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.   

What 'do-it-yourself' tasks should you do yourself?

Do it Yourself (Tools)

I saw this article and it resonated with me.  Have you heard the term DIY recession?  Neither had I.  It really fits. 

What ‘do-it-yourself’ tasks should you do yourself?
Puget Sound Business Journal (Seattle) – by Nancy Juetten Staff Writer

Media reports suggest that the do-it-yourself (DIY) recession is gathering speed. Folks are walking their own dogs, cleaning their own homes, and cooking their own meals. And the DIY trend is having an impact on the day-to-day duties of the small-business owner.  More of this article at the Puget Sound Business Journal.  

This article is only a sample of the gems of wisdom Nancy freely distributes at her Publici-Tea^TM events.  Get the real skinny on getting seen, noticed, recognized as an expert in your own backyard and beyond.   

Register now for the upcoming event on June 15^th from 9am – 4pm in Portland.  Not only does this value packed event run only $297 but includes the test drive of the “Bye-Bye Boring Bio’s” toolkit (valued at $57) and an offer to include your assistant for only $197.  Register below today!
 
Publici-Tea^TM   June 12th from 9am-4pm 
Space is limited.  RSVP soon! Register here!
Where: Kells Irish Pub, Downtown Portland

What is the cost of lost opportunity while you wait for a catalyst to move you forward? 

Sponsored by: Connectworks and The Savvy Collaborative 

Take Charge – Create Your Own Opportunities

Find Inspiration

Times like these are tough.  We are living in an unusual period of time.  On one hand we have government bailouts, business failures, and massive layoffs.  On the other, we have business growth, new ventures starting successfully and some industry segments flourishing.  

In recent conversations I’ve been asking folks about how they feel in general and specifically about their opportunities in this marketplace.  What I am hearing is people are feeling conflicted.  The sense of the future unknown (combined with the personality style of the individual) is a contributing factor to a more conservative approach to anything associated with risk.  

My observation is that becoming more conservative is a subtle form of withdrawal.  I see people withdrawing from customer contact for fear of what they might hear, to withdrawal from opportunities because the future is uncertain.  As an entrepreneur and leader, it’s up to us take control of our fear, step up, and find ways to inspire ourselves and others.   

One of my inspirations is a middle aged Mennonite Pacificist with a 4th grade education who found opportunity in crisis pursuing his passion during another difficult time in our history.  He experienced multiple business failures. He sold the one successful venture he had (caramels) to stay true to his dream of finding a formula to make an affordable chocolate for the general public. 

Milton Hershey’s pursuit of tasty treats encouraged a nation during very difficult times.  Our soldiers carried Hershey Bars in their rations in both World Wars. During the depression in the 30′s he continued to introduce new affordable treats to cheer us when times were bad.  The Hershey Empire was built while he was between the age of 40-80 and many continue to benefit from his legacy today.  More about Milton Hershey here.

What about you?  What’s your dream?   Do what it takes to find inspiration, support, and fresh perspective.  If you have someone or something that inspires you, please share with us. 

We are all in this together.  Keep moving forward!

Essential Elements to Grow, Prosper, and Connect

Get Smart About Time

OK…I am going to let you peek behind the curtain here. Even with all the time I’ve invested, I am (like you) trying to figure out how to stay on top of social media and still get everything done.

Twitter: Twitip offers 13 Twitter Tips for Beginners This includes everything from how to set up your Twitter account to how to be useful on Twitter.

Blogs: Google Reader offers a great no cost solution for busy people allowing us to aggregate our favorite blogs all in one place. It is easy to set up. No more saying, “I don’t have time to keep up on this essential information resource.”

Reputation/Topic Monitor: Google Alerts is an excellent way to have information on topics of interest (including yourself) sent directly to your inbox. If you are not tracking your own name, start today!

Get Connected to Money

One of the things I love about networking is some of the incredible people you meet. I met Betsy Talbot, Everywoman’s Business Coach from Seattle, WA in Dallas, TX last Fall (read more in “Who You Hang Out with Matters” post) and have become acquainted with her work over the last few months.

One of the things I love about Betsy’s blog, website, and communication style is the way she articulates the fundamentals in ways that truly serve those of us who are “busy people”. Like her recent blog on budgeting. Here is a quick excerpt and link to her tools.

How to Set up a Budget - Budgets get a bad name. Most people associate them with being broke or having a spending problem. But budgets are really just coordinating your resources with your expenses. And if you want to design your own lifestyle, you have to get control of your money. So, let’s do it!

"Stepping out of Line" Book Review

I had recent opportunity to meet author Nell Merlino a few months ago when she was in Portland.  After hearing her I was inspired to pick up a couple of her books.  You will find this book a fun read.  Nell’s voice comes through loud and clear.  

I found “Stepping out of Line – Lessons from Women Who Want it Their Way” an easy read on the flight from LA to Hawaii a few weeks ago. I loved the juicy nuggets she serves up. Here are a few:

1. Exercise the favor muscle.  
   Nell’s take on the “pay it forward” principle.
2. Changing systems is easier than you think.  
   Love how she points out our submission to what is…and how easy it is to change it.
3. Imagine our future.
   Nothing happens if not first a dream.  How much time do we spend imagining the future we desire?   
4. The ripple effect. 
   Every one of us effects the other.  When we step out, we create opportunities and provide permission for others.
5. Daily choices make the difference.
    Zinger!  Are we willing to make the choices that daily affect our outcomes?  Start today. 
6. The overall message…what are you waiting for? or better, what am I waiting for? Permission? From who? 
   Great food for thought.  Enough to stimulate me to action. 

This timely message resonated with me. Nell shares that statistically 50% of the women business owners earn less than $50k annually. Wow!

Women, including myself, have a hope, inspiration, or an idea that brings value to the marketplace. Why don’t we pursue it or fully leverage the idea? Or a better question might be, why do we stall out in our pursuit? What is it we don’t know? Nell is committed to connecting us to the knowlege and resources through her Make Mine a Million $ Business. www.makemineamillion.org.

I put this book down inspired and compelled to no longer settle for mediocre in my own business. I am joining the race. How about you?

Networking Conversations that Produce Every Time

I was prompted to offer this teleclass when I heard so many I meet networking complain about coffee date after coffee date…all in the name of networking that weren’t producing any discernable results.   I hate it when I feel like my time is wasted and I know you do too. 

What if your networking conversations produced results every time?  They can! 

Let me start with some Networking 101 reminders.

1.  Networking is not selling.  Networking is connecting for mutual benefit.

2.  Everyone you meet through networking is NOT going to refer you business just because you are you.  I don’ t  mean to burst your bubble but I want you to know the truth.

3.  Networking IS a marketing strategy and tactic.  Marketing is the tactics used to gain visibility, brand awareness, and create opportunities.  

4.  While the act of networking will generate leads for you, if that is all you are focused on you miss the abundance of other opportunities available to you.      

Here are six successful outcomes that can be found in every networking conversation.

• Prospects.  Not everyone is your prospect.  However through the discovery process (the Art of Key Questions) you can determine if you are talking to one, the level of her need, and the timing of  the next step in the conversation. 
• Strategic Partners.  These are those service providers or products that complement your own or can be found in your customers rolodex.  Not everyone who could be your partner will be.  Through the discovery process you can determine what you need to know to see if this is someone you want to develop a deeper relationship with or explore joint opportunities.
• Resources.  These are people or organizations who not only can be a resource for you but your clients and network as well.  Through your discovery process you can determine if they are the caliber and quality to add to your team.
• Opportunties. These are people or organizations who can connect you to opportunities to foward your goals.  The opportunities might be an invite to one of their other organizations or small groups, speaking or joint venture opportunities.  It is a big world out there.  Connect to people who are connected to opportunites outside your scope.
• Great people to know.  You will meet people who fall in none of the categories above but nevertheless are incredible people.  They’ve accomplished great things, traveled places you have not and inspire you to be more.   You will want to collect these people.  Your only follow up action may be to drop a note and keep in touch from time to time.     
• “Opt Outs”.  These people fit none of the above categories for a variety of reasons.  They are too new, unclear about their value proposition, too “me” focused, etc.  Regardless of how well you ask your discovery questions they find a way to “opt out” of your attention all on their own.  Knowing you will need to take no ongoing action with this group is a successful outcome.

The secret is knowing what YOU are looking for and asking good questions that intelligently direct the conversation to a mutually beneficial close.   Try to leave as many of your connections with added value as you can!  You might inform them about an upcoming event, an article of interest, another organization they may want to be aware of….believe me, you have incredible information you’ve already collected and can share with little effort. 

Leverage your time and connections!  Networking is not really free…it takes time.  Time = Money.