It’s Cool to Be You! Book Project

Have you ever noticed the one BIG thing that gets in the way of your (BHAG*) big hairy audacious goal achievement…is YOU?  As we walk out (or run toward) the fulfillment of the vision we’ve imagined, one of the biggest stumbling blocks is our own crisis of confidence.  This crisis is created and sustained by messages that hit us at the core of our being.  It’s those  sneaky little phrases we call gremlins, alter ego, or old “tapes” that derail us. 

Our dreams are no longer being a ballerina, Miss America, or the President (or maybe they are) but we have to admit they still contain an essence of becoming our highest and best self…and the potential of achieving those things kind of scares us!

Marianne Williamson’s quote expresses it well:  “Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us. We ask ourselves, Who am I to be brilliant, gorgeous, talented, fabulous? Actually, who are you not to be? You are a child of God. Your playing small does not serve the world. There is nothing enlightened about shrinking so that other people won’t feel insecure around you. We are all meant to shine, as children do. We were born to make manifest the glory of God that is within us. It’s not just in some of us; it’s in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others.”

I am doing research for my new book “It’s Cool to Be YOU! A Grown Up Kid’s Guide to Unleash Your Inner Rock Star” and would appreciate your input.   Please take 1-2 minutes and share the phrases your inner gremlin uses to trip you up.   All responses are anonymous unless you’d like to chat about my project.  Take survey here.

P.S.  If you haven’t gathered by now, I am compelled to do what I do in business strategy because I am convinced it’s totally cool to be you!  One of my favorite things in the whole wide world is unleashing gifts, optimizing potential, tuning economic engines to attract $$$ and partnering with folks like you to create an outrageous life  by bringing your genius to the world.  (Makes me grin just to think about it!) 

*Jim Collins, Good to Great

Time Strategy Makes a Difference

What is the difference between a small business owner or entrepreneur who earns $50,000 annually and those who earn 6 figures or more? Great question, huh!  The answer is not quite what you imagine.  During a meeting with the founder of WIFS and Financial Advisor with the The Business Planning Group, Alice Tang asked me this very same thing.

Before she gave me the answer I gave some top of mind responses…education, expertise, and focus before I responded with the real answer.  It’s how they leverage and allocate their time.  Yes! Gold star for me.  I got it.  Alice responded with the differentiating characteristic of top earners is that they only invest time in their highest payoff activities and consistently allocate time for them.

I’ve been thinking about this a lot since my conversation with Alice.  I had to ask myself a few questions and challenge you to do the same. 

• What activities or tasks do I take on that can be done by someone else?
• What keeps me from allocating time to those things that create my highest and best return?
• Do I need to evaluate my support team?  my administrative support? my peer group?  Are they contributing to or detracting from my highest and best use of time? 
• If I were to perform a “return on investment” review on where I spend my time, what doesn’t make the cut? 
• How do I see myself when I think of myself as the leader of my company? within my peer group?
• How do I want my clients to view me?  How does how I allocate my time reflect this?

Alice shared one of her self coaching questions with me.  She asks herself at 6:30pm each evening, ”Am I successful in pursuing my goals today?”   If the answer is no,  “I will ask myself, what is the ONE thing I can do better moving forward?”  I am confident this is what keeps Alice ranked as a top performer.

I am sure you can come up with more self-coaching questions that inspire and challenge you to make the adjustments you need.  Personally, I’ve committed to taking the months of June and July to investing time in planning, visioning, and working with my team to adjust and relaunch in August with fresh energy and focus.  How about you?  What’s keeping you from performing at your maximum revenue potential? 

Need to talk about it?  Don’t hesitate to schedule your complimentary 27 minute laser session with one of our team.

Take Back Time! Begin with the End in Mind

I recently had the privilege to observe one of my clients while they worked with a nationally renowned marketing consultant from their industry.  As the consultant asked question after question he drew out and confirmed the brilliance this woman and her team bring to their clients yet my client’s anxiety level grew.  She said, “If we are so fabulous, how come we don’t have clients flocking to us?” 

He responded with a quick analogy, “In the jungle, it’s not the lions and tigers that will take you down.  It’s the mosquitoes.”   The simplicity amazed me.  He’s absolutely right!  The everyday tasks in the workplace so easily distract us from the things we do best. 

• We don’t have the clients we want because we take on clients who don’t fit our ideal profile justifying doing so for all kinds of reasons. Bottom line is they take time without the adequate return on investment and create a tremendous amount of busy work. 
• We don’t have the time we need to perform our most critical taskes because we are distracted by interruptions, non-urgent, non important tasks that leave us a false sense of accomplishment when completed.  We are addicted to the busy-factor. 
• We don’t have a business that brings us joy and fulfillment because we don’t take the time to imagine what that would look like to the degree necessary to compel us to say NO to things that detract from that goal (the mosquitoes) and YES to things that move us forward.  We struggle with belief. Can it truly be easy and fun in business most of the time?  My answer is, YES! 
• We don’t have the quality of relationships we want because we are out of balance with our work.  Many times we work even harder to gain the affirmation we aren’t getting at home. 
• Need I go on?      

Begin with the End in Mind

Covey coined this phrase in the 80′s.  We’ve heard it.  We know it. We understand it.  Yet when it comes to getting results we can get lost in the minutiae of the tasks and busy work to get things done.  So I ask you know to take a moment or two, more if you can, to picture the end you are trying to create. 

• If you are trying to create more sales, what does that look like?  How many clients will you be seeing a week or month?  What kind of activity or product would you be selling?  What price point do you want to be selling most?  What will your bank account look like? 
• If you are trying to create more balance, what does that look like?  What will you say no to?  What will you say yes to?  How will you know the difference?  What will your life in general look like if it were balanced?  (You do know that only YOU can define what balance is for you, right?)
• If you are trying to increase your impact, what does that look like?  What circles would you be in that you are not in now that would indicate your increase? Where would you be networking and at what level?  Who would be recommending you?  

This is a pretty short list.  I encourage you to dream and dream big.  Once you’ve imagined a future that excites you but is a little scary begin to work backwards until you get to this year.  Then picture the next 90 days…and the 90 days after that.  You have brilliance to bring to your world. You don’t serve anyone by getting tripped up by the mosquitoes.  

I speak from experience.  Both personally and professionally.  I doubled my sales in one year already being a top performer.   I was scared yet excited to be the first to receive the President’s award.  I launched a consulting and training company 8 years ago.  Did I know how to do this?  Not exactly!  Did I want something bigger than me?  Did I struggle with self confidence?  Yes.  But I focused on the big picture.  I began with the end in mind.  Every time I hit a ceiling or want significant growth I go back to basics.  This is a basic that I know works. 

Make 2010 your year to connect and thrive.  The economy is making it’s way back to a new type of normal and there are customers out there that need you!  Decide now if you will be the one to serve them or if it will be your competitor who is taking the time to do what it takes! 

I’ve decided for me…this is my time for a Quantum Leap*.  My first leap was in 1985 which produced the book “The Busy People’s Guide to Getting Unstuck”.  My next leap was in 2000 which led me to launch Connectworks.  It’s time!  Is it your time too? 

I believe in you.  

*What is a Quantum Leap? 
In physics, a quantum leap or jump is the change of an electron from one energy state to another within an atom. It is discontinuous; electrons jump from one energy level to another instantaneously, with no intervening or intermediary condition. The phenomenon contradicts classical theories, which expect energy levels to be continuous. Quantum leaps are the sole cause of the emission of electromagnetic radiation, including light, which occurs in the form of quantized units called photons.

Ironically, when laymen use the term colloquially, they use it to describe large jumps in progress, when in reality a quantum leap is a very small change of state.   Note from Kathie:  It is the small change that can take you from one energy level to another instantaneously that can affect significant change.   

A Matter of Time

OK. The first quarter is behind us. Taxes are done and filed (or should be).  The next 60 days of activity will set you up for Summer and beyond. Do you know what you need to do to launch this quarter with strength and sustainability?

Recently I was talking to a newer small business….

My question, “Are you doing some business now?” “Yes.” He replied. “Is it the type of business you want?”, I asked. “No.” Of course, I responded with “Why not?”. I heard a story of how limited in budget his customers are for a service like his. I pressed for details and discovered he was prospecting in groups that were full of those who were really too small to afford or appreciate his valuable expertise. They had the need but had no money. Sound familiar?

I continued to press about his offerings only to find he had not fully developed his services so when he did meet truly prospective clients he had something to sell. When I asked him what it would take to get his packages together and get crystal clear on who would value those services he responded, “I just haven’t taken the time.”

I know most of us don’t have what we want (more sales, more time, more money, etc.) because we don’t take the time or aren’t consistently executing the activities that get us the results we are looking for. AND we have not slowed down enough to count the cost to us personally, relationally, and financially.

Question for you: What kind of revenue could you generate in the next 30-60 days if you were to have an accountability model to consistently perform those tasks that lead to more business?  Truthfully, when I ask myself this question, it scares me! Are you ready to achieve results that scare you?  We are offering an incredible opportunity for you to get your work/life balance and goal acheivement on track for the rest of 2010!

Sometimes it takes a little nudge from outside our sphere to challenge us to create the sustained change that will get us results we want.  I am asking you.  What do you want?  We are here to help you get it…for fr*ee!

Connectworks is offering a
30 Day Calendar Control Challenge
starting on May 1.

This “get ‘er done” type challenge is designed for those who are serious about LEVERAGING time and getting results. As a virtual offering this is simple and easy for you! 

What’s in it for you?

• 90 day focus tool
• Identification of key activities to reach goals
• Weekly calendar review and feedback
• Recognition of goal achievement (with your permission)

All participants must apply and complete a 90 day focus tool.  We are looking to work with select achievers to be part of our community of those who are looking to regain control and master their time. Will this be YOU?

Sign up today and “get ‘er done!”

Fishing in the Wrong Pond?

Have you heard the ancient story about a small group of fisherman who spent ALL night fishing? Casting their nets over and over again, they repeatedly came up empty handed. Frustrated and tired, these hardworking guys finally quit and stop to clean their equipment. Wait a minute! What does this have to do with business?

It’s not too far a reach to compare fishing to prospecting. You’ve probably had those kinds of days; you’ve been out all day, attended a trade show, networking group or the like, and expended lots of energy only to come up empty or with just a few small fish. It’s disappointing to say the least. But you, not about to admit defeat, rationalize, give yourself the pep-talk, and go at it again the next day only to get similar results. Kind of like the guys I mentioned above!

A wise man meets the weary fishermen on the shore and tells them to get back out there. He says, “Try again in a new place.” This time they hit the jackpot. They catch so much their boat starts to sink. Lucky day!

Wondering if you need a new fishing hole?

• Do Prospects give you the run around?
• Do you have as much fun as you used to (or want to) delivering your service?
• Do your prospects say you are too expensive?
• Are you getting referrals from your network that are not quite right for you?
• Are you investing a lot of time in business development with little return?

Many of my conversations in the past few months revolve around advice on where to “fish”. When I hear clients say, “I have to drop my rate. The people I am talking to could never afford me!” or “No matter how I position myself my prospects are shopping price.” or “I am working so hard right now doing tasks I can do, but don’t want to. I am not having fun anymore.” All these paths indicate someone fishing in the wrong pond.

What to do? Try fishing in a new spot! Shake things up a bit. I’ve watched many a networker get stuck in a groove hanging on too long in organizations or groups that are not quite the right fit or existing on business that is less than desired. Fishing in the wrong pond too long erodes your self confidence not to mention your profitability.

How to find a new fishing ground…

• Sharpen your focus on your target market. This will direct you to the pond. Who do you really want to work with? Don’t stop at “I want to work with anyone who’ll pay my fee.” That is lazy thinking and will actually drive prospects away. Who are you working with currently that you’d like to duplicate in your customer base? What are their characteristics?
• Get crystal clear on the value you bring to your clients. This is the bait. Develop ways to talk about what you do and ask good questions that help you discover if you are talking to the right “fish”.
• Leverage your current clients (if you have those you’d like to duplicate) and your professional network. This saves time and increases your impact. They are the “wise men” on the shore. They have fresh perspective.
• Seek out people who are performing at a level to which you aspire and ask them how they do it. This builds your power team. Note: When you ask for their time, be prepared to exchange something of value in return.

What happens when you are in fishing in the right pond? You guessed it! More prospects, more easily, and the work becomes more fun!

As you wrap up the first quarter of 2010, take a look at your business development efforts. Ask yourself: What’s working for you? What’s not working? What needs to change? A simple shift in where you fish can make a tremendous impact on your results this year. You can’t afford to market in areas that get marginal results

If you are in the Portland Metropolitan area I invite you to join us for the Strategic Planning for Busy Entrepreneurs. This unique one-day workshop focuses on issues just like this to increase your productivity, messaging, and packaging so you are on target for your revenue goals this year! With the price tag of “pay what you think it’s worth” you can’t afford to miss it.

Recent attendees share…

“Kathie, thank you for stressing the need to focus on who can get me closer to my target market. I’m going to re-evaluate the organizations I belong to. Your last topic about a standard calendar is something I always wanted to do and now I have the tools.”. ~Interior Designer

If you are out of the area or unable to participate in the upcoming Strategic Planning events Connectworks now offers complimentary 27 minute laser session designed to help you tackle what is getting in your way right now. Email us to set up a session with one of our team.

Your partners in connecting to profit, people, and fun!

I Quit! And Forgot to Tell You.

2010 is off and running.  The economy is coming back to life in many sectors.  You may be experiencing some of that activity yourself.

One of my strategies for 2010 is to QUIT doing what isn’t working.  I made big plans in the fourth quarter of 2009 to start this year with some new offerings.  I started campaigns.  I hired specialists. I had high hopes.  BUT I switched gears the first of January when I got a sense of what customers were thinking, buying, and really needing once the year got going. 

So what did I quit?  And what should you be evaluating for yourself?

• I quit projects that were not leading to revenue in a 90 day window.  That means I have to track, measure, and forecast outcomes on everything.
• I quit giving time to what isn’t working.  That means I notice what drains or stresses me.  This is everything from organizations, relationships, and even thought processes. 

You know I move at a pretty fast pace (which is why sharing what I quit didn’t occur to me until after the fact).   I am learning tremendous lessons from saying “I Quit!”   Literally.  Out loud!  The power in your voice, the resonance in your body when you speak what you want to call into being is incredible.

Are there other areas in which you need to say “I Quit!” to allow new things into your life and business?  What about….

• Project control – Do you have tasks or ongoing projects that have been sucking your time, are not in your strengths, and/or not leading to profit? What do you need to stop doing, shift doing, or delegate so you can focus on what matters most for you?
• Calendar control – Where are you spending your time?  What do you need to quit to free up space and time to do things that are higher pay off
• People control – Who do you spend your time with?  Who do you need to phase out?  Who do you need to seek out?  This includes customers that drain you as well as your personal and professional relationships.
• Personal control – What do you need to quit doing so you can start doing things that feed you personally, professionally, and spiritually? 

This communication is intended to be short and to the point, to elicit thought and action on your part (and mine), and encourage you to keep adjusting your game plan this year so you thrive in the current economy.

For those of you who are wondering how you are going to get the help you need to grow yourself and your business to the next level this year Connectworks is offering a series of programs that are low cost, no cost, or “pay what you think it’s worth” that you might want to consider.  Space is limited in each of these offerings so if you are interested, reserve your space now.

• Strategic Planning for Busy Entrepreneurs
• Social Networking for Busy People
• Coffee Talks with Karen
• Practical Wisdom Webinars

We, at Connectworks, are committed to bringing out the brilliance in our customers by helping them focus on what matters most so they can do what they do best.  Bottom line! We want to make you the Rock Star you are!

Social Media Frenzy! How's that working for ya?

There is an ever increasing number of gurus and social media experts out there stressing the need to participate in social media.  The result…a frenzied approach to jumping in. Kind of like tossing spaghetti at the wall hoping something sticks.  Sound familiar?  
 
I heard from many of you in the last survey that learning more about social networking is a top priority.
 
I will begin by reminding you, I am not a social media expert.  I am a business strategist.  I work with you, the highly motivated professional, to artfully discover ways to leverage time, money, people, and messaging so you can do more of what you love more profitably.
 
I know social networking can be leveraged.  Many are using it to grow their audience and experiencing increased sales. BUT…all businesses are not alike.  How you use the different platforms is as important as the message you send…not to mention the frequency and content of your posting.  I put myself right in the game with many of you, trying to learn, leverage, and practice what’s being spouted as strategic so I can pass on practical applications from the trenches.
 
I will continue to share resources, insights, and connections so you can make the best decisions for your business and the use of this rapidly growing medium. Here are some of the core insights I’ve learned and experienced.  

Which sites to join?  How best to use?

You are probably getting invites to join others networks on a regular basis.  Do your homework.  Whether you waiting to jump in or are already in the fray take the time to do this step. 

• Investigate the audience.  Check out www.Quancast.com or Google Linked In (or Plaxo, etc) Demographics.
• Ask your customers.  If they are networking online, ask them where and how they are using.
• Ask your peers.  Discover their goal, how they use, and how much time.  Bonus question, ask what they would do differently based on what they’ve learned. 

In the end, you have to sample, test, and measure.  (Great best practices for any marketing tactic.)  Your goal may be to increase visibility or brand awareness within a certain group or demographic.  If so, you would use different tactics than if your goal was lead generation.  Selling yourself in social networking situations is as much a turn off as in face to face networking!  Don’t do it.

Frequency

As I mentioned in the last newsletter, I was testing Twitter and Facebook. I’ve actually taken a hiatus from Twitter to get some work done on my new website and products but here is what I noticed… 

• Whatever you use, update strategically.  For example, I see Twitters tweeting all day long.  I realize they can tweet from many applications easily (text from phone, iPhone, twitterberry, etc.) BUT it makes me wonder how well they are taking care of clients and what else they are NOT doing due to tweeting (or whatever the correct term in Twitter vocabulary).
  i.e.  I see a VA (virtual assistant) online all day.  I realize she probably sits at her computer but if it were my VA doing work for me I would wonder if she is getting MY work done accurately, efficiently and if I am paying for her twitter time.  On the other hand, I see those in internet businesses tweeting valuable information I can use or those who are sharing a great place to eat or website to visit.  That is news I might use. Do consider using Linked In and Plaxo updates to keep your name in front of your network.  Just keep in mind what your updates convey.  I don’t want to hear you are out getting another cup of coffee unless you can recommend the coffee place, want me to join you, or the person you are meeting with is notable. 
• Self promotion in tweets.  I follow a few folks (though not for long) who don’t seem to get it about self promotion.  Most of their tweets are very self focused reminding me of their services or their website.  The better tactic is to share a tip, insight, or recommendation that may relate to your expertise but is valuable to me, the reader.  

I am learning the hard way social networking can be addictive and an easy avoidance technique when you have things to do that are not so fun.  

Note about me: I rarely jump on any bandwagon of the latest greatest thing.  This causes me to be a slow adapter of some really great technology, tactics, and organizations but I want to make sure what I am trading my time for counts.  I know you do too.      

I am learning social media by trial and error because I felt this was to important a movement to wait and see.  I hope you join me in the fray.  It might get messy but at least we are moving forward!  If you don’t move, you can’t grow!

Start today!  Get your profile ready, accept those invitations and do your homework.

Quick links (These links provide great basics that apply across the board.)

123 Guide to Linked In
Setting up your Linked In Profile

Do What Works!

The longer you allow yourself to be distracted, the more out of touch you become with what is really going on. It is easy to let your “best practices” slide.   Decide today to do what works.  It’s so easy to let the talk about the economy, Obama’s stimulus program, your neighbors job loss…not to mention your concerns about doing the right thing to streamline, cutback, and attract customers to your business to take over your thoughts and conversations.  Bottom line, we can’t afford the down time.  Remind yourself what works.

• Planning.  A proven principle that never changes.  Planning improves both execution and outcome.  You can’t gain more time but you can get more done in less time with planning.
• Outreach. Business is about serving people. Customers are gained by reaching out.  Simple as that.  Pick up the phone and call.  Get out of your office and mingle.
• Balance.  Remember why you do what you do and what matters most.  In the end you won’t get back the extra hours you worked, any return on the worry you invested, improved life from the stress levels you tolerate.  Your balance may look differently during this period but it essential you find what it is for you. 

People do business with those they know, like, and trust.  Use your authentic voice, reach out, and connect. Use your website, your blog, your newsletter, your social networks, your phone, your network…you get the idea!   It works!