The 6 Reasons My First Business Failed (and my second one succeeded)

The 6 Reasons My First Business Failed (and my second one succeeded)

Vulnerability Alert!

This week’s episode is a very vulnerable one for me to share.

In fact, it’s taken me 12 years to share this lesson with you.

It’s been long enough after the fact that I can openly and transparently share with you why my first business failed.

Yep it’s taken me that long to recover from the crush to my confidence and enough success behind me now that I can look back with almost motherly affection for “Past Janet” who tried so hard and lost so much.

I never want you to make the same business mistakes I did, which is why I’m sharing the 6 reasons my first business failed (and my second one succeeded).

I also have a special gift for you today, so you don’t make mistakes #3 and #4.

The exact survey template I use in my exact business for you to copy and use immediately.

You can grab it here.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below.
Never miss an episode. Click here for all the ways you can subscribe.

Show Notes

  • Vulnerability alert! Why it’s taken me 12 years to share these lessons with you
  • I share why I started my first business, an Internet Art Gallery that became the largest online art gallery in Australia…..and lost everything 🙁
  • How I tested my business concept in Business 1 and Business 2 and the lesson for you from both of these.
  • The embarrassing story of the greeting cards
  • What I spend tens of thousands of dollars on (and could have been replaced with a telephone)
  • The very unique way I did market research for my second business
  • My survey template you can have for free. You can get it here.
  • The danger of being cool
  • How I could easily have saved over $100K and 4 years.
  • Your Call To Action: Share your ah-ha’s below. This has been a vulnerable episode so I’d love to hear from you.

Action Points

  • Look at your current business – how can you test small?
  • Audit where you are spending your money – rate each expense against potential for ROI
  • Download my gift for you – the template of the customer survey I use, plus instructions on how to customise it.
  • Implement the survey template!
  • Join the Romance Your Tribe Facebook Group – you don’t need to do this alone
  • Congratulate yourself on taking action. Dip into the Celebration Box.
  • Share below your ah-ha’s from this lesson and also any tips other viewers may find useful.
  • If you loved this episode, I’ll be grateful if you can leave a review over on itunes so other people can discover this podcast too

Read The Transcript Here

Hello and welcome, Janet Beckers here. I have a very special episode of Romance Your Tribe Radio for you today. I’m going to be totally vulnerable with you. So be kind, Okay? I’m going to share with you the six reasons why my first business failed. Why it ended up making it that I lost every single cent that we had through that business and crushed my confidence for years? Why did that happen? And importantly, what lessons did I learn from that? That meant my second business succeeded almost straight from the gate, out of the gate, and has continued to grow. So that’s what I want to share with you today. Those 6 reasons that I can see why my business failed. The lessons I learned and what you can do so that you don’t make those same mistakes that I made.

Okay. So just very quickly the very first business I had was an Internet art gallery and I started that because at the time I was studying art, this is about 15, 16 years ago. I was studying art to keep me sane while my children were really little and I was living out in western New South Wales and I realised how difficult it was for artists to get an opportunity to exhibit their work. So that’s when I thought, you know what, artists need a way to get to be able to see their work everywhere because you can’t just wait for people to come out to Dubbo. Then, I was also aware about this newfangled thing called the Internet and I wasn’t, you know, I wasn’t really using it. I used e-mail. Thought that was pretty good.

And I was learning about the Internet in fact my current job at that time was actually having to help other people you know use the Internet, you know, to be able to with projects that we were doing. I didn’t know anything about it, we brought i a big specialist. So I’d heard about the Internet thought it was pretty fancy and I saw the two together and thought “I’ve got a business”. Hence, Indigo Art which ended up becoming the largest Internet art gallery in Australia at that time before I sold it. That was my first business, largest Internet art gallery in Australia. Sounds successful doesn’t it? It was a failure. So we’re going to look at why.

My second business, for this example, is Wonderful Web Women . When I started my company Niche Partners and Wonderful Web Women started off as a quest to find the most successful women in the world who had made their money on the Internet and share their stories with other women who were wanting to grow their businesses. That’s what Wonderful Web Women was and Romance Your Tribe, which is where my business has evolved to, grew out of Wonderful Web Women and it was successful right from the beginning. So we’re going to have a look now at the six reasons why the first business Indigo Art failed and really crushed my confidence and my bank account for a long long time? And then why Wonderful Web Women and ongoing Romance Your Tribe succeeded. So let’s get stuck into it. Please excuse me I can refer to my notes because I do not want to miss giving you any lessons at all. Okay.

Number one, I didn’t test my concept. I had this really great idea, I could see that artists didn’t have anywhere to exhibit their art work and I thought, you know what, the Internetm this is going to work. This is pretty cool. So on the basis of that I built a very elaborate business model I spent a long time thinking about everything, mapping in or out, creating something just truly truly totally cool and really creating getting elaborate software. Everything was Mickey Mickey Mouse and took a long time to build up you know I have little babies at the same time and you know what I didn’t test the market. I went straight to big. If I had tested the market I would have realized I had my business model wrong and we’re going to go into more detail about what that business model was and why it was wrong. But I would have worked that out quite quickly as it was it took me years to realize that the business model I had invested so much of my life into was never going to work never going to work. So I did not test the concept. In the second business Wonderful Web Women I tested the concept. Now I’m going to go into detail about how I came up with the business model and look at that in the next lessons. But what I did do is I tested it first I only launched for an eight week project. It was starting off for eight weeks.

I was just going to interview eight women and I had a method that was going to make it that I would get sales straight up and then I would build a male image straight up but I was only going to do it for eight women to see how it went. I didn’t go straight into building an elaborate membership site I didn’t go straight into programs into spending a fortune on websites. I just started with eight weeks it took off. I can tell you after eight weeks I thought wow this project has now become the whole business. So that was the lesson I learned so the question to you. Do you have a concept and then you’ve gone straight into planning out the whole thing the big vision and really putting all of them into place before you even put it out to the market. If you haven’t test the market go small first. See what the response is. You might be completely off the mark or you might be just slightly off but that’s slightly off. If you’re investing a lot of time and money can be enough to make it so it’s not going to work. So you could tweak it if you do that test first. That was number one.

Number two, which leads on from that, I spent money on all the wrong things. Now what I did is high with this big concept. No this is pre WordPress. So I went and spent a fortune getting a great website made getting very elaborate software made so that no people could not choose their work and then they can go frame and they can choose the frame and it would show them what they look like and then then the flight would be calculated depending on the frame the size of the artwork where the artist was where the person was getting it shipped to. All of this stuff really really elaborate stuff.

It cost me tens and tens and tens of thousands of dollars. Years of development I went through three developers because honestly I think I was a bit of a pain in the butt to be honest but you know I went there it was a huge investment and you know what. Every time I made a sale people said can you ring me up because I just got to talk to you to see if the artwork was what’s your artwork like. They wanted to be reassured. I got everything over the phone if I’d tested I would have known that. The other thing I did is I invested thousands of dollars getting really beautiful greeting cards made that featured these beautiful artworks on the site because I thought we’ll send that one with every artwork and I know I’ll go out and I will. You know people anybody who gets a gift or I’ll get a sandwich packets are these cards. These are so beautiful that people are just going to share them everywhere. It was really just going to my artist’s side of it it was not a business decision it was an artistic decision. The same reason with business cards you know people will make these beautiful beautiful business cards and they’re not necessarily going anywhere to keep them out. So that was a big mistake I won’t spend a lot of money on things that were not going to work. So in the second business what was the lesson I learned. I did not spend money on things unless I knew it was absolutely essential and I did my research to find out it was the most cost effective way to do it.

So while the time I sort of Wonderful Web Women were oppressed was not really being used it was just been used for blogs but not for membership sites. So I found out what membership sites software I wanted to do. I was very nice to my husband who I talked to helping me learn how to put it all together so we could both do it and um and I went and sold heaps of stuff on ebay went around our house and just sold stuff on Ebay so that I got the thousand dollars that I needed to start it up and that’s what I did. There were no no business cards and get business cards for you because there were none and nothing was elaborate. So I just built up and Hill you know and every time I could see that I needed an investment that’s what I would really really look at it. Now now I’m also very strict. You know I had a book keeper before I even had any income because I wanted to know exactly where my expenses were going how my cash flow was and making sure that I wasn’t spending before I had it. So yeah that’s my my thing. My action point for you is have a limit where you’re spending your money. Are you going for example. Well Janet uses Infusionsoft all the big guns using FusionSoft. Sure it’s hundreds of dollars a month. I’m going to I’m going to use that from the beginning even before I’ve got a customer.

This is a really typical one I’m giving you as an example you know that’s one of the things I do with my clients as we work out the cheapest way for you to get started so you can test your concept then you’ll know if it’s going to be worthwhile you spending money on the top of the range you don’t need to. We just I used PayPal PayPal and a Weber was what I used for years and years and years we did hundreds of thousands of dollars through Paypal before we got proper shopping cart. So starting small. Where are you spending your money. Let’s look at the next one.

Now lesson number three, why my first business failed and my second one succeeded. This was the death knoll I got my target market all wrong. I thought that my target market was the artists now the model was the artist paid me 50 bucks and that would get all of their artworks up on the site and then when I made a sale I would get 40 percent commission. Now that’s the standard commission. It was then for art galleries to take off. When they sold out for artists like retail retail other art galleries are shops they retail shops so that was their markup. So I used exactly the same model but you know what the artists were not my target markets my target market were the people who were going to buy the artwork. Like do you know I had this whole thing I would build it they will come. Now that was a huge mistake. I confused my suppliers with my customers. This was the death knell of that business.

You know I made a huge mistake I made that mistake and I didn’t really realize it until I was broke and it wasn’t until then that I started listening to what my clients wanted and it was too late by then know I had already lost the money and you know I’d already lost the energy and the enthusiasm for the business. So this was a big one. Now with the second one I did not make this mistake again. In fact I was probably cautious for a long time because I was not making this mistake again. So the very first thing that I spent a lot of time to competitor research with my first business I was too soon. They weren’t any help. Every time I got anybody that started up online as a competitor I would ring them up and thank them because nobody ever thought about buying out on the Internet there were too many hurdles to it. So you know I started too early but I was being really really careful when I started wonderful Web and I spent a lot of time doing competitor research. I also and this is a classic is this is pre Facebook so I didn’t really have anywhere to be able to find my target market. So my target market was also at these events that I was going to learn how to market online. I was going to those events where there’s lots of speakers talking about how they built their business on the Internet. And my target market was they’re getting frustrated because there weren’t any checks on stage and wanted to know you know what the win was with this concept how did they do this how did they do it differently.

And so that’s where my target market was and where do you think my target market was when they were at these events. Well I can tell you at lunchtime they were all lined up in the big long line trying to get into the women’s toilets and of course along that line they would be stopping and they’d be talking to each other. So I was not making that mistake again and I had no pride. So I went along that a line of women who were queued up for ages a captive audience with my MP 3 recorder because I didn’t even have a phone back then and I went along and recorded them saying tell me what’s your biggest frustration when it comes to building your business on the internet. If I could find the most successful women in the world what would you like me to ask them. So I did that for months after months after months all of these events I knew my market exceptionally well I knew who my target market was. I knew that there was a demand. So that’s why when the first business went Wonderful Web Women took off. Man did it go well. Okay. So my question to you have you got the right target markets. Have you really got the right target market or if you’ve got the people who you think need you but are they going to spend the money. Are they hungry enough or what you can help help them with.

Now this is one of the things that I do with my programs in fact I’ve developed a really unique system called profitable Avatar Cortright that gets you super clear on your four Avatar types and will help and you will know exactly which ones are the most profitable and what to offer them. Now every time I take people through this particular system they have huge ahas and can restructure their business and their marketing is so much more spot on. Ain’t nobody gonna make that mistake again. Okay so that’s my question to you. Have you got the right time. Michael I make the third mistake that was the third my fourth mistake that I made is I assumed that I knew what my real customers wanted and what they didn’t want. You know I really did not do any research on the people who were buying. I thought I had you know I did you know a bit of you know looking at you know reports that had been done on the state of art in Australia blah blah blah but it was really superficial stuff and I was really just looking for information that reinforce that I had a good idea. I was very very biased. If I had taken the time to really get to know them I would have had a lot of great insights. I didn’t start doing that until about the third year in when I started going out to the people who buy art. I started going out to companies that buy art you know that would by buying art so for hotels and things wasn’t till then that I started talking to them and realise you know this what I’ve set up is not going to make life easy.

You know one of the things I did discover at the end was people were really interested in renting out especially if they were doing up their homes and renting their art in order to be able to their homes to sell and they either moved or they didn’t end up selling. They would buy their work because they’ve got to live with it. They wanted it so it was that was right near the end when I found that that was that actually started to work. So there you go that’s an idea for you if you’re in that market that actually back then worked really really well by that stage though I had discovered that there were much easy ways to make money online and so I sold the business and with that idea to be able to give to the next person who promptly ran it into the ground. Okay so with me I know I told you what I’d already done that research there in the toilets and what I also do is I continually see these people join my mailing list. I had a quick survey that asked them what their biggest frustrations were. I continue to survey my email list at least once per year. Really good idea on what it is that are their issues and responded to that. That’s how I knew that after about eight weeks my clients want to know not just from all of these women who I’d been interviewing they want to know how I did it how did I manage to do that in eight weeks.

So I developed my first two thousand dollar program because I listened to what my clients wanted the Romance Your Tribe program and my Romance Your Tribe’s system has come specifically from listening to my clients who were saying I want to know step by step how to do what you do generally in the way that you do it. It’s only come from listening to clients and that’s why my business has changed quite a bit over the years. It’s always been in response to what my clients want. So my question to you is are you continuing to survey your clients are you listening to them. Are you analyzing then what they’re asking for and to see if this fits in with what you can be doing. Is your market changing. Are you on top of it. How connected are you to your customers and your potential customers. So this is one of the things that I do with my clients in my Attracta tried coaching programs is you know we’re going to get super clear and really getting to know your target market so that you know that you will hear saying things like it’s like you’re in my mind you know exactly what I’m thinking. It’s good you sure. So yeah that’s that has been core to the success of Wonderful Web Women and then Romance Your Tribe absolutely core because that I’m not making that mistake again. Now let’s look at what else have I got here in my notes. Two more things that I did wrong. Okay. Now you might do this. This is this didn’t make the business fail but it made me not have the resilience to continue which ultimately leads to failing is I tied my personal identity to my business identity. Now I’m not talking about personal branding here I’m talking about self worth.

So I stuck with a business that my if I had been stepping back and not seeing my identity as being related to how successful business was I would have recognized that the business was not working and I would have approached it in a much more detached logical way to see why but at the time I was cool you know I was this Jannat that was really arty and had this really really awesome online business to do with it. I mean that’s very very affirming and it was a core part of my ego. Hey I told you I was going to be transparent and vulnerable here. But when the business didn’t work if I was going to be tying my identity and my super coolness with that business when the business didn’t work who was I. My confidence took such a serious serious blow. And I’m a very very persistent resilient person so I kept on going but if I didn’t have so much ego and identity attached to that I would have been able to be detached and make wise decisions. So what lessons did I learn from that. Now with my business. Sure it’s a it’s a personal brand so I am still very associated with it. But I nailed it my system my models are the star. That’s why this is Romance Your Tribe not Janet Beckers because it is my Romance Your Tribe model that is get success for people. I stand back and treat it like an experiment. I mean truly it is still very much a core part of who I am. But the business success or failure is not my success or failure not my self worth. If something doesn’t work well it means that I can look at it dispassionately and see why and change it.

You know you may not realise that for example my cool cats video Academy which has been responsible for helping hundreds of people to be able to create weight you know great videos get confident you know it’s a successful program. When I first launched it zero sales but because I could look up as an experiment and dispassionately I was then able to see what went wrong with the marketing tweak it and then it took off. So you can’t do that if you’ve got so much of your ego that you’re just going to go hide underneath the doona because it’s all about you. So my question to you is how much are you tying your self-worth to your business how much of your ego is associated with saying what it is that you do in your business. Because this is going to make it very very difficult for you to make the tough decisions in your business and you know what if that’s happening and you put your confidence has been crushed. It’s okay it’s okay. That’s a core part that I do in my programs is all that mindset stuff because I know at what point in the progress in your business certain things are going to come up and there’s ways around that there’s ways around that. So you know be kind to yourself and step back and the last one.

Number six is, you know, that I did it all on my own. What a crazy slow way to do it. You know I did a one day workshop that was run from the local Business Enterprise Center on how do business plan. That’s the training that I had for starting up and then I just try to work out everything else myself you know about branding about going online about marketing and all of that sort of stuff no wonder I made so many mistakes. No wonder I lost hundreds of thousands of dollars of poor or poorly invested money and at least 6 years of really hard work that could have been spent on something that was making me money if I had got a mentor. If I had invested in coaching programmes or in products that were going to help me specifically learn the thing that I needed to do I would have saved myself a lot of money and a lot of time I would be a lot further ahead now. Then I would have been a lot less wise of course. But you know now. So what did I do in the second business. Right from the very beginning I identified where were the gaps in my knowledge and my skills and then I sought out who was the best person who knew how to do that and I paid them. I paid for programs to get coaching. I paid for people who could help me on very specific technical things. I paid or I did contra’s for things that I knew that I needed to help with and so you know that made the big difference because I knew that if I had to try to work it all out myself it was going to be a really really slow path and it was going to cost me more in the long run.

So now you know I spend thousands of dollars every year sometimes some years tens of thousands of dollars on mentoring on coaching in purchasing programs for me to master a specific technique on programs that I’ve got to do or mentors and I’ve got to do with my mindset and keeping me strong and with my self development I don’t see those as you know as luxuries these are absolute necessities for me to be able to move faster so but they’re all wisely chosen. It’s not just on anything. There always are things that I need but I continue to invest in that because I know the fastest way for me to get from A to B is to find somebody who’s already gone there and make the mistakes already and can show me the shortcuts. So that’s my question to you. You know are you just just see if I’ve made my notes here yet. Are you doing that are you going to workshops are you finding the people who can help you or are you trying to do it all on your own telling yourself that you know this is the cheaper way to do it. Because up until now it doesn’t it is not cheap in the long run it truly does not. Yes so they were the six made mistakes that I made that made that my first business failed and my second business took off straight away. Like within eight weeks of launching Wonderful Web Women I had already replaced my previous 12 months income. I had already had a list of thousands of people I had already sold this program that people were asking for. I had already sold memberships to something when people sign into the membership area. There was nothing there yet because I was still just testing to see if it worked right out.

You know I had won an award for best membership site in the first eight weeks I had been in I had people contacting me from around the world asking me to coach them. I didnt even know what coaching was all within eight weeks because I took those lessons from that first felde business and these six lessons and I did those changes just share with you. So it makes a huge difference. So now let’s just do a recap on what were those lessons and what can we do. So no one is test your concept starts small. Don’t waste your time using a lot of energy and a lot of money building up to big business unless you’ve actually tested that you’ve got the right business model and you’ve got the right marketing. Number to be super careful with your money don’t spend it on frivolous things that aren’t going to result in you getting sales. So when you’re starting out make sure that everything that you spend is actually going to result in you making money faster or at least testing your concept faster so you fail faster and move on. So be very very careful with your money and keep track of that market research. Absolutely do not scrimp on doing your market research and you compare it to research. You need to know that you know your market not before. Keep on asking your customers keep on not just doing the market research once continue to do that. Keep on listening. Keep adapting. Otherwise you will be left behind. If you’re not changing and adapting with your clients and just staying stagnant you’re actually falling behind.

Number five Trichet this is not an experiment or experiment that you care about but treat it as an experiment so that your ego is not so wrapped up in what your business is. You can and you are in your business if you treat it like a fun experiment and Number Six is short cut short cut the heartache and loss of money by getting mentoring and finding a community now that’s where I can help you. You can check out the free training that I’ve got you can come and join our romantical tribe free Facebook group. You can come and join me as as I’m as a paid mentor as part of my programs in the writing styles in our attract your tribe and any other programs that I have developed probably by the time you’re watching this so you know make sure that you’re going to be making the most of resources that are available to you. Whether that is short cutting through paid coaching and mentoring or whether you’re at least going to be taking part in what kind of community has been around so you can tap into other people to help you as well. And so I’ve got great resources to help you to do that. So do it just make the most of all of the opportunities that you’ve got to short cut your your success because you know what you do not have to be on your own. You don’t have to be making mistakes on your own and there are people here that are going to help you. So that’s my six reasons why my first business failed and why my second business succeeded.

And I do hope that this has helped you to be able to make sure that your business is not going to have to go through that heartache and you are going to be able to keep those goals and create that business that’s going to make a difference in your life and the lives of the people who you help create. As always please I’d love to hear from you. This has been a particularly vulnerable episode for medical to create what I would truly appreciate if you would take some time to give me some feedback and tell me a ahas that you’ve had from what I’ve shared with you today. Okay. Bye!

How Long Should a Coaching Program Be?

How Long Should a Coaching Program Be?

If you’re a coach, consultant, or someone who offers their services and advice with the intention to help your client reach a certain goal over a period of time,  then packaging your services into programs is important.

But how long should your programs be?

1 month, 6 weeks, 3 months, 6 months, 12 months or longer?

That’s what this week’s episode is all about and I’ll share with you the common mistakes people make when deciding how long their programs should be, and how to decide what length of program to offer.

I’ll also share the evolution of my coaching programs and share with you some of the mistakes I made specifically around the ideal length of time for each program.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below.
Never miss an episode. Click here for all the ways you can subscribe.

Click To View Show Notes with Timestamps

[00:02:08] With coaching programs, we’re looking at more than just how long should the program go for, the best length of time. We’re looking at things like what should be in the program, who is the program for and how much you’re going to charge.

[00:03:48] I know that in order for you to get the best results in what we are aiming to achieve together, you’re going to need twelve months to do it really well. If we do it for any less, I’m going to letting you down. So that’s why I can only go for twelve months because I know from experience that’s how we get the results.

[00:04:42] in a program where we are really totally going to build up your brand online, we’re going to work at your packages, we’re going to launch, we’re going to be bringing in new clients, really position you with a system that you can rinse and repeat, to do that well it’s going to take us more than three or six months.

[00:06:12] The problem here is if you are offering an hourly rate, people stop focusing on the outcome solutions that you can get for them and start focusing on what do they get per hour and they start focusing on bringing value judgments on how worthy you are based on how much you’re charging.

[00:07:19] So exactly the same right different people are going to have different response. So you don’t want to be having your worth being judged by what other people have as their baggage around what an hourly rate is. So, take that out of the picture.

[00:09:19] You may very well just have one coaching package and that’s what you do, and that’s OK.

[00:09:43] The important thing here is you have to think of what are the outcomes that you can be achieving for your clients in specific time frames.

[00:10:33] So number one, think about what are the outcomes that you can achieve for people then I want you to think about “OK, for me to achieve that with somebody other very specific outcome or something that is broader. What is the best amount of time for me to get those results?”

[00:11:24] The other side of it is you will get people who really struggle and it could be for external factors in that they have a lot of other commitments all the time and it could also be for internal factors that they’re doubting themselves, they’re self sabotaging.

[00:12:26] So number one, you always make your decision on what is best for the clients and then you make your decision on the length of time based on your experience with the high achievers, the people who are struggling in the middle and go slightly to error on the side of caution.

[00:13:02] Being best for the client does not mean being the cheapest. It does not mean being find the way that you can to be able to give them as much as you possibly can.

[00:13:17] Being the cheapest doesn’t necessarily mean that they’re going to get the best results. They may not value what they’re doing or also in order for you to be able to cheaper a level may mean that you can’t get the services you want.

[00:13:28] The other side of doing the best for the client does not mean bombarding them with heaps and heaps and heaps of stuff because you can overwhelm them. There’s a fine line between over deliver and overwhelm.

[00:13:43] When it comes to best for the client is what is going to get them the best results and if that means that it’s going to have to be a longer program or more expensive program, so be it, as we go there.

[00:14:43] I did what many people will do and I did the hourly rate and it’s really not a good way to do it because it means that you continually trying to make the sale of the next session.

[00:18:01] What people tended to do is they only had 3 months, 12 weeks to get something done that they tended to really burn themselves out.

[00:20:29] Think about what you can achieve in that time and know that you can do well and that’s what you can be promising.

[00:20:36] If you know the people you work with they you get the most joy out of and that you know that you got to get the best results for your clients is longer then make it longer. That’s how to make a decision.

[00:21:53] Somebody who’s really struggling with external time constraints or with internal sabotage will take longer.

Read The Transcript Here

Hello and welcome! Janet Beckers here and it's great to welcome you to this episode of Romance Your Tribe Radio.

Today, we're going to be talking all about coaching programs and specifically what's the best length time for them. How long should they be? If you are a person who may be a coach or you may be consultant, in fact anybody that when you work with your clients, say providing some kind of service or advice that you know it's going to take more than just one time to get a result for them. It's going to take more than just giving one hour of your time. If they really want to get the outcomes that you'd know that you can help them to achieve, if you know it's going to take more than just one session then this episode is for you because you need to then be going and saying "This is the best length of time for me to get the results for you."

So let's have a look at "Why". First of all, you would even need to have a coaching program and let me have a look at what kind of people would be running a program rather than just providing, booking in for hourly rate. And also, they need to look at the different lengths of time the program could be running for and what kind of outcomes you can be expecting to achieve in that time. So you know what is the best length of time for you to run your programs.

But first of all why is this topic even coming out. Well, for me it's for two reasons.

Number one is, this is something I do everyday when I'm working with my coaching clients. When I work with people who in my Rising Stars Coaching Program, the people who get to work closely with me, these are things we're discussing overtime and when I'm working in my training programs this is one of the things that we really cover in detail. Now, with coaching programs, we're looking at more, of course, than just how long should the program go for, the best length of time. We're looking at things like what should be in the program, who is the program for and how much you're going to charge. These are really important things to have as well. But today we're going to be looking at this cool one because it's one of the ones that you really need to start with and we'll also look at some of the problems that people come up with mistakes that they make when they're deciding how long are we going to run the programs for.

Now, the other reason why I wanted to talk to you about this is, this is actually a question that came up when I was talking to somebody who was looking at joining my Rising Stars Coaching Program and a question that she asked which is not an uncommon one at all, it's one that I've been asked over the years. I'm going to a little bit of details soon about how my answer to this question has changed over the years. And her question was "The Rising Stars Coaching Program is a 12-month program. But you know what, I don't want to go for that long. I just want to go for a shorter amount of time. I just when I have a little bit of a commitment, I feel tied in going for that long. And also, if I go for a short program it's going to cost me a lot less. Can you just offer it to me for a three month program or for six month program rather than 12 months?" Now, my answer to that has changed over the years. But my answer to that to her now is "No! No, I won't." And she's like "Why not?" And I said well, because I know that in order for you to get the best results in what we are aiming to achieve together, you're going to need twelve months to do it really well. If we do it for any less, I'm going to letting you down. So that's why I can only go for twelve months because I know from experience that's how we get the results. And I know from experience when I have offered it for three and six months that for a program that we want to achieve these bigger outcomes it's not going to happen. And so it's in poor integrity for me to say to you "Yes, I will."

Now, there are certain things that I could be saying yes to for three months or six months and we'll talk about those in a minute. And so these could be the kind of things that you may decide is a yes for you for three or six months but in a program where we are really totally going to build up your brand online, we're going to work at your packages, we're going to launch, we're going to be bringing in new clients, really position you with a system that you can rinse and repeat, to do that well it's going to take us more than three or six months. I would be sitting to file otherwise. So that was my answer to her. And that's why my Rising Stars Coaching Program is a twelve month program and that's why we have people in there who come back because they going to get the next goal and they know that they want the support to get there so they might come for a second or third year. So, that's one of the reasons why I'm having this discussion with you today because I know that you're going to get those questions as well. And we'll talk in a moment about the answers that I used to give, why I gave them and why I don't.

Who is this can be good for?

First of all, let's look at why would you package anyway? If you were a person who provides a service, some kind of coaching are really common thing to do is to say "This is my hourly rate." And you can say to people you can, you might think that you're bundling and creating packages by saying "Well, you can have my six session package for a bit of a discount or you can have my 12 session package for a bit of a discount" and so you could be thinking "Yea, yea I have packages, you know, in terms of number of hours." The problem here is if you are offering an hourly rate, people stop focusing on the outcome solutions that you can get for them and start focusing on what do they get per hour. And they start focusing on bringing value judgments on how worthy you are based on how much you're charging. So for the exact same amount that you might be charging per hour you will have one person that will go "Dream. What do they think they're charging that for? Who they think they are? That is way too expensive, way too expensive." And so they may make that judgment that whatever comes from their background, that's too expensive. You're being greedy, perhaps.

Now, another person will see you at exactly the same amount that you're charging and they may go "That's not very much. Maybe there will be financial." I will really expect somebody that's going to give the results that I won't be charging more than that. I charge them more than that, whatever it is. So exactly the same right different people are going to have different response. So you don't want to be having your worth being judged by what other people have as their baggage around what an hourly rate is. So, take that out of the picture. So if you are charging an hourly rate, if you are making your packages just simply including a number of hours, we need to talk, Baby because we can make it so that the hourly rate is insignificant. So, the package is really really important for you, for these reasons.

Now, who could be using these packages? You know what, if you're doing any kind of coaching consulting service provision where you're getting these results, I've worked with people who might be a business coach or a life coach or relationship coach it could be somebody who is say a hypnotherapist, an occupational therapist, speech therapist, you could be somebody who's a golf instructor, somebody who is working with people for losing weight to get fit, learn some kind of music, any of those kinds of things, you can see, just covers so many different nations. It is all applicable to you. We talked about the mistake and the big mistake is going to be that you just bundling your hours. So now let's look at how long you can be running your programs for and how do you make that decision, and then I'll talk about the experience I've had in the different answers that I gave at the time to that exact same question of "Can I do this for a shorter period of time?"

So the big thing that you have to think about is when you're creating your packages and I'm saying packages here, so this isn't the end, you may very well just have one coaching package and that's what you do, and that's OK. I just have my Rising Stars Coaching Program and that's where I focus at the moment. But you might decide that you're going to have a few different packages and that is also really good, that's what a lot of my clients do, they will have different packages. The important thing here is you have to think of what are the outcomes that I can be achieving for my clients in specific time frames. So if we go back to the golf instructor as an example you might be able to help them to be able to learn apart and you might be able to do that over say a six week session. But if you then want to be able to say get their handicap down to a great number then it might take a six month period of them working with you to achieve that goal. So be thinking about it could be something very specific or it could be something that is bigger and broader what if they call is.

So number one, think about what are the outcomes that you can achieve for people then I want you to think about "OK, for me to achieve that with somebody other very specific outcome or something that is broader. What is the best amount of time for me to get those results?" Now when you are deciding this I don't want you to go and think about, well you know, I worked with this particular client and they got results like in three months and they just rocked it. They did absolutely everything I told them to do and they were really focused. So I know it can get done in three months. Don't choose that as your benchmark because there's always going to be those wonderful high achievers but they're rare, OK.

Now, the other side of it is you will get people who really struggle and it could be for external factors in that they have a lot of other commitments all the time and it could also be for internal factors that they're doubting themselves, they're self sabotaging. These are really common things that are going to come up with any kind of coaching situation and any kind of service provision situation. So you don't want to be saying "Well you know, I had somebody one person that can get everything done in three months and another person, I had to work with them for 18 months, 2 years before we finally got the results. But they got the results. But it was hard work." You don't want to be going from your extremes. You want to go the middle. And in fact you want to go to the middle and then just err on the slowest side because you want to be able to surprise people with them getting results faster. You don't want to frustrate them by going "Well you know what, somebody else got this done in that amount of time, why couldn't you?" So that's how you decide.

So number one, you always make your decision on what is best for the clients and then you make your decision on the length of time based on your experience with the high achievers, the people who are struggling in the middle and go slightly to error on the side of caution.

Now let's have a look here at what does it mean to be best for the client. One of the things that I find when I say to people we have to decide always come back and make all the decisions is what is best for the client. Being best for the client does not mean being the cheapest. It does not mean being find the way that you can to be able to give them as much as you possibly can because on one side being the cheapest doesn't necessarily mean that they're going to get the best results. They may not value what they're doing or also in order for you to be able to cheaper a level may mean that you can't get the services you want. The other side of doing the best for the client does not mean bombarding them with heaps and heaps and heaps of stuff because you can overwhelm. There's a fine line between over deliver and overwhelm. So when it comes best for the client is what is going to get them the best results. And if that means that it's going to have to be a longer program or more expensive program, so be it, as we go there.

So now let's look back to the kind of answers that I have given in the past to the question of "Can we make these program shorter and can we make it cheaper?" So let's have a look at that. Now in the past when I first started doing any kind of coaching and mentoring, it totally took me out of the blue and I have been running wonderful brave women for eight weeks when I had people contacting me saying "Can I please pay you to coach me? And I went "Sure" and then I went "What's coaching? I don't even know what coaching is and how much you charge and how do you do it." So I had to kind of work out how I was going to do that.

So to start with, I did what many people will do and I did the hourly rate and it's really not a good way to do it because it means that you continually trying to make the sale of the next session. It really means that you are not focusing on what's best for the client every time because you are also thinking "You know what, they really need another session." Now I could have convince them that they need another session because I know they need it to get the result. But, you know, you making that sale. So then I started changing it and making it that it was going for six months. But really what I was only offering was my time. We had X number of coaching sessions so there was still coming down to what the hourly rate was which is actually pretty not selling right if you think of it. It was really limited to how many people I could work with.

So my answer then was "Yep, we can go for six months but still not doing it in a sophisticated way that gave me some sort of leverage." Now when I decided that I was going to run a group coaching program so it would have components of 1-on-1, components of group and components of training material. The first lot that I do was I did it for six months and that was mainly because I want to see a lot. Now what I found after the six months is some people got results because they were very definite on "This is what I want to achieve." Other people who really needed some help to be able to get clarity on what it was that they wanted to achieve and that's okay. That's a big part of "Okay I've got choices about where I'm going to focus. Help me decide which we're going to get the best bank for my buck." For them, the six months wasn't enough because there was a time when I need decision process. And so that's where I found that the six months can't work for some people. But you had to be very specific on this is the outcome that you can get. So if I knew that I was going to be working on a specific thing and we were very narrow on what I was going to do then I could say "Yes, six months." If we really had to work out, make an analysis of their business and make some decisions, I knew that if I gotten to six months, I would have got to a really good level and then the program would finish and just when they probably needed me to support them through the launch and yet they had mentally decided that six months is when everything finished. And so for them it was very difficult to decide to invest in another 6 months. So that's what I used to do then. After a while, I had been running it for 12 months. But of course, as you can imagine you lose sales. If you know that 12 months is the best period of time to be working with your clients and you say that's all it's going to be. You're going to lose some clients because like it's too much money, it's too long. And so I thought "You know what, I've had so many people asking me can I do a three month program that I thought you know what I'm just going to go out to my list and say "I've listened to you registering people for three months and then after three months we can decide if you go ahead and of course, my conversion rate really increased. I was right. Nailed it. Why didn't I do this ages ago. This is the way to do it. And so that's what I did. I opened up my program for people to come here for a three month period. And this is what I found at that three month period, what people tended to do is they only had three months, 12 weeks to get something done that they tended to really burn themselves out. Like they would just go flat out to try and get as much as I could get done in three months. I got to the end of the three months and just exhausted. Not because I was driving them because they was just thinking "I only got three months and that's what I've committed myself to. And that's what I've just hollered I'm going to achieve all this in three months." And so that was one part but you know what I need people to be able to give themselves the time to do the job well and not put themselves at the house. The other thing that was happening is you know it got two to three months. And for the people who really needed that help to be able to analyze their business and make those decisions on the best results and then start taking action that had just really got their plan got their business plan worked out their profitable Avatar knew what they were going to offer.

But then they thought oh it's all finished now for then the next day of actually putting it all together was going to be another part of the program. So even though a lot of those people, they went on for another three months, on the six months. So they still might have ended up being in the program for the same amount of time. Their joy in that business, their stress levels were actually higher. And so I was thinking this is not best for them. So even the three month gave me a high conversion, I didn't feel that it was getting the best result for the clients. And so now it's 12 months. Now, when will three months work for you. A three-month will work for you if you've got somebody you're going you know what. This is what I can achieve in a three month period and it might be that you know, for golf coaching client for example it might be we can work out how to show you how to increase the pop in that time." But for your golf coaching client that may be going you know what I really really want to get the most awesome Handicap Haven. Well you know that you don't have to work with them for maybe 6, 12 months even longer to get those results. So think about what can you achieve in that time and know that you can do well and that's what you can be promising. If you know the people you work with they you get the most joy out of and that you know that you got to get the best results for your clients is longer then make it longer. That's how make a decision.

I have one of my colleagues who helps people with building their business and really with that mindset, he's program is two years. You have to earn enroll for two years and he feels it all the time because he can show the case studies at the end of the two years on what you can achieve. So, I hope that gives you some insights into how do you decide what is the best length of time for you to do your coaching programs for. Or it could be for your service bundling programs. And how do you make that decision. And if we go back to how you make that decision is number one, you have to look at what are the outcomes that you can be getting for your clients and what are the outcomes they want. Then when you look at your specific outcomes that may be a few different ones. What is it that I need to be doing with that client in order to get that outcome? Once you look at that then you can look at clients you've worked with before which from your knowledge and go, you know what, a super client will get this time. Somebody who's really struggling with external time constraints or with internal sabotage will take longer. So let's make it in the middle and then be conservative and always always come back to what is best for the client so that you know that when you say to somebody "You know what, I know that you would love to be out to do my program where we're gonna be achieving this. You would like to just commit to three 6 months but I know that you're not going to get the results unless we do 12." You can say with absolute confidence and they will know that you're looking after them. So I hope that helps you. I would love to hear your experiences when it comes to other programs that you have been part of, that you may have asked for a shorter time period and how did that work for you. And it may have been a good thing for you or it may be something that you may have felt that for what you wanted to achieve that it wasn't going to happen or your own programs that you may be also offering yourself. What's right for you? Have you experimented with the length of time that people are committing to be working with you when it comes to your programs? I'd love to hear from you, so please leave your comments. If you're listening here on the podcast, come over to romanceyourtribe.com where you can see the blog post that we've got that go. This is an article that will help you and a place for your comments and questions. I'd love you to be able to do that and if you have a friend that you know will really benefit from being able to make these decisions, please pass this on to them and look forward to hearing from you. Bye.

5 Steps to Create a Web Procedure Manual

5 Steps to Create a Web Procedure Manual

This week’s episode is all about How to Create a Web Procedure Manual

OK this week’s episode may not sound sexy.

I mean….procedure manuals. Really?

But you know what IS sexy?

A business that you can ignore for weeks while you are on holidays and the people you have to support you know exactly what to do, and how to solve every problem, to the exact standard you expect every time.

OK so now we’re talking sexy!

And talking about sexy…..

In this week’s episode, I talk with Pete Moriarty about what it really means to run a business.

A business you can walk away from for some time without it burning down or crashing to the ground.

The only way to do it is to systemize your business with a web procedure manual.

Pete Moriarty is the man behind ITGenius.com. He helps set up the “unsexy stuff” that most people know as the backend operations. I met him at a conference years back and he help set up the Google Tools needed to help run my business.

Systemizing your business improves productivity, consistency, and quality of service. Pete simplifies the tech stuff so business owners can focus on growing their business.

And this week, Pete shares his computer screen with us and shows us the exact software he uses and how he sets up his own web procedure manual that his team from around the world can all access.

A CEO Mindset

Building SOPs or Standard Operating Procedures for your business is important for consistency. This is important because you want to work on your business with a CEO Mindset. By this, it means that your business should be able to run in patterns and healthy routines with accountability.

Every business should be like an engine room. Customers should be coming in at front and the business should be able to provide value for them. A real business is something you can step away from for periods of time and still run smoothly even without you.

But what about if you provide a service? How can you have a “machine” model?

A way that is close to my heart is so you can systemize it is to “productize” your services. Turn lessons into videos or other information products, for example.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below.
Never miss an episode. Click here for all the ways you can subscribe.

5 Steps to build a web procedure manual with Google Sites

Before we dive in, let’s look at what a Procedure manual is and what a Web Procedure Manual is.

A Procedure Manual consists of a stack of Process Documents, all filed into folders that make sense for your business.

A Process Document explains how a task should be executed and the standards the end-product should meet. It usually contains a step-by-step of key procedures so that it can be executed by anyone to a certain level of quality, making it easier for everyone.

A Web Procedure Manual: Rather than printing it out or simply keeping it as a Word file in a cloud storage service where no one might use it, Pete recommends creating a web procedure manual on Google Sites.

Google sites are simple. You only need a GMail address to create one using their drag-and-drop interface. Anyone with knowledge of a computer can learn to use Google sites. Through this, you can create a dynamic Intranet that everyone in your team can access and edit – all for free.

Pete shows you exactly what his Google Site Web Procedure Manual looks like in the video above.

Small businesses and big organizations alike use Google sites for their web process documents. It allows you to collaborate on building a library of your processes systems. You can add how to guides, instructional videos, and everything that you would need to teach someone how things are done in your business.

It can make it easier for you to onboard new team members or act as a resource for your team when they have questions about a task or project. They can also build their own FAQs as a team.

Here’s the 5 Steps:

1. Mimic your organizational structure

When planning what to put on your site, try to mimic your organizational structure. For example, you can base it on the teams you currently have. Create sections for each department or by the type of tasks that have to be executed.

2. Write down your “jump shots”

Michael Jordan became the best basketball player by perfecting the jump shot. Your jump shots are the systems that are critical to your business. These are the things you must get absolutely right to run your business smoothly.

Identify six or eight key processes. These are the key ones that you and your team must not fail.

3. Identify your “bottlenecks”

Write down the Top 10 things that are stopping you from growing or achieving your goals. These processes are usually not done consistently and the ones you would worry about if you were to step away from your business. Write the first 10 that come to your head.

If you want to get some quick wins, your bottlenecks are the easiest place to start.

4. Systemize the tasks that are coming up every day

Sometimes, it’s the mundane, everyday tasks that could affect your ability to drawn in customers and giving them value. These tasks might be taking a lot longer than they should and a web process manual can make it easier.

Delegating tasks like this also give you more time to work on your business rather than in it. An hour or two that you invest in documenting a process is an hour or two a week given back to you forever.

5. Make sure it’s done right

After you setup your web process manual on Google Sites, make sure that your team members are actually doing these important tasks. Let them understand why it is important for them to get these right. Accountability is super important when you’re systemizing your business.

This is not something that only big organizations should do.

Systemizing your business would make it possible for you to grow your business without having to be hands-on 24/7.

I’d love to hear from you. What do you do to make sure your business is systemised so you don’t have to micro-manage your team (or even yourself if you are a one-person show).

Please share your tips below. I know other readers will really appreciate it.

Links and Resources Mentioned

Google Sites

Pete’s website

Asana

Basecamp

Read The Transcript Here

Janet Beckers: Hello and welcome everybody. Janet Beckers here with Romance Your Tribe radio and I have with my guest here, Pete Moriarty. Good day, Pete!

Peter Moriarty: Good day, Janet! How are you going?

Janet Beckers: Now, I invited Pete along because Pete’s actually been the person who helped us to be able to set up our Google tools to be able to run our business so that it’s going to be so much more streamlined. On the cloud so that’s where I first met Pete when he set that up for us and that was a couple of years ago now I think it was at a conference with James Franco.

Peter Moriarty: There was. Yes. And we helped set up the unsexy stuff we call it the back end operation.

Janet Beckers: Yeah. And you know what. The thing I mean I wanted to introduce you to Pete for a few reasons. One is, I really love Pete’s style like he’s very down to earth like a lot of times when you meet people who are into the geeky stuff. It’s very difficult to communicate with them. And they just don’t quite speak the same language. Whereas is one of those rare people that speaks geek and he speaks human.

Peter Moriarty: It’s it’s a pretty good. That’s that’s my that’s my superpower. Everyone’s got one superpower. That’s that’s my one.

Janet Beckers: Yeah. Well it’s a really it’s a really rare one to have. And so you know to have somebody that I can introduce you to that can help you to understand this stuff because there’s one thing I don’t know if you’re listening to this and you’re in business you’re online you’re You know you’re you’re taking you know going online to be able to attract clients and to make your life simpler.

Peter Moriarty: And yet for a lot of people the whole technology thing can just be the huge barrier that it just seems too hard too intimidating. And you know honestly it’s just a matter of finding nuts and bolts and solutions and just get it out of the road. So that’s where Pete comes in really handy. Yeah.

Janet Beckers: So I like to think of it as having having the right team around you. I know that for us you know we specialize in working with small business owners and many small business owners didn’t necessarily grow up with technology. Many are baby boomers and my parents are baby boomers. And when they were at school there was literally like slate and chalk. They didn’t have laptops and iPads and all of that in the classroom. And so I’m from a generation I’m I’m Gen Y where we we literally grew up with technology we’re the tech geek generation. And so I you know I love what we do because we were able to help business owners just focus on what they’re great at which is business and we simplify all the techie stuff which means that they can just focus on running their business and growing and scaling it. And the tech stuff is handled for them that’s fantastic.

Peter Moriarty: And you know what I just found really interesting because I always find you know I always forget my age like I keep on thinking every person I talk to I think I’m the same age as them.

Janet Beckers: And I was probably just after your parents I think because I didn’t have computers or anything. I did my degree and we didn’t have the Internet or it. And I’m picking up the mouse to show you because the very first time I got a computer and it had like the little thing that showed me how to use a mouse. And before you could you see I did that one there and I went oh that’s enough. That’s enough. The truth, I had to do it every day.

Peter Moriarty: All that for just one button.

Janet Beckers: Yeah yeah yeah. I couldn’t figure out the mouse. For anybody that’s thinking that you can’t run an online business if you’re not from the era where you were born with this technology. There you go. I’m proof you can do it. And I think you’ll do it.

Peter Moriarty: You can do it. You can do it.

Janet Beckers: Yeah. So Pete and I thought that we would talk about systemizing your business because this is the thing that Pete’s particularly good at. And you had a really nice way of describing it Pete about you know the productivity and the importance of having systems so let’s dive into that. And we’re going to look at the different things that you need in place to be able to have technology that’s going to support you giving great customer service and to be productive and so we’ll look at some geeky stuff but also simplify it.

Peter Moriarty: I love I love that you love that you mention service and delivering service because I think that’s one of the key reasons why you would systemize a business. I mean Michael Gerber talked in the AMAs about building a standard operating procedures manual and that is useful. Of course when you’re an entrepreneur and you want to delegate you want to get some things off your list, right? You want to pass people but also what it’s great for is delivering consistently to your customers. If you have a way of doing things that is common right across your whole business that way can be consistent. Without it having to be you know you’ve got Bob sitting in the corner and he does it differently to Sarah and Sarah does it differently from and then you know Sarah leaves and Frank takes over her role and he does it in a slightly different way. And you the business owner you’re in you know you’re trying to grow the business or you’re running around with your head cut off as we do sometimes. And you know that if there’s no consistency it means that your customers are not going to have a great experience. And so you know what I love about building this systems is not only does it give you your time back. Many many times over. As the business owner but it also means that you can deliver better and more consistently to your customers. And for some business owners there’s a bit of a hesitation with building systems and documenting them. And sometimes. You can get pushback from our staff our staff start thinking well are you going to you’re going to send all our jobs overseas or are you going to you know are you are you preparing to fire me. You know, why are you making me write down all these systems. And in some cultures, business cultures, some people are even holding on to their way of doing things you know Sarah or Frank might not want to tell you how they do it because they’re worried that they might then become replaceable. But the point is is that we’re doing this so that the business can thrive so that our customers get a better and more consistent service. But then the business can be more successful overall and everybody benefits from that.

Janet Beckers: Yeah that’s that’s a really good point.

Peter Moriarty: And then just thinking about systems one part of my system before starting a podcast is to let the dog out of the office so I need a checklist on that, Pete, because my son just came home the dogs going crazy. Luckily, I just had to lean over and that’s it.

Janet Beckers: Podcast starter. Podcast starter checklist.

Peter Moriarty: Yeah yeah yeah. So. Okay. So let’s look at. Some of the things that you would systemize. And let’s look at ways to simplify that for people because this is going to sound really I talked about at the beginning about how you can talk geek and also talk human. But true confession here I’m actually a bit of a closet geek because even just talking about systemizing and getting everything so you can delegate and it’s all organized. Secretly I get pretty excited. Not because I just love the whole idea of the technology and doing it. I get really excited about what it means for the business owner because it means freedom.

Janet Beckers: Yeah absolutely.

Peter Moriarty: Absolutely means freedom. So I want to keep that as a reminder for people when you’re a little intimidated by it is what we’re going to be talking about here is freedom for you. So let’s look about one of those. The first things that’s got to do with freedom. So when you’re working with businesses helping to systemize what’s going to be one of the core first areas that people need to look at I think start with mindset is super important.

Janet Beckers: You know we want to develop these systems and everything else. But what I’d like to say to my customers is that you want to think about yourself as a CEO of a publicly traded company and its complicated things come with that. Number one is is the ability for you to be replaced. So what that means is that if you were taken out of the business and another CEO or managing director comes in then someone else has to be able to run the ship the same way that you do things in your daily disciplines has to be repeatable, has to be you know ideally in patterns and with good healthy routines. It’s not necessarily have to be documented absolutely everything that you do but it does have to be with a certain rhythm now that not only helps you and and and your tasks but it also helps your team as well. When you’re a when you’re a leader who is actually consistent for your team members things like showing up to meetings on time. Things like keeping your team accountable not just you know not just you know giving them tasks but actually being you know holding them accountable to those tasks as well. Yeah it really helps the business. Number two you need to look at your business like like a machine like an engine room. It needs to have leads or customers come in the front and produce work, produce value for your customers and have an economic engine which is going to then produce results at the end of the day. That’s super important because if you don’t see the business like that then you may just see the business and we’ve seen some of our customers that are like that where there’s one key person there’s one person you know who’s the head of the business and the owner of the business. And they might have 20 we call them you know 20 PAs, total 20 personal assistants for just one business owner. That’s not a real business right. Real business is something that you can step away from for periods of time and it will still run it won’t crash and burn without you or so that you could theoretically be replaced as the person running the business and someone else could come in and run it. And it’s not being held up by you actually running everything.

Peter Moriarty: So that’s actually a good point because I know that there’s going to be some people who are listening to this or watching us and they’re going to go well you know I’m a service provider. I’m it. So what’s what’s your advice for people that are in that situation where they’re thinking I don’t have a machine.

Janet Beckers: Great question. There’s a book which I absolutely love by John Warrillow.

Peter Moriarty: His name is?

Janet Beckers: Warrillow and it’s called ‘Built to Sell’. And that really takes you to the journey of productizing your services. And it may include you you thinking differently about services you’re providing. Hopefully it includes you saying no to one or two things you’re currently doing but it really helps you with the mentality and also the practical steps to productizing more of your services so it’s something that you can sell and repeat and hopefully delegate the delivery on and potentially even the sales and the other operations to other people in the business that aren’t you.

Peter Moriarty: Yeah that’s great. I mean that’s something I’m really passionate about helping people do because most you know a lot of times people will go look you can’t possibly turn what I do into some kind of product or on my program where nobody else can do as well as you know I’m doing. But it can be a bit of a reality check in a bit of an ego check to be able to step back and go “Okay, well what can I do that somebody else could slip in and be a mini me and run it.

Janet Beckers: Or if you or if you’re the best in the world you can record it and turn it into a video series. There’s always that as an option too.

Peter Moriarty: Yeah. Yeah. Absolutely. Which I just that’s my favourite part. So yeah. OK. Brilliant. So I love that you start with the CEO mindset. Really really important.

Janet Beckers: So what’s next then, Pete?

Peter Moriarty: What’s next. Well let’s let’s get a bit more practical in. Next we have to build a Standard Operating Procedures Manual and what we used to do is we’d have you know a binder or a folder and we’d print out all our systems. The thing is now in the digital age everything moves so quickly that just isn’t really going to serve us. And so we want to build a digital Standard Operating Procedures Manual. Now this isn’t just a folder in Dropbox with you know with Word docs sitting in it because that’s not really enough if you built that and no one will use it. We’ve seen that tried many times. But if you are on the road to building out systems and you’ve started putting stuff in Word docs or wherever they are in. Great. You’re on your way and and we commend them. That’s good. But ideally what you want to build and what we use is a tool called Google sites to build what is effectively an intranet. Think of it like halfway between Wikipedia and WordPress. It’s something that you and your team can edit collaborate on and build a library effectively of your processes systems how tos, instructional videos, and everything that you need to teach someone how we do things the way we do things in this business so that might be onboarding a new starter and getting them up to speed with what their role is, what your culture is, how you do things in the business, what they need to know, you know, what the rules are, what the guidelines are. Or it may be a resource for your team to have an FAQ section so that you know if you’ve got team members working on a team together and you want them to be able to ask each other questions rather than coming to you for questions all the time then this is a great area where they can build out their own FAQ and and actually work as a team and help each other.

Janet Beckers: So what’s the software to use for that. So this is Google Sites.

Peter Moriarty: We use Google sites so we have a template that we provide to clients to our members and a training for every training program and all that kind of thing. To help you get set up. But it’s a free product you can go to if you’ve got a Gmail address you use Google Drive. You can create your own Google site, really super easy to do. And it’s free which is wonderful. So there’s no cost for the actual program to do it but this effectively lets you build a business intranet and the Intranet is where you start storing all of those systems and then you share it with your team members. They can all get access to them.

Janet Beckers: You know, it’s interesting that you say this because one of the things that’s really interesting it’s not just at home in if you’re in a Facebook group or if you’re in a forum or if you’re in a mastermind. I’ve had this same discussion with people who are start-ups and then in a mastermind group that I’m part of where everybody is like 7-8 figure businesses like these are big you know businesses have been very well established. We have exactly the same discussion which is what’s the best should we be using Google, should we be using Dropbox, should it be some other technology. It’s always amazed me that it seems to be something that people just can’t find the perfect solution for them. So using for you because you work with a lot of different businesses. Yeah. This is why do you see the advantages of that. I would say using the DropBox with maybe an Excel sheet.

Peter Moriarty: Documents and whatnot. Yeah. Great great question. Just just to put it out there. I mean we’ve worked with thousands of businesses and they’ve been right from start ups which are one or two man bands up to one of our customers is a 500 million dollar You know like half of a billion dollar franchise right across Australia, New Zealand. We’ve got another franchise actually 100 million dollars a year business with 100 stores all over Australia and all of them have used Google sites as well as Woolworths are one of the largest Google customers in the world. They have 300000 employees and they use Google Sites for their intranet as well. So from small businesses right up to the absolutely massive super uber successful businesses Google Sites is being used. Couple things I like about it: it’s super simple to use so it’s easy. And I think too much time is spent with people making decisions on what technology is right when you know what, you can just start with something basic and get it Version 1.0 done today and then then it’s out the door. And so yes Google is sometimes criticized for being too simple or not having all the features that someone wants. You know what, it’s better to get something done than to get nothing done while you’re procrastinating over making a decision. So that’s it that’s the critical thing. I think that’s an advantage. Secondly it’s free. It’s hard to beat free. When you’re a small business and you know all small businesses carry you know care about saving a dollar or if you’re a larger business and you’ve you’ve got to look at what’s it’s going to cost me to roll out some kind of sophisticated intranet solution. Free is Free. It’s free. So that’s great. And thirdly you know we help businesses move from the Microsoft world into the Google world for their email, their file storage, and you know we help with that journey of adopting Google Cloud. And it’s now called G Suite it used to be called Google Apps. And being that Google sites is integrated to the rest of your Google tools, it means that if I want to embed a video that’s stored in my Google Drive it can be embed it straight away, if I want to embed a Google Docs that I’m that I’ve got Google Google Drive like a sales guide or something like that which might be 20 pages long. I can embed that straight in there. If I’ve got a presentation or a slideshow and Google slides I can embed that straight into my intranet as well. So it’s not just a you know a page by page static document. It’s living and breathing. Everyone can edit and work on it. But also it’s dynamic and then I can embed that multimedia content I can embed a YouTube video or anything else and all that in a free product. Pretty impressive.

Janet Beckers: That’s good. Well that’s that’s a good point because I’ve always been a DropBox girl so. And but you know I work with a lot of people that use a lot more of the Google Suits than I do. So this is an interesting one. So that’s absolutely. I’m going to go and fight. Well it you taught me that you know it comes back down to the first thing we saw at the beginning is this is about freedom. So for me it’s always got to be a cloud solution because I don’t want to have to be taking my laptop somewhere to be able to work on my business or access a file or meeting that I’m you know that I need to be able to know that I can have my team anywhere in the world and I can be anywhere in the world and not work so badly. Yeah. So you always think back to freedom then you know what your checklist is that whatever it’s going to be it’s got to be Cloud-based that I’m going to have. So yeah. Really. So just checking our time making sure we’re going to go tight tight tight. Yeah. So let’s now look at other things that people can be using to systemize their business with the outcome of freedom and making it a better experience for your clients as well.

Peter Moriarty: Yeah look I’d say and I did want to say really quickly demo Google site so people can see what it looks like. Now some e-mails will share my screen. There’s two things I want to cover. Number one I want to cover how you can keep your team accountable to these processes and systems because that’s really important. And then lastly I also wanted to cover you know how can you get started if if you’re wondering where to start. Yeah. So let me go ahead and share my screen with you. So this is what a Google site looks like. So it just lives in the browser like everything in the Google world. And you can see here we’ve got kind of like a a starting area. We’ve then got a news guide which is our onboarding guide for our new team members. So if I open up a page like Your First Week and we’ve got an area of the business where we take our new team members through all you know what their classes are. I mean we actually have a truck onboarding with over a number of days. And so all of the all of the onboarding all the videos and which all of the training that they’d go through is all documented to lead to the down to the minute.

Janet Beckers: Wow, that’s impressive.

Peter Moriarty: That’s all simple and straightforward. Anything for anything. It means that we edit in other bits and pieces there and then you can embed an image with it. So this is a bit of a front page this is our Team and Values List. And so we make sure we share. This is when we do our our team catch ups which we do once every six weeks oh sorry six months for the whole company together. And what are our what are our company’s values. You know make sure we embed those from day one for their duties and go through things like you know what’s our whatever organizational structure and what does that structure look like for our company. And just like any thoughts of it it’s going to be there and not be scared on their first day or their first week to make sure that they really feel like they’re part of the family. And after that onboarding we get into the day to day stuff. So you know in the sales area we’ve got pages for you know we’ve got sales guides for each of our different products. We then like educational training content, statistics and KPIs. I’ve got graphs embedded which if you’ve got a spreadsheet in Google Sheets you can have graphs that automatically update while they’re embedded here in Google Sheets they can build out a bit of dashboard. So there’s lots and lots of stuff here. For anyone who’s on our sales team have got absolutely everything that they might need there. For anything that they’re doing in their role.

Janet Beckers: That’s brilliant and the nice part about this is it can grow as you’re growing.

Peter Moriarty: Yeah.

Janet Beckers: So I guess the big challenge there is for people to be able to really work on file structure so it makes perfect sense.

Peter Moriarty: Keep it simple like you know we say just you know mimic your organizational structure. If you’ve got a sales team, if you’ve got a delivery team, if you’ve got a customer service team, or operations team, just mimic that structure. Keep it simple. We can help with structure. We’ve got a, you know, our template educate you on how you can structure things that we can hold your hand through that. But don’t ever worry too much about what the structure is and have that stop you from moving forward.

Janet Beckers: Yeah.

Peter Moriarty: This is only one piece of the puzzle here Janet. This is the how to do stuff. This is the documentation part. And you know building that out of important getting your team members involved is important. We’ve got strategies with that we can teach you how to write really great business system that’s all important but the next step is accountability. The next step is actually making sure it’s done right. So if it’s a really hard task and do it every Wednesday at 10 AM, How do you know that that’s actually being done? And what we have to see our clients use for that is some kind of task tracking system. Now you can use whatever system you want it might be Asana, it might be Trello, it might be teamwork dot com, it might be podio, whatever you know whatever your flavour is that doesn’t really matter. As you use it. Again we say keep it simple. I like Asana and that’s a s a n a dot com. We like that because it’s free for up to 15 people. Again you can’t beat free.

Janet Beckers: Yeah.

Peter Moriarty: And it’s simple to use. It’s got a nice easy interface and it’s got your stuff come through your mobile phone as well. Now you set a repeating task in a tool like Asana and you can actually link from that task to the process in Google sites which page will have a URL, you just drop it straight into the task.

Janet Beckers: That’s fantastic. It’s like this is right from the very beginning. So I use base camp. I would go and get Base Camp now because I think it’s cheaper way to do it. But I’m on the Old, classic system. So we’ve got a good rate. But the thing that I love about it is you can go through and you got your to dos and I always go through you know at the beginning of each day and just make sure, okay have I heard that from that one, that one, that one, that one? And it comes back to being the CEO mindset, doesn’t it? So you know this can’t be anything about well we talked about it or it was it was in one of the e-mails or something.

Peter Moriarty: Keeping accountable. I love that.

Janet Beckers: Yeah.

Peter Moriarty: Well a number of the top engineers from Base Camp left and started teamwork dot com.

Janet Beckers: Oh, did they?

Peter Moriarty: Yeah. About three oh no, God. Probably four five years ago now. A little trivia. So. Yes. Absolutely. The accountability is is super important. Now people might be thinking well you know where do I start. You know if I don’t have any systems or if I were only got one or two systems written you know how do I start. And there’s two easy ways to get out of the systems. Number one is writing down your critical processes and we call them jump shots. So Michael Jordan greatest basketballer of all time. He didn’t perfect the double back flips slam dunk. He perfected the jump shot and he practiced and practiced and practiced and practiced and practiced the jumpshot till he was so good it was a part of him and when it was a couple of seconds to go in the game the team get the ball to Michael and BAM. He’d nail the jump shot and would win the game. Identify what are your jump shots in your business. Identify six or eight key processes the key ones that you must not fail. That must be perfect every single time. For you, it might be answering the phone. It might be. You know what happens if there’s an injury in the workplace. If you’re a labour hire a business it might be getting your payroll and your time sheets right. But whatever’s absolutely critical in your business, make sure you’ve got those identified. And those six to eight key processes we call them jump shots. They’re the ones you start with. If you don’t have any processes written right down as your jump shots.

Janet Beckers: I like the term.

Peter Moriarty: Go to your team and you go, “Hey,” and explain to them, “These are our jumpshots. These are these are the things that if we stuff up then our business is dead. It’s gone.” You know if you’re a lawyer it’s going to be reconciling your trust account. Right. Things like that that could kill the business if something goes wrong. So that’s the first thing you do, your jump shots, and you share those with the team. For us for we’re a service, IT service business so our process of managing support requests is one of our jumpshots.

Janet Beckers: Right.

Peter Moriarty: You would see four hundred support requests per week. And so if we’re not nailing that process.

Janet Beckers: What a nightmare. Yeah.

Peter Moriarty: We would we would cease to exist pretty quickly if we just would not even work at all. So that’s number one. Second step is bottlenecks what are the top 10 bottlenecks to you growing and achieving your goals right now. So these are processes that are not documented or processes that are not consistent or processes that you’re doing as a business owner that you shouldn’t be doing. Write down 10. Just that the ones that come off the top of your head. Imagine you went on holiday for a week. What would go wrong with you not being there day to day? That stuff.

Janet Beckers: Yeah.

Peter Moriarty: When you have a day off. What do your team call you about? What problems pop up? They are your bottlenecks and your top 10 bottlenecks are the easiest place to start. If you want to get some quick wins in getting processes off your plate. If you want to do one for a month don’t worry about don’t worry about systemizing that just yet. If it’s like something you do for half an hour once a month. Don’t worry about it. Do the ones that are coming up every day.

Janet Beckers: And you know what. For people who were listening, “Were you thinking ‘Well I don’t have a team. I’m a solo-preneur. I might have, I’ve been thinking about getting a virtual assistant or I’m thinking about that’.” The thing that I found when I started out because I couldn’t afford to have a full time assistant so I just brought in a virtual assistant who I basically stalked her in a forum and I thought she knows what she’s talking about and she’s got VA written in her forum name. So hounded her until she said “all right, I can only work for you for a few hours a week”. That’s fine. One of the first things I got her to do was write. There’s things that we have to do every single week that are getting repeated. And they have to be done really well. Otherwise there’s too much chewing and throwing you know. And so I know even though I love systems, I’m not a detailed person so if I was left up to me to be creating all of these, it’s not going to happen. I think you know the main bits or I can talk it into a recorder but when it comes to creating all of this if it’s left to me, it’s not going to happen. So the first thing I did was I would documented either by word or video or just the dot points. And I really paid her to start off with was to write those procedures in a way that somebody else could take over so that I never had to touch them again. And so once I really only took a few weeks of me paying her till I was so systemized that I really only had to check in once a week to make sure that they were done because we had a checklist so them.

Peter Moriarty: Love it.

Janet Beckers: Meant that I could then use her time for other things. And so if you’re at this point were you thinking “This does not apply to me, I’m too small”. That’s one of the best investments I ever made was getting somebody to make it so that I could then replicate and get somebody else to come in. And I didn’t have to get them to work too many hours ’cause they just had to follow the list. Super easy. So start well before you think you need to do it. It’s going to. That’s my big contribution to this, to our discussion is I don’t think that this is only for bigger businesses. It is.

Peter Moriarty: Absolutely.

Janet Beckers: Right there for you. Right from the very beginning.

Peter Moriarty: Yes. It’s really easy to find those part timers if you’re starting with your first helper in the business. And you know if you think if you’re spending an hour a week or two hours a week doing a process. If you can spend an hour and a half, once, documenting it as you do it, and it might be as simple as hitting record on a screen sharing application and just recording a screen and talking over it. You record that once, then that’s off your plate. You just gave yourself an hour a week forever. So that’s 50 hours a year that you do you just got back and then you just do it again and again and again so you’re investing in your time, documenting these systems, but then getting those occupied.

Janet Beckers: Yeah that’s fantastic, Pete. So I’m very aware of our time here. So we’ve done well so just to summarize for people you know the systemizing means you’re going to get freedom. And it also means that you’re only providing a more consistent service to your clients and you’ve got a business at last. So the things that we really looked at is you know your mindset you gotta have that CEO mindset you’ve got to have those systems in place. Pete’s given some really good advice on the simple free technology that you can be using to get started and really get started before you need to and make sure you are using a system to keep people accountable. There’s is no use having systems if nobody is using them.

Peter Moriarty: Absolutely.

Janet Beckers: So, yeah. Thank you so much, Pete. Now, for people who are listening, um. Pete and I have, you know, Pete he loves what he’s doing. When I say, “Can you come on to the podcast” he’d say “Yeah, sure, I’ll be there” and he loves what he’s doing. So one of the best things that’s great feedback for us is if you actually take action, and if you take your time to just get in contact with Pete. So whether you’re gonna be stalking him on Facebook, or if you’re gonna go over to IT Genius and just drop him a message and just say, like, just share what was the “Aha!”  that you got and what action did you take. It’s fantastic feedback for us. You know, because very often we feel like we’re talking but we actually don’t get to have that feedback. So that’s really the best gift that you can give us as a Thank You to Pete. So, thank you so much for your time, Peter.

Peter Moriarty: Janet, thanks for having me. Ah, yeah. Thank you, everyone, who’s listening in.

Janet Beckers: Yeah, and just also where can people go to, where’s the best place to find you?

Peter Moriarty: Best place to get in touch with us, you know, what we do is we help small businesses get their IT “unmessed”.

Janet Beckers: Unmessed, love it.

Peter Moriarty: You know, running well and consistently and simply and, you know. Pretty much anything in the Google world, in what we call Google Cloud or the Enterprise world. So the unsexy stuff like file storage, emails, and DNS, that techie stuff getting your backend operations forward and efficient, that’s what we can help with. ITGenius dot com, that’s the best place to get in touch. We got a YouTube channel with videos, we’re on Facebook as well. But if you’re interested we have right on our homepage, it’s right up top, our Essential Cloud Apps Guide. That we say guarantee to boost your productivity because they are. So jump on our Essential Cloud Apps Guide, we always get that up to date with what we believe are absolutely essential cloud apps for all small businesses. If you need anything from our team, just get in touch. Always happy to help.

Janet Beckers: That’s brilliant. Excellent! We’ll put the links down below here on the website as well so if you’re listening on the podcast, you can come over to Romance Your Tribe dot com and you can get the links to all of those things, the books and everything, all the things we talked about today you’ll be able to find them there. So thank you so much for your time, Pete. Thank you so much for everybody there. Thank you so much. Take some action!

Peter Moriarty: Thanks a lot, bye bye.

How To Protect Your Confidence in Business

How To Protect Your Confidence in Business

Here is a riddle for you my preciousssss

(OK if you’re a Lord of The Rings fan, you can totally geek out as I attempt to channel Golum).

What am I?

“I am the most precious thing you have in your business
but the one thing most people take for granted.

I am the one thing many people feel comes naturally to some,
and never to others.

I am the thing most assume comes as a RESULT of success,
but in fact I’m essential BEFORE you can create success.

I can be strong and powerful
But am fickle and vulnerable

I am the one thing you need most to protect.”

What am I?

I am Your Confidence in business.

Success in business requires you to move out of your comfort zone. You constantly need to do things that stretch you and possibly scare you. In my experience, when your confidence goes down, your ability to take action and maintain it will constrict.

Believe me, this is not a “nail it once” thing.

Confidence requires consistent nurturing and protection.

I see the same challenge in new clients who are in the start-up phase and wonderful mastermind colleagues who are in the multi-million dollar phase.

It can take a hit when you least expect it and if you don’t have a strategy to recover quickly, you will lose the momentum to achieve your goals.

Watch the short podcast video below to learn a simple but powerful strategy I recommend to actively protect your confidence in business.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below.
Never miss an episode. Click here for all the ways you can subscribe.

Introducing The Book Of Brilliance

The reality is that you are in control of your confidence in business.

You do not need to leave it to chance.

When you take a knock in your confidence, self-doubt comes in and you wonder if you’re good enough, for example, to be trusted or to “charge this much” or just capable to do what you have to do to succeed.

Here’s when your Book of Brilliance comes into play.

Decide what your Book of Brilliance will be

You can use anything for your book of brilliance. You can choose a scrapbook, a journal, or a notebook or even just scraps of paper. It can also be digital if you prefer it that way. The important thing is for you to have a location or something to look back to whenever you experience self-doubt or need a boost of confidence.

This is going to be your Book of Brilliance.

Now, create a beautiful brain dump of all the things you’ve achieved over the years

This can be things are good at, awards you have received, or the relationships you have with people. Go all the way back to your childhood.

Think of the milestones you have achieved in your education, your career, or in business. You can also include things about your personal life like your hobbies, sports, organizations, health, and relationships.

You can also add the things that people who have told you you are good at.

Ask people around you

No matter how hard you think about it, there will be things that you have missed. These are things that you might not think you have done well enough but for the people that matter, you have. Allow them to tell you. In fact, you can give them the book and let them write in it themselves.

Ask your clients

Approach the people you have helped to achieve success. Ask them why they want to work with you. Let them tell you what it is about working with you that they benefited from.

When people give testimonials or say something great about you, you can also print these out and add them to your Book of Brilliance. Thank you cards or notes can go in there as well.

These are proof that you are indeed good enough to go forward and take that next big step in your business.

How it works

When you start to lose confidence, you begin to forget everything that is wonderful about you and even the great things you were able to do. You forget your expertise, your cleverness, and you’re going to need something to remind you of that.

That’s when you turn to The Book of Brilliance to remind you how truly capable and brilliant you truly are.

My Challenge to you

Go and find a book now. If you want to do a digital book of brilliance, create that folder. Then, take the time to fill it up with all the things that are wonderful about you and proof of what you are capable of. Take the time to work on it. You may do it in small increments or spend a lump sum of your time. Set it as a priority.

You may spend a huge chunk of your time working on it, but when the time comes that you need it, you will be very grateful that you did.

Show me your Book of Brilliance and tell me how it personally helps you build confidence in business! I would love to hear more about how it has worked for you.

Why not join us over in the private Romance Your Tribe Facebook Group and share a photo of your Book of Brilliance with me and your peers?

We’ll celebrate your brilliance as well.

Read The Transcript Here

Hi, Janet Beckers here! Today we’re going to be talking about thought actually the one thing that I am absolutely clear on that is essential to you succeed in business. One big thing and if you cannot master and maintain this one big thing you’re not going to succeed. So we have to talk about what that is. And I’m going to give you a strategy that works really well to keep that one big thing working really well for you.

So what is this one thing that is absolutely essential to success in business? That is confidence, your confidence in yourself. This is the one thing you need to protect and nurture proactively in order to be successful in business. Now I can tell you from my own experience from my experience of being fortunate enough to have masterminded with some amazingly successful people in business and also been fortunate to have men toward hundreds actually probably thousands literally thousands of other entrepreneurs. That is one thing is confidence and if you your confidence falls now then your ability to actually take action and maintain it will constrict. So this comes down to really pushing yourself out of your comfort zone now by pushing yourself out of your comfort zone. You have to back yourself if you’re doing something that stretches you and lets face it most of the things that you’re going to be doing as you grow your business will really take you to move out of your comfort zone.

If you’re going to be moving out of your comfort zone it all comes down to you doesn’t it. It’s the buck stops with you. Are you capable of really doing what you’ve what you’re setting yourself to do so as long as you are feeling confident in yourself you will keep on taking those steps. Now let’s look at the flip side if you stop believing in yourself. If you stop having the confidence to step out of your comfort zone and do those things that you’ve set yourself the challenge to do the opposite is that constriction and playing small and efficient place more in your business. You’re not going to keep the momentum up to achieve the goals you want to do because the reality is if you do nothing as not that your business will stay where it is it will constrict because you are always having other inputs other changes that are happening in your market place in your business with your clients and you need to step up to be able to meet those and excel. So if confidence is absolutely important for you to be able to continue to maintain it to grow your business how on earth are you going to be in control of your confidence. Because I can tell you from my own experience and all these people who I’ve experienced what I’ve experienced on this journey is you who are in control. You must take responsibility for maintaining your confidence.

So let’s look at one of the things that I have found really, really effective to do and it’s what I call the book of resilience because when those types of self-doubt come in when you start to think who am I to do this who do I think I am who I think I was when I set this big goal that now is really taking a lot of courage. I feel confident that I am the one that can do this. Who am I to charge that sort of money. Who am I to ask people to trust me when you have those moments. You need to have something to fall back on and that is the book brilliance. Now I’m just going to show you what I use as my book of brilliance. But you can be using anything you can be using it. You can have it digital if that’s what suits you. You can have this in a beautiful book. You can have this there’s something that is just scraps of paper. Doesn’t matter. The important thing is that you have a location that we are now going to call your book or brilliance now in your book brilliance. You need to take the time to put the following is me number one is we want to be able to do a beautiful big brain dump of all of the things that you have achieved well over all of the years. We can be going back to even your childhood where you may even put things like you know what I was really good at running races or I was a really good friend. People or I was a really responsible daughter or son and you know helped in my family. Whatever those you can be going back to that right through to all of the different things that you might have been doing.

Think of all the milestones that you’ve had in your education in all of the different businesses that you have that you may have been involved in in any kind of career moves and study that you’ve done things that you may have done in your personal life hobbies things that you may have involved in any kind of sporting things any health things anything that’s got to do with your relationships all of those things that you know what should be done that really well or I’m proud of that or people tell me that I’m really good at that. All of these things need to go into your book and brilliance. Now the other thing that you want to do is ask other people around you is it that you think that I do really well. Just allow them to be able to tell you okay and when they do want you to write all of those in your book as well you might even hand your book over to them and ask them to put something in. If you’ve got clients that you’re working with think about the clients that you’ve had success with and ask them, you know, why do they want to work with you. What was it that they benefited from and write this in your book as well. When people send testimonials or they’ll say something great about you print it out and cut it up and put it into your book or just simply write it out. If you’ve received thank you cards and things like that that can go in here as well.

So you get the idea that what you’re doing is your career creating a beautiful repository for things that you do well and they can be related to your business. They can be related to you as a person and all of that goes into here because I tell you what when your confidence starts to really shrink and you start thinking small you’re going to forget what were the things that were so wonderful about you, you to forget the expertise that you have you can get your cleverness you’ve got to get that you have achieved before and you’re going to need something to remind you. And that’s when you go back to your book of brilliance and if you working with me closely this is going to be one of the first activities that I get you to do because then when you have times when you start to doubt yourself and you will everybody does. I’m going to say to you go back to your book of brilliance and I just want you to allow yourself to just totally immerse yourself in it. You go back there and you remind yourself of why you are unique. Remind yourself that you know what you are good you are capable of achieving what you’ve set yourself to do because that is the place of the book of brilliance. Okay so this is my challenge to you go and find a book now or if you prefer to work digitally go and create that folder and call it my book of brilliance and then take that time you might do it in one big lump sum lump of time or you might decide that you’re going to spread this over and do this in smaller increments.

Now whichever one you do want to set this as a priority and it may only take 30 minutes that you’re going to set aside. But when it comes to the time when you’re really going to need it you’re going to be so grateful to yourself that you spent that time to do that. So I’d like to hear from you. Have you done your book or brilliance. Can you send me a photo. Can you share some things that once you took the time to do this that no surprise to you or you had forgotten or things that you hadn’t thought that you’d done that well. But when you actually put it all down you realized how that we rock. So I’d love to hear from you please just shoot with me okay and go get it because you are truly, truly brilliant. And don’t you forget it. Okay bye. It’s here. Thanks for joining me on the net. Your tribe radio have you heard our voices today. But do you want to see what we really like. You can see the video version of this episode over and romance your tribe top pump and grab the show notes for you there. And if you enjoyed this episode I really appreciate if you show the love and live an honest review and I tunes or your favorite podcast directory. I’ll see you on the next episode.

The Fastest Way To Get New Clients

The Fastest Way To Get New Clients

This week’s podcast episode is all about the fastest way to get new clients

OK so you’d think, with my specialty of helping coaches, consultants and service professionals take their businesses online, I’d tell you the fastest way to get new clients is to do a really clever online marketing strategy wouldn’t you?

The truth is, when I start with a new client the first thing I do is look at their existing business and often the fastest way to get new clients for every existing business is far less glamourous. We take simple but very powerful steps to use their existing network and the results are always fast when they follow the process.

Then we can focus on clever online ways to put this on steroids.

So what is this system?

That’s what my guest in today’s podcast episode specialises in and she is the person who gets the best results with this, than anyone I know. She is a beautiful close friend of mine and I’ve seen behind the scenes how she gets great results.

Michelle McGlade helps health professionals triple their new businesses in the first month…and then continue to do so month after month. She is “The Healer’s Healer”.

Here’s a few things we cover in today’s episode:

  1. Why Michelle coaches health professionals rather than working in her profession as an acupuncturist
  2. Michelle’s Fat Five key things to help you get to the next level
  3. The change in mindset you need or your business will never succeed
  4. Pricing your services and your oxygen mask
  5. Michelle’s step by step process to triple your clients in the first 30 days

You’ll absolutely adore Michelle, just like I do and get ready to take notes.

I’d love to hear your ah-ha’s and any questions or comments you have. Just leave them below and we’ll come back and join in the conversation.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below.
Never miss an episode. Click here for all the ways you can subscribe.

What is The Fastest Way To Get New Clients When You Are Starting Out?

Your first and priority strategy for your business is to do sales and marketing to get the client flow you need. Again, you need to adopt the mindset of a business owner. It is no longer enough to just be good at what you do and rely on bare minimum efforts and word of mouth.

The fastest way to get new clients, and the secret to getting that sales flow you need and to grow your business, is quite simple.

“The fastest way – literally the fastest way – to get clients is to talk to people… to connect with other human beings and build relationships with them.” – Michelle McGlade

Here is Michelle’s simple system, I call “The McGlade Method”.

21 People

Remember to set aside some time to work on your business. During this time, make your list of 21 people who you have connected to, showed interest but never heard back from, or someone your friends and family have mentioned could benefit from your help. This is your warm list.

They are already interested in your services. You just have to give them a little push.

I have my list of 21 people. What do I say?

You don’t have to go for the hard sell. You don’t have to directly tell them about all your products and services or try to get them to buy in. Remember that we’re here to romance your tribe. You need to create a community that is in love with you and what you do.

The fastest way to get new clients is to build relationships with the people in your warm list. Create a genuine connection with each and everyone of them. Start by trying to be in touch with where they are now in the area that you can help them with, but also try to connect to them on a personal level.

Here’s a solid template for reconnecting with possible clients: “I know you were interested and I wanted to reconnect with you and find out how you’re doing since we last spoke.”

Isn’t the process too long before you can get to the sale?

Do it strategically, do it fast. Block 90 minutes of your time on your calendar and reach out to all 21 people. Follow the template above and maybe set a schedule to meet up with them and catch up over coffee. Chances are, they would mention that they are of need of your services or ask about what it is that you do. Then you can easily transition into selling your services.

“50% more sales are made in the follow up.”

Don’t be afraid of being too pushy. The devil is in the details. You need to keep yourself in your prospects’ minds and that’s not possible if you limit your interactions to the initial contact.

Follow up up to five times.

Michelle shares a little recipe she gives her clients on how to strategically follow up on possible leads. The idea is to do it two days after, three days after, five days after, and seven days after that. Again, it’s not necessary to go for the hard sell. Getting yourself known and building this relationship with your prospects is the fastest way to get new clients.

‘No’ isn’t the end point. The more you hear ‘no’, the closer you are to getting a ‘yes’.

Remember that you are not just an expert in your profession. Whether you are a health professional, a lawyer, a fitness pro, or any kind of professional with your own business or practice, remember to transition into that business owner mindset. This is the fastest way to get new clients and the only way you can get to the next level in your business.

Start here, and then we can focus on the automated systems you can do through online marketing and tribe building I do through my Romance Your Tribe Programs.

Action Steps

  1. Be honest with yourself. Are you approaching your business with the mindset of a CEO?.
  2. Go and review your pricing structure. Right now! Go on, we’ll wait for you here.
  3. Write your list of 21 people according to Michelle’s criteria
  4. Create your contact and follow up strategy according to Michelle’s formula
  5. Congratulate yourself on taking action. Dip into the Celebration Box.
  6. Share below your ah-ha’sfrom this lesson and also any tips other viewers may find useful.
  7. If you loved this episode, I’ll be grateful if you can leave a review over on iTunes so other people can discover this podcast too

Resources mentioned in this episode

Get to know Michelle McGlade and grab a free copy of her best-selling book at http://MichelleMcGlade.com/PROFIT

Extra bonus: Should you renovate or detonate your business?

Join the conversation in the Romance Your Tribe Facebook Group and connect with other great business owners.

Read The Transcript Here

Janet Beckers: Hello, everybody! Janet Beckers here and a huge welcome to you to the Romance Your Tribe radio podcast. I have got to with you today one of my BFFs in the world, Michelle McGlade. I’m very excited to have Michelle with me because I mean Michelle and I have just become really good friends over the last year because we just have such similar humour and we you know we have really really similar lines you know priorities and values in our business. And you know and also she’s one switch on business woman, really a one switch on business woman so I’m so excited to introduce you to Michelle today. And instead of me giving you her full bio let’s just go straight over Michelle and start quizzing her now at the heart of this podcast is I want to give you the maximum value where you can have really actionable content. But we have to try, you know our attempt here is to give that to you in less than half an hour. Aiming for about 20 25 minutes which means we’re going to be focusing straight on content and Michelle’s really really good at that. So.

Janet Beckers: So excited to have you here, Michelle.

Michelle McGlade: Thank you so much for having me. I’m pumped!

Janet Beckers: So to get started. You know you’re the healer of healers. So let’s talk about that. So who is it that you serve and how do you do that?

Michelle McGlade: Yeah I mean quick down and dirty. I work with health and wellness practitioners through my online programs and one to one private coaching.

Janet Beckers: Right. So when you say you know healers, health professionals, so what are some examples of those sorts of people?

Michelle McGlade: Oh yeah. So like, naturally you have doctors, acupuncturists, nutritionists, health coaches, chiropractors. Those would all be individuals I would love, love, love to help.

Janet Beckers: And look you know we have, I tracked a lot of people who are in the health industry. Maybe it’s my background because I was you know originally a nurse and then a massage therapist all sorts of things so people pick up those vibes. I think so. And I know that there are real challenges in that particular industry to be asked to build a profitable business so that’s why I asked Michelle alone because I tell you what Michelle’s got this amazing track record of within 30 days. Her clients are tripling their businesses. So that’s just huge just huge. So before we dive into exactly how they do that. I’m really curious Michelle like you’re an acupuncturist aren’t you.

Michelle McGlade: Yes. Yeah, by trade.

Janet Beckers: So why. Why are you doing this now rather than your acupuncture business.

Michelle McGlade: Oh it’s such a long story. OK. But I am keeping a brief here for you guys. You know I always wanted to have my own business. I was really fabulous at starting a business from the ground up. In fact I had two clinics. And what I’ve learned is that. My passion for the industry was NEVER unyielding but that my skill sets were so much more equipped to coach and lead other practitioners than it was to you know help and heal my patients. I love that too but I saw what a great impact that I could make for my industry by spending all of my time and that in the coaching field.

Janet Beckers: Yeah… right. You know what that’s so… that’s where you’re the healer for healers.

Michelle McGlade: Yeah.

Janet Beckers: And the big lesson for that I think is for people who are watching that a lot of times I find that healers will have so many different skills because I’ve done lots of different courses. They are always working on their clinical skills to be able to help their clients that it’s really important to step back every now and then go you know what actually is something I’m best at doing and really focusing on that rather than trying to scatter so much food being able to put on your CV that you’re actually a specialist in 15 different types of modalities.

Michelle McGlade: Yeah.

Janet Beckers: So yeah I think what you’ve just you know it’s lovely to actually see you to be able to recognize that and then take that in that direction. So yes so let’s dive into some really meaty stuff here. So. Let’s first of all start with what sort of what sort of people do you work with. Like what stages are they are in their business what sort of businesses do they run. Where are they getting this tripling of their businesses in 30 days.

Michelle McGlade: I know it’s crazy like I almost feel embarrassed you know to say it but I just want people to know that this is real this is tangible results that I see time and time again for primarily solo practitioners. What I mean by that is they’re not they don’t own and operate and run a team but they’re running a sort of practice they’re doing most of the work on their own. Some are getting started. Some are trying to get traction and some are just trying to go to the next level. So it really is regardless of maybe the stage but just just know that they’re selling one on one services and they’re pretty much running the show in their business.

Janet Beckers: Right. You know what I reckon that’s going to describe a lot of the people who are in the health profession that would be listening to us today because it’s it’s tough to be able to get to that next level when what you’re doing is such a personal hands on service.

Michelle McGlade: Yes.

Janet Beckers: Yeah absolutely. So if that sounds like you and you’re listening here you’re just gonna absolutely love Michelle. Yes so so they’re tripling their business in 30 days. So are there are there certain things that you’re finding is there a group of things that people are doing. Or is it just one main strategy.

Michelle McGlade: You know this is where you know my experience comes in a place because I’ve been able to watch these trends. You know one of my superpowers is to kind of take puzzle pieces and fit them together and I have been able to identify what I think are the five things the five kind of big buckets of behaviours or things that these individuals are doing thinking or how they’re positioning themselves that really helps them to accelerate the results.

Janet Beckers: Right.

Michelle McGlade: Want to know what the five are?

Janet Beckers: Yeah!

Michelle McGlade: And I know all of them today. But like there’s some fat five key things, okay?

Janet Beckers: Yeah, let’s do that. So get out your notes, people.

Michelle McGlade: Yeah. Yeah. So the first one is making a mind shift around just what you were saying, Janet. So many people are really investing in themselves around becoming better at their modality or adding a modality. But they’re not thinking about investing in themselves as a business owner. And so the first thing is really getting yourself your mind set straight is that you own a business and that takes top and first priority in terms of your investment of time and money before being the practitioner because without without the clients you know and the income that you’re looking for you can be that beautiful healer and help people.

Janet Beckers: Yeah. You know, that’s such a huge struggle that I find for so many people in the health field because they’re used to giving. This almost massive guilt with actually charging and approaching it like a business. So absolutely. OK. Number one.

Michelle McGlade: Number one.

Janet Beckers: Yeah.

Michelle McGlade: Make the switch. It’s a really important switch in it is about your mindset about how you’re approaching your day and using your valuable time and money. OK.

Janet Beckers: I’m curious Michelle. Did you did you always have approached your business as, with that business mindset? Is that something that is innate to you?

Michelle McGlade: It is yeah. I mean before I even left my corporate gig what the first thing I said is I want to own my own business.

Janet Beckers: Yeah. Yeah. It’s a very different model of a mentality to going in where you’re helping one person you know and you get results and then somebody else and then you think you should start charging for it. It’s a very different mindset. Yeah, Yeah.

Michelle McGlade: So that’s actually kind of… I’ll reverse the order here because this was going to be number three but we’ll just say number two, the oxygen mask on yourself first. And what I mean is that is you can’t… You can’t give away your services and you can’t undercharge. Because well those who don’t pay aren’t are not invested. And so this is a really really big shift and something that she helps to change the trajectory of your business. It really does. I’ve seen it over and over.

Janet Beckers: Yeah. Yeah absolutely. I can see that.

Michelle McGlade: Third one this one I’d love to go into a lot more detail because I think it’s what makes the biggest impact, the fastest, let’s say it’s about visibility. You got to get your butt out of the seat, right?

Janet Beckers: That’s it. Speaking my language girlfriend.

Michelle McGlade: I’ll hold off there and maybe we can that if we’ve got time to dive into that.

Janet Beckers: Yes. Let’s do number three.

Michelle McGlade: Number four is about time management. So it’s about identifying time to work in your business and on your business. Right. This this will change again. This will change how you think about your business. But I’ll change now how you’re taking action in your business if you’re actually identifying hours when you will only see clients in hours when you will work on all of the tasks that need to be accomplished to run a successful business.

Janet Beckers: That’s a huge challenge because a lot of people just don’t make that time with their with their planning of their businesses and then they. Yet they’re allowing the clients to just set those timings.

Michelle McGlade: So yeah and all the tasks that move your business forward are the ones that usually go last on the list and you see the clients, then you answer all the e-mails, then you do the accounting. But that’s not really the growth strategy. That’s just operational stuff that just has to get done.

Janet Beckers: Yeah yeah. Good point. Operations, growth. You’ve got to make the time to actually put that into your calendar. So speaking my language it’s brilliant brilliant.

Michelle McGlade: And then number five of course they’re getting mentorship, right? They’re- they’re working with somebody to help them stay focused to stay out of overwhelm, get out of their head. I mean this is just across the board really I mean when you have somebody that can keep you unstuck and keep you your confidence levels high and get you focused on the right stuff. I mean that’s when action happens and action.

Janet Beckers: And you know what. This is an area that I find people in the healing profession. It sort of leaks in so well with the putting the oxygen mask on yourself doesn’t it.

Michelle McGlade: Yeah.

Janet Beckers: By nature people in this industry they give and they give and they give and have a very very difficult to receive. And mentorship. It is more than it’s not a it’s not a luxury it’s not spoiling yourself it’s absolutely, it’s absolutely necessary. Yeah I’m really pleased you got that one in.

Michelle McGlade: So those are the five. I mean some of them are a little bit more on mind studies, some of them are more tactical. But what I’ve seen over and over again is when you’ve got a combination of those five things and you’re paying attention to those five areas.

That’s when it- it looks like if there was any such thing as pixie dust that would be it because that is really rocket launching my clients anyways to literally triple every month. I mean I’m not just talking in the first 30 days to be honest. I let my clients go from you know maybe somebody who is brand new to to people when they are first getting started. They’ve already got six and the first month and they’ve got 18 in the second month and they’ve got you know whatever that is in the third month.

Janet Beckers: Right. Wow that’s that’s amazing growth. That’s real power for a single service provider.

That’s fantastic. So. Yeah. I just love- If you watch the video rather than the audio. You’ve just got to see Michelle’s face every time she talks about the results that people get. She’s just, she just glows. She’s over you know you’re excited and you’re proud. But then almost kind of like you almost can’t believe it. But you know it’s.

Michelle McGlade: Well it’s what you and everybody dreams about and then they just suffered. Like, I want to end suffering for the practitioners now right? It’s so simple. It really can, it doesn’t have to be, you know, difficult. I think as people are making it, but the problem is, is they’re focusing on the wrong things to really grow.

Janet Beckers: Well let’s focus now. You said that the first the one that you were saying that has the biggest impact was the getting of getting out of the seat. So let’s start with that.

Michelle McGlade: Get your butt out of your seat.

Janet Beckers: Yeah get your butt out of your seat. Get you but I have to say yes. So what do you mean by that.

Michelle McGlade: Well you know you see this all the time with business owners. I kind of say it’s like the old way versus the new way the old way being you know I’ve got to get the website perfect you know or some of the behaviours I share with you. I need to respond to these e-mails or I need to get the accounting done for this week. But what really needs to happen if you don’t have the client flow that you’re looking for is you need to get your butt out of the seat and that needs to be the first and priority strategy for your business right? Sales. Sales and Marketing first.

Janet Beckers: So when you say, getting your butt out of the seat, is that actually physically getting your butt out of the seat and going somewhere? Or it’s a metaphor, for you know getting a kick up your butt?

Michelle McGlade: It’s no it’s literally getting out and being visible for your business because here’s what I hear people don’t come to me and say I’ve got plenty of clients I’m making all the money that I want. You know this is our way. It’s always the fact that they’re looking for more clients and more consistent clients are looking to build their business so the fastest way it doesn’t matter if you’re running an online health coaching business or if you’ve got a brick and mortar massage studio the fastest way literally the fastest way to get clients is to talk to people is to connect with other human beings and build relationships with them. And it sounds so simple but I don’t know why people just skim right over it.

Janet Beckers: So if we look at that strategically. So where should people be meeting them?

Michelle McGlade: Yeah.

Janet Beckers: Yeah. We’ve still got a limited amount of time you want to make sure you get the best results.

Michelle McGlade: That’s right. First and foremost your low hanging fruit is your network.

It’s all the people. And I promise you if you were to make– I challenge everybody listening to make a list of 21 people, people who you know, people who you met one time but then, you know, you exchanged business cards with nothing happened. How many of you have that? People who said they wanted to work with you. They actually said that and you thought that they were going to draw but they never did. People who you see as an ideal client like you’re like I know I can really help them or even have you ever had like family and friends say oh I know my neighbor could really use your help. These are all people in your network you have the most accessibility too right now to reach out to.

Janet Beckers: And so to make them because of the I’m thinking the next thing that comes up is a case I’ve got my list of 21 people. Then I can, I can, I can almost hear it coming over the airwave. People are going, what do I say do I go up to them and say come on walking in for whatever the treatment is like am I going to have to go in her for the hard sell? So knowing you Michelle you have a really classy way around this. So what do people say?

Michelle McGlade: Yeah, this is the objection I hear. People always, like, they go for I need to go sell them, I’m afraid to do that. That’s not what I want you to do at all actually. If you were if you’re really tuning into my words you heard me say build relationships.

Janet Beckers: Right.

Michelle McGlade: Why you connect with people in genuinely if these people are in your network you already have some sort of warm connection to them. So why not build a relationship and reconnect with them.

Janet Beckers: Right.

Michelle McGlade: You talked with them once. Let’s talk with them again. Let’s see. Now each situation is going to be a little bit different so I can’t give you a one size fits all but why can’t you reach out and find a time to have a coffee with them. Why couldn’t you reach out and say you know it was so great meeting you at my kid’s soccer game. I know you were interested and I wanted to reconnect with you and find out how you’re doing since we last spoke.

Janet Beckers: Right. That’s actually a really good phrase so write that one down. And you know this this is actually really takes the pressure of people and this really ties in beautifully with I mean this is the Romance Your Tribe podcast. And so the romance who tried the system of building a business based on relationships which is why we’re such good friends is. So a lot of times people will go right there’s somebody who is a potential client. I got to go straight and try to make the sale. And that makes you feel icky, it makes them feel icky. But I love that you say that you are actually able to say that you can demonstrate that people are tripling their business.

Michelle McGlade: Yes.

Janet Beckers: Through relationships. And it’s not from having a sales script it’s from let’s have a coffee Let’s reconnect. See how you’re going. Let’s just get in front of your face let’s get seen that start to build those relationships and that connections so that so much more doable. The next thing I would be thinking because I know what people say well you know if you’re not going to be going straight into sales if you’re not making those you know you’re not having those sales calls this could be a super duper long process before you actually get to the sale. Do you find that?

Michelle McGlade: Well that’s why I encourage people to go to their warm audience first. People like that low hanging fruit in your network because you’re already advancing the relationship by having had a connection prior.

Janet Beckers: Right.

Michelle McGlade: And and the key thing here is OK so let me just give you something a little bit more tactical before I take you to the next steps. You’ve got your list of 21 people. The way to make this go quickly that people miss is they’re like oh today I’m going to send someone an e-mail tomorrow I’m going to make this phone call. That’s not the best way to do it. Actually put 90 minutes on your calendar and reach out to all 21.

Janet Beckers: Ahh brilliant.

Michelle McGlade: The strategy is in the process how we make this go fast. We’re really literally blocking and tackling our time and just getting this done.

Janet Beckers: Excellent. So you better get to psych yourself up for this once.

Michelle McGlade: That’s right. Here’s the thing that you’re asking. Like taking it a step further. This could take a long time. No there’s. I mean there’s a very strategic process that I have around this with my clients and that is what happens after you reach out. It’s called follow up, which most people don’t do and they don’t do it in a timely manner. So they’re there. The other objection we hear I’m sure you’ve heard this too Janet is I don’t want to bother them. I just. Two days ago I don’t want to be pushy. Well the thing is is that they’re not focused on building your business right now they’re focused on all the crazy stuff going on in their lives. And so they reply to your e-mail or they received your phone call but it’s not their top priority. It’s yours. Yes. So the devil’s in the details here. Fifty percent more sales are made in the follow up. And it’s about following up several times actually to bring them to that goal which is the goal is to have the connection the meeting the you know whatever.

Janet Beckers: Yeah that’s really such a beautiful reminder for people. I’m looking at that time right. We’re doing pretty well actually we got a few minutes left and then and so I mean because I just love I’m really grateful Michelle that you that you’re not skimming over things here you know the things we’re all ready for action points from people here is write down a list of 21 people that you have had contact with that you know and also some of those are going to be people who know other people so they may not be a customer but you know so you’ve got 21 people even with then you going to block out 90 minutes and you can do that on a regular basis where you’re going to contact them not to make a sale but you’re contacting them to follow up to see how they’re going to then make the next step where you know you’re going to be having a meeting for a coffee or or whatever it is is going to be and then you’re willing your time for your follow up and make sure that you’re doing that in a timely way and consistent.

Michelle McGlade: I mean that’s not rocket science folks. Michelle giving you a really simple process to follow but you have demonstrated over and over again that just this technique here, you can triple your business in 30 days you know. Yeah. My challenge to people is do that and go and let Michelle know when you’ve done that let me know.

Janet Beckers: I would love to hear the results because I mean again like you said this isn’t rocket science but most people don’t do all the steps so just hear this one more time. The devil’s in the details the result’s are in the details. You know make the list. Reach out. Follow up. I would say follow up up to five times. I’ll give you the little recipe I give my clients which is obviously you know day zero. The initial outreach or connection. Then two days later and three days later and five days later and then seven days later.

Right. Yeah. Excellent. So just so that would be about five days later then seven days later. So is everything finished in a seven day period or these are five days after the three days. Sorry that’s just my detailing what you know.

Michelle McGlade: Okay so here’s the way I do it because a lot of people don’t work on the weekends and I’m not expecting people to work on the weekend so I say let’s say it was Monday OK I say this. So then I want you to follow up two days later which is Wednesday. Yes. And then three days which would be the following Monday. Yet Keeping up with not only working only Monday through Fridays then five days later which I mean Friday and then another seven. So we have a three week time period now here where we’re following up in bringing people to a decision. Yeah. And decisions are yes or no and all decisions are good if you get a No thank you. You did your job yeah. Nos mean you’re getting closer to yeses.

Janet Beckers: That’s beautiful. That’s a really good thing write this down there somewhere. That’s the kind of thing that I think you could put there on your computer or on your telephone that a yes or a no is a good answer. If you have followed that three week process yes you did your job that’s a very very different mindset Michelle to well you know our hassles and then they say no. So I can’t do that again. So that is just that’s a really beautiful calm step by step follow that process. And then the outcome at the end. Know that whic ever the result is you’ve done your job and that is a good thing. That is a great thing. That is a really different way of looking at life. Absolutely love it. So now looking at our time. So. Well first of all I know that you you’ve got a book that you’ve written that you can go into more detail here. So can you talk a little bit about how people can contact you. And can I get a copy of that book?

Michelle McGlade: Yes. So I would love to offer your listeners a copy of my best selling book. It’s a free download and you can head on over to MichelleMcGlade.com/profit

P-r-o-f-i-t.

Janet Beckers: Love it. Setting that intention straight off. Yeah, yeah that’s brilliant. So yeah. So go and I’ll put the links down below but absolutely everybody if you go out there and get that ready. When you take action on what she does she today go over and let her know because it is you know we do what we do and say things like this on a podcast because we absolutely love it. Want to get the message out. It is incredibly rewarding to hear back from people that actually took something.

Michelle McGlade: Oh my gosh. That keeps that keeps me going all day long.

Janet Beckers: Yeah. Yeah. So do that if when you have followed these processes go back and let Michelle know and to connect. And so Michelle any last points anything else that you’d like to add to add or some parting words of wisdom before we leave.

Michelle McGlade: You know screw it. Just do it.

Janet Beckers: Yeah right.

Michelle McGlade: Yes. I mean action trumps everything people. Act, just take action one step at a time. And you will get there. You will get there.

Janet Beckers: Yeah that is a really good one to finish on. And and thanks so much for making it today that’s we’ve actually got action points to be able to follow.

And they’re not threatening me. Very very simple methodical and you’ve proved over and over and over again that they work so. Thank you so much again Michelle. Thank you everybody for your time today listening to us. And I would love to hear from you whether you’re watching this on on iTunes or you’re listening to this on iTunes or wherever your podcasting is. Come on over to the Romance Your Tribe dot com Web site and you can leave a comment for us it would be fantastic. Or come over and find us over at Janet Beckers Author on the Facebook page or join our Romance Your Tribe private Facebook group you’re very welcome to join us. So you can do that on Facebook and you can connect. Michelle’s actually over in that group as well so you can connect with Michelle in that group. And yes we can actually she won as you take action and help keep your clients so good bye everybody. And thank you so much Michelle. Bye.

Michelle McGlade: My pleasure. Bye.

How to reward yourself in business. 160 Out-Of-The-Box ideas. Literally

How to reward yourself in business. 160 Out-Of-The-Box ideas. Literally

Do you reward yourself in business? Go on….be honest here. Do you have a simple system to make sure you celebrate the wins, large and small, so you stay motivated to keep creating a business that will make an impact and give you joy?

Introducing The Celebration Box

The Celebration Box is the answer to a problem so many entrepreneurs have. We are great at thinking of the next project, focusing on our never ending to-do list and getting stuff done. We often suck at taking the time to acknowledge and celebrate our achievements along the way and tend to start focusing on the next “thing” without pause. In fact most entrepreneurs I know subconsciously think “You can reward yourself in business when you have achieved EVERYTHING you have set out to do”, and, by default punish themselves for not having achieved the pinnacle of their definition of success yet, even if they are taking massive action each step along the way.

My Simple System To Reward Yourself in Business

In short, the Celebration Box is a small box (often chosen for it’s beauty or significance) which you fill with slips of paper, with different rewards which can be as simple as “go and have a mani-pedi” to “go for a surf/game of golf / walk in your favourite bushland” to “Book a weekend away”. The idea is when you have completed a goal, you dip into the Celebration Box and choose your reward. This works incredibly well with my clients to keep them motivated and reduce overwhelm. Watch the video below to get a sneak peek at my celebration box and what is in it, plus tips on how to use this simple system to reward yourself in business. I have found one problem though. Often people need help coming up with ideas to put in their Celebration Box. So after you watch the video, scroll below for 160 ideas for you to choose from 🙂

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

How Some of My Friends Suggest You Can Reward Yourself In Business

To help you come up with exciting ideas to put in your own Celebration Box I asked a few of my friends in business “how do you reward yourself in business?” . I’ve shared their answers down below including 10 ideas from each of them you can use for inspiration to include in your own Celebration Box. I absolutely love how different each person is (and how many people include my favourites). It just goes to show that how you choose to reward yourself in business is totally up to you and no matter how crazy or how simple your ideas are, every single idea is perfect if it resonates with you.

Ideas to Include in Your Celebration Box

Janet Beckers, Founder “Romance Your Tribe”

What is Your IDEAL Way to Celebrate?
Anything that combines water (like the ocean, rivers or even a gorgeous pool) and the people I love.

10 ideas for your Celebration Box:

1. Go kayaking with my husband
2. A long walk on the beach with my dog Leonardo di Puplio
3. A morning or evening of creating pouring art acrylics with my daughter
4. Talk music and create a great Spotify playlist with my son
5. A bike ride or bushwalk with a friend
6. Massage with aromatherapy
7. A bottle of champagne with gourmet nibbles on the deck with my family
8. A weekend away in nature with my man
9. A spa day with my sister followed by cocktails
10. Light an aromatherapy candle, put on a favourite playlist, pour a glass of wine, grab my kindle (or my man) and soak in the bath for ages

Milana Leshinsky, Simplicity Circle

What is Your IDEAL Way to Celebrate?
Anything that combines water (like the ocean, rivers or even a gorgeous pool) and the people I love.

10 ideas for your Celebration Box:

1. Play the piano
2. Composing a piece of music
3. Take my dog for a long walk
4. Ballroom dance on my own
5. Dance with friends
6. Buy a gorgeous new ballroom dancing outfit
7. Binge on a favourite TV show like The Bachelor
8. Enjoy quiet time in my beautiful home
9. Go on vacation to Dominican Republic
10. Roast marshmallows with my best friend over a fire at her farmhouse

Michelle Falzon, We Are Content

What is Your IDEAL Way to Celebrate?
TRAVEL! I love traveling and I often reward myself with trips – large or small. Paris or Pitt Street, I gift myself special travel experiences to celebrate projects, milestones and achievements.

10 ideas for your Celebration Box:

1. Book a Pedicure
2. Take a day off and get out into nature
3. Take a walk
4. Retail Therapy – buy that dress or book or gadget you wanted
5. Have a sleep-in
6. Pay it forward – make the time to do something special for someone
7. Buy tickets to a concert
8. Try something fun that you’ve never done before – salsa dancing? flower arranging? drama classes?
9. Watch a sunrise
10. Go for a swim in the ocean

Carrie Wilkerson, Speaker, Author & Consultant

What is Your IDEAL Way to Celebrate?
Sunshine & exploring with my kids.

10 ideas for your Celebration Box:

1. A new book in the sunshine
2. Water & sunshine… pool, lake, beach – whatever
3. A free day with my parents
4. A movie & fun snacks with my family
5. Splurge on a new lotion or perfume
6. A day trip
7. Long bubble bath with a youtube playlist of my favorite artists
8. Creating something with my youngest…
9. 1-1 time with my middle – her choice
10. alone time at the coffee shop, earphones in, fave coffee and writing (NOT on deadline)

Ludwina Dautovic, The Room Xchange

What is Your IDEAL Way to Celebrate?
Relax doing what I love – When I work hard and achieve great things, I give myself my weekends completely off to paint, cook and relax.

10 ideas for your Celebration Box:

1. A day of horseriding
2. Weekend away
3. Holiday,
4. Going to Albury to see my little people (Niece and nephews)
5. Go for a long ride on my bike
6. Lay in the sun
7. Go out for dinner (Korean BBQ!)
8. Get a massage
9. Get a pedicure, nails done, and facial
10. A good session at the hairdressers (cover my greys, trim my ends, and that damn good head rub that comes at the wash basin!)

Valerie Khoo, Abstract Artist specialising in creating art for business owners

What is Your IDEAL Way to Celebrate?
Spending time with my family, including my furry family.

10 ideas for your Celebration Box:

1. Champagne and shopping at my favourite boutique
2. Indulge in a foot massage (there is nothing like it!)
3. Spending big on new art materials
4. Go out on a boat for the day
5. A Netflix marathon with a great show!
6. Treating my pets with surprises
7. Dinner with wonderful friends
8. Booking into an experience I’ve always wanted to do
9. Treating my team to an outing
10. Sampling a new restaurant

Michelle McGlade, Biz savvy healer for healers

What is Your IDEAL Way to Celebrate?
Spa day!

10 ideas for your Celebration Box:

1. Grab a special bottle of wine and chat with my hubby and kitties by the fireplace
2. Write myself a love letter to document the moment
3. Take the afternoon off and spend time in nature by myself
4. Take the entire day to dive in to a mindless piece of fiction
5. Call a friend and share the great news
6. Immediate dance party in the office with music blaring
7. Gather a group of loved ones together and treat them to dinner
8. Take myself shopping for a new purse, shoes or anything my heart desires in that moment
9. Write a thank you note to each person who has contributed to my recent success
10. I’ll leave this one blank… decide in the moment how I’d love to celebrate

Lisa McDonald, Coach

What is Your IDEAL Way to Celebrate?
A reflexology session – I love having a foot massage and its therapeutic nature. It means I get to relax, restore and rejuvenate my body and mind all at the same time.

10 ideas for your Celebration Box:

1. Reflexology
2. Massage
3. Walk in nature
4. Playing with my son
5. A meal or cuppa with some time out
6. A glass of champagne
7. Time out with family or friends
8. Pedicure
9. Facial
10. Gift of something I want or that I see for myself

Kevin Breeding, Coach, Author & Speaker

What is Your IDEAL Way to Celebrate?
Time with The Smokin’ Hot (aka, my wife, Susie)

10 ideas for your Celebration Box:

1. Massage time
2. A full day of creative outlet (for me, piano)
3. A tech-free day or weekend
4. Weekend away with The Smokin’ Hot (see above)
5. A full weekend of nothing – no tasks
6. Bucket list concert – Tony Bennett, Jane Monheit, or other legend
7. A day of mindless car shows (pick your topic, pick your show that allows you to disconnect. For me, vintage car restoration.)
8. A day with one or all of my four, beautiful girls
9. A Tech reward – new gadget
10. A simple Cava or Prosecco, the Smokin’ Hot, stars, and an evening on the porch. (I’m a simple guy)

Robyn Jackson, Mindsteps Inc. a boutique professional development firm serving k12 educators

What is Your IDEAL Way to Celebrate?
My ideal way to celebrate is to travel. I love to book short weekend trips with my husband alone or with our family to celebrate meeting a business milestone.

10 ideas for your Celebration Box:

1. Book a weekend trip somewhere special (New Orleans and Jamaica are my favs)
2. Take yourself on an afternoon date
3. Read a book purely for pleasure
4. Cook something special for myself
5. Two Words: French Pastry preferably at some chic patisserie patio with great spots for people watching
6. Treat the entire team to a fancy lunch somewhere special
7. Make a batch of ice-cream
8. Take the afternoon off and spend it doing Nothing
9. Buy myself something special but seemingly frivolous
10. Pay myself an actual cash bonus

Clancy Beckers, Student

What is Your IDEAL Way to Celebrate?
Find new music to enjoy.

10 ideas for your Celebration Box:

1. Air bnb trip with my girlfriend
2. Sleep in
3. Have a party
4. Go out for dinner
5. Trip to Vinnies
6. Scream as loud as I can
7. Read a magazine (like New Scientist)
8. Book a concert ticket
9. Take time to draw
10. Tell everybody I did something great

Kathy Goughenour, Expert VA Training

What is Your IDEAL Way to Celebrate?
One full spa day where I completely relax away from the office and in a beautiful environment. I have a body scrub, massage, mani-pedi, facial, healthy lunch and glass of wine.

10 ideas for your Celebration Box:

1. New pair of pajamas,
2. Nice(er) bottle of wine,
3. Steak dinner,
4. New outfit
5. Girlfriend weekend away
6. Book I’ve been wanting to read and the time to read it
7. Massage
8. Pedicure
9. Facial
10. Lunch with girlfriends

Kate Vanden Bos, BEing StrongHER

What is Your IDEAL Way to Celebrate?
I absolutely LOVE to celebrate with a day (or two!) at a spa. Saunas, massages, good food, napping outside in the sun with a good book while sipping herbal tea, quiet, peaceful surroundings and a sense of total escape…healthy and PURE bliss for me!

10 ideas for your Celebration Box:

1. Booking a day (or two!) at my favourite spa with treatments
2. Pulling one of the ideas out of my Travel Jar and going on an adventure. Or just getting in the car and driving… experiencing the freedom for a few hours
3. Buying a book from the Amazon wishlist I create for celebration purposes – and then enjoying the time to read it! (Probably with a bottle of red!)
4. Blocking out some guilt-free time, turning my phone off, and disappearing on a nature hike where I can breathe and reconnect to myself and the natural world around me
5. Run a salt bath… with lots and lots of candles… and my fave bottle of red!
6. Live music! Treat myself to a concert ticket
7. Spend an afternoon wandering around cute little shops… (you know the ones you always say you ‘must’ stop in sometime as you drive by?!) And treat myself to a special gift
8. Buy myself a huge, beautiful bouquet of flowers!
9. Relax with a luxury pedicure
10. Book an overnight stay at a boutique hotel for a mini-break away

Suzi Dafnis, CEO, HerBusiness

What is Your IDEAL Way to Celebrate?
A glass of French champagne with friends.

10 ideas for your Celebration Box:

1. Buy a new book
2. Go for a run
3. Try a new restaurant
4. Book a facial
5. Walk on the beach
6. Buy a new handbag 😉
7. Massage
8. Hang out with friends
9. Bag of potato chips and dark chocolate (not at the same time)
10. Listen to a course or podcast the I’ve been wanting to

Kate Perkins, Specialist Lymphoedema Occupational Therapist with a major focus on Breast Cancer Rehab

What is Your IDEAL Way to Celebrate?
To go for a surf for a couple of hours, unapologetically, not feeling guilty that I’m surfing rather than working!

10 ideas for your Celebration Box:

1. Buy a bottle of Verve, make a luxurious cheese platter, and share them with 2 of my closest girlfriends
2. Go skateboarding with my son at the skate park
3. Have a night out to dinner with my husband
4. Take myself out to lunch, enjoy a glass of wine overlooking the beach
5. Go surfing with my surfing mums group
6. Organise a camping weekend for the family, which inevitably involves surfing and a campfire.
7. Get my hair done with my favourite hairdresser, have a glass of wine, and read trashy magazines
8. Buy something new for my wardrobe
9. Go surfing
10. Go surfing

The Last Word

A huge shout-out to my wonderful friends who shared their ideas for you.

Now over to you.

I’d love to hear your favourite way to reward yourself in business and a wishlist of what you will put in your own Celebration Box.

Share your ideas in the comments section below and let’s see if we can come up with another 160 ideas J

Cheers
Janet

P.S. Rewarding yourself in business is one very important way to reprogram your mind for success. If you’d like more ideas, grab my free gift for you over here: 15 Simple Mindset Hacks to reprogram your subconscious for happiness and success

Read The Transcript Here

Hey welcome, Janet Beckers here. Today we're going to have a look at a very simple solution to something that entrepreneurs very rarely do and that is celebrate. Now, does this sound like you? Did you get so focused on where you going and you can see the vision, you've got the ideas, the goals, you're really excited about what you can be creating can get a bit impatient for it and you'll be taking action, taking steps along the way, really focused on getting things done. Does that sound like you? If so that's what makes entrepreneurs so exciting. That's what makes business owners so exciting because so many people get ideas don't they? How many of them actually take action and make them happen. That's sort of the definition of an entrepreneur. Someone who gets stuff done to achieve something, to achieve a goal, achieve of vision.

Now, if that sound like you that's something to celebrate. But are you celebrating? How many times do you find yourself that you will get so focused on finishing an activity, that as soon as it's done and it may be something freely really important, like launching a new project. Like getting your first client. It might be getting your web site done. It might be shooting some videos that you are going to be using in your marketing. Something that requires you to really be focused and achieve that outcome. How many times do you actually stop and celebrate? Or do, you like most people, this is what I used to do, is then go "Done that!" Tick, on to the next thing.

Now if you're building your business if you've got this vision you may be thinking, when I get to the end I'm going to celebrate big time. I can tell you now that's a long way away because that will keep on moving. That goalpost keeps on moving and an exciting part about building a business is not just what you achieve at the end. It's those little steps, it's those things that you achieve along the way. Those personal developments that you get from actually taking action and stepping out of your comfort zone. It's those things that sort of celebrate that you are a person who takes action and get stuff done. So celebrate NOW.

Okay! I hope I convinced you on the importance of celebrating. Now the next question that comes up is "All right, well how am I going to celebrate?" Some things, you know, I think well that was just a big project, a to do tick. Does that require what sort of celebration? Making those decisions we can tend to go "Well it wasn't that important to start with." So this is what we do. Enter the Celebration Box.

Now my celebration box happens to be from when I was in holidays on Vieques Island in Puerto Rico. And I love it so it's got a beautiful and colourful. And it also has great memories for me. For you it's any kind of box that you want to have. Inside the box we have a whole stack of these different papers. Now I'll grab some of these out. Every single one has something that you can be doing to celebrate, that rewards you for having taken action.

So here's a few examples: Listen to some live music with drinks or dinner. Means I got to find somewhere where there's a band playing and go. Book a weekend away that's a good one. Another one might be... A candle lit dinner at the beach. Absolutely no cost at all involved in those but something really special. Cocktails with my daughter. Go to the movies. You see there's lots of different things. There'll be manicures, pedicures, massages. There will also be... go for bushwalk, go for bushwalk on my own, go kayaking. They don't all have to be things that are huge events. They don't have to all be things that are going to cost you a lot of money. They can all be things that are doable in a short timeframe and also that are special to you and they don't have to cost money. It's things that are you giving yourself permission to celebrate and taking the time to truly acknowledge what you have done.

So this is how you use the celebration box. Once you've got your box, once you've filled it with lots of different activities is you first of all, set an intention. So if you are working on a project going towards something that you want to get done and it's going to take you a bit of work to get there. It might be setting up your first... Setting up something that's going to be helping you to build your list so you might have created an e-book, some kind of magnet. It might be a new program that you're launching. It might be getting your first customer.

It might be, you know, so many different things, creating a series of videos you can use for your marketing. Things that, you know, if I can do this. This is going to be evidence that I've taken action and I've got a result. When you're doing that you say, set the intention that when I have done THIS, I'm going take a dip into the celebration box. Then as soon as it's done, you just open up your box, dip in, and pick out one of those activities. One of those rewards that you've got for yourself. I like this one that says "You deserve a massage."

Now this is the next rule that goes with it, is as soon as you pick something out, you need to action it. Now that doesn't mean I'm going to go for a massage right now, but what it does mean is that I have to bring up and book the massage. Otherwise I'll start going "Well I'll get on to the next thing. I'll have the massage then." Very important that you stop to acknowledge how much you are achieving and to celebrate those little ones along the way and to remember that this is an adventure that the progress, the actual journey is just as important as the final destination.

So I'd love to hear from you. Have you got a celebration box? What are you putting yours? And if you have a photo of it, I would absolutely LOVE to see that. So share with me down below and then go, go get em folks! Go out there and celebrate your brilliance and what you are achieving. Bye.