Independents

Coach’s Corner: Are You Unmistakable?

IndependentsAug 30, 2016

Coach’s Corner: Are You Unmistakable?

Terry Chandler, Hannah Becker and Mike Mojica all have something in common. They all have a distinctive personal stamp, Pat Henneberry writes.

2016_Pat-Henneberry-NEW.jpg
Pat Henneberry is vice president of global learning and development at Hearts On Fire. Reach her at pat@thejewelrycoach.com.

 
Here’s what I mean when I ask “Are you unmistakable?”  
 
When something is unmistakable, it’s so distinctive that nobody else could have done it but you.

It’s immediately recognized as something that you did, or your look. It’s something about you that stands out. It has your stamp. It’s your own personal brand. As a sales professional you need to have your stamp, something unmistakable about you.

There are people in our own industry who do this very well. I remember years ago there was a very successful diamond sales rep who had bright green shoes. He stood out at all the trade shows, parties and events. You knew he was there. There was another rep who had the biggest handlebar mustache you’ve ever seen. You automatically knew who these guys were, what brand they represented and all about them--they had a stamp.

One of my favorite people in the jewelry industry is Terry Chandler, president and CEO of Diamond Council of America.




You can look at his photo and you know right away what his stamp is … the bow tie.

I’ve known Terry for 30 years; we even traveled to South Africa together and went down into diamond mines and I’ve never seen anything but a bow tie on Terry. I love this guy!




Then there’s my fellow National Jeweler columnist Peter Smith.

Besides being one of the coolest guys I know (my Irish brother), all you have to do is see the cover of his book Hiring Squirrels and you know it’s Peter Smith. Even without his name on it, the blue cover just says, “Peter Smith.” He uses it on Facebook and Twitter, and this cover has become his stamp.

If I say rock star on social media, who comes to mind? Graduate gemologist, artist and jewelry designer Hannah Becker, a/k/a Diamondoodles, who is recognizable by her bright blonde hair and her amazing and unique sketches that incorporate gemstones, which you can, and definitely should, look at on Instagram.

Then there’s the best smile in our industry--Mike Mojica (pictured below, third from left). Mike, in my opinion, is the best diamond sales professional our industry has. No matter where Mike is you can always find this amazing smile of his. That’s Mike’s stamp!




There’s also Andrea Hill, the current owner and CEO at Hill Management Group LLC (StrategyWerx, MentorWerx and SupportWerx) who spent years heading Rio Grande.


You can’t help knowing who Andrea Hill is; she always has the cool glasses that set her apart from the crowds at the trade shows and on social media.

Just a quick glance at these five individuals and you know exactly who they are. They are boldly unmistakable because they have a distinctive stamp. This is where you can clearly see the value of being “one of one.”
 
And you can be distinctive, too.
 
Oftentimes, though, what happens is that aspiring sales professionals worry far too much about what the competition is doing instead of just focusing on what makes them unique. That’s where the trouble begins.
 
In an effort to model the success of others, we end up mimicking. We need to stop looking at what everyone else is doing and figure out what is unique and creative about ourselves.
 
I actually picked up on that about 10 years ago and started running a photo of me with my hands in the air while speaking (because I do a lot of speaking).

Now at a trade shows people will yell, “Hi Pat!” in the halls and the mimic my hands in the air. (Look at the top of this column, or pretty much anything else I’ve written for National Jeweler, to see what I’m talking about.)

I take that as a good thing. It has become my stamp.

If you want to be successful in today’s oversaturated, results-driven society, it’s time to get your stamp on.

What’s yours? If you don’t have one, what will it look like?

See you soon, with your hands up!

Pat Henneberry is vice president of global learning and development at Hearts On Fire. She also is founder of The Jewelry Coach, a sales training community for jewelers. Reach her at pat@thejewelrycoach.com.
Pat Henneberryis a strategic consultant, speaker, and trainer.

The Latest

Chrono24 Time Is Our Thing campaign image
WatchesJul 02, 2025
Chrono24 Revamps Brand, Launches New Campaign

The online watch marketplace’s “Time Is Our Thing” campaign highlights the importance of time.

Bernadette Mack
SourcingJul 02, 2025
Bernadette Mack Joins Gem Legacy as Executive Director

She will oversee strategic planning, fundraising, industry partnerships, and the launch of the Gem Legacy Campus in Tanzania.

Counterfeit Pandora jewelry in bags and boxes
CrimeJul 02, 2025
Pandora, Amazon Partner to Uncover Counterfeit Jewelry Network

Working with Amazon’s Counterfeit Crimes Unit and law enforcement, Pandora helped to shut down a large-scale counterfeit network in China.

an instructor and a student in a bench jewelry classroom
Brought to you by
Investing in the Next Generation of Bench Jewelers

The Seymour & Evelyn Holtzman Bench Scholarship from Jewelers of America returns for a second year.

Cast Issa Rae
MajorsJul 01, 2025
Cast Closes Business, Plans for Relaunch

The jewelry company has closed its three California brick-and-mortar stores, as well as its online shop, for now.

Weekly QuizJun 26, 2025
This Week’s Quiz
Test your jewelry news knowledge by answering these questions.
Take the Quiz
Eve Goldberg, Matthew Denatale, Willie Lopez, Benjamin Goldberg
Events & AwardsJul 01, 2025
William Goldberg Diamonds, FIT Partner for Apprenticeship Program

The company is providing the opportunity for an FIT student to work alongside master diamond cutter Willie Lopez in its workshop.

Claire’s store
MajorsJul 01, 2025
Claire’s Is Looking for a Buyer, Report Says

The jewelry store chain has reportedly been struggling with costs related to tariffs as well as tough retail competition.

Jewelers of America logo with meetup, State of the Majors, giveaway and massages
Brought to you by
Jewelers of America is Headed to Las Vegas for JCK 2025

The countdown is on for the JCK Las Vegas Show and JA is pulling out all the stops.

Mindi Mond Spike Earrings
TrendsJul 01, 2025
Amanda’s Style File: Red Hot Rubies

Welcome warm summer days with red hot rubies perfectly chosen as July’s birthstone.

The Story of Everything Campaign, Toadstool Mushroom and Cosmic Egg
CollectionsJun 30, 2025
State Property’s New Jewelry Tells ‘The Story of Everything’

Co-founders Afzal Imram and Lin Ruiyin brought their son’s story of a cosmic egg, toadstool, and railroad to life in their new collection.

Smart Age Solutions CEO Emmanuel Raheb
ColumnistsJun 30, 2025
The Smart Lab: Why Q3 Is the Secret Weapon For Holiday Jewelry Sales

The best time to prepare for the holiday season is right now, according to columnist Emmanuel Raheb.

Morgan Keefe
Events & AwardsJun 30, 2025
AGA Names Recipient of 2025 Gemological Education Scholarship

This year’s winner is Morgan Keefe, who is currently studying at GIA to be a gemologist.

Gemist
TechnologyJun 27, 2025
Gemist Raises $6M in Funding to Scale Jewelry Tech Platform

The company is focused on modernizing the custom jewelry buying experience with e-commerce tools like product visualization and 3D styling.

Jeff Preolo, David Stout, Levi Higgs, David Benavides
IndependentsJun 27, 2025
David Webb Announces New Hires, Promotions

Following its recent acquisition, the storied brand has updated its leadership team and regional managers.

Blake Graham and Jessica Kohoutek
Events & AwardsJun 27, 2025
AGS, GIA Announce Beatrice Shipley Scholarship Winner

AGS also named the recipient of its “Women in Leadership” scholarship.

Buddha Mama Monstera Ring
CollectionsJun 27, 2025
Piece of the Week: Buddha Mama’s ‘Monstera’ Wrap Ring

The 20-karat yellow gold and diamond wrap ring is modeled after the Monstera plants in the garden of the brand’s Miami villa.

Cashier handing Rocksbox bag to customer
MajorsJun 26, 2025
Why Rocksbox Is Opening Stores As Signet Jewelers Downsizes

Rocksbox President Allison Vigil shared the retailer’s expansion plans, and her thoughts on opening stores in malls.

Penny Ruston
IndependentsJun 26, 2025
Penny Ruston Dies at 80

The creator of the WJA Chicago chapter is remembered as a champion for women in the jewelry industry and a loving grandmother.

Stock image of woman shopping
SurveysJun 26, 2025
After Recovering in May, Consumer Confidence Dips in June

The decline was consistent across age groups and almost all income groups, with tariffs and inflation still top of mind.

Sorellina Playlist: Electric Dreams Campaign
CollectionsJun 26, 2025
Jam Out With Sorellina’s Jimi Hendrix-Inspired Jewels

The “Playlist: Electric Dreams” collection brings lyrics from the musician’s song, “Little Wing,” to life through fine jewelry.

The Jewelry Symposium event
Events & AwardsJun 26, 2025
The Jewelry Symposium Is Looking for Speakers for 2026 Event

The event is set for May 16-19 in Detroit, Michigan.

Exterior of Marissa Collections’ new store in Nantucket, Massachusetts
IndependentsJun 25, 2025
Marissa Collections Opens in Nantucket as Legal Fight Continues

The Vault’s Katherine Jetter is accusing the retailer of using info she shared for a potential partnership to move into Nantucket.

Counterfeit Cartier “Juste Un Clou” bracelet
CrimeJun 25, 2025
Customs Nabs Another Big Shipment of Fake Cartier, Van Cleef Jewelry

Agents seized 2,193 pieces, a mix of counterfeit Cartier “Love” and “Juste Un Clou” bracelets, and Van Cleef & Arpels’ “Alhambra” design.

Karine Choudhrie Big Splash Circus Starfish and Lantern Fish
CollectionsJun 25, 2025
Splash into Karina Choudhrie’s Collection of Underwater Circus Performers

The designer brought her children’s book, “The Big Splash Circus,” to life through a collection of playful fine jewelry characters.

Jewelers of America
Events & AwardsJun 25, 2025
JA Announces Impact Initiative Fund Recipients

The trade association has chosen the recipients of the funding initiative it formed to foster the growth and sustainability of the industry.

John Dyer Montana Sun Sapphire
SourcingJun 25, 2025
2025 AGTA Spectrum Awards Open for Entries

The organization has also announced this year’s slate of judges.

Khepri Jewels Luna collection fancy color fringe multi-shape drop diamond earrings
EditorsJun 24, 2025
The Best New Jewelry from Couture 2025, Part 2

Associate Editor Natalie Francisco shares 20 additional pieces that stood out to her at the Couture show.

×

This site uses cookies to give you the best online experience. By continuing to use & browse this site, we assume you agree to our Privacy Policy