Believe to Achieve

"If you see it in your mind, you're going to hold it in your hand." Bob Proctor

I have always believed this and it is wonderful to see it come true. I worked with a client who was working on a dream. It was a big dream that was one of those uphill battles. Today I was able to see it is coming true. The amazing thing is they always knew it would.

In the movie South Pacific, there is a song that talks about having a dream and the words go something like this: "You have to have a dream, cause if you don't have a dream, how you going to have a dream come true."

What is your dream? Can you see it? It should be like a movie picture in your mind. Walk in it, smell the smells, taste the tastes, hear the sounds and be in the space. It's your dream and you can make it come true.

Know your audience

I have the privilege of giving a 10 minute presentation next week to a networking group I just joined. I honestly was not sure what to present. My business is very diverse. After talking with a couple of colleagues I decided to take an informal survey of the group to see what their biggest marketing challenge is. I am already getting responses. The good news is now I can try to tailor my presentation to the needs of the group.

Lesson learned: Know your audience, take a survey and give the results in your next presentation.

Virtually Yours

It's true, you can run a business and never leave your office. I have the pleasure of working with a new client who happens to be located about 500 miles away. We have never met in person, it was a referral from a happy client. What makes this so nice is that I never asked for the referral. It came all on it's own. My client was talking to an associate and marketing came up. He then mentioned what I was doing for him. Next thing I know I am working this his associate. So remember two things:

• First, if you have a phone and the internet, you can do business anywhere with anyone.
• Second, if you take care of your clients, they will take care of you.

Have a great day, where ever you are!

Networking - It works

I invited a client to a networking meeting I go to. He was skeptical, he's been to other programs and found them to be not productive. It was a great feeling to watch as he bonded quickly with the group and walked away with three good referrals. What made the experience exceptional for me is I prepared him for the meeting. He came ready and because he was prepared, he was successful.

The lesson learned: Research the networking venue before you go. Show up prepared and then work the meeting.

Business Marketing Gym . . . a seed

I have been working on developing this program now for four months. I am so close to launching this I can see it. When I get this close to a new program, I find it hard to sleep because I am so excited. I wake up in the middle of the night with an idea or a plan. It is so strong I have to run down to my computer and type it in so I don't loose the idea.

I think this is true with any great business idea. It starts as a small seed. Some seeds are good and so are some business ideas. Some are not. When the idea or the seed is good, with a little of attention and some TLC, it will grow big and strong. I have been watering and cultivating this idea now for four months and I know in a short time it will be big. That is because I stuck with it. I also had to let it rest a bit. Just like when you plant, you have to let the fields rest a little. I needed to let my ideas rest, and see if I was really committed to making it work. I am glad I did. It is going to be so awesome.

I work with an entrepreneur who has probably 10 business ideas a day. When asked how she manages all of the ideas and runs a successful business, she said she learned a great lesson. Whenever she has an idea that she thinks is really good, she sleeps on if for 72 hours. If after 72 she still thinks it is truly a great idea, she goes for it.

Enjoy the seeds, nurture them when you can and don't be afraid to let go of some.

Forget the Fear, Go for the Money

I know people would rather die than speak in public. But if it was going to make you money, don't you think you could work on conquering that fear? Public speaking is one of the most effective ways to generate leads and build credibility. After all, imagine speaking in front of a group of your target audience about something you know a lot about. Now have a seminar or offer to pitch or share at the end of the presentation. Hello, can you say ca-ching? Seriously, even if you don't want to "offer" anything at the meeting, have a drawing for a report or book. Collect all the business cards of everyone in the room. Give the prize away and run home and follow-up with all those warm leads. It just doesn't get better than that. I came across a good article that talks about speaking to make money. Follow the link and check it out. I think it might help you be focused as you prepare a speech and take some of those butterflies away.

Public Speaking as a Powerful Tool to Get Business

Mastermind Groups are Great

I met with my bi-weekly mastermind group today. I was in one of those "stuck" places. I did not even know what to ask. Thanks to the great energy of this group, it did not take me long to get unstuck. By the time I got home, I had developed a 26-week Marketing Implementation Training which I will launch in November. It's amazing when you are able to have someone else clear the forest so you can see the trees. I was just too close. Now I have clarity.

If you don't have a mastermind group yet, get one. It's like money in the bank.

Leesa Barnes - Podcasting for Profit

I had the distinct pleasure and privilege of interviewing Leesa Barnes. Leesa has been an entrepreneur for years and has become an expert in the field of Podcasting. For me this is a new concept in business. I never really understood what podcasting was, so when I met her at the recent Milana's Coaching Super Summit in Baltimore, I became a sponge soaking up her knowledge. I then purchased her book, just published called Podcasting for Profit. What's nice about the book is that it is good for the newbie or the experienced podcaster. I talks about the how to and then it talks about once you know how to, what to.

Leesa is an amazing entrepreneur who has a lot to offer any entrepreneur who wants to add sound, voice or video to their web site. Why would you want to add podcasting? Check out her site at http://www.leesabarnes.com/ to learn more. For me, the Internet can be a cold platform with faceless, nameless beings promoting product. I want my clients to be able to become a warm, live being that has a solution. Podcasting will add a different dimension to web site that cannot be accomplished any other way. Here is the link to the recording: http://www.leesabarnes.com/expo-recap-and-book-adventures/trackback/

Enjoy.

Someday Isle: George Allen Quote

Someday Isle: George Allen Quote

I found this blog and quote because I am now part of a networking group with Matthew Best, a Coach for Entrepreneurs. What it made me think about was how cool it is that in life I have reinvented myself many times. I imagine that is a life long process. The best part for me is that as I change and grow, I enjoy life and myself so much more. That is when business becomes fun. You do what you love and you never have to work another day in your life again.

Focus On What You Want

I know this seems obvious, but we often tend to dwell on what we don't want. What does
that have to do with business? How often do I hear people talking about those clients from @#$%. We talk about all the things we don't like about them and how they drive us crazy. What we don't realize is that when we do that we actually encourage more of those types of clients to wander into our lives.

Instead, focus on the characteristics you are looking for in a client. For example: "I want clients that are motivated, ready to take action and appreciate what I do." That sounds so much better then: "I don't want clients who are demanding, unappreciative and unmotivated." Focus on what you want and get more of what you want. Also, if there is something you want in a client, it might help if you are that way in your transactions. Remember like begets like. It's the law of nature.

Can You Hear What I Hear?

I had a great experience today. I was training a great group of people on marketing. My focus was the Get Clients Now! Program with a few extras. As we got into the session, I realized one of the team members had some internal dialog going on that might have been holding her back. You know what I mean -- the voices in your head? When we discussed the baggage we bring to sales and marketing or work in general, she made a funny comment. She said, "Sometimes the voices in my head are so loud, I think other people can hear them." Have you ever felt like that? I know I have. I really enjoyed her honesty and candor. The question is, are there any voices going on in your head that might be holding you back from your success?

Here are some of the things those voice might be saying?

"You don't deserve to be successful."
"What makes you think you deserve that?"
"It's not polite to talk about money with a stranger."
"Don't ask questions, that is too personal."

Those are just a few. Can you see how those voices could get in the way of closing a sale? Think about what internal dialog might be going on in your head. Become aware and once you are aware you must interrupt those conversations and change the words. Instead let the noise sound something like:

"I deserve success and it comes easily to me."
"People need what I have to sell so I will ask the right questions to help my clients."
"Questions are good, they help me understand what my client wants and needs."

I'm A Member!

Well I have finally decided to honor who I am, a blogger. To that end, I have joined Technorati. Check it out! Technorati Profile

Are You Replling Clients?

No, I don't mean because of personal hygiene. It's something so subtle we don't even know we are doing it. Let me give you an example:

The other day I was working with a client. During our two hour consultation we were very productive. We covered his niche and narrowed his focus. We discussed products and services. We even developed some steps to reach them and implementation strategies. As I was wrapping up the discussion with my client he said something to the effect, but let's be careful, because I am too busy for too many clients right now. It was in that moment that I knew why his business was not growing the way he wanted. He was sending out the message to the universe that he's too busy for more work, he had more than enough work to handle.

Are you sending out the message that you are too busy to add on another project? Do you feel overwhelmed by the prospect of more business while trying to develop a marketing plan. Remember, you are not alone. It is the plight of many a harried entrepreneur.

So what is the answer? First, take a deep breath, now exhale. It's time to take a look at what is keeping you so busy. Is there any thing you can outsource? Is there anything you can add to your stop doing list? It's time to re-frame your thoughts and to say to yourself, "I have all that I need to get it done." "I am open to working with new clients." It's time to reach out, get some help and then help those who need your help!

Part of History

I am still climbing down from the clouds after spending the weekend at a historic event. Milana Leshinsky, best known for her "Telesummits," came out of her home and held her first live event. I have the pictures to prove it. My business and the business of my clients' will never be the same!

"A relationship is not something that you pursue; it's what happens to you when you are immersed in serving the dreams of your customer." ~~ Tom Peters

Planting seeds . . .

I sometimes find myself frustrated with the "quick fix" "get rich quick" schemes you hear over and over. People go in with their eyes glazed over with visions of money and fame. Within a short time they are disillusioned. Only a few will make it in those programs. The rest struggle and end up losing money.

I do believe you can make a lot of money, and you can make it as quickly as you want. However, I believe it takes a lot of work, a behavioral plan of action and a great shift in your thinking.

For example: When you first start out in the career as a sales professional, you find yourself face to face with a phone and the dreaded cold call. Yet if you keep your eyes on the goal and stay focused on the task, that "behavior" is a short lived behavior. Why? Because the cold calls are little seeds you plant along the your path. Once the seed is planted you start to cultivate, fertilize and nurture those lovely seeds until one day it turns into a sale. After a while you get better at planting, you learn what fertile soil looks like and the harvest is sooner than before. But you have to plant the seeds. You have to do the behaviors.

Jim Rohn said it best: "Either get good at planting in the spring or become very good at begging in the fall."

Enjoy the harvest!!

Coaching Super Summit

I just got back from an amazing weekend in Baltimore, Md. I attended Milana's First Coaching Super Summit and it was just mind shifting. I hope over the next few days to pull my thoughts together and share some of my "ah ha" moments. For now I wanted to share this:

Do, Document & Delegate

Everything you do in your business, document the process down to every letter and email you send. Create a file to store all this information. This will then become your SOP (Standard Operating Procedures) or your Business in a Box/File. Then assess what someone else can do more effectively both in cost and time. Let it go, delegate it and then you do what you do best. Do those things that bring out the brilliance in you and your clients. If you do this you will create a business with the lifestyle you have always wanted. You will also have a business you can sell or license later on.

More to come . . .

Coaching as a Tool

I work with many entrepreneurs. Each is unique in their business models, industries and offerings. However, there seems to be one common thread that I find with my clients, they all like to coach their clients. No they are not all coaches.

Mini-Case Study of a Coaching Non-Coach
I work with an accountant who is not satisfied with preparing taxes, he wants to guide his clients to help them make good decisions in their businesses. He coaches his clients so they look ahead and make good decisions that will secure their financial future and insure a sustainable business. The funny thing is that he never realized he was "coaching." It was just part of what he does. So now, when tax season is over, he is not done. He offers a quarterly coaching program. This includes several phone conversation, reviewing of monthly financial statements and a set amount of email communication.

The benefits for his clients: They get on-going support throughout the year. They also do not get surprises at the end of the year. In the last quarter of the year, they are able to make educated decisions in order to ensure they are not hit with a high tax liability. They also get long-term as well as short-term strategies.

The benefits for him - the accountant/coach: He now has a new revenue source/profit center. This is a great source of cash flow that is predictable. This also allows him to continue to grow and develop a long-term relationship with his clients.

When you start to add up all the benefits you see the win-win. The next step is to create a deeper win. As he grows the coaching/retainer accounts, he can create a mastermind group or training for his clients. This will allow him to do some group coaching/training (for a fee) and his clients will be able to network and possible develop some business relationships that had not been possible before. Pretty cool.

So if you think that coaching might be a great profit center to add to your practice, consider going to the following training. I will admit that I am a volunteer helping the facilitator with this event. I cannot imagine a more worthwhile event. To learn more about how you can add coaching to your practice or your business tool bag, check out: The Coaching Super Summit. It is going to be in Baltimore and it will be life and business changing.

Moms, Summer, Kids and Business

What do all of those words have in common? For me it is a bit of chaos. I must be honest, I find Summer to be a difficult time to maintain, let alone build a business. I find myself juggling meetings and running kids to camp. I find the mind shifts getting harder and harder to make. Maybe its an age thing, I don't know, but I know from September to May, I feel much more present in all of my worlds than I do during the Summer. I might be the only one experiencing this, but if not take heart, you are not alone.

So what can be done. Well as you know hind sight is 20/20. As I reflect on my year and start to plan next year I have developed an outline of a plan. For me I will need to focus generating the bulk of my revenue from Mid-September to May. I will plan events and trainings during those times. I will schedule R&D (Research and Development) of new products and trainings during the Summer. I can do that on vacation or during those moments when I am waiting to pick up or drop off. I will plan limited meeting for the Summer and know that I am set.

I don't mind the pain I feel now knowing I have a plan for next year. You see I have chosen to learn my lessons and to hopefully not repeat history.

It pays to know your customers

I just finished working with a client who owns a small fireworks tent business. He is basically in business two weeks a year and some planning the rest of the year.

One of the things he does is ask people to sign his mailing list. In the town he is set up in that is a daunting task. People are very private and don't want to get on a list. He typically gets about 10 to 15 people per year to sign up. Each year he adds to his list and sends out a letter a few weeks before he sets up his tent. In his letter, he lets his customers know when he will be set up and makes a limited time offer. This year he sent out 22 letters. Of the 22 letters 2 were returned because of bad addresses. Of the 20 remaining, 11 were returned. That is an amazing statistic. What is more amazing is how excited the people where that he was coming back and how they looked forward to coming to his tent. They all made substantial purchases and felt welcomed.

The main comment my client heard was how nice it was that he personalized the letters. The key was the letter was short and sweet, one paragraph long. Then he hand wrote a note to each one, mentioning something he noticed about them. They knew he paid attention to them. One simple letter that probably took him an hour to write, generated lots of good will and revenue.