What makes a good leader in business?

Here at Magnetic Consulting Group, we often ask, what sets some business leaders above others? It’s all about the attitude. Having a successful business is one thing, but being a successful leader of a business is an entirely different entity.

And surprise, it’s all about the power of positivity. Well, mostly. Primarily, you have to exude confidence and passion for what you’re doing. Place value in the company and stand behind it. Believe in your success and in the company’s success.

Set an example for both your employees and your clients by being open, honest, and working hard. This will help to cultivate a trusting relationship and will encourage a positive and productive work atmosphere.

Your core values should be obvious and unwavering, but remember that everything else needs to remain somewhat flexible. There will be times when employees are unhappy, or when you make mistakes. Learn to listen to criticism and admit your mistakes, and you will gain respect as a leader. Failure is not something to be afraid of; rather it is an opportunity for future improvement.

No matter how successful you get, remember not to let your head get too big to hold up. There will always be new things that you can learn, and it’s important to remember that great ideas can come from anywhere. You’ve got to stay grounded enough to take those ideas in.

Don’t be afraid to step outside of your comfort zone at times, either. The biggest success stories always involve thinking outside the box. If you want to be truly innovative, you won’t always be comfortable. But remember: sometimes the greatest rewards involve the greatest risks.

How to achieve sales success?

With society’s generally negative view of salespeople, how can you be successful? If they shut the door on you or hang up thirty seconds into your pitch, there was never a chance, was there? Actually, yes, there was.

Here at Magnetic Consulting Group, we specialize in overcoming objections.  And we know that  in sales, the first few minutes are the most crucial. Too many people make the mistake of automatically going into their pitch and overwhelming the customer (who may, or may not need the service offered). But the most successful sales representatives do things a little differently.

Don’t overwhelm the customer at the get-go. Take time to introduce yourself and use questions to find out more about them—what they like, want, or need. Offer the opportunity to learn more about your product only after you’ve determined they might be interested.

It shouldn’t be about the sale. It should be about the customer and their needs. Talk to them like an acquaintance or friend—not like a salesperson. Read their body language. Are they in a hurry? Would it be better to talk another time? It’s your job to find out.

While rambling on and on might keep them in your company for longer, it definitely won’t convince them to purchase your product. It’s best to choose a few key points and stick to them. The goal is not to talk the whole time about you and your product—it’s to talk about the customer and their needs.

Lastly, assess the barriers to moving forward. Ask the customer about anything that might be standing in the way of them continuing to the next logical step. It’s important that you bridge this gap, because only after you’ve done so can you take the final step—inviting them to take action.

Essential Parts of a Business Plan

Suggestions on running a business from Magnetic Consulting Group

Business success often relies on having a strong business plan. This plan outlines up to five years ahead of time and helps ensure that your business will stay on track to reach revenue goals.

Of course, creating a good plan takes some time and dedication. Since a business plan outlines the intended track a company will follow for the next several years, it will need to be as detailed as possible. Below is a list of categories to cover when writing a business plan:

1.     Executive Summary—explains the basic goals and profile of your company

2.     Market Analysis—includes research conducted on your business industry and the current market

3.     Company Description—what you do, what makes you different from others, and what markets you serve

4.     Structure—lays out the best organization and management for your company

5.     Marketing & Sales—shows how you will successfully market your business and what sales strategies you will employ

6.     Services & Products—outlines what you offer to the prospective customer and how it potentially benefits them

7.     Funding—determines how you will fund your business, including investors or alternative sources

8.     Projected Finances—backs up funding requests made by providing relevant details on your expected financial situation

9.     Appendix—stores important information and documents not included elsewhere in your business plan, such as permits, license, resumes, leases, etc.

Taking the time to perfect your business plan can majorly impact your business; it could be the difference between success and failure, between owning a business and just working for one.

Tips to spot a lie.

Do you ever wonder if someone is lying to you?  That perhaps their product is just a little too good, or that their experience seems a little too perfect for the job?  It turns out that there are ways to tell if someone is lying to you, according to Janine Driver, author of Can’t Lie to Me.  She explained some of her techniques in a recent article with Inc.com, and they’re well worth looking into.

One particular thing that Driver brings up is the fact that when you’re asking a yes or no question the answer that the person gives should always include the word yes or no.  If you ask someone if they have ever stolen from you and they answer something along the lines of, “I would never do that,” it could be a clue that they aren’t telling you the truth. 

She also mentions that liars tend to overcompensate, especially if the pressure is on.  If you ask someone why you should believe them and then follow up with a “that didn’t really answer my question, why should I believe you?” you’re putting them under a great deal of strain.  If they are lying the answer will likely be quite long rather than the, “because I’m telling the truth” most people would say upon a second time answering that question.  A liar will potentially break under this stress, getting angry and accusing you of something, or making a long diatribe about how you should call all of their previous employers if you don’t believe them. 

One of the most important things she discusses, however, is a simple matter of observation.  She suggest you should take some time watching them, about three minutes, to understand how they act generally.  Then, as the conversation unfolds, observe and watch them for deviations from that baseline.  Do their eyebrows suddenly jump?  Do they start using a lot of “uhms” and “ahs”?  Does their voice break or their talking speed suddenly ramp up?  Do they suddenly seem superior? You might have caught them in a lie.   

The entire article is well worth the read, however, and offers a great many more tips on how to spot lies and the liars who tell them. Check out the full article at http://www.inc.com/minda-zetlin/how-to-spot-a-lie-5-tips.html?nav=pop

Listening to complainers is bad for your health.

Everyone knows at least one habitual complainer, someone who seems upset no matter what is going on in their life, no matter how good things seem to be going for them.  This is the kind of person who always has a sob story to tell about how the world is out to get them and, coincidentally, is often the person who most people go out of their way to avoid.  

It turns out there’s a reason why people avoid complainers, according to Trevor Blake, author of Three Simple Steps: A Map to Success in Business and Life neuroscientists have found that listening to someone complaining actually affects the brain in ways that can only be explained as unhealthy. 

Some of it is that the brain seems to imitate the patterns it’s experiencing, leading to the listener reciprocating the negativity themselves.  Essentially, people who force others to listen to their complaining are actually bringing the mood of everyone else down along with them.

But that’s not the only effect that listening to too much complaining can do.  Research shows that listening to 30 minutes or more of complaining or other negativity can actually destroy neurons in the hippocampus, the part of the brain that most people use for problem solving.  Listening to too much complaining can actually make you stupider. 

Given that scientists determined that even viewing negative behavior on TV can lead to the same effects, it’s interesting to speculate on what effects things like talk shows or reality TV are having on their audiences.  

Now, this effect isn’t seen by people who simply bring up bad things, to be classified as a complainer a person has to be bringing up something negative without actually desiring a solution, they just want to be outraged and have other people outraged with them.  

But now that you know the negative effect that it can have on your brain, you have that much more incentive to avoid those people who engage in such destructive behavior.

What does it take to succeed?

Success isn’t something that’s cut and dry.  How successful someone ends up being is dependent on a wide variety of factors, including genes, attitude, personality, and- quite simply- luck. 

But that doesn’t mean that there isn’t anything that you can do to affect your own success.  All else being equal, the person who develops the necessary skills to succeed will end up more successful than the person who doesn’t.

Of course, the skills that would be successful for someone in, say, engineering would be entirely different than the skills necessary for someone to succeed in retail.  But there are some skills that bridge the gap between fields and situations, general skills that really anyone in any field can use to get ahead.

One good example is critical thinking.  No matter where life takes you, knowing how to evaluate a situation and puzzle your way through a problem will help you out immensely.  Whether you’re trying to find a foothold in a saturated market or navigate the treacherous waters of city building codes critical thinking will serve you well.  However, it is a tough skill to learn.  Websites like criticalthinking.org can help by offering suggestions on how to work through problems logically, but in the end it’s a skill that you’ll only learn by trying. 

Another excellent life skill that everyone should learn is networking.  Networking is so much more than the pale definition bandied around by business seminars.  At its base, networking is the act of building a community of relationships that can help support you in your various endeavors.  It’s more than knowing someone who can either get you a job or find you a client, it’s knowing people who can connect you to a greater pool of knowledge and ideas.  If you want to be a mover and shaker, someone with their finger on the pulse of modern life, work on building your network.

And when all else fails, knowing how to research will put you head and shoulders above your competition.  Someone who understands how to properly research a problem is never truly at a loss.  And given the sheer amount of information out in there it’s more likely that knowing how to find the solution to a problem will be more useful than trying to memorize every thing you could possibly need to know. 

All of these skills are useful no matter what you decide to do or what field you end up in. And the lessons that you learn while developing them are keys to your success, if only you’re willing to take them.

Happy Monday!

10 Leadership Lessons From Jeff Weiner, CEO of LinkedIn:

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I had the pleasure of attending the first video pilot interview of LinkedIn CEO Jeff Weiner by Adam Bryant, New York Times Senior Editor for Features.

As a user of LinkedIn and loyal reader of Adam’s Corner Office columns I had high expectations for the live interview. I walked away feeling like a high school girl who experienced her first crush. And now I am writing a tell all!

Jeff’s open and compassionate leadership style keeps the company focused on growing at the rate of two new members every second (that translates into 175 million registered users in more than 200 countries) while reducing the business mantra to just two words: “Next Play.” Weiner borrowed the phrase from Duke University basketball coach Mike Krzyzewski, who shouts Next Play, every time the ball changes hands. Krzyzewski uses the phrase to make sure the Duke University Blue Devils don’t spend too much time celebrating a success or feeling down about a miss. Instead, they are coached to focus on one thing: the next challenge. During the interview with Bryant, Weiner described how powerful Next Play has been for the company. On the day LinkedIn became a public company, employees received a black T shirt with the company’s name and stock ticker written across the front and Next Play emblazoned on the back of the shirt. Even today 16 months after the LinkedIn IPO, employees continue to talk about their Next Play and stay focused on delivering results.

During the video interview, Weiner shared 10 lessons in leadership I think every businessperson should be aware of. They include:

1) Define leadership in your company: At LinkedIn, Leadership is the ability to inspire others and achieve shared results. It starts with defining a clear vision. In the case of LinkedIn it is to create economic opportunity for the 3.3 billion people in the global workplace by matching skills with job opportunities.

2) Understand how to evolve from a start-up to a public company: A CEO and the leadership team must understand the importance of growing their skills from solving problems to coaching others to achieve business results.

3) Prioritize your business goals: Start with asking yourself and your team if we could only do one thing, what would it be? This is a lesson Weiner learned from Steve Jobs and practices every day. Weiner’s advice is to focus on doing fewer things, and do those things well.

4) Practice time management: Weiner carves out 2-3 hours each day to reflect, think and see the big picture. Weiner’s advice if you do not carve out at least an hour you are fitting way too much into your schedule.

5) Encourage all employees to think like an owner: Employees in a start-up must understand the business decisions they make are ones that have P&L implications. In the case of LinkedIn, this means understanding how the decisions they are making impact the company mission of connecting the world’s 640 Million professionals and making them more successful.

6) Keep putting your customers first: At LinkedIn, one of the values is simply stated as: Members First. So anytime the LinkedIn product team considers new enhancements the first question revolves around: Is this putting our members first, or is this putting the company first? “If it benefits members, it will ultimately benefit the company.

7) Remember To laugh: Executing on a bold vision like creating economic opportunity for 3.3 billion people around the world is tough work. So humor needs to be a part of every executive’s day. Make time to laugh with your team members. Weiner says he values his team members’ sense of humor and sometimes, on a tough day, that can trump their talent and expertise!

8) Find time to reflect on what’s important to you: Working professionals should take time to ask themselves: “If you had to look back at your career 20-30 years from now, what do you want to say you have accomplished?” Weiner says he is amazed how many people he interviews cannot answer this question and worse yet have never thought about it. Instead, far too many focus on the next job role, next title, or next compensation package, without knowing what it is you want to leave the world. And Weiner believes once you take time to articulate this to yourself, you begin to manifest this to others and before too long, you start on a path to realize your vision.

9) Understand what makes you happy: Weiner lives by five keys to happiness: (articulated by Ray Chambers, an entrepreneur who helped create the leveraged buyout industry, as well as a number of non profits such as National Mentoring Partnership and Americas Promise) These include:

• Stay in the moment.
• Step back and become a spectator to your own thoughts.
• It’s more important to be loving than to be right.
• Go out of your way to serve others.
• Take time each morning, to write down what you are grateful for and read it throughout the day.

10) Communicate the importance of next play to your team: The faster a company grows, the more opportunity there is to experience both successes and failures. While it’s important to celebrate the successes, and reflect on a failure, you ultimately have to move on and focus on the “Next Play.”
So did Weiner share LinkedIn’s Next Play? No, for that, we will all have to log onto the site and see for ourselves.

http://www.forbes.com/sites/jeannemeister/2012/09/10/10-leadership-lessons-from-jeff-weiner-ceo-of-linkedin/

The Importance of Critical Thinking

Magnetic Consulting Group once again offers pieces of advice and suggestions to help you in your personal and professional life. 

No matter what field you are in, or wherever life takes you, there are certain things that are immensely important to understand and know how to do.  One of those things is critical thinking. 

Critical thinking is the disciplined process of actively and skillfully evaluating information in order to decide what to believe or do.   It’s a skill that is as much as use in puzzling your way through a word problem as it is in deciding whether someone is telling a lie. 

All great leaders think critically and strategically.  They evaluate current situations and see how they might develop in the future.  They can look at a emerging pattern and see the implications of any action, which is an incredibly useful skill for anyone in management.

But how do you develop critical thinking skills?  How can we change the way we solve problems and expand the way we think?

Luckily the first step in developing critical thinking is to start paying attention.  How do you solve problems currently?  Do you try to avoid them?  Do you automatically go with your gut feeling?  Do you waste time worrying about problems rather than trying to solve them?

Looking at your day and noticing patterns in your thinking is the first step towards expanding your intellectual horizons.  Once you know what you need to work on the next step is to practice thinking through problems in a reasonable fashion.

What does that mean?  Primarily, it means that when problems occur you carefully examine the issue rather than jumping to a conclusion.  Engage in what-if thinking. If you implement a solution what are the potential consequences?  What would someone outside of the situation, like a customer or friend, think of the potential solutions?  Discuss the situation with someone else and pause to make sure that you’ve  covered all the bases.

But more importantly, be sure to keep an open mind and be willing to change directions.  Consider the reasons why you feel compelled to follow a certain path and take the time to decide whether that is the soundest decision you could make.

All in all, establishing critical thinking skills is one of the best things you can do to improve your life.  Because the more you think about problems, the better your solutions will be.

Tips for recent grads!

I just graduated and got a job: How do I act professionally?

Congratulations on graduating and joining the workforce. Now that you're a contributing member of society, your parents are probably already asking when you'll be moving out of the house. Before you spend your first paycheck, start your new job off on the right foot by following these steps for acting professionally at work.

Organize your wardrobe
During the interview process, you probably got a glimpse of your future colleagues' work attire. If not, you can always email the hiring manager to ask about the dress code. What's appropriate to wear will vary by industry, company and region of the country. However, there are some basics for picking your outfits. You want to convey your professionalism and attention to detail. Skip anything stained, torn, baggy or tight, and instead opt for collared shirts or blouses paired with clean jeans, dress pants or skirts.

Create your own social-media policy
To friend or not to friend? That is the question when it comes to your new work buddies. You already should have changed your social-media website settings to private and avoided posting any embarrassing profile pictures of keg stands or controversial status updates. If you've listed your new company on your profile pages, be respectful and find out if it has a policy about personal social-media use. Whether it's using websites while at work or mentioning your company in status update, you don't want to risk being fired over a Tweet. Adding work friends is up to you; most social-media sites have enough privacy options that you can add every type of friend and still be yourself.

Get on a schedule
After you determine your regular work hours, keep an eye on how long everybody actually stays. For the first couple of weeks, make sure you arrive punctually, and stay at least until the end of the day, unless your boss says you can leave earlier. Some days you may stay later than others, but pay attention to the office culture. Some companies are flexible about hours as long as the work gets completed on time, while others expect employees to punch in with time cards to keep track. Bottom line: Be punctual and professional about your work hours. Schedule your day if it helps your productivity, and give yourself enough time to get through your to-do list.

General tips

• Buy a daily planner or set up a calendar through your email or phone to help you stay organized.
• Don't show up late for meetings.
• Keep your cell phone on silent unless it's a work phone.
• Don't spend all your time texting or surfing the Internet.
• Don't bring a lunch that will leave behind a strong smell the rest of the day.
• Don't use sick days or take unplanned vacation days right after starting.

If you have questions, observe the behavior of your co-workers, and don't be afraid to ask somebody. No matter what, it'll never be OK to steal lunches from the staff lounge.

~Susan Ricker - Carrerbuilder

Great Article from Zig

Master Your Sales Technique

Zig Ziglar, renowned expert in sales and human potential, says he has met entrepreneurs who believe they can be successful without having any true sales skills. “I’m sure there are some who happen to have such an innovative product that they achieve a level of success never dreamed possible, but I ask, what could they have achieved had they understood how to truly help people get what they want and need?”

If you want to master your sales skills, follow Ziglar’s lead:

“Sales are what you do for people, not to people. Prospecting becomes second nature when you can implement my quote: ‘You can have everything in life you want if you will just help enough other people get what they want. When you are truly interested in other people you will learn what they want and if they have a need for your product.’ ”

“Honesty and integrity are by far the most important assets of an entrepreneur. My mother always said, ‘Son, if a man’s word is no good, eventually he’ll be no good.’ ”

“Listening is so basic it is often overlooked. If you are so busy thinking of what you are going to say next that you can’t hear what your prospect is saying, you’re going to miss your opportunity to connect to their felt need. If you don’t know what their perception is, you can’t address their felt need. Slow down, focus and pay sincere attention.”

“Every conversation you have with customers is of monumental importance.”

Follow some important sales tenets: “Be able to easily explain what you sell and who buys it. Believe in what you sell. You will sell more when people like you. People like you when you show an interest in them.”

Magnetic Consulting Group Update

We recently returned from our National Conference in Atlanta, GA, and have to say it was an amazing time! The team here took home many awards: AT&T Campaign Cup for being #1 pacesetting office in the nation for our client! Our Administration team was awarded with Tiffany & Co. bracelets and necklaces in recognition for their outstanding performance! And we also picked up an award for Performance Above and Beyond!

Our team rocks! Congratulations to everyone on their amazing work leading up to now. We are so proud of everyone!!!!

 At the Conference our team also pledged to help raise over $1,000 for Operation Smile this year! We will have a page up soon and more information on the specifice events we will be hosting is to follow, so keep up with us on Facebook and Twitter for more details! #magconsultgroup

We are also pleased to announce that we will be expanding again in 4 weeks!!! Exciting times for the entire company and team, but none of this could have been achieved without the effort of the collective whole. Thank you to everyone, super proud and looking forward to the future.

Follow us to stay in the loop on our upcoming events!

Becoming a leader before you are a "leader"

 

If you want to succeed, you need to learn as much as you can about leadership before you have a leadership position. When I meet people in social settings and they ask me what I do for a living, some of them are intrigued when I say I write books and speak. And they often ask what I write about. When I say leadership, the response that makes me chuckle most goes something like this: “Oh. Well, when I become a leader, I’ll read some of your books!” What I don’t say (but want to) is: “If you’d read some of my books, maybe you’d become a leader.”

Good leadership is learned in the trenches. Leading as well as they can wherever they are is what prepares leaders for more and greater responsibility. Becoming a good leader is a lifelong learning process. If you don’t try out your leadership skills and decision-making process when the stakes are small and the risks are low, you’re likely to get into trouble at higher levels when the cost of mistakes is high, the impact is far reaching, and the exposure is greater. Mistakes made on a small scale can be easily overcome. Mistakes made when you’re at the top cost the organization greatly, and they damage a leader’s credibility.

How do you become the person you desire to be? You start now to adopt the thinking, learn the skills, and develop the habits of the person you wish to be. It’s a mistake to daydream about “one day when you’ll be on top” instead of handling today so that it prepares you for tomorrow. As Hall of Fame basketball coach John Wooden said, “When opportunity comes, it’s too late to prepare.” If you want to be a successful leader, learn to lead before you have a leadership position.

~Maxwell

Perserverance

Triumphing Over Obstacles (Part 1 of 2)

Every day, every one of us face obstacles.
Rich, poor, old, young, ugly or beautiful, no one avoids obstacles. It’s how you choose to deal with them that determines your destiny.

Obstacles even as small and simple as: A traffic jam that makes you late, Misplacing your keys (check the refrigerator?), Missing a call from an important client, Stubbing your toe, having a bad hair day, whatever.

In the moment, it can seem as if your world is coming to an end!

That’s one way to experience these obstacles, but not the way of the achiever.

In spending time with thousands of high-performance achievers I’ve noticed a commonality to how they choose to experience and triumph over obstacles—both small and big.

Since obstacles will be constant along your path to greater success, happiness and joy, let me equip you with a strategy to overcome them—simply and with grace.

4-Point Plan to Triumphing Over Obstacles

1. Get a Grip.
Know first off that you are not special (in regard to obstacles).
Achievers know that life will always be filled with travails, inconveniences and big and hairy challenging problems. Deal with it gracefully.

Now that you know you aren’t special, it is important to know how fortunate you really are and gain some perspective.

I’m honored to spend time with some of the most amazing people on the planet, many of whom have been dealt some of the most devastating of obstacles.

Two such gents are Kyle Maynard and Chad Hymas.
Kyle is a congenital amputee who doesn’t have arms below the elbow or legs below the knees. But Kyle types faster than I do - incredible! And bench presses more than I do. And I wouldn’t dare wrestle him.

Chad was injured in a serious accident, paralyzing all four limbs, leaving him with only the use of his wrists and fractional use of his biceps. It takes him over two hours to get dressed in the morning. Yet he travels even more than I do, speaking over 200 times a year in now 38 countries and 7 continents. And Chad wheeled his chair (with his wrists!) over 500 miles through the desert to set a world record. And I whine and moan about running 10 miles!

Been dealt a blow recently? Attending a pity part because of it?
Go visit a local burn unit, homeless shelter or just take a short drive over to the other side of the tracks. Party over.

In Part 2, I will share the next three steps!

~Darren Hardy

Update

Our new location is up and running in San Diego!!!! They just finished up their first week with a bang and high marks! Congratulations to the team for making it happen. You're commitment to excellence is admirable and we are all excited to see you guys grow that market and wow our clients!

Our next location is due to open in the next 6 weeks! So stay tuned for the latest!

Congratulations to our Administrators as well! They will be formally recognized and have been selected to speak at our upcoming National Conference next weekend in Atlanta! They work tirelessly to ensure results and we couldn't be more proud of them! You guys have earned it, and keep up the great work!

Hope everyone has an amazing day!

Five Core Values of Great Leaders!

Key Principles That Will Get Your Team to
Follow You Anywhere
For many small business owners, building a team of creative, passionate team members seems like a distant dream—something they'll never be able to achieve. But it doesn't have to be that way.
Inspiring a team to follow you is not about the money or tight control. It's about leadership. So what makes a great leader? Here are four guiding principles that some of the best of the best—including Dave—live by.

1. Love Your Team
Your team members are not units of production. They are people who all have hopes, dreams, fears and struggles. And every single one deserves to be treated with respect, dignity and a caring heart. "Love your team well; treat them like family, and they will act like family," Dave says.

2. Give Praise
Start making a habit of catching people doing something right, and let them know about it. A sincere compliment is so unusual that it immediately sets you apart. A simple nod or smile showing your approval will do. Or take a few minutes and write a personal note. How about recognizing them in front of their peers? These simple gestures can create magic in a matter of moments and can easily be started today.

3. Seldom Use Your Power
A boss has an iron grip on his team, expecting every employee to immediately jump at his command. He has more rules than Stalin and spends all of his time ensuring that his mandates are followed. Workers know "the boss" holds all the cards. Disobey, and you could be gone in an instant.

A leader, however, realizes the only power they can use is persuasion. As Dave says, "If you want employees, then boss them around; if you want team members, explain why you do what you do ... Don't lead with threats and fear."

4. Surround Yourself With Rock Stars
It doesn't matter if you are trying to fill a minimum-wage job or selecting a new leader for your company, hold out for the absolute perfect person. Having the right people in the right positions allows you to do your best work. So take plenty of time, set your standards high, and keep crazy out of the building.

At Dave's company, each prospective team member goes through at least four interviews, including one with his/her spouse. They are also required to send us a personal budget and take a personality test to make sure their style fits with the job.

5. Cast Your Vision
Dave has learned that if you play for something bigger than yourself, you play much harder and smarter. And the same holds true for his team. They work harder because there's a sense of calling.

So how do you let your team know they are doing something important? Repeatedly tell them what they're working for and why. Share your vision early and often.

The key to becoming a great leader is serving your team and everyone around you by putting them first. If you do, you'll be paid back in full with loyalty, hard work and extraordinary results.
~Dave Ramsey