "referrals," thank their client, rush off to call the prospect, and never have the opportunity to make contact.

Why is this such a prevalent result of "referrals?"

Because Rick didn't get a referral. He simply got a name and phone number. For Rick, and most other salespeople, a name and phone number and the permission from the client to use the client's name as the referring party are considered a referral. In reality, it is nothing but a name and phone number.

By simply getting the name and phone number and running off to make the phone call, Rick committed the most common error salespeople make when they get a referral. He failed to capitalize on the power of the referral and instead turned it into a warm call.

The power of a referral is its potential to open doors, generate interest, and get an appointment. Seldom can a referral sell for you. That's not the goal of a referral. The goal is to open a door and, hopefully, begin the relationship from a position of strength and trust.

When you receive a referral, you are hoping to build a relationship with the referred prospect based on his trust and respect of your client. If the prospect trusts and respects your client, a portion of the trust and respect he has for your client is imbued to you because someone he trusts referred you.

However, that trust is useless if you fail to set an appointment with the prospect. In many cases, the fact someone he trusts gave you the prospect's name and phone number is not enough by itself to convince him to meet with you. You need something stronger than just your client's name to open the door.

That extra push is a direct introduction from your client to the prospect. A direct introduction is powerful for several reasons:

  • It is unusual. It isn't often that someone is personally asked by someone he trusts to meet a salesperson. The act itself places you in a different category than other salespeople.

  • It demonstrates trust. A direct introduction demonstrates a high level of trust. Most people will not go to the trouble of taking the time and effort to give a direct introduction unless they have a high degree of trust and respect for the person they are introducing.

  • It makes it difficult for the prospect to decline a meeting. There is implied pressure on the prospect to meet with you since he doesn't want to offend the client.

A call using the client's name doesn't have the power of an introduction and gives the prospect an easy out––he simply doesn't accept your call or declines a meeting. After all, the client wasn't really involved––you simply used the client's name.

On the other hand, a properly executed introduction virtually guarantees a meeting.

In most instances, you have three introduction methods at your disposal:

A letter of introduction written by you for your client's signature
A letter from the client to the prospect is the most basic form of introduction. Rather than asking the client to write the letter, write it for him on his letterhead for his signature. Let the prospect know what you accomplished for the client; let him know why the client referred you; give a specific time and date to expect your call; and have the client ask the prospect to let him know his impression of you and your company after you have met.

Mail the letter and then a day or two after the prospect should have received it, give him a call. Don't introduce yourself first. Rather, introduce the letter and client first, then move to asking for the appointment.

A phone call from your client to the prospect
A phone call is stronger than a letter and almost guarantees an appointment as it is very difficult for the prospect to say no to your appointment request while the client is on the line. The call gives the opportunity for the prospect to ask specific questions of your client and to get detailed information. Do not have your client call unless you are present––you want to know exactly what was said.

A lunch meeting with your client, the prospect, and yourself
A stronger method than either a letter or a call, a lunch meeting allows you to get to know the prospect as a friend before you get to know him as a salesperson. Like a phone call, it virtually guarantees a private meeting. Also, in a lunch meeting, your client becomes your salesperson and you're there as the consultant. Although a very powerful introduction format, most clients will only agree to do one, maybe two at the most, so use judiciously.

If you want to turn your "referrals" into real referrals, don't settle for just getting names and phone numbers. Learn how to turn those names and phone numbers into real referrals through a direct introduction to the prospect. Not only will the number of appointments you set go up––your sales will increase, your income will increase, and you'll find selling to be a lot easier.

Paul McCord is a leading authority on prospecting, referral selling, and personal marketing. He is president of McCord and Associates, a Houston, Texas based sales training, coaching, and consulting company. His first book, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals (John Wiley and Sons, 2007), is an Amazon and Barnes and Noble best-seller and is quickly becoming recognized as the authoritative work on referral selling. His second book, SuperStar Selling: 12 Keys to Becoming a Sales SuperStar will be released in February, 2008. He may be reached at or visit

Courtesy of

Wednesday, June 20, 2012

Monday, June 18, 2012

Upward Trend Welcomes Northwest Roofing & Waterproofing As Our Latest Trend Setter Package Client

Upward Trend is pleased to announce that Northwest Roofing & Waterproofing of Dixon, CA has become our latest Trend Setter Package client. We will be building a brand new website, adding a new blog, adding social media including Facebook, Twitter, LinkedIn and others. Our package also includes video and a YouTube channel, a monthly newsletter to existing clients and consulting. All this and constant updates and blog posting for one low monthly investment.

Look for much more from Northwest Roofing & Waterproofing in the coming weeks. In the meantime, their current website is

Saturday, June 16, 2012

Upward Trend Welcomes Surrounding Mediation As Our Latest Trend Setter Package Client

Upward Trend is pleased to welcome Janis Macleod and Surrounding Meditation as our latest Trend Setter Package client. We will be doing a brand new blog, managing social media including facebook, twitter, linkedin and YouTube. The package also includes video and a YouTube channel, as well as a monthly email newsletter to existing clients. Surrounding Meditation already has an ecommerce website to sell their products online.

A short message from Janis Macleod, founder of Surrounding Meditation:

"I had done Pilates and Yoga before and loved them so I decided to add my other passion which is Meditation to the mix and put up a web site ( that can educate and provide well made products to help others with these three practices……. Meditation, Yoga, and Pilates. I did this because I am passionate about these practices and I knew if I was promoting them I would also do them.

So I hope you take the journey with me to a healthier and more active aging process. I am planning on aging gracefully!

I hope that what we are providing here will help you to have a healthier and more active life.
We look forward to providing you with quality products for your Meditation, Yoga, and Pilates experience."

See much more at

Thursday, June 14, 2012

Monday, June 11, 2012

Upward Trend Welcomes BankHunter® As Our Latest Trend Setter Package Client

Upward Trend is pleased to announce that BankHunter of Sacramento has become the latest Trend Setter Package client. We will be doing a blog for them along with managing social media including Facebook, Twitter and Linkedin. In addition, we will be doing a monthly newsletter to their existing clients and video with a YouTube channel. Their existing website is at

About BankHunter®

With over thirty years of experience in the vehicle industry, we at BankHunter know what it takes to maximize profit. It begins with getting the sale done in the least amount of time.

BankHunter’s proprietary software orchestrates the partnership between dealership and bank with a fully automated and precise solution, streamlining the vehicle finance process at a new level of customer satisfaction.

Lioness Financial Services, Inc.
P.O. Box 160046
Sacramento, CA 95816
(916) 927-9700 Phone
(916) 927-9717 FAX

Saturday, June 9, 2012

2012 Golf Classic Benefiting The Leaven Is Monday, June 11th

What tops a great day of golfing for our Leaven kids?
Nothing short of our Silent Auction and Raffle Blitz!

We’ve got an exciting line-up that will be offered through our raffle, as well as top-quality silent auction merchandise.
Be sure to bring your checkbook or credit card along so you can take home more than memories from the Mercedes-Benz and Ford Lincoln Fairfield 2012 Golf Classic benefiting The Leaven.
20 Tickets for $20
50 Tickets for $40

Here’s a sample of our raffle prizes and silent auction merchandise:

TaylorMade drivers
TaylorMade 3 woods
Exclusive Travis AFB experience with a rare view of
a C-5 military transport aircraft

46" flat panel TV
iPad3 (the latest version!)
Bose noise-cancelling headphones
Golfing at premier area courses
Exclusive wine offerings
Test drive a Mercedes-Benz for a month
Year of free car washes

Want to invite a spouse or friend to the dinner and silent auction? You can! Additional tickets for dinner & silent auction are available online for $50.
Click here to purchase an extra ticket now.

Questions? Call Keli Bilafer at 707-631-6852.

Friday, June 8, 2012

Putt The Hell? Oh, Sorry. . . Putt The Hell Outta' Cancer Event

Here's a fun event and a good way to help Relay For Life at the same time! Minature Golf! When was the last time you did that? It's been years for me. Our client, Servpro of Fairfield has sponsored this event and Upward Trend is sponsoring a hole, along with several on our team playing in the event. So take a little break on Tuesday early evening, grab a burger nearby and help Putt the Hell Outta' Cancer!

Thursday, June 7, 2012

Upward Trend Welcomes Mankas Taps Bar & Steakhouse As Latest Trend Setter Package Client

Upward Trend is pleased to announce that Peter Halikas, Executive Chef of the new Mankas Tapas Bar & Steakhouse has become our latest Trend Setter Package client. We will be building a brand new website, adding a blog, taking care of their facebook pages, twitter and linkedin, plus an email newsletter, video and YouTube channel. The package also includes SEO optimization and consulting to get the best results with their participation.

After talking with Peter and what he has planned for this fine dining restaurant, we are very pleased to be a part of marketing and branding them on the web. This area has long needed a fine dining restaurant equal to the best in the Napa Valley and based on their first few months, the public in the area agrees.

We plan to show you much more in the coming weeks. Their current website is at Their phone number is 707-425-3207. Tapas, Steaks, Seafood, Cocktails and World-Class Wines.

Wednesday, June 6, 2012

Little Wings Connections Vacaville Networking Luncheon Today at Noon

We have a nice group at the Little Wings Connections Vacaville Networking Lunch tomorrow from noon to 1:30pm. This meeting is once a month, on the first Thursday and is open to anyone who would like to attend, meet new people, share about your business and expand your network. The cost is $15 for lunch and it is held at Star's Recreation on Browns Valley Road in Vacaville.

Join us! We'd love to have you stop by.

See more here:!/LWConnectionsluncheonvacaville

Tuesday, June 5, 2012

Three Pitfalls Startup Founders Must Avoid

Noam Wasserman, Harvard Business School professor, outlines the three Rs: relationship decisions, roles decisions, and rewards decisions.

Monday, June 4, 2012

How Great Leaders Make Their Own Luck

Morten Hansen, management professor at UC Berkeley, describes the traits leaders need to help their organizations thrive in times of chaos and uncertainty

Sunday, June 3, 2012

Limited Career Opportunities By James Adonis

Think back to a recent time you had a headache. With your head sore and pounding, you probably walked over to the medicine cabinet to grab some aspirin. If you’re like most people, you would have felt the soreness ease and the pounding soften immediately upon taking it. And yet, in reality, aspirin takes approximately 15 minutes to kick in, but chances are you were already feeling better before it had even dissolved in your body.

Why is that? It’s called the placebo effect. We have a perception that aspirin is supposed to work, and we have an expectation it will, and the combination of the perception and the expectation trick our mind into thinking it’s already having an impact. That’s why several scientific studies show that when it comes to pain, taking a placebo can be as powerful as taking morphine, and that 80 per cent of Prozac’s effectiveness can be attributed to the placebo effect. We perceive and expect they’ll work, and that’s why they do.

There’s a role for the placebo effect in matters of career development. Many employees desire to advance within their organisation, but the fact is that opportunities are often limited – even in large companies. There aren’t enough management positions or marketing roles or who-knows-what-else to satisfy the aspirations of every employee. And yet what many people demand is a magic pill that will get them to progress to the next stage of their career.

That’s why you need a placebo: something – or, rather, some things – that will make your employees feel as though their career needs are being met. And to do that, what you require is a combination of perception and expectation. In other words, you must make sure your employees perceive you care about their career development, and they must expect you’ll do what you can to help them achieve their goals. Here are a few suggestions for each one.

Perception involves a lot of talking:

- Take the time to find out what your employees want to accomplish, and hold a conversation about their career once a month

- Find a position description for their ideal job and discuss the experience, qualifications, and prerequisites contained within it

- Honestly identify the strengths they already possess (that will help them achieve their goal) as well as the limitations (that are holding them back)

Expectation involves a lot of doing:

- Every month, proactively create a new task or action that helps them to meet one of the requisite items on the job description

- Figure out the elements of their ideal job they’re attracted to the most, and see if these can be incorporated (even to a small degree) in their current job

- Provide advice and guidance on their résumé and interviewing skills, so they’re well-prepared when the right job vacancy arises

Career development isn’t about promoting as many people as you can, but it is about making them feel as though they’re making progress towards their career goal just by being in your team. That’s the best medicine.

James Adonis is one of Australia's most well-known people management thinkers. He is a leading international expert on employee engagement, and the co-founder and managing director of Team Leaders - a company dedicated to developing the very best managers.

Reproduced with permission from the Kirsty Dunphey weekly email. To subscribe to Kirsty Dunphey's weekly email, go to

Saturday, June 2, 2012

The Box Car by Kirsty Dunphey

The Box Car

This auspicious looking vehicle was, with love, relegated to the rubbish bin today. It’s sat proudly in my home office for the past 6 years serving as a gorgeous memory.

It was lovingly created for me by my husband. As you can see, it’s a cardboard box, with some fairly rudimentary drawn on wheels, personalized glamour license plate and a little name tag saying that it’s the Inconceivable Enterprises company car.

Every time I think about my company car I smile.

If I flash back to when my husband gave me this “box,” it was about 3 months after I sold my real estate agency. I was suffering terrible separation anxiety from this entity I’d created. I missed my team, I missed my workplace, I missed my desk and I was venturing out into the unknown in following new paths and adventures (under my company Inconceivable Enterprises).

I was working from home and feeling completely lost and utterly directionless. Every day for so long I had awoken with a purpose, a corporate home, goals to achieve and things to do. Now, I was waking up and walking down the hallway to my “office” and spending most of the day in my pajamas!

I was coping poorly with the transition and my husband, seeing this (and perhaps hoping to coax me out of my ugg boots), whipped up this gorgeous company car for me.
It had the desired affect. It put a smile on my face. It gave me a kick in the butt and it also left me with something joyous in my office to look up to and smile if I ever felt low or lonely.
Over the following months I ramped up my corporate speaking work, set up a passive online business ( and wrote my second book
( and hired my first staff member (making it that little bit more difficult to spend all day in bed-ware).

It was just a simple box that my husband knocked up in a few minutes, but there was love behind it. There was meaning behind it. It inspired me.

I’ll always have the memory of my box car and will always try to remember that little things can sometimes have a profound affect.

Stay Fabulous,

Reproduced with permission from the Kirsty Dunphey weekly email. To subscribe to Kirsty Dunphey's weekly email, go to

Friday, June 1, 2012

Big Craft Show Is Tomorrow, June 2nd, 10am to 5pm

So far there are 63 crafters and vendors that will be sharing at the Woodcreek Plaza Craft Show on Saturday, June 2nd from 10am to 5pm. Plus there will be wine tasting inside NY Pizza Kitchen, Food and live entertainment, along with music and all in a wonderful setting inside the alcove at the Woodcreek Plaza shopping center in Fairfield. Come and have some fun and check out all the unique offerings.