Jim has just finished a seven-week odyssey in Romania. He drove over 6,000 kilometers, visiting 30 agencies, trained over 2,300 agents and managers, and visited 25 cities in Romania for ING Romania. As well he presented at the MDRT conference in Romania. As in many companies in most countries of the world, ING was coping with a downturn in the economy. ING chose to pro-act rather than react. They hired Professional Sales Plus, and Jim in particular, to interact, motivate, inspire and change their sales force.

This event was emotionally, intellectually, spiritually and physically demanding. Jim traveled with an interpreter by the name of Adrian Iacobus. Jim and Adrian became great friends through this odyssey. Because of their efforts, they touched a large number of consultants and managers, and apparently inspired them. Following is the message Jim conveyed to all who would listen.

Many companies around the world found 2009 and the beginning of 2010 to be difficult and challenging. Consultants and managers were struggling to fill the gap between the customer’s rising expectations of our industry and their diminished trust in us. It is apparent that many consultants and managers around the world have walked away from the customer. They do not really listen to or problem-solve with the customer. Far too many have become product pushers rather than relationship managers.

Many consultants and managers do not touch the heart of the customer, show them a process that is focused on the customer or find the gap between where the customer is today and where they would like to be in the future. Therefore they struggle to be successful.

We (Adrian and I) observed and participated in a very deep and insightful look at the financial services industry. It was so apparent to us that there is a huge gap between what we offer, how we behave and what the customer expects from us. We tried to fill the gap by encouraging the consultants to think more about the customer and behave in a manner that brings them closer to customer. We must begin to repair the lack of trust they have in us. We gave the consultants and managers processes and tools to allow them to walk with the customer.

We realized this odyssey was truly a gift to us, although it was incredibly demanding. This experience raised our awareness of the reality that all financial services companies are facing as they try to survive and thrive in 2010. The information we learned and the experience we gained will allow us to add greater value to our existing and future clients all around the world.

This trip was a highlight of my 22+ years in the financial services business in Canada and around the world. The Romanians are wonderful people and they treated us with great kindness and courtesy. What an amazing experience. Our thanks to all of you that organized this trip and made it so successful.

As of March 11, 2010, we heard that productivity is up significantly and moral is at a all-time high in ING Romania.  Apparently we had a very positive effect. Wonderful news!

New Russian Publisher
We recently signed a contract with a new Russian Publisher - Infotropic.  My good friend and editor, Holger, in Russia has moved from his former company and started a new company in Russia called Infotropic.  His company has agreed to publish four of my books; The Passionate Manager (book 1), The Passionate Agent (book 2), The Passionate Service Recipe Book (book 4) and The Passionate Salesperson (book 6).  We look forward to offering these titles in Russian in 2010.

Book number 7 - The Passionate Sales Manager
Work is proceeding nicely on my seventh book - The Passionate Sales Manager.  This book is partly a revision of The Passionate Manager but is filled with a lot more information, systems, processes and tools to allow the sales manager to more effectively manage salespersons.  There is one chapter that should be of great value to the sales manager called OpenAgile©.  OpenAgile© is a copy written development system that creates an environment where teams dramatically improve their professionalism, productivity and profitability.  Those managers that adopt this methodology will quickly gain a competitive advantage in the marketplace.  As well, in this book we will help the new manager transition into management.  As you can tell I am excited about this new book.   We will publish in English, in March 2010.

OpenAgile Training
Professional Sales Plus is heavily promoting OpenAgile(TM) training in 2010.  We feel that a new development and management model is drastically needed in the Financial Services industry.  Over the past year we have been piloting the methodology in three different companies in 2 different countries.  The results have been outstanding and dramatic.  If you would like more information, please contact us.  We believe this methodology will sweep the industry.

Dear friend!

I know this is a busy time for you, as you prepare for a break over the Christian holidays, or just the break before the new year. For some of you, life is demanding as you seek the ‘perfect’ gift for your loved ones. Also for many of you, this is a period when you are rushed to finish all your 2009 projects and prepare/plan for 2010. Life is hectic and messy.

Fortunately Bonnie and I do not need to buy the gifts as we do not celebrate Christmas, so therefore we avoid the rush for gifts and all the running around. We do focus on spending time with our family and friends. This year Chris (son) & Leili and Paul (son) & Laila will be home over the holidays. Unfortunately Karin (daughter), Kelly, Miranda and Kendra will not be visiting. We will miss them.

What I like most about this period of the year, it is a time when I can reflect on the past year. Not necessarily about my business which is surviving, thank you God! But I reflect about me. I take time to evaluate my character, qualities, strengths and weaknesses. I am blessed for I feel I have grown in the past year. I think in some areas of my life I am a better person. Don’t get me wrong I am not perfect, I am still under construction as a human being.

What has made me a better person? You have! Whether you are an old friend or a new one. I am so happy you are in my life. We are human beings and to be human, we need interaction with one another. I don’t mean casual or impersonal interaction. I want meaningful interaction. I am thoroughly happy when I have the opportunity to interact with you via e-mail, chat, twitter, verbally or personally face-to-face.

I am going to work hard in 2010 to increase the frequency and quality of my interactions with you. I thank God for who you are and that you are in my life. The nature of our friendship should not be measured by quantity (number of times we interact) but by the quality of our interaction.

I wish you continued good health, surrounded by love, joy and happiness in your heart and soul.

All the best in 2010!

Warmest regards,
Jim

About a year ago I had the pleasure of seeing a true professional in action. The event was a surprise for my wife Bonnie. I arranged for our two sons (Paul & Chris) and their wives (Laila & Leili) to come for a visit with us in our home in Dorchester, Canada. To record the event I hired a close family friend, Tobin Smith, who happens to be a successful photographer. I observed Tobin’s attention to detail, the passion he brought to the job and the joy he shared with us to get all of us to bring out our true selves. He was amazing to watch. I learned a lot from him over a two day period. He resides on the west coast of Canada with his wife Sarah and their new son Oliver. If you want someone to capture the essence of who you are, Tobin can be contacted at www.photobinphotography.com, and share his joy, then I encourage you to visit his website.

Most business persons and businesses understand the concept of strategic alliances.  The reason to form alliances are many and varied and include such reasons like; monetary, distribution, market access, shared technology and others.  My reason for joining Berteig Consulting is a little unusual.  First reason is that I am an international consultant, trainer and coach.  My international work requires 100-150 days of travel outside North America every year.  I have been doing this for 10 years and it does not hold the same appeal it did in the beginning of the travel.   Don’t misunderstand me, I still like the travel but I pay a price physically.  So joining a reputable and successful Canadian company was appealing to me.

My second reason for the alliance is that I am very impressed with the knowledge, skills, abilities and professionalism that exists in the Berteig Consulting team. Their values were consistent with mine.  During the summer of 2008, Mishkin Berteig (the co-founder of the Berteig Consulting) and I began to investigate how we could work together.

Needless to say we hit it off.  There is mutual respect.  So I made the move to become a CSM and begin to train, coach and consult within his company.  Mishkin and I have already decided to co-write a book about Agile. I have currently written 5 books which are published in 10 languages, one of which is a best seller.  Mishkin and I hope to publish in late 2009. I will continue my international work to some degree, but my strategic relationship with Berteig Consuting will become more important in the coming months and years.

I look forward to adding value to Berteig Consulting, the team members and all of our clients.   I will do what needs to be done to insure the existing and future customers receive the best advice, coaching and training available in the Agile marketplace.   I care about the people at Berteig Consulting and will make sure they receive value from me.  There is a quote I respect … People don’t care how much you know until they know how much you care!   We at Berteig Consulting care about the quality of our interactions with our customers and the results of our efforts.

James M. Heidema, CSM, CLU, CIAM
Berteig Consulting team member
James Heidema’s Profile

What is passion and how do you find it!

Certainly this business has something to do with it.  I know our business inside and out and I love it.   So mastering a business probably has something to do with passion. Being a professional versus an amateur.  It is unlikely you can gain passion about something unless to truly learn about it.  Your thirst creates passion, if your thirst is rewarded.

I guess it also about wanting to make a difference.  Make a difference in people’s lives; your customers, your team and yourself.  Being passionate, when rewarded, is very stimulating emotionally, intellectually and physically.  Yes physically!  I am physically energized to do my job because of the intellectual and emotional rewards.

Doing something of value stimulates my spirit.  When the light goes on in the eyes of anyone I train or coach I get such a buzz from it.   When they get it.  When I successfully reach them and they understand.   When they go out an use what I train and it works … WOW!   I explode!

To truly be passionate you need to believe in what you do and not allow doubts to cloud your thinking.

I believe each of us has passion, but most of us keep it bottled up and hoard it for another day.  Some feel they cannot get too excited or too involved, therefore never experience true passion.   I feel my passion gives me special gifts like; persistency, enthusiasm, commitment, energy and great love of what I do.

I hope my passion is well directed and of value to all who recognize it and ultimately to God.

I wish each person would seek and find their inner passion and let it out.  Don’t be afraid to be passionate about what you do or say!

Jim just signed a contract to have two of his five books translated and published into Hungarian. Many of his books are published in various languages. He is now published in English, Chinese, Taiwanese, Russian, Turkish, Slovak, Czech, Romanian, Polish, Lithuanian and now Hungarian. He is in discussion to publish some titles in Greek and Ukrainian. He is in discussion to publish titles in Greek and Ukrainian. His is a best selling author of some of his titles. For more information about his books and how to order them go to <a href=”http://professionalsalesplus.com/Books”>http://professionalsalesplus.com/Books</a>. All his books are available in paper and e-book versions.

Another Flippin Change Book - The Picture

A positive book on change - 5th book in a series
by James M. Heidema and Carol A. McKenzie

We believe the path through change is easier, more successful and more rewarding if you can be passionate about the change and comfortable with the change process…

Learn more about Another Flippin’ Change Book.
This book is available as a paperback & eBook.